PHI GAMMA DELTA RECRUITMENT WORKSHOP Saturday July 23, 2011

Strengths and Weaknesses Consider your chapter’s recruitment efforts What is working and not working? What ideas have completely flopped? What has not worked on a campus level?

Prospecting Quantity Drives Quality Name Joggers Quantity of Contacts, NOT bids Name Joggers

Names List How do you build a prospect pool? What is NOT a Names List? Creation of a names list What is NOT a Names List? Static, outdated, small What is a Names List? Electronic Google Document Names come from all cylinders of Recruitment Should be large, names are constantly moving around, names are constantly being added. Example Names List

Marketing Presenting to sororities and other student organizations and asking for referrals Expanding your network Social Media Managing your Chapter’s web presence

I have a Name’s List, now what do I do?

Best Practices – Cold Calls

Turn Cold Calls Into Warm Calls Use his name ALL THE TIME Tell him (briefly) why you are calling Ask “YES” questions Schedule a meeting Stay positive

They are interested, now what? Conversation Skills: the Five F’s Family/Friends – Siblings, Parents Favorites – Food, sports Firsts – Freshmen year, classes Fun – involvement, HS, vacations From – Hometown

What Next? Great job with the conversation, now it’s time for a temporary close. “I enjoyed talking with you but I need to get going. Maybe we can grab lunch together sometime.” “I have some other commitments I need to get to, let’s talk again soon. But……. “Before I get going, do you have a number that I can reach you at?” Take out your phone, dial his number, CALL HIM IMMEDIETLY Now you have his number and you know he has yours! Make plans to meet soon, dinner is always a good option, people have to eat

Practice

Handling Objections Objections Dealing with Parents My parents don’t want me to do it I want to wait until next semester I do not have the money I do not think I am the fraternity type Dealing with Parents

Values Based Recruitment The best guys will fit your values The best recruiting Chapters quantify their results Advertise the values you recruit around

Voting The Fraternity Laws Require a certain voting procedure for membership votes: Secret Ballot procedures are used A unanimous vote must be passed A re-vote takes place if only 1 or 2 men vote against the motion (clouded vote)

ABC ALWAYS BE CLOSING

Bidding Pre-Closing Give out the bid What should be completed before the pre close? Objections Questions Discussion Best setting to handle the pre close? Give out the bid

Where do we go from here… Show, Observe, Shape (SOS) How to recruit with your motivated brothers Set Chapter Goals Write out plans to change your recruitment efforts for the year