1st Down: RECRUIT YOUR TEAM OF 5 PLAYERS!

2nd Down: HUDDLE YOUR OFFENSE AND REVIEW THE PLAY

3rd Down: GET OUT THERE AND SCOUT, GATHER AND

RECRUIT SOME ROOKIES/MEMBERS FOR TEAM MSBIA!

4th Down: WIN THE GAME AND COLLECT YOUR PRIZE

Earn points for Each Builder, Associate or Affiliate member you bring in between

October 1– October 31, 2017

Associate 3 Pts (Field Goal), Builder 6 Pts (Touch Down) & Affiliate 1 Pt (Extra Point)

GET 6 POINTS AND YOU WIN YOUR WAY IN!!!

BUT WAIT!!!! THERE’S MORE!!!!

MONDAY

12.18.17

Raymond

James

Stadium

WIN YOUR WAY IN!!!!! IT’S THE

MONDAY NIGHT MEMBERSHIP DRIVE!!!!

SECTION 243

&

TAILGATE PARTY

WINNING TEAM (Minimum 30 points)

• 2 tickets per person on team

• 1 ticket to all GMM’s 2018

• Recognition on Social Media and MSBIA eNewsletter

TOP RECRUITER—Individual Prize (Minimum 7 members) • 4 nights @ Hyatt Regency for 2018

International Builders Show (IBS)

• 2 Tickets to Spike Party

• Recognition on Social Media and MSBIA eNewsletter

• Free ad in Contractor’s Guide

• 1 Ticket to all MSBIA events for 2018

MVP

• Game Ball

• 1 Ticket to Game

LOSING TEAM

• Gatorade!!!!

or your team pays

for the bus!

TIPS FOR RECRUITING NEW MEMBERS Talk to your non-member friends and business associates, tell them about the opportunity to be in the Manatee-Sarasota Contractors Guide and online directory, chat up the benefits of the Association. Send them a copy of the Membership Application.

Compile your call list – there is NO COLD CALLING!!!

Think of everyone you do business with – your suppliers, contractors, vendors, the people you work with on a daily basis.

Think of everyone THEY do business with.

Go through your check registry, Quickbooks, rolodexes, Outlook contact lists, Service Club Rosters, customer lists, vendor lists, company and personal payables list, etc. Anyone in either personal or business should be a BIA member. Every business benefits from a healthy building trade – every business is

a prospect.

Gather their names, numbers and contact information and call them now.

• SUGGESTED PROCEDURES

• PORTION YOUR TIME WISELY with prospects. Don’t spend all of your energy cracking one hard nut.

• IF YOU WANT TO SET UP AN AVANCE APPOINTMENT…phone the prospect and tell him your name…that you have volunteered to help on the BIA Membership Drive and suggest specifically—

“I would like to call on you today if convenient- for about 15 minutes.”

• DON’T TRY TO CLOSE THE SALE OVER THE PHONE. Be brief! Don’t give prospect the chance to tell you why he won’t join. Get his undivided

attention.

• SMILE, BE ENTHUSIASTIC. KNOW YOUR PRODUCT. Your product is the Association, it’s services, it’s accomplishments, its importance to the

industry. Don’t bend his ear on details unless he requests specific information on specific points.

• GIVE THE PROSPECT TIME to comprehend the advantage of membership. Go slow. Let your ideas sink in. Be courteous. Have patience.

• DON’T DO ALL THE TALKING. The tough “sell” is the say-nothing prospect.

• ENCOURAGE QUESTIONS. Learn about the prospects needs and info him/her and how the Association can meet those needs.

• HAVE ASSURANCE in what you are selling. The Association is more important to the prospect and his industry than ever before. Do him and the

Association a favor by signing him or her up!

• THE PROSPECT MAY WANT TO THINK OVER your proposition—or get his partner’s approval…Therefore, after initial contact don’t drop him like a hot

potato. Keep in touch. Invite him to the next meeting. Introduce him to other members. Follow Up!!!

OVERCOMING OBJECTIONS When creating a plan to acquire new members, it’s important to be prepared to respond to objections. You will most often be presented with similar objections, so having answers to these objections helps you pave the way for your prospects to say “I want to join!” Below is a list of common objections you may face as you begin reaching out to peers to join your chapter. We’ve provided sensible answers to the most common objections you’ll receive.

“I CAN’T AFFORD IT”

“You can’t afford not to! In a year’s time what you get in representation, services and ideas will more than repay the cost of membership. Aside from the initial investment, you will see your network increase, your community and professional interests unified and represented and free or inexpensive training

opportunities that will make you a better professional. The value far exceeds the membership dues.”

“You can’t afford not to be a member…I have pledged to “Do Business with Members” of MSBIA. I really want to do business with you but you need to be a member. Where can I send you the application? I need it back by 5pm October 31, 2017. We can take a credit card and we can also set you up with a

payment plan of 3 installments.”

I DON’T BELIEVE IN JOINING AN ORGANIZATION IF I CAN’T BE ACTIVE.” or “I’M TOO BUSY/I DON’T HAVE TIME”

“You can be moderately active. First things first. We know you must concentrate your time where it counts most. We don’t ask that you hold an office or serve

on the Board or 15 committees, unless you wish. Regardless, you’ll be giving your financial support and getting a lot in return.”

“That is the best reason to join. You and I don’t have time to personally go to Tallahassee or Washington or even to all of the local government to fight for our industry, but MSBIA does have time and when we go, we go with the voice of many instead of the voice of one. Time is the new currency. There are companies that their only commitment s being a member to support MSBIA’s efforts to sustain a healthy building industry. It’s all about strength in numbers.

Together we can make a difference.”

“TOO MANY THINGS TO JOIN” or “I’M ALREADY A MEMBER OF CHAMBERS AND OTHER ASSOCIATIONS AND NETWORKING GROUPS”

“Again, first things first. You should be selective. But this is your Trade Association, and it is of direct benefit to your business. It is so directly related to your

livelihood that it rate near the top.”

“Most of us have memberships in several associations. The MSBIA, however, is targeted specifically to OUR industry. The other organizations can’t really address the unique needs of the building industry. The MSBIA’s education, networking, resources, and publications are all directly specifically to better OUR

industry-the issues are similar but the solutions are very different. That’s why the MSBIA provides the best value for the building industry.”

“I DON’T SEE THE GOOD THE ORGANIZATION DOES.”

“Of course you don’t, not when you are on the outside. You don’t see how members work to keep our industry moving ahead or any of the newsletters,

bulletins or studies that report this progress.”

“THEY DON’T DO ANYTHING FOR ME” or “I WAS A MEMBER YEARS AGO AND REALLY DIDN’T GET MUCH OUT OF IT”

“MSBIA fights for a healthy building industry by representing its members through various groups, training and effective legislative representation on the construction industry in Tallahassee. If you have interest in connecting with hundreds of construction industry related professionals for the purpose of

networking, unified advocacy and educational opportunities, there is no other organization in Manatee or Sarasota counties that compares.”

“LET ME THINK ABOUT IT” or “I CAN’T CONVINCE MY BOSS TO SUPPORT MY MEMBERSHIP”

“I certainly understand your need to think about it, but this is to join. We have over 420 growing MSBIA member companies that you will have immediate access to. Your boss is missing an important opportunity. By supporting your membership in MSBIA, he or she is giving you real tools to real solutions. Access to the MSBIA’s vast resources will translate into your own success AND your company’s success. For as little as $575 or 675, you will have proven

tools and resources that will drive success in your company. And, employers must be as committed to your success as you are. It’s smart business.”