There are three components to every sales call, and Brothers, we are going to have to sell all of the wonderful benefits of becoming a Mason. The three are 1. Opening 2. Presentation, and finally 3. Closing.
In the opening, one must pique the interest of the prospective candidate. Examples could be, "I sure enjoy lodge," "I really had a lot of fun at lodge the other night," even "Have you ever considered becoming a Mason?" etc.. These should be leading questions to bring out some interest in the candidate.
Second, is the presentation which is the educational process of explaining who we are and what we do and answering ALL questions that the candidate may have, to his satisfaction.
Finally, the close ( I think the most important part ) which is the process of telling him in any respectful and friendly manner that you would like to bring him a petition. Better is to ask when you may bring a petition and that will force him to give you any objections, if he has any. If so, go back to answering any questions, and assume that he is going to join. If we don't have a petition to present to lodge, we don't have a prospective new member.
Brother Richard L. Crane
November, 2000