When the client holds another agent's proposal

Clients compare. Run the same facts and show the list you can sell from, with the reason for each line you skip.

Do it in Genius

All cases→ your client→ paperclip→ Upload a document

Practice Client, 3 Nov 2026: the paperclip opens Add case context. Upload a document takes a statement, report or illustration as PDF files.

Open your clients in Genius (opens the app in a new tab)

In the app: CRM → All cases

(opens full size in a new tab)

1. 1.

   Ask for the proposal in writing: the product, its issuer, its term and rate, its fees and income. Attach it: paperclip, Upload a document.

   Client's OK first, and upload only what the case needs. PDF files only.

2. 2.

   Run the client's facts in Income rider calculator. On commission, skip Fee-based rows. The list is a start: check each contract's terms.

   Unfiltered, the first Indep. Agent row pays $17,061 from 68. It carries the Income Can Decrease tag and pays less from a later age: skip it.

   • Open Income rider calculator in the app
3. 3.

   Say why you skip a line: lower income, Income Can Decrease, a higher Rider Fee or a lower rating. Name who gave the rating.

   Speak about a company's weakness only with a source the client can open.

4. 4.

   Theirs fits better? Say so. A security (variable annuity, RILA, fund) goes to a registered rep. Others go to whoever has the right license.

   Check their carrier in Carrier Grid: A.M. Best and Comdex ratings, and the year founded.

   • Open Carrier Grid in the app