Most financial professionals are really good talkers. We like people and we tend to be out-going and friendly.
I conduct role-playing sessions with several agencies. I am appalled that someone who professes to be a financial professional would get on the phone without knowing what they are going to say. And the newer you are, the less you can fake your way through a call.
I hear producers say many, many good things over the phone, but when they aren't linked together properly (i.e. having a beginning, middle and end that matches my ABCDEFG format) the impact of the words gets lost.
You have to clearly identify yourself based on your relationship to the prospect; then:
You can be sure that if your managers and peers think you sound like you are ad-libbing, then the prospect hears it too. Ad-libbing does not come across as friendly; it sounds like you are grasping for words and that reduces the professionalism of your call.
Write a good script, practice it so you can "talk" it, then make your calls!
Keep smilin' and dialin'