“I Think I Can”

1. There is a lot of power in positive thinking! “I Think I Can”

2. The Little Engine That CouldA Primer for Positive Thinking • A children's book written by Watty Piper • Also a good guide for a lifetime • Moral to the story… • If you think you can…you can • If you think you can’t…you are correct…you can’t

3. Post Membership Growth&How To Conduct A Successful Membership DriveAustin, TX December 15 & 16, 2012Fred Rogers, Vice Chair Department Training Committee

4. What are our Objectives? • Acknowledge the need for Membership Growth • Understand the important role of strong leadership in Membership Growth • Recognize the importance of a Membership Committee and a written plan of action • Identify written plan elements

5. Why is Membership Growth Important? • To maintain a dynamic voice in Washington that will continue to protect the interest of all veterans, service members and their families • If we fail to grow…it is only a matter of time before we cease to exist • Simply put…membership is our lifeblood Other Departments are growing and Texas can too!

6. Essentials to Membership Growth • Training…learning • Leadership…get out in front • Mentoring…developing others • Motivating…be appreciative • Monitoring…follow up

7. First things First...#1 #1… Post Commanders You must: • Place a high priority on membership growth and achieving goals • Clearly express your positive expectations that membership growth is not optional and that we will meet our goals • Stress it is the responsibility of each Post member • Lead your Post to success

8. First Things First…#2 #2…1st Vice Commanders you must: • Have a positive attitude and committed to attaining goals • Make a written status report at all meetings; where are we now? and how will we get to where we are going? • Lead your committee to success

9. First Things First…#3 #3…Develop a Membership Committee • Divide up the work…assign specific responsibilities • Involve the entire membership - ”everyone recruits one” • Make it a “Family Project”…Post, Sons, Riders, Auxiliary

10. First Things First…#4 #4…Develop a written plan…it is your roadmap to success…tactical • What do we need to do? • How are we going to do it? • Who is going to do it? • When will it be accomplished? • Keep it Simple and Flexible

11. There’s Power in Simplicity All I ever needed to know… I learned in Kindergarten

12. Quote from Alice in Wonderland Alice to the Cat…“Would you tell me please, which way I ought to go from here? The Cat to Alice…”that depends a great deal on where you want to get to” Alice…”I don’t much care where” The Cat…”Then it doesn’t much matter which way you go”

13. Elements of a Written Plan • Retain…#1 objective is to close the back door • Renew…set aggressive deadlines • Recruit…at all post activities, 345 List • Legion Programs…#1 easiest way to growth • Communicate…”Spread the Word” • External: insure the community knows what you are doing and why • Internal: insure the membership knows what you are doing, how they can help and why

14. A Quote to Remember “Membership success is not determined by fancy footwork or gimmicks. Effective membership programs are the result of one thing and one thing only, and that is effective leadership” John A Breden III, Past National Commander 2003-2004

15. Evaluation • Are there any questions? • What are the first 4 steps to being successful in Post Membership Growth? • What are the 5 focus items of a written plan for Membership Growth? • Effective membership programs are the result of what one thing?

16. Review • Make growth a “top of mind” priority • Develop a committee with a positive attitude that is motivated and committed • Have a written plan and work it • Focus Items:…Retain, Renew, Recruit, Legion Programs & Communicate • Keep it simple interesting and fun

17. How to Conduct a Successful Membership Drive

18. What are our Objectives? • Discuss the important role education plays in a successful effort • Understand the importance of making a good 1st impression • Review how to set up an effective display • Detail how to make a presentation and the importance of follow-up • Review our presentation

19. Education • Being prepared is a confidence builder for both you and the person with whom you are talking • The Two Minute Drill: is simply preparing beforehand a response to anticipated questions

20. Who is The American Legion? • The Two Minute Drill: • The American Legion is the Nations largest and most influential network of U.S. wartime veterans. It was chartered by Congress in 1919 and is a 501 (c)19 non- profit organization.

21. Why Should I Belong? • The Two Minute Drill: • “Our mission is to help service members, veterans and their families, educate our community’s children, keep our community safe, and lend a helping hand to those in need”.

22. The Visual Presentation • You don’t get a 2nd chance at a good 1st impression • Dress to impress • Cover the Table with a Legion tablecloth • Have a flag set in the middle of the table • Have the roll-up billboards on display • Don’t clutter the table top

24. The Visual Presentation • Making a good 1st impression…continued • Brochures must have your contact information • Keep business cards in your pocket • Stand in front of the table…in the aisle • Keep chairs to a minimum if at all • Greet visitors with a smile, an extended hand and an introduction • Keep chairs, food and drink out of the booth

25. A Welcoming Greeting • “Hello, I’m Fred (shaking hands & smiling)! Are you familiar with The American Legion?” • If they say “yes” inquire if they are already a member…some of them will be 345 members • If they say “no” qualify them as an eligible veteran for membership • If they are qualified this is your opportunity to ask sincere “probing” questions.

26. The Actual Presentation • Focus on the 4 Pillars from a local perspective • Keep it brief and simple…you only have a few minutes to get your point across. • Ask sincere, probing questions and they will tell you their interests. • Keep a “Why You Should Belong” brochure in your hand at all times • Show a sincere interest in them…thank them for their service

27. The Close • Remember you don’t have to wait until the end of the presentation to close • When you sense they are ready to sign…go for it! • If you don’t sense a closing opportunity ask… “I have an application right here and can sign you up today”.

28. The Follow - Up • Capture contact information on everyone - name, address, phone & email • Follow up immediately with a letter and within 7 days with a phone call • Briefly discuss benefits of membership • Show a sincere interest in them

29. Evaluation • Are there any questions? • What is the 1st step in an effective membership drive? • What will a great visual presentation insure • Following the greeting what fact do you need to establish

30. Review • Education…2 minute drills • A good 1st Impression… be prepared • A warm greeting…polite & professional • Qualify…know to whom you are talking • The Presentation…the 4 Pillars • The Close…ABC = Always Be Closing • The follow-up…your best opportunity