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MEMBERSHIP

MEMBERSHIP . For California Association of Health Underwriters October 21, 2009 Leigh Nixon President & CEO Simi Valley Chamber of Commerce. The Plan. Membership Goals Realistic Growth New Members, New Ideas Value vs. Price

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MEMBERSHIP

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  1. MEMBERSHIP For California Association of Health Underwriters October 21, 2009 Leigh Nixon President & CEO Simi Valley Chamber of Commerce

  2. The Plan • Membership Goals • Realistic Growth • New Members, New Ideas • Value vs. Price • What you get for the money-How much does it cost and how much is it worth) • Benefits • Benefits Fact Sheet • Presentation • Value Proposition-a clear concise statement of the tangible results a member gets from using your service- the more specific, the better • Example: CAHU delivers tangible results like: • Less government red tape and regulations that protect consumers • Increasing market competition • Improving the stability of healthcare • Obtaining access to business resources • Getting discount fees on services • Offering Professional Development

  3. The Plan - continued • Testimonials • Teach your members how to talk about you: • As a service business, membership in CAHU • Is valuable because………….. • It helps me to………. • Saves me time and trouble by………. • Overcoming Objections • Retention • Keeping in Touch • The Importance of Involvement

  4. IDENTIFY INVITE (ASK) INFORM (ORIENTE) INDUCT INSTRUCT (Educate) INVOLVE ACTION STEPSThe Six I’s

  5. IDENTIFY • Identify well-qualified members from your Insurance community (it may not be for everybody) • Prospective members should have strong ethics, a commitment to service, and represent the professional diversity of the insurance community (your reputation with help in recruiting and retaining members) • Identify a priority list based on needs • Size of organization or business • Leadership of Broker/Agents/Managers

  6. INVITE • The best two ways to invite or ask a member to join: • Invite a prospective member to join your organization with a personal visit. Bringing along another member ensures that the prospective member has more than one contact in the club • Letter of invitation- personalize it: • You have been nominated to join……… • CAHU member, Bob Brown has recommended you……… • Highlight potential areas of involvement in the organization based on the prospects personal interests

  7. INFORM • Prior to induction all prospective members should receive orientation that includes the following three key components: • Benefits of membership • Responsibilities of membership (including financial obligations) • Opportunities for service

  8. The induction of new members is an occasion to instill enthusiasm for your organization in the new member and reaffirm the commitment of existing members Underscore the benefits and responsibilities of being a member of CAHU during the induction ceremony Each new member could be given a membership badge, identification card, pin etc. INDUCT

  9. INVOLVEMENT • Just as important as orientation is involvement • Integrating new members into activities and administration • Assigning a new member to be a greeter orintroduce a speaker • Find their area of interest and assign them to a committee • Invite them to share their ideas • Provide an event for new members to meet one another and network with existing members • Assign new members a “mentor” • Call and remind new members of events- new member phone tree • Introduce , introduce and introduce them some more!

  10. WIIFM • Always be able to answer the question everyone wants to know: What’s In It For Me? • Go to their bottom Line- how is this going to help them make money? • Once you have them, keep them • Meet expectations • Involvement • Recognition

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