Greek Life Packet Recruitment

8/8/2019 Greek Life Packet Recruitment

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Information on how to recruit meninto our Greek Community

Information compiled, adapted, and edited by Ilya Polyakov for the private use of

Bradley University I.F.C and its member chapters. All information has been compiled for

said private use and not to be published for any commercial or intellectual propertyrights. All information may be copyrighted by individual national fraternities and thus

any attempts to profit from their efforts may violate any number of copyright

infringement laws.

Many thanks to the recruitment information gathered from the following National

Fraternities public online recruitment information:1. Alpha Epsilon Pi

2. Alpha Sigma Phi

3. Theta Xi4. Phi Delta Theta

5. Phi Kappa Sigma

6. Phi Kappa Tau

7. Psi Upsilon8. Tau Kappa Epsilon

9. Theta Chi

10. Zeta Psi

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Index for the how to recruit packet

Principles and Commandments of Rush.Pg. 3

Who are we selling to? . Pg. 4

What are we selling potential new members? . Pg. 6

What are the theoretical psychological devices that we can

use to sell Greek Life? . Pg. 7

How do you sell Greek Life in a practical everyday sense?

. Pg. 10

What are the different personality approaches that

recruiters can use? . Pg. 17

Why do men not join the Greek Community? . Pg.

19

Well its all well and good to know why men dont join now

but how do we overcome their objections? . Pg. 21

The Do's and Don'ts of Recruitment . Pg. 25

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Principles and Commandments of Rush

Principles of Rush

1. Selling yourself and the fraternityBrotherhood, learning how to live and work with people, developing leadership, and

caring about others and letting them care about you, provides a "home away from home"

for our brothers.2. Finding a need which can be filled by membership

Often overlooked in rush is the fact that all people have needs. Whether a potential new

member feels he can adjust well to college or whether he feels guidance and

encouragement in scholarship, leadership and campus life would be beneficial, you canrelate directly to his personal needs with information about how membership will

enhance and fulfill his educational and personal development.

3. Making a commitment to friendship

This is probably the easiest part of rush. When you meet someone and you like them, letthem know. Rush is making friends. That is the most important part of rush.

Ten Commandments of Rush

1. Think like a potential new member - and youll act like a good rusher. Remember that

he probably has just graduated from high school, and he most likely knows nothing about

college or about fraternities. Make him feel at home.2. Assume a potential new member knows nothing - because he really doesnt know any

more than he has read in the papers and been told by somebody who knows. He doesnt

know the terms you use and he doesnt even know the Greek alphabet.3. Sell the fraternity community- He has to be sold on the idea of a fraternity

4. Spectacle is cheap - not cheap to pay for, but its cheap in effect. Personal contact is

paramount; spectacle can supplement it, but it cannot replace it.5. Keep in mind what you are selling - Youre selling a group of friends - diverse and

varied in interests, yes, but who share the same values. Thats what hes buying, so...

6. Make friends - Be yourself and put your best foot forward; try to present yourself as agood example of your chapter. Most of all be honest, straightforward and friendly.

7. You get what you rush - The trouble with most rushing techniques is they attract the

more casual, insincere types and even worse; they frighten away or disgust the highly

motivated men who will do something for the chapter, and in turn improve themselves.8. You are responsible to be disaffiliated- Formal recruitment can only work with a

strong cadre of motivated disaffiliated men looking to improve the entire Greek

community not just their own individual chapters.9. Keep good records - If you talk to a great guy, it is to your advantage to be sure he

doesnt get lost in the rush. Dont trust your own memory; write it down.

10. Plan ahead, think, try - Only the individual can do the job of rushing. Be positive inyour approach and dont pass the buck. Everybody has a job to do and they must all do it

for the rush to be successful.

The Winner - always has a program; The Loser - always has an excuse.

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Who are we selling to?

Understanding Potential Members

For many years, a narrow market has been considered for our recruitment efforts.Recruitment focused on those who signed up for the formal recruitment process. The

number of students, who register, however, is generally declining on many campuses

across the country. While most campus populations are growing at the same time. Whatdoes this mean? It means that we are working with a shrinking pool of potential

members. Knowing where the largest pools of potential members are is critical to our

continued success. There are typically three pools that men on campuses can be placed

in:

The Always Joiner (10-20%)

This pool of potential members is who we traditionally work the most on and comes

through formal recruitment. This group consists of students who come to campusknowing they want to be Greek. These men are often legacies, relatives, or friends of

brothers, acquaintances of alumni, or others with a positive image of Greek Life.Although this group is currently our main focus in recruitment, this pool has been

shrinking for several years. Though we should not neglect this market in our recruitment

efforts, we need not focus all of our efforts on these men who are going to join anyway.

The Never Joiner (10-20%) This group is basically a lost cause. These are men who

typically will not join a fraternity, whether the reason is one of interest, personality, or

philosophy. Once these men are identified, efforts should be directed elsewhere. However it is important to have a good relationship with these men. Though they may never join

any fraternity, but they can be at least be prevented from negatively influencing those

who are more likely to join the Greek community.

The Maybe Joiner (60-80%) Most college students fit this mold, and must be sold on

the fraternal experience. It is the largest group, an untapped resource and our TARGETMARKET. This pool offers chapters the greatest potential for growth. The maybe

joiner is often a first generation student, a sophomore, a transfer student, a student of

color, or an otherwise nontraditional student. These are men who either know very

little about fraternities, have not really considered the option, or both. They dont joinbecause of the stereotypes and limited interactions with Greeks. Academics, hazing and

alcohol abuse are some of the main issues preventing them form considering joining. The

maybe joiner generally has a limited idea of what fraternities are about. Usually, all theyhave heard about Greek life is through the media, whether it is a movie like Animal

House or Old School or a newspaper article. The best way to educate these men is to

interact with them on a personal, direct level. However, most of these men are neverreached as they dont get involved in formal recruitment, and they typically dont

approach chapters for information.

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The student of today is much different than in the past. Each year, a UCLA survey of

incoming students through-out the country shows the attitudes, opinions, and

perceptions of incoming students:The reasons they go to college are:

78% - To get a better job

73% - To make more money73% - Learn more about things

63% - Gain general education

Why they selected a particular college/university?51% - Academic reputation

39% - Graduates get good jobs

36% - Size of the school

Why is it so tough to sell maybe joiners?

Persistence is the Key

A recent survey among sales executives revealed that:

80% of all sales were made after the fifth sales call;But . . .

48% of salespeople call once and give up;25% call twice and quit;

12% make three calls and stop;

5% give up after the fourth call;

only 10% keep on calling.And it is the 10% (1 in 10) that make 80% of the sales.

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What are the theoretical psychological

devices that we can use to sell Greek Life?

Rule #1 Reciprocation

This rule requires that one person repay, in kind, what another has provided. By

obligating the recipient of an act to repayment in the future, the rule of reciprocationallows one individual to give something to another with the confidence that it is not being

lost. This sense of future obligation within the rule makes possible the development of

various kinds of continuing relationships, transactions and exchanges that are beneficial

to society. Consequently, all members of society are trained from childhood to abide bythis rule or suffer serious social disapproval. One favorite and profitable tactic of certain

compliance professionals is to give something before asking for a favor in return. The

successful exploitation of this tactic is due to three characteristics of the rule of

reciprocation. First, the rule is extremely powerful, often overwhelming the influence ofother factors that determine compliance with a request. Second, the rule applies even to

uninvited first favors, thereby reducing our ability to decide whom we wish to owe andputting the choice in the hands of others. Finally, the rule can spur unequal changes to be

rid of the uncomfortable feeling of indebtedness, an individual will often agree to a

request for a substantially larger favor than the one he received.

Explanation The general idea behind the rule of reciprocation is that people feel

obligated to repay the kindness that someone has extended to them. Its an "Ill scratch

your back, you scratch mine kind of thing. People do not like this feeling ofindebtedness and will do whatever it takes to alleviate it. Many times, this will result in

the repayment of kindness exceeding the original favor.

Rule #2 - Commitment and Consistency

Psychologists have long recognized a desire in most people to be and look consistent withtheir words, beliefs, attitudes and deeds. This tendency for consistency is fed from three

sources. First, good personal consistency is highly valued by other members of society.

Second, aside from its effect on public image, generally consistent conduct provides a

beneficial approach to daily life. Third, a consistent orientation affords a valuableshortcut through the complexity of modern existence. By being consistent with earlier

decisions, one reduces the need to process all the relevant information in future similar

situations. Instead, one merely recalls the earlier decision and responds consistently.

Explanation People feel the need to stay consistent with earlier commitments. This

holds true for two reasons: 1) Once a person has made a public commitment, he feelsmore confident in the commitment he has just made, therefore he will remain consistent

with that commitment. 2) People place more faith in those who stay consistent with their

commitments. People like to have the trust of others. Staying consistent with previous

commitments gains and preserves that trust.

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Rule #3 Social Proof

This rule deals primarily with the concept of following the crowd. The principle behind

Social Proof is that when people arent sure what to believe or do, they look at whatothers are believe or are doing. Social Proof is most effective under two conditions:

1. UncertaintyWhen people are unsure or the situation is ambiguous; they are more

likely to follow the actions of others and consider them to be correct. If the situation isambiguous, the choices of those looking on is heavily influenced by the actions of others

as opposed to an emergency.

2. Similaritypeople are more likely to follow the actions of those they are similar torather than those with whom they have nothing in common.

Explanation The rule of Social Proof is all about following the crowd. If a person feels

as though everybody else is doing it, then he will be influenced to do the same. It is aform of peer pressure. Further, people are more likely to follow the lead of others with

whom they have things in common. Situations where people are unsure or there is an

important decision to be made also create situations where social proof is highly

effective.

Rule #4 Liking

Few of us would be surprised to learn that we are more likely to say yes to people we

know and like as opposed to others. People are more likely to say yes to people they like

and are alike than those with whom they have nothing in common or do not know. Onecharacteristic of a person that influences overall liking is physical attractiveness. It has

long been thought that physical beauty provides an advantage during social interaction.

Research now shows that it may be stronger than supposed. Attractive people are morepersuasive in terms of both getting what they request and in changing others attitudes.

Another factor that influences liking is similarity. We like people who like us and are

more likely to say yes to their requests, often in an unthinking manner. Compliments,increased familiarity and association are also characteristics that enhance liking and the

compliance that follows.

Explanation People are easily influenced by those they know and like and are like.

Factors that enhance liking are physical attractiveness, similarity, increased familiarity

and association. Physical attractiveness, however, should actually be termed well-kept.

Do not misunderstand that only Mr. and Miss America types can influence people. Thisfactor actually means that people who generally take care of themselves and look nice

have a greater amount of influence on people than those who do not. The similarity factor

suggests that people have more influence on individuals with whom they have things incommon...similarities. Increased familiarity factor is effective because people are more

likely to say yes to people they have become comfortable around through repeated

contact. Association proves to be most effective when people connect themselves or theirproduct with positive things and distance themselves from the unfavorable.

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Rule # 5 Authority

Studies show that authority easily influences people. There is strong pressure in our

society for compliance with the requests of those in authority. The strength of this act tocomply with authority comes from socialization practices that instill in society members

the idea that such behavior is correct. People have also been shown to be influenced by

symbols of authority rather than actual substance. Three symbols that have proven to bepersuasive are titles, clothing and automobiles.

Two questions that an individual can ask himself to defend against being influenced by

an authority in a detrimental fashion include:1. Is this person truly an expert?

2. How truthful can we expect this person to be?

Considering these two questions may be going on in the mind of the prospect is all the

more reason why you must KNOW YOUR PRODUCT and BE GENUINE. If you knowyour product and you are genuine in selling the Greek Community, these questions will

be answered in a positive manner, enabling you to be far more influential and persuasive.

Explanation those in authority easily influence People. Authority figures are thoughtto be more knowledgeable, powerful, etc. For this reason, people are easily influenced by

them and many times react to their requests in an automatic fashion. People have alsoproven to be easily persuaded by symbols such as titles, clothes and automobiles. When a

legitimate title is combined with knowledge or one of the other symbols, the rule is most

effective.

Rule #6 Scarcity

People place more value on opportunities and objects as they become less available.Examples include deadlines and limited number tactics. These tactics are used in hopes of

convincing others that access to a product or an opportunity is restricted by time or

amount. The scarcity rule holds true for two reasons. First, because things that aredifficult to obtain are typically more valuable. Second, as time becomes less available, we

lose freedoms. In theory, we respond to losing freedoms by wanting to have them more

than before.This rule is most likely to be effective under two conditions:

1. Scarce items are heightened in value when they are newly scarce.

2. We are most attracted to scarce items when we compete with others for them.

ExplanationWhen opportunities become scarce, less available, people place a higher

value on them. Deadlines and limited number tactics are popular and highly effective

ways to utilize this rule. When things become newly scarce or when we lose freedoms,people place even more value on the object or opportunity.

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How do you sell Greek Life in a practical

everyday sense?

Creating a Positive First Impression

A successful recruitment program starts with the first impression. It has been said

that the basis of peoples opinion of you is determined in the first ten seconds that youmeet someone. Therefore, in life and especially in recruitment, it is essential to leave a

positive, long lasting first impression. Often times the biggest excuse for poor

participation is, What do I say, What happens if he will not talk, or What do we talk

about. Overcoming this fear is the biggest task for the recruiter. Just remember, thepotential new member is probably more nervous and afraid than anyone, because he is

new to the college.

Your fears, for whatever reason, may have been stronger than your eagerness to

make contact. To be successful in recruitment and gain the men we desire as members,we must overcome this hesitation. But remember, the worst you have to fear when a self-

introduction is unsuccessful is temporarily injured pride, or a minor dent in your self-

esteem. The most realistic attitude for you to have toward future self-introduction is: "it

will be interesting to see what happens." To the student who is skeptical about joining afraternity, meeting a Greek member gives him the opportunity to put an abstract concept

with a name and face. To get him to join you must first sell yourself and then you can sell

the Greek concept. The important thing to remember is that these questions are used tostart the conversation. You need to listen to the individual and respond to his answers and

continue the conversation from that point. Too often members have a handful of

questions that they ask one after another regardless of the response, and when they aredone with their list, they have nothing to talk about. Find out what the prospective

member is interested in and get him to talk about it. All people want to hear three things:

the words thank you, their name, and their voice.

Listen. Humans enjoy hearing themselves talk, especially about themselves. The

best approach when conversing is to get the prospect to do most of the talking. This willmake him feel important and he will subsequently be more alert. Probably the best result

is that the recruit will enjoy himself and will feel that you are genuinely interested in him

and what he has to say. Yes we are trying to impress them but if all you do is talk aboutyourself and Greek life you could come across as egotistical. Most peoples major

weakness regarding communication skills are that they do not listen to what others are

saying. Instead they are thinking of what they are going to say next or are zoned out.Listen carefully to what hes saying and learn about him as a person. When you shut up

and listen, you can begin to understand someone else. Theres a reason we have two ears

and only one mouth.

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Remember the potential member likes to:

1. Feel important

2. Be complimented3. Be asked for advice

4. Express his opinion

5. Talk about himself6. Hear his name

7. Grant favors

8. Relax9. Be appreciated

10. Discover you have the same interests as he does

1. Say Hello and Introduce yourself.Lets start with a magic trick.. You can make anyone in the world concentrate entirely on

you, submit their full name, and reveal critical information about themselves at your will.

All you have to do is look at them first, walk within 5 feet of where they are, and stick

out your right hand. Say the magic words, .Hi, Im Bob Smith.. (substitute your ownname for maximum effect) PRESTO! The exclusive conversation begins and the

information begins pouring out. By an unknown force, they will grasp your hand, beginshaking it around, and offer more information about themselves than you could have

bargained for. Ridiculous? This is the single most effective skill of top performing

statesmen, salesmen, philanthropists, fund-raisers, journalists, and even professional

recruiters. It may not be much of a magic trick, but it is the best way to meet a newfriend. After all, thats all we are interested in during this stage. That means having a

basic conversation with him. Once youve introduced yourselves to one another, youre

no longer strangers. Potential new members are impressed with the thought of beingknown and important. Also, do not try to be someone that you are not. Potential

members will see right through this. Just relax and get to know them.

Be assertive. You must initiate the conversation. Remember how you felt when

you arrived on campus and maybe knew a couple of people. These men will appreciate

the fact that you walked up and introduced yourself. Make them feel comfortable.

2. Smile and shake his hand

Your body language is a key to making someone feel comfortable and to connecting with

him. Use Nonverbal Communication. Your body language often communicates hiddenmessages and if used correctly, it can make your conversation more successful.

The handshake:1. Always stand when shaking someones hand.

2. In meeting a recruit, a member should greet him with a firm handshake and repeat

his full name after the introduction has been made. Particular attention should bedevoted to developing a sincere and enthusiastic handshake. The cold fish grip

can send shivers down a recruits spine and leave a negative impression.

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10. Use the name again when you say good-bye or when greeting him on campus.

11. After you leave, review the names youve written down. Try to visualize the

people you met as you look at the names on the card. Do this right away, whilethe faces are fresh in your memory. Before long, many of the names and faces

should become a part of your permanent memory.

12. Write it down on a cue card or in a small notebook with a description of thepotential new member.

4. Ask him a question.

Once youve exchanged names and handshakes, you want to actually start a conversation.

The best way to do this is to ask a question. Dont use stock questions. Be interesting and

not bland when talking to potential members. Make certain that you ask questions thatdig a little deeper to find out who they are and what their interests are. Ask about their

experiences and deviate from common questions such as major, hometown, year, etc. The

best way to remain confident though-out the prospecting phase is to control the

conversation. The best way to control the conversation is to monopolize the listening.The best way to monopolize the listening is to ask open-ended questions about him.

Learning how to ask Open-Ended Questions easily. A closed question can

generally be answered in one wordyes or no. An opened-ended question requires

the respondent to elaborate.

Open questions will allow the prospect to talk more and allow you to learn more abouthim. Therefore, these are the type of questions you should utilize more extensively.

Closed question: Do you like sports?

Open ended question: What types of sports do you like?

When talking with the man, attempt to build the conversation off of things he

says. Below are some examples of this:- Potential member: I played football for three years at my high school.

- Brothers possible responses: Oh really? What position?

Why didnt you play all four years?Where did you go to high school at?

How did you get involved in football?

Who was the hardest team you had to play?

When did you have time to study and practice?

5. Look him in the eye.

Making eye contact is one of the best ways to show someone youre interested in whathes got to say. Dont stare him down, but keep enough eye contact to demonstrate

genuine interest. Looking someone in the eye is also a good way to help you read body

language and non-verbal signals that can help you in conversation. Looking away fromthe person while you are talking to him communicates disinterest or egotisticalness/

superiority.

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Here are some key topics and examples of appropriate questions:

1. Career plans : What would you like to do after you get your degree?, Why did you

decide to major in _____?, What experience have you had that is related to yourmajor?

2. Hobbies and interest: What do you like to do in your free time?, What are your

other interests outside of work and school?3. Sports: What sports do you like or have you been involved in? Why?, How do

you feel about (sports team, figure, or issue)?, What is your favorite ____ (sport,

team, etc.)?4. Movies: What movies have you seen lately?, What did you think of _____?

5. Vacation: What did you do over the summer?, How was your trip to ______?

6. Job: What did you do this summer?, How did you get that job?, Why did you

want to get that kind of job?, What is the best job you have ever had?7. Activities: What activities were you involved in high school?, How did you get

into that activity?, What activities do you hope to pursue in college?

10. Understanding your relationship.In selecting a topic to discuss, be sure to know what direction the relationship is going.

For example, you may not want to talk about politics or religion in the first twointroductions. Save the riskier questions or topics for discussion as the relationship

develops.

11. Find some common ground.As you are trying to find out what his interests are, try to find something that you both

know something about. This will help break the ice and put you both at ease.

12. Reflect.

This is where the listening comes in handy. Reflecting is the skill of checking out what

you hear and repeating it back to the person as you interpret it to ensure that yourmeaning matches his meaning. When you can do this, you let the person know that you

are paying attention to him, you are listening and you understand.

13. Ask Why?

Asking someone why they feel or think a certain way about something will get them

thinking and will let them know you are interested in finding out more about him and

making a friend, not just gathering information.

14. Put yourself in his situation by offering positive feedback.

While the other person is talking, make sure you offer him feedback that communicatesyou are listening and understanding.

Rephrase: What I hear you saying is...Nonverbal: Nodding of the head, smiling, eye contact.

Door openers: Tell me more about that...

Acknowledgments: Uh-huh...yes, really...

Agreements: Yes, I understand where you are coming from.

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Reinforcers: Thats interesting...Great...Good for you...

Clarifiers: I am not sure I understand...what was...

Summarize & Interject: Briefly recap, then add your own thoughts. So you didthatwow that is very daring of you.

15. Reciprocate.Reciprocation is giving to others what they have given to you. If someone inquires about

your favorite sports, answer his question and then ask him about his favorite sports.

16. Avoid conversation distractions.

This means simply being courteous. If youre having a conversation with someone, dont

be rude-do not smoke, chew gum, or wear sunglasses. Dont watch the television behind

him, and dont try to involve yourself in other conversations around you. Give your fullattention. There is nothing worse than talking to someone who is not paying attention; it

is impossible to hide the fact that you are not paying attention. Avoid saying hello to

others as they pass by, looking away if someone else in the room is trying to get your

attention. Make sure they have your attention and make continuous eye contact as youspeak with the individual.

17. Open the door for future contact.

If youre talking with someone you want to talk to again, ensure you have the opportunity

that prospective potential new member definitively goes through formal recruitment.

Give him a specific date, time and place. Pin him down on specifics, if you are pickinghim up, set a definite time (something odd-sounding like 7:35 will help him remember).

Never leave an impressive potential new member without a definite commitment for the

future. Always remember to pick him up on time to go through formal recruitment.

18. Give a friendly good-bye.

When youre ready to end the conversation be sure that you are friendly when you closethe conversation. Tell him you are glad you met him and go to know him, and that you

look forward to seeing him again. Give him the kind of good-bye that lets him know you

want to talk to him again.

19. Parents

Give as much attention and interest to the parents as the potential new member. Parental

approval is very influential in the first decisions.

20. Practice.

Meeting people and carrying on engaging conversations is a skill, like any other. As such,the more you practice it, the better you will get and the more comfortable you will feel.

Make sure that you know the facts, statistics and history of the Bradley University and

Greek community

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What are different personality

approaches that recruiters can use?

Meet Him; Engaging in a Conversation:Here are several ways to meet someone new. The personalities below are listed in a

progression from indirect and passive to very direct. Different situations call for different

approaches. In many cases, youll have an opportunity to blend several personalities.However, its important to begin with the personalities that are most comfortable then

challenge yourself to master those that stretch your comfort zone.

Enquirer: The most indirect approach. The Enquirer will spark conversation throughneutral questions of little importance. You will often hear the Enquirer ask, "What time

do you have?" or "Could you point me toward the rest room."

Bystander: Another highly indirect approach, the Bystander leverages mutual wait timeas situations of opportunity. In a cluster of people before a class begins, in a line at lunch,

or stuck in a boring lecture you will often hear the Bystander say, "Ive been herenearly 12 hour, how about you?" or "I think we may have picked the wrong time to get in

line."

Common Interest: Many times opportunities of Common Interest are physically apparent.Noticing cleats in a bag, a pin on a jacket, or a mascot on a t-shirt may create a situation

of common interest. You may hear Common Interest say, "Are you a Pirates fan, too?" or

"Is that an honor society pin?"

Complimentor: Known for skills of charm and sincerity, the Complimentor identifies and

shares admirable features of a person to begin conversation. You may hear theComplimentor say, "Thats a great looking bike. What kind is it?" or "You really seem to

know what youre talking about in class. How do you know so much about politics?"

Good Neighbor: A sort of public servant, the Good Neighbor is interested in sharing

news and events. You may see the Good Neighbor say, "Did you know theres a big

cookout on the quad tonight around 7:00pm Are you going to be there?" or "I noticed

you came in the front door of the building. You can probably save yourself 5 minutes ifyou use the south entrance." Good Neighbor is a common strategy for dorm storming.

Promoter: An outgoing approach to letting everyone know about something important,you may find the Promoter circulating around the Union with fliers or wearing a loud

shirt asking, "will you be participating in formal Rush this week?" or "You dont want to

miss the social event at ABC tonight. Are you going alone or bringing a friend?"Promoter is a common strategy for campus wide events.

Over the Top: A unique character, Over the Top is the entertainer and the ultimate

extrovert. This is the person who commands the attention of crowds with stunts, loud

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announcements, wild clothing, etc. You may hear Over the Top shout out, "Ice Cream

social on Greek Row tonight. Hey, are you guys coming?" or walking through campus in

a toga he tells a group, "You dont want to miss the party at ABC tonight. Theres a busleaving campus at 9:30, would you like me to reserve a seat for each of you?"

Pitcher: Pitcher is quick and clean. Hes got an agenda to share then hes moving on.The Pitcher is all about the numbers -- meet as many people as possible. You may hear

Pitcher ask 10 people in 5 minutes, "Hi, my name is John Smith. Im the service

chairman for ABC. ABC is hosting a philanthropy event called Save the Kittens withXYZ sorority. Proceeds will save millions of kittens. We still need volunteers. Could you

commit to 3 hours this Saturday afternoon with the ladies of XYZ to save millions of

innocent kittens?" Pitcher is a common strategy for special events and activities.

Friendly Chap: The most skillful and highly preferred method for fraternity recruitment,

the Friendly Chap leverages indirect and direct approaches to engage and maintain a

casual conversation. You may hear the Friendly Chap say, "Weve sat next to each other

in this class for 2 weeks and I havent introduced myself. Im John Smith (Eye contact,handshake, smile, and pause for reply). Nice to meet you, Bill. I dont know about you,

but Im not even close to ready for our exam next week (Pause). Hey, theres a studygroup getting together tomorrow evening. Do you want to join us? (Pause) Great, Ill see

you tomorrow at 9pm at the Library."

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Why do men not join the Greek

Community?

The five main reasons that college men decide not to join fraternities are: time, money,grades, parents, and hazing.

Questions Every Potential Member Will Ask (or wants to ask)1. Will I be hazed or mistreated here?

2. Will people perceive me as a winner if I am associated with this chapter?

3. Can I afford this?

4. Of all the people on this campus, are these the men I want as my friends?5. What will be expected of me as a member?

6. Will I meet women here?

7. Will I be given the opportunity to grow as a person and a leader here?

8. Will I have fun if I join?9. What does Greek life offer that independent life does not?

10. Will my grades suffer?11. Do these men really care about me, or am I just another warm body?

Concerns Independents have about Greek affiliation

1. It costs too much (the cost of the fraternity outweighs its perceived value)2. Being Greek will harm my academic record and hurt my grades

3. Chapters are not academically oriented

4. Dont want to be hazed and have to participate in meaningless, silly activities5. It is too exclusive and not at all inclusive

6. Alcohol and substance abuse

7. Living facilities are less desirable than living on-campus (not as nice or well kept)8. There is nothing that Greeks offer that I can not get elsewhere

Possible Barriers to recruiting prospective members:1. Inconvenient recruitment schedule

2. Stereotypes of the target market

3. Stereotype of fraternities

4. Prospective members. concern that grades will drop5. Distance (commuters)

6. Chapter mindset: we only recruit freshman. or they wont fit in.

7. Parental influence8. Fear of the unknown (i.e. hazing)

9. Perception that fraternities are closed and biased

10. Is your chapter prepared to answer these questions?11. Rush looks like youre buying your friends. Why is rush so fake?

12. Sure Id like to have more friends but why should I rush?

13. If recruitment is about making friends, then why do I need to register for it, pay a

fee, and be carted around to all the fraternity houses having to listen to a bunch of

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boring chapter presidents talk about the "house", when all I want to do is meet

people?

14. Are fraternities and sororities really only beer drinking, social clubs because thatsall I have seen for the last year on campus? I dont drink - can you offer me

anything?

15. I work part-time and go to college, unlike you fraternity guys, and have little timeand money to waste on fraternity....why should I join?

16. As a student of color, what can predominately Caucasian fraternities offer me that

more ethnically diverse fraternities cannot?17. I am a sophomore and considered joining a fraternity, but was put-off by all the

rules and formality of rush.

18. I am a junior on campus and would like you to tell me what your fraternity can

offer me at this point in my college career.19. I put off joining a fraternity my first year because of all the hazing stories I heard

about from my older brother. I often see pledges falling asleep in class. Why is

that?

20. I am serious about getting good grades and I am concerned that if I join afraternity that my grades wont be very good. How can your fraternity help me?

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Well its all good and well to know why

men dont join now but how do we

overcome their objections?Being Diplomatic

1. Watch your temper. Dont let your voice or facial expression convey any negativefeelings you have.

2. Listen attentively. Dont interrupt a legitimate objection with a clever answer.

3. Dont argue. Arguments dont convince, but do cause hard feelings.

4. Convert an objection into a question. Questions can be answered, but objections lead toarguments. An example, he says, I heard that fraternity is expensive and rather than

reply no, its not instead say Do you want to know what the costs are to join a fraternity?

5. Dont put a concern off. Answer right away. Not only will you hold his attention, he

will have much more respect for you if you dont duck the question.6. Never make up facts. If you dont know, say so, then go find out! Get the answer

back to him fast.7. Give answers in black and white. Seeing is believing. Show him an article or a picture

to answer his question. Know the facts about fraternities.

8. Never offend him. Dont make him look dumb. Recognize his concern/question as a

valid one. Dont contradict him outright; be diplomatic.

Besides being diplomatic there is a clear pattern for addressing potential new

members concerns. Many times during Rush or Recruitment activities, prospects willgive excuses as to why they cannot go through formal recruitment and many of those

may be difficult to respond to. The key is to handle the concerns before they become

excuses. Incoming freshmen nowadays know the power of their situation. You will needto have the answers to their concerns regarding fraternity membership.

Remember, it is important to keep the potential new member talking so that you

know what his objections are, so that you can meet these and use them for selling points.There is no objection that cant be met and turned into a selling aid for the rusher.

1. Listen carefully to the stall or objection. A willingness to listen compliments thepotential new member and also tells you more about what the potential new member is

thinking so the stall or objection can be handled more easily. By listening carefully, one

of the following things will usually happen:1. The potential new member will talk himself out of the objection;

2. The real objection will come out;

3. An insight into the best way to handle the objection will be obtained

2. Qualifying the Concern: When qualifying a concern, you are trying to find out if that is

truly the reason he is having second thoughts about going through Formal Rush. If the

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concerns are I dont really know if I have anything going on that weekend or I dont

really think fraternities are for me, some examples of qualifying statements would be:

-Well, If you found out most of your floor would be going through it with you and that all

of these events would not take away your weekend nights would you consider it?

-If going through recruitment just showed you what was available without anyobligations, would you consider it?

3. When responding to a secondary stall or objection, lower the potential new membersresistance with a softening-up statement such as, I can understand that; I had the same

problem before I decided to go through formal rush.

4. Convert his stall or objections into a question which can be answered- keep thepotential new member thinking he is raising a question and not posing an objection. For a

stall, the issue is usually one of self-confidence. That means you want to use this as a

chance to reassure the potential new member.

5. By converting his stall into a question you can gently challenge his concern so as to

address the underlying views that have caused this concern.

6. Provide New Information: At this phase of the process, it is important the new

information either reemphasize something that has already been covered or introduce

new material that might be developed to meet the specific needs of the prospect.

7. With the new information answer the question that had previously been his objection.

In this regard there is no substitute for preparation. The answers must be known andpresented effectively. It is encouraging to remember that while there are very few

objections, there is an endless variety of answers.

8. Concur That the Concern Has Been Handled: The final step is to reach agreement that

youve eliminated the concern by getting him to agree to go through formal recruitment

Here are practical applications of addressing individual objections:

a. I dont want a fraternity to hurt my grades.Statistically, a greater percentage of entering freshmen who join a fraternity graduate

from college than do non-Greek men. Furthermore, we do have a test file which includes

many tests from a wide variety of classes. We ask teachers to send us grade reports onstudents and if a student if falling behind in his studies, we will require the student to

partake in the study program.

b. "I just cant afford to join a fraternity."

Do you really know what it costs?, Would a payment plan possibly work?, Lets compare

what a fraternity costs relative to the dorms or an apartment., Review the benefits of the

chapter and what you get besides living accommodations.

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c. "I dont like the hazing that goes on in fraternities."

Did you get some indication that we haze?, Make the potential new member of the GreekCommunity know that hazing is not tolerated b any fraternity and should they ever feel

uncomfortable they are welcome to contact I.F.C or the Bradley Greek Life Office

d. "My parents dont want me to join a fraternity."

Often, potential new members feign parental objections because they themselves are not

certain about whether they want to join the fraternity. You must determine what the issueat hand really is. But if you think that is truly the concern here are a few sample

questions: What was their response when you presented the idea?, Why do you think they

feel that way?, What were their concerns?

e. "I just dont have time to be in a fraternity."

How much time do you think is required?, One of the main benefits of being in a

Fraternity is time management and learning how to juggle multiple tasks at once., Some

of the time commitment is time you would be spending anyway, like studying., What areyour other time commitments?, Thats good that your involved, we want our members to

be involved in campus activities and in the community. In fact, we require our pledges tobe involved in at least one outside activity., Weve found that our members who are busy,

to include working, are the best contributors and tend to get the best grades.

f. "I want to get myself adjusted to college before I join a fraternity."What is your concern here?, What about adjusting concerns you? Academics, socially,

friends, campus involvement, being away from home?, The Fraternity gives you a leg up

in that. We help you make new friends from all over with lots of different backgrounds.

g. "I want to wait until next semester to join a fraternity."

Why?, The fall classes tend to be larger, plus you get a head start on leadershipopportunities., What might change from this semester to next that would cause you to be

ready then as opposed to now?, There are lots of benefits the fraternity offers that you

might be missing out on if you wait. A semester of fraternity experience, which youknow to be good, is a great loss to sacrifice without a serious reason to deprive yourself.

h. "None of my friends are in fraternities. I dont want to lose them."

Why do you think you might lose them as friends?, I have lots of friends who arentGreek., You wont lose your friends, youll keep them and make lots more.

i. "I want to live in the dorm for a while and see what its like."Thats great, you can pledge a Fraternity and live in the dorms. There would be a time

when you would want to move in to the house. Its a great time.

j. "I just dont want to be stereotyped."

What stereotype do you mean?, Does it seem to apply here?, Our Greek Community is

strong because we foster individuality. Certainly the social aspect is here, but the

leadership opportunities are strong.

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k. "My girlfriend doesnt want me to join a fraternity."

Whats she worried about?, Why doesnt she want you to join?, Why dont you invite herover to see the Greek Community?

l. "I just dont want to give up my freedom."What gives you the impression that you would be giving up your freedom?, What is it

you think you wont be able to do?, We are a self-governing group; we feel its part of the

learning process.

m. "Im too old to be in a fraternity."

What gives you the impression that there is an age limit?, Your experience will be valued

within the Greek Community, Everything depends on what are you looking to get out ofthe Fraternity experience.

n. "It just doesnt seem like a fraternity is much different from the dorm."

What gives you that impression?, Do you think youd go back to the dorm forhomecoming? No one lives in the dorm for multiple years if they have a better choice.,

Fraternities arent the building; its the people, the relationships, the commonbond, the history, the alumni, the life-long learning.

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The Do's and Don'ts of Recruitment

DO:

1. Speak truthfully and be as frank as possible in all conversations.

2. Treat all potential new members equally.3. Treat all potential new members as individuals.4. Always use a positive approach. Say I look forward to seeing you tomorrow,

not I hope to see you later.

5. Always be neat and well groomed.

6. Be a good listener7. Treat all potential new members as new-found friends.

8. Create a relaxed atmosphere where the potential new member can feel

comfortable

9. Look for leaders who take their friends with them10.Use a firm handshake; make sure you know the guest's name before you release

his hand.11. Use his name in conversation.

12. Be cheerful and enthusiastic.

13. Eye contact is critical; it shows respect and interest.

14. Make him feel comfortable; find common ground for discussion.15. Encourage him to talk freely and ask his opinion.

16. Avoid "Recruiting Questions" (hometown, major, etc.) and yes/no questions.

17. Tell the guest why you joined the chapter and what it has done for you.18.Recognize potential new members on campus by their first name- theyll be

impressed

19. Be genuine, relaxed, friendly, casual, and confident. Remember what it was likewhen you first arrived on campus and all of the uncertainties that you felt. Be

interested and a friend not the all-knowing college fraternity man.

20. Ask open-ended questions. People (even shy and timid people) like to hearthemselves talk and know that you are interested in what they have to say and

who they are as a person. Ask questions such as: What do you like about Bradley

University? What do you like to do in your spare time? What are your interests

outside of school? What do think about our Greek system?

DONT:1. Do not talk only about yourself. Listen to the guest and talk about what interests

him. Satisfy his ego needs.

2. Do not criticize any other fraternity or any individual.3. Never refer to the man that is looking at your house as a Potential new member.

Always use his name.

4. Do not put on an act for the potential new members. Be yourself. Impress them by

who you are, not who you are trying to be.

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5. Do not act bored or tired no matter how you actually feel.

6. Do not criticize a potential new member in the presence of other potential new

members.7. Do not be intoxicated during any rush event or dorm storming activity.

8. Do not argue in front of potential new members or make off-color remarks or

inside jokes. The potential new member isn't aware of what's going on9. Do not let first impressions turn you off. Give each potential new member a

chance to prove his worth or lack thereof.10.Do not assume that our guests understand Greek organizations - you may need to

explain many details of fraternity operations that you take for granted (joining,

big brothers, etc.)

11. Do not use the expression, "I don't believe I have met you before." You may

have!12.Do not forget that the average freshman knows very little about fraternities. Take

the time to explain the basics and clear up any misconceptions he may have.13.Do not emphasize the three Bsbooze, bands and broads. You get what you

recruit, and if social is all you talk about, dont expect to recruit a Rhodes Scholaror the next President of the United States.14.Do not lose your temper or get in an argument about anything.15.Do not talk about disliking recruitment. Sample conversation:

16.Guest: Gee, recruitment must really be a rough time for you guys. Brother:

Yeah, its a pain in the butt, but weve got to do it. Recruitment is the first

fraternity activity most of your guests will ever have seen. If recruitment is notenjoyable, whats the rest of the fraternity like? If they get told that recruitment is

nothing but a big pain, it will be easy to conclude that fraternity life is a big pain.17.Do not criticize or stereotype other fraternity chapters. Remember, you cant

throw manure without getting some on yourself.

18.Do not put off answering a recruits objection to pledging.

19. Use Greek jargon without explaining its meanings (i.e. Greek Week, mixers,swaps, exchanges, recruitment, IFC, etc..).

20.Do not use racial, ethnic, or sexual orientation. It is hard to talk about the values

of the Greek community, scholarship programs, educational programming,service, etc. when you sound like a moron.

Documents

Greek Life Packet Recruitment