WHY DO MEMBERS WALK OUT THE BACK DOOR ?

1. WHY DO MEMBERS WALK OUT THE BACK DOOR ?

2. Disorganized Post Leadership Inadequate Orientation (Mentoring) Social Cliques, Lack of Friends Lack of Recognition Lack of Growth / Development Lack of Important Programs Not Listening to or supporting what (Younger) Members Want Reasons For Members Leaving Our Organization

3. Members Will Remain Inthe Post if: • It is well organized • It is financially stable • It has a direction and purpose • It is dedicated to important projects • It promotes a sense of trust among all members • It keeps members involved • It considers the input of all members in the Post decisions • It provides recognition for members efforts

4. Planning Your MembershipCampaignPart 1

5. No recruitment drive will be successful without careful planning and clear objectives. Here are the steps to success: • Selecting a Membership Committee • Develop a recruiting plan • Set Realistic Goals • Plan Activities

6. Selecting a Membership Committee • Appoint a capable Chairman. • Qualities you should look for: • Popularity • Organizational ability • Good speaking skills • Knowledge of the VFW • Dedication • Committee Members • Should be interested, active, knowledgeable and above all, who can be counted on to do the job! • Two key members of the committee will be the post Quartermaster and Adjutant

7. Developing a Recruiting Plan • Current situation ~ Where you are now in terms of: • Membership • Eligible veterans in the community • Recruiting efforts • Other Posts recruiting efforts • Goals • Action Plan ~ How you plan to achieve your goals? These are Specific Actions: • Territory and time management • Personnel management and manpower planning • Recruiting meetings and techniques • Implementation • Tracking • Create a chart to measure results, Good and Bad

8. Your Current SituationPut it in writing • Helps you take a fresh look. • Helps you organize your information so you can see your opportunities more clearly. • Helps you clarify where you what to go and how to get there. • Helps you initiate the actions that are required, because you know what steps you need to take. • Gives you a record to check against to make sure you are accomplishing what you set out to do.

9. Setting Realistic Goals • Set weekly and/or monthly quotas. • These quotas should include new and reinstated members. • Deadline dates. • Set your main goal slightly higher than your quota. This annual goal should be a percentage above your past years membership. • When setting your goals try to incorporate the National, Department, District & County Councils recruiting awards.

10. Developing a Recruiting Plan…S.M.A.R.T. Objectives Objectives are guidelines for your goals… • Smart recruiters use the “S.M.A.R.T.” system of objectives to help them know how to reach their quota and goals – “where you want to go.” • Specific • Measurable • Attainable/Ambitious • Results-oriented • Timed

11. Example of a S.M.A.R.T. goal: The Post Membership Committee/Team will increase the Post’s membership by 10 percent within the next six months by conducting membership drives at the county fair, a shotgun mailing campaign.

12. Planning Your Membership Campaign Part II

13. Planning Recruitment Activities Membership recruiting is a continuous process. For membership growth, you need to: Remember the 3 R’S • Retain Continuous Members • Reinstate Former Members • Recruit New Members

14. Successful Recruiting Campaigns • Telephone Campaign • By using your post membership roster • Personal Contact / go to their home • Membership Booth

15. Developing a Recruiting Plan…Sample Recruiting Action Plan Goal: To increase VFW membership by 5% in our post by reinstating former members. This will be done from January 1st to January 30th of this year. Goal Step 1: January 1-7: Roger, Jack and Jill will telephone a list of 25 former members asking them to be reinstated and pay past dues. Telephone Numbers Step 2; January 8-14: The recruiters will follow-up the phone calls with a door-to-door Campaign. They will meet on the 7th at 11:30 a.m. with detailed maps from Map Quest and prospects names and addresses. The recruiters will split into two man teams to make house calls from noon until 4:00 p.m. Personal Contact 1st Visit Personal Contact 2nd Visit Step 3: January 15-21: The recruiter will meet again from 3:00p.m. To 6:00p.m. to call on veterans who were not available during the first set of visits. Evaluate Step 4: January 22-30: Record and evaluate results, i.e., number of reinstated members, amount of dues collected.

16. Review Your Action Plan For Effectiveness Ask The following questions about your plan: • Do the steps follow logically from your analysis of the current situation and recruiting goal? • Are the steps clearly stated, so each person knows what they need to do to achieve the desired result? • Will the steps lead you to achieve your goal? • Are your goals realistic? If you answer “NO” to any of the above statements, consider going back and making adjusting your action plan.

17. Benefits of VFWMembership

18. No Cost $1000/$1500 Personal Accident Protection Plan Life & Accident Plans Medicare Supplement Plans Cancer Plans Long Term Care Annuity Plans Wellness Plans Vehicle Insurance Pet Insurance Post Accidental Death & Dismemberment Funeral and Cremation Plans VFW Personal & Business Credit Card Plans VFW Car Rental Discounts from Hertz, Alamo, & Avis VFW Hotel/Motel Discount Program Pentagon Federal Credit Union VFW Online (Internet Access) A Subscription to the VFW Magazine Access to the VFW Honor Roll Lifelong Memories Program The VFW National Home A Nationwide Network of fully trained and Certified Veterans Service Officers Legislative Services Community Activities Youth Development Programs VFW Supply Catalog Ladies Auxiliary VFW BenefitsNational

19. VFW BenefitsPost Level Being a part of a post that supports the VFW motto: “Honoring the dead by helping the living” through: • Veterans Service • Community Service • Legislative Action • Youth Development

20. Let’s Talk AboutBenefit Recruiting

21. How To Describe Benefits When you recruit by explaining the VFW’s benefits, emphasize what the benefit means to the veteran – the personal benefit is what counts… Benefit recruiting revolves around the person you are trying to recruit. That is, you show each person how specific benefits of the VFW will meet his/her needs. It is up to you to show how those benefits will personally benefit the individual.

22. How it Works… • Tell the veteran about a benefit, such as the VFW Magazine. • Tell Him/Her about the personal benefit he/she will receive and how it can be used. For Example, The VFW Magazine provides information 11 times per year on topics relevant to veterans. • Use a proof statement to convince him/her of the value of the benefit. In this case, “ The VFW Magazine will keep you knowledgeable about your status as a veteran and the ways you can protect your rights.”

23. Another example: Benefit: VFW Insurance Program Personal Benefit: VFW insurance provides healthcare protection for the member and loved ones at a minimal cost. Proof Statement: In this case, it’s the money saved on insurance and medical costs and the security of knowing that loved ones will be protected in case of accident or death.

24. Proof of eligibility What is it?

25. Eligibility can bein a form of • Performance reports, medals report, returning orders, letters from officers you served with, pictures on battle zones, letters from a war zone (Free Postage). • Realize a DD214 is not the only document that can be used as proof of eligibility. • BUT DON’T FORGET THAT • WE HAVE A RESPONSIBILITY TO PROTECT THE VFW FROM WANNABEE’S

26. HandlingObjections

27. Responding To Negative Comments Undoubtedly, you will talk to a veteran that has an objection, a reason for not wanting to join. The first thing to remember is to remain positive and be polite. Talk about the benefits of VFW membership, and what those benefits can mean to him/her, how they will personally benefit and how it my improve his situation and family. If there is an objection that involves a personal reference to the Post itself, try to avoid speaking on those terms. Remove any reference to personalities, or the operation of a particular Post.

28. Techniques To Deal With Objections • Restate objections with questions, then give answers to correspond with the prospect’s basic needs. • Provide more information to clear up any misconceptions. • Use member testimonials (if available) • Restate benefits, both national and local. • Re-emphasize the personal benefits of being a VFW member. • Provide a proof statement to help erase doubts. A proof statement contains information or evidence that backs up what you have been saying. It helps the veteran believe in your statements.

29. Restating the Objection as a Question By restating the objection in the form of a question you: • Clarify what the objection is. • Let the veteran know you understand what he/she said. They know you have been listening. • Lessen the impact of the objection by moving it from an objection to a question. • Gain time to organize your reply.

30. Sample Objections & Replies Prospect: “I’m to busy. I don’t have time to be a member.” Recruiter: “ I know what you mean, I’m busy myself. But did you know that the VFW feels every member who pays their dues is active and makes a contribution to the organization? Just your name on the membership role lends support to all of our programs. And you can enjoy most VFW benefits without having to attend meetings. Without busy people like you, we would not be able to carry on the programs that benefit not only veterans but the citizens in our community as well.

31. Sample Objections & Replies Prospect: “I’m not sure I qualify.” Recruiter: “Were you in the military? Were you ever overseas ? Were you honorably discharged? Did you receive any campaign medals or ribbons? Did you receive hostile fire or imminent danger pay? If so you probably qualify.”

32. Sample Objections & Replies Prospect: “I am not interested.” Recruiter: “Are you interested in no-cost insurance, fringe benefits, and your rights as a veteran? If you are interested in any of these, you are interested in the VFW.”

33. Sample Objections & Replies Prospect: “I can’t afford it.” Recruiter: “The cost averages about $35.00 a year, which is about $2.91 a month. And you will receive many financial rewards with your membership, like no-cost accident insurance, discounts on many items, and access to our credit union. If you cannot afford to pay now, I can fill out an application, and then when you are able to pay, I can come back.”

34. Sample Objections & Replies Prospect: “I belong to the American Legion.” (or some other veteran’s organization) Recruiter: “Great! Did you know that of 27 million veterans in the United States, only about 10 million belong to any veterans organization? Since Congress doesn’t cross check our rosters, you can increase the numbers by belonging to the VFW as well.”

35. Sample Objections & Replies Prospect: “I don’t drink/smoke.” Recruiter: “Did you know that out of 8,278 Posts across the nation, less than one-quarter of them have canteens/club rooms? The emphasis is on helping veterans and their communities, not on drinking. The fact that you don’t drink would not matter. You would be a welcome addition to our Post.”

36. CompletingRecruitment

37. Recognizing Readiness To Join Realize when you have said enough… And complete the deal. • Physical Signs • Veteran nods his/her head (agreement) • Veteran rubs his chin…or other action that shows he’s considering joining.

38. Recognizing Readiness To Join • Verbal Signs • Veteran makes positive statements: • “That sounds good.” • “That makes sense.” • Veteran ask you to repeat something you have already made clear. In doing this, he is reassuring himself. • “So in other words, you could…” • ‘So, what you are saying is that I can…” • Veteran asks about cost: • “How much are the dues?” • Veteran stops talking: • He/she has found out all he wants to know. No more objections…no more questions. He/She is just waiting for you to ask him/her to join.

39. Recognizing Readiness To Join Five basic steps to successfully complete an interview: • Restate the veteran's needs or problems as you understand them. • Comment again on benefits, emphasizing those that meet his/her specific needs and wants. • Sign up the veteran by asking him to join the VFW, and then present the necessary forms. • Fill out the application form for the veteran. • Collect his/her dues (get the money).

40. Prospecting

41. Obtaining Lists of Prospective Members There are several ways of obtaining lists for your campaign, such as by using MIP, DAL, P3, relocated lists. Some may work better than others for different posts, depending on needs. Some may work better for one specific type of recruiting, however, all are recommended as a way to get as many prospects as possible from your Post’s area. Here are some proven ways to obtain names:

42. Past and present membership files or members who have not paid their dues. • Newcomer or Welcome Wagon Lists. • Referral names submitted by present members or other contacts. • Chamber of Commerce • A member who belonged to a post in a community were a Post was terminated. • Department or District Service Officer Program. • Recorded Service Discharge, available at the county courthouses. • Newspapers, radio, and TV stations. • Association Rosters • Direct mail solicitation (Shotgun mailers) and silent Recruiter Boxes. • Telephone Directory

43. Recording Prospect Activities It is very important for your Post to keep track of who was contacted, when, by what means, and the result of the contact, plus any other important information. Create a single form to record this information, leaving room for follow-up activity. By keeping a record of all prospecting activities on one form, your Post will be able to record activities with relative ease and your records will all be in on convenient file.

44. Signing up Active Military • Pay close attention to sec. 102 when working with active duty military personal • Active duty personal may not have a DD-214 • Proof of eligibility • Performance reports, medals reports, returning orders, are some examples. • Do we have others?

45. RECRUITING BOOTHS TELEPHONE A Closer Look at Membership Campaigns

46. Recruiting Booths Recruiting Booths work best when you have at least 2-5 representatives from the post. These can be VFW and Auxiliary members. We need to work together for the betterment of all Veterans. The steps for setting up a booth are fairly simple:

47. Contact a store manager or event chairman of any place which is popular in your community, especially where you think veterans and their spouses would go. Ask permission (or pay, if necessary) for space to set up a “VFW Community Service Booth”. • Publicize the booth by writing a brief news release stating location day, time and booth hours. Give the release to local radio, TV and newspapers. Place posters in area shops or public places. • Obtain an abundant supply of VFW material to distribute. Have a information sheet about your post and its upcoming events, include meeting dates and times.

48. Prepare your booth by creating a display of VFW recruiting posters and community service material. • Create a Large sign, so everyone knows your there. • Always wear your VFW cap or a ball cap (VFW). • If local laws allow a drawing, get a member or merchant to donate a gift and prepare tickets that will gather that person information for follow-up contact. This free drawing will attract more people to your booth. • Always follow-up with eligible veterans if they do not sign up that day.

49. The Telephone Campaign. Proper use of a telephone campaign can be a most effective way to collect dues from continuous members and/or reinstate former members. Let’s take a look at advantages of a telephone campaign:

50. Telephoning allows for personal interaction, without the time and energy spent with an initial door-to-door campaign. • You can use the telephone to spark the interest of an inactive member. • You can cover a larger area, in shorter time that is less expensive than a mailing or door-to-door campaign.