THE UN ITED STATES JAYCEES

A LEADERSHIP TRAINING ORGANIZATION

Page
CHAPTER ONE Why Extensions? CHAPTER TWO Who Is Responsible? CHAPTER THREE How Do I Know Where to Extend? CHAPTER FOUR Who Should Actually Do the Extension? CHAPTER FIVE Why and How? CHAPTER SIX What Do I Do With The Chapter After It Has Been Extended? CHAPTER SEVEN So I Have Pead the Manual- Now What? CHAPTER EXTENSION TIMETABLE APPENDIX Recruiting SkillsTest Answersto Recruiting SkillsTest ExtensionsChecklist 1 1 2 3 3

Table of

Contents

10 12 13 13
14-

CHAPTER ONE

Why Extensions?

Ulhy another town?" "We need towith the futureour should we be concerned worry about of own community." "If God wanted a Jaycee chapter in that town, He would have put one there." These are all common responsesfrom Jayceeswhen the subject of extensions is brought up. It is considered a strange animal in the Jaycee world. Something you only do for points or to reach an incentive challenge. It shouldn't be that way. Spreading Jayceesthroughout the world has been the foundation of our tremendous impact on the world. Where would we be if HenryGiessenbier had preached selfishnessof his idea? The United States Jaycees and your state organization can no longer leave the job of creating new chapters to the few people who like recruiting. Theremust be a plan by each chapter to offer Jaycees to every young man eighteen through thirty-five, no matter where they reside. Our organization cannot continue to rely on motivational speeches and incentives to supply the inspiration to go out and do an extension. We need every Jaycee in every chapter to realize the importance of sharing Jaycees. The friendship you will develop and the experience and excitement you will gain is immeasurable. Your chapter will be better for getting involved in an extension. You, your DistrictDirector,and your Regional Director must plan to do extensions just like you plan Community and Individual Development programs. When this is accomplished we will finally have the manpower needed to have an impact on America.

CHAPTER TWO

Who Is Responsible?

The ideal extend, set a plan andevery JayceeUnfortunplace to situation would be for get it done. to pick a ately, this is not realistic in our present structure.Yet every Jaycee should encourage their chapter to do extensions and volunteer to work on them. The main responsibility to promote extensions lies with the Regional and District Directors. It is their job to encourage and assistchapters in planning and completing each extension. It isthe responsibility of the chapter president and Jaycee members to identify the extension area and form the extensiOn team.

There isa wealth of resourcesyou can usein completing extensions. From your own district up to The U.s. Jaycees, people are available for advice and assistance.
Some local resources in the community may be:

1. /IAoyor 2. Police Chief J. Fire Chief 4. PastJaycees

5. 6. 7. 8.

Banker Chamber of Commerce High School Principal News Editor

You can use these resources to:

1. Write letters to prospects 2. Open doors to corporations J. Introduce you to prospects 4. Speak at meetings 5. Give you a list of prospects Remember to use them for any help they can give.

ters, let's take a look at several areas where Jaycees order to properly identify locations for Jaycee chaphave had an impact.
1. Community or Street Chapter

In

CHAPTER THREE

Thistype of Jaycee chapter is the most common. It is the chapter formed in a town or city that presently doesn't have Jaycees.
2. Inner City/Neighborhood Chapter

How Do I Know Where To Extend?

J.

Thisisa chapter that isformed within a city or town that has an identification with a certain area or place.
Ethnic Chapter

Thisisa chapter that isformed strictlyin a community or neighborhood to involve people from backgrounds not being served by Jaycees.
4. Prison Chapter

Thisisa chapter formed in a penal institution. It may be a county jailor a maximum security prison.
5. Handicapped Chapter

Thisisa chapter formed in a center, school orfacilityfor the handicapped. It can be for either the mentally or physically handicapped.
6. Rehabilitation Chapter

Thisisa chapter that isformed ina rehabilitation facility. It might be a drug rehabilitation or half-way house. The people in this facility will be coming back into society very soon. The training and communications you can provide could have a tremendous effect on their life in the future.
7. College Chapter

Thisisa chapter that is formed within a college, junior college, or an advanced educational facility.
8. Military Chapter

Thisis a chapter that isformed within a military facility.

Corporate Chapter This is a chapter that is formed within a corporation. These are not the only areas in which Jaycee chapters have been formed, but they are the most popular. The most important thing to remember is to direct your efforts wherever you feel Jaycees can be a benefit to someone.

9.

CHAPTER FOUR

Who Should Actually Do The Extension?

District Director and ask for Director. An extension Your chapter should regional the assistance of your team should be formed from your chapter, consisting of two to six people. The extension team along with your state officers should work the extensions from start to finish. One or two members of the extension team should remain with the new chapter for guidance. This isan ideal situation. You are not always that lucky. Many extensions have been done by as few as one person to as many as twenty. As long as someone has an interest, the extension can be done. Remember, whatever the reason may be, it is a worthwhile one; the end result will be the Jaycee opportunity being spread to another area.

CHAPTER FIVE

Why And How?

we go there to extend?" and "How do we do one of these

chapters?" In explaining the "why's" and the "how's," let's once a~ain break the chapters down by category. 1. Community or Street Chapter There are many reasons for extending a community chapter. The most important reason is that every community deserves the opportunity for Jaycees. The ways to do a community chopter ore just os numerous. The approaches con 011 be ser oround rhese basic rules.

bring the questions of can always is, "Why Should Two of up the purposeyou an extensionexpect once you

a.

b.

c. d.

e.

f.

g.

h.

i.

If you can build a prospect list before you enter the town, you're ahead of the game. You may be able to get these from members of your chapter or from your DistrictDirector. Ifyou can't get a listfrom your chapter or DistrictDirector, then build it up as you go along the first day. Ask everyone you meet for recommendations. Other ways of building a prospect list are to acquire the voter registration list for the town, look at high school yearbooks, get rosters of little league teams, ete.Anyvvayyou can add names to your listwill be helpful. Get your team together on a Saturday morning, supply them with applications and begin to work. Don't take more than 15 minutes to get everyone together. Once you get to the town, find a meeting place and set a meeting for the early afternoon. You should then split up into teams of two and begin your search. Go to stores and businesses first, signing up employees and getting references. Don't be afraid to ask for a monetary commitment. Ask them all to make the afternoon meeting. Once you leave the businessdistrictproceed to follow up on their references. Go door to door in as many areas as possible. Be sure the wife sits in on the discussionand gets involved in the conversation. Do this until 45 minutes before the meeting. Once you get to the meeting place, have one member of the team start to call all prospects you couldn't get to. Tell them a~out the meeting and invite them to attend. If you have the "Who are the Jaycees?" slide presentation, you should have it ready to show by the meeting time. You should also have information about the Jaycees. When the meeting time comes, the prospectswill start coming in. Normally, you should have five to ten prospects come to the first meeting. Greet them in a very relaxed manner, and mal-<;eureyou provide refreshs ments. You should then show the slide presentation or give a brief explanation of what the Jaycees can do for them and their community. Once your brief orientation is finished, begin a question-and-answer period, discussingsome of the things they would lil-<;e to see in their community. It also helps to discuss some of your chapter's better programs. When you see the discussionstartsto decrease, it istime to get down to business. sI-<; A them if they feel Jayceescould help their community and themselves. You should then get final commitments from them. Theyshould all be sworn in and elect a temporary president or chairman. The next step is to discussthe prospect list that you have, and askthem to contact anyone on or off the list that they know. AsI"them for more names and find

out the name of the bonl.hat hasa manager or assist tant who isJaycee age. Once all of this isdone, set a meeting for the next day, again early in the afternoon. Tell them if they have enough people in attendance, they'll elect officers. Thank them for coming. j. You should spend the rest of the day following up on the remainder of the prospects. k. On Sunday you should repeat the same processall over again. Remember to continue to get the new names and collect money. When Sunday's meeting ends you should have set up the next meeting for Monday evening. If Monday is a problem, then schedule the meeting for Tuesday. The important thing is to keep the meetings close so the initial enthusiasm is not lost. Ge sure to offer to pick up people for the meeting. I. On Monday morning you should go to the bank and speak to the manager. Explain the Jaycees to him and tell him of your progress over the weekend, ask him to join, at the same time open the chapter cheel. ing account. Remind him that many banks pay their employees' dues. Once he fills out the application and deposits his check into the new account, ask him to be the temporary treasurer for the chapter. Gefore you leave, go over your prospect listwith him and get new names from him. Thank him for his help and remind him of the next meeting. m. You now have the basic groundwork set up for the extension. As soon as you have five to ten people committed to join, you should elect officers.Continue the meeting and recruiting processon a daily or every other day basisuntil you have the minimum ofrwenty members paid. 2. Inner City/Neighborhood Inner City chapters are Jaycee chapters that are formed in different areas of a city. For example, most big cities have a main chapter downtown using the city name. However, there are many other areas of the city that are not effectively being served, suchas the suburb areas, high schools, trailer parl...s, partment housesand other special a interest groups. If every section of the city had its own Jaycee chapter, there would be hundreds of Jayceesin the city running hundreds of programs. This also opens the door for more young men to get leadership training. People are more interested in their immediate area of the city. We need to serve Theirinterest. These chapters ore formed or extended in basically the some way asa community chapter. Theonly difference

is in the beginning you must break the city down by the

areas they will be serving. Once you've done this, just

follow the stepsfor a community chapter as mentioned at the beginning of this chapter. 3. Ethnic Chapter Thistype of chapter is formed when people from a certain race are not getting involved in the Jaycee chapter presently in a town. It isunfortunate that we have to form ethnic chapters, but it is the only way to reach everyone in some cases. A certain section of your city, whether it be of black, Chinese,white, Mexican or other race, may feel they don't fit into your chapter. If they cannot be convinced to join your chapter, then you must form a new chapter which they will be comfortable as members of. Thestepsfor doing these are the same asan inner city chapter except in the case of a language barrier. Thiswill have to be overcome in the beginning by getting a bilingual person to help you with the extension. 4. PrisonChapter The U.S.Jaycees has been offering Jayceesto prisons since 1963. There are now over 500 chapters in prisons across the United States. Their purpose is to help in the rehabilitation processand to try and change some lives in a positive way. In extending a prison chapter, your first step is to contact the warden or administration at the facility. You must explain the Jaycees in detail and outline some of the things that a prison chapter may do. It isvery important to explain to the administrator that he will have total control over the activities of the chapter. Once the original contact is done you can proceed with the inmates. There are usually two ways of handl ing this: 1.You can speak to certain cell blocks or certain security levels, or 2.The warden will pick the people he wants to be involved with the program. You must do the extension the way the warden advises. You should conduct a small orientation for the inmates and explain how prison chapters operate. The best way to handle dues in a prison isto have the members sign a release form from the administration office to allow you to withdraw the money from their accounts. Forcomplete information on how to organize a prison chapter, you should refer to RSVP#5226-0, the PrisonChapter AssistanceManual, which is available from The U.S.Jaycees' SalesDepartment. 5. Handicapped and Rehabilitation Chapters The last five years has brought a new field of interest to JayceesacrossAmerica. Sheltered Workshops,or Rehabilitation Center chapters, have proved to be a rewarding experience for everyone. Giving the opportunity of

Jaycees to handicapped people is one of the greatest community projects a chapter can run. When doing this type of extension, you must approach the executive director of the center and explain the benefits of Jaycees to him. With his approval, you may arrange a meeting with the eligible clients for the purpose of an orientation. After completing the orientation and answering their questions, you should help them fill out the applications for membership. The process of electing officers and planning programs is the same as any other chapter. The biggest problem with doing a rehabilitation chapter is that they wi II not perform as quickly as most Jaycee chapters. They will not be an overnight success. The two keys to a successful chapter will be a committed sponsoring chapter and a supportive staff at the center. The chapter doing the extension must be committed to having a yearly chairman to work with the chapter. He should help them with all projects and meetings. You also need at least one person at 'the facility who will commit to work with the chapter on money and meeting details. He can also supply professional advice to you on how much the clients can comprehend. This should always be considered a community development project run on a yearly basis. Mainly because for one of these chapters to be successful. you must work with them continuously the whole year. Please remember that all chapters must follow the by-laws of The u.s. Jaycees. 6. College Chapter For many years college graduates have entered the Jaycees for many reasons. However, the percentage of members we get compared to the number of students graduating every year is very low. We need to get students to experience Jaycees before they leave school. The answer is Jaycee chapters in colleges. Your first step in doing a college extension isthe same as the handicapped or rehabilitation chapters. You must first meet with the administration. It may be the president, dean of students, or a community relations officer. That really depends on the structure and size of the school. Before you meet with anyone, you should know the policy of many schools concerning the discrimination of students. If the college receives any type of federal funds, it is prohibited from any formal discrimination under the title nine program. If the college you're extending is included in this program, you should explain the procedure for extending to the administration. You can still recruit on the campus;

however, you cannot use the school's name, such as the "Tulsa UniversityJaycees." Once you've established the ground rules with the college you should then be able to proceed with recruiting. There are many ways of recruiting on a college campus. The following are just a few: 1. Have a social to attract students. Have it at the school unless it's against the school's policy. If it is, go to a nearby club. Serve refreshments and try to have a drawing card, suchas a film of lastyear's World Series or another sporting film. 2. Recruit in dormitaries and fraternities. Either set up a meeting and invite everyone to attend, or recruit door to door in the dormitory. The second way is always the best for results. 3. Setup displays in the student union.Thebestway to do thisisto have a table with signsand have two or three Jaycees walk through the student union recruiting. When they get someone who is interested, they should bring him to the table for the close. You can also attract people to the table who are walking by. Theseare all excellent ways of recruiting on a college campus. Once you have your membership recruited, follow the guidelines we've already established at the beginning of this chapter to complete the extensions. 7. Military Chapter The military Jayceessituation has been much like the college chapters. We do not reach enough of them when they leave the service. Again, the answer is to involve as many military personnel in Jaycees as possible. The problem you will face in extending a military chapter could be numerous because of the "red tape" involved. However, these types of chapters have been done. There are basically two ways of completing one of these extensions: 1. Speak to the officer in charge of the men you are interested in recruiting. He will be able to tell you the steps needed to complete the extension. From there you should set up an orientation meeting and follow the rules for extending. 2. The second Vfay is to meet the men away from the base at a club or meeting hall and extend them without using the military base's name. They can be reached by letter to the officer in charge, or by contacting a few on the outside, and letting them spread the word on the meeting. 8. Corporate Chapter Foryears we have been receiving funds from corporations to sponsor various programs. What we fail to do is give them everything we can. The cost of leadership programs for their employees is staggering. We can supply them with some of the Individual Development programs they want plus our Community Development programs.

Jaycee chapters in corporations have proved valuable to both the corporation and the Jaycees. The steps to take are similar to other extensions. a. Your first step should be a call to the company to get the name and title of the person who would handle such proposals. b. You should then send a letter to the individual and ask for an appointment. c. Allow about four days for the letter to arrive and call for the appointment. d. Attend the appointment wearing a coat and tie, and be well prepared. You should have Individual Development books with you along with an explanation of other programs and some promotional material about Jaycees. e. Your emphasis should be on the Individual Development programs, community development and public relations for the company . . f. Explain that the dues can be handled either by the company, the employee, or each paying a certain portion of the dues. g. Once this has been established, a meeting with employees should be arranged. h. You should receive a listof prospective members and mail them an invitation to the meeting. An additional letter from the company urging their attendance or joining is a big help. i. The meeting should be short and informational. It should contain an explanation of our Individual Development programs, our Community Development programs, and the social aspects of Jaycees. Remember to do it professionally. A meeting with the company trainer could be of great benefit to you to see what type of presentation worl~s well with his employees. j. After the meeting you should sign up all interested people and schedule the next meeting. I~. You should follow the guidelines for extensions found at the beginning of this chapter, always remembering the different types of individuals you're dealing with.

is best thing you can complete training at pace it Theprovide it with solid,do as a sponsorfor anyachapter can comprehend. UseThe United StatesJaycees' "Officer's and Director's Guide" and the "Chapter President'sManagement Handbook" as guides. The new chapter will receive a copy approximately 60 days after it has been chartered. Some chapters will catch on quicker than others; therefore, you must train them at the same speed they learn. A new chapterwililearn more at a faster rate than an established chapter simply because it has virtually everything to learn. Don't be misled into believing they are a more advanced group and take a short cut. You must train them on every step and every area. You certainly should use other state officers,chapter presidents, or other Jaycee trainers to help you. Thiswill free you and other extendors to keep right on extending more chapters. Specifically,train them according to the schedule and content outlined in this section. Have a Board of Directorsmeeting within seven days of the night you extended them. The topic of your training session should be "The Board of Directors' relationship with the chapter." Spend one hour or lessin your emphasis on the chapter member. The overriding principle isthis:To be successful, he chapter t must allow members to accept responsibility and make decisions.The chapter will die of inactivity if the Board of Directorsassumesall the responsibility and makes all the decisions. Impressupon the Board that itsresponsibiIity and obligations are member-oriented. The Board's duties are to provide the opportunity for training and encourage members to participate in chapter activities. Itsrole isnot to determine chapter activities or to direct the members. Whenever the Board moves away from helping young men improve themselves, it isdenying them of leadership training. A Board member should spend his time supervising and advising members on the best route to take in any project or chapter activity, concentrating on helping the member reach a decision that is based on a logical thought process.Allow questions and answers all during the hour-long training session. In addition to this training session,briefly review the charter night banquet project to make sure things are on schedule. Let them give input - just listen. Remember, you are providing leadership training. Let them lead as much as possible.Your comments, if any, should be of a general nature. Give them advice on how to organize or how to motivate members, not on where or when the event should be held. Do as much as you can to make sure their first project is successful,but do not become the project chairman. You should have a regular membership meeting within two weeks of the night you extended them.

CHAPTER SIX

What Do I Do With The Chapter After It Has Oeen Extended?

Your topic of discussionis "The Plan of Action." Spend one hour helping them to determine what the chapter will do and when it will do it. The two things you must do are: Determine what the community and chapter needs are and determine what type of projects it would lil to do to e fulfill those needs. There is debate about how complete and scientific the search for community needs should be. Regardless of all the surveysor interviews with public and private officials, a chapter will view needs of the community differently. Those needs must be identified as the chapter sees them and, similarly, the projects it runs must be the ones it feels will fulfill the needs. If not, the total commitment needed by the chapter will be less.Consequently, the morale, enthusiasm and attitude of the chapter will be hurt. The some is true for the Individual Development needs and projects to be run. You need to explain the Total Jaycee Concept to them. To help you prepare for thispresentation, review the "Guide to Chapter Planning:' RSVP #5005-0, available from TheUnited States Jaycees' Marl ting Deportment. Follow these steps after e your explanation. a. Using a chall oard, write down what the members b feel are community needs. You may have to prompt them using some brood categories, lil youth, e elderly, parifix-up, political issues,ete. Don't dismiss any ideas - write them all down no matter how farfetched or odd. A couple of humorous ones will lead to more discussionand even better ideas. After they have run out of ideas, aslthem which are the most important needs to be fulfilled. Raniall of them in order. Have the secretory write them down in order. b. Now, write the number one prioriryon the board. AsI them what l"Iindof projects they could run that would eliminate or help solve the problem. Again. you may have to prompt them. Write down all projects mentioned. c. After you have completed the list of projects to solve the problem, they should choose one of the projects to start immediately. [)ecause they are in a new chapter, they need to do a project that will give them public exposure, give measurable results, can be done in a shorttime period, involve as many Jaycees as possible, and requires simple planning and little or no risl"l. sthey progressas a chapter, their projectscan A deviate from those requirements as the chapter sees fit. d. Set up a committee to start the project moving. Hove the chapter president asl"lfor volunteers to form the committee.

Repeat the processfor the Individual Development portion of the chapter programming. f. Now that the chapter has identified the needs of the community and chapter, as well as a good project to start one in each area, have the committees meet to plan the project. A good tool to use is a copy of the Chairman's Planning Guide found in the "Officer's and Director's Guide," and the Committee Chairman's Workbook, which can be purchased from The U.s.Jaycees RSVPCatalog, #5044-0. They should meet for 30 minutes or less. You move from committee to committee advising them on the planning at)d answering their questions. g. Finishthe night's program with an explanation of the Springboard program. This will help to get them started on the right track to keep members active. Stress importance of adding new members to aid the them in their chapter activities. Help them prepare a list of prospective members to call and bring to the meeting. The second Board of Directors meeting should be held after their charter banquet and before the second regular membership meeting. At this meeting, start explaining the Chapter Management section of the "Chapter President's Management Handbook" and "Officer's and Director's Guide." Again, stress the importance of guiding members as opposed to directing them. The second regular membership meeting. From the second meeting on, you should start letting them lead more and you lead less.Startutilizing other state officers and state program managers for specific training and program promotion. Ask the members and Board of Directorswhat specific training theywould like to have. Be sure that they receive training in chapter planning, membership growth, and the value of the state and national organization. It is not necessaryfor you to attend every meeting. You can invite, with the chapter's permission,your Regional Director, another chapter, or any state officer or program manager to visit them. However, it is important that you keep in close contact with the Board of Directors and chapter president before and after each meeting to monitor their activities in anticipation of any problems.

e.

CHAPTER SEVEN best when PresidentDid~Robinson hod just been Post Notionaltall.c;ingto a Jaycee who probably said it elected state president and was meeting The U.S. aycees J PresidentDick Robinsonfor the first time. "So you are the state president ... what are you going to do about it?There

SO I Have Read The

Manual- Now What?

N
are two kindsof people in thisworld - doersand promisers. Those who accomplish goals and those who talk about it. Which one will you be - a doer or a promiser? It is up to you." As a Jaycee, you have the same choice. You can use your Jaycee leadership skills to help others, and thereby improve yourself, or you can talk about it and hope success will come your way. The people in your communities depend upon vol unteerism to corry the load. Only if we offer Jaycees to every young man will the Jaycee movement continue to have an impact on America. Remember - there are doers and promisers. The only award we give Jaycees for talking is "Speak-Up."
BE A DOER!!

Chapter
Extension Timetable

Nome of Extension
1.:

Dote to Start

Dote to Follow Up Phone Call

Dote of Chapter Meeting

2.

J.
4.
5.

6.
7.

8.

9. 10.

APPENDIX

Recruiting Skills Test

Theseare questions to test your skill as a recruiter. Use them as a review so that you can become a better recruiter.
TRUE/FALSE

1. T F Phrasingquestions so that the prospect has to answer yes is a good lead-in to make him agree to join. 2. T F If he brings up an interest or idea for your chapter, asl<i him to come to a meeting to propose it. J. T F If he says he does not want to join right now, you should accept it and end the conversation. 4. T F Speal<iing to him in a vocabulary he uses everyday puts you on a solid conversational level with him. 5. T F If he says he belongs to too many clubs now, tell him you feel his leadership could benefit your chapter.

6. 7. 8. 9.

T T T T

10.

F A chapter does not need to replace those who have left the chapter due to age. F When recruiting, be sure to give the recruitee all the facts and statistics of the Jaycee organization so he will be impressed. F The successful recruiters are those who do more listening than selling. F If you assume someone has been asked to join and turned down the opportunity, you should not waste your time asking him again. F If the prospect is a skilled speaker or concrete worker, brick layer, or ambulance driver, you should show him how that skill can help the community through your Jaycee chapter.

MULTIPLE CHOICE 1. Some good rules for recruiting are: A) Don't worry, you can bluff your way through B) Be sure to show him you know what you are selling by your sophisticated attitude C) A listener will be more successful than a seller 2. While recruiting, if asked a question you don't know the answer to you should: A) Make up an answer B) Soy you don't know but you will check into it C) Change the subject 3. For the recruitee who said no when you walked in the door, you should: A) Tell him he has a negative outlook and really needs some Jaycee leadership training B) Change his negative points into positive points C) Put up a good argument for all his negative reasons 4. If a prospect says he does not have time to join you should: A) Tell him he really does have time, he is just not managing it well B) Argue his time schedule with him C) Agree with him but tell him how Jaycees has helped you to organize your time 5. If you get turned down you should: A) Be discouraged B) Take it as a personal failure C) Get more experience so if the same situation occurs you will be able to handle it more efficiently TRUE/FAJ-SE ANSWERS: 1. Tru~ It puts him in a positive frame of mind. He therefore is less likely to think of reasons not to join. 2. True The prospect will feel he has something to offer the chapter and community. Plus, you have demonstrated your interest in him as an individual.

Answers To The Recruiting Skills Test

N
J.
4. 5.
False True True

6.

False

7.

False

8. 9. 10.

True

False

True

Essentially, he said he would join. Give him more reasons to join immediately instead of later. 3y using his type of language, he understands you better and is more receptive to what you are saying. If he is active in many organizations he probably has good leadership skills - just the type to help train members. This would create more leaders and less work for him to do. The number of members in each chapter determines how many and how fast community needs are met. In addition, new members create new ideas for chapters. He will only be confused by too many facts and figures. Soy something, then let him asl~ questions. If you do not listen to what he is saying you will not be able to know what to soy next and he will be bored with all your talk. Too many times the prospect has not been asl~ed. Even if he has, timing may now be right for him to join. Everyone wonts to I~now what they do best is a valuable asset to the community. Further, doing he will feel more comfortable something he is familiar with.

MULTIPLE CHOICE ANSWERS 1. C The best soles method is to listen to the prospect. Answers A & 3 are obviously the wrong approaches but are frequently methods used without success. B That is the only honest way. If you expect him to join, it will be because he trusts you. Trust is not built without honesty. B If you do anything but talk positively you are playing into his hand - that of negativism and that is his best suit. C 3yrecognizing that time is a problem, he will be more receptive to ideas to help manage his time. C Remember - it cannot be the product you are offering. Jaycees are good for individuals and communities. Your approach needs to be altered so that the prospect sees more of the Jaycees and less of your interpreting their needs.

2.

J.
4. 5.

D D

Identify extended o Establishplace to beteams (teams extension Go to place to be extended

of two)

Extension Checklist

D Make contacts and establish prospect list D Begin recruitment (ask new members to come with

o Find meeting
o o

o o o D o o o

you) hall; set time of meeting Continue recruitment until meeting time Pick up prospects Have meeting and elect temporary officers Collect dues Establish larger prospect list from new members Passout applications to new members to sign a friend Announce time and date of next meeting (no more than two days away) Get commitments Repeat entire process until extension is complete Fill out charter roster and complete proposed by-laws

PLEASE REFER BACK TO THE SEalONS THAT COVER EACH ITEM ON THIS CHECKLIST IN DETAIL

"

THE JAYCEE CREED

We Believe:

That faith in God gives meaning and purpose to human life; That the brotherhood of man transcends the sovereignty of nations; That economic justice can best be won by free men through free enterprise; That government should be of laws rather than of men; That earth's great treasure lies in human personality; And that service to humanity is the best worl" of life.

A PUBLICATION

OF THE ENROLLMENT

& GROWTH

DEPARTMENT

~ C1

TM

THE UNITED STATES JAYCEE5. P.o.

BOX 7, TULSA OKLAHOMA 74121. PHONE: (918) 584-2481 RSVPNO. 50~ 1-0