How Annuity Producers Can Improve Lead Connections: Strategies for Effective Outreach

For annuity producers, one of the most challenging parts of the sales process is simply getting a prospect on the phone. Leads may express interest in learning more about their retirement options, but life gets busy—and answering an unexpected call isn't always a priority. If you’re finding it difficult to connect with leads, you’re not alone. Fortunately, with a thoughtful approach and strategic outreach, you can increase your chances of landing that crucial first appointment. 

Here are practical strategies to help you work your leads better and overcome the phone connection hurdle. 

​1. Consistency is Key: Create a Call Schedule 

It’s important to be persistent—without crossing the line into being pushy. Data shows that multiple follow-up attempts dramatically improve the chances of making contact with a lead. 

Suggested Call Schedule: 

• Call 2 to 3 times per week for the first two weeks. 
• Vary the time of day for your calls (morning, mid-afternoon, or early evening) to increase the chance of catching the lead at a convenient time. 
• If there’s no response after two weeks, reduce your attempts to once a week for the following month. 

Persistence signals professionalism and genuine interest—not desperation—when done respectfully. 

​2. The Goal of the First Phone Call 

The objective of the initial call isn’t to close a sale. Instead, focus on building rapport and setting a time for a more in-depth conversation. 

What to Say: 

• Start by introducing yourself and your reason for calling. 

• Keep it brief and personal: “Hi [Name], this is [Your Name] with [Company Name]. You recently requested some information about retirement strategies, and I’d love to schedule a time to chat and answer any questions you have.” 

• Offer a simple call-to-action: “What does your schedule look like this week for a quick 15-minute conversation?” 

Remember--you’re not selling the product on this call; you’re selling the appointment. ​

​3. What to Say If You Need to Leave a Voicemail 

Many leads won’t answer on the first call. Leaving a warm and professional voicemail can encourage them to return your call. 

Voicemail Script: 
“Hi [Name], this is [Your Name] with [Company Name]. You recently expressed interest in learning more about retirement strategies, and I wanted to personally follow up. I’ll try reaching you again soon, but feel free to call or text me at [Phone Number] if that’s easier for you. Looking forward to connecting!” 

Keep it short, friendly, and actionable. Avoid overwhelming them with too much information. 

​4. Effective Follow-Up Emails 

Emails can reinforce your phone outreach and give leads a way to respond on their own time. 

Email Template: 
​
Subject Line: Quick Follow-Up to Your Retirement Inquiry 

Body: 
Hi [Name], 
I wanted to follow up on your recent interest in retirement strategies. I’d love to schedule a quick call to answer your questions and share some insights tailored to your situation. 
What does your schedule look like this week for a 15-minute conversation? 
Feel free to reply to this email or call/text me directly at [Phone Number]. 
Looking forward to connecting, 
[Your Name] 
[Your Title/Company Name] 

5. Using Text Messages Strategically 

Texting is an increasingly effective way to reach leads who may not respond to calls or emails. 

Text Message Example: 
“Hi [Name], this is [Your Name] from [Company Name]. Just following up on your request for retirement info. When would be a good time for a quick call? Feel free to text me back if that’s easier!” 

Texts should always be short, respectful, and easy to respond to. 

6. Build Trust Through Personalization 

Personalization shows the lead that you’re genuinely interested in their unique situation. Use any available information from the lead form to tailor your outreach. 

For example: If the lead mentioned they’re nearing retirement, acknowledge that in your messaging: “Many clients I work with are navigating the transition from work to retirement, and I’d love to share some strategies that might benefit you.” 

7. Don’t Give Up Too Soon 

It’s easy to feel discouraged when calls go unanswered, but persistence pays off. Studies show that it can take 5 to 8 contact attempts before reaching a decision-maker. Stay consistent, professional, and optimistic. 

By following these strategies—and balancing persistence with respect—you can increase your chances of connecting with leads, building relationships, and ultimately helping more clients secure their financial future. 

Happy calling, and good luck landing those appointments!