SITUATION: The potential new member has been introduced to the Brothers. The benefits of joining a fraternity have been discussed and he has raised some objections to joining. You will listen carefully and respond to his objections.
REMEMBER:
1. Listen carefully and figure out the type of objection he has about the fraternity.
2. Before answering the objections, lower the potential member's resistance with softening up statements, such as "I can understand that..." or "I had the same problem before I decided to join Theta Chi Fraternity..."
3. Convert his objections into questions which can be answered.
4. Answer the questions with remarks which will show the benefits of joining
OBJECTIONS TO JOINING A FRATERNITY
I. NEXT SEMESTER
ANSWER: Jim, I can surely understand your wanting to wait until next semester. You have expressed your interest in joining Theta Chi. The New Member Program will not last longer than 8 weeks. Wouldn't you enjoy being a Brother next semester? (wait for reaction)
II. GO VISIT OTHER FRATERNITIES
ANSWER: Jim, we encourage the visitation to other fraternities. Over the years Theta Chi has been at University/College, we believe the off-the-row fraternity offers more flexibility and more fun. It's our "off-the-row" status that enhances our status, wouldn't you agree? (wait for reaction)
III. MONEY
ANSWER: Jim, money is always a stumbling block for many prospects. The initial thought is that fraternity men are all well to do people. This is false. Theta Chi operates a house and meal program which is year-to-year less expensive than dormitory rates and meals on or off campus. Can we go over these figures (Do not say money!) again?
IV. PARENTS
ANSWER: Jim, many parents have misconceptions about the cost and our commitment to school and the community. Our Brothers are leaders in every phase of business. We would be happy to write them and arrange a meeting to familiarize them with the fraternity.
V. SCARED OF THE COMMITMENT
ANSWER: Jim, we understand that joining Theta Chi is a challenge. However, look at the benefits of joining. Brothers have numerous contacts in the business world, they have many long term friendships, they enjoy many new experiences which help them grow personally. Further, they have fun. While joining Theta Chi is a commitment, it is well worth the time and energy.
VI. "I THINK DORMS ARE THE BEST PLACE TO LIVE.":
ANSWER: Jim, at first, I felt the same way. Here are some of the benefits of living at the fraternity house.
1. We have the freedom to personalize our rooms.
2. All the Brothers work as a team to keep the house looking clean and we take pride in making it our home away from home.
3. We all have a chance to set our own standards to run the house more efficiently.
4. The rent you would pay to Theta Chi will cycle back to you, as it would be used for the benefits of Theta Chi.
Brotherhood is the key concept here. Show him how it is nice to have people who care for you around when you need them. Invite him to your house; it is probably more attractive than a dorm. Tell him about the chance for individuality in the room he chooses. In addition, discuss the advantages of having all the friends he made in the dorms in addition to the new ones he will make here. Be a good host.
VII. "I'M AFRAID THAT JOINING WILL HURT MY GRADES."
ANSWER: I can understand your concern. I had the same thought before I joined. If I can show you how we will help you improve and get good grades by joining, would you consider joining?
1. Explain your scholarship programs, GPA statistics, and awarding system.
2. Show the potential new member how much time he will have in the new member program and the benefits he will get from joining.
3. Explain that joining a fraternity helps teach you how to manage your time, which is a great help in academics.
VIII. "SOME OF MY FRIENDS SAY THAT FRATERNITIES ARE TOO EXPENSIVE AND MOLD THEIR BROTHERS IN STEREOTYPES."
ANSWER: I can understand your concern for the cost. I had the same question before I joined. If I can show you that the cost really is not that great, would you consider joining?
*ANSWER THIS WITH THE FACTS
Prepare an explanation of the comparison between the costs of apartment living, dorm living, and fraternity living. Be sure to include in the cost of apartment and dorm living a social expense. This is included in most chapter house bills, and is an extra expense. This is included in most chapter house bills, and is an extra expense for the others. In most cases, the potential new member will be surprised to find that the chapter costs no more to live in than the other alternatives.
As for molding Brothers into STEREOTYPES, describe the varying interests of your Brothers to the potential new member, then introduce him to some different Brothers to prove your point.
IX. "MY FRIEND IS GOING TO JOIN ANOTHER FRATERNITY, AND I WANT TO PLEDGE THE SAME ONE."
ANSWER: Some of my closest friends are in other fraternities, so I know how you feel. But, there are advantages of joining different fraternities.
1. By joining different fraternities, you will increase your acquaintances and friends.
2. By joining different fraternities, you will have twice the opportunities to have fun.
3. By joining different fraternities, you can work together to make both organizations better thereby making the greek system better.
Tell the potential new member that he must choose a fraternity which will feel the most comfortable to him and not his friends. After all, if they are truly friends, their friendship will not depend on whether they chose the same fraternity. |
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