RECRUITMENT WORKSHOP

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RECRUITMENT WORKSHOP ALPHA PHASE WEEK 1
to BETTER the MAN.
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7 STEP PROCESS TO RECRUITMENT

• Meet the Person
• Make this Person your Friend
• Introduce this Person to your Friends (Brothers)
• Evaluate him against standards
• Introduce this Person to your Fraternity
• Ask this Person to be a part of your Brotherhood
• Repeat the Process

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RECRUITMENT STEP ONE

• Meet a Potential New Member
• Where do we meet people?
• Every person we meet is a PNM
• Make sure we get their contact information and
  add them to the names list.
• Activity Create Names List
• Goal 5 names per member

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PLACES TO RECRUIT
Cafeteria
Class
Hallways
Student Organizations
Residence Hall
Student Union
Friend of a Friend
Campus Events
Movie Theatre
Welcome Week
Work
Intramurals
Gatherings
Lectures
Admin/Faculty Referrals
Open Forums
Sorority Referrals
Gym
Courtyard
Athletic Games
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RECRUITMENT STEP TWO

• Make a Potential New Member Your Friend
• How did you make friends before the Fraternity?
• Recruitment is all about one on one connections
• Find something in common!
• Activity 30 Second Conversations

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QUESTIONS?

• What questions do you ask someone to learn more
  about them?

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4 FS TO MASTER A CONVERSATION

• Family
• Favorites
• From
• Fun

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4 BS TO AVOID IN CONVERSATION

• Barack (Politics)
• Bible (Religion)
• Booze (Alcohol and Drinking)
• Babes (Hookups)

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OPEN ENDED QUESTIONS

• The best open-ended questions start with one of
  these 5 words/phrases
• How
• Why
• Tell me about
• Explain to me
• Help me understand

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OPEN ENDED QUESTIONS

• Example
• Q Where are you from?
• A Michigan
• Example
• Q Tell me about where youre from?
• A So I grew up in this really small town in
  Michigan, which explains a lot about me, I guess.
  Its called Buchanan, and it is known as the
  Motocross capital of the world

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QUALITY QUESTIONS TO ASK

• What do you expect to get out of the Fraternity
  experience?
• Tell me about the activities you are/were
  involved in?
• Why are you interested in joining a Fraternity?
• How do you like to spend your free time?
• How do your parents feel about you joining a
  Fraternity?
• What have you heard about Alpha Sig on campus?

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STRONG CONVERSATIONAL KEYS

• Remain confident by controlling the conversation.
• Control the conversation by monopolizing the
  listening.
• Monopolize the listening by asking open-ended
  questions.

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CLOSING A CONVERSATION

• How to leave a conversation
• Give cell phone
• Ask potential member if they have a cell
• Make plans for next study session, meal,
  workout, etc.
• Tell potential member to invite roommates,
  friends, etc.
• Follow Up

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SOCIAL EXCELLENCE

• Social Excellence Best Practices
• Introduce yourself to each potential new member
  with a firm handshake.
• Be confident in yourself
• Learn each potential new members name try to
  use his name in conversation often
• Be enthusiastic
• Introduce potential new members to other
  potential new members and brothers but never with
  a naked introduction
• Seek out more information from potential new
  members How so or What does that involve
• Actually bring the potential new member to
  activities or events dont just assume he will
  attend
• Dont ask yes/no questions ask open-ended
  questions
• Follow-up with PNMs after meeting or event

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RECRUITMENT - STEP THREE

• Introduce the PNM to Your Friends
• How would you introduce a potential new member to
  your friends?
• Facilitate your new friends becoming friends with
  your current friends.
• What do you currently do with your friends?

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RECRUITMENT - STEP FOUR

• Introduce the PNM to Your Fraternity
• What events or activities could we invite a
  potential new member to attend?
• What constitutes a chapter recruitment event?
• Activity Sell me

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BIG WINNERS v. BIG LOSERS

• Differences between success failure
• Appearance
• Body Language
• Listen and Ask Questions/Be Positive
• Give Introductions
• Be Proud of Your Fraternity
• Answering Questions

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APPEARANCE

• BIG WINNERS
• Dress to impress your potential Brothers
• Clean Shirt
• Sharp hair
• Smells good
• Good breath

• BIG LOSERS
• Dress like they just got up or just got back from
  the rec. center
• Dirty/smelly clothes
• Messy hair
• Smells like a locker room
• Garlic breath

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BODY LANGUAGE

• BIG WINNERS
• Smile
• Stand up
• Give a firm handshake but not overpowering
• Make eye contact with your potential brother
• Talk with an open pathway to the entrance of the
  room

• BIG LOSERS
• Have no facial expression or look too serious
• Sit down
• Give a limp handshake
• Look at the floor, ceiling or the composites
• Talk in a closed circle or with back to the
  entrance of a room

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LISTEN, ASK QUESTIONS, BE POSITIVE

• BIG WINNERS
• Know potential Brothers names
• Ask open-ended questions
• Ask follow-up questions
• Allow potential Brothers to talk more
• Give non-verbal feedback
• Dont ask the same tired questions!
• Talk positively about Brothers

• BIG LOSERS
• Dont remember potential Brothers names
• Ask yes/no questions or worse, talk about
  themselves
• Dont ask follow-up questions
• Do all the talking
• Ask same-old boring questions
• Use sarcasm, tell inside jokes, or ridicule and
  embarrass Brothers

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INTRODUCTIONS

• BIG WINNERS
• Give appropriate introductions
• Example Jeff, this is Joe. Joe was telling me
  that he played soccer in high school, and I know
  you did too.
• Dont use speed dating!
• Potential Brothers dont need to meet everyone
  the first time they come around
• Quality conversations over quantity

• BIG LOSERS
• Give naked introductions
• Example Jeff, this is Joe. Joe, this is Jeff.
  Yo, Matt save the chicken wings!
• Handoff potential Brothers from person to person
• Value quantity over quality

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BE PROUD OF YOUR FRATERNITY

• BIG WINNERS
• Show pride in their Fraternity through actions
  and words
• Encourage potential Brothers to visit other
  fraternities
• Talk positively about the Greek community
• Avoid tired clichés that every fraternity uses

• BIG LOSERS
• Apologize for their Fraternity or dont show
  pride in it
• Talk poorly of other fraternities
• Use the same tired clichés every other Fraternity
  uses

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ANSWERING QUESTIONS

• BIG WINNERS
• Honestly answer questions about time and
  financial commitments and what it means to be in
  a Fraternity
• Talk about what the Fraternity does well and what
  they can improve
• Ask what questions do you have, not do you
  have any questions
• Ask at the end of the night
• Invite potential Brothers to contact the Brothers
  if they have any questions
• By phone, e-mail, Facebook or IM
• Respond to questions in a timely manner
• Follow-up with the potential Brothers that he
  talked with at recruitment

• BIG LOSERS
• Minimize the time commitments
• Apologize for standards
• Imply that the Fraternity is perfect
• Assume that if potential Brothers have a
  question, theyll contact the Brothers
• Dont encourage potential Brothers to contact the
  Brothers

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RECRUITMENT - STEP FIVE

• Evaluate the PNM Against Your Standards
• Bid voting Deciding who to extend bids to/ask to
  join
• What are your membership standards?
• How will you evaluate the potential new member
  against your standards?

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RECRUITMENT - STEP SIX

• Ask the PNM to Join Your Fraternity
• One simple question will ensure 100 bid
  acceptance
• If I were to ask you to join right now, would
  anything stop you?
• 2 options
• No (Extend him a bid)
• Yes (Find out his excuse and refute)
• After Bid Voting ask to join!

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DEALING WITH EXCUSES

• Excuses should be expected. People make excuses
  all the time. The key is learning how to deal
  with them.
• Here are a few of the most common excuses
• It costs too much
• I dont want to buy my friends
• I dont have the time
• I dont want to be hazed
• My parents dont want me to join
• I dont want to be told what to do

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REBUTTAL IN 4-STEPS

• HERES AN EFFECTIVE 4-STEP MODEL TO WIN AN
  EXCUSE-GIVER OVER
• Step 1 - Ask a question
• Too often, when someone gives an excuse, our
  natural reaction is to flood the person with a
  lot of information. This leads to stuttering, a
  rigid delivery, and an uncomfortable situation
  for all. The easiest way to combat this is to
  simply ask a question.
• Why do you think it would hurt your grades?
• How much do you think it costs to join a
  fraternity?
• Why dont your parents want you to join?

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REBUTTAL IN 4-STEPS

• Step 2 Provide Information
• Now is the time to give the necessary information
  that will ease his apprehensions. Be prepared to
  give the correct information, dont make things
  up! Make sure every active member of the chapter
  knows information about the chapter. Its also a
  good opportunity to introduce him to a brother
  who had similar fears.
• Semester and National dues
• Size of Chapter
• Chapter GPA
• Chapter events and activities
• Chapter accomplishments and goals

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REBUTTAL IN 4-STEPS

• Step 1 Get him to say Yes
• Get him to say Yes. Before you spring the
  question of asking him to join, get him to say
  yes to other questions first. Ask him questions
  that will guarantee a yes response.
• What questions can you ask that would guarantee a
  yes response?
• Did you come to college to have fun as well as
  get a degree?
• Do you wish there was more to do here?
• Dont you want to get the most out of your
  college experience?
• Do you like to meet new people?

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REBUTTAL IN 4-STEPS

• Step 1 Ask him to join
• Asking someone to join after steps 1-3 are
  completed should be easy. By this time, the
  potential member should know most of the
  brotherhood, feel comfortable asking questions,
  and be interested in joining. Explain to him that
  you truly believe that he would benefit from
  membership and that he would make a great
  addition to your chapter. In this instance, there
  is no clear-cut answer on how to ask him to join.
  Each person joins for a different combination of
  reason. You should know what that combination is,
  reaffirm it, and ask him to join.

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RECRUITMENT - STEP SEVEN

• Repeat the Process
• People join people, not organizations
• Recruitment is about relationship building with
  new connections
• Recruitment occurs 365 days a year
• Activity Plan and Execute a Recruitment Event

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to BETTER the MAN.