STEP FIVE -- THE MARKETPLACE OF RUSH

(When and Where to Find Your New Members)

Each chapter of the Fraternity has its own rush cycle, established by local rules and customs. Successful chapters look at rush as a 365 day per year process -- there is never a beginning or end, just different periods during that cycle.

Basic Techniques for Success in any Rush: There are basic preparations that all chapters should complete before and during any major rush effort. Here are some you will want to consider:

1. An All Chapter Rush Workshop -- Should be completed before every major rush effort. A basic outline of what to cover is mentioned later in this publication. During this session, major elements of your rush will be covered so each member can become an effective part of the rush team and an esprit de corps is created.

2. Rush Schedule -- Plan all your events well in advance and put together a rush calendar that can be distributed, not only to your members, but to your rush prospects.

3. Publicity -- Get all of your campus mailing invitations, advertisements and rush literature done well in advance. As a part of your publicity, you may want to use a consistent theme or a particular graphic throughout the effort. Some that have been used in the past are:

• Delta Tau Delta -- The Tradition of Excellence Continues
• Success Through Leadership
• Delta Tau Delta -- The Best Decision of Your College Career
• Delta Tau Delta -- Where Leadership Begins
• Delta Tau Delta -- There is Always Room at the Top

4. Supplies -- Make sure you get nametags, guest registers, invitations, brochures, envelopes, rush data sheets, buttons, banners, etc., purchased well in advance. The Shelter should be clean during the entire rush period with trophies, pictures, flags and banners all appropriately displayed.

5. Transportation -- Prospects should always be picked up and brought to your rush function, either by car or by going to their room and accompanying them to the function.

6. Competitive Edge -- Do something that other fraternities aren't doing. Make Delta Tau Delta stick out in the rush guests' mind. This something extra should reflect the class and pride of your organization.

7. The Rush Room -- It should be set up at times when only brothers will see it. This is the nerve center of your rush and should include assignments of who is picking up which potential member, store extra supplies which can be retrieved easily, as well as provide a place for brothers to go and write comments on data sheets.

8. Confine Your Rush Functions to One or Two Rooms in the Shelter -- Do not let people wander off to rooms alone. Turn off the TV unless prospects are there for that particular function. If you have music on, make sure it is not dominating the atmosphere. You should strive for an atmosphere that is conducive to mixing and conversation.

9. Circulate and Rotate -- Every member has a role in the rush process, especially at rush functions.

• Greeters -- Two or three men should be stationed at the front door for every function to greet men as they arrive at the function. They provide the first impression of your chapter, as well as help get the prospect into the chapter headed in the right direction, making sure they check in at the guest table and pick up their nametag.
• Guest Book Check-In -- As much as possible, make out all of your nametags in advance. Nametags of your top prospects should be on the same cardstock as everyone else, but lettered slightly different so all members will know at a glance where this prospect is in the process.
• Flow of the Party --If you bring a prospect to the party, you are not necessarily expected to stay with him the entire evening. You may quickly discover he gets along better with another member of your chapter who has more similar interests.
• Floaters -- If you find yourself without a rush guest, you should float in between conversations to help them move along, relieve greeters and/or people at the guest book and even help out with conducting tours.

10. Tours -- Tours of your Shelter should be no accident and nothing should be left to chance. Tours should leave from the general function periodically and should have a specific flow. Hit the high points -- not every room.

11. Bid Teams -- We will talk more about this later, but great care should be taken in selecting the location and style in which bids will be delivered to your top prospects. This needs to be figured into the mix of your rush function.

The following is a list of potential social functions. It is by no means inclusive and the Fraternity publishes a separate guide on social functions and rush activities. However, remember but the emphasis should be placed on meeting people.

• Casino Party
• Backyard Barbecue
• Campus Sporting Events
• Monday Night Football
• Chapter Dinner
• Pickup Basketball, Volleyball, or Football

Variety should be the watch word on your rush schedule. Remember, everything your chapter does has the potential of being a rush function and you should always be on the lookout for men who would make good Delts.

In all your on campus rush activities, you should get potential members involved in chapter activities. Let them see the chapter as it really is day to day. Invite them over casually to study or watch TV, invite them along for weekend activities and to regular chapter functions. The more they feel a part of the chapter, the more likely they will want to pledge.

The Year Round Rush Master Plan: Some chapters combine summer contact with a formal rush period early in the fall, when the new men actually pledge. Others rush and pledge exclusively in the fall, while others rush high school seniors in the spring, combined with summer pledging. With the advent of a deferred rush, the process takes place during the fall semester with pledging during January and February once the first semester grades are obtained.

There are many variations on these themes; too many to mention. The point of this discussion is:

• Are you making optimum use of your chances to contact potential members? Make every function a rush function for your top prospects.
• Are you getting out early to make first contact?
• Are you waiting for the rush guests to come to you?

It is important to remember that the chapter which makes the first contact with a rush guest will end up pledging him in the vast majority of cases. During the key rush periods, members should never go to lunch without a rush guest. The early bird may not always get the worm, but if you make sure you are the first chapter to effectively contact interested men on your campus, you will always take your fair share of pledges. A great part of the battle is timing, timing, timing!

A Word About Rush Rules:

One of the main purposes of your Interfraternity Council is to make sure as many people hear about the Greek System on your campus as much as is possible. They may even run a specific rush period for the benefit of the chapters. This will be the least effective way to pledge members. Remember our discussion about passive and active rush in the preface. This is the most prevalent form of passive rush in existence. If you are relying solely on formal rush set up by the Interfraternity Council, you are working with a formula for failure.

If your Interfraternity Council has rules that specify that pledges may only be taken during a specific time period, you need to get involved with IFC to get these rules changed!

Formal rush, although still prevalent, is declining across the United States and Canada. It is a fact that formal rush keeps the strong chapters strong and the weak chapters weak. Oddly enough, it is usually the smaller chapters who support a formal rush system. Within reason, a chapter should be allowed to rush any time, any where, by any means possible, as long as they do not interfere with the academic mission of the institution.

Again, if you have restrictive rush rules, make sure your chapter, and other chapters that think as you do, are well represented at IFC elections so you can change this process. Types of Rush:

So your chapter may identify its cycle of rush activities, we will divide this chapter into sections: Spring Rush; Summer Rush; Fall On Campus Rush; Deferred Rush; and Commuter Campus Rush. Spring Rush:

Every chapter can take advantage of the springtime to make important contacts that will help later on. Here are some important points to remember:

• In your Spring chapter newsletter, ask your alumni for names of incoming freshmen who they would recommend.
• Take advantage of any opportunity to have freshmen stay in your Shelter if you have one and show them around campus.
• Get your brothers involved as campus guides, admissions recruiters, or any positions involved in contacting prospective students, especially those which go to feeder high schools to feature your campus. Remember the rush formula -- Rush your school first, then the fraternity system, then Delt.
• Set aside a special weekend to invite high school seniors to visit the campus and stay in the Shelter.

Summer Rush:

With the relaxation of rush rules and growing sophistication of rush methods, Summer Rush is becoming the primary mode of member recruitment on many campuses. However, in recent years, it has been abandoned because it is too time consuming. We view this as a real opportunity. It could become your chapter's competitive edge.

The exact recipe for a successful summer rush varies from campus to campus, but once again, the key is personal contact. As we have said earlier, the most efficient plan has never pledged a single person. Only personal contact, genuine interest in your prospects and effective follow-up will secure a good pledge class.

Why Rush In the Summer?: First of all, summer rush gives you the opportunity of the all important first contact. Second, you can meet the rush guest on his own familiar turf and take the opportunity to meet his parents. On a one-on-one basis, he doesn't have to worry about classes or schedules and you can take your time in making up your mind about a particular rush guest.

Finally, with members at home, your chapter can have a much better geographic impact because your members are where your potential prospects live. Just think, if your members each contacted 25 men during the summer (that is only two per week), what you would have going for your fall rush, or if you pledge in the summer, your new pledge class. Good summer rushing chapters have their pledge classes sewn up by late July or early August.

A Successful Rush Formula:

Summer Rush should be an organized process of:

• Getting names and addresses (home and school).
• Making personal contact.
• Following through on prospects.

Although organization is critical, you must realize, ultimately, as a summer rush chairman, you are responsible for the results of rush. You will have to provide the motivation, contact, follow-up and the constant reminding of your brothers throughout the summer. Members will be involved with summer jobs and other business. It is your job to keep them focused on the Fraternity.

The rush chairman should organize his committee into five to ten area rush chairmen, one to cover each of the major geographical areas from which the chapter and institution draws its students. If the chapter is currently under represented in any major drawing area, special emphasis should be made to correct the imbalance within the membership.

Even though these rush captains are extremely important, you should be reminded it will still fall to the rush chairman to motivate these individuals and make sure they do their work. You must pick up the slack if they cannot, or will not, perform these important functions.

Rush Captain's Marching Orders:

Prior to the adjournment of school in the spring, you should spend an afternoon educating your rush chairmen on what you want them to do during the summer. An important part of this workshop should be "What do I do when calling on a potential prospect?" First impressions are, of course, important. Practice in a role playing session will lead to a casual approach that reflects confidence and enthusiasm. Here are some ideas you will want to consider:

• Make your initial contact by telephone as soon as possible. A letter from the chapter or Interfraternity Council is fine, but not nearly as effective. If you want to send a letter, make sure it is hand written. You should call his home, and make an appointment and visit him and his parents in their home.
• When you make the first call by phone to a potential prospect, be relaxed and be yourself. Call and say, "Hi, this is _______. I'm a sophomore at ________, and I found out you are going to be a freshman this fall and I thought you might like some information and some help on what to expect when you arrive on campus regarding scheduling, activities, what to bring, etc. I have some free time next Saturday afternoon and was wondering if a friend and I could come over and talk with you."
• Set up a specific time and be prompt when making the visit. Take along another member of the chapter to help carry the conversation and answer questions. Dress casually for summer weather and wear a collared Delt shirt; this gets your message across in a subtle manner.
• Go out of your way to talk with, and make a good impression on, his parents. Encourage them to ask questions and answer them honestly. Be enthusiastic about your school and show you are a responsible and enthusiastic college student.
• Never leave a sharp man without a commitment for a future rush gathering. You may want to visit him again, invite him to an area rush party or invite him to your house. If the prospect does not appear to be Delt material, be polite and friendly anyway. Tell him to feel free to contact you with any questions and leave within a half hour.
• Remember that during your first visit, you are selling your school first, the fraternity system second and Delta Tau Delta third. Be positive about all three. If you have trouble getting a man to talk about himself, find out his interests and build your next sentence in the direction of the prospect's last statement. Discreetly look around the living area to see what interests might be exhibited there in the way of trophies or pictures. With practice and some role playing, anyone can be very smooth and confident.

When you are talking to the prospect, you should allow him to carry as much of the conversation as possible. You can do this by bringing up thoughts about summer jobs, high school experiences, sports, hobbies and any other subjects which may draw him out. Don't play the role of the big college fraternity man; he is already impressed by the fact you came by to see him. Be his friend, casual and enthusiastic. Planning and Execution:

During March and April, your summer rush chairman should plan to get members trained and ready for the work ahead. Some of this organization has already been discussed. The successful rush chairmen usually spell out their expectations on paper and give a copy to each member. What follows might be a typical set of responsibilities for a member.

• Contact and visit 15 - 20 men in your area this summer. The majority should be freshmen who have, in one way or another, expressed an interest in fraternities.
• Keep a record of every visit on a rush data form (see Appendix A) with your comments on the prospect.
• Give to each contact printed information about your school, the fraternity system and the fact sheet about your chapter listing members, chapter honors, chapter activities, costs, etc.
• Keep in contact with your rush chairman by telephone. Keep him updated on your contacts and get new names from him, as well as who you think in your area should be moved up the list as a possible prospect ready to be bid.
• Follow up on each of your contacts that look like good prospects. Make sure they get to area or state-wide rush functions. Get them around to meet as many members as possible. Keep records of each contact, his interests, and what other fraternities he has been visiting.
• Make sure you bid men at the right time. There is such a thing as pledging a man too early, but the vast majority of chapters wait too long because they are concerned they will say no.

Along with the responsibilities of each member, your duties as rush chairman, as well as those of your assistants, should be spelled out. The duties for these individuals may vary according to the area, the number of members located in the vicinity and the importance of that area to your plan. Again, we will present a typical list of duties which should be included.

• Check with the members and alumni in your area each week to keep in touch with how things are going, who the sharp men are and how competition is shaping up.
• Maintain that master list of prospects we discussed earlier with notes on comments made by members.
• Coordinate area rush functions for small groups of brothers and prospects. These can be functions held at homes or summer activities such as baseball games, etc. You could even coordinate with other Delt chapters in the area or alumni chapters in the area to help co-sponsor events.
• Transmit names of men to be rushed to local members. If members are having trouble meeting their obligations, you may have to do some of this rushing yourself.
• Stay on top of these brothers in your area to meet set deadlines. It is your responsibility to meet your rush goal from designated areas.

As you can see, summer rush demands detailed planning, cooperation and a lot of enthusiasm to be carried out successfully.

As rush chairman, you may not have a summer job and the chapter may give you some form of reimbursement for your efforts. This is a sacred trust they have placed in you and cannot be violated. By the same token, you cannot do it all yourself and must depend on other members to help you carry the ball throughout the summer. A breakdown anywhere in the organization can really cut into your chapter's effectiveness.

With a good summer workshop and well informed and polished membership, your chapter can outdistance the competition in summer rush, or remove the pressure for numbers for the rest of the year. It will put you in a position to be very selective in rush during the school year and build your chapter size with quality as well as quantity. Fall Rush:

Still the most important rush segment in many chapters' year round rush plan is on-campus rush. It is practiced in many ways and under many names. Whether it is referred to as formal rush or informal rush, or by some other name, the same elements are present in a successful program.

Over the years, your chapter has undoubtedly worked up a fairly successful formula for on-campus rush. However, there are always ways to do a better job, contact more men and improve the quality and quantity of the men you pledge. To do this, you have to work to make your rush program stand out in the minds of the potential members who are simultaneously looking at every other chapter on your campus.

Deferred Rush:

Deferred rush is currently taking place in a third of our chapters. This form of rush is defined as:

"Any restrictions placed on rush which delays the opportunity for a man to pledge a fraternity anywhere from one academic term to the entire freshman term."

The reason we are losing the argument against deferred rush is mainly an academic one. On a number of campuses, the all fraternity average has fallen below the all men's average. Any time this happens, your Greek System can no longer state it is an active contributor to the academic mission of your institution. The faculty, as well as administrators, are placing these restrictions on entire systems and, unfortunately, it is hard to argue with if it is for academic reasons.

How to Operate Under Deferred Rush: To be successful in a deferred rush situation is not that much different from regular on campus rush. The objective will be to highlight your chapter's activities during this no rushing period. Rush can continue during these times, but in a very different fashion:

• You should rush and pledge upperclassmen during this time to fill any gaps in your membership roster.
• Make sure your chapter is well represented as residence hall advisors so you have men well placed where the freshmen are living.
• Schedule philanthropic activities and other functions that will get you in the press in a positive light so freshmen know what your chapter stands for on campus.
• Make sure your chapter has several orientation leaders that show incoming freshmen and their parents around campus.

At every opportunity, you should be collecting names and information about individuals you want to pledge. Depending on the rules, you may be able to have functions with freshmen but not be able to pledge them until the next semester. Brainstorm with your rush committee to think of other opportunities to gain exposure to the freshmen class so when you are allowed to pledge, you already have a jump on the rest of the system. Commuter Campus Rush: It used to be that rush in a commuter environment was significantly different from membership recruitment on a residential campus. This is no longer true. With the soaring costs of a college education, everyone is concerned about cost allocation, as well as how to make ends meet and still have an enjoyable experience.

The major differences in rush on a commuter campus is that many of the problems a freshman encounters that fraternities have traditionally sold as benefits typically do not exist in a commuter environment. Some of these would include:

• Moving away from home.
• New social environment.
• Loss of high school friends.

Many undergraduates who attend a commuter environment may be first generation college students and not understand what fraternities have to offer. Things you should emphasize in this type of environment are:

• How you can work and still be a productive fraternity member.
• What the benefits are following college graduation of a continued Greek experience.
• The Ritual and how it makes your organization exclusive and unique.

These individuals tend to be more dollar motivated and results oriented. They enjoy seeing tangible results from their efforts and your fraternity recruitment program should fit into this value system. Aside from these items, commuter rush is very similar to every other aspect of the formal rush period and the same degree of thought, planning and organization must go into the process.

As with any craft, practice will help perfect your ability to meet and talk with new people. Members need to display confidence in their abilities and talents and truly believe in their chapter to be able to rush effectively. The next chapter deals specifically with how you can build that confidence in individuals and what information you need to know prior to the beginning of any rush season.