Improve your sales scripts with three "New Years Resolutions"

Here’s a new years resolution for the insurance world… let’s retire the “401k vs IUL” graphics and “FIAs are safe, markets are risky” stories. They’re embarrassing our industry.
 
You’ve seen them, you’ve heard them, you might have even used them.
 
Here’s the problem: Any client with 10 minutes and a Google search can poke holes in that argument. And now instead of being their trusted advisor, you’re the person who told them to skip their employer match or had them miss out on total returns in an S&P index fund of more than 100% over the last 5 years.
 
The good news? Research actually supports insurance products. Wade Pfau. David Blanchett. Alliance Bernstein. Ernst & Young. Peer-reviewed studies showing life insurance and annuities improve retirement outcomes. But only when positioned as complements—not competitors. I made a video on this.
 
Three things to stop saying in 2026, and the exact scripts to use instead. It’s not about being soft. It’s about being smart.
 
Give it a watch and tell me if you think I’m on the money or off the mark!