At first, James Knott Jr. didn?t realize the advantages of joining the National Association of Industrial and Office Properties? Maryland Chapter.
But now, six years later, Knott, 30, senior vice president of James F. Knott Realty Group in Timonium, points to the networking, educational and legislative benefits of NAIOP membership.
“There?s an exclusive membership of top real estate individuals,” Knott said. “I?ve developed relationships through NAIOP that, had I not been a member of NAIOP, would have taken many, many years to create.”
Trade associations like NAIOP are looking for more members like Knott ? accomplished, involved and, most of all, young.
A large percentage of the leadership of these organizations is approaching retirement age, but the groups aren?t seeing an influx of new, young members to replace outgoing leaders.
To reverse the trend, most associations have lowered membership dues and are focusing efforts on conveying to prospective members the professional advantages of getting involved, said Tom Shaner, of the Baltimore-based Joseph E. Shaner Co., which specializes in managing trade groups.
“You can?t simply collect dues and put out a newsletter,” Shaner said. “The members want value, they want a return on their dollar.”
While many trade associations place an emphasis on legislative issues affecting the industry, prospective young members want to see more from their membership dues, which can cost several hundred dollars.
“As a group, you might say, ?Our legislative work has saved you $10,000 in licensing fees,? but that?s not tangible to prospective members,” Shaner said.
NAIOP this year established a “Developing Leaders” program to identify and recruit new, young members.
The group has identified more than 140 prospective members who have attended group events but haven?t become principal members.
While a principal membership to NAIOP costs $920, NAIOP is offering people 35 or younger membership for $175.
“In the economy today, people will come to events, but they won?t sign up as individual members,” said Dianna Wilhelm, of Wilhelm Business Enterprises in Annapolis Junction and chair of NAIOP-Maryland?s membership committee.
Generational differences have also affected membership activity, said Greg Melia, vice president of member relations of Washington-based ASAE & The Center for Association Leadership.
“The younger generation recognizes that their employment path will likely be different than their parents,” Melia said. “It?s unlikely they?ll stay with the same company, or even in the same field, for their whole career.”
