► Keys to Lobbying
by Greg Chesmore
Released October 5, 2005

1. Lobbying basics:
   1. Understand the players
      • Which party is in control of each house?
      • Where does each member of the party leadership stand on life?

   2. Know the overwhelming issues of the session
      • Budget tight? Then don't ask for money
      • Welfare reform? Watch for pro-life implications
      • Be astute so you can talk on other issues in conversations-be knowledgeable!

   3. Understand your life topic
      • Prepare for questions
      • Read up on your perspective and your opponents' points
      • Know the scoop-what people are saying

   4. Understand the process
      • Is there tension within the party?
      • Will leadership crack down on dissenters?
      • Is holding the caucus together a priority for leadership?
      • Will people be willing to challenge/overrule the speaker?

2. Personal contacts with legislators-the basics:
   1. Know something about the legislator you're meeting
      • Check legislative directory
      • Do you have something in common? College? Occupation? Kids? Civic group?
      • Build a relationship immediately rather than jumping into your issue
      • Lobbying friends is easier than lobbying legislators, so strike a rapport

   2. Know the legislator's voting record on pro-life matters
      • Is he consistent?
      • Has he bucked leadership or party pressure before?

   3. Never be rude or threatening
      • Be kind and gentle, yet firm
      • Legislators have egos that are easily bruised
      • If you rudely threaten, you burn bridges that take a long time to rebuild

   4. Be careful using religion
      • Some legislators will want to talk about faith or God
      • But let them bring it up

   5. Before the meeting, sit and think!
      • What do I want to accomplish? Set goals for the meeting
      • Tell the secretary how much time you'll need when you set up the meeting
      • Prepare copies of articles, memos, etc., to give to the legislator

   6. Stick to one item during the meeting, if possible

   7. Keep meeting short and to the point
      • Chit chat, but only briefly
      • Begin by saying, "I'm here to talk about..."

   8. Try to avoid mixing party politics with lobbying

   9. Be accurate!
      • Have your facts documented
      • If you don't know an answer, offer to search for the information and return with it later
      • Don't make up answers!

   10. Don't assume the legislator is well-educated on the subject
       • Most legislators are not well informed on life topics-they deal with too many other subjects
       • Take time to share important points and use your time to educate them

   11. Use personal stories when appropriate
       • Personal stories are very effective
       • If appropriate, bring along someone who has dealt with the topic firsthand (former abortion nurse, someone with a terminal illness, post-abortion mother, etc.)

   12. Thank legislators-especially pro-life legislators
       • Many pro-life legislators feel that they never get thanked
       • Tell them they are appreciated every chance you get
       • Build them up!

   13. Take time to mentally recap your meeting
       • Sum up meeting before leaving: "All right, this is what I'm hearing you say..."
       • Once you return to your office, do another recap
       • Did I say I'd get back to him on something?
       • Did I accomplish my goals?
       • Did I learn something important? If so, file it for future reference

   14. Write a thank-you note to the legislator, especially if it was a first meeting

3. Using constituents
   1. Lobby legislators directly during district visits and breaks
      • This can be very effective-small, organized meetings are best
      • Be sure to have a knowledgeable group spokesman
      • Always be sure your local lobbyists have the exact message you have

   2. Write letters
      • Always use a bill number
      • Handwritten notes are great, but typed notes and e-mails are also good
      • Keep notes short and to the point
      • Stick to one issue
      • Ask for an answer-this is very important
      • Ask supporters to send copies of responses to your central office

4. Mobilizing the grass roots
   1. Action alerts
      • Send out alerts to everyone only when something is serious
      • Avoid crying wolf
      • First hit action e-mail list, the rapid response list (via mail), then mass calling

   2. Grassroots contact of legislators is a lobbyist's backup
      • If calls or letters hit before you meet with a legislators, he will listen to you more and be more willing to take the action you request

   3. Provide fact sheets to grassroots activists
      • Keep it short-one page
      • Easy to understand-layman's terms
      • Give all the information they'll need-who to contact, address, phone, e-mail
      • Remember that you must always make things very clear

5. Three types of legislators
   1. Pro-abortion
      • Don't always count them out on some of the peripheral subjects
      • Some pro-abortion legislators may well be against assisted suicide

   2. Uncommitted
      1. Sincerely uncommitted
         • These folks want to "do the right thing," but ride the fence
         • They have questions-find out what's bugging them
         • Try to answer their questions and build trust
         • This group will usually be your swing group on votes

      2. Insincerely uncommitted
         • Their main concern is getting re-elected
         • These folks respond to one thing-pressure
         • Get the grassroots mobilized and don't give up!

   3. Pro-Life
      • Shore up your base before reaching out
      • Make sure they are with you first-meet with them first
      • Be sure they stay with you and not a compromise pro-life group (if one exists)
      • Make sure your leaders in this group are well-informed

6. Some other important points
   1. Don't threaten the legislator unless absolutely necessary
      • Threats must be rare
      • If you make a threat, you'd better follow through!

   2. Build relationships with legislators' staffs
      • Make them part of your team
      • Inform them, thank them, ask for their advice

   3. If possible, have a mole within the capitol walls
      • Watch for opposing groups' memos, news releases, changes in hearing times, the scoop around the capitol
      • Eyes and ears inside the capitol are worth a million bucks!

   4. To find key people to influence targeted legislators, check election contributors and campaign volunteers. These folks put the legislators in office.

   5. Be friendly at all times!
      • Remember the basic keys to any meeting
      • Firm handshake, always make eye contact, smile, relax, be competent

   6. Keep a file on each legislator and each bill you're working on

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