Here are the most common tonality mistakes that kill life insurance and annuity sales—and how to fix them.

🚫 Mistake #1: Sounding Like a Low-Status Secretary

Bad Example:“Hi [Name], I’m calling regarding the form you filled out on Facebook…”🔻 Why This Fails:

Sounds like you’re a telemarketer instead of a trusted professional.Makes the prospect feel like they’re being sold to, rather than consulted.

✅ Fix:“Hey [Name], you requested to speak with me about [value-based outcome].”This positions you as an expert, not just another sales rep.

🚫 Mistake #2: Talking Too Much & Over-Explaining

Bad Example:“I saw that you recently requested some information about annuities, and I wanted to reach out to answer any questions you might have…”🔻 Why This Fails:

It puts the prospect in control of the conversation, rather than you.Too much information upfront makes them tune out.

✅ Fix:“You requested a conversation about strategies to protect your retirement savings. Let’s go over what you’re looking for.”This shifts the focus onto them while keeping you in control.

🚫 Mistake #3: Asking Weak, Permission-Based Questions

Bad Example:“Would it be okay if I asked you a few questions about your financial goals?”🔻 Why This Fails:

Makes you sound uncertain and hesitant. Gives the prospect an easy way to shut down the conversation.

✅ Fix:“Let’s start by figuring out what’s most important to you when it comes to retirement.”This keeps momentum going without asking for permission.

🚫 Mistake #4: Weak Call-to-Actions That Invite Ghosting

Bad Example:“Feel free to call me back when you get a chance.”🔻 Why This Fails:

Makes it seem like you have unlimited time, so they don’t prioritize you.Puts control in their hands, instead of setting an expectation.

✅ Fix:“I have availability this [specific day] at [specific time]. Let me know if that works.”This creates urgency and authority, making them more likely to commit.

🚫 Mistake #5: Letting No-Shows Off the Hook

Bad Example:“Hey [Name], I didn’t see you on our call. Let me know when you’d like to reschedule.”🔻 Why This Fails:

Makes it seem like your time isn’t valuable. Gives no consequences for ghosting.

✅ Fix:“We had a scheduled call at [time], but I didn’t hear from you, so I had to move on to other appointments. Let me know if you’d like to reschedule.”This sets a professional boundary and commands respect.