Summer 2006 - Recruiting

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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 recruiter@nrahq.org.
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
johnbailey@nrahq.org
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
ckizielewicz@nrahq.org
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
dtharp@nrahq.org
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
rclark@nrahq.org
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
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