Summer 2006 - Recruiting
Transcription
Summer 2006 - Recruiting
store SUMMER 2006 store store SUMMER CATALOGS ARE IN store CALL FOR YOURS TODAY! 1-800-672-0004 BUY WAYNE LAPIERRE’S NEW BOOK! WWW.STOPTHEGUNBAN.ORG RECRUITER Volume 10 Issue 3 NRA Recruiters Step-Up in 2006! This has been a tremendous year for the NRA Recruiting Program. Our Recruiters are bringing on many more members than last year, and more people are joining the ranks of Recruiters than ever before. Memberships are up 24% over the same time last year, and the increase in the number of new Recruiters is up nearly 20%. Clubs, Instructors, Show Promoters, Businesses, and Independent Recruiters all share in the credit for this tremendous growth. Every program has shown increases ranging from 10% to 32%. And with more Recruiters being added on a daily basis, these numbers are likely to continue to grow. Thanks to all of our Recruiters for lengthening your stride to build membership in the NRA and preserve our Second Amendment freedoms. 2006 Membership Recruiting Giveaway! Contents Recruiting Tips Welcome New Recruiters Instructor Recruiting Clubs and Instructors Individuals and Dealers Central & SE News West & NE News Program Directory 2 2 3 4 5 6 7 8 Cabinetmaker Morton Booth has graciously donated a custom solid oak six-gun cabinet to be given away to one of the NRA’s membership recruiters at the end of the year. Each membership application you send in with your recruiter ID counts as a single entry into the drawing for this solid oak gun cabinet. This cabinet will make a lasting addition to any home, office, or club! Visit the Morton Booth Website: www.mortonbooth.com “NO”ing how to deal with “No” By Randy Clark At some time or another, every salesperson has heard the word “ no” or one of its ugly cousins “ no thanks”, “ not today”, etc. As disheartening as this answer can be, if we weren’t hearing the word “ no”, it would mean that we were not doing our job. As a matter of fact, we’re probably going to hear “ no” more often than “ yes”. But “ no” doesn’t have to be the end of the sales process. A good salesperson can do different things with a “ no” answer. One option is to turn that “ no” into a “ yes”. Instead of letting your prospect go, engage him or her in a conversation. You can gain additional information with a follow-up question such as “ is there any particular reason?” or even simpler “ really, why not?” They may have an issue which you can address resulting in a membership. By not letting them just walk away, you might gain a new member who otherwise wouldn’t have signed up. You can also learn from a “ no”. If you are hearing it more often than you feel you should, maybe you need to change your approach. Ask yourself “ what can I do to get more ‘yes’ answers? Was I to pushy? Was I not pushy enough?” Experiment with different approaches until you find one that works best for you. Remember that no two salespeople are the same. What works for someone else may not necessarily be best for you. When you’re in sales, some prospects are going to say “ no”. It’s a fact. And if you’re afraid of hearing “ no”, odds are you won’t be a successful salesperson. By being persistent and learning from your rejections, you will be able to turn more people from “no” to “yes”. Welcome New Recruiters! 2ND AMENDMENT STORE.COM ALAN K. MILLER ALAN P. GOODRICH R & P CLUB ALDRICH PARTNERSHIP ALEJANDRO ALONSO ANGLER’S PARADISE CLUB AW SMITHS AND SON BASE CAMP GUN SMITHING BBB SERVICES BEHIND THE BARS GUN SHOP BOBBY DEAN BIBLE JR. BOWMAN’S CUTLERY BRAKEFIELD BRANCH VALLEY FISH, GAME & FORESTRY ASSOCIATION BRANDON KIRK BRYON LITTLE BULLSEYE INDOOR PISTOL RANGE CATSKILL DELAWARE OUTDOOR CATSKILL MASONIC LODGE #468 CERTIFIED EMERGENCY TRAINING CHARLES P. MILLER CHARLES S. LEHNERT CHIEF OKEMOS SPORTSMANS CLUB CHRIS CONNELLY CLARENCE WILLIAMS MURDOCK COACHELLA VALLEY SEC. ACADEMY COUNCIL ROD AND GUN CLUB COWBOY FAST DRAW ASSOCIATION CRAVEN COUNTY LAW ENFORCEMENT OFFICERS ASSOCIATION CURTIS E. CRUFF CUSTOM GUNSMTHING, LLC DAVID P. CURCIOWE DAVID R. BRIGHT DAVID T. SQUIRES DEAN WILLIAMS DENNIS CUROW DEUTSCHE JAEGER SCHUTZEN VEREIN DIXON’S GUNSMITHING E. & T. TRAINING EAGLES EYE SHOOTING ASSN. E. END SHOOTERS YOUTH EDU. CLUB ELITE RANGE CLUB FLORHAM RIFLE AND PISTOL CLUB GEOFFREY M. KAJCIENSKI GEORGE E. KEFFER H & B GUN SHOP HAL H. HENRY HAMPDEN RIFLE & PISTOL CLUB HIGH COUNTRY FIREARMS HIGH COUNTRY SPORTS J.F. GRIFFIN PUBLISHING JAMES O. LAING JAMES R. MOORE JAMES ROBERT ROMEO 2 JAMES V. SMITH JASON ROBERTS JAYTYLER PRODUCTIONS JEFFREY GROSS JESSE D. DUSHANE JOHN K. MARTIN JOHN R. MONTI JOHNSON’S GUN REPAIR KENNETH L. CORNELIA KENNY LOYD LIONEL D. LUSARDI LITTLE RIVER SPORTSMEN’S ASSN. LONE WOLF GUN CLUB MARION SHOOTERS CLUB MARK MCKENZIE MARSHALL LYONS GUN SHOP MARYLAND TENTH CAVALRY GUN CLUB MAUMEE VALLEY SPORTSMEN’S CLUB MELISSA A. SPANOLA NASS’S MARTIAL ARTS AMERICA NEW YORK POLICE COMBAT ASSN. NJROTC ANDREWS H.S. NORTHERN FREE TRAPPERS NRA MEM. COUN. OF MARIN COUNTY PHASE V SUPPLY PHIL ZIPP R. DENIS WAUCHOPE RANGE CONTROL RBI DEFENSIVE FIREARMS TRAINING RM OUTDOOR AND TACTICAL ROBERT EIKEY RONALD R. HAYNES RYAN BERMAN SADDLEBAGS SAM & MABEL’S SELECT PARTS SILVER BULLET FIREARMS & TRAINING CENTER SOUTHERN CLASSIC GUN & KNIFE SHOWS STEPHEN FLEMING STRATEGIC TACTICAL GROUP SUNDAY MORNING SHOOTERS THE ARMS ROOM THOMAS J. BOWDELL TIANNA M. HALE TIMOTHY E. JONES TOP GUN SUPPLY TRACY BURRIS TRAIL OF TEARS GUN, KNIFE, & SECURITY TUSSEY MTN. JR. 4-H CLUB TWIN CITIES TRAINING ACADEMY VICTOR R. RODRIGUEZ W. & W. NOVELTY CO. WILLIAM RANSBOTTOM YOUNG H. KIM Membership Recruiting Tips for By Barry Witt NRA Certified Instructors Many NRA Certified Instructors have enrolled in the Membership Recruiting Program as a way of earning extra money while strengthening the membership of the NRA. Instructors report that most of their students are not NRA members, and the classroom or range setting is the perfect place to encourage them to join. In order to take advantage of that setting, instructors should consider using these techniques that will help you get more students to enroll in the NRA. First, use the tools and materials the NRA provides for membership recruiting: signs, applications, member benefit brochures, and other items to help promote membership. All of these materials are available at no charge to recruiters! Second, instructors should use their position as a knowledgeable person of authority to encourage students to join the NRA. When you stand in front of a classroom with the undivided attention of your students, take a moment to tell them why you think it is important for them to join the NRA. Acquaint yourself with the benefits of membership and be able to explain them to your class. Your personal endorsement will have a lot of influence on them. Finally, close the sale of the membership by handing each student an NRA application for him or her to fill out at that very moment. moment If the instructor moves on to other topics and waits until a break in the class to allow students to complete their applications, the impact of your message will have been lost and the students will go off in search of bathrooms or vending machines. Ask your students to fill out their NRA application while the message of membership is fresh in their minds, and collect the completed applications before moving on to the next topic of instruction. 3 NIAGARA COUNTY SPORSTMEN’S ASSOCIATION TOP TEN CLUB RECRUITERS Benton Gun Club 376 Peconic River Sportsman’s Club 352 Cherokee Gun Club 315 W. Wayne Co. Conserv. Assoc. 302 Norfolk County Rifle Range 285 Tulsa Red Castle Gun Club 241 Cleveland Hunting R & P Club 200 Hamden Fish & Game Prot. Assoc.189 Pioneer Gun Club 178 Newport Rifle Club 149 Taking your club to 100% NRA means every member of your club is a card carrying member of the National Rifle Association of America. Due to the shear size of most clubs, NRA renewals and Junior memberships will surface as a guaranteed source of commissions year after year. Diversity in recruiting methods is key for clubs. That’s why the Niagara County Sportsmen’s Association is on track to earn hundreds, even thousands of dollars in 2006. Russ Cappellino of Kenmore, NY has incorporated the club’s Recruiter ID# in nearly every outgoing communication that is sent to it’s members. Each time a person joins the NRA using the club’s Recruiter ID#, the club gets the commission. The most effective means of recruiting is seen on the club website www.ncsaonline.org . There, you’ll see the “Join NRA Here” button prominently displayed on their homepage. Additionally, Russ sends a monthly email to club members filled with current club news, information about local gun shows, and strong pitch to renew the NRA membership through the club. Imbedded in the email is a direct web link to join or renew the NRA. Using the internet as a recruiting tool is proving to be very effective for the Niagara County Sportsmen’s Association. Many other NRA Affiliated clubs have obtained a recruiting link by sending an email request to [email protected]. WILLIAM J. MANSFIELD Recruiters who are proactive in announcing their support of the second amendment and shooting heritage will always attract like-minded supporters. Bill Mansfield, an NRA Instructor from Rhinebeck, NY is a tremendously effective recruiter for the NRA. TOP TEN INSTRUCTOR RECRUITERS Gunsite Academy Terry N. Tate Donald Lee McCarthy Kimberly Baird Starks Training Institute Gary D. Byers Mike Wilson Glenn Gurnett Roger L. Richards William J. Mansfield 419 184 149 144 104 101 75 70 68 67 As a schoolteacher and a member of the NY National Guard, Bill comes in constant contact with educators and genuine patriots who value America’s proud shooting history and the constitutional right to bear arms. Because of Bill’s colorful self-initiative he has successfully recruited members in his school, in his local cub scouts chapter, and while serving our country as a guardsman. It is evident that Bill is constantly recruiting, regardless of his status as an Instructor Recruiter. He keeps an application book in his vehicle at all times. Solid record keeping assists for recruiting in the future; Bill knows when his past recruits expire which can lead to an on-the-spot renewal. Many of the memberships that Bill garners are Easy Pay Life and Junior memberships. He often uses common comparisons like the cost of a monthly cell phone bill, which can exceed the cost of a yearly NRA membership. For friends who want to join the NRA but are initially timid about voicing their support of the association, Bill will often purchase them a 1-year membership and get them renew one year later. Most of the time people will stick with their NRA membership and thank Bill for cutting through the antigun setiment and introducing them to the National Rifle Association of America. 4 BEND OF THE RIVER Located in central Tennessee, the town of Cookeville is a community that offers a wide variety of recreational events and activities. In addition to enjoying the surrounding lakes and parks, residents can also visit Bend of the River Shooting Range. Since 1971, this family owned and operated facility has offered rifle, pistol, archery, shotgun and trap competitions. With both junior and adult matches, Bend of the River has something for everyone. As a long-time NRA supporter, owner Charles Pardue and family have found recruiting success by asking that everyone who registers for a competition also become a member of the NRA. They make membership applications available at their store counter where customers can purchase ammunition, accessories, and reloading supplies. Bend of the River doesn’t just offer competitions and merchandise. Patrons can also receive professional firearms training, since Charles is an NRA Certified Instructor. Students in his classes not only learn the safe and proper use of firearms, but also have the opportunity to join in the fight to protect the Second Amendment. With a family atmosphere and three methods of recruiting NRA members, Bend of the River sets a great example. Whether shooting in a match, purchasing supplies, or taking classes, visitors have many opportunities to purchase or renew their membership in the NRA. TOP TEN IND/BUSINESS RECRUITERS Stephen F. Baker David Bradley Doug Wannall Tier One Media Duncan Rainbow Range William J. Bunting Leslie Mike Hancock Sacramento Shooting Center JJ’s Pawn Shop Oldham Associates, LLC 4,656 180 173 136 133 87 81 64 44 40 SMYRNA SHOOTERS SUPPLY There have been numerous victories for Florida gun owners this year, which is great news for people like Roy Coogler, owner of Smyrna Shooters Supply in Edgewater, Florida. Like many other recruiters, he knows that his efforts to sign up new members are essential in helping the NRA to fight laws that would hurt not only his rights, but his business as well. Smyrna Shooters Supply has been in business since 1986, and has been an official NRA recruiter for more than a decade. A full service gun shop, they stock 200-300 firearms and carry a wide range of shooting and hunting supplies and accessories. They offer a Lifetime Replacement Guarantee on every firearm they sell; something you may not find in many larger stores. Although most firearms already have an application right in the packaging, Roy and his employees also pitch NRA membership to their customers at the counter. The bulk of Smyrna Shooters Supplies’ recruiting success comes from their own 200 member outdoor shooting club: Cow Creek. In order to be a member of Cow Creek Club, you must also be a member of the NRA. Through the NRA’s Recruiting Program, Smyrna Shooters Supplies has everything they need to enroll new members or renew existing ones. Thanks to Smyrna Shooters Supply for supporting the NRA and helping to keep Florida firearms-friendly! 5 TOP TEN DEALER RECRUITERS Chuck’s Gun Shop & Pistol Range Turner’s Outdoorsman Gateswood Sports Target World of PA Buffalo Gun Center Valley Firearms, LLC Homestead Gunsmith Shop Ray’s Sport Shop Outdoor America Store Target World of OH 287 168 122 98 75 73 48 47 46 45 G U N John Bailey (703) 267-3771 [email protected] AR, IA, IL, MN, MO, OK, TX, WI TOP TEN CENTRAL RECRUITERS Tulsa Gun Show Lajuana Murray Wilfred Lee Swank Ernest Rooney Jr. Iowa St. R & P Assoc. Jane Snapp Chris Stockton Damaso Torres Gerald Pallesen Glenn Stanfield 1,209 579 545 480 361 343 217 186 145 139 Cory Kizielewicz (703)267-3772 [email protected] AL, DE, FL, GA, KY, LA, MD,MS, NC, SC, TN, VA, WV TOP TEN SOUTHEAST RECRUITERS David E. Fitzmorris Sun Coast Gun Collectors James L. Mangels Silverado Gun Shows Carol B. Shaffer William L. Dickens 2nd Amendment Coalition T. Meyer & Associates Bruce Jones Virginia Beach R & P 1,942 386 257 224 126 106 82 77 76 73 S H O W CENTRAL REGIONAL NEWS My hat’s off to the Central Region. The numbers are up thanks to a consistent individual gain from almost every Recruiter. Congratulations again to the team at the Tulsa Gun Show for posting an all-time record high at a single show. Lee Swank and Ernie Roney prove that persistence pays as they continue to post increased gains and climb the Top Ten chart. It’s obvious that Jane Snapp and husband John have mastered the art of relationship building as their numbers continue to grow, as many around the Dallas/Ft. Worth area refer to Jane as the “NRA Lady”. College students Damaso Torres and Chris Stockton stake their claim as the “young gun” Recruiters who continue to post solid gains. Craig Swartz and Bill Mullen understand the importance of building relationships with the Show Promoters, as use of the PA system has helped them continue to post improved gains. Lajuana and Charles Murray define the art of the “Join, Get in Free” offer as their handful of shows continues to produce big gains. Relative newcomer Glenn Stanfield quickly makes the Top Ten while seasoned veteran Gerald Pallesen maintains his presence on the Top Ten chart. Congratulations to Phil Wulz and Linda Baxter who are posting strong gains and are quickly closing in on a spot on the Top Ten list. We’ve got a great start; let’s keep it moving through the rest of the year. Think about non-traditional summer events that might offer recruiting opportunities. Also, now is the time to inventory your supplies/sales tools, and map out your schedule for the rest of the year. SOUTHEAST REGIONAL NEWS Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime. Though hundreds of years old, this quote still applies to what we do in the world of NRA recruiting. For the first half of 2006, the Southeast added a half-dozen new recruiters to our ranks, and I want to thank all of you for your help with training them and taking them under your wings when I can’t. If you have relatives or close friends who are loyal to our cause and interested in recruiting for the NRA, take them to a show with you! Orlando Avila makes his Florida recruiting a family affair by bringing his wife, brother-in-law and nephew – and it pays off! I also want to thank several of you who branched out last quarter and tried a few new places to recruit. Bill Dickens, Butch Henry, and Leonard Williams – all Top 10 recruiters – have tried recruiting at Civil War shows, flea markets, and church wild game feasts. So thank you all for your help with new members, new venues, and new recruiters. Remember, “sell a man an NRA membership and you secure the Second Amendment for a year. Teach a man to recruit, and you secure the Second Amendment for a lifetime.” 6 S P O T L I G H T WEST REGIONAL NEWS Now that we’re heading into the dogdays of the summer make sure you and your volunteers are remaining hydrated and protected from the direct sun. A “pop-up “ style canopy will give you shelter and increase your visibility. You can find these canopies fairly inexpensively at many Home Depot, Wal-Mart, or Costco type stores – the price on these canopies have come down low enough that ten memberships will pay for it. Additionally, the tent will provide some welcome shade to your members as they’re filling out their applications. Another item that can help increase your visibility is an “A-Frame” sign frame. These are inexpensive, lightweight, and incredibly portable plastic sign holders. You can set these up in a parking lot or in the hallways to help advertise the “Join Here and Get in Free” promotion and direct attendees to your location. There are a number of different vendors (and prices) on the Internet -type in a Google search for “ portable A-Frame signs”. Results are in for the 2nd Quarter of 2006 and it’s incredible how the West in continuing our momentum! Here are some random samples: California is up 5% over 2nd Quarter ’05, Minnesota is up over 20%, Colorado is up over 45%; and Oregon and Utah are both up over 60%! Whether you’re holding steady over last year, up 20%, or over 200% -- your efforts make a huge difference. From the time you take in that first membership application ‘till you close on the last day – you’re helping pound nails in the coffin lid of gun control and the erosion of personal rights. NORTHEAST REGIONAL NEWS Greetings Northeast Recruiters! Two quarters down and so far, YOU’RE ON FIRE! The region is doing fantastic in ‘06 thanks to all of you. Congrats to Greg Baird, Marc Diana, Clyde Pritchard, Jim Lyon and all the others who have already beaten their ‘05 numbers. Let’s keep it up for the back half of the year and really put ‘05 to shame! We all know that the summer time shows tend to slow down just a bit. That makes it a fantastic time to explore the “Get in Show Free” promotion. This has been a huge success at every show its used. In February, Jerry and Maggie Razus sold over 170 memberships at a 350-table show! And Harry Jacobs added nearly 60 members to his ‘05 totals at his latest big event! If you’re interested in increasing your numbers with this program, let’s work it out together with the promoter and get it rolling for the fall season! Just imagine the momentum we’d be taking into ‘07. My summer travel season will be starting towards the end of July so I will be in the office only sporadically. If you need anything while I’m out you can leave a message or, for immediate assistance, dial 1-800 672-0004. 7 Dennis Tharp (703) 267-3784 [email protected] AK, AZ, CA, CO, HI, ID, KS, MT, ND, NE, NM, NV, OR, SD, UT, WA, WY TOP TEN WEST RECRUITERS Central AZ FST 796 Costa Mesa-Newport Mem. Coun. 732 Southern AZ FST 559 Firearms Edu. & Safety 395 Steven E. Shear 298 Raahauge’s Sport Fair 289 South Valley Mem. Coun. 228 MC San Diego 217 Sacramento Cnty. Firearms Edu. 198 Utah Rifle & Pistol Club 196 Randy Clark (703) 267-3782 [email protected] CT, IN, MA, ME, MI, NH, NJ, NY, OH, PA, RI, VT TOP TEN NORTHEAST RECRUITERS Harry Jacobs Gregory Baird Jon A. Smetana Margaret Razus Robert Sarp Clyde Pritchard Kerry Miller Dale Emerick Springfield Sportsman’s Club Marc Diana 1,449 713 339 175 153 112 109 97 96 94 Recruiting Programs Directory Gun Shows & Special Events John Bailey Manager, Shows & Events Central Region (703) 267-3771 AR, IA, IL, MN, MO, OK, TX, WI Cory Kizielewicz, Marketing Rep Southeast Region (703) 267-3772 AL, DE, FL, GA, KY, LA, MD, MS, NC, SC, TN, VA, WV Randy Clark, Marketing Rep Northeast Region (703) 267-3782 CT, IN, MA, ME, MI, NH, NJ, NY, OH, PA, RI, VT Dennis Tharp, Marketing Rep Western Region (703) 267-3784 AK, AZ, CA, CO, HI, ID, KS, MT, ND, NE, NM, NV, OR, SD, UT, WA, WY Jeff Poole Director, Membership Programs (703) 267-3785 Jim Keating Program Coordinator Shows & Events (703) 267-3785 Recruiting Program Toll-free number (800) 672-0004 Recruiter Supplies (800) 336-7402 Businesses, Individuals, Clubs & Instructors Barry Witt Manager Recruiting Programs (703) 267-3773 (800) 672-0004 Matt Windt Marketing Coordinator (703) 267-3759 (800) 672-0004 Institute for Legislative Action www.NRA-ILA.org Ethan Kirby-Smith Program Assistant (703) 267-3756 (800) 672-0004 Visit www.NRAStore.com 1.888.607.6007 www.NRAstore.com Order Yours Today! NRA Firearms Sourcebook Produced by NRA Publications NRA Recruiting Programs 11250 Waples Mill Rd. Fairfax, VA 22030 RECRUITER U.S. POSTAGE PAID DULLES, VA PERMIT 156 NON PROFIT ORG
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