I. With every new person you meet ask, "Are you a veteran?” and "Did you serve overseas?” You can immediately establish a common bond and confirm their eligibility.


II. Have every member, old and new to complete a list of eligible family members and friends. Often, they have never been asked.


III. Always visit a prospective member in person. Calling and writing are great campaign tools, but nothing works better than a handshake and eye-to-eye contact.


IV. Always carry an application and a membership brochure. Insist that everyone on your team carry them too. It is hard to recover a lost opportunity.

VI. Do not overlook lapsed members. Their circumstances may have changed and they are ready to return.