1. RPAC FUNDRAISING National Association of REALTORS® Hosted by: Jane Saunders, NAR RPAC Fundraising Consultant

2. The REALTOR ® Party O VOTE for REALTOR ® Party Candidates O ACT on REALTOR ® Party Issues O INVEST in RPAC

3. First things first O How do I get started? O Organizing a committee O Find the right members O Educating your committee O Educating your membership

4. Educate your Committee Know about RPAC and how it works Know what the association’s RPAC goals are for the year Know what legislation is in play at the local, state and national levels

5. Educate your Committee Make sure you have invested in RPAC Know the most common questions members have about RPAC

6. Educate your Membership O Get the word out about RPAC O Add RPAC info to your association’s publications and emails

7. Educate your Membership O Have brochures, legislative updates available O Let your members know what RPAC has done for them

8. Making the Ask If you do not personally know your targets, find out what you can about them. Find middle ground. Is their office full of awards? Is your target into historical preservation, horses, golf, sports, travel? The more common ground you have with a potential investor, the better.

9. Making the Ask O Members give because they are asked. O Members give because they believe in the cause. RPAC is not charity, it is an investment in their business.

10. Making the Ask O Members give because they want to help the person who asks. O Members give because they like the recognition and rewards.

11. Objections to RPAC O You will get push back – use it as an opportunity to educate! O (How to Handle Objections Handout)

12. What is your future worth? Break it down 5 cents a day = $18.25 10 cents a day = $36.50 25 cents a day = $91.25 $1.00 a week = $52.00 $1.00 a day = $365.00

13. Making the Ask O Take pride in the cause. Be enthusiastic and proud of what you are doing. O Don’t put all of the focus on the money, focus on having your target make an investment in their industry and their future. O Emphasize the gains the industry has accomplished because of RPAC to help members stay in business.

14. Building the RPAC Culture O Every association is different O It is not going to happen overnight O The AE has to make RPAC a priority O The leadership has to make RPAC a priority O Peer pressure works O Visual aids work

15. Fundraising Plan O If it’s not written down it does not exist. O Create with your team O Sets deadlines O Provides structure O Working document - Flexible O Monitor progress, set goals throughout the year

16. Targets O The RPAC committee should determine targets O High Dollar/Major Investor O Upgrades O Non givers O Leadership/BOD members/ Committee Members O Brokers O Top producers O New Members O Members who want to move up into leadership positions O YPNs

17. Planning O Markup a Calendar Month by Month O Use Ideas from Today O Flush Out NEW Ideas O Grow Participation—Something Fun O Major Investor Recruitment—Make a List!

18. Close the Deal O State your case O Ask directly and ask for a specific amount! O You may need to set up an appointment O Time is important so don’t draw it out O If they say no, ask for a lesser amount O Never ask for less than the member gave the previous year

19. WHAT IS A PAC? O A Political Action Committee is nothing more than a group of people who pool their resources to support candidates who support their industry. O There are over 4,000 PACs in America

20. What is RPAC? O National RPAC raised $7.2 Million in 2012 O 288,518 Contributors = 30% Participation in 2012 O The goal for 2013 is at least, 37% O Know what was raised by your state and your local association last year

21. WHAT IS RPAC? REALTORS® HAVE A PAC BECAUSE: O Money talks O We can support candidates who understand our industry O It helps to open doors and encourages lawmakers to keep an open mind on our issues

22. What is RPAC? O National Fair Share Goal O - $15 per member O $4.50 to National RPAC O $10.50 stays in the state Many states and boards have set a much higher goal. 30%-70% Split

23. WHAT IS RPAC? WHAT RPAC IS NOT… O RPAC is NOT PARTISAN O RPAC DOES NOT BUY VOTES

24. HOW DOES RPAC WORK? O HARD AND SOFT MONEY O Hard dollars can fund all state and federal candidates O Soft dollars may fund state candidates in GA and Opportunity races, Political Advocacy and Independent Expenditures at the National level

25. FUNDRAISING TECHNIQUES PROVIDE VARYING LEVELS OF PARTICIPATION (NAR) O Golden R ($5,000 per year/$2,000 in following years) O Crystal R ($2,500 per year/$1,500 in following years) O Sterling R ($1,000 per year every year)

26. FUNDRAISING TECHNIQUES (Examples) Thoroughbred Club/ Constitution Club - $500 per year 356 Club/A Dollar a Day Club Capitol Club - $250 per year Centurion Club - $100 $99 Club - $99 $50 Club - $50 Active Member - $15 - $98.99 More options – more money raised

27. Levels of Participation RPAC’s HALL OF FAME O Instituted in 2002 to recognize those individuals who give significant amounts to RPAC O Currently there are 355 Members O Investments of $1000 or more annually result in an aggregate lifetime total of at least $25,000

28. Levels of Participation PRESIDENT’S CIRCLE O Only major investors can participate O If a member joins the President’s Circle, then only $1,000 to sustain Major Donor level. O Members commit $2000 each year (in additional to their Major Donor contribution) 599 participants in 2012 O Members contribute to Federal Candidates and Committees chosen by NAR RPAC Trustees & Leadership

29. NAR MAJOR INVESTOR INVESTMENT LEVELS LEVEL MAJOR INVESTOR ONLY PRESIDENT’S CIRCLE MAJOR INVESTOR* GOLDEN R $5,000 SUSTAIN $2,000 $4,000 + $2,000* SUSTAIN: $1,000 + $2,000* CRYSTAL R $2,500 SUSTAIN $1,500 $2,000 + $2,000* SUSTAIN 1,000 + $2,000* STERLING R$1,000$1,000 + $2,000* *President’s Circle requires additional contributions totaling $2,000 to be made separately and directly to select RPAC recommended. Once enrolled, RPAC will provide information on recommended candidates and instruction on how to contribute.

30. FUNDRAISING TECHNIQUES One-on-One Solicitation Most profitable Peer-to-Peer Know the PAC Know your target Ask for more than you expect Follow-up The task is to ask

31. FUNDRAISING TECHNIQUES DUES BILLING O Dues billing is the one way that every member is asked to invest, at least one time a year. O Make the ask of the voluntary investment above the line O Make sure the disclaimer is on the form

32. FUNDRAISING TECHNIQUES E-Mail/Direct Mail Target your universe Focus on increasing contribution levels Identify a signer everyone knows Provide information on RPAC, legislative issues, and recognition RPAC Invoice (with Pledge Card) Letter from broker to agents Disclaimer must be included

33. FUNDRAISING TECHNIQUES PHONE BANKS O Works with hard to reach donors O Peer-to-Peer O Good for increasing contribution levels O Get your entire committee and your leadership involved O All callers must confirm their personal participation in RPAC O Easy to do with cell phones

34. FUNDRAISING TECHNIQUES CREDIT CARDS O Personal Card O Convenient and Low Cost O Specific Amounts or Menu of Choices O State or Board to pick up the fee

35. FUNDRAISING TECHNIQUES SPECIAL EVENTS O Popular O Logistical issues O Smaller average return for your dollar O Legal hurdles – One-Third Rule O PITA O GA has the option of a hard dollar, a soft dollar, or a combo, event O No games of chance

36. State Laws O Know your state laws O “Georgia law is highly restrictive in terms of political fundraising. If you are unsure about an activity, please contact GAR to discuss."

37. ONE-THIRD RULE or the 3x RULE O Federal Law on raising hard dollars O Everything has a fair market value – even if it is donated!!! O Exchange of a prize for contribution O Must raise three times the fair market value of the “prize”

38. ONE-THIRD RULE or the 3x RULE O Auctions, or any event where prizes would be subject to the one-third rule O The rule applies to the combined amount of the prizes, not each item O Includes primary entertainment, but not food, beverage or facilities

39. One Third Rule O The rule does not apply if you are conducting a soft dollar or PAF event. O But, you still need to stay within your state laws

40. SPECIAL EVENTS O Dinners O Ms. RPAC Contest O Auctions O BBQ Challenge O Pie in the Face O Dunking Booth O Karaoke O Tastings O Tastings with food pairings

41. SPECIAL EVENTS O Polar Plunge O Art Fair O Headshots O Spa Day O Jimmy Buffett Event O Water Pistol Contests O Jail & Bail O Talent Show or REALTOR® Idol O Putt Putt Golf Contest

42. SPECIAL EVENTS O Bowling O Chili Cook-Offs O Shredding for RPAC O Trash Bag Fashion Show O Motorcycle Rally O Pet Contest O Trivia Night O Corn Hole Toss O Sumo Wrestling

43. SPECIAL EVENTS O Pet Shows O Dancing with the Stars Contest/Dance Lessons O Bottle and Hoop Toss O Tail Gate Party O Minute to Win it Contest O Murder Mystery Dinners O Softball Tournament O Cake Decorating Contest with Auction

44. ADDITIONAL IDEAS O Pink Flamingos O Colored Balloons O Wii Games O Parking signs at board office

45. ADDITIONAL IDEAS O Velvet Ropes O Banks O Non-Event Event O Local Association Hall of Fame O Flashing RPAC Buttons O H2O Bottles w/RPAC Label

46. FUNDRAISING TECHNIQUES O Always check plans with State or Local Legal Counsel or RPAC Staff O Create opportunities to learn, network, expand business and boost reputation O Provide rewards/recognition to top donors O Costs – spend $ to make $ O Recover all your costs

47. STAYING WITHIN THE LAW O RPAC: local, state or national is one PAC O RPAC is regulated by federal law (FEC) O If you have questions, PLEASE ASK BEFORE YOU ACT

48. PAF Events O You are collecting corporate money or hard dollars that will be converted to corporate money O The one third rule does not apply O You need to notify your members, with the following disclaimer, that their investment will go to GA RPAC but that 30% will be sent to NAR’s PAC and will not be used to fund federal candidates.

49. PAF DISCLAIMER O The investment(s) that are raised from this fundraiser (or item) will be split 70% / 30%. 70% is retained by Georgia RPAC and is used by your state PAC to support state and local political candidates. 30% is forwarded to NAR’s Political Advocacy Fund (PAF). NAR’s PAF funds political advocacy at the federal level. It is not used to fund federal candidates.

50. STAYING WITHIN THE LAW Who is Solicitable? REALTORS® Individual Affiliates (In some states corporate Affiliates are allowed) Local, State & NAR Association Executive and Administrative staff Immediate family members – over the age of 18 in the same household

51. STAYING WITHIN THE LAW What is a Solicitation? O To be safe, consider everything with RPAC on it or every time you say “RPAC”, a solicitation

52. DISCLAIMER – MUST BE ON ALL SOLICITATION MATERIAL Contributions are not deductible for income tax purposes. Contributions to RPAC are voluntary and are used for political purposes. You may refuse to contribute without reprisal and the National Association of REALTORS ® or any of its state associations or local boards will not favor or disfavor any member because of the amount contributed. 70% of each contribution is used by your state PAC to support state and local political candidates. Until your state PAC reaches its RPAC goal 30% is sent to National RPAC to support federal candidates and is charged against your limits under 2 U.S.C. 441a; after the state PAC reaches its RPAC goal it may elect to retain your entire contribution for use in supporting state and local candidates. You must be a U. S. citizen or have a Permanent Residency Card to invest.

53. STAYING WITHIN THE LAW PROHIBITED FEDERAL CONTRIBUTIONS 1. Corporation Contributions 2. Anonymous Contributions 3. Cash Contributions exceeding $100 a day (Check your state law, many are lower) 4. Contributions made in the name of Others 5. Contributions from Foreign Nationals 6. Contributions from Federal Contractors

54. Social Media O Do not include info on how to invest O Do not give an address to which an investment could be sent O Do not provide a link to invest in RPAC O You can brag. You may post that your event gained five new Sterling R’s and raised $5K for RPAC

55. STAYING WITHIN THE LAW What Contributor Information is Required? O NRDS Number O Full Name O Mailing Address O Membership Type O Contribution Amount

56. STAYING WITHIN THE LAW What are the Contribution Transmittal Limits? O Contributions less than $50 must be forwarded to National or the designated receiving agent (State RPAC) within 30 days O Contributions of more than $50 must be forwarded within 10 days O Clock starts ticking when the contributor hands over the funds or with dues billing, when the contribution is delivered to the board office

57. CLOSING THE DEAL O Information separates contributors from non-contributors O RPAC contributors have an interest in real estate legislation O Many contribute because they are interested in politics O Many contribute to fight “bad” legislation

58. CLOSING THE DEAL Why people don’t contribute… O They have never been asked O They are not sold on RPAC O They don’t know how much to give

59. RPAC Fundraising Webinar O Monthly instruction on a wide variety of RPAC topics: O www.realtoractioncenter.com/webinarsignup www.realtoractioncenter.com/webinarsignup O A library of past webinars is available: O www.realtoractioncenter.com/webinars www.realtoractioncenter.com/webinars O Jane Saunders, 304-941-6829, jane.saunders1047@gmail.com jane.saunders1047@gmail.com

60. RPAC Fundraising Webinar O Customized webinars to your state or local association Fundraising Committee

61. RPAC Ribbons O Investor O $99 Club O Capitol Club O Sterling R O Crystal R O Golden R O Custom O Contact Jessica Naake, jnaake@realtors.org

62. Major Investor Events O Major Investor Receptions O Hosted by Association, Leadership, Major Investor Council Member or NAR O NAR staff attends and picks up the tab O Contact Christopher Nave, 202-383- 1286, cnave@realtors.org or Jane Saunders, 304-941-6829, jane.saunders1047@gmail.comcnave@realtors.org

63. NAR’s Fundraising Grants O Apply for grants up to $5,000 for RPAC events & education O NAR reimburses approved expenses O Try to raise 3x your grant amount O Pledge to send 30%, from event, to NAR even after the state has made goal. (approval needed from state association) O Develop a plan

64. Grant Information Contact Jessica Naake, RPAC Major Investor Fundraising Coordinator, jnaake@realtors.org realtoractioncenter.com/rpacpartnership

65. How can NAR help? O Go to: www.realtoractioncenter.com/www.realtoractioncenter.com/ Rpacpartnership Jane Saunders: jane.saunders1047@gmail.com jane.saunders1047@gmail.com 304-941-6829

66. THANK YOU! O Questions???