GOOD GUYS Mattson, Orendi
GOOD GUYS Mattson, Orendi
GOOD GUYS Mattson, Orendi
GOOD GUYS
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GOOD GUYS
MATTHEW G. MATTSON
JOSHUA A. ORENDI
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First Edition
http://www.PhiredUp.com
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TABLE OF CONTENTS
DO IT.
Throughout Good Guys you will find practical applications to
help you improve your recruitment results immediately. Pay
special attention to the sections entitled “Do It.” These
sections provide exercises and activities to help you get
immediate results.
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FOREWORD:
LESSONS LEARNED
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May you see your potential, may you work hard, and may
your dreams be achieved!
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~George Washington~
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4. The truth about rush is that the chapter on campus who gets
the most strangers to pledge is considered the winner. This is
the epitome of old school Static Recruitment.
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DO IT.
Experience the limitless possibilities that await your chapter right
away by applying the ideas provided here:
Think about the men who never really got involved the
way you hoped or who quit the organization early on.
Why did they join, who influenced their decision, and
what lessons can you learn from their departure to
improve your recruitment and retention efforts?
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7. Grow Wiser
8. Repeat How Long?
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With the principles we have given you, the stage is now set
for you to:
Better yourself
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Your opportunity is
N O W H E R E.
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~Dexter Yager~
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DO IT.
Experience the limitless possibilities that await your chapter right
away by applying the ideas provided here:
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~unknown~
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1. Achieving
2. Communicating
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3. Expecting
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CEREMONY/RITUAL/VALUES
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you were allowed entry into its sacred walls. Most fraternities
are actually based on one simple criterion for membership:
commitment.
If someday you get a chance to sit down with your ritual
book (by the way, the lock on your ritual closet isn’t there to keep
you out), glance in there to see what commitment you have made.
You’ll find out that all your fraternity asks of its brothers during
the pledge process and during their membership is for a
commitment to Achieving, Communicating, and Expecting the
values of the organization. Essentially, most fraternities are open
to any man who is willing to raise his right hand, and say, “Yeah,
I’ll be your brother for life, act like a decent human being, do
nice things for my brothers and the community, pay my dues and
not be an idiot.”
There are a few challenges, however, that come along
with that seemingly simple commitment. You have to know that
you’re asking that same commitment from all your brothers. You
have to communicate that commitment to prospective new
members before they join. And, you have to actually live up to
your end of the bargain; if one of your brothers breaks that
commitment, you must hold them accountable for their actions.
Fraternity is really pretty simple. You promise something
to a bunch of guys. They promise the same back to you. Then
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Values Standards
________________________ _________________________
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Examples:
Academic Excellence Has 3.0 or above
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Examples:
Pay your dues in full and on-time.
Hold a leadership position in at least one other
organization on campus.
Attend weekly chapter meetings.
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DO IT.
Experience the limitless possibilities that await your chapter right
away by applying the ideas provided here:
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S.P.A.M.
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“A can of nothing”
“What do those letters mean anyway?”
“Leftovers stuffed together”
“You could eat it, but you probably don’t want to”
“It’s technically food, but… gross”
“I’d rather eat a steak”
“I’d rather eat my own arm”
Most people have a very clear opinion of S.P.A.M. and,
most often, it’s not a good one. Ironically, the overwhelming
majority of Americans have never even tried it. They just
“know” it’s not for them.
Now, here's a different question. Do you have anyone on
your campus that is anti-Greek? Duh… We know you do.
Here’s a better question. Do you think a few of those words
listed above describing salty meat products and billions of
annoying emails might be similar to the words that your anti-
Greek classmates would use to describe the fraternities on your
campus?
Go ahead and read the list again.
It’s not a fun analogy, but sadly it works. Many of the
fraternities you’ll encounter around the country actually are
rather disgusting, annoying, canned meat, without much
substance, living together in a mysterious box with strange letters
on the front that nobody understands.
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S.P.A.M. Village
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Skills
Having the ability to communicate, socialize, and
effectively grow the membership.
Product Knowledge
Having a firm understanding of your fraternity, its
value to its members, and its value to the community.
Audience Understanding
Having the awareness of who you want, where he is,
and how to find him.
Motivation
Having the drive to do what is necessary to get the
results you desire.
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time on big rush events only to get a handful of men. The Eight
Steps process empowers you to spread out the effort and spend a
lot less money by implementing a system that incorporates the
development of positive patterns of behavior in your members.
Patterns of behavior to improve your recruitment results
start with reading this book, practicing the ideas in this book
everyday for the next 21 days, teaching the ideas in this book to
at least one other person, and then re-reading the book again to
see what else you may have missed.
We will provide new ideas to use as your patterns of
behavior which will overcome your S.P.A.M. issues (lack of
Skills, Product knowledge, Audience understanding and
Motivation). You have to commit to trying these new behaviors,
and practicing them. Let’s start with Motivation.
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A LESSON ON MOTIVATION
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DREAM BUILDERS
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DO IT.
Experience the limitless possibilities that await your chapter right
away by applying the ideas provided here:
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~John Lubbock~
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Line A
- # of women on campus
Line B
Line C
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- 15%
Line D
% Line E
____________ Line F
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MATH EXAMPLE
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1. Referrals
2. Summer Recruitment
3. Member Positioning
4. Membership Drives
5. Marketing For Names
6. Rush
1. Referrals
Begin by using the “Mind Joggers” we’ve provided near
the end of this chapter to get referrals from yourself and current
members. The average member can generate 50+ names with
minimal effort. Ask for referrals of top undergraduates from
sorority leaders, faculty members, administrators, alumni
brothers, and other organization leaders. Also, consider using
new technology with websites that link new friends together.
2. Summer Recruitment
Each campus is a bit different, but all have some potential
for summer recruitment. Consider leveraging incoming freshman
lists from the Admissions Department. Tap into freshmen
prospects through guidance counselors at targeted high schools.
Also think about using regional events for incoming students,
such as orientations or information sessions, as ways to be the
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3. Member Positioning
Every member of the chapter should be involved in
multiple campus organizations and leadership roles. Encourage
members to get involved in residence life, admissions work,
orientation programs, campus tours, recreation
center/intramurals, and so forth. Use rosters and contact sheets
from these activities to build your Names List.
4. Membership Drives
Rush week is not the only time to have a membership
drive, and those drives can take various forms. Consider making
a post-rush push, mid-semester drive, or end of the semester
clean up. Many chapters find success with techniques such as
dorm storming, “5 for 5”, information tables, activities fairs, and
move in/out days.
“5 for 5” is simple, and it’s one of the most effective ways
we’ve found to dramatically increase your Names List. If you do
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“5 for 5,” there is a good chance you’ll get more men through this
effort than you’ve ever gotten from one of your big rush events.
“5 for 5” is a challenge. Are you willing to meet, just
meet, 5 new men a day for the next 5 days?
If you are willing to take that challenge, and make that
commitment, you alone can grow your fraternity’s prospective
membership pool by 25 people. If 4 of your brothers take that
challenge with you, then your chapter will grow its prospect list
by 125 people within only 5 days. How many of your big rush
events have ever resulted in personal conversations with 100+
men? Start "5 for 5" today and you'll see results
immediately.
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6. Rush
Traditional campus-organized “rush” is the most
commonly used method for gathering names. Participate in the
programming and maximize its potential, but realize that you are
reaching only a very small percentage of your prospect pool
during this traditional, static, and formal rush process.
Remember to gather names throughout the process. This is a
great way to pump up your Names List with men who have
already expressed interest in Greek life. Don’t forget to revisit
last year’s rush list for quality men who have not yet joined a
fraternity.
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MIND JOGGERS
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GREAT JOB!
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RECRUITS RECRUITING
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DO IT.
Experience the limitless possibilities that await your chapter right
away by applying the ideas provided here:
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“Knowledge is a process of
piling up facts; wisdom lies in
their simplification.”
~Martin Fischer~
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that’s a different part of the story that we won’t get into right
now.
“Hi there,” she said. “Sorry about the mess and the
shouting. My vacuum cleaner just broke, I can’t fix it, and I’m
all worked up. How can I help you?”
Well, obviously, the salesman had hit the jackpot. So, he
sprung into action. “Ma’am, I’m here to help. I’m a vacuum
salesman, and I’d like to sell you this vacuum.”
“How nice,” she said, looking interested in the vacuum
and the salesman. “Obviously, I’m a lady in need of your
services, but I’ll need to know a little about this vacuum first.”
This was the vacuum salesman’s first time, remember,
and he hadn’t prepared quite as much as maybe he should have.
“Ma’am, well… uhh… as you can see here, the vacuum I have
to sell you is… uh… well, it’s green. And… uhh… well, it
sucks.”
That’s the end of the story. We didn’t say it was a good
one. But, we might be able to learn a valuable lesson from our
young vacuum salesman friend. If you don’t know your product,
you're probably not going to be able to sell it. In our fraternity
context, if you don’t know the value and benefits of your
fraternity and you don’t know what sets your fraternity apart
from all the other organizations on campus, then you’ll probably
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them see how they can benefit from what your fraternity has to
offer.
Identity Crisis?
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DO IT.
Experience the limitless possibilities that await your chapter right
away by applying the ideas provided here:
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Family/Friends
How do you know John? How close are you with your
family? Who else is on the team? How did you guys meet?
How does your family feel about …?
Favorites
I love Tony’s Pizza, what do you normally order?
Which classes are your favorites?
Which sports teams do you follow?
Firsts
What do you think of Freshman Seminar so far?
How is your first week of classes going? What was your first
impression of this place?
Fun
I love poker too, how often do you play cards? What other
card games do you know? Where do you guys usually hang
out on the weekends? What else are you involved in outside
of class?
From
Where are you from? How did you end up here?
Where do you live now? How often do you get back to
Florida? What was it like growing up in…?
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• I’d love to keep talking with you, but I need to get going.
Maybe we can grab lunch together sometime.
• Thanks for the information, maybe we can talk more later.
• I have some other commitments I need to get to, let’s talk
again soon.
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You say, “What time are you eating dinner tonight? [He
responds, “6 o’clock.”] I’m going to be at the food court
with some friends around 6 o’clock. You have to eat,
don't you? [It’s OK to ask questions you already know
the answers to.] Great, since I’m going to be on campus
around that time anyway, I’ll drop by your dorm around
5:45 to pick you up. What room number are you in?
[The question wasn’t, “Do you want me to pick you up?”
The question was, "What room number are you in?"]
Here’s my phone number in case your plans change.
What’s the best way I can reach you when we’re on our
way?” [You just got his contact info. Great job.]
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Magic trick #3: Get your top hat and rabbit ready for this
one. You’re about to double or even triple your productivity with
two sentences. Here they come…
You say, “Do you have a roommate?" [You know he
does if he lives in a dorm]. "Why don’t you go ahead and
invite him along with you?” [He’s thinking, “Great, I
don’t have to meet a group of strangers by myself, what a
nice guy.” You’re thinking “Bingo, I just hit the two-for-
one jackpot.”]
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Reminder:
Effective Big
Recruitment ≠ Event
If you need help thinking of normal friend stuff, try some
of the ideas we’ve included on the next page. Doing these every
day activities can take the place of your huge rush events or, at
least, compliment your huge rush events throughout the rest of
the year. Do activities, not events. You’ll save money, you’ll get
to know your prospective members more closely, and you’ll seem
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more like a normal person instead of a scary frat guy who only
knows how to talk to people when he’s at a kegger.
Poker Night
Breakfast/Coffee/Lunch/Dinner (Everybody has to
eat!)
Flag Football
Watching Sports
Bar/Party (We’re not talking about recruiting at a bar or
party, we’re talking about being a friend, and doing
normal stuff.)
Service/Philanthropy Events
Study (There’s a novel idea)
Video Games
Social Events
Bowling
Movies
Hiking
Laundry
Other Campus Activities
Just “Hanging Out”
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PRE-CLOSE
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It’s a beautiful thing, that Pre-Close. Once you ask it, the
prospect can either say that they’re completely ready to join, or
they can voice their concerns. If they voice their concerns, you
turn to your Feel * Felt * Found statements and help them
understand how great of an opportunity it is that you’re offering.
The other amazing thing about the Pre-Close is that it
allows you to recruit men all year long – even on campuses that
have deferred recruitment policies. Your university may not
allow you to extend bids to freshmen during certain parts of the
year, but that doesn’t mean you can’t become their friend.
Recruit year-round, but if your campus has restrictions, save the
formal bid for the appropriate time of the year.
The Pre-Close is a tactic that you should employ in a
separate conversation, prior to extending a bid to a prospect.
Make sure you give the prospect plenty of time to truly come to
grips with their concerns.
PRE-CLOSE
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So, now that we have that little tool in our toolbox, we’ll
explain how you should ask your prospects to join your
fraternity.
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Small Talk:
• This is simple, anytime you go to ask someone to join
your organization, start with normal, friendly small talk.
(For reference, review the previous section, “5 F*’n Ways
to Master Conversation”)
Transition statement:
• “We could talk about ____ all day, but there is something
I really wanted to talk with you about.”
Ownership questions:
• “I think the fraternity has been through a lot this year. If
you were leading a group like this, what do you think
you would do?”
• “You are one of the best men I have ever known. I think it
would be an honor for me to call you my fraternity
brother someday. What do you think?”
• “I think you’re a strong individual with a lot of potential.
A leader with character and a passion for helping others.
I want you to know that I’ve got a lot of respect for you.
Those are the same qualities our fraternity looks for in its
members. What do you think it would take for us to
attract more men like yourself?”
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Pre-close:
• “John, if the fraternity extended you a bid for
membership, what concerns might prevent you from
saying yes?”
Quality Responses
• “I know how you feel. I felt the same way. Let me share
with you what I found...”
• “Did I completely answer that question for you? Do you
still feel like that concern would prohibit you from joining
the group? Considering that, is there any other concern
that would prevent you from saying yes?”
Close/Formal Bid:
• “John, this is a big night. The main reason I came over
to see you is because I’m representing my entire fraternity
to ask you an important question. We would like to
formally extend to you a bid for membership to our sacred
fraternity. Will you accept our proposal?”
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DO IT.
Experience the limitless possibilities that await your chapter right
away by applying the ideas provided here:
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built chapters all over the country and they have a proud tradition
of important alumni. They are a good organization.
Somewhere along the line, however, this fraternity
reached a plateau of how much they could grow. It has been
decades since that plateau was originally reached and, since that
time, they’ve maintained a constant state of goodness, not
greatness, just goodness
Is this 140-year-old fraternity doing things wrong?
More importantly, could it be doing things better?
What’s missing?
What’s missing, according to this eight step system, is
wisdom. This fraternity, while it has been successful, never
looked beyond its own traditions, habits and patterns of behavior
for new ways to grow. They never sought out a book on
fraternity recruitment, for example. They also never brought in
assistance from outside their fraternal walls. They believed that
their founders knew best and they should just keep doing what
they’d always done.
As we’ve already learned, if you keep on doing what
you’ve always done, you’ll keep on getting what you’ve always
gotten.
For your recruitment efforts to yield greater results, you
and your chapter need to regularly seek out new recruitment
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1. Mentoring
The advice of a professional is priceless in saving you time,
money, and energy. Ask those who know to be your mentors.
Seek out a personal fan club of qualified superstars invested
in your personal and chapter success. Find other chapters on
your campus or in your fraternity that are committed to
limitless possibilities and mentor each other. Ask a
successful business leader to serve as your chapter's "Success
Advisor." Ask someone who recruits or does sales for a
living to help you re-shape your chapter’s business model.
Make your mentor(s) a part of your daily life.
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2. Reading
There is no replacement for the magic of internalized
literature. This process may only be accomplished through
the written word. And come to find out, there are a lot of
books out there that can help a fraternity with recruitment,
they just don’t necessarily say “rush” on the front. We
recommend reading for a minimum of 20 minutes each day
(even if it’s forced) from the list of Recommended
Recruitment Readings on the following pages. Perhaps there
is nothing more powerful than knowing that a ¼ inch thick
book can bestow upon you the life’s work of the world’s most
accomplished men. If given the opportunity to meet the
world’s greatest man, what would be the value of one hour of
his time? What business and world leaders can you read
about to pick up tips on growing a strong organization?
3. Outside Learning
Attending conferences, seminars, workshops, speaker series
and continuing/outside educational programs can be one of
the best ways to truly grow wiser. It really comes down to
exposing yourself to as many people, ideas and opportunities
as you can. Try to put yourself in positions which allow you
to see how other fraternities, organizations or businesses
grow and become successful, and then try to adapt those
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Wisdom Thoughts
“People who don’t read are no better off than those who
don’t know how”
Mark Twain
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Good to Great
Jim Collins
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Purple Cow
Seth Godin
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DO IT.
Experience the limitless possibilities that await your chapter right
away by applying the ideas provided here:
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STEP 8: REPEAT
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ROUND TABLE
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who fit into the 20% category of your chapter, those 20% that are
willing to hold up their end of the bargain.
Now, maybe your organization is an exception in that
more than 20% are ready to rock and roll. If so, you’re way
ahead of the game. If not, then the others better hop on board
quickly because GREATNESS doesn’t wait around for
mediocrity!
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DO IT.
Experience the limitless possibilities that await your chapter right
away by applying the ideas provided here:
Let this book do the work for you. Ask two of your
brothers to read it. Watch them get excited.
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7. Grow Wiser
How Long?
8. Repeat
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FREQUENTLY ASKED
QUESTIONS
Often, people who talk with us about The Eight Steps to
Limitless Possibility ask certain questions over and over again.
Here are the most common questions we’ve been asked, along
with some quick answers. These might help as you start to share
these ideas with others in your chapter or on your campus.
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DO IT.
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Get started right now and follow this system. You'll find
that the possibilities truly are limitless.
May all your dreams be achieved!
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