Membership Matters! District 5060 Slide 1 (0:00 – 0:03) Recognize VIPs Something about yourself and position. Membership Matters! District 5060 Rev 04-25-2015

Assistant Coordinator Presenters Slide 2 (0:00 – 0:03) Bruce Falkins PDG D5060 Assistant Coordinator Zone 24 W - Membership Jim Adamson PDG D5600 District Trainer

District 5060 Net Loss 150 July 1, 2010 2873 July 1, 2011 2783 2712 July 1, 2013 2662 July 1, 2014 2582 July 1, 2015 2653 Dec 1, 2015 2723 Net Loss 150 Slide 3 (3-5, 0:03 – 0:13) This district over last 5 years. July 1, 2014 numbers not yet official. (Give est. if possible) Show copy of club-by-club handout. On table at back of room. Pick up during the break. Questions: What was your club like 5 years ago? What memories about your club?

North America Slide 4 (3-5, 0:03 – 0:13) Your District is not alone. Loss 63,000 in last 10 years All of WA, OR, HI, CA, NV and AZ Closer look: Inducting 43,000/year Loosing 51,000/year This seminar is 3-hrs Inducting 15 Loosing 17 A “train wreck” in the making.

We have a membership challenge The Challenge We have a membership challenge Slide 5 (3-5, 0:03 – 0:13) A clear challenge affecting all of us in this session today. Questions What do businesses do when loosing customers? Survey Advertise Attract How can Rotary provide the same level of service if we continue loosing members? (We can’t)

siegel + gale Hold the Presses! New Information… that can help! Slide 6 (6-11, 0:13 – 0:27) Businesses spend millions to identify, attract, and retain customers'. Rotary hired siegel + gale. Prestegious marketing and brand development firm. 20,000 interviewed (Rotarians and non-Rotarians) siegel + gale

siegel+gale Slide 7 (6-11, 0:13 – 0:27)

siegel + gale Survey Two key questions: Why did you JOIN Rotary? Slide 8 (6-11, 0:13 – 0:27) Two key questions: Answers to these questions form the basis for The New Focus presentation and a significant change in approach to membership development. Questions – Why did you initially join? What do you think people said? Why did you JOIN Rotary? What is the main reason you STAY with Rotary?

Why Join? To positively Impact my community 35.5% For friendship 30.0% Networking opportunities 18.7% Personal & professional recognition 4.3% Training opportunities 3.3% To have positive impact globally 8.2% Slide 9 (6-11, 0:13 – 0:27) Top 2 reasons account for 65.5% All reasons are “local” except last one. Account for 92% International is important – but not the reason why people initially join. Local – Not just picking up trash or painting a fence. Also: Getting to know influential people Learning about local issues Developing leadership / speaking skills More involved – Chamber of Commerce, Church Project that produce bonding. Question --- What did Rotarians say about why stay?

Why Stay? To positively Impact my community 35.5% 36.1% For friendship 30.0% 38.4% Networking opportunities 18.7% 5.2% Personal & professional recognition 4.3% 2.3% Training opportunities 3.3% 3.5% To have positive impact globally 8.2% 14.5% Slide 10 (6-11, 0:13 – 0:27) Same Reasons Top two now are 75% of total Questions - Why decrease in Networking? (Shift to Friendship) Why increase in global impact? (Develop Rotary knowledge over time.) Graphic handout of this on table at back of room. Get on during the break.

Key Points – From siegel + gale Local Impact Friends and Contacts Vocation - Value Me & My Work Leaders to Work With Slide 11 (6-11, 0:13 – 0:27) What siegel + gale confirmed. Local more important than international Want friends and contacts for business Want vocation respected and valued Want to work with leaders These 4 key points will be repeated several times.

What we can do… Right Now! Learning Objectives Slide 12 (12-17, 0:27 – 0:37) What can we do RIGHT NOW to change the way we attract, involve and retain members? Keep your “Take Away” sheets handy. Right Now!

Members Ponder This Who Are Our Customers Slide 13 (12-17, 0:27 – 0:37) Think like a business person Businesses can not survive without customers Neither can Rotary Question – Who are our customers? (click) Question – What about the community group we support with money and effort? They are beneficiaries.

What Our Customers Want Local Impact Friends and Contacts Vocation - Value Me & My Work Leaders to Work With Slide 14 (12-17, 0:27 – 0:37) Question - If our members are our customers, what do our customers want? Have volunteer read the 4 points. Local Impact – 95% join for this. Friends and Contacts -- #1 reason people stay Know my name and value my vocation. Club members become more effective in the community.

Ready But First… Is our Club Actually READY for New Members? Slide 15 (12-17, 0:27 – 0:37) Let’s use what we’ve learned from siegel + gale. Is our Club Actually READY for New Members?

The Questions Attractive… Relevant? Is our Club… Slide 16 (12-17, 0:27 – 0:37) Question – What do we need to do to make local business professional and civic leaders say “I need to join that Rotary Club? Flip chart needed --- Record answers from audience. Draw out words relating to Attractive, Relevelant, and Engaging. Attractive… Relevant?

Attractive & Relevant Indicators Club is active… Is “doing” things Get to meet & know local Leaders Good Website, Facebook Members feel involved Members and guests feel welcome Strong Camaraderie (and Fun) Respects Members’ Work And much more... Slide 17 (12-17, 0:27 – 0:37) Here are some frequently given indicators. Encourage short discussion about each indicator. Handout is on table at back of room.

Survey Our Club Survey Exercise Slide 18 (18-20, 0:37 – 0:50) Distribute survey. Allow 3-5 minutes for completion. Re-call to order Survey Our Club

NO Survey Results to any question? Slide 19 (18-20, 0:37 – 0:50) Explain the importance of the “Survey” One of the Best Ways that we understand our Customer

What Our Customers Value Local Impact Friends and Contacts Vocation - Value Me & My Work Leaders to Work With Slide 20 (18-20, 0:37 – 0:50) **BREAK** Question - If our members are our customers, what do our customers want? Have volunteer read the 4 points. Local Impact – 95% join for this. Friends and Contacts -- #1 reason people stay Know my name and value my vocation. Club members become more effective in the community.

How Do We Attract New Members? Attraction How Do We Attract New Members? Slide 21 (21-26, 1:00-1:14) This segment includes Mary Smith and two others. This segment is all about Attraction. Like a magnet – all club elements must be aligned: The message from members Club communications Verbal Website and Social Media What a club offers must align with the needs of a potential member. Appeal to Them

3 Steps to Attraction The Ask / Answer Slide 22 (21-26, 1:00-1:14) The 1st step is asking someone to visit your club. The ask can be a turn-off or a turn-on.

Meet Mary Smith Ask Exercise Slide 23 (21-26, 1:00-1:14) Mary Smith comes forward Presenter reads the “set-up” statement. Followed by Rotarian ask #1. Followed by Rotarian ask #2 Questions – Mary – how did you react? Audience – What was different between the two? Look for self-centered versus other-person centered.

What Our Customers Value Local Impact Friends and Contacts Vocation - Value Me & My Work Leaders to Work With Slide 24 (21-26, 1:00-1:14) Question - If our members are our customers, what do our customers want? Have volunteer read the 4 points. Local Impact – 95% join for this. Friends and Contacts -- #1 reason people stay Know my name and value my vocation. Club members become more effective in the community.

Initial Attraction – Key Words Local Friends Leaders This Community Slide 25 (21-26, 1:00-1:14) Advance through next 4 slides and discuss the importance of highlighted words

Initial Attraction – The “Answer” It’s a leadership organization… we’re made up of local business, professional and civic leaders. We meet regularly, get to know each other, form friendships, & through that, we’re able to get things done in this community. Slide 26 (21-26, 1:00-1:14) Advance through next 4 slides and discuss the importance of highlighted words

What About Other Prospective Customer Profiles What About Other Prospective Members? Slide 27 (27-28, 1:14-1:28) Exercise Form groups of no more than 8 people per group. Pre-mark profile persons so each group knows who they are to work on. Distribute one profile sheet per group. Allow 8 to 10 minutes and have each group report out. Explain purpose of the exercise and what each group should do. How would each person be attracted. Potential members are different – age, gender, race, interests, community involvement, working vs. retired, type of business/profession, etc.

What Our Customers Value Local Impact Friends and Contacts Vocation - Value Me & My Work Leaders to Work With Slide 28 (27-28, 1:14-1:28) Question - If our members are our customers, what do our customers want? Have volunteer read the 4 points. Local Impact – 95% join for this. Friends and Contacts -- #1 reason people stay Know my name and value my vocation. Club members become more effective in the community.

3 Steps to Attraction The Ask / Answer Website, Facebook+ Slide 29 (29-38, 1:28-1:40)

Does your website reflect what you told Mary? Slide 30 (29-38, 1:28-1:40)

Slide 31 (29-38, 1:28-1:40)

Wrong Message Lamorinda Sunrise Message change the world?...1.2-million members 34,000 clubs globally clean water for drinking ... human health combating hunger ... eradicating polio explore this site to learn more about Rotary International Slide 32 (29-38, 1:28-1:40) Wrong Message

Slide 33 (29-38, 1:28-1:40)

My R/C Message Work with parents to improve local schools Provide scholarships to needy students Offer ethical and leadership education Improve the lives of people who didn’t get your opportunity Get involved and have fun! Slide 34 (29-38, 1:28-1:40)

What Works Better? Rotary has 34,000 clubs in 200 countries and regions. Rotary is in Albania to Zimbabwe Rotary is eradicating polio. Explore this site to learn more about Rotary International. We are local business, professional and civic leaders. We get to know one another. We get things done in this community. We are involved in the community and we have fun doing it. Slide 35 (29-38, 1:28-1:40)

Build a Better Website Who are we? What do we do? What’s in it for You? Slide 36 (29-38, 1:28-1:40)

What’s In It For Our Customers? Local Impact Friends and Contacts Vocation - Value Me & My Work Leaders to Work With Slide 37 (29-38, 1:28-1:40) Question - If our members are our customers, what do our customers want? Have volunteer read the 4 points. Local Impact – 95% join for this. Friends and Contacts -- #1 reason people stay Know my name and value my vocation. Club members become more effective in the community.

Who ya going to call? Call our Ghost Buster team Membership Trainers Jim Adamson, PDG Bruce Falkins, PDG (2) Zone 24 Public Image Coordinator Sean Hogan (D5050) (3) Membership Area Representatives Steve Weidenbach, MARs Chair D5060 See www.rotary5060.org - “DISTRICT” - “Membership Matters!” Slide 38 (29-38, 1:28-1:40)

3 Steps to Attraction The Ask / Answer Website, Facebook+ The First Impression Slide 39 (39-44, 1:40-1:50)

The First Impression What creates an impression? _______________ Slide 40 (39-44, 1:40-1:50) _______________

How Do We Treat Our Guests? Is every guest special? Slide 41 (39-44, 1:40-1:50)

Do We Rush the Question? Slide 42 (39-44, 1:40-1:50)

Is Your Club Like Cheers? Sometimes you want to go, Slide 43 (39-44, 1:40-1:50) Where everybody knows your name, and they’re always glad you came.

What Our Customers Value Local Impact Friends and Contacts Vocation - Value Me & My Work Leaders to Work With Slide 44 (39-44, 1:40-1:50) **BREAK**

Retention Keep ‘em The Joliet Club has 100% Retention Slide 45 (45-47, 2:00-2:10) The Joliet Club has 100% Retention

What Our Customers Want Local Impact Friends and Contacts Vocation - Value Me & My Work Leaders to Work With Slide 46 (45-47, 2:00-2:10)

Cut This 50% Why They Leave? If you do nothing. . . 15% will leave Slide 47 (45-47, 2:00-2:10) “Not Worth It”

5 Steps to Retention Orientation Slide 48 (48-50, 2:10-2:22)

5 Steps to Retention Orientation Induction (make it personal) Slide 49 (48-50, 2:10-2:22)

Meet Mary Smith’s Family Induction Exercise Slide 50 (48-50, 2:10-2:22)

5 Steps to Retention Orientation Induction (make it personal) Friends (#1 reason for staying) Slide 51 (51-53 2:22-2:36)

5 Steps to Retention Orientation Induction (make it personal) Friends (#1 reason for staying) Involvement opportunities Slide 52 (51-53 2:22-2:36)

5 Steps to Retention Orientation Induction (make it personal) Friends (#1 reason for staying) Involvement opportunities Add Rotary knowledge Slide 53 (51-53 2:22-2:36)

Twelve Letter Topics Welcome Communications Classifications Rotary Basics Club Service Vocational Service 7. Community Ser. 8. International Ser. 9. Youth Service 10. Our Foundation 11. Attendance 12. Sponsoring Slide 54 (54-56, 2:36-2:40)

Where to Find Information? www.rotary5060.org Slide 55 (54-56, 2:36-2:40)

Website Resources Preparing your Club to Grow What’s Rotary Member Induction Script Action Items Checklist 12 letters ….. And Much More Slide 56 (54-56, 2:36-2:40) www.rotary5060.org

What You Can Do – Right Now! Easy Now Actions! 1. List Members <24 months 2. Schedule Work/Personal Talks 3. Meet personally re Interests 4. Start personalized Inductions 5. Start New Member letters 6. Board adopts “name/work” 7. Top “Easy To Do Take Away” implemented 8. Plan to turn “NO’s” into “YES’s” Slide 57 (57-59, 2:40-2:55) Distribute Action Items handout. Attendees --- Have Club Survey and Take Away sheets handy. These actions can be done next week. Volunteers --- Read #1 – Question – How are you going to do it? Continue with each point.

Within Next 30-Days! Easy 30 Day Actions 2. Review & update Website 1. All members develop the “What’s Rotary” response. 2. Review & update Website 3. Assign Greeters/protocols 4. All members begin knowing names/vocations of all others 5. Continue vocational talks by all members 6. Top three “NO’s” are turned into “YES’s” Slide 58 (57-59, 2:40-2:55) Question: How does a club go about getting all the members to adopt a response to “What is Rotary?” Draw out ideas, which may include: Pass out the basic script used in this training, with the traditional and new response. At each meeting, demonstrate a couple of examples of responses. Question – What can be started to know names/vocations? --- Have a named member rise and ask people to guess the business or profession and have the member give details that were not guessed.

Within 90-Days! 90 Day Results 1. All members know names/vocations of all & continue work/personal talks for all 2. Guests/Visitors all feel welcome 3. All members feel welcome — Cheers! 4. All members involved 5. Remaining “NO’s” are turned into “YES’s” Slide 59 (57-59, 2:40-2:55) Volunteers read the results list. By the end of 90-days, you should not only continue doing the action items, but now you need to evaluate whether they are actually working. Question – How do we know members know one another’s names and vocations? Name the vocation exercise Question: How do we know that guests and visitors feel welcome when coming to our meetings? Mystery visitor (explain)

What Our Customers Value Local Impact Friends and Contacts Vocation - Value Me & My Work Leaders to Work With Slide 60 (60-62, 2:55-3:00) Audience is prompted to read the list aloud. These are the take-away concepts Think Local (International will come) Provide Friends and Contacts. It’s the #1 reason people stay in Rotary. (Know each other’s name) Value the Vocation of each member (Know what each other does. You can’t have friendship with other members if you don’t even know their names; you can’t have pride in the club and in members if you don’t even know what they do.) Develop Leaders. (A Rotary Club is a leadership club, not just a friendship or service club – that’s what makes us special and different from other groups.)

Membership “Our organizational priority is, and must be, membership … without members, there would be no Rotary.” - John Hewko, General Secretary of Rotary International Slide 61 (60-62, 2:55-3:00) Audience is prompted to read the list aloud. These are the take-away concepts Think Local (International will come) Provide Friends and Contacts. It’s the #1 reason people stay in Rotary. (Know each other’s name) Value the Vocation of each member (Know what each other does. You can’t have friendship with other members if you don’t even know their names; you can’t have pride in the club and in members if you don’t even know what they do.) Develop Leaders. (A Rotary Club is a leadership club, not just a friendship or service club – that’s what makes us special and different from other groups.)

Questions Slide 62 (60-62, 2:55-3:00) Thank you. Now we open it up for any questions that the audience has.