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

2. 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

3. 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?

4. 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.

5. 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)

6. 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

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

8. 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?

9. 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?

10. 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.

11. 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.

12. 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!

13. 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.

14. 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.

15. 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?

16. 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?

17. 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.

18. 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

19. 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

20. 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.

21. 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

22. 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.

23. 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.

24. 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.

25. 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

26. 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

27. 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.

28. 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.

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

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

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

32. Wrong Message Lamorinda Sunrise Message
change the world? 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

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

34. 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)

35. 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)

36. 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)

37. 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.

38. 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
- “DISTRICT”
- “Membership Matters!”
Slide 38 (29-38, 1:28-1:40)

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

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

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

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

43. 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.

44. 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**

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

46. 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)

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

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

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

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

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

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

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

54. 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)

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

56. 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)

57. 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.

58. 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.

59. 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)

60. 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.)

61. 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.)

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