Lesson 12 of 14 · Part 2 of 5

The meeting that ended in a no

A woman on a first call asked about annuity income for her household. The agent listened, did the sums, and said he would not recommend one.

Do it in Genius

All cases your client Save Note

Practice Client, 3 Nov 2026: the form has no field for debts. Add important information about the client takes them, then Save Note.

Open your clients in Genius

In the app: CRM → All cases

1.
They were near retirement with little saved and large debts. They wanted a steady monthly check. Start the case from your call notes.

In Genius: Create Client, Paste text. Debts have no field: type them under Add important information about the client.
- Open Create Client in the app
2.

He let the wife talk for five minutes without interrupting. Then he explained how annuity income works, in plain words.

In Genius: the paperclip opens Add case context: Paste a transcript or Upload a recording, only with consent.
3.

He did the sums on debt and savings. Near the end he said no to an annuity. The main reason: their debts.

In Genius: More, Income gap planning. With sample answers, the $150,000 IRA can't close a $2,100 monthly gap.
4.

Offer a next step, not a sale, and a time to look again. Leave your number. Then ask who else they know.

In Genius: write the reason under Add important information about the client, then Save Note.

You're done when you can say no with one reason, one next step and an open door. Try it on your own client. Create Client, Paste text, add the debts, run Income gap planning, then Save Note with your reason. I did this

Watch out: Debt and budget advice may be outside your license. Send them to a nonprofit credit counselor or their planner. Your no is about the annuity only. Recording a client? Get their OK and every consent your state requires. Ask your IMO which tools you may upload to, and upload only what the case needs.

Sources