A: The most effective way to build membership is always through building a strong referral program. Have a shopper visit each member of your sales team to see if they do the following: ■Do they have a compelling referral presentation @ POS? Do they have professional collateral to support those efforts? ■Do they follow up with each new member they've sold in the first, second & third months to see how they're doing, and to find out who they'd like to bring into the club? ■Do they regularly generate referrals through other means inside the club? ■Do they ask each new member who they would like to add-on to their membership @ POS? ■Do they ask each new member where they work, and request an introduction to their HR Department? These steps are a great beginning to maintaining a strong sales pipeline within your club, and will kick-start your membership build whenever you focus on them.