ACORN

Association of Community Organizations for Reform Now

DOORKNOCKING BASICS
Some of the roles of an organizer are:
o hel! !eo!le steer their anger towar" the system into collecti#e action
o recruit new mem$ers for the organization%s greater !olitical !ower
o gi#e !eo!le a sense of their own !ower
o listen to their stories
o raise the e&!ectations of what !eo!le shoul" feel they shoul" get
o !aint a clear !icture of who the enemy is
o organize to hol" cor!orations an" the go#ernment accounta$le to low ' mo"erate income !eo!le
o $ring in e&tra re#enue to the organization
o !lant the see" for further social (ustice
o i"entify mem$ers with lea"ershi! !otential
O#er#iew
Door)noc)ing is a gi#e*an"*ta)e !rocess of:
+istening: the )i"s "on%t ha#e any !lace to !lay may mean the issue is that there is no !ar) in the
neigh$orhoo",-
.ersua"ing: /Of course- one !erson alone can%t fight City 0all- $ut if we ha#e a grou!12
As)ing: /3ill you (oin4 3ill you come to the meeting4 3ho "o you )now that woul" $e
intereste" in (oining- too42
here is a lot to accom!lish in those few minutes at the "oor an" insi"e the house5
Behin" e#ery "oor is a stranger who !ro$a$ly has ne#er ha" any !ersonal contact with an organization5
6or that $rief !erio" of time- the organizer is the organization5 he im!ression we want to lea#e is one
of an effecti#e- "emocratic grou! not ma"e u! of strangers- $ut of their neigh$ors5
7nthusiasm is infectious8 the more you con#ey it- the more li)ely you are to get it $ac)5 he !ower of
suggestion is great- as well5 9ou want to )ee! the con#ersation mo#ing along an" gaining !ositi#e
momentum5 One im!ortant way to "o this is to as) :uestions an" ma)e statements that elicit !ositi#e
res!onses5 6or instance- rather than as) if they%#e hear" of ACORN- which often gets a negati#e
res!onse- you can say- /9ou%#e !ro$a$ly seen on tele#ision or rea" in the !a!er a$out the wor) ACORN
has $een "oing to get #acant lots cleane" u!-2 or /A lot of your neigh$ors ha#e (oine" the organization
to fight to get the !ar)s cleane" u!52
he more agreement you create in the con#ersation a$out issues the community nee"s to organize
aroun" an" "o something a$out an" the nee" for e#eryone to (oin in- the greater the chance that the
in"i#i"ual with whom you are s!ea)ing will $e willing to assume res!onsi$ility for ta)ing action him or
herself an" (oining u!5 he ra! is structure" to elicit a series of !ositi#e answers to $asic :uestions
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a$out what ACORN is "oing an" why they shoul" get in#ol#e"5 .eo!le shoul" $e no""ing their hea"s
the whole way through- agreeing- an" a""ing their own concerns an" issues5 he ra! is "esigne" to get
!eo!le to tal) themsel#es into (oining a multi*issue- multi*racial organization in their own neigh$orhoo"
that is fighting for social an" economic (ustice5
7#ery "ay we "oor)noc) for at least three hours for new mem$ers- an" it is easiest for !eo!le to (oin on
the $an) "raft5 In that time an organizer shoul" )noc) on =>*?> "oors- get insi"e at least @ homes- an"
sign u! at least < mem$ers5
Structure of the Door)noc)ing Ra!
3e "oor)noc) to:
;5 6in" goo" issues
<5 6in" angry an" concerne" !eo!le
A5 Sign u! new mem$ers
/Ra!2 is short for ra!!ort5 he ra! is a gui"eline for a con#ersation that is structure" to get a !erson
tal)ing an" get them in#ol#e"5
he ra! has ? !arts:
;5 INRODBCION: G7 IN 07 DOOR
Intro"uce yourself an" tell the !erson at the "oor what ACORN is5 If the !erson "oesn%t trust you
enough to let you in the "oor- they won%t (oin u!- so let them )now you are here to tal) a$out
neigh$orhoo" issues an" as) them if they are concerne" a$out them5
o ma&imize your chances of getting in:
S!ea) clearly
Be $rief an" concise
Caintain goo" eye contact
Bse an" issue
7&am!le: /0i- my name is Sarah5 I%m an organizer with ACORN- the grou! here in the neigh$orhoo"
that is fighting to get the #acant lots cleane" u!5 Is that something you want4 Goo"5 I nee" to come in
an tal) with you a$out this52
<5 ID7NI69 07 ISSB7S: ASK O.7N*7ND7D DB7SIONS
he !oint here is to G7 07C A+KING5
Sam!le :uestions:
0ow long ha#e you li#e" in the neigh$orhoo"4
0a#e you seen many changes4
0ow long has that $een a !ro$lem4
3hat other !ro$lems "oes it create4
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Really listen to what they are saying an" try an" imagine how you woul" feel in their situation5 If your
chil"ren ha" only one !lace to !lay an" it was in the mi""le of a street with s!ee"ing cars- woul" you $e
worrie"4
his section is the $ul) of the ra!- a$out ;> minutes5
A5 .O+ARIE7: DIR7C 07IR ANG7R A A ARG7
his is where you !oliticize the issue5 As Saul Alins)y wrote- it is e#ery organizer%s "uty to /ru$ raw
the sores of "iscontent52 Duestions can inclu"e:
Don%t you thin) you !ay enough ta&es to get the lot cleane"4
Does the mayor ha#e #acant lots in hisFher neigh$orhoo"4
3hy "o you thin) they "on%t care a$out this !ro$lem4
3oul" rich fol)s !ut u! with this in their neigh$orhoo"4
3hat%s it gonna ta)e to get the city to treat you with the "ignity an" res!ect you "eser#e4
=5 SO+BION: ASK 30A 079 0INK S0OB+D B7 DON7 ABOB I
3e "on%t ha#e to ha#e answers to all the !ro$lems in the neigh$orhoo"G(ust as) them what they thin)
shoul" $e "one a$out itH his is our o!!ortunity to $egin to $uil" a #ision of what they an" their
neigh$ors can "o if they get in#ol#e" an" ta)e action fight for the solution they (ust tol" you a$out5
Stress that fol)s are concerne" an" they are (oining u!- an" that the grou! is a$out action5 9ou can tell
them how ACORN won on other issue or show them !ress cli!!ings5 If you use some cli!!ings- ma)e
sure they%re eyes stay with you an" not with the cli!!ing5 ell them $riefly a$out it- $ut stic) to their
issue an" the solution5
?5 C7CB7RS0I.: SIGN 07C B.
As) three !ositi#e :uestions:
Do you want to ta)e care of the !ro$lem4
Do you thin) if we ha" a grou! we coul" ta)e care of the !ro$lem4
Do you want to $e a !art of the grou! that is wor)ing to ta)e care of the !ro$lem4
If they answer yes- then e&!lain what the "ues areGI;>*IA> a month5 7&!lain what the "ues are use"
forGflyers- monthly meetings- rent- !hones- renting $uses to ta)e the mem$ers to actions- etc5 ell them
our mem$ers !ay their "ues through their $an) accounts- an" that it%s whate#er they are comforta$le
chi!!ing in: some mem$ers !ay I<> a month- some !ay more- some !ay less5 0an" them the car"- loo)
them in the eye- !oint out on the car" where they shoul" fill it out- an" then B7 DBI75 Resist the
tem!tation to )ee! tal)ing5 Get a #oi"e" chec) or "e!osit sli! to #erify the account num$er5 If they
"on%t ha#e a chec)ing or sa#ings account get the "ues in cash5 If they hesitate- as) them if they want to
see their issue a""resse"- remin" them it%s whate#er they woul" li)e to !ay an" it wor)s if e#eryone
!artici!ates5
After they ha#e (oine"- as) for names an" num$ers of neigh$ors who might $e intereste" in (oining5 If
they gi#e you one- as) if they%" ha#e a minute to go o#er to that house with you an" s!ea) with that
!erson5 ell them we will call them a$out a meeting an" someone will $e $ac) to #isit soon5 Get them
to commit to a tas) to hel! ma)e the grou! grow- such as "oor)noc)ing with you- ma)ing !hone calls-
"istri$uting flyers- !etitioning- etc5
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rou$leshooting
If the !erson says they:
Don%t ha#e a chec)ing account or I;<>5
Remin" them of what they sai" a$out the !ro$lems an" let them )now !eo!le are organizing now an"
that to"ay is the "ay that we are on their $loc) an" signing !eo!le u!5 If they are still non*committal-
see the section $elow on the /As) hree imes Strategy2 for more a"#ice5
0a#e to thin) a$out it5
Generally- this is in in"ication that you "i" not listen well enough- you forgot to !olarize them- or you
"i"n%t $uil" a #ision using their issue an" their solution5 Remin" them of all the !ositi#e things they
alrea"y sai"5 9ou can also show them some news cli!!ings or tell them a$out ACORN actions on
similar issues that we won $ecause !eo!le li)e them care" enough to get in#ol#e"5
Are too $usy to tal)5
Res!on" that !eo!le are forming a neigh$orhoo" grou! right now to fight a$out Jname some issues that
you ha#e hear" from other !eo!leK an" as) them if they are concerne" a$out that5 If their answer is
!ositi#e- tell them to"ay is the "ay we%re coming "own their $loc) an" it will (ust ta)e a cou!le of
minutes5
Don%t ha#e enough time to get in#ol#e"5
+et them )now that !eo!le !artici!ate in "ifferent ways an" not e#eryone can come all of the time- $ut
what matters most is that e#eryone (oin5 If they can%t come to a meeting then may$e they can ma)e
!hone calls or flyer their $loc)5 An" if they can%t "o that- at least they )now their "ues are going to
su!!ort the organization that is fighting for their issue an" that the !oliticians an" other targets )now that
hun"re"s of families ha#e (oine" as mem$ers $ecause they care5
hey%#e trie" to organize $efore $ut it "i"n%t wor)5
As) what they "i" an" e&!lain how what ACORN "oes is "ifferentGwe !ersist- use "irect action tactics-
are a large an" res!ecte" organization alrea"y- etc5 Show them some cli!!ings or tell them a$out a
successful ACORN action5
he )ey in all of these situations is to res!on" !ositi#ely to their hesitance or "ou$t5 heir :uestions-
s)e!ticism- an" concern ma)e sense5 3or) with them to answer their :uestions an" o#ercome their
reser#ations5 Remem$er that mem$ershi! is a$out $uil"ing !ower through their !artici!ation- not a$out
money5 he more you stress a$out how e#eryone is e&cite" a$out getting together an" ta)ing action-
an" that this is their o!!ortunity to ma)e a "ifference- the less time an" effort you will ha#e to s!en"
negotiating whether or not they can affor" to (oin5
Basic S)ills
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Bsing $asic s)ills ena$le us to $e effecti#e at our (o$5 hey ena$le us to reach many !eo!le- !oliticize
them- an" in#ol#e them in $uil"ing mass*$ase" organization of low* an" mo"erate*income !eo!le to
fight for greater social an" economic (ustice5 Basic s)ills are the tools we use to ma)e our (o$ easier5
;5 797 CONAC con#eys trust- integrity- an" confi"ence8 hol"s attention8 allows you to watch their
res!onse5
<5 COBC0: 3e nee" to tal) to !eo!le5 he only way !eo!le rela& an" tal) is when they are seate"
with you in their homes5 Bnless you get in the "oor- you won%t ha#e their attention an" it will $e
har"er to sign them u!5
A5 R76+7CIL7 +IS7NING: In or"er to get !eo!le tal)ing a$out their issues are an" what they are
angry a$out- we ha#e to as)5 Cost !eo!le are ne#er as)e" what their concerns areGcity officials
tal) at themGso when we as) !eo!le see that ACORN is "ifferent5 Also- when !eo!le are tal)ing-
you can tell from their res!onses what they thin) a$out getting organize"5 It is much easier to sign
!eo!le u! when they are tal)ing5 As) :uestions that re:uire !eo!le to tal)Gstay away from
:uestions that only get a yes or no answer5
=5 KISS M)ee! it short an" sim!le,: 3e are often at their "oor at "inner time- unwin"ing from wor)
time- ha#e chil"ren to watch o#er- etc5 .eo!le are $usy8 )ee!ing it short is a courtesy5 he
"iscussion of !ro$lems an" solutions shoul" $e short an" sim!le so !eo!le can un"erstan" it5 Cany
!eo!le feel alienate" $ecause they thin) only e&!erts or !eo!le with formal e"ucation can sol#e our
society%s !ro$lems5 One of our !rimary reasons for going "oor*to*"oor is to get !eo!le off the fence5
In#ol#e them5 3ith the issue- the !olarization- an" the solution in sim!le terms- they are a$le to see
things clearly an" ta)e a stan"5 So- stic)ing to the ra! an" )ee!ing it short an" sim!le ena$les us to
reach !eo!le more effecti#ely5
?5 BANK DRA6: Dues ena$le us to in#ol#e !eo!le as mem$ers8 you only get what you as) for8 it
trains us to $e organizers e#ery "ay Man" not sur#ey ta)ers,Gwe are gi#ing !eo!le a ra! an" as)ing
them to $ecome in#ol#e" in a s!ecific way an" "efining s!ecific solutions5 Ban) "rafts !ro#i"e us
with a stea"y source of monthly income- there$y ensuring our sur#i#al5 It is easier for our mem$ers
than ma)ing large !ayments MIA>- or IN> or ;<>, at one time- so they are more a!t to (oin5
hese $asic s)ills will ena$le us to $ecome s)illful communicators an" successful organizers5
Secon"ary S)ills
0ere are some more s)ills that are #ery hel!ful in $ecoming a successful organizer:
6le&i$ility:
Be a$le to analyze each !art of your ra! an" mo"ify any !art of the ra! that is not effecti#e5 3hen you
are at the "oor- $e a$le to feel natural with the ra!5 A fle&i$le organizer is one who can a!!roach many
"ifferent !ersonality ty!es an" mo"ify the ra! to match each !articular !erson5
.acing:
+oo) at the num$er of contacts you ha#e !er hour5 If un"er si&- mo#e faster an" shorten your ra!5 If
o#er fifteen- analyze what you are lea#ing out of your ra! Mi5e5 strong !ro$lem "iscussion- !olarizing-
solution- mem$ershi!,5 Don%t s!en" a$un"ant amounts of time with !eo!le as)ing :uestions an" tal)ing
if they ha#en%t e#en let you in their house5 Once insi"e- )ee! it short an" sim!le5 ACORN is a$out
action- not tal)5
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.en Control:
Do not let the !erson fill out the mem$ershi! car" until they un"erstan" that we are a "ues*!aying
organization5 Ca)e sure they un"erstan" the $an) "raft- too5
Ca&imizing:
3hen you are "oing a #isit- ma&imize their contri$ution5 Start with the $an) "raft for mem$ershi!5
.eo!le who $elie#e in the i"ea of organizing to $uil" !ower an" ha#e communicate" su!!ort want to
(oin5 A strong !otential mem$er will not tell you to go away sim!ly $ecause you ha#e as)e" for money5
hey will (oin $ecause you ha#e e&!laine" a nee" to "o so5 If you ha#e communicate" a sense of
urgency to them- $an) account num$ers an" money will not $e an issue5 If they "o not o!t to (oin on a
$an) "raft- as) for I;<> an" wor) your way "own MIN> for N months- I=> for = months, from there- only
after they refute each re:uest5 Don%t ta)e I;> cash- or that is all you will get5
one of Loice:
3or) on inflection of im!ortant !arts of your ra! to )ee! from soun"ing monotone5 Also- "on%t en" a
statement in a high toneGit soun"s li)e a :uestion an" ma)es you soun" less confi"ent5 If you are
ha#ing a !ro$lem with this- a"" the wor"s /"amn itH2 in your min" to the en" of e#ery sentence to get
the right inflection5
Cirroring +anguage:
If the !erson you are tal)ing to a!!ears to $e less informe" a$out !olitical !rocesses- a#oi" wor"s li)e
/legislati#e2 an" "etails li)e what !erson in what city "e!artment is res!onsi$le for what5 Bse wor"s
an" !hrases in your ra! that are short- clear- an" to the !oint Mi5e5 /3hat if we marche" into the mayor%s
office with ?> !eo!le an" signs an" a $ullhorn an" "eman"e" money to fi& u! the recreation center42,
.ositi#e +anguage:
Bse !ositi#e wor"s li)e /winning2 instea" of /trying2 will ma)e you soun" more confi"ent5 In the
mem$ershi! !art of your ra!- use !hrases such as- /.eo!le (oin on the $an) "raft2 instea" of /If you%"
li)e to (oin52 .eo!le will $e more li)ely to (oin when you communicate confi"ence5
Assume Su!!ort:
7#ery time you a!!roach a "oor- regar"less of what you see on the outsi"e- en#ision a frien"ly !erson
who li)es the i"ea of organizing to sol#e neigh$orhoo" !ro$lemsH 7#en if your last encounter was not
successful- if you )ee! going at a stea"y !ace you will fin" the !erson that is waiting to (oin an
organization to fight for im!ro#ements in their community5 An"- if the !erson lets you in- you )now
they%re intereste" in what you ha#e to say- SO SA9 I 3I0 CON6ID7NC7 AND G7 0OS7
C7CB7RSH
Attitu"e an" .ers!ecti#e:
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hin) of the reasons that you ha#e "eci"e" to $e a community organizer5 hin) of the hun"re"s of other
ACORN organizers aroun" the country out )noc)ing on "oors at the same time you are5 hin) of what
woul" ha!!en if we ga#e u!H hese are ways of $oosting your energy from "oor to "oor an" )ee!ing
you moti#ate"5 he !otential mem$ers you meet e#ery night are moti#ate" $y your energy an"
enthusiasm5 Realizing our goals in new mem$er recruitment are #ital to $uil"ing a mass*$ase"
organization of wor)ing !oor !eo!le- an" $y channeling our energy an" commitment to social an"
economic (ustice to the !eo!le we meet e#ery "ay- we can accom!lish these goals an" 3INH
Success 6ormula for Door)noc)ing
AIBD7: A !ositi#e attitu"e- a sense of urgency- com!lete self res!ect- an" self*confi"ence are )ey
life s)ills1 an" O>P of the (o$ of organizing5 hese attitu"es !ro(ect action5
S7+6 DISCI.+IN7: Set a fair an" reasona$le "isci!line line- achie#e an" maintain it5 .eo!le that we
encounter in the fiel" nee" us to set clearly "efine" goals for them to shoot for Meg5 !aying "ues to (oin-
coming to a meeting or action- !assing out a s!ecific num$er of flyers- getting a signature on a "eman"-
etc5, Set achie#a$leF"oa$le goals for yourself also an" lea" yourself to $eing a $etter an" more effecti#e
organizer5
0BCAN SKI++S: Our challenge is to $uil" an organization of- for- an" $y low* an" mo"erate*income
!eo!le that grows an" !ros!ers5 o $egin this- we nee" to $e sensiti#e to the nee"sGthe self*interestG
of the !eo!le we organize5 6acilitate the remo#al of $arriers Mie5 L- chil"ren- !hone- etc5,- get in the
"oor- relate to them Mha#e you li#e" here long- I un"erstan"- that%s terri$le1,- zero in on the !ro$lem
they are tal)ing a$out an" the solution they want to see ha!!en- an" relate organizing to themH
A7NION O D7AI+S: Kee! the inanimate "etails un"er control5 Be on time5 6ocus on goo"
ma! s)ills- mem$ershi! lists- an" "oor)noc)ing sheets5 Kee! your cli!$oar" well*stoc)e" an" in or"er5
Be !re!are" for the weather5 3ater- snac)s- hat- etc5 are "etails of a well*!re!are" organizer5 Allow
your hourly- "aily- wee)ly- an" monthly stats to $ecome an" inanimate "etail of your (o$ so you can ste!
outsi"e of them- "o some o$(ecti#e analysis- an" use your s)ills5 An organizer with the "etails co#ere"
is inately un"er control an" confi"ent5
0an"ling Other Concerns
CONC7RN SO+BION
he tele#ision is on an" they are loo)ing at it
instea" of you5
As) them to turn it "own or off5
he !erson is silent5 As) :uestions that re:uire more than a yes or no
answer5
he !erson feels uncomforta$le or em$arrasse"5 Remin" them that you really want to )now his or
her o!inion5
9ou nee" to go to the $athroom5 As)5
9ou feel uncomforta$le5 +ea#e5
hey go off a$out a !ersonal concern5 Ac)nowle"ge their concern- as) them a$out
neigh$orhoo" issues5
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Do%s an" Don%t%s
DO DON%
Intro"uce yourself- as) to come insi"e- an" stic) to
your ra!5
Get off trac)- $e ru"e- or show your frustration5
Gi#e e#ery !erson an o!!ortunity to (oin5 Cention an u!coming meeting $efore as)ing for a
mem$ershi!5 If you "o- it is too easy for them to
say they%ll come to a meeting an" then "eci"e5
Sit "own- rela&- an" get right out when $usiness is
o#er5
S!en" more than ;? minutes with anyone5 If
they%re not !ic)ing u! on issues- a!!ear
"isintereste"- refuse to (oin- etc5- "on%t waste your
time5 If they%#e (oine"- get out there an" sign u!
their neigh$orH
6ocus on their role as a mem$er5 6ocus on your role as an organizer5
Kee! your goals an" stan"ar"s in min" an" shoot
for them as a minimum5
7&!ect e#eryone to (oin5
Kee! it sim!le an" within the !erson%s e&!erience5 Bse /$ig wor"s2 or swam! them with $ureaucratic
"etails that will alienate them5
Get !eo!le to ta)e some ownershi! when they (oin5 Ca)e the organization soun" smaller than it is5
Go home with at least one mem$er5 +ea#e the neigh$orhoo" without a mem$erH
.ositi#e +anguage an" /Bullets2
he most successful organizers ha#e a short- sim!le ra! that uses !ositi#e- asserti#e language5 Choose
wor"s that soun" confi"ent- an" use acti#e rather than !assi#e #oice to ins!ire others5
By )ee!ing your answers to to :uestions short an" straightforwar"- you can $e more effecti#e an"
assume su!!ort5 hese /$ullet2 res!onses are easy to remem$er5 0ere are some e&am!les to hel! you
fin" $etter ways to answer most coming :uestions:
3IC.9 .OSIIL7
/3e%re trying to get mem$ers to (oin our
organization52
/6ol)s are (oining ACORN to sol#e local
!ro$lems52
/3e%re tal)ing to !eo!le a$out !ro$lems with your
lan"lor"52
/9ou%re neigh$ors are getting together to fight for
re!airs in the $uil"ing52
/3oul" you $e intereste" in tal)ing to me42 /Can I come in42
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/3e%re loo)ing for I;> !er month for mem$ershi!-
if you thin) you can "o it52
/Our mem$ers !ay "ues5 Dues are !ai" through a
chec)ing or sa#ings account5 he "ues are
whate#er you woul" li)e to !ay8 some mem$ers !ay
I<> a month- some !ay more- some !ay less52
/3e%re as)ing the city to im!ro#e the streets aroun"
here52
/3e%re "eman"ing $etter streets52
/Do you thin) you%" li)e to may$e $e a mem$er of
ACORN42
/Do you want to $e a !art of this42
7&am!les of $ullets:
3e nee" money to organize an" fight the city- that%s why our mem$ers !ay "ues5
he more mem$ers we ha#e- the more !ower we ha#e to win in our fight5
No !ro$lem- most mem$ers "o the $an) "raft $ecause the first I;> "oesn%t come out for =? "ays-
$ut your mem$ershi! starts to"ay5 So- "o you want to "o start your mem$ershi! now4
SA7C7N BB++7
/Now%s not a goo" time for me52 /It will only ta)e a few minutes5 Can I come in42
/I%m mo#ing52 /If the neigh$orhoo" was cleaner an" safer woul"
you stay42
/I%m alrea"y a mem$er of my $loc) watch52 /hat%s greatH Do you thin) there%s a nee" for
larger- neigh$orhoo"*wi"e organization to "eal with
some of the $igger !ro$lems that affect e#ery$o"y
in the area42
/I nee" to tal) to my wifeFhus$an" first52 /3ell- your wifeFhus$an" woul"n%t $e against
$etter schools- woul" they42
/I "on%t ha#e any !ro$lems with any of my
neigh$ors52
/Is there anything you%" li)e the city to $e "oing
"own here42
/Can you come $ac) later42 /I%m only your $loc) to"ay5 Can I come in42
+e#els of Agreement
One of the most im!ortant goals of organizing is to get the !erson you are tal)ing to get as in#ol#e" as
!ossi$le5 he strategy we use to "o this is calle" "e#elo!ing le#els of agreement5
It starts with your own attitu"e- $efore you get to the "oor5 In a""ition to using the $asic s)ills- you nee"
to s!ea) to e#eryone you meet as if you alrea"y )new they agree with us that it is necessary for them
an" their neigh$ors to organize5 Assuming su!!ort is critical5 Remem$er that !eo!le ha#e issues in
their neigh$orhoo"s- $ut often "on%t )now how to confront them5 heir le#el of su!!ort "e!en"s on
your a$ility to $uil" a #ision for them of collecti#e action through organizing- an" sharing your
commitment to ma)e that ha!!en5 So as successful organizers we nee" to s!ea) confi"ently an" assume
su!!ort5
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he first le#el of agreement is when the !erson lets you insi"e their house5 As) to come in as if it is the
ne&t natural thing to "o in your con#ersation5 3hen a !erson lets you in- it lets you )now they are
intereste" in sharing their issues with you an" in hearing what you ha#e to say5
After s!ea)ing a$out !ro$lems an" solutions you can gain another le#el of agreement to confirm their
su!!ort5 .ause an" as) a rhetorical :uestion li)e- /So you%re saying if we got a grou! of !eo!le together
we coul" ma)e some changes aroun" hereH2 or /hat ma)es sense- rightH2 Be sure to a#oi" a normal
:uestioning toneGit sa!s your confi"ence an" the !erson%s confi"ence that you )now what you are
tal)ing a$out5
3hen you as) them to (oin- as) them for the $an) "raft5 As) them to fill in the $an) "raft as if you if
you e&!ect them to "o it without hesitation- an" always "o it at the en" of you ra!5 It shoul" $e the last
wor" out of your mouth5 hen $e :uietG"on%t say a wor" until the !erson s!ea)s first5 Gi#e them time
to thin)- or you will un"ermine all of the le#els of agreement you "e#elo!e" throughout your ra!5
3e nee" not only money to accom!lish our goals- we nee" many mem$ers who are rea"y to come to
meetings an" actions an" run them- )noc) on their neigh$ors "oors- ma)e !hone calls- !ass out flyers-
get !etitions signe"- an" more5 hese are the !eo!le that hol" !oliticians- $ureaucrats- an" cor!orations
accounta$le to low* an" mo"erate*income !eo!le5
6inally- ma)e sure an" as) your mem$ers to hel! in one of the tas)s outline" a$o#eGes!ecially ta)ing
you to meet a neigh$or who is a hot !ros!ect to (oin the grou!Gan" let them )now what the ne&t
ACORN e#ent coming u! in their neigh$orhoo" is5
ABC Doors
Ca&imize your new mem$er recruitment in any turf $y categorizing each contact as eith an" A- B- or C
"oor5
7ach !erson we contact is an in"i#i"ual- an" shoul" $e treate" as such5 0owe#er- there are generally
three ty!es of contacts:
A5 6ire"*u! !eo!le who want to (oin
B5 6ence*sitters who su!!ort the i"ea of organizing $ut are unsure of whether they want to (oin
C5 .eo!le who are not intereste"
A Doors:
hese fire"*u! !eo!le who want to (oin are o$#iously the $est ty!e of contact5 By using the $asic s)ills
we can increase the num$er of contacts who classify as an A "oor5 A short an" sim!le ra! which is
urgent an" assumes they want to (oin will turn someone from a B "oor to an A "oor "uring the ra!5
B Doors:
Getting mem$ershi! from B "oors is #ital in increasing ACORN%s mem$ershi! $ase an" organizational
!ower5 hese contacts ha#e issues an" agree with the i"ea of organizing with their neigh$ors- $ut they
feel "isem!owere"5 3e nee" to em!ower them5
Buil" a #ision: Ca)e these !eo!le realize that change is !ossi$le only if !eo!le get in#ol#e"
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Brgency: Kee! it short an" sim!le an" maintain goo" eye contact when gi#ing res!onses5 Bse your
$ullets5
Don%t o#er (ustify: he goal is to get them to want to get in#ol#e"5 O#er (ustifying why they shoul"
get in#ol#e" only ma)es us loo) "es!erate an" that is not !olitically em!owering5
C Doors:
hese !eo!le are not intereste"5 Co#e onH
he /As) hree imes2 Strategy
he /As) hree imes2 strategy shoul" $e an essential !iece in e#eryone%s ra!5 his strategy hel!s to
get !eo!le off the of the fence- $ecause the contact is allowe" to say no u! to three times an" still get
in#ol#e"5 It wor)s $ecause many !eo!le will say no at least twice5
0ow it wor)s:
his strategy wor)s $ecause each time you hear a /no2 you re!hrase the :uestion an" as) again-
assuming su!!ort more strongly5
3hen someone says no:
6irst let them )now that you are listening
Gi#e them a reason why they nee" to get in#ol#e" Mlet you insi"e- (oin- come to the meeting- etc5,
7ither as) for less of a commitment or gi#e them a more fle&i$le way to get in#ol#e"
6or e&am!le:
Organizer: /Can I come in42
Contact: /No- I%m really $usy right now52
Organizer: /No !ro$lem- it will only ta)e a few minutes5 So can I come in42
Contact: /Sorry- now%s (ust not a goo" time for me52
Organizer: /Sure- I un"erstan"- $ut I%m sure you woul" li)e to see some changes in the neigh$orhoo"-
so it%s really im!ortant that I tal) to you5 his will only ta)e a few minutes5 Can I come in42
Contact: /O)ay- c%mon in52
Or- another e&am!le:
Organizer: /So- our mem$ers !ay their "ues through the $an)5 Some !ay I<> a month- some !ay more-
an" some !ay less5 3hat can you "o42
Contact: /I "on%t li)e to mess with my $an) account52
Organizer: /9eah- I can un"erstan" that5 Actually- it wor)s really easy5 9ou (ust fill this out- an" the
money is sent on the ?
th
of e#ery monthGan" it shows u! on your statement5 Our mem$ers thin) it is
#ery con#enient52
Contact: /No- I really "on%t want to touch my $an) account52
Organizer: /O)ay- no !ro$lem5 So I%m sure you%" li)e to see the streets fi&e" in the neigh$orhoo"-
right42
Contact: /9esH
Organizer: /hen there%s the I;<> o!tion5 hat%s a year in "ues52
Contact: /I coul"n%t "o it all at once5 Cay$e after I get !ai"52
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Organizer: /No !ro$lem5 9ou can !ost"ate the chec)H2
Contact: /No- I coul"n%t "o that52
Organizer: /3ell- I )now you want to start your mem$ershi! to"ay- so you coul" "o IN> for N months52
Contact: /9eah- coul" you come $ac) at the en" of the month42
Organizer: /3e%re going u! against the city an" it ta)es money to win5 0ow a$out IA> for A months
an" we%ll start your mem$ershi! right now52
Contact: /O)ay- I can "o that52
As you can see from these e&am!les- these contacts weren%t "isagreeing with the $asic issues- (ust the
re:uest for a commitment5 he organizer assume" more an" more su!!ort as heFshe went on- an"
always ga#e goo"- short reasons for the contact to get in#ol#e"5
9our theme shoul" $e: +oo)- I )now you ha#e issues an" agree with us that organizing is the solution-
an" we want to fin" a comforta$le le#el for you to get in#ol#e" $ecause we nee" mem$ers to win5
i!s:
As)ing three times hel!s you $e !ersistent without crossing the line to !ushy- an" turning !eo!le off5
Be firm- $ut fle&i$le5
Really listen to the !erson with whom you are tal)ing
As)ing three times lets them )now it is a serious issue an" organization5
3hen it comes time to !ay "ues- start with the $an) "raft- then start with a high amount an" wor)
"own5 6in" an amount they can "o as :uic)ly as !ossi$le5
Don%t o#er*(ustify- or you will soun" li)e you lac) confi"ence in our organization or yourself5

Bsing Analysis to I"entify an" Sol#e .ro$lems
+oo) on your "oor)noc)ing sheet5 Do you see:
= hours of "oor)noc)ing
;>*;< contacts !er hour
< #isits !er hour
<?P of #isits $ecome new mem$ers
at least ?>P of new mem$ers (oin on $an) "raft
.ro$lems Solutions
+ess than ;> contacts !er hour .ic) u! your !ace- wal) faster- or shorten your ra! Mno more
than ;? minutes in* an" out* of the "oor,
+ess than < #isits !er hour Chec) your intro:
Is it short- sim!le- an" clear4
Chec) your eye contact- $o"y language
Are you as)ing to get insi"e the "oor A times4
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+ess than <?P (oin Chec) your ra!:
Are you )ee!ing it short an" sim!le MKISS,4
Di" you follow all of the ste!s of the ra!4
Are you maintaining eye contact4
Are you acti#ely listening to !ro$lems instea" of
$ull"ozing them with solutions4
Are you listening for /e&cuses2 an" turning them into
solutions4
Are you as)ing them to (oin "irectly4
Are you as)ing them to (oin A times4

+ess than ?>P (oin on $an) "raft Chec) your ra!:
Are you !ushing the $an) "raft as the first o!tion for
(oining4
Are you gi#ing strong- short reasons why they shoul"4
Accurate stats ma)e !a!erwor) an" analysis much easier:
Door: Any "oor you )noc) on M$ut "on%t count your call$ac) "oors twice,5 hese tell us a$out
your !ace- your KISS- your energy- an" enthusiasm5
Contacts: An a"ult who answers the "oor is a contact5 he num$er of contacts tell us how fast
you are mo#ing an" can $e useful in setting goals5
Lisits: Any a"ult that you sit "own with insi"e their house5 his is influence" $y your intro-
KISS- eye contact- energy- an" enthusiasm5 Lisits are )ey in i"entifying a$ility to organize5
New Cem$ers: Anyone who either fills out the $an) "raft or !ays at least I<> towar"s
mem$ershi! "ues5 New mem$ers tell how well you are "oing an" gi#es an i"ea of how well
your ra! is wor)ing5 New mem$ers are the goal5 Cem$ers Q .ower5
O!tions in Self*Analysis: 0ow to turn aroun" a $a" "ay
7#eryone has a "ay where "oor)noc)ing isn%t a goo" e&!erience5 9ou%re ra! isn%t wor)ing- an" !eo!le
are not (oining5 As a result- you feel less an" less e&cite" a$out organizing- so less !eo!le are letting you
in their front "oor an" (oining the organization5 At this !oint- you must choose $etween three o!tions:
;5 9ou can "eci"e the whole thing is !ointless an" gi#e u!
<5 9ou can try an" turn your "ay aroun" $y correcting your !ro$lems through s)ills
A5 9ou can thin) a$out why you "o this- what you get out of it- an" then wor) on your s)ills or your
attitu"e- an" anything else you nee" to im!ro#e
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O!tion ;
9ou nee" to "eci"e what )in" of wor) you woul" rather $e "oing- an" how you will feel a$out "oing it5
Or you can figure out how to li#e without money or $ecome financially in"e!en"ent in a way that is
ethical an" generally satisfying5 9ou may nee" to change your lifestyle- war"ro$e- or haircut for these
changes5 his is the most "ifficult o!tion $ecause it is the most com!le& an" in#ol#es so many
#aria$les5
O!tion <
3ith this o!tion you nee" to ta)e a $rea)- rela&- "o some analysis- "ig aroun" in your $ag of tric)s-
figure out what you nee" to change- then change it5 Analysis an" s)ills wor)- so if you remain calm an"
wor) at it- you will correct the situation5
O!tion A
his o!tion re:uires more intros!ection5 9ou nee" to get some !ers!ecti#e an" remem$er why you
wante" to "o this in the first !lace5 It !ro$a$ly wasn%t the glamour an" the high income5 9ou !ro$a$ly
wante" to organize wor)ing !oor !eo!le so they coul" ha#e a #oice in the "ecisions that affect their
e#ery"ay li#es5 9our (o$ is to go "oor to "oor an" $uil" an organization $y tal)ing with !eo!le a$out
!ro$lems an" solutions5 Lery few !eo!le li)e to $e remin"e" a$out how un(ust the worl" is or how little
!ower they ha#e as in"i#i"uals5 9our (o$ is to also gi#e them a reason to $e ho!eful5 he more !eo!le
we reachGthe more mem$ers we ha#eGthe more li)ely that the changes they want to see will $e ma"e5
9ou might $e ha#ing a $a" "ay $ecause you want !eo!le to $e more rece!ti#e- or caring- or (oining u! as
mem$ers5 If they all were we !ro$a$ly woul"n%t nee" to organize to fight for social an" economic
(ustice5 9ou feel that you are not getting through to them- or they are all a!athetic- or $oth5 0owe#er-
we nee" to get through to them5
Remem$er- this is a$out !ers!ecti#e5 Change can $e #ery slow5 On some "ays it can seem glacially
slow5 Remem$er that there are !lenty of !eo!le out there that agree with the i"ea of organizing- we (ust
nee" to reach them5 he only time our o!!osition wins is when we gi#e u!5
At some !oint- we all ha#e to "o this5 Remin" yourself that you are well traine"- you )now how to use
the s)ills- an" you can turn it aroun"5 Remem$er why you want to turn it aroun"- rela&- an" "o it5
his can $e "ifficult wor)- $ut it is also #ery rewar"ing5 Any$o"y can file !a!ers or fill coffee cu!s-
that%s easy5 Not e#eryone can hel! fight for a more "ignifie" an" (ust an" worl"5
3hat to "oGan" what not "oGwhen ha#e a $a" night:
Do:
Analysis
Remem$er that each "oor is a new !erson
A"(ust your ra!
Breath "ee!ly
Show a sense of urgency an" actionGma)e it loo) li)e e#eryone is (oining
Remem$er that more mem$ers means more !ower
Analysis
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Don%t:
6rea) out
Run Mor slum!, $etween "oors1 ma)es your ra! soun" terri$le an" you seem "es!erate
Gi#e u!
Get "own on yourself
Gro#el- the !ity act ne#er wor)s
.anic
Kee! these in min" an" your $a" "ays shoul" turn into goo" "aysH
Ca)ing the Cost of 9our urf
9our (o$ as an organizer is to ma&imize the su!!ort of any gi#en area5 Our minimum goal is to organize
;>P of the constituency within our turf in or"er to $e a$le to mo$ilize enough !eo!le to !ush forwar"
local cam!aigns to #ictory5 he more efficiently you wor) your turf- the stronger our organization will
$e5 his will also hel! you "o your wor) with the least effort5 0ere are some strategies for more
effecti#e use of your turf:
Be logical Before you $egin- loo) o#er your turf an" fin" the $est route to use5 Ca)e sure you co#er
your "istance with the least amount of waste" wal)ing5 9our su!er#isor can hel! you with this- so (ust
as)5 I"eally- you shoul" $e a$le to sto! wal)ing at a$out N !m- "o call $ac)s while you retrace your
ste!s- an" $e $ac) to the office on time to ma)e !hone calls5
Kee! trac) of call$ac)s .art of our organizing strategy is to reach the greatest num$er of !eo!le in any
gi#en area5 So we nee" to co#er our turf as com!letely as !ossi$le5 At the $eginning of each new street
Mor a!artment $uil"ing in a large- multi*unit com!le&,- start a new "oor)noc)ing sheet with the street
name Mor $uil"ing num$er, an" note all of the houses Mor a!artments, where no one was home an" where
!eo!le as)e" you to call$ac)5 At the en" of the night go $ac) an" try again5 Be strategic thoughGyou
shoul"n%t wal) for ;? minutes for one call$ac)5
Car) your ma! accurately Inaccurate mar)ing of the ma! can sa$otage your "oor)noc)ing5 If you%#e
"one only one si"e of the street- mar) only that si"e5 Only mar) the areas that you ha#e "one5
Some more on financial self*sufficiency
3e are $ehol"en only to our mem$ersGthe !eo!le who gi#e us the fun"s to run their organization
an" cam!aigns
3e are !refer our fun"s coming in the many- many small amounts of our mem$ershi! "uesGas
o!!ose" to coming from a han"ful of rich !eo!le5 his e:uals clean money5
Cany cor!orations gi#e large grants to non*!rofits5 ACORN fights things li)e cor!orate welfare an"
cor!orate soft money "onations5
Cany organizations ha#e come an" gone "ue to their reliance on cor!orate an"For go#ernment
grants5 3e ha#e $een aroun" this long- an" !lan to $e aroun" for a long time- $ecause as long as we
are out on the streets organizing our fun"ing us sta$leH
Organizing ta)es moneyH 3ho "o you thin) !ays for the co!y machine- tele!hone $ills- etc54
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ACORN is )nown for "e#elo!ing acti#e mem$ers- $ecause we as) them for money5 Our mem$ers
$ecome more moti#ate" a$out their issues- cam!aigns- an" organizational growth $ecause they ma"e
an in#estment in their organization5
+astly- $e !rou" of the fact that you are a !ai" em!loyee5 Not only "o you get to "o the greatest an"
har"est (o$ in the worl"- $ut the fun"s you raise !ay you- as well5 9ou are a critical !art to our
a$ility to grow- $ecause more organizers means more mem$ers an" more actions5 hose $ring more
wins an" more !ower for our mem$ers5