INVEST, INSURE AND UNITE

1
INVEST, INSURE AND UNITE!

• Thank you for your commitment to
• The REALTOR Action Fund!
• And organized real estate

2
Lets Get Started!

• C.A.R. is providing information to you on how to
  educate our members about how little it takes
  each month to
• Invest in their future!
• Insure protection for their business!
• Unite their fellow REALTORS to invest!!
• Lets Get Started!

3
Agenda

• Captain Mission/Objectives
• Legal Disclosures
• What is the REALTOR ACTION FUND (RAF)?
• Effective Messaging/Identifying Hot Issues
• Fundraising/Contest Strategies
• RAF Participant Recognition Programs/Materials
• The RAF Ask/Monthly Payment Options
• RAF Fundraising Timeline
• Adjourn

4
Fundraising Captains Mission

• To lead your associations fundraising efforts.
• To educated your association members about the
  RAF.

For more information refer to RAF Guide
5
Fundraising Captains Objectives

• To reinforce C.A.R.s position that RAF is an
  investment to insure their business.
• Encourage participation AT ANY LEVEL!
• Lead by example Invest 197.

For more information refer to RAF Guide
6
Legal Fundamentals

• DO
• Use C.A.R. Contest templates
• Get C.A.R. staff approval, prior to planning a
  supplemental fundraising activity
• Discuss REALTOR issues not side issues or
  personalities
• Explain why their investment will make a
  difference and
• THANK your participants.
• DO NOT
• Discuss pending legislation when conducting
  fundraising activities
• Discuss a legislators voting record at a
  fundraising event
• Accept cash payments!
• Host Casino Nights. They are a prohibited RAF
  fundraising activity and
• Use the word raffle in any fundraising efforts
  or materials.

For more information refer to RAF Guide
7
What is the REALTOR Action Fund (RAF)?

• The RAF is the money raised to advance the goals
  of our REALTOR political action committees
  (PACs) at the local, state and federal levels of
  government.
• Every REALTOR is asked to make this voluntary
  investment when paying their yearly membership
  dues.

For more information refer to RAF Guide
8
2009 PAC Allocation Flow Chart
9
Effective Messaging

• Be concise, compelling, and repetitive through
  various types of mediums Here are some examples
• Use current in the news issues
• Remind prospects that RAF beats back expensive
  and unfair legislation that affects their
  personal pocketbook
• List local legislative successes!
• Discuss state legislative successes that
  preserved the transaction or benefited clients
  and
• Remind them that RAF are spent wisely.

For more information refer to RAF Guide
10
Identifying Issues for Messaging

• For help identifying a hot issue, contact your
  AE, GAD, or CAR Field Rep.
• Stay in the know by signing up for free CAR
  government affairs newsletters like the Virtual
  Advocate and the Legislative Liaison Networker.
• Join the Government Relations or Public Policy
  Committee of your local REALTOR Association or
  Chamber of Commerce to learn about current
  issues.
• Common Issues that REALTORS typically care
  about
• Stopping Costly Point-of-Sale Mandates
• Protecting Mortgage Interest Deduction
• Preserving Private Property Rights
• Preventing Frivolous Lawsuits

11
Types of Fundraising Strategies

• Outreaches
• RAF Upgrade Solicitations
• Phone bank/Letters
• Contests
• Investment Recognition
• Staff Appreciation
• Fundraising Events
• Newsletters/Website
• Direct High Dollar Donor Pitches/Visits
• Dues Billing Statement (CAR will provide)

12
Crafting Your Fundraising Goals

• Does the association have any existing political
  or fundraising plans or commitments? Was RAF put
  on the associations dues billing statement as
  per the June 2006 Board of Directors motion?
• It was moved seconded and CARRIED that the 2007
  Dues Billing Statement to include both the 197
  True Cost of Doing Business and the 49 minimum
  REALTOR Action Fund (RAF). Additionally, that
  the dues billing statement be clearly marked so
  that the members understand they have a choice of
  paying either the 197 True Cost of Doing
  Business OR the 49 minimum (RAF) voluntarily
  political contribution
• Who needs to be involved in setting goals?
• AE? GAD? Board of Directors? LGR?
• What do you want to accomplish in the future?
• 20 more members to invest in 2009?
• 100 Board of Directors participation?
• 15 increase in average investment amount?
• 10 of payments to come from non-dues billing
  statement sources?
• 20 increase in total amount raised ?
• 10,000 in IMPAC resources for an anticipated
  ballot measure fight?

For more information refer to RAF Guide
13
Outreach Strategies

• Reach out to your fellow REALTORS, wherever they
  congregate such as local association meetings,
  new member orientations, office meetings and
  caravan meetings.
• When you are given a chance to speak, briefly
  state why REALTORS and their allies need to be
  involved politically.
• Tell them why you are an investor.
• Thank any recent or high dollar investors.
• Ask them to participate in RAF.
• Announce any contests.
• Ask them to help you spread the word.
• CAR Field Staff can assist you in your outreach
  efforts. Please sure to contact them.

For more information refer to RAF Guide
14
C.A.R. Field Representatives

• The C.A.R. Field Representatives are also
  available to assist with questions. Each Field
  Representative covers a different part of
  California.
• Rian Barrett-Central California
• email rianb_at_car.org
• Laiza Garcia-Coastal California
• email laizag_at_car.org
• Matt Garth-Los Angeles Area
• email mattg_at_car.org
• Lynn Movroydis-Orange and San Diego Counties
• email lynnm_at_car.org

For more information refer to RAF Guide
15
Phone Bank Strategies

• Phone Banking Guidelines
• The telephone solicitation guidelines were
  created to inform you of C.A.R.s company policy
  on placing calls to C.A.R. members to ensure
  that your calls comply with federal and state
  laws and to make each call an effective pleasant
  and rewarding experience for both you and the
  member.
• Please review the guidelines in your RAF Guide
  and be sure to follow them and the script when
  setting up your phone bank.

For more information refer to RAF Guide
16
Contest Strategies

• Prior to creating a contest, get C.A.R. staff
  approval.
• Create a sense of urgency by limiting the
  duration of the contest.
• Encourage participation in the statewide RAF
  contest.
• Internal Office team contests.
• Office vs. office challenge.
• Local Association vs. Local Association
  challenge.
• Recognize those who recruit others to contribute.

For more information refer to RAF Guide
17
Ideas for Contest Rewards

• Laptop Computer, IPODs, GPS system
• Prepaid Master or Visa Card
• Costco and/or Sam Club Membership
• Retail stores gift cards
• Restaurant gift cards
• Win a paid trip to C.A.R.s Legislative Day.
• Tickets to an event.

For more information refer to RAF Guide
18
Investor Recognition Ideas

• Invite investors to special events with industry
  experts, legal or economic updates or a celebrity
  type guest
• Thank You list of investors in local newsletter
  and website or Investor Recognition Wall at local
  association
• A special gift to all 197 and above investors
• Designated investor of the month parking spot,
  seat at head table, certificate of appreciation,
  or verbal acknowledgement at meetings and
• Personal thank you call from local association
  leadership.

For more information refer to RAF Guide
19
C.A.R. Staff Recognition Program

• Local staff can receive gift cards for persuading
  members to invest
• 10 card for every 20 new members or 1st time
  participants who invest 49.
• 20 card for every 20 new members or 1st time
  participants who invest 197.
• 10 card for every 40 members who renew by
  investing 49.
• 30 card for every 40 members who upgrade by
  investing 197 from 49.
• Can only be earned by direct member contact!
• Gift cards Best Buy, Barnes and Noble, Starbucks.

For more information refer to RAF Guide
20
The Ask

• Make a personal investment of 197 to the RAF.
• This shows others that you are doing your part
  and makes asking others to contribute easy. Have
  a one line answer memorized for why you
  personally felt it was so important to invest to
  RAF.
• Remember To Ask Everyone To Invest On the Spot
• When surveyed most people say that they dont
  invest because no one has ever asked them to.
  Always end a presentation with, Can we count on
  your support today? If they say not today, ask
  when, and always follow up.
• Why Should REALTORS Investment to RAF?
• They get a terrific return on their 197
  investment. C.A.R.s legislative successes, save
  members over 13,000 a year by defeating costly
  legislation that threatens their ability to serve
  their clients and sell real estate. And its easy!
  REALTORS can simply invest in monthly
  installments! Investments of 197 may be paid
  over 12 months at a rate of 16.42.

21
RAF Payment Plan
22
Timeline

• Create a plan timeline, working backwards from
  the date your dues billing statement is mailed.
• Decide what strategies to employ.
• Identify how long your individual strategies will
  take to implement and at what cost.
• Determine what dates you will need money or human
  resources in place to put your strategies into
  action.
• Review your plan often, revising it if needed.

For more information refer to RAF Guide
23
When every REALTORMakes an Investment to
RAFeverybody wins!
24
Questions or Comments

25
Thank You!