Unwavering Support for Uncommon Heroes tm Ladies Auxiliary VFW Why Membership Matters.

Unwavering Support for Uncommon Heroes tm

Ladies Auxiliary VFWLadies Auxiliary VFW

Why Membership Matters



AGENDA•Program will run from 10 – 11:30 a.m.•Power Point Presentation•5 Minute Break•Role Playing•Question and Answer Session•Please make sure you sign in – very important.


Ladies Auxiliary VFW

Introductions State Recruiters

•Sheri Carrington, District 1•Renee Fulk, PDP, District 2•Marilyn Peck, PDP, District 2•Maddie Cunningham Colston, District 4•Sandy Granger, Dept. Membership Chmn. Dist 16



Training Overview• Please make sure you sign in with e mail information.• Cell Phones on Silent (step out if you need to answer a call)• Please write down your questions so we can handle under the

Q/A portion of the workshop.• Respect other people’s opinions• Only one person speaking at a time.

• Share ideas and have fun.



What is the purpose of this session?

• Gain a better understanding of the organization, its benefits, and values

• Offer tools and ideas and hand out’s• Increase your confidence to recruit

members for the organization



State Rec.Sheri

Carrington

State Rec.Renee Fulk

State Rec.Marilyn

Peck

State Rec.Maddie

Cunningham Colston

State Rec. State Rec.

State Rec. Sandy

Granger

LADIES AUXILIARY VFW – NATIONAL

NCRT (CA)STEPHANIE

MARTIN

EACH AUXILIARY AND DISTRICT IN THE DEPT. OF CALIFORNIA



• Today’s session – pass this information on in your Auxiliaries and Districts

• Does your District need a Recruiter Workshop?• Schedule through Stephanie• Remember, travel is expensive and our budget is tight• Some schedules have already been set• We ask that you have at least 25 members who will be in

attendance• Request a 3 week advance notice

TRAINING AVAILABLE



OUR BEGINNINGSAND OUR PURPOSE

Aid and Assistance to ourVeterans and Their Families



Knowledge of the VFW• Founded in 1899• Oldest Veterans

Organization

VFW Priorities• Veterans Service• Community Service• Legislative Action• Youth Service



Knowledge of Ladies Auxiliary VFW

• Founded in 1914• Oldest Auxiliary Organization

Ladies Auxiliary Priorities• Support the VFW• Service Officers• Veterans / Family Support• Legislative Action• Youth Service• Spread Patriotism



For over 100 years, the Ladies Auxiliary VFW has given women from all walks of life the chance to be leaders in their communities. The opportunities to learn and grow abound!

•Friendships•Personal Growth & Development •Networking•Personal Fulfillment•Veteran and Military Services



"THINK MEMBERSHIP"

"ONE MEMBER AT A TIME"

"HELP KEEP THE AUXILIARY ALIVE"



Based on Life Membership Ages

299 2,2275,428

12,276

31,234

56,701

48,86556,212

23,310



Annual Average Decline of 15,785 Members per year since 2000.

15 Year NetLoss of 236,777Members

2000 698,427 14,611 97.95%

2001 682,716 15,711 97.75%

2002 671,501 11,215 98.35%

2003 660,671 10,830 98.38%

2004 634,404 26,267 96.02%

2005 616,439 17,965 97.17%

2006 598,777 17,662 97.13%

2007 581,245 17,532 97.06%

2008 562, 892 18,353 96.84%

2009 549,320 13,572 97.59%

2010 542,564 6,756 98.77%

2011 522,875 19,689 96.96%

2012 512,137 10,738 97.94%

2013 495,172 16,965 96.68%

2014 476,261 18,911 96.20%



Approximately

31,150 Annual Members

did not renew their dues from 2013 to the 2014 year.



REFER TO HANDOUT



DISTRICT AREA NEW MEMBERS

1 San Diego Area 118

2 Orange County Area 18

3 Riverside/Low Desert – Blythe 61

4 Southeast L.A. – West Covina 34

5 High Desert – Bishop 41

2014/2015 MEMBERSHIP INFORMATION – DEPT OF CALIFORNIA

NEW MEMBERS SIGNED UP




6 Bakersfield Area 32

7 San Fernando Valley-Atascadero 10

9 Fresno Area 10

10 San Francisco / Oakland Area 1

12 San Jose / Monterey 20




13 San Joaquin Area (Stockton) 58

14 Eureka – Crescent City 2

15 Paradise / Redding / Susanville 16

16 Napa / Petaluma (Wine Country) 16

17 Sacramento Area 53



WHAT DO THEY HAVE IN COMMON?

WHAT IDEAS CAN THEY SHARE?



We’re All in This Together• RECRUITING is a team effort

• TEAMWORK leads to success

• No one can do it alone

• If we don’t do something, we will cease to exist.



“ASK ME ABOUT HOW YOU CAN HELP A VETERAN”

•These are available for $1.00/each and are available today.•Great conversation starters



WHY IS IT SO DIFFICULT FOR WOMEN TO RECRUIT

AUXILIARY MEMBERS??



OVERCOMING “ASKING” SOMEONE TO JOIN

HOWEVER, WE CAN OVERCOME …•By being passionate about our veterans•Believing in our programs•Body language will reflect how strongly you feel about our organization•Reach out to family of veterans•Let them know how much an Auxiliary member can do for our veterans and their families



ENTHUSIASM

A positive, enthusiastic attitude is the most important ingredient in recruiting.



Remember to always be understanding and show

empathy for •what someone has gone through in the past•is going through now •is contemplating in the future.



MANNERS & CHARM• Use everyday words.• No profanity.• Neat, professional

appearance.• Say Thank You.• No smoking.• Shake hands.• Show interest.• Acknowledge and talk to

other family members present.



PRODUCT KNOWLEDGE• What we do and why we do it.• If you don’t know what we do – who does?• Be prepared to answer questions, however ….• Never be afraid to tell someone – “I don’t have

the answer to that question, but if you give me your name and number, I will find out an answer and get back to you”.

• And FOLLOW UP



All Potential Members will want to know, “What’s in it for me?”



Become an Expert on Ladies Auxiliary Benefits• VFW National Veterans Service• Ladies Auxiliary VFW Magazine• Insurance Benefits• Financial Services• Funeral and Cremation Programs• Contact the LAVFW for more benefit information at www.ladiesauxvfw.org or call 816-561-8655



Select and Organize a Recruiting / Membership Committee

• Qualities of a successful Recruiting / Membership Chairman – Well-known, organized, well-spoken, knowledgeable, and dedicated

• Qualities of a successful Recruiting Committee – Active, knowledgeable, and dependable



Develop a Recruiting Plan

• Analyze your current situation• Set Goals• Develop a plan of action• Implement your Action Plan• BRAINSTORM – Write down all the reasons why someone might not want

to join – do this before it happens - and you will have solid arguments why they NEED and SHOULD be a member

• Track your results



Set Realistic Goals

Two types of goals your plan should include are:

• Quotas• Objectives



Plan Your Activities

Know the “3 R’s” of membership growth:

• Recruit new members

• Retain continuous members

• Recover former members



Recruiting Booths

•Great for creating public awareness

•State Fairs, Job Fairs, any event that has veterans, their relatives,

or provides community awareness of the Ladies Auxiliary VFW



Successful Recruiting Drive Techniques

• Personal contact• Recruiting Booths

• Mail • E-mail• Referrals • Telephone



DOOR HANGERS

•Get your exercise and drop off door hangers in your neighborhood•What to include•And don’t forget your contact information



• Local Newspapers• Volunteer Activities Section • Clubhouses• Mobile home parks• Social networking• Assisted living

DON’T OVERLOOK



SOME THINGS YOU CAN DO

•Get the Post Roster from your Q/M (if possible)•Establish a good working relationship with your Post.•Ask to attend a VFW Meeting.



*Eligible Veteran

0 * Self

1 * Parent

2 * Brother/Sister

1 * Children

2 *Grandchildren

2 * Grandparent

3 Great Grandparent N/E

3 Uncle/Aunt N/E

3 Nephews / Nieces – N/E

3 Great Grandchildren N/E

IRS Regulation 1.501(9)-1(d)(2)“…at least 72% of its members are eitherWar veterans, or spouses war veterans, or are related to a war veteran within twodegrees of consanguinity

IRS Chart of Consanguinityi.e., grandparent, brother, sister, grandchild, represents the most distant allowable consanguinity



WHY IS THIS SO

• It is not because of the VFW or the Ladies Auxiliary VFW

• It is based on IRS regulations as we are a 501(c) (19) non profit organization



THE LADIES AUXILIARY SHOULD BETWO TO THREE TIMES AS LARGE AS THE POST



• We ALL need help• Our VFW Dept.

Leadership agrees• VFW & Aux. will recruit

together• TEAM EFFORT =

SUCCESS



Recruiting Tips / Conversation Starters

How to start a conversation with a potential member.

Wear a Support Our Troops bracelet or “No One Does More For Veterans …” bracelet … they might ask you “what is that for?”

Wear one of our “ASK ME HOW YOU CAN HELP …”



Recruiting Tips Continued

•Always visit a prospective member in person. Nothing works better than face-to-face contact.

•Always carry an application. It is hard to recover a lost opportunity.

•Set up recruiting booths at malls, stores and other high traffic areas.




•Don’t let that prospect get away

•How to overcome “excuses”.

•Visit other veterans’ organizations. Let your concern and willingness to help be known and understood by all.




•Look at Mem Stats regularly and see if other Departments are doing exceptionally well.

•See how many new members they have recruited

•Visit those Department websites and “steal some ideas”. Remember the highest form of flattery is copying a great idea.




• Don’t overwhelm a prospective member by trying to explain all the programs.

• Pick a program that you are passionate about and focus

• Use your intuitive side to sum up quickly what you think a prospective member’s interests might be –getting help from a service office? Do they have young children – scholarships? Do they want to help on events with our overseas veterans? Do they want to do meaningful hospital volunteer work?

• Something for everyone



Do's and don'ts for recruiting

•DO remain positive

•DO wear an Auxiliary shirt and name badge (if possible) – something that identifies YOU as a LAVFW member

• DO act politely.

• DO talk about the benefits of membership and what those benefits can mean to the prospect.



Do's and don'ts for recruiting continued

•DON'T respond to personal references to the Post or Aux.

•DON'T refer to any personalities or the operations of a particular Post or Auxiliary

•DON’T smoke or eat while working in a recruiting environment

•DON’T use your cellphone unless it is to look up specific information having to do with recruiting issues



WHY DO MEMBERS QUIT COMING TO MEETINGS AND NOT RENEW THEIR MEMBERSHIP?

WHY DO MEMBERS STAY ACTIVE AND REMAIN A MEMBER IN GOOD

STANDING?



Interviewing Tips

•First and most important, if you ask a question listen and understand the answer.

•Use a combination of open- and close-ended questions to explore the prospective member’s circumstances and needs, to see if the person is eligible for Ladies Auxiliary VFW membership. This will avoid wasting your time and the prospective member’s time.



SIGNS OF READINESS TO JOIN

•Physical Signs: Nods head or rubs chin•Verbal Signs: Makes positive statements



Examples of Common Objections and Recruiter Responses(Refer to your Hand Out)

Prospect: I’m not sure that I qualify.Recruiter: Do you have any relatives who have served overseas in the military, such as World War II or more recently? If so, you probably qualify.

Prospect: I don’t have time for meetings, etc. – remember our slide before that. Recruiter: How about becoming a Member At Large until you want to get involved in an Auxiliary.



Your Membership Recruiting Tool Kit

• FIRST AND FOREMOST – an application with YOUR contact information in the box provided on the back.

• Personalized business cards.• Current FACTS sheet.• Priority Goals; Creative Art Scholarships brochures• Copies of LAVFW magazines (good tool)• List of benefits that we talked about on previous slide



Five Interview Steps that Lead to “Yes”

1. Restate the prospective member’s needs or problems as you’ve understood them.

2. Reiterate member benefits, emphasizing those that meet specific needs and wants.

3. Confirm the prospective member’s eligibility. Then, sign the prospective member up by asking them to join the Ladies Auxiliary VFW and present the necessary forms.

4. Fill out the application with the prospective member.5. Collect dues.

And remember, when holding a recruiting event, make sure you have a list of Auxiliaries in your area with address, amount of dues, dates of meetings, etc.



Where to Find Prospective Members

•Local Guard/Reserve Units•Gun Shows/ RV Shows/Antique Car Shows/Senior Events•Homecoming/Yellow Ribbon events for ships and units•Veteran Job Fairs•USO at Airports•Veteran Representatives at Colleges and Universities•Ladies Auxiliary brochures/magazines at nails and hair salons



Where to Find Prospective Members

• Ladies Auxiliary material in VA Hospital waiting rooms • Past membership rosters• Military Recruiters• Your neighborhood• City functions• Church• Doctor / dentist – leave magazines• Anywhere where there might be veterans’ relatives! • Think OUTSIDE the box for new members



Closing the Sale.• Ask them to join.• Help them fill out

the application.• Say Thank You even

if they do not sign up.

• Ask for Referrals.



If you don’t ask, the answer is already NO.

If you ask, the answer will more than likely be YES.



HAVE YOU ….•Completed all paperwork•Filled out request for Awards•Filled out request for membership pins•This information is vital for keeping records



Yellow Ribbon Events by State

https://www.jointservicessupport.org



SVA Questions?

Contact the VFW Membership Department

Chairman PSC Dave Norris

[email protected]



The Magazine is a great tool for recruiting.



Veteran Eligibility Can Be In Different FormsRealize that a DD-214 is not the only document that can be used as proof of eligibility.

Performance reports, medals report, returning orders, letters from officers served with, letters from a war zone (Free Postage).

Getting a copy of DD 214 (SF 180)

Don’t forget that we have a responsibility to protect the Ladies Auxiliary from “wannabes.”



What’s the difference between a Veteran from WWII, Korea, Vietnam, Desert Storm, Iraq, or Afghanistan?



NOTHINGNOTHING•We need to erase the labels such as Vietnam, Iraq, and female veterans; we need to remove the divide and work as one unit, FOR VETERANS.

•We need to accept ALL veterans and family members and welcome all those who qualify for membership in the Veterans of Foreign Wars and the Ladies Auxiliary with open arms.



CHECK THE WEBSITE REGULARLY www.lavfwca.org/programs/recruiting

Don’t forget the NationalFacebook Page



Recruiting Tables



•We will now take a 5 minute break

•When we come back – we’ll do a little role playing on how you might convince someone to become a member of the Ladies Auxiliary to the Veterans of Foreign Wars.

•After we have role playing we’ll take questions.



FOR ATTENDING THIS RECRUITING WORKSHOP•Please make sure you have signed in (see Maddie or Sheri)•Please fill out the brief evaluation sheet and get it to one of us•Enjoy the Convention.

Unwavering Support for Uncommon Heroes tm Ladies Auxiliary VFW Why Membership Matters.

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Transcript of Unwavering Support for Uncommon Heroes tm Ladies Auxiliary VFW Why Membership Matters.