This article will discuss the following topics:
- Where to Find Leads in Global Link
- Using the Lead Management System
- Tips for Calling Hosting Leads
There is a training on helping to get to "YES!" here: In-Person Hosting Training: Getting to YES.
Where to Find Leads
Interested Host Families can be found in the Hosting Lead Management Section of Global Link here:
All Hosting Volunteers have access to this area - if you do not have access but would like to help with outreach to interested families (thank you!), please contact your TDS, Chair or Volunteer Coordinator today.
The Leads who appear in this section of Global Link have all expressed interested in hosting but are not yet linked to a specific student. These families might have filled out a Hosting Interest Form online, hosted in the past and expressed interest in doing so again, told us last year that they wanted to wait a year before hosting, or met a volunteer at an event and have started actively working on a host family application.
The Active Leads for your team should be the people most likely to host a student. If they are no longer interested or have become unresponsive, they should no longer appear in this section of Global Link (we can always add them back if their interest is renewed in the future).
Using the Lead Management System
For a handy video guide to using the Hosting Lead Management System in Global Link, please click here. Written instructions can be found here though please note some views have changed, but the basics are still the same. We hope to load updated instructions soon.
The Lead Management system is designed to log contacts with Host Family Leads so that all members of the Team can know the family's current level of interest. The system is designed around logging phone calls as we believe that is the best way to establish rapport with a hosting lead. However, sometimes communication can switch to email or text message exchanges and those can be recorded too. The system will prompt you to choose a time to try a lead again (or to request for a different person to follow up if you are unable). You will then receive an email reminder on the day of your scheduled call.
When using the system appropriately, a lead will be marked as "Not Reached" after three phone calls are not returned. You can still find the person in other sections of Global Link, but we want to be sure the people in the Lead Management System are those most interested in hosting, and an unresponsive lead is not demonstrating a lot of interest.
A family is no longer considered a Lead once linked to a student. Families who express interest only in Temporary or Event hosting will also not appear in this section of Global Link.
For any questions in using the Lead Management system, please reach out to your Team Hosting Coordinator and/or your TDS.
Tips for Calling Host Family Leads
Even though the purpose of calling and talking to people about hosting is getting them to say YES!, it is rare, surprising, and very precious if you can actually get people to say “yes” on the first call, especially if they haven’t hosted before and don’t know what AFS is about. Here are some tips and scripts for calling both AFS people and new people.
Before You Call
A few things to do before you call:
- Set aside uninterrupted time and create a comfortable and quiet environment for yourself.
- Have these talking points and the Overcoming Host Family Objections on hand when making your call so that you can refer to them.
- Remember, you are reaching out to begin forming a relationship - you do not need to have all of the answers. Instead be ready to share your AFS experience and to let them know you will follow up with them on any questions you can't answer immediately.
- Learn everything you can about the person in Global Link or even on Social Media. Do they have kids? Do you know what school they might attend? This background information will give you insight into how you can connect with the person and what questions or concerns they might have (eg an emptynester might want to know what it is like hosting with no kids in the house).
- If you are calling people not in the Lead Management system described above, look them up in Global Link to see if they have had any involvement with AFS previously.
- Review the Contact Log in Global Link to see if any recent calls were made to the person as well as any notes shared from those calls.
- Be yourself, relax, breathe deeply
Please don’t be frustrated if most callers say "no." Most people haven't thought about hosting an exchange student, so they might need time to come around to the idea. Most people take more than one contact (sometimes even 10!) before they say "yes." You are presenting them with a life-changing opportunity, so keep that in mind, count your successes, congratulate yourself, and learn from each call how to make the next one better. And enjoy the chance to meet and talk with lots of interesting new people as you go!
Making the Call
The goal of the call is usually to start building a relationship, to see if they know about AFS, and to invite them to be involved in our mission. If they are new to AFS, they might simply need information at this point. If they are already thinking about hosting, they might have questions or need reassurance before taking the next steps.
- Introduce yourself ("I"m a volunteer with AFS living in (city)") and give some sort of context for why you are calling if possible such as "Sue at the high school gave me your number," "I saw that you hosted one of our kids in the past," or "your daughter signed an interest sheet at a fair."
- Be sure to provide your local community name so the person knows you are local, which provides a personal touch.
- Then try to engage them in talking to build a connection. Some sample questions you could ask might be:
- How did you hear about AFS?
- I see that you have hosted an AFS student before, what was that experience like for you?
- Thank you for your interest in hosting an AFS student! Do you have any questions at this time?
- Be sure to PAUSE to give the person a chance to respond.
- Try to make some kind of connection with them; do you know the same people? what are their interests? are our kids the same age? Worst case scenario you can always make a funny comment about the weather just to let them know you're local.
- Be sure to ask about hosting:
- Have you ever thought of hosting an exchange student?
- Who do you know who might be a good host family for an AFS exchange student?
- Might you help me identify a great family for one of our students? (You could even talk about a specific student you are trying to place.)
Closing the Call
- If they seem interested but hesitant, you can tell them there are different types of hosting opportunities.
- If they aren't able to host this year, ask if you can call them again in the future or if they have any host family recommendations. You could also ask them to support AFS in a different way such as volunteering as a liaison, sharing AFS opportunities with their neighbors of friends, encouraging a young person they know to study abroad, etc.
- Agree to something that you can follow up on such as:
- Sending them an email with more information about what you discussed
- Sending them the profile of a specific student or two
- Calling them back in a week after they have time to talk about it with their household
- Sending them a host family application if they are excited to start!
- Connecting them with another volunteer or your TDS if they have questions you don't know how to answer
- Confirm their email address if that is how you will be doing your follow up.
- Thank them for their time and support of our mission.
After the Call
Unfortunately the call isn’t over after you hang up!
- Once you finish the conversation, send a follow-up email letting the person know it was great to speak with them and include any links to www.afsusa.org that may be helpful or any other information you promised to send. Even if you didn't say you would send them, include some student profiles! There are some helpful email templates in Global Link too.
- Be sure to log the call in the Global Link contact log or update it in Hosting Lead Management.
- Schedule a reminder for yourself to call the person back on the agreed upon time or in about a week if you didn't set a specific day.
Leaving a Voice Message
When reaching out to potential host families, you often reach voice mail instead – especially the first time you call. Here is a sample message you can leave:
"Hello this is _______ calling from AFS Intercultural Programs. I was calling because I know that (connection to AFS). I wanted to talk with you about AFS Exchange Students in your community. Please give me a call back at xxx. Thank you!"
- It's helpful to say your phone # or email slowly and then repeat yourself.
- Please record in the Global Link that you have left a voice message.
- Set up a reminder for yourself to call the person again in about a week.
- If you have an email address, consider sending a follow up email directly from Global Link with a similar message since people tend to be more likely to respond to emails:
"Dear ____, I left a voice message for you earlier today and wondered if it would be easier to connect via email. (establish connection why you are writing) Perhaps there is a good time for us to talk soon?
I am reaching out to you today to invite you to join the AFS community. That could mean hosting another student, encouraging teens you know to participate in AFS programs overseas and/or becoming a volunteer to support the AFS mission in any variety of ways. Thank you for giving it some thought!
If hosting again interests you - or if you might know a family who would be great for AFS - please note that we have a variety of students available, and I have featured a couple here:
Pareeya from Thailand is a wonderful young woman who enjoys studying the STEM subjects. Outside of school, she loves playing with her young cousin, spending time with friends and family, creating art (by taking photos as well as drawing), and working out. Her family is very close, and they love to travel, cook, and go to the movies together. Pareeya hopes that she will have a similar relationship with her host family in the USA. Going on exchange, Pareeya is excited to experience a new culture, new holidays, and new friends. She
cannot wait to arrive!
Davide from Italy is cheerful, friendly, and active. He is also mature, independent, and helpful. As the eldest of four siblings, Davide has lots of responsibilities; he helps his mother with the housework and takes care of his siblings sometimes. He is very determined and works hard to achieve his goals. In school he gets along well with his teachers and classmates. In his spare time Davide likes to play sports like soccer and golf and hang out with his friends. He can't wait to experience life in a new environment and make lots of new friends!
Thank you for your support of intercultural exchange; I look forward to hearing from you!"
Thank you for your help in contacting host family leads! Even if you don't get a "YES!" right away, remember there are other successes, such as:
Early in the process, a genuine “maybe,” “I’ll think about it,” or “I’ll talk it over with the family” is great! When you start, success is finding people who are even a little bit interested and open to learning more.
Success is also getting referrals to people who might make good hosts, including their phone number and permission to use the name of the person who made the referral in the first place.
Ultimately, success requires follow-up, providing your leads with the information they need, and keeping up contacts with them until they say "YES!." Along the way, you may want to introduce your prospects to someone a lot like them who’s hosted successfully before, or a volunteer who’ll be their support, or both. Send them a Link to the AFS website, a team newsletter, or an article to show your continuing interest and remind them about AFS.