it’s about membership

Illinois FreemasonryIt’s About Membership

Translating Leadership into New Brethren

Introduction

Administrative matters

Development and implementation of the programme

Scope of the Problem

Membership in 1955 – approximately 250,000 Average Age in 1955 – approximately 43

Membership in 2007 – approximately 70,000 Average Age in 2007 – approximately 68

Average life expectancy – 75 years +/-

Recruitment

First-time candidates (i.e. “profanes”)

New Grand Lodge Programme

Billboards Advertisements in college newsletters New web site All lodges in the state may be involved

Membership at Every Meeting

Should be discussed at every meeting Read Ballot Ask Why

Work the prospect list Plan the next step

Membership at Every Meeting

Not a one-man show Together Everyone Achieves More

TEAM There is no “I” in TEAM

The Process

5-Step Process Meet Him Make Him a Friend Introduce Him to Your Friends Introduce Him to the Fraternity Ask Him to Join

The Masonic Process

3-Step Process Introduce Him to Your Friends Introduce Him to Masonry Ask Him to Petition

Membership Recruitment Strategy

Invitational (friend to friend) Builds relationship Built on sharing stories (not a sales pitch) Materials ready to be adapted for easy use

(see the resource list in Section 2, page 3) Consistency and organisation; not haste

Commitment to the ProgrammeStep by Step

A recipe for success Follow the plan Make adaptations to the plan once you have

been successful Edit as needed and appropriate

Step by Step

Prospect List Letter

First Call Second Call

Event Follow-Up Call

Event Follow-Up Call

ITP

Gathering Names & Basic Information

An individual effort or a team effort Set a goal Build a list of names Use a prospect information sheet Utilise an ITP when appropriate

Involvement

Try to link up prospect with a similarly-aged contact.

Invite prospects to functions. Get involved in your lodge’s degree work. Ask for referrals ASAP. Get new brethren engaged, including

Entered Apprentices and Fellowcrafts. Must use the intender programme.

Brethren Whom The Prospect Knows

Men whom he may already know

and think well of Someone he might talk to For use in phone call and other discussions

Creating a “Hot List”

Pared down list for current focus What is the magic number???

Facility Letters Telephone calls! Budget

Based on optimum performance

Mailing Prospects’ Letters

A friendly, invitational letter Invitation to see a video and hear some

information Does not seek membership decision

Merely opens the proverbial door

Letter formats

The First Telephone Call

Essential part of the process Needs to be done well Utilise the outline but do not read from it Practice, practice, practice Keep it invitational in tone

The Follow-Up Telephone Call

Within an appropriate window of time (3, 5 or 7 days)

Set prospect at ease Answer questions Clarify arrangements Reinforce the commitment

The Gathering or Contact

Individual, small or large group Welcoming atmosphere Very well planned and executed Brief Story-based (with video) Make the invitation !!

Rules of Engagement

DO wear one or two pins. It shows that Freemasonry is a fraternity of which to be proud.

DO use first names. It’s more engaging, more casual, and friendlier.

DO look for potential in a man, and not a finished product.

DO know enough about Freemasonry to answer his questions.

DO be honest. If you lie and he finds out, he will not be impressed.

If you don’t know the answer to a question, DO ask someone who does.

DO find out a man’s interests and DO introduce him to brothers with similar interests.

DO involve your brethren in progress in events. Because of their enthusiasm, they make good promoters.

DO let your guest do most of the talking. This gives him a chance to ask the questions that are important to him.

DO make sure all guests have left before commenting on any of them.

DO give your guests something to take home.

Rules of Engagement

DON’T wear more than two pins; it looks like an uneducated kook.

DON’T gang up on, or monopolise, a guest for the entire evening. The first practice makes him uncomfortable, and the second makes it hard for the rest of the members to get to know him.

DON’T ever, ever leave a guest alone.

DON’T use “inside” jokes or nicknames. It’s rude and makes your guests feel even more like outsiders.

DON’T talk fraternity business in front of a guest.

DON’T congregate in large groups.

DON’T wait to be introduced – introduce yourself. But DON’T butt rudely into a conversation.

DON’T forget that the average man knows very little about Freemasonry. Take the time to explain the basics and clear up any misconceptions he may have.

DON’T use foul language. You’ve got to first be a man’s friend before you can act like a jerk in front of him and get away with it.

DON’T criticize brothers. You’re trying to sell brotherhood, not backstab.

Answers You Will Need

How much does it cost to join? On average, how much will the

fraternity cost me? Are you “really” close to every

brother in your lodge? Why is your lodge so small or

so large? What do you do for service

projects? Does everyone have to do them?

What do I have to do to be initiated, passed, raised?

Have you noticed a change in your lodge since you joined?

I don’t think I can afford the fraternity...

My family don’t want me to join. What if I just didn’t tell them?

I don’t think I have time to join a fraternity...

Will I be hazed? What will you guys make me do?

Follow-Up Contacts

Avoid “buyer’s remorse” Answer questions Finalise or facilitate petition Facilitate fees Confirm and reinforce his interest and your

interest in him

Prepare Candidates for Initiation

See that he has all the information he needs Schedule Location What he needs to know . . .

Refer him to any information provided and web sites

Invitation to Petition

Could be the first step in the process, but should the last.

Used when you can’t get a man to ask.

Will likely result in objections. Be prepared to answer objections.

Tracking Your Prospects

Know where each prospect is in the process.

Know when to take the next step. Post it somewhere visible in the lodge.

Prospect Matrix

Letter Call 1 Call 2 Event 1 Follow-Up Call

Event 2 Follow-Up Call

ITP

William 5 Jan 20 Jan 2 Feb 7 Feb 12 Feb

Andrew 2 Feb 15 Feb

Utilise Your Newer Brethren

Get a “hot list” from each new brother Newly-raised Work-in-progress

Involve them in events Be sure they can speak intelligently

Start meeting their friends

Recruitment-Retention-Reclamation

RecruitmentChairman

MembershipChairman

AssimilationChairman

EnrichmentChairman

ReclamationChairman

Retention

Retention

Assimilation Incorporation

Intender Programme

Choose the correct coach Should be someone the candidate knows Should understand the candidate’s and

lodge’s goals Can’t be a forced relationship Continues after raising

Communication

Regular contact by intender and lodge Add to mailing list Add to email lists Add to call lists

Invited to all lodge events – personally Participation/attendance at degrees Introduce to travel, where feasible If we do a good job, we won’t need reclamation

Retention Through Enrichment

Enrich the mind with knowledge Enrich the soul with fellowship and activity

Programming

Interest survey Generational differences – workbook

elements If we do a good job we won’t need

reclamation.

What is a good event?

Meets goals. To measure the success of an event (or

anything), there must be a goal, be it explicit or implied.

To control and event, state the goals.

Planning

No successful event is accidental. Discover the details for your programme. Form an event team. Define the team’s duties. Set deadlines. Publicise. Follow up. Critique the event afterward.

Elements of Reclamation

At risk: one year of non-payment of dues. 180 days – Don’t wait!

Best face-to-face Ask why. Done by team.

Not the dais nor secretary. Use the script – but don’t read from it.

For More Information

Please visit www.ILMason.org

or Resource list (Section 2, pages 19-20)

Special Requests

Please send all home-grown and enhanced Forms Ideas; and Techniques

Electronically (e-mail, CD, flash drive, etc.)

Special Requests

Benny L Grisham MWPGM

Grand Secretary

Grand Lodge of Illinois

2866 Via Verde St

Springfield IL 62703-4325

BGrisham@AFAM-IL.org

Earl F Wys

2625 N Woodhaven Dr

Peoria IL 61604-2015

EarlWys@InsightBB.com

or

WysEF@Cat.com

Questions?

John Dorner – john@ilorlibrary.org Barry Weer – barry@ilorlibrary.org

Thank you!