1. MARY ANN JEFFERS, CRS,GRI,PMN,E-PRO
MEMBER VALUE
MARY ANN JEFFERS, CRS,GRI,PMN,E-PRO
2009 Region 9 Vice President
2008 State President

2. We are a network of successful REALTORS®
I‘m Very excited about this image because as many of you know I’m an artist and love visual imagery. But this one spoke to me as the world connecting together and having a common message, common strength of getting our message across.
We are a network of successful REALTORS. Did you know that in a study that was done in 2008, the results were that the average Women's Council's Member’s Income from Real Estate was $117,900, while the average Among All Full-time REALTORS® was only $47,700. That means that the Women's Council's Member made Almost 2 ½ times that of the average Realtor!

3. empowering women to exercise their potential as entrepreneurs and industry leaders
Sales 71% of our members are in Sales, 17% in Management with 22% of our members having an Ownership Interest in Their Firms. A lot of our members and our leaders have gone on to leadership roles in their associations and also in the political arena.

4. Today’s Goals Learn how to: Communicate Value Bring in members
Plan an Orientation
Retain members
Then Everyone Wins!
Today we have several goals that we want to share with you now. By the end of this session you should be able to accomplish each and every one of them. We will revisit these items later in our session to check on our progress.

5. How to articulate the Value of Women’s Council of REALTORS
First things, first – Can you articulate the value of Women’s Council of REALTORS. Have you ever been asked “Why should I join WCR or what’s in if for me?” What do you say? Do you have to think a minute? We want you to have an immediate answer so we are going to do an exercise shortly.

6. on Page 25 are some guidelines for you that tie in all of our values… these should be shared with your entire governing board to be sure they can all articulate the value of the council (not read each one- they will have in front of them)

7. “Professionals empowering each other through sharing”
Group Exercise
Pick scribe from your table
Describe Women’s Council of REALTORS® by writing down 6 words on large paper in center of table– 2 minutes
Select spokesperson from your table to share one statement with the group
This exercise will help with our elevator or one minute speech about Women’s Council of REALTORS. We are going to use six words and six words only to describe our organization. Use the information from Articulating the Brand or the Mission and Vision statements – or whatever comes to mind. Here are the instructions:
Have spokesperson from each table stand and read their table’s statement.
Sample:
“Professionals empowering each other through sharing”

8. Why Recruit
New members bring skills and & years of experience that they can use to benefit the Council
More members creates a larger sense of Community
More members help to build a bigger, better, stronger Council for you
New members bring skills and & years of experience that they can use to benefit the Council
More members creates a larger sense of Community
More members help to build a bigger, better, stronger Council for you

9. Recruitment Stories Mother told you to go Just happened by the meeting
Searched the web
Board of REALTORS newsletter
Broker or manager requested
Affiliate invited you
REALTOR invited you
Friend invited you
Why did you go to a Women’s Council of REALTORS meeting? Please stand when what I read pertains to you. Now what does this tell us? It takes many types of communication and many different people to recruit our members.

10. Who Do You Recruit?? Successful professionals with whom you cooperate
Professionals in the business over 3 years
Brokers/Owners/Managers
The Faces of Women’s Council
Who do you recruit? Everyone – there is no specific membership profile. We want all types of individuals that will empower women to exercise their potential as entrepreneurs and industry leaders.

11. Tools to Recruit www.wcr.org
                                           
Check out these turnkey tools for chapter leaders to assist with your recruiting and retention efforts, including:
2010 Contest Brochure (PDF)
Brand Document (PDF)
Calling Script (Word document)
WCR Fact Sheet (Word document)
Member Application (PDF)
Membership Application (Word document)
Testimonial Flyer (Word document)
The next question you might have is how do we recruit? National has created and provided the tools you will need to recruit new members. On the National website, they have
Click

12. 2010 Contest Brochure
The Contest Brochure for 2010.

13. Recruitment Guidelines & Tips
It has specific guidelines for you to follow and ideas on how to implement the recruiting contest. For example phone-a-thons. They give you specific deadlines that you have to follow.

14. Recruitment Calling Scripts
They even give you specific scripts that you can use when speaking to possible new members.

15. Membership Applications
They have the applications for you to use.

16. Key is You are NOT Alone! National Women’s Council tools
Vice Chair of Membership
Membership Committee
All Chapter Members
The key is that you are not alone.

17. Develop a Plan Target Prospects Set Recruitment Goals
Who’s most likely to join
Set Recruitment Goals
Yearly Goal
Chapter Level Goals
Recruitment Contests Goals
All chapters that excel in recruiting start and stick with a plan. So to begin let’s develop a plan.

18. Recruitment -- Numbers
WANTED
WHO are our members?
15% are 65+ years old
43% are years old
9% are men
We need to know who are our members. Does your chapter follow these percentages? If not, what is your make-up?

19. Recruitment - Numbers WHY? Less time in real estate
Less likely to renew membership
Out of members dropped by March 31st this year
40% in business less than 3 years
As of July 10th – 2,500 new members
50% of these members are not likely to renew next year
WE NEED: Mid-career professionals who are established and looking to take it to next level.
Why do we want professionals who have been in real estate for a while?

20. Sample Chapter Board of REALTORS® - membership 1000
50 WCR National Members
45% over the age of 55
Chapter celebrating 15th year
Membership Goal = 60 Total
Need to achieve Gold Level Status on Annual Report
Here is our sample chapter – does it sound familiar? What do they need to do to achieve a membership goal of 60?

21. Chapter of 50 60% Renewal Retain 30 members Loss of 20 members
Membership Goal = + 20%
60 total members
Recruit 30 new members
Retain 90% = 45 Recruit 15
It is easier to retain your members than to obtain new ones. What are you doing to build up your retention numbers?

22. Annual Report
The annual report is a chapter business plan that if you use it throughout the year it will show you if you are on track.

23. MEMBER EVOLUTION Prospect Renewing Member Value New Active
you not only have to prospect for new members, you get them to join. Then you keep them active in the chapter, and give them value then you will insure that they will renew.
New
Active

24. New Member Orientation
Share Ideas
What is a New Member Orientation? How many are required on the Annual Report? What does your chapter do at their orientations and how often do they have them?
Ask the audience for their input:

25. Planning a New Member Orientation
Articulate the Value
New Member Orientation
Outline in LPPM
Carol: Again, we must plan for success – it is not only the venue we need to choose. Your chapter must articulate the value perhaps with testimonies from current members. (six word description) The orientation is totally outlined in “the book”. Don’t forget to use the Member Preference Questionnaire!
Member Preference Questionnaire from “Task is to Ask”

26. New Member Orientation
Welcome
Testimonial
Introduce PMN
Introduce Governing Board
Q & A
Fill out “Task is to Ask”
Upcoming Events
Adjourn
National gives us the outline for each orientation – are you following these guidelines?

27. How Recruitment and Retention Affects Membership Goals
Annual Report
Chapter Profile
National Website tools
Target market to successful REALTORS®
Why do we obtain new members? Why do our members stay? What tools help us to develop that plan and benchmark our successes?

28. Signing into the member center

29. Chapter Management center – where you load your chapter information

30. This is where you can create reports on your chapter
This is where you can create reports on your chapter. It shows your National chapter roster and it indicates whether they are a REALTOR or affiliate member.. You can export information to Excel if you want to . Lt will tell you who has not renewed yet. Former members- those that passed a renewal cycle and are dropped- stay on for one year. You can also have your local chapter website here.

31. 2010 Membership Campaign Annual Report
Leadership Policy & Procedure Manual (LPPM)
Recruitment & Retention Contests
Membership involved in the process
LPPM or “the book” – what is it and why should I use it? Contests – guidelines for success. Who needs to be involved in membership?

32. Today’s Goals What we learned, how to: Communicate Value
Bring in members
Plan an Orientation
Retain members
Then Everyone Wins!
Well, have we achieved our goals today? Let’s check them off.

33. Where can you find all the answers for the Council?
You must use What is it? Let me hear you?

34. ARE YOU READY…