“ Mining for Prospects ”

1. “Mining for Prospects” Using Recruiting Techniques & Public Relations for Results

2. Prospecting • What am I looking for? • Where should I look? • What tools and supplies do I need? • When do I go after it? • How do I get it out? • What do I do once I have it?

3. What am I Looking For? • What’s a Prospect?? • Are there any of them out there?

4. What do You Do to Recruit? • One in a Hundred Members recruit anyone. • How about 100 in a Hundred? • You can help, but: • What would I say? • How would I sign them up? • Where would I get an application form and materials? • Can I call someone in the chapter? • Other questions…. • Make it easy for all members to locate and bring in prospects!

5. Prospecting • Where should I look?

6. Prospecting by Walking Around ?

7. Recruiting Cycle • Targeting (Audience, Message) • Awareness (What’s NARFE) • Information (Expand their knowledge, meet their needs) • Contact (get contact info from prospect , give Prospect means of contact, follow-up by recruiter. • Answer Questions • “Rinse and Repeat” • Application • Welcome (letter, card, brochure, call, mentor) • Involve

8. Knowing where to dig • Demographics (who, how many, where?) • Different approaches for active employees and retirees • AFE’s at agencies • Retirees at retirement communities, senior centers, community events, etc. • Friends and neighbors

9. Knowing where to dig (2) • Sources for demographic data • Finding the Agencies • Agency contacts

10. Knowing what you are looking at • AFEsRetirees • Grouped at agencies Dispersed in community • Mostly FERS (since ‘83) Mostly CSRS • Family & Career Issues Senior Issues • Keeping Jobs Keeping Benefits • No Legislative Contact Legislative contact • Growing income Fixed income • Not available for chapter Available? meetings

11. Recruiting Inducements • Pressure on job • Political process coverage and uncertainty • Empowerment • Pressure on benefits • Approaching retirement • I’m always going to be a retired federal employee • (Your suggestions)

12. How Does PR fit into this? • Awareness • Accessing key media • Developing presentation materials • Guidance • Supporting materials and presentation information • Coordination • Matching Funds • Displays and Tips • Promotional Items

13. Working with Government Agencies • How to find the proper contacts. • What and how to ask for. • What can we provide in return?

14. Prospecting • Tools and Supplies

15. Tools: Managing Forms and Recruiting Materials • Make sure your publications are current • Ordering online quickest and easiest • Who in your chapter orders materials? • Who culls materials? • Ordering for special events • Include shipping and preparation time • Building and displaying your packets/materials

16. Ordering materials – Event Kits or Elements • Call 1-800-627-3394 – Explain event • Ask for Event Kits, which contain: • Envelope, • Current Magazine, • Letter from NARFE President • H-140A – New membership Application • F-117 – NARFE’s Legislative Accomplishments

17. Ordering additional materials – Event Kits • Can use the online F-18 form to order these: • F-123 Pop Quiz (01/09) • F-122Look at What Has NARFE Done for You Lately? (03/10) • F-126 10 Worst Mistakes Fed Employees can make (11/09) • F-127 10 Worst Mistakes Fed Retirees can make (1/08) • L-1 Understanding the Social Security Offsets: GPO-WEP (11/08) • F-106 Premium Conversion Brochure (04/09) • M-2 Prospect Info Card • Maybe Dues Withholding Brochures (Retirees)

18. Event Kits“Localize and Personalize” • Localize • Perhaps a letter from chapter President(s) with contact telephone number and e-mail address • Put label “This magazine compliments of….” on each magazine. • Personalize • Put recruiter number and/or chapter number in recruiter block of F-140A Application Form • If you have NARFE business card, can use that.

19. Tools: Matching Funds • Chapter – WSFC – NARFE • Purposes and Restrictions • To reach outside of NARFE membership • Examples: • Advertising, booth space, food for prospects • Same policies at Federation and NARFE • PR Program. Talk to PR in advance. • Processing requests and payment.

20. Tools: Speaking Honorarium • 1 speaker at a function addressing AFEs/Retirees • $40 plus mileage • Give presentation & hand out materials • Evaluation Form • Expense Voucher • Send through WSFC President to NARFE Recruiting • NARFE will send check directly to the speaker.

21. Prospecting • When do I go after it?

22. Set your Goals A San Francisco example: • “Familiarize workers with NARFE” • “ Sit with those interested and help with applications” • “Get new recruits to recruit others”

23. Finding a Rich Vein • Pre-Retirement Seminars (ours or others) • Health Fairs • Tabling at agencies – locations and events • Agency conventions or related organization meetings • Working through State chapters of affiliated organizations

24. Pre-Retirement Seminar • Sponsored by NARFE or other organizations • Excellent time to tell NARFE story and generate some prospects…and memberships • Preparation • Structured Presentation • Packets • Capturing contact information • Presentation Items • Follow-up • Speakers Program Honorarium

25. Health Fairs • Work with Agency Contact • Plan, order and assemble materials • Arrange or build displays • Presentation items • Primary objective – Build familiarity & understanding • Brief window to speak to individuals – Be ready • Lots going through – mixed bag • Packets – assemble or build • Collecting names • Thank agency contact.

26. Tabling at Agencies • Permission. Physical arrangements • Objective: Informative, hand out info • Less time constraints • Displays • Packet preparation. • Talking Points • Thanks

27. Prospecting at conventions or related organization meetings • Objective: Reach a different audience and venue. • Preliminary arrangements. • Can you speak as well as table? • Talking Points and presentation • Attendee information • Packets • Display

28. Working other locations/events • Professional government interest groups, unions, etc. • Lunchtime at agencies • Community events. • Handout materials • Give a presentation (Speakers Honorarium) • Provide Meals and Snacks (Matching Funds)

29. Prospecting How do I get it out?

30. Sharing the LoadBuilding a recruiting team • How many actually recruit? • Invite members to team • Train • Designate recruiters to work specific agencies • Build schedule of recruiting activities • Start simple, work up • Handling of materials

31. Prospecting What do I do once I have it?

32. Eureka! • You found a Prospect! • Are you done?

33. Prospects • What’s a Prospect? • How many do we get? • What do we do with them? • Who should be doing what?

34. What is a Prospect? • The end result of all those informational activities – but they are not yet members. • Locally generated. What do you do once you have the names? • Nationally generated. • What does it take to get on the list (M-112)? • What, if anything, does NARFE do (send materials, etc) for those individuals when they are put on the list? • What should you do once you get the new prospect name on the list?

35. Working with prospect cards and lists • How does NARFE get prospect names onto the M-112? • What does NARFE do for the prospects? Do they mail them other materials? • What does NARFE expect the chapter or federation do with the prospect names? • Does NARFE or the Federation provide any follow-up tools for working with prospects? • Are there any incentives to the chapter for working with prospects? • Is there any training material available on how to effectively work the prospect list?

36. Making…and keeping… Contact • How do they find you, or NARFE? • Have contact information on your materials • Recruiter member number on all application forms • Stickers with the chapter or your contact information on NARFE magazines or other handouts • Use the NARFE Pens • Push the www.narfe.org web site.

37. Making…and keeping… Contact (2) • Multiple contacts needed • Get e-mail address. Follow up. • Mailings. • NARFE • Chapter • Designate who makes the contact

38. When are you done? • Never? • Best advertising…get out there. • Got ‘em all? Not quite.

39. Handover to Membership Chair • How does Recruiting fit into Membership? • Key step in process but job is just beginning. • Work prospecting and recruiting as part of an overall plan.

40. Sharing Prospect Information • Egads! You have names from other chapters! • Build NARFE overall • Pass names on to other chapters & Federations, plus NARFE. • Recruiting credit? You still get it. • Multiple chapters, multiple mentions.

41. Using recruits to bring in others. • Ask new members for leads • Ask current active members to help recruit among their co-workers

42. Ready to Prospect You now know: • What you are looking for • Where you might find it • What tools you need and have • How you dig for it • What you do when you have found it • Who you take it to. Happy Prospecting!