2. OVERVIEW I.Friday 1.Introducing Dynamic Recruitment 2.Dinner at IHQ 3.Expanding Your Network II.Saturday 1.Managing Your Network 2.Conversation Skills 3.Break-Out Sessions 4.Closing the Deal 5.Values-Based Selection 6.Chapter Planning Time

3. MISSION STATEMENT Phi Gamma Delta exists to promote lifelong friendships, to reaffirm high ethical standards and values, and to foster personal development in the pursuit of excellence. Phi Gamma Delta is committed to provide opportunities for each brother to develop responsibility, leadership, scholarship, and social skills in order to become a fully contributing member of society.

4. NOT A “GOOD” GUY

5. STATIC TO DYNAMIC Population of your undergraduate student body: ____ Subtract the number of female students: -____ Subtract the number of men already in fraternities: -____ Subtract 15% of this total to account for “Never Joiners: -____ Total number of men on your names list: ____

6. STATIC TO DYNAMIC The NIC Six Step Recruitment Model 1.Meet Him 2.Make Him a Friend 3.Introduce Him to Your Friends 4.Introduce Him to the Fraternity 5.Compare Him to Your Standards 6.Ask Him to Join

7. SIX CYLINDERS 1.Referrals 2.Summer/Off-Season Recruitment 3.Brother Positioning 4.Membership Drives 5.Marketing For Names 6.Formal Recruitment/Rush

8. REFERRALS Who knows the best men? ▫ Brothers ▫ Sorority women ▫ Graduate brothers ▫ Student organizations ▫ Faculty/staff members ▫ Parents

9. SUMMER/OFF-SEASON Where can you make the best first impression? ▫ Orientations, move-in weekends, activity fairs, etc. ▫ High school & hometown ▫ Facebook groups ▫ Small summer events

10. BROTHER POSITIONING Where are the best men on campus? ▫ Most influential student organizations ▫ Largest or popular organizations/activities ▫ Opportunities to meet many more people

11. MEMBERSHIP DRIVES How can you meet new people? ▫ Residence halls ▫ “Five for Five” ▫ Info tables ▫ Raffles or similar

12. MARKETING FOR NAMES What is Phi Gamma Delta’s image? ▫ Positive social media/website presence ▫ Scholarship opportunities ▫ Service or philanthropy events ▫ Intramural tournament ▫ Faculty or staff recognition ▫ Letters to parents

13. FORMAL RECRUITMENT/RUSH How can you utilize it effectively? ▫ Encourage men you meet to register and/or participate ▫ Contact the “Always Joiners” or the men that have already expressed interest ▫ Be confident  Speak positively about other fraternities  Encourage recruits to explore their options

14. KNOW YOUR PRODUCT! Why did you join Fiji? What makes Phi Gamma Delta unique? What are the values of the Fraternity? How does the chapter live them?

15. ADVERTISING YOUR PRODUCT Website Basics ▫ Clean design and easy-to-navigate  Not overcrowded with graphics or.gif files  Cohesive, with logical sections and pages ▫ Updated and relevant  Ensure that all information is always updated  Link registration for recruitment ▫ Integrated social media  Highlight the Chapter’s social media on website

16. ADVERTISING YOUR PRODUCT Twitter and Facebook ▫ Informative and timely (ex: recruitment events) ▫ Responsive ▫ Highlight Chapter events and programs ▫ Not controversial! Integrated Message ▫ Twitter, Facebook, and website should share message ▫ The Public Relations Plan aka “Message Calendar”

18. GETTING THEM OUT Tabling effectively ▫ Out in front ▫ Be approachable and confident ▫ No clutter – KiSS ▫ Talk about their favorite topic ▫ Funnel the conversation

19. GETTING THEM OUT Cold Calls ▫ Use his name CONSTANTLY ▫ Briefly explain WHY you’re calling ▫ Ask YES questions ▫ Schedule a time to meet ▫ Stay positive ▫ Don’t take NO for an answer

20. GETTING THEM OUT The best events… ▫ Don’t break your budget ▫ Engage and connect ▫ Are manageable

22. ANSWERING OBJECTIONS

23. When addressing concerns… ▫ Demonstrate empathy (feel-felt- found) ▫ Ask questions to ensure you understand concerns ▫ Correct misconceptions

24. IF ONLY…

25. FRIENDSHIP “We are united by FRIENDSHIP. It is the basis of our brotherhood. Because of it, we accomplish far more than we do as individuals. Friendship is the sweetest influence.” FRIENDSHIP KNOWLEDGE SERVICEMORALITY EXCELLENCE

26. KNOWLEDGE “We promote the pursuit of KNOWLEDGE. It is the key to a fuller, richer life. We gain it through education, the harmonious development of the powers of the individual.” FRIENDSHIP KNOWLEDGE SERVICEMORALITY EXCELLENCE

27. SERVICE “We encourage SERVICE. We have the ability, the opportunity, and the duty to serve our fellow human beings. Our reward is the satisfaction that comes from serving.” FRIENDSHIP KNOWLEDGE SERVICEMORALITY EXCELLENCE

28. MORALITY “We believe in MORALITY. As gentlemen of quality, we must do what is right as individuals and as a group. Moral behavior is the basis of society’s existence.” FRIENDSHIP KNOWLEDGE SERVICEMORALITY EXCELLENCE

29. “We strives for EXCELLENCE. It is attained only when we fulfill our total potential. Mankind benefits when each of us becomes all that we can be.” FRIENDSHIP KNOWLEDGE SERVICEMORALITY EXCELLENCE