1. International Association of Fire Chiefswww.iafc.org Leadership. Expertise. Integrity.

2. International Association of Fire Chiefswww.iafc.org As a member of the IAFC, you are part of a continuing tradition. Established in 1873 as the FIRST fire-service association, IAFC members are known as the world’s leading experts in: Fire Service Leadership EMS Leadership Terrorism Response Natural Disaster Response Firefighting Public Safety Legislation Coordination About IAFC

3. International Association of Fire Chiefswww.iafc.org  Strengthens relationships within the first responder community  Empowers leaders to lead  Works with our strategic government partners  Gives you answers when you need them What does IAFC do?

4. International Association of Fire Chiefswww.iafc.org Challenge IAFC’s most successful recruitment campaigns have been member-get-a-member programs. As a member in IAFC, you know the association’s greatest strengths and why it is important to be a member. You have access to non-members at many of your local, state, and provincial meetings. We Need Your Help To Grow IAFC Membership!

5. International Association of Fire Chiefswww.iafc.org Challenge Goal: Set a realistic goal for yourself on how many members you think you can recruit within a specific time frame. Example: I think I can recruit ONE member a month. I think I can recruit ONE member a quarter. I think I can recruit TWO members a year.

6. International Association of Fire Chiefswww.iafc.org It’s EASY to recruit new members to the IAFC. There are three simple steps to follow when recruiting: Step 1: ASK ‘EM Step 2: LISTEN Step 3: ASK ‘EM AGAIN Steps

7. International Association of Fire Chiefswww.iafc.org MGI statistics implicate the # 1 objection to joining the IAFC is : Didn’t know they were eligible for membership because no one ever asked them to join. Step 1: ASK ‘EM Ask EVERYONE to join ; EVERYONE is eligible for membership.

8. International Association of Fire Chiefswww.iafc.org Tip #1 Always assume that you are speaking to a non-member. Speak to them as if they are unaware and just ASK ‘EM if they are a member of IAFC! YES! Ask them for their member #. Tell them you’re a member in IAFC and encourage them to utilize all the benefits and attend our conferences and events. NO. Well then ASK them probing questions like: -What kind of department are you? -What is the population you serve? -What kind of funding do you need? Know how to get it? -Do you have challenges and want to talk to other fire and emergency service personnel?

9. International Association of Fire Chiefswww.iafc.org Step 2: LISTEN In order to match the needs of a potential member to the IAFC, you first must LISTEN to what those needs are. You must “sell” differently to each person based on what benefits they need. You will easily find out their needs based on the answers they give to your probing questions. When speaking to potential members, you want to demonstrate the VALUE of the IAFC, especially when he or she will be paying for dues out of their own pocket.

10. International Association of Fire Chiefswww.iafc.org Think about On Scene and Fire Rescue magazine. Tip #2 Probing Questions and Answers: Q: What kind of department are you? A: Volunteer Q: What # population do you serve? A: 8,500 Q: Do you need funding? Know how to get it? A: YES! But I just don’t know what money is out there or how to apply for a grant. Q: Do you have a pressing issue you’d like to discuss with other chiefs or get new ideas on how to solve problems? A: Absolutely! I’ve got 10 challenges I’m facing at my department. Think about Volunteer and Combination Officers section. Sections offer add’l resources. Think about how perfect a DEPARTMENTAL membership would be for this individual. Think about the information available on www.iafc.org Think about the show floor, online discussion forums and education sessions at FRI.

11. International Association of Fire Chiefswww.iafc.org Discounts: Managing Volunteer Firefighters for FLSA Compliance IAFC Member Price: $100 Non-Member Price: $250 Savings: $150 Fire Rescue International 2007 IAFC Member Price: $395 Non-Member Price: $525 Savings: $130 Member Benefits Quick Access to Information: www.iafc.org: late-breaking news, online discussion forums, professional development opportunities, membership directory, and much more. Newsletter: concise summary of issues from legislation to disaster planning and workplace policy. Published TWICE monthly. Member Alerts: early warning system posted in your email inbox; get the full story and act fast. Total Savings: $280

12. International Association of Fire Chiefswww.iafc.org Special Interest Sections Network with other members facing similar issues. Apparatus Maintenance EMS Federal and Military Fire Service Fire and Life Safety Industrial Fire and Safety Metro Chiefs Safety, Health and Survival Volunteer & Combination Officers Networking Divisions TWO memberships for the price of ONE! Your dues include the benefit of a dual membership in a division and in the IAFC.  Canadian  Eastern (DC, DE, MD, NJ, NY, PA)  Great Lakes (IL, IN, MI, MN, OH, WI)  International (Outside the U.S. and Canada)  Missouri Valley (CO, IA, KS, MO, NE, ND, SD, WY)  New England (CT, ME, MA, NH, RI, VT)  Southeastern (AL, FL, GA, KY, MS, NC, SC, TN, VA,  WV, Puerto Rico and Virgin Islands)  Southwestern (AR, LA, NM, OK, TX)  Western (AK, AZ, CA, HI, ID, MT, NV, OR, UT, WA and Pacific Territories)

13. International Association of Fire Chiefswww.iafc.org Step 3: ASK ‘EM AGAIN Now all you have to do is ASK ‘EM AGAIN ! YES! Hand out IAFC promotional materials & expect payment. Be sure to write your name on all applications so you receive credit for yourself and your group. NO. Encourage them to logon to www.iafc.org for more details. Hand out IAFC promotional materials and exchange business cards or give a Member Services business card. So, are you ready to join?

14. International Association of Fire Chiefswww.iafc.org  Firefighter/EMT  Paramedic  Chief Officer with 2 to 5 crossed bugles  Lieutenant  Captain  Fire Marshal  Fire Chief  Person interested in the fire service – that’s right; ANYONE! YOU can join IAFC if you are a... Closing the Deal

15. International Association of Fire Chiefswww.iafc.org Where to Start Start in your own department. Ask your Deputy Chiefs, Assistant Chiefs, Battalion Chiefs, all company officers, EVERYONE to join! Ask those fire and emergency service personnel in your neighboring cities to join. Get yourself on the local or state chief’s agenda. Ask Member Services for a supply of brochures or download a PowerPoint presentation to give to the group. It will only take a few minutes and you could recruit several members in just several minutes!

16. International Association of Fire Chiefswww.iafc.org Resources Promotional Materials IAFC will provide you with collateral to distribute to potential members. Membership Brochures Department Brochures Member Service Business Cards Talking points www.iafc.org/recruit

17. International Association of Fire Chiefswww.iafc.org IAFC Member Services If you need ANYTHING, contact the IAFC Member Services team ANYTIME. Gioia Albi Director of Member Services 703-537-4804 571-221-3323 cell galbi@iafc.org Heather Westphal Membership Marketing Manager 703-537-4833 hwestphal@iafc.org Let us help you to be successful! Email: membership@iafc.org Toll-Free: 866-385-9110

18. International Association of Fire Chiefswww.iafc.org Thank You!