Learn How to Enroll and Retain More Private Club Memberships in any Economic Environment! 

Who should buy this industry manual?

  • General Managers who have expertise in golf, food & beverage, or athletics and want to learn more about what really works and doesn't work in the sales and marketing side of the private club business.
  • Membership Directors who want to truly excel at their positions while greatly increasing their annual income.
  • Club Owners and Board Members that are looking for new ideas on how to increase their dues line without sacrificing their image or integrity.

The Complete Membership Director tells the story and walks you through the process of how I have personally sold thousands of memberships in private country clubs, city clubs, tennis clubs and athletic clubs in several different states over the past thirty years. It's not foolproof or guaranteed, only my experiences selling memberships for a living.

 

“As the GM of a private country club in the Atlanta area, George helped us increase our dues line by over 340% and brought in several million dollars in initiation fees. His comprehensive marketing strategy allowed us to be successful regardless of the economic climate or competition.”

David Spivey, CCM
Colleton River Plantation Club, South Carolina

“Over the past 10 years, I have periodically called upon George to obtain his expert advice on current membership marketing trends in the private club arena. His insight, knowledge and enthusiasm have been very helpful and productive in attracting new members to join the Club.”

Maury McDonnell
General Manager, Cartersville Country Club

 

In Part One - MEMBERSHIP MARKETING you will:
(click on the link above for the complete page by page chapter listing)

  • Learn the 1 overriding philosophy of what will make your club's marketing efforts truly successful!! Year Round!
  • Determine the make-up of your membership roster, the surrounding area and your club's current programs to sell more memberships and retain more memberships.
  • Discover detailed descriptions of 20 Lead Generating Programs that will fill your prospect funnel to the top with qualified leads, sell more memberships and retain more memberships.
  • Find out simple ways to create urgency with prospects and motivate them to get off the fence and join your club - when you need them the most!
  • Learn what collateral materials you really need and the formats they should be in.
  • Understand what membership types and fee structure will maximize club sales and retention.
  • Develop an extensive annual marketing plan, budget and monthly calendar to be used as your blueprint for success.
  • Find out the best strategies to get your marketing budget approved - year after year.

“During the past 25+ years in the private club industry, I have had the pleasure of working with George on numerous occasions. He is very adept at determining what a club needs, writing a specific marketing plan to reach or exceed those goals and coaching the club staff to execute the plan successfully.”

Janice Sloan
Managing Director
Georgia Alliance of Private Clubs


“I had the privilege to work with George for many years. He is a true professional with unbelievable energy and an expert in membership sales and marketing. He had the creative presence to consistently implement fresh ideas and techniques while maintaining the traditions of our clubs.”

Mario Campuzano
General Manager
City Club of Buckhead

 

Special Limited Time Offer!

CMAA and NGCOA members and all GIC (International) clients
will receive an additional 20% off including FREE Shipping.


An E-version of The Complete Membership Director is Now Available for Only $199.
Get Your Copy Sent Electronically Today!

 

In Part Two - MEMBERSHIP SALES you will learn:
(click on the link above for the complete chapter by chapter listing)

  • The #1 key to selling more memberships. My philosophy has been proven time and time again in clubs across the country.
  • How to conduct the perfect and most efficient club tour - which 11 questions to ask along the way, plus - when and where to ask them.
  • The absolute best 9 ways to follow-up with prospects, how often and how to get them to call you back and join!
  • Which 3 systems and 3 weekly reports are vital to your membership sales success.
  • To develop a punch list of the 50 most important items to have in your membership office.
  • 14 tips on how the most successful Membership Directors and General Managers work together as a team to exceed membership goals year after year!
  • The 35 components of an outstanding Membership Director Training Outline - broken down section by section, week by week. Easy to tailor to your particular club.

 

“Having been in the hospitality industry for nearly 20 years, my basis for comparison is broad. The marketing & sales program that George has incorporated to be responsive to the economy, have made it possible not only to achieve, but surpass our sales goals.”

Lenore Cicchese
Membership Director
Indian Hills Country Club


“Nobody knows this business better than George Thompson! I owe my longstanding career to George and would have been lost without him.”

Jan Parrott
Membership Director
Olde Towne Athletic Club

 

Many of today's club consultants haven't personally sold a private club membership in several years (if ever). Today's challenges, objections and membership priorities have to be learned the hard way - by being on the front line, actually dealing with prospects and members day in and day out.  The club membership environment has dramatically changed from five years ago or even last year at this same time.  The most successful Membership Directors are constantly learning, adapting and changing as they go.  If they don't, they simply aren't going to make it.  This manual is designed to give you those new ideas and programs that most clubs haven't dreamed of or maybe didn't have to think about in the past.  That was then, this is now.

 

In Part Three - MEMBERSHIP SERVICES & RETENTION you will:
(click on the link above for the complete chapter by chapter listing)

  • Learn the 3 critical steps to take with every new member so they begin using the club right away while telling all of their friends it was one of the best decisions they ever made!
  • Discover what 1 vital thing you miss when conducting group New Member Orientations and why it should only be a last resort.
  • See how short surveys, focus groups and "Clubs Within The Club" can do to "stop the bleeding" in economically challenging times.
  • Find a list of 26 ways to market to your members on an on-going basis.

 

“George combines his career knowledge with a driving passion for success to membership sales and management. Whether you are looking to improve existing program ideas, set up a new membership department or create a system to manage the process, George’s background and experience will provide a great resource for your club.”

Jim Collins, CCM
Past CMAA President, Georgia Chapter


“When I made the transition from a country club to a city club and became part of George Thompson’s team, I realized I had a lot to learn. Studying under George and using his approach to membership marketing, I have been able to open my mind and put into practice new prospecting concepts, membership offerings as well as marketing techniques which have resulted in successful sales efforts.”

Amy Fernandez
Club Manager
Futren Corporation

 

In Part Four - PERSONAL ENRICHMENT  you will:
(click on the link above for the complete chapter by chapter listing)  

  • Learn how to get the most out of your day - every day!
  • Discover over 13 valuable tips on time management and fitness.
  • Find out the 14 things to do daily during peak and non-peak work hours.
  • See why "Paying Your Civic Rent" is so important.
  • Learn my top 10 networking strategies for inside and outside the club.
  • Discover 9 ways to get along and work effectively with your fellow club department heads.
  • Uncover how 7 simple ideas work wonders when interacting with members to increase their trust and confidence in you.
  • Find out the best 8 ways to greatly influence the relationship you have with your immediate supervisor.
  • Identify 13 proven ways to improve your overall business etiquette, which will directly relate to your personal success.
  • Learn 10 tips that will prove to be invaluable to achieving your personal and professional goals including retirement.
  • Discover the top 10 ways to achieve the right "balance" in your life and career as a private club Membership Director.

 

“George and I both arrived at a private country club with substandard facilities and a very disgruntled membership at the same time. Me as GM and him as Membership Director. Thinking “outside the box”, George developed membership programs that doubled our membership and generated the capital to improve the club in all areas. Even in a struggling economy, the club remains financially successful with a very happy membership – thanks primarily to George’s marketing and sales expertise.”

Robert J. Kleimon
Retired


“George consistently offers creative solutions and ideas for our sales office to work within his network of private clubs to create unique offers, events and opportunities that have proven to be mutually beneficial for all parties with measurable results.”

Ginny Izydore
Director Atlanta Sales & Marketing
Reynolds Signature Properties

 

In Part Five - What I Learned From the Corner Drugstore!  find out:
(click on the link above for the complete chapter by chapter listing)

  • How this one company has stayed in business for over 170 consecutive years by doing the little things right - every time, all the time!
  • 3 tips for customer (member) name recognition.
  • Why getting to know your customers (members) and truly taking care of them is so important to keep them (and their children and their grandchildren) coming back (paying dues and referring new members) for years and years.
  • 3 extremely simple ways to retain and enhance employee's longevity with your club and their overall performance.

 

“I have had the pleasure working with George since 1993. His vast knowledge of sales, marketing and member relations, have made him a great resource for anyone in the private club industry.”

Wendy Gay, CHE
Director of Catering
Westin Hotel - Perimeter

 

Today, more and more successful business professionals rely on mentors and established industry veterans for new information, techniques and programs to get ahead.  Meeting and exceeding annual budget numbers at clubs is becoming increasingly difficult if not impossible.  They realize they need outside help. A new perspective on things. A new way to do things.  They need an advanced course on membership marketing, membership sales and membership retention.

This book provides all of that plus a whole lot more.

Sincerely,

George Thompson 

Special Limited Time Offer!

CMAA and NGCOA members and all GIC (International) clients
will receive an additional 20% off including FREE Shipping.


An E-version of The Complete Membership Director is Now Available for Only $199.
Get Your Copy Sent Electronically Today!