MEMBER VALUEMEMBER VALUE

MARY ANN JEFFERS, CRS,GRI,PMN,E-PRO2009 Region 9 Vice President

2008 State President

We are a network of We are a network of successful REALTORSsuccessful REALTORS®®

empowering women empowering women to exercise to exercise

their potential their potential as entrepreneurs and as entrepreneurs and

industry leadersindustry leaders

Today’s GoalsToday’s Goals

Learn how to:Learn how to:• Communicate Value Communicate Value • Bring in membersBring in members• Plan an OrientationPlan an Orientation• Retain membersRetain members• Then Everyone Wins!Then Everyone Wins!

How to articulate the Value ofHow to articulate the Value of

Women’s Council of REALTORSWomen’s Council of REALTORS

• Pick scribe from your tablePick scribe from your table• Describe Women’s Council of REALTORSDescribe Women’s Council of REALTORS®® by by

writing down 6 words on large paper in center of writing down 6 words on large paper in center of table– table– 2 minutes2 minutes

• Select spokesperson from your table to share Select spokesperson from your table to share one statement with the group one statement with the group

Sample:Sample:

““Professionals empowering each other through sharing”Professionals empowering each other through sharing”

Group Group ExerciseExercise

Why RecruitWhy Recruit• New members bring skills and & years of New members bring skills and & years of

experience that they can use to benefit the experience that they can use to benefit the Council Council

• More members creates a larger sense of More members creates a larger sense of CommunityCommunity

• More members help to build a bigger, better, More members help to build a bigger, better, stronger Council for youstronger Council for you

Recruitment StoriesRecruitment Stories• Mother told you to goMother told you to go• Just happened by the meetingJust happened by the meeting• Searched the webSearched the web• Board of REALTORS newsletterBoard of REALTORS newsletter• Broker or manager requestedBroker or manager requested• Affiliate invited youAffiliate invited you• REALTOR invited youREALTOR invited you• Friend invited youFriend invited you

Who Do You Recruit??Who Do You Recruit??• Successful professionals with whom you Successful professionals with whom you cooperate cooperate

• Professionals in the business over 3 years Professionals in the business over 3 years

• Brokers/Owners/ManagersBrokers/Owners/Managers

• The Faces of Women’s CouncilThe Faces of Women’s Council

Tools to RecruitTools to Recruitwww.wcr.orgwww.wcr.org

                                           

Check out these turnkey tools for chapter leaders to assist with Check out these turnkey tools for chapter leaders to assist with your recruiting and retention efforts, includingyour recruiting and retention efforts, including:

•2010 Contest Brochure (PDF) (PDF) •Brand Document (PDF) (PDF) •Calling Script (Word document) (Word document) •WCR Fact Sheet (Word document) (Word document) •Member Application (PDF) (PDF) •Membership Application (Word document) (Word document) •Testimonial FlyerTestimonial Flyer (Word document) (Word document)

2010 Contest Brochure2010 Contest Brochure

Recruitment Guidelines & TipsRecruitment Guidelines & Tips

Recruitment Calling Scripts

Membership ApplicationsMembership Applications

Key is You areKey is You are NOTNOT Alone!Alone!

• National Women’s Council National Women’s Council toolstools

• Vice Chair of MembershipVice Chair of Membership

• Membership CommitteeMembership Committee

• All Chapter MembersAll Chapter Members

Develop a PlanDevelop a Plan

• Target ProspectsTarget Prospects– Who’s most likely to joinWho’s most likely to join

• Set Recruitment GoalsSet Recruitment Goals– Yearly GoalYearly Goal– Chapter Level GoalsChapter Level Goals– Recruitment Contests GoalsRecruitment Contests Goals

Recruitment -- NumbersRecruitment -- Numbers

WHO are our members?WHO are our members? 15% are 65+ years old15% are 65+ years old

43% are 55-64 years old43% are 55-64 years old

9% are men9% are men

WANTED

Recruitment - Recruitment - NumbersNumbers

WHY?WHY?

Less time in real estateLess time in real estateLess likely to renew membershipLess likely to renew membership

Out of members dropped by March 31Out of members dropped by March 31stst this year this year40% in business less than 3 years40% in business less than 3 years

As of July 10th – 2,500 new members As of July 10th – 2,500 new members 50% of these members are not likely to renew next year50% of these members are not likely to renew next year

WE NEED:WE NEED: Mid-career professionals who are established and Mid-career professionals who are established and looking to take it to next level.looking to take it to next level.

Sample ChapterSample Chapter

• Board of REALTORSBoard of REALTORS® - membership 1000® - membership 1000• 50 WCR National Members50 WCR National Members• 45% over the age of 5545% over the age of 55• Chapter celebrating 15Chapter celebrating 15thth year year• Membership Goal = 60 TotalMembership Goal = 60 Total• Need to achieve Gold Level Status Need to achieve Gold Level Status on Annual Reporton Annual Report

Chapter of Chapter of 5050

60% Renewal 60% Renewal

Retain Retain 3030 members members

Loss of Loss of 2020 members members

Membership Goal = Membership Goal = + 20%+ 20%

6060 total members total members

Recruit Recruit 3030 new membersnew members

Retain 90% = 45 Retain 90% = 45 Recruit 15Recruit 15

AnnualAnnual Report

MEMBER EVOLUTION MEMBER EVOLUTION

ProspectProspect

NewNewActiveActive

RenewingRenewing

MemberMember ValueValue

New Member OrientationNew Member Orientation

Share IdeasShare Ideas

• New Member Orientation New Member Orientation Outline in LPPMOutline in LPPM

Planning a New Member Orientation

• Articulate the ValueArticulate the Value

• Member Preference Questionnaire Member Preference Questionnaire from “Task is to Askfrom “Task is to Ask”

New Member New Member OrientationOrientation

• WelcomeWelcome• TestimonialTestimonial• Introduce PMNIntroduce PMN• Introduce Governing BoardIntroduce Governing Board• Q & AQ & A• Fill out “Task is to Ask”Fill out “Task is to Ask”• Upcoming EventsUpcoming Events• AdjournAdjourn

• Annual Report Annual Report

• Chapter Profile Chapter Profile

• National Website toolsNational Website tools

• Target market to successful Target market to successful REALTORSREALTORS®®

How Recruitment and Retention Affects How Recruitment and Retention Affects Membership GoalsMembership Goals

Annual ReportAnnual Report

• Leadership Policy & Procedure Manual (LPPM)Leadership Policy & Procedure Manual (LPPM)

• Recruitment & Retention ContestsRecruitment & Retention Contests

• Membership involved in the processMembership involved in the process

20102010 MembershipMembership CampaignCampaign

Today’s GoalsToday’s Goals

What we learned, how to:What we learned, how to:• Communicate Value Communicate Value • Bring in membersBring in members• Plan an OrientationPlan an Orientation• Retain membersRetain members• Then Everyone Wins!Then Everyone Wins!

Where can you find all the answers for the Where can you find all the answers for the Council?Council?

WWW.WCR.ORGWWW.WCR.ORG

ARE YOU READY…