1. PHI GAMMA DELTA
RECRUITMENT WORKSHOP
Saturday July 23, 2011

2. 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?

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

4. 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Static, outdated, small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

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

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

7. Best Practices – Cold Calls

8. 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

9. 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

10. 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

11. Practice

12. 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

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

15. 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)

16. ABC
ALWAYS BE CLOSING

17. 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

18. 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