Recruitment Workbook.pdf

(1)

(2)

Triangle Recruitment Manual: Intended Outcomes

• Recruitment Chairmen and chapter leaders will understand the demands and expectations for successful fraternity recruitment.

o Such demands and expectations include: supervision models, event planning, effective communication, travel, budget maintenance, hard work, etc.

• Chapters’ will identify specific goals, tasks, and completion dates along with responsible parties.

• Chapters’ will understand their own needs and identity and create a plan to market/present the chapter to potential members and parents.

• Recruitment Chairmen will understand recruitment challenges and the practices necessary to overcome challenges and be successful.

• Recruitment Chairmen will develop an ability to communicate effectively in written, spoken, and interpersonal interaction.

• Recruitment Chairmen will understand the principals of Values Based Recruitment.

• Recruitment Chairmen will learn to educate all members on best practices, policies, and ethical recruitment.

• Chapters will learn to develop their own 365 day recruitment plan!

• Recruitment Chairmen will be provided with resources/information to assist in the recruitment process, such as Triangle & Greek Community statistics, sample letters, and cold-‐calling scripts.

(4)

Fraternity Recruitment: An Overview

From 1972 until 1992, total undergraduate fraternity membership in the United States increased steadily. However, after 20 consecutive years of growth, total membership has dropped steadily. Fraternities stand at a crossroads. Is it business as usual or has the time come to jump-‐start the recruitment process? Passive IFC and chapter recruitment efforts must be transformed into active, direct practices. Friendship, the principal benefit of joining a Greek organization, has not gone out of style and is still very much in demand on every campus, but our market demands a more personalized and individualized

conversation about the benefits of our organizations.

Interest in friendship-‐based groups will always exist among students. Fraternity members need to take their product, their friendship, directly to the potential buyer, the unaffiliated student. When face-‐to-‐face dialogue takes place on campus between an unaffiliated student and a fraternity member, a planned encounter creates a relationship between two people. Continued dialogue develops the relationship into a friendship. A friend jumps at the chance to join a brotherhood!

The North-‐American Fraternity Conference membership recruitment strategy, therefore, is based on friendship. Since recruitment is nothing more than making friends; chapters which embrace the friendship approach during recruitment will attract a larger pool of students. The American Freshman, a national annual study by the Higher Education Research Institute at UCLA, continues to indicate a primary concern of new students (both freshman and transfers) is fitting in and making new friends. Fraternities can meet this need to belong when our message is friendship.

(5)

Understanding the Recruitment Pool:

In analyzing the pool of men on campus, three types emerge. First is the 'always join' group (10-‐20%). These men will join fraternities with very little effort on the part of either chapters or Interfraternity Councils. These men are legacies, friends of current

members, or acquaintances of alumni, and have been positively influenced on the benefits of Greek affiliation. This pool, however, has dramatically decreased over the past 30 years.

The second type is the 'never join' group (10-‐20%). Men in this category philosophically do not agree with Greek organizations or have no interest in campus involvement. No matter what the chapter or IFC effort, these men will not join the Greek community.

The third type is 'maybe join' and on most campuses, is the largest group,

potentially 30-‐60% of the male population. These men do not have complete information on the Greek experience, nor do they have positive acquaintances in chapters.

When fraternity men develop individual personal relationships with these men, fraternity is no longer an abstract concept but an organizational opportunity with a name and a face. These men generally don't seek Greek membership, but many are ideal

candidates for membership. The chapter recruitment effort must be personal, one-‐on-‐one, and active. These men will gain a favorable impression of Triangle only through meeting current members; a publication or facebook page will not cut it.

Public relations are important, but recruitment goes beyond it. A publication or video will raise awareness about Triangle, but Triangles members, themselves, engaging in everyday dialogue with these 'maybe joiners' will create friendships that produce new members. Nothing else will accomplish that desired result as simply ... or effectively.

Ethical Recruitment:

o If a Potential New Member (PNM) is interested in an Alcohol Free Living Environment and you are not, make sure you help him make arrangements to visit an organization with an Alcohol Free living environment.

o Do not lie or mislead potential new members so that they join. Think about what is best for them, and be honest and genuine about the message you deliver and what they can expect once they move in.

o Don’t sell what you can’t provide!

(6)

Recruitment Rules:

o Dry Recruitment / Substance Free: All recruitment activities and interaction with Potential New Members must be alcohol free. There should be no alcohol consumed, purchased, or transported within proximity of a recruitment event or a PNM.

o Dirty Recruitment: Dirty Recruitment is disrespectful of the entire fraternity and sorority community. When you speak poorly of a chapter to a PNM, you are speaking poorly of the entire community because the PNM will associate the negative things you said with every chapter. Not only is telling lies, smearing fraternities, or speaking poorly about other Chapters unethical, but it is also against many of your IFC rules! Always speak kindly of other chapters or say nothing at all!

Please refer to your IFC recruitment rules and regulations for further details.

Recruitment is a Chapter Effort

 Develop a recruitment committee

– Recruitment Chairs should operate as recruitment captains and not the first and only recruiters in the chapter.

• Train your membership so they are prepared to assist with recruitment

• Develop a chapter recruitment workshop (Chapter Advisors, HQ Staff and Greek life staff can help with this)

• Use role playing exercises to practice recruitment techniques and skills. • Teach them values based recruitment

• Educate them on communication skills • Give them your 30 second sales pitch

• Make them familiar with chapter goals and your recruitment plan to gain support and buy-‐in

• Identify roles for members that complement their skill sets…

– Referrals ( If you can’t get 1 referral per year, you don’t go to formal, drop to bottom of points list or you don’t get to be a member)

– Starters and closers (pair up members that complement each other’s strengths & weaknesses)

– Callers

– Cleaners & Cooks

(7)

NIC Five Step Model of Recruitment:

Step 1: Meet Them

o You can meet them in class, student organizations, campus events, etc. Depending on letters, flyers, facebook pages and brochures is not effective in itself.

Step 2: Make Them Your Friend

o Brotherhood is based on friendship, and friends usually have similar values and beliefs.

Step 3: Introduce Them to Your Friends

o Going from step 2 to 3 is key to recruitment. People will join fraternities because they are friends with members.

Step 4: Introduce Them to Your Organization

o Get to know them before step 4 so that interaction is genuine between friends rather than just selling.

Step 5: Ask Them to Join

o Ask you new and old friends to become a part of your tradition. If you don’t ask, they will never join!

Why Rush Events are an Inefficient Use of Time…

1. We don’t rush…we recruit.

2. Recruitment happens in small groups that focus on building relationships, large events are intimidating, impersonal and usually become expensive brotherhood events.

3. Events do not come until the NIC Model step 4 or 5 in the recruitment process so you better start with 1-‐3 before you plan a large event.

4. Recruitment events are simply chapter events with recruits in attendance. • Plan fun chapter events on a regular basis and invite recruits that you

have met…otherwise known as introduce them to your friends!

Practice 365 recruitment and everyday can be a recruitment event!

Question: Have you ever asked 15 women over to your chapter house in hopes of building a strong loving relationship with one of the 15? If so, how much beer was present and how long did it last?

My point…If you’re looking for a lifelong commitment, you’ll have better odds if you meet that person in a small study group, at church or if a friend introduces you to them.

(8)

What is Values Based Recruitment?

Fraternities are built on 5 basic principles: Scholarship, Leadership,

Brotherhood, Service, and a Responsible Social Life. Values Based Recruitment occurs when fraternities use these 5 basic principles and/or their Chapter’s founding principals as the main selling points of their Chapter’s Recruitment Philosophy.

If chapters recruit potential members based on their core values, they create a brotherhood built on strong foundations and those core values. If chapters sell the party, they get the party. Recruiting the wrong members can lead to a decline in chapter

strength, an increase in health and safety violations/issues, and a brotherhood built on apathy. Building relationships with potential members based on our chapter’s values will deliver better results. Potential members will join what they think will allow them to excel and leave their legacy.

What are Your Chapters Core values?

o o

o

o o

o

What are some values unique to your chapter?

o o o o

o

(9)

Values Congruence:

“What you do speaks so loudly that I cannot hear what you say.”

Ralph Waldo Emerson

Regardless of your intent, the behavior of your chapter and its members will impact the perceptions of Potential New Members beyond all else. Therefore, we must create mission & values congruence in our recruitment activities!

Behavior = Values

Discussion questions:

How does your Chapter’s recruitment program reflect your Chapter’s Core Values?

How can you improve your Chapter’s recruitment program by infusing your Core values into them?

Understanding your Chapter Identity

Understanding your chapter identity is the first step in identifying recruits. (what do you want your chapter to be known for???)

Combination of reality, values and vision:

• What traits do your members posses?

• What standards should you be living up to?

• What does your chapter aspire to become?

(10)

Who Are You Recruiting?

When coaches recruit young men to become a part of college football team, they evaluate the team, identify areas of emphasis, and they intentionally pursue the very best players in that position. They don’t hold open tryouts and hope that a team of solid players come along. They know what kind of player, what level of athleticism, and what kind of commitment they need from each player to be successful. Coach Bobby Knight said, “If you recruit a bunch of losers, they’ll play like losers!”

Question: Does your chapter do a good job of identifying who they are recruiting?

o We have just identified our chapter values, which our members need to believe in and uphold, and now we are going to identify “Who” we are going to recruit!

What qualities/characteristics do your ideal recruits have?

Example: 3.75 H.S. GPA, Athletic involvement (football captain), worked at a part time job, involved in community service.

o

o o o o o o o o

(11)

Target Marketing and Intentional Membership Recruitment

Have you ever met someone in class and wondered…why isn’t that guy in a

Triangle? There are students all over campus that have excellent grade point averages, are involved in campus organizations, excel in leadership positions, provide service to the community, and whose personal values are very much congruent with the values of Triangle. So why aren’t they members of your chapter? Have they ever been asked? So what’s the point? If we actually recruited from the talent rich pool of students on our campus we could make great strides in building a membership willing and capable of creating chapters that align their actions with their values. Call it risk free recruitment. You can recruit students who are established scholars, leaders, community servants, and have demonstrated a commitment to doing what is right according to the values of Triangle.

•

PNM’s with values congruent with Triangle values are easy targets.

•

There are non-‐affiliated students all over campus that:

–

Have excellent grade point averages

–

Are involved in campus organizations

–

Excel in leadership positions

–

Serve the community

–

Share your chapter’s high standards and values

•

Where can we find these potential members?

•

Do our members already know some of these members?

•

Are we making our chapter known to PNM’s?

(12)

How to Sell your Fraternity:

Features, Benefits & Advantages

Sell the benefits of your fraternity rather than features. A feature is

brotherhood, but a benefit of brotherhood is: brothers serve as tutors, become best friends and help make sure that you are attending class and studying. Each chapter knows what they have to offer PNM’s that is unique compared to anyone else…or do they?

An analogy to better understand this area would be looking at the features, benefits and advantages of a Hybrid vehicle. What they offer, what the benefits are, and the

advantages they have over other cars on the market.

Features (Features of a hybrid car would be: a stereo, air conditioning, a sunroof)



Benefits (benefits of a hybrid car would be: better gas mileage & less gas emissions)



Advantages (An advantage of a hybrid car would be: saving money on fuel)



(13)

Tips for Selling your Fraternity During Recruitment

#1 - Promote the Greek Community first: PNM’s have to be willing to join a Fraternity before they will join Triangle.

• Leadership…

o Greeks have held ___% of all Student Government President, Vice-‐President, and Senate Chair positions. (___% of Presidents, ___% of Vice-‐Presidents, ___% of Senate Chairs)

o Although comprising only ___% of the undergraduate campus population, Greeks hold approximately ___% of campus leadership positions

o The current SGA President and Vice President are Fraternity and Sorority Members. (or whatever is applicable)

• ___% of the undergraduate population is Greek

o Average: Fraternity chapter size = ___, Sorority chapter size = ___

o More than ______ men and more than ______ women belong to fraternities and sororities

• All Fraternities have now adopted anti-hazing policies and Triangle dose not tolerate hazing in any form.

• Scholarship

o For the past ____ years the all-‐Greek GPA has been above the all non-‐Greek GPA

o Greeks award more than _$_________ in scholarships to their members each year.

o Triangle Fraternity awards $50,000 in various scholarships every year. • Service

o More than 20,000 community service hours are logged by Greeks yearly o Approximately $100,000 raised for philanthropies yearly

o Triangle’s national Philanthropy is Habitat for Humanity.

o Triangle hosts some of the best Greek philanthropy and service events in the country.

• Graduation Rates

• National and campus-‐based research shows that Greeks stay in college until graduation at rates as much as 20% higher than non-‐Greek students.

• Costs

o On average, it is less expensive to live in a fraternity or sorority versus the average cost of on-‐campus housing or an off-‐campus apartment or house. • Social Responsibility

o Nine NIC fraternities are alcohol-‐free or have an alcohol restriction, and more will join them in the future: Acacia, Alpha Gamma Rho, Beta Theta Pi, Beta Sigma Psi, Delta Sigma Phi, Sigma Nu, Delta Upsilon, FarmHouse, Phi Delta Theta and Sigma Phi Epsilon.

o

All Triangle social functions must adhere to federal and state laws. And Triangle risk management regulation 3.6

(14)

#2 – Always be honest with members and provide them with

current and accurate information.

• Know what the cost of joining your chapter is, how much house bills are, when they can expect to see a housing contract, how many meals are provided, where does the chapter rate in academic performance, what does it cost break house bills, etc.

#3 - Personalize The Recruitment Process…

 NIC Five Step Model of Recruitment

 Put their contact info in your cell phone or friend them on Facebook (your profiles should be appropriate)

 Send personalized invites to chapter events

 Get involved in Freshmen Orientation and other campus activities.

 Sell your fraternity to Parents!

Words to Erase From Your Memory…

Erase

Replacement

Rush

Recruitment

Rush Party

Recruitment Event

Rush Guys / Rushes

Potential New Members

Party

Social Event

Wet

Alcohol Permissive

Dry

Alcohol Prohibited

Frat

Fraternity

Boys

Men

Girls

Women

House

Chapter

(15)

First Impressions Last A Lifetime:

How many potential new members has your chapter lost due to a bad first impression? Chances are more than a few. The fact is that many men lose interest if they are not immediately impressed with a chapter; this includes the members and the facility. Your chapter can offer everything a young man desires but if he is not impressed from the beginning, the odds of him joining your chapter are lessened considerably. So how can your chapter give a great first impression? This question can be answered with one word, CLASS. Class is not something which miraculously appears overnight, yet something which takes time and hard work to obtain. Furthermore, class must be continually nurtured and cared for. In short, class is very difficult to obtain but very simple to lose. The following

suggestions will most assuredly help your chapter in becoming a classy organization. CLEAN CHAPTER HOUSE: A clean chapter house, both inside and out, represents many things to guests and in particular, potential new members. First, it shows that you care a great deal for Triangle and take pride in the chapter facilities. Second, it shows that the members of your chapter are responsible and capable of living on their own. A clean house also provides a comfortable setting for your guests which in turn, will help them open up in conversation, the core of rush. Every member of the chapter should take part each week to maintain a pleasant chapter house. Remember the code of ethics as it applies to house upkeep.

APPEARANCE OF BROTHERS: Whenever guests are over, especially potential new members, brothers should dress nicely. One of the best and easiest ways to make a good first impression is to look sharp. If your chapter is having a dinner for a recruitment event, have brothers dress in a semi-‐formal manner. Further, ask the potential new members to do the same when you invite them. Everyone likes to dress up. It makes them feel confident. Disallow hats at such events. If your recruitment event is casual, dress casually. The important thing is to not dress in clothes that are distasteful, holey, or non-‐appropriate. CONDUCT OF BROTHERS: A great way to impress your guests is to act in a mature manner. Brothers should be aware that fellow students, faculty, and administration are constantly observing their actions and forming their own opinions about Triangle. If brothers are goofing around, yelling, screaming, or using profound language, guests are automatically turned off. No one wants to be associated with an organization that will embarrass, anger, or intimidate them. Good behavior and the elimination of distasteful conduct will be welcomed and appreciated by all guests of your chapter.

(16)

Recruitment Conversation Skills:

Phase I: Introduction

• Where are you from? • What is your major?

• What brought you to this University?

• Do you have any family or friends that are in a Fraternity or Sorority?

During Phase I you should not force any information about the chapter. This stage is simply to get acquainted and to allow the PNM to feel comfortable.

Phase II: Going Greek and Chapter Information

• Have you ever thought about becoming a member of a Fraternity? • Being Greek is a great way to meet people and get involved on campus. • I know when I was an incoming student….

• Her are a few things that my chapter does….

At this stage the conversation should focus on what it’s like being a Triangle at your chapter. Sharing personal experiences of your transition to college is

appropriate. Then discuss what kind of activities your chapter does throughout the year to gain interest.

Phase III: Commitment

• What could you bring to Triangle?

• What are the qualities you are looking for in a Fraternity? • What the Fraternity could provide for you is….

• Brotherhood • Living the ritual

At this point it is important to identify if this individual would be an asset to your organization. With the understanding of what they are looking for in a fraternity, the conversation should then focus on the commitment, ritual and brotherhood of your chapter.

6 Keys to Effective Communication:

1. Eye Contact

a. Eye contact guideline….3-‐5 seconds….then break eye contact. 2. Truthful

a. Lies cause low retention rates, animosity, and lost membership. 3. Friendliness

4. Fun

a. Laugh 5. Casual Conversation

a. Get to know them before you go straight for the sale. 6. Be Approachable

(17)

Additional Conversation Guidelines:

• Content should be factual and honest • Persona – Appeal

• View things from a positive light • Use I & Me instead of You & We

• Understand your culture, background, and bias and how that may impact your interactions

• Create non-‐threatening environments and choose locations carefully. • Eliminate Stress in your interactions with PNM’s.

• If asked a pointed question, you may ask them “What is important to you in that Question?”

o EX:

 Q: “Is your Fraternity Alcohol Free or can you have parties?”

 A: “What is important to you in that question?

Conversation Starters:

• What motivates you?

• What is something you have always wanted to do, but have never had the opportunity?

• What is your favorite place that you have ever traveled? • What are your hobbies?

• How old were you when you became interested in your hobby? • What sparked your interest?

• What is a cause that you feel strongly about? • What has been your greatest reward for effort? • Do you plan things out or act spontaneously? • What are you curious about?

• What is your most prized possession?

• Did you participate in extra curricular activities in high school/college? • Do you know what you would like to study in college?

• Are you getting season tickets for football and basketball? • What is your hometown like?

• What is the most embarrassing thing that has happened to you? • What makes you happy?

• What is your ultimate dream? • What do you do for fun?

• Where are your friends going to school? • What is your greatest fear?

• Where do you plan to be in 5 years?

• Tell me something you love about your home.

• What got you interested in (insert degree being pursued)?

(18)

Handling a Potential Member's Objections:

SITUATION: The potential new member has been introduced to the Brothers. The

benefits of joining a fraternity have been discussed and he has raised some objections to

joining. You will listen carefully and respond to his objections.

REMEMBER:

1.

Listen carefully and figure out the type of objection he has about the

fraternity.

2.

Before answering the objections, lower the potential member's resistance

with softening up statements, such as "I can understand that..." or "I had the

same problem before I decided to join Triangle Fraternity...

3.

Use Feet, Felt< Found. “I know how you feel. I, too, felt that way but I found

that Triangle………”

4.

Convert his objections into questions, which can be answered.

5.

Answer the questions with remarks which will show the benefits of joining

OBJECTIONS TO JOINING A FRATERNITY

I. NEXT SEMESTER

ANSWER: Jim, I can surely understand you want to wait until next semester. You have expressed your interest in joining Triangle. The New Member Program will not last longer than weeks. Wouldn't you enjoy being a Brother next semester? (Wait for reaction) II. GO VISIT OTHER FRATERNITIES

ANSWER: Jim, we encourage the visitation to other fraternities. Over the years Triangle has been on our campus, we believe the off-‐the-‐row fraternity offers more flexibility and more fun. It's our "off-‐the-‐row" status that enhances our status, wouldn't you agree? (Wait for reaction)

III. MONEY

ANSWER: Jim, money is always a stumbling block for many prospects. The initial thought is that fraternity men are all well to do people. This is false. Triangle operates a house and meal program which is year-‐to-‐year less expensive than dormitory rates and meals on or off campus. Can we go over these figures (Do not say money!) again?

(19)

ANSWER: Jim, many parents have misconceptions about the cost and our commitment to school and the community. Our Brothers are leaders in every phase of business, and the engineering industry. We would be happy to write them and arrange a meeting to familiarize them with Triangle fraternity.

V. SCARED OF THE COMMITMENT

ANSWER: Jim, we understand that joining a fraternity is a challenge. However, look at the benefits of joining. Brothers have numerous contacts in the business world, they have many long-‐term friendships, and they enjoy many new experiences which help them grow

personally. Further, they have fun. While joining Triangle is a commitment, it is well worth the time and energy.

VI. "I THINK DORMS ARE THE BEST PLACE TO LIVE.":

ANSWER: Jim, at first, I felt the same way. Here are some of the benefits of living at the fraternity house.

1. We have the freedom to personalize our rooms.

2. All the Brothers work as a team to keep the house looking clean and we take pride in making it our home away from home.

3. We all have a chance to set our own standards to run the house more efficiently.

4. The rent you would pay to will cycle back to you, as it would be used for the benefits of .

Brotherhood is the key concept here. Show him how it is nice to have people who care for you around when you need them. Invite him to your house; it is probably more attractive than a dorm. Tell him about the chance for individuality in the room he chooses. In addition, discuss the advantages of having all the friends he made in the dorms in addition to the new ones he will make here. Be a good host.

VII. "I'M AFRAID THAT JOINING WILL HURT MY GRADES."

ANSWER: I can understand your concern. I had the same thought before I joined. If I can show you how we will help you improve and get good grades by joining, would you consider joining?

1. Explain your scholarship programs, GPA statistics, and awarding system.

2. Show the potential new member how much time he will have in the new member program and the benefits he will get from joining.

3. Explain that joining a fraternity helps teach you how to manage your time, which is a great help in academics.

(20)

VIII. "SOME OF MY FRIENDS SAY THAT FRATERNITIES ARE TOO EXPENSIVE AND MOLD THEIR BROTHERS IN STEREOTYPES."

ANSWER: I can understand your concern for the cost. I had the same question before I joined. If I can show you that it is less expensive, would you consider joining?

*ANSWER THIS WITH THE FACTS

Prepare an explanation of the comparison between the costs of apartment living, dorm living, and fraternity living. Be sure to include in the cost of apartment and dorm living a social expense. This is included in most chapter house bills, and is an extra expense. This is included in most chapter house bills, and is an extra expense for the others. In most cases, the potential new member will be surprised to find that the chapter costs no more to live in than the other alternatives.

As for molding Brothers into STEREOTYPES, describe the varying interests of your Brothers to the potential new member, then introduce him to some different Brothers to prove your point.

IX. "MY FRIEND IS GOING TO JOIN ANOTHER FRATERNITY, AND I WANT TO PLEDGE THE SAME ONE."

ANSWER: Some of my closest friends are in other fraternities, so I know how you feel. But, there are advantages of joining different fraternities.

1. By joining different fraternities, you will increase your acquaintances and friends.

2. By joining different fraternities, you will have twice the opportunities to have fun.

3. By joining different fraternities, you can work together to make both organizations better thereby making the Greek Community better.

4. Explain the benefits and the uniqueness of Triangle but tell them you want them to make the decision that makes them happy.

5. Explain that they should explore all options and make the choice that fits best for them.

6. Ask them for the contact information for their friend and ask if they would bring him around triangle.

Frequently Asked Question: Parents

The most important people to sell, along with the Potential Member himself, are his parents. Q: Aren't fraternities just like the one shown in the movie "Animal House?"

(21)

lifelong friendship. The following code of ethics represents some of the basic expectations of fraternal membership:

Q: The Basic Expectations talk about alcohol. What is it really like in the fraternity? A: Alcohol abuse is unhealthy and inconsistent with fraternity ideals. All Triangle chapters are expected to uphold state, county, and city laws, and university policies regarding the consumption of alcohol. In addition, we are not allowed to purchase alcohol for members.

The days of large quantities of alcohol at a social function are gone. Instead, you'll find fraternity members participating in alcohol-‐free social activities like moonlight bowling, dinner exchanges, and lip sync contests. Students who choose not to drink will know that it's ok and feel comfortable with their decision.

Q: I'm concerned about my son's grades--what impact would fraternity membership have?

A: Students often find managing their time difficult when moving from the highly structured high school environment to the freedoms of college. Fraternities assist in that transition by offering scholarship programs which might include study partners, mandatory study hours, and time management workshops. Your student can access the network of fraternity members who already know how to use campus resources like the library, study skills centers, computer labs, and academic advisors. When joining an organization like Triangle your student will have consistent access to people that are in the same majors and share the same interests. One of the biggest assets that Triangle fraternity has to offer is its academic support.

While fraternities are concerned about the academic achievement of their members, your student is still ultimately responsible for utilizing the resources made available.

Q: What about pledging or hazing?

A: New fraternity members all experience a period of orientation. During this time, your student and the other new members will participate in weekly meeting to learn about the university and Triangle, leadership retreats, community service projects, and activities designed to build friendships among the new members and the older fraternity members. Triangle strictly opposes hazing and is committed to a membership education period that instills a sense of responsibility and commitment in the new members. This period will assist your student in overcoming some of his concerns about success in college.

(22)

Q: Who is actually in charge of the fraternity?

A: Fraternity members elected to officer positions manage the day-‐to-‐day operations of the organization. These officers are assisted by members serving on committees and by alumni who act as advisors.

In addition, all chapters are part of our national fraternity organization; which offers support, advice, and direction through a paid professional staff. Professional staff from the Office of Greek Affairs is also employed to assist and monitor the activities of fraternities. As you can see, a variety of individuals oversee the operations of the fraternity.

Q: Doesn't it cost a lot of money to be in a fraternity?

A: Each fraternity is self-‐supported through dues charged to all members. In the first year of membership, a few one-‐time expenses are assessed. After those initial payments are made, your student’s only expense will be his regular dues. If housing is offered, fraternity lodging and meals are competitive with other housing options. A variety of payment plans are usually offered.

Q: Being in a fraternity sounds like it takes a lot of time.

A: Participating in any worthwhile activity always requires an investment of one's time. Research has shown that involved college students are more likely to graduate and they report greater satisfaction with their college experience. Through his fraternity involvement, your students will learn how to balance his academic, work, campus involvement, and social commitments.

Q: How does my son go about joining a fraternity?

A: Fraternities organize a process of meeting people and making friends called recruitment. This period offers your son an opportunity to meet other people on campus and learn what each fraternity has to offer its members.

(23)

Referral Based Recruitment:

*Recruiting referrals is the most successful recruiting practice on many

campuses*

There are several ways to locate quality prospects. Your chapter should be creative when looking for top prospects. Here are a few suggestions:

.

• Fraternity Brothers: Each brother should be responsible for submitting several names to the Recruitment Chairman each year. You may offer incentives to those members who provide quality prospects.

• Alumni: In your alumni newsletter, include a section for alumni to recommend prospective members they know whom are attending, or will be attending the university. If you do not have a standardized newsletter, send a letter updating alumni on the state of the chapter and stress recruitment and the need for the names of recruits.

• Parents, High School Teachers/Counselors/Principal/Coaches, Clergy, Former Bosses, and Siblings: These individuals all interact with large numbers of students and parents on a daily basis. Send them and email or call them and ask them if they know any young men who will be attending the university that embody the values and principles of your Triangle.

• Meetings with university Coaches, Deans, Faculty and Administrators: Don’t forget to consult the people who come into contact with students on a daily basis. Set up appointments, offer information on your chapter’s values and principals, and ask them for recommendations of men they feel would meet your objectives and benefit from the fraternity experience.

• Sorority Presentations: Before the end of the semester, go to a sorority meeting and ask the women to recommend men they know who might be interested in joining. Stress to the women the values and qualities you are seeking in potential members

(24)

Sample Letters to Alumni

Letter #1 (Date)

(Name & Address)

Dear Brother (Last Name):

We at (Chapter Name) have been working on our recruitment plans for the coming year. Our first step is to compile a list of prospective members. We would appreciate your assistance in this effort. Your activities may have brought you into contact with young men who will be attending our University, and who you believe to be prospects for Triangle.

Enclosed are a number of recommendation forms which you may use to inform us of potential members. We would like to contact these men as quickly as possible, for we feel that personal, extended contact is the most sincere way of recruiting members, or email me at (Email Address). Because of this, I would appreciate your quick attention to this matter. We will be very grateful for any help you can provide.

In F, S, & C

Name

Recruitment Chairman

Letter #2 (Date)

(Name & Address)

Dear Brother (Last Name):

Thank you for your recommendation of (Name). As you know, we rely on alumni recommendations for many of our recruitment projects. The potential members that you and other alumni have introduced to the chapter have provided us with added incentive to have a successful year. At this time, we have (Contacted, Bid, or Recruited) (Name). We agree that he will make a fine Triangle and thank you again for your interest. We are always happy to hear from our alumni brothers. Please keep in touch.

In F, S, & C

Name

(25)

The Cold Call:

An Opportunity for First Impressions

Tips to Keep in Mind:

o Understand that you are not trying to recruit him over the phone. The call is to set up an interview or invite the member to a recruitment event.

o Make sure that he does not feel like he is being asked to make a commitment to something over the phone.

o Build him up by telling him the qualities you described to the person who recommended him and by letting him know that you value his opinion.

o Do not take “no” for an initial answer. If he says he is not interested, tell him you want to learn why. He may have a good reason based on something factual or he may hold some common misconceptions. Either way, if you can show him another side during the interview, you may gain a valuable member.

o No matter how he responds to your comments, be cordial and polite. He may change his mind in the future or recommend the Fraternity to friends.

(26)

Cold Calls: Sample Script

Chapter: “Hello. May I please speak with John Smith?”

Potential Member: “Hello. This is John.”

Chapter: “John, my name is _____________ from Triangle Fraternity. You may have heard that we are contacting outstanding men about joining.”

Potential Member: “Yes.” (Find out where/from whom/etc.) OR

Potential Member: “No.”

Chapter: If no, “The reason I’m calling is because after speaking with __________ (Name of Sorority, Organization, Faculty Member, etc.) about Triangles Value’s and Principles, they suggested I speak with you.”

Chapter: I would like to meet with you and discuss the opportunities available to you with the nation’s largest engineering, architecture & science fraternity.

Potential Member: “Okay.”

Set up a time to meet in the next 48 hours.

Chapter: “What’s your schedule like tomorrow? The next day?” Be sure you suggest times when someone on the recruitment committee is available.

OR

Chapter: Don’t give up. “We would still like to get your perceptions concerning Greek life and hear how you feel about Triangle more specifically. It will help us become a better fraternity. It will only take 10 minutes.”

Potential Member: “No.” (He is still not interested.)

Chapter: Can I send you some materials on Triangle Fraternity and call you after you have a chance to look them over?”

Potential Member: “Sure.”

Chapter: Take down his address and mail him information immediately. Call him back seven days after mailing to set up an interview.

OR

(27)

Recruitment Resources

Dos and Don’ts of Recruitment:

DO:

• Remember that recruitment is simply making friends. • Learn the art of the friendly smile and the firm handshake. • Dress and act like gentlemen in the presence of all guests. • Know the answers to all fraternity related questions.

• Introduce all potential new members to each other as well as all the brothers. • Help a prospective member become oriented on campus.

• Relate the opportunities and chances for involvement offered by Triangle. • Be positive about your chapter and about yourself.

• Use the potential member's name when you are with him on campus and at your

house.

DO NOT:

• Apologize for the chapter's weak points. Discuss further plans for improvement, and

discuss the chapter's strengths. Inform the potential member how he can help strengthen the chapter.

• Release the handshake until you are sure of the potential member's name. Listen to

his name while looking at his name tag and then face.

• Talk about yourself. Listen to your guest and talk about what interests him, not you. • Criticize other fraternities or individuals. It is more impressive to say good things

about others.

• Leave any potential member by himself for any reason. There is nothing more

uncomfortable than being alone among strangers. Make him feel natural.

• Congregate with other groups of brothers or new members. Guests may get the

impression that no one is interested in them.

• Talk about sterile subjects such as hometown and majors. Listen to what your guest

has to say and then discuss his interests.

(28)

Ten Commandments of Recruiting:

1. Think like a prospective member -‐-‐ And you’ll act like a good recruiter. Remember, he is probably a graduated high school senior and is most likely leaving home for the first time, knows nothing about college and especially fraternities. Your assumption is that he knows of nothing. MAKE HIM FEEL AT HOME.

2. Assume a prospective member knows nothing -‐-‐ Because he doesn’t know any more than he’s read in the papers and been told by “somebody who knows” who’s given him a list of the best fraternities on campus (probably invalid). He doesn’t know the terms you use and he doesn’t even know the Greek alphabet. Explain everything.

3. Sell the fraternity system first -‐-‐ He has to be sold on the idea of a fraternity before you can sell him on Triangle.

4. Spectacle is cheap -‐-‐ Not cheap to pay for, but it’s cheap in effect. Personal contact is paramount; spectacle can supplement it, but it cannot replace it.

5. Keep in mind what you are selling -‐-‐ You’re selling a group of friends. Diverse and varied in interest, yes, but who share the same values, and academic pursuits. That’s what he’s buying, so...

6. Make friends -‐-‐ Most prospective members join where they have the most friends and believe the other brothers to be the best group they can find. Be yourself, put your best foot forward and try to present yourself as a good example of your chapter, but be honest, straightforward and friendly.

7. You get what you recruit -‐-‐ The trouble with most recruiting and “rushing”

techniques is they attract the more casual, insincere types, and worse, they frighten away or disgust the highly motivated men who will do something for the chapter, and in return, improve themselves.

8. What’s the competition? -‐-‐ Is it the other fraternities or the residence halls? In either case, do not knock the competition. You show and explain why your chapter is better than the competition.

9. Keep good records -‐-‐ If you talk to a great guy, it is to your advantage to be sure he doesn’t get lost in the “rush.” If you find a successful recruiting approach, give it to the recruitment chairman. Don’t trust your own memory, WRITE IT DOWN.

10.Plan ahead, think, and try -‐-‐ Only the individual can do the job of recruiting. Be positive in your approach and don’t pass the buck. Everybody has a job to do, and they must all do it for recruitment to be successful.

(29)

Getting Organized for Recruitment:

It is very important for the recruitment chair(s) to be organized, neat, and able to communicate current recruitment information in a very timely and efficient manor. Tips:

• Use large marker boards to keep track of names, contact �