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Third Week and Beyond
During these weeks, you will be hosting potential members at small group activities. When you are talking with a prospective member, talk about the benefits of Greek life and listen carefully to his reaction. If he's interested in finding a good job after graduation, talk about your alumni network. If he's interested in sports, talk about intramural athletics. The important part is to determine his interests and align the fraternity benefits with those interests.The Dynamic Recruitment Process involves using a pre-close question to gauge the prospective member's interest in joining. Ask him,"If I were to offer you an invitation to join TKE, would you accept?" If he says yes, then tell him that your fraters have expressed mutual feelings and bring him to the recruitment chairman for a bid. If he says no, then ask a clarifying question.
A clarifying question is designed to figure out the real objection to joining. For example, "What is keeping you from saying yes?" Remember that there's always the real objection, and the stated objection. You need to understand the real objection. For instance, if he tells you that his mother won't let him join, you might ask him "What specifically worries your mother about joining a fraternity?" Once you get to the real objection, empathize. You probably either had the same objection, or know someone in the chapter who did.
The next step is to isolate the objection. Ask "Is that the only thing keeping you from saying yes." This important step helps ensure that once the real objection is overcome, he will accept a bid. If there are other objections, try to get them all on the table. Finally, overcome the real objection(s) and ask the prospect to accept his bid. A great tool for overcoming the real objection is to use the Quality Response Guide.