Welcome to the Passport to Giving Interim Training

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Welcome to the Passport to Giving Interim
Training!
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Non-Profit Market Overview

• There are over 1.5 million non-profits, including
  300,000 churches and countless schools and school
  districts.
• The number of non-profits with revenues of 10
  million or more has increased by 73 in the last
  ten years.
• What is a non-profit?
• A non-profit organization is formed for the
  purpose of service to the public or mutual
  benefit to its members other than the pursuit or
  accumulation of profit.
• There are more than 25 classifications of
  tax-exempt groups, including professional
  organizations, charitable/educational
  organizations, civic leagues, labor unions,
  fraternal organizations and social clubs, to name
  a few.

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Policies and Procedures
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Policies and Procedures

• Passport to Giving has specific policies and
  procedures
• A Site Owner must not make any statements or
  promises of performance that are not approved by
  YTB Home Office.
• Site Owner may use only corporate approved
  marketing material.
• Site Owner shall not knowingly contact any
  organization that is already an Active,
  Registered or Do Not Call list.
• YTB reserves the right to reassign accounts that
  are not properly managed or are abandoned by a
  Site Owner.
• Organizations' are the property of YTB. Any
  conflict between Site Owners over an organization
  account, active or registered, shall be resolved
  by YTBs Home Office staff, in YTBs sole and
  absolute discretion.
• Site Owner shall not solicit YTB non-profit
  organization accounts for any other type of
  business offer.
• Site Owner must remain active in order to receive
  commissions from their non-profit signup.
• DO NOT call the Home Office during a
  presentation. If the prospect organization has
  questions that you are unsure of, please them
  know you will contact the Home Office and get
  back to them with an answer. There are times we
  may have to consult different departments
  therefore may not be able to provide an immediate
  answer.

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Policies and Procedures

• Site Owner agrees to do the following in
  connection with each organization personally
  sponsored by the Site Owner
• Organize an Activation Meeting using the
  Activation Meeting Guidelines immediately after
  the organization account is activated.
• Demonstrate the Travel Website to all
  organization staff involved with booking travel.
• Demonstrate the Travel Portal and all of its
  options.
• Encourage the organization to communicate the
  program to staff and volunteers for both personal
  and business travel.
• Encourage the organization to promote the travel
  program to their supporters using the
  organizations existing communication channels.
• Have regular contact with the organization to
  plan travel marketing and cross promotion with
  organization events.
• Once you have completed the training you will
  have access to all materials needed. This
  information will be located under the Passport to
  Giving tab in your Travel Portal.

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Commissions and Fees
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Commissions and Fees

• Non-profit initial fee is 499.95. (Credit Card,
  EFT, Paper check or Money Order accepted)
• Monthly fee - 0, YTB waives the monthly fee for
  non-profit organizations.
• The non-profit is paid in travel commissions on
  the 25th of the month.
• Travel commission check will not be issued until
  the amount has accumulated to 10.00 or more.
• Payments are issued to the non-profit via paper
  check.
• A non-profit account may apply to receive two
  complimentary credential cards. These cards do
  not guarantee a discount of any type for the
  holder of the card. Any discount or upgrade that
  may be offered will be at the discretion of the
  vendor.
• Accounts receive 60 of the travel commission
  paid to YTB by the vendors.
• Sponsoring SO receives 10 of the travel
  commission paid to YTB.
• Sponsoring SO receives 300.00 or 60 of the
  initial fee paid.
• Power Team leader of sponsoring SO receives
  50.00 signing bonus if QTO.
• You are not required to be in your Power Team to
  receive commissions from a Passport to Giving
  account.

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Split Commissions

• Two Funding Specialists are able to split an
  account.
• You may split the 10 commission earned on an
  account with one other SO who is certified in the
  Passport to Giving program. The split must be
  50-50 whereas each SO will receive 5. The split
  will remain in effect for as long as the
  non-profit account remains active.
• The individual named as the primary agent will
  receive the 300.00 sign on bonus. YTB does not
  split the bonus. It is the primarys choice as to
  whether or not to split the bonus with the
  secondary.
• If you are not comfortable with the process of
  making a presentation, please find someone who is
  also Passport to Giving Certified to partner with
  who has experience. Splitting one account does
  not mean you will have to split future accounts.

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Sales Tools and Resources
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Sales Tools and Resources

• Resources to use for a presentation
• www.passport2giving.com This site gives a brief
  sample of what the account can expect. This
  should be sent before the actual presentation.
• www.ytbtravel.com/passportdemo - The demo site is
  an actual replica of the booking engine a
  non-profit would be purchasing. It showcases all
  aspects of the Booking Engine. Do not show your
  personal site to a non-profit organization.
• To log into the Passport Demo site, use the
  following login information User Id
  passportdemo, Password 123456. Show the
  account how they will be able to track
  commissions, and all other aspects of the Travel
  Portal.
• Niche sites The organization will also have
  access to YTB Flowers, YTB Romance, YTB Golf, and
  YTB Outdoors by using their user id before each
  site. Example www.ytbgolf.com/userid
• ShopYTB The organization will also have access
  to the new ShopYTB powered by Aisle 19. This can
  be accessed by the Booking Engine or by logging
  into the Travel Portal.
• Cruise promo piece This is a powerful piece of
  an actual organization who booked their cruise
  with YTB. We made the arrangements and they
  received a great commission! This piece is
  located under the Presentation Tools heading.

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Sales Tools and Resources

• Passport to Giving Resource Center
• Once you have become certified, an additional
  tab will appear in your Travel Portal labeled
  Passport to Giving.
• Under the Passport to Giving tab you will find
• Getting Started Passport to Giving Business
  Cards
• Account Management Tools
• Presentation Tools
• Division Lists Active, Registered, and Do Not
  Call list

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Policies and Procedures

• Account Registration
• Before ever contacting a prospect organization,
  please check all Division Lists. This includes
  Active, Registered, and Do Not Call lists. If
  the account is on any of these lists, DO NOT
  contact them. This account is already either
  active with YTB or currently working with another
  SO, or they do not wish to be contacted at all.
• Before an account can be registered a full
  presentation must be made, either in person or
  over the phone, to a qualified representative of
  the organization.
• Complete the Registration form and submit it to
  the Home Office fax number provided on the form.
  All information requested on form must be
  provided.
• A signature from the organization is NOT required
  for the registration.
• The Registration will expire after 60 days. If
  after 60 days you are still making progress to
  close the organization, you may extend the
  registration for another 60 days for a maximum
  of 120 days.

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Policies and Procedures

• Account Application
• Please understand what is contained in the terms
  and conditions of the application.
• When signing up an account please have the
  organization complete all information on the
  Application including the signature of a decision
  maker.
• Other required documents are as follows W-9
  form, IRS Opinion letter, and a Corporate
  Resolution letter.
• The entire Application must be completed in order
  for the Home Office to activate the account.
• Please include the Website Customization form.
  This will allow the organization to choose their
  Travel Store name as well as their User Id and
  Password in order to log-in to their Travel
  Portal.

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Policies and Procedures

• Account Registration or Account Activation
• Please complete all sections of the Registration
  or Application form.
• Fax the appropriate form to 618-216-4301.
• Once the Application or Registration has been
  received, the organizations information will be
  added to the respective list in the Travel Portal
  within 5 business days.

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Prospect Research
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Prospect Research

• What type of Account should you focus on?
• Religious Organizations
  Charity Organizations
• Fraternal Organizations
  Service Organizations
• Health Organizations
  Educational Organizations
• Business Organizations
  Political Organizations
• Alumni Organizations
  Environmental Organizations

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Prospect Research

• Where to look for leads
• Library
• Internet
• TV or Radio
• Chamber of Commerce
• Personal experience or involvement
• Volunteer Centers
• Community Newspapers look for special events
  auctions walks, golf tournaments.

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Prospect Research

• Setting your criteria not all prospects are
  good prospects.
• Are they a non-profit organization? (For-Profit
  organizations can not enroll in the Passport to
  Giving program)
• How many supporters do they have? Set your
  criteria at 500 supporters/members. Some
  organizations smaller than this criteria do
  produce a lot of travel, so do your research.
• Do they have an existing organization website?
  If not, they are probably not a good prospect.
• What are their existing communication channels
  they use to keep in contact with their
  supporters?
• Are they willing to promote their site to their
  supporter base?
• Are their supporters passionate?

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Making the Appointment

• Finding the decision maker. Who are you looking
  for?
• It is preferable to give a presentation to the
  Executive Director of an organization rather than
  the Executive Directors Assistant. Try to work
  from the top down as opposed to the bottom up.
• Executive Director
• Chief Operational Officer
• Chief Financial Officer
• Director of Funding
• Director of Marketing
• Director of Special Projects
• Director of New Concepts

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Making the Appointment

• We have created two separate phone scripts
  for you to reference. These documents can be
  printed for your use and are located under
  Presentation Tools
• Getting to the decision-maker use this script if
  you are speaking to the receptionist.
• Making the appointment this is the script used
  when speaking to the decision-maker.

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Presentation and Follow-up
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Presentation and Follow-up

• If you will be conducting the presentation in
  person
• Know how many people will be attending the
  presentation meeting.
• Dress professionally.
• Be on time.
• If you do not have a laptop and need a computer,
  ask if one will be available for you to use
  before the presentation meeting.
• Review your notes on the organization. Craft
  your presentation with the information you have
  collected.
• Practice! You must know your product top to
  bottom, inside and out. Those who practice
  improve.

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Presentation and Follow-up

• Presentation Structure
• Opening Make the message personal for the
  organization.
• Start with Our objective today is/The purpose
  of this presentation is/We have 3 goals today...
• State some general problems facing non-profits
  today. Our program can solve these issues and
  more
• Demonstrate the Booking Engine and Travel
  Portal.
• Discuss ShopYTB
• QA
• Closing
• Follow-up

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Presentation and Follow-up

• Key features of the Passport to Giving program.
• A High percentage of YTBs commissions are paid
  to the organization.
• Travel is a high ticket item. Commissions can be
  significant.
• You are not asking their members to do anything
  they are not already doing, booking travel!
• Minimal involvement or management on the part of
  the organization is required.
• Commissions are paid by the travel vendors, not
  by the organizations supporters.
• Trackable commissions.
• Marketing assistance from Home Office.
• No long term commitment.
• Program operates 24/7, producing consistent
  funding.

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Presentation and Follow-up

• Anticipating/Handling Objections
• A key component to becoming successful is being
  able to fully understand the clients potential
  objections or questions. Then, responding to
  them in a way that will give them confidence and
  peace of mind in you and YTB.
• In predominantly every situation we are able to
  satisfy the objections of a prospective account.
  Occasionally, there may be some objections we
  cannot overcome at this time. As a
  representative of YTB it is important to
  understand the current capabilities of this
  program.
• As a representative of YTB, you should never
  knowingly give misinformation. If you do not
  know the answer to a question, do not be afraid
  to say, I dont know, but I will be happy to
  check on that and get back with you.

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Presentation and Follow-up

• The YTB Home Office does not provide references
  from our active accounts. This is discussed in
  our Terms and Conditions on the Passport to
  Giving Application. DO NOT contact Home Office
  and ask for an exception.
• Do not share the names of any organization named
  on the Division Lists. The Active, Registered,
  or Do Not Call list is for your viewing only.

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Account Sign up and Management
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Account signup and Management

• Your responsibility as a Funding Specialist
• Have the account fill out the Application,
  located under the Account Management link in your
  Travel Portal. Please make sure the W-9 form, IRS
  Opinion Letter and Corporate Resolution Letter
  are included.
• Fill out the Website Customization form, located
  under the Account Management link.
• Fax the documents to the Home Office
  (618-216-4301).
• Activation of the account can take approximately
  5 business days.
• The account will be contacted via e-mail when
  their website has become active. You will also be
  copied on this e-mail.
• Help the account secure a custom URL if desired.
• Arrange the account activation meeting with the
  organization.

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Account Signup and Management

• Additional documents required with the
  application.
• W-9 If the organization does not have an updated
  W-9, they are able to print a copy from the
  internet.
• IRS Opinion Letter This letter is issued by the
  IRS when the non-profit is approved and provided
  a FEIN number. The IRS is recognizing the
  approval of the non-profit status.
• Corporate Resolution Letter This letter is
  written on company letterhead by a decision maker
  authorizing the purchase of the Booking Engine
  and payment for the initial fee of 499.95.
• You will find samples of these letters under
  the Account Management section from the Passport
  to Giving tab.

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Account Signup and Management

• After the Booking Engine for your account has
  been activated, there are three areas of focus.
• The first is Internal Travel
• In the Travel Portal, there is a memo the
  organization should send to all of their
  employees and volunteers. This memo encourages
  everyone internally to use the Booking Engine for
  all of their travel needs.
• Make sure you cover this during the activation
  meeting. Show them the memo and encourage them to
  send it to all of their internal staff! This memo
  is found under the Account Management link and is
  titled, Internal Travel Memo.

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Account Signup and Management

• Secondly, discuss Supporter Travel
• Let the organization know that the Home Office
  can create free marketing material for them
  customized with their name and travel site
  address. Once the Marketing Materials Order Form
  is filled out and submitted to the Home Office,
  the material will be sent to the organization
  within 5 business days. The material may be used
  as an insert for a magazine or newsletter or it
  may be used as a flyer or handout. This material
  can also be sent out via e-mail or as an
  attachment.
• If the organization chooses, they can print the
  document to be used as a flyer or handout. The
  organization will be responsible for the cost of
  printing or reproduction of marketing material.
• We also encourage the organization to have a web
  banner ad placed on the home page of their
  existing organizations website. We have web
  banner ads available under the Promotional Tools
  link in the Travel Portal, and again, this is at
  no cost to the organization.
• All sample marketing materials are located
  under the Promotional Tools tab.

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Account Signup and Management

• Lastly, cover Group Travel with the organization.
  Group Travel can create significant commissions
  for the organization.
• Go over the Group Travel Guidelines with the
  organization. If they meet the guidelines for a
  trip, the Group Travel Department at the YTB Home
  Office will quote and book the trip for them. If
  it is a group cruise, we can put the cruise on
  the Booking Engine under the Groups tab and we
  can create a marketing piece that they may send
  to their supporter/member base. There are Group
  Travel Request Forms located in the
  organizations Travel Portal under the Agent
  Tools link. These forms should be sent to the
  Home Office with their specific travel request
  for quoting purposes.
• Make suggestions of different group travel trips
  based on the type of organization you have signed
  up.
• The Group Travel Guidelines are located under
  the Group Travel heading in your Travel Portal.

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Account Signup and Management

• Follow -up with the account
• Regular follow-up is required to make sure there
  are no problems and the account is satisfied.
• Keep the account closely informed of new
  features, services and vendors.
• Contact them regularly to suggest special
  promotions and group travel ideas.
• Continually stay abreast of their goals and
  initiatives and remind them of what an asset our
  program can be.
• If your schedule will permit, offer to volunteer
  or help in someway.
• Follow-up is designed to build a true long term
  relationship.
• Ask for referrals, (this will give you new leads
  to organizations you may not have thought about).

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Overview of the Passport to Giving Program
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Overview

• Check all the Division Lists Active, Registered
  and the Do Not Call list before contacting an
  organization. DO NOT contact ANY account on ANY
  of these lists.
• Use only corporate created material provided for
  you under the Passport to Giving tab.
• Do not create your own material.
• No references are given to prospect accounts from
  our Active list. Do not contact the Home Office
  to ask for an exception.
• We do not deviate from the current Passport to
  Giving application. Do not request an addendum
  be created to accommodate an account.
• Do not call the Home Office during a presentation
  to ask questions.

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Overview

• Registrations are good for 60 days unless you are
  still working the account, then an extension can
  be granted for an additional 60 days. You must
  send a new Registration to the Home Office before
  the initial 60 days has lapsed.
• Activating an account takes approximately 5
  business days. The account will receive an
  e-mail from the Home Office once the account is
  active, with all the pertinent information. You
  will also be copied on this e-mail.
• Once the account is active it is your
  responsibility to conduct the activation meeting
  with the account. Cover the Booking Engine,
  Travel Portal, Internal Travel, Group Travel, and
  all marketing materials available to them.
• Keep in touch with the account on a regular
  basis. Keep them informed of great travel deals
  that come up and suggest group trips.

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Passport to Giving Support

• We hope you have found this interim training
  informative! Please complete the quiz and fax it
  to 618-216-4301 or you may submit it via email to
  passport2giving_at_ytb.com. You will be notified
  when the new training is available. At that
  time, you will be required to complete the new
  training and pay the training fee to remain
  certified in the Passport to Giving program.
• Please feel free to contact the Passport to
  Giving staff by emailing passport2giving_at_ytb.com.
  Thank you!