1. EFFECTIVE REFERRAL PROGRAMS THE PLATINUM SERIES The System That Works A BizTrac Module

2. CLUBS DO NOT COME WITH MEMBERS ! YOU HAVE TO CREATE THEM !

3. HIGH PROFILE PROSPECTS VS LOW PROFILE PROSPECTS

4. A SYSTEM THAT STIMULATES YOUR MEMBERS TO BRING PEOPLE TO YOUR CLUB

5. NET RESULT: THEY JOIN !

6. RECOGNITION RELATIONSHIPS REWARDS THE 3 “R”s

7. RECOGNITION THANK YOU NOTES THANK YOU NOTES LOBBY PLAQUES LOBBY PLAQUES NEWS LETTERS NEWS LETTERS

8. REWARDS 1 GIFT PER MEMBER SPONSORED 1 GIFT PER MEMBER SPONSORED SOMETHING THEY CAN’T BUY SOMETHING THEY CAN’T BUY PIE IN THE SKY PIE IN THE SKY

9. RELATIONSHIP CONSTANT CONTACT CONSTANT CONTACT BIRTHDAY & SPECIAL DATE CARDS BIRTHDAY & SPECIAL DATE CARDS LEARN THEIR NAMES LEARN THEIR NAMES

10. POINT OF PURCHASE (POP) ASK FOR THE REFERRAL ASK FOR THE REFERRAL SCRIPT YOUR PROPOSAL SCRIPT YOUR PROPOSAL IN THE NORMAL COURSE IN THE NORMAL COURSE OF DOING BUSINESS OF DOING BUSINESS

11. NEW MEMBERS AT POINT OF SALE GET “THREE NAMES ON A CONTRACT”

13. “I NEED TO HAVE YOU GIVE ME THREE NAMES OF PEOPLE YOU MIGHT LIKE ME TO SEND A GUEST PASS TO.”

14. POST SALE SELL THROUGH DO A FRIEND A FAVORDO A FRIEND A FAVOR COURTESY LISTCOURTESY LIST INTERNAL PROMOTIONINTERNAL PROMOTION

15. EXISTING MEMBERS USING THE CLUB DURING THE COURSE OF EACH DAY “COURTESY LIST” OR “DO A FRIEND A FAVOR CARD”

17. “ IF YOU HAVE A FRIEND YOU’D LIKE ME TO SEND A GUEST PASS TO SIMPLY PUT THEIR NAMES ON THIS CARD WHEN YOU GET A CHANCE AND I’LL TAKE CARE OF IT FOR YOU.”

18. TO ALL MEMBERS SEASONALLY SEVERAL TIMES A YEAR “INTERNAL CONTESTS AND PROGRAMS”

19. ERP RULES ERP RULES EACH REFERRAL = 1 GIFT EACH REFERRAL = 1 GIFT PIE IN THE SKY PIE IN THE SKY CAUSE FOR RESPONSE CAUSE FOR RESPONSE BEGINS & ENDS WITH EXTERNAL BEGINS & ENDS WITH EXTERNAL GIVE YOUR MEMBER A TOOL GIVE YOUR MEMBER A TOOL

22. “DO YOU NEED ANOTHER (GIFT OF HEALTH) CERTIFICATE FOR YOU TO GIVE TO A FRIEND?”

23. “THE MEMBERSHIP SPECIAL IS ENDING, IS THERE ANYONE YOU KNOW THAT I SHOULD CALL AND LET KNOW ?”

27. EFFECTIVE REFERRAL PROGRAMS THE PLATINUM SERIES The System That Works A BizTrac Module THE END