1. YMCA of Regina Elements of an effective tour

2. Step 1 - Introduction 4 Friendly Greeting 4 Introduce yourself 4 Personalize your tour - ask questions 4 “Why did you choose to come to the YMCA?” 4 “What are you interested in doing when you are here?” –Focus information on areas of interest (ex. Basketball, Swimming, Fitness Classes Weights)

3. Note 4 Use a tour form to ensure that you cover all important points 4 By the time someone has requested a tour, they have usually decided to purchase a membership, the tour is one of the last steps in an individual making a decision 4 During your tour, use language that assumes they have already purchased a membership

4. Step 2 Features 4 Locker Rooms –Women’s Plus (Health Club) –Men’s Plus (Health Club) 4 2 Pool - 25 yards & 15 yards 4 Conditioning Centre 4 Track

5. Step 2 Features 4 Gym 4 Courts (2 Racquetball, 2 Squash courts) 4 Power Pacing Area 4 Personal and Group Training 4 YMCA Childare & Youth/Pre-school Programs

6. Step 3 Benefits - Focus on the Benefits not the features 4 Pool - –A lane swim is offered 4 times a day. –Works both upper body and lower body. –Aquafit classes, great exercise no impact on joints. 4 Kiddie Care – offered throughout the day so you can drop your child off for a visit and go for a work out at the same time

7. Step 3 Benefits - Focus on the Benefits not the features 4 Conditioning Centre one of our staff can give you an orientation to the equipment and set you up on a program We have a wide variety of equipment so you can crosstrain (utilize different exercises) in your routine to help reduce boredom Friendly atmosphere which has a lot of natural light Personal and Group Training available

8. Step 3 Benefits - Focus on the Benefits not the features 4 Gym we offer over 75 fitness classes each week whenever the gym is not being used for a class you can sign out equipment from the front desk and use the gym - shoot baskets Drop in volleyball on Tuesday nights. Drop in basketball during other evenings 4 Track indoor running track for walking and jogging wide variety of Fitness classes offered

9. Step 4 Important Information 4 Volunteers Organization - point out volunteer board 4 YMCA is a charity - point out Annual Support board 4 YMCA membership can be used anywhere –all across Canada –around the World 4 YMCA is an International Organization

10. Step 5 Benefits and obstacles 4 Listen for Positive and Negative Cues –“I know a lot of people here.” “We serve over 40,000 people in Regina. We offer a wide variety of programs which gives members a chance to meet other people.”

11. Step 5 Benefits and obstacles 4 Prospective member watches basketball “Are you interested in Basketball? We have Drop- in basketball Monday and Wednesday evenings.” 4 “I don’t know how to use this equipment.” We have trained staff that can show you how to use all of the equipment and set you up with a program. We also have personal trainers that can assist you with your program.”

12. Step 5 Benefits and obstacles 4 “When are you open?” “Our YMCA is open from 5:45 am till 10:00 pm Weekday; 7am-7pm Weekends and Holidays). “What time do you think you would come to the YMCA?”

13. Invitation to join 4 Discuss costs and payment options at the end of the tour 4 “What payment method would you prefer?” 4 Would you like to use the pre-authorized checking method or you can pay the full fee up front. 4 “When can I sign you up for an orientation?”

14. Only 3 Responses 4 YES –sign them up 4 Maybe –you may want to offer a guest pass 4 NO –Find out why and record information on tour sheet.

15. Summary 4 Make sure you are a great host and give the potential member a positive feeling about the YMCA 4 Make friends for the YMCA. Give enough information to create a comfort level 4 Smile & be friendly