Every mountain climber depends on their guideline. At NAMB we want to do all we can do to make your climb up the mountain easy and safe. Here's a few tips to make recruiting new members easy.
Recruiting Tips
Tip #1 - Know your target.
Identify the best candidates for NAMB membership. The key to successful recruitment is asking the right people to join. Your co-workers, young professionals, new employees in your organization are all great prospects and will appreciate that you have gone out of your way to help them in their career development. Tip #2 - Go ahead and ask.
Many nonmembers haven't joined NAMB yet simply because they "haven't been asked." You'll find that just asking a nonmember to join is all it takes to get you started. Have an application form on hand, as well as a membership benefits flier that the recruit can take back to the office. Tip #3 - Personalize the pitch.
When you're recruiting a member, you're selling NAMB membership to that person. A good salesperson tailors their sales pitch to her/his individual target. When recruiting, listen to your recruit's needs and highlight the NAMB membership benefits that you think your recruit will find most useful. Tip #4 - Share why YOU are a member.
Let your recruit know what you find most valuable about your NAMB membership. Give firsthand accounts of how your NAMB membership has been a great investment in your career. Show your enthusiasm, and prospective members will be much more likely to join NAMB if you tell your story with excitement. Tip #5 - Bring your recruit to a chapter meeting.
Show the recruit how, through NAMB membership, they can become a part of a strong professional network that not only supports the mortgage brokerage profession, but also supports their individual career development. Tip #6 - Be prepared to answer questions.
It's a good idea to have some resources at hand when you're talking to a recruit. Give them the website address - www.namb.org , a list of the membership benefits and a back issue of the National Mortgage Broker Magazine would be a good start. Tip #7 - Talk about money.
If your recruit's hesitation is financial, suggest that they talk to their employer about subsidizing their dues. Also, point out to the recruit the many ways being an NAMB member can save them money. Members save money on registration to educational seminars, NAMB Regional Conferences, Discounted Products and Services sold though the NAMB Strategic Alliance program, and professional certification. Tip #8 - Say thank you!
Send an e-mail or handwritten note thanking them for considering NAMB membership and expressing appreciation for their support. Tip #9 - Follow-up.
Don't just give a recruit an application and hope it's filled out and sent in. Follow up with your recruits to see if they've mailed the application. See if they have additional questions. Offer to mail their application in for them.
How to Turn Objections into Opportunities Objection 1
"The cost of membership is too high."
Response: "I understand your concern. I felt the same way; but I soon found that the cost of dues is a wise investment in my career. The contacts I've made are priceless, and the information I have access to as a member benefits both me and my company. NAMB members have access to a number of resources that can help them solve job-related problems, and the NAMB community represents the largest group of Mortgage Brokers and service providers in the industry."
Objection 2
"I don't have the time to devote to an association."
Response: "There are many NAMB membership benefits that don't require time away from the office. Members receive National Mortgage Broker Magazine on a monthly basis and receive News From NAMB, the weekly electronic newsletter right in their email in-box. Many other resources are available online, such as the Member Directory, the "Find A Broker" Directory, Updates on important Legislative issues, State Licensing guidelines, and access to discounted products and services.
Objection 3
"Someone from my company is already a member."
Response: "Sure, but do YOU benefit from their membership? NAMB membership is on an individual basis, so while you may receive indirect benefits, you pay a higher price to attend events and use NAMB services, and you miss NAMB's members-only privileges like N ational Mortgage Broker Magazine, use of the informative Ms Mortgage Broker video for consumers, and being listed in NAMB 's online directory. Most importantly, you miss out on networking opportunities and the ability to meet and discuss challenges with other mortgage brokers and loan officers."
Objection 4
"My company will not pay my dues."
Response: "An investment in knowledge always pays the best interest. Make a personal commitment to your professional development and growth by making the investment yourself. Although your company may not pay your dues, I highly recommend your participation. Other people are in your situation and have decided to personally invest in their career."
Here's a list of people I think would make great members of NAMB -
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