50% of 100 > 50% of 10

by Matt Mattson and Josh Orendi

We’ve talked to literally THOUSANDS of fraternity members across the country, and through our conversations we’ve realized a pretty interesting statistic. Over 50% of the non-members who build a friendship with your brothers join your chapter. It’s true, isn’t it? If your brothers really get to know prospective members, about 1/2 of them end up joining.

If this is the case, then there are two really important “truths” to be aware of:

Truth #1: You’re a hell of a lot of fun to be around. Over 1/2┬áthe people who build relationships with your members go on to join the organization.

Truth #2: How ever many new members you took last year, multiply that number times two. Your chapter is so focused on itself that it has failed to build meaningful relationships with more than that many people ” the entire chapter ” in an entire year!

So, the obvious advice follows… get to know twice as many guys as a chapter, and there is a good chance you will end up with twice as many members joining!

I (Matt) used to be an admissions counselor for a university. It was my job to recruit students to come to the college for which I worked. I was great at making the “sale.” I loved the university and could passionately describe it in such great detail that almost nobody could pass up a chance to attend. So, I was taken aback one day when my supervisor told me that I needed to stop concentrating all my time on “making the sale,” and start putting a lot more effort into GETTING MORE APPLICATIONS. She said, “Matt, this school sells itself once people get to see it. Your job, first and foremost, is to find get more applications so that we can get more people to see it.”

The same thing applies to fraternity recruitment. Don’t spend your time trying to make the sale to the four guys who have shown interest — at most you’ll probably get two. Go out and get 400 guys’ names so that you at least have a chance to get 200!



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