Lesson 2 of 14 · Part 2 of 5
Ask: spend it or leave it?
Savings end up spent by the client or left to someone else. Ask which the client wants.
Do it in Genius
All cases your client pencil Update Client Goals & Objectives Additional Features Legacy focus
Practice Client, 3 Nov 2026: Goals & Objectives lists four goals, and Additional Features has Legacy focus. This client's goal is Generate Income.
Open your clients in Genius (opens the app in a new tab)In the app: CRM → All cases
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1.
Ask: "Is this money for you to spend, or for your family? Or some of each?" Then stay quiet and write down every word.
A paycheck needs income now. A cushion needs access. Name which job this money does.
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2.
Spending points to income. Family points to life insurance or a death benefit. Some of each is common.
Ask again after the product talk: the answer can flip.
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3.
Click the client card's pencil. Set Goals & Objectives to Generate Income. For family, tick Legacy focus under Additional Features. Click Update Client.
Practice Client: her goal is Generate Income. For a death benefit, open Legacy rider calculator.
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4.
Put the client's words in the note: Add important information about the client, then Save Note.
The Practice Client's notes include: "Client does not want to lose money in the market (downside protection priority)".