We schedule ANOC meetings with our existing clients. Serve water, coffee and cookies. They are set up like a class and we go through their ANOC books with them. We provide highlighters and pens so they can take notes and mark important page numbers (nurseline phone number, etc.). After the class, we invite anyone who would like to do a personal review of the other companies available to book an appointment. Very few do the follow up appointment, because we are really thorough explaining what they are getting in the first place and they are happy and see no need to change. Often, they will invite friends who have the same plan but had an agent who treated the sale like a "one and done" and we usually average picking up one client per meeting.
