DKE RUSH

The Reality

Buckle up. DKE Rush at Delta Phi has not had a truly successful year in about TWENTY YEARS. Every pledge class size since the mid-2000s have been below the chapter average (used to be 13 in 2002, now it is near 10). As much as the quality of the men is important, pledging men from a larger pool of rushes elevates the quality as well.

Chapter finances and dues still have not recovered from covid or ghosted members who never paid. Alumni financial support has kept the boat afloat but the we do not have stable sustainability like we did when the chapter was consistently over 30-40 men. Added to this is that we lack active members to keep the house full of tenants that mortgage and insurance payments are difficult to keep up with.

But equally important is creating a constant “buzz” of activity around the house for it to be a place where anyone, particularly alumni, can pop-by for a beer, be welcomed by familiar faces, play a game of foosball, tell stories and truly keep chapter connections going beyond alumni events. This is key to our culture–having a place for friends to go between or after class, or after work, and unwind knowing that there is always someone there. It’s probably the most important concept of why we have a fraternity house to begin with.

There are many societal factors beyond our control we can hide behind passively why overall fraternity membership across North America has declined, but there are also many factors within our control. There has always been a stigma against fraternities, especially through the dawn of the political correctness era in the mid-90s, but that didn’t stop us from being aggressive in our rush approach. You can control whether or not to ask a guy to come to an event or party. You can choose to make a new friend.

So the reality is, for years, the actives have really had little understanding, training, or motivation to rush new men to join. It’s no one’s fault, per se, but an overall diminishing trend that many of us have witnessed.

Instead of hoping men will rush to our doors, we need to flip the meaning and be the ones to rush new men to join–to truly get out on campus and actively talk to hundreds of men with the cold sell. Year after year we seem to sit back and hope men will come to us because we have parties. Well, that hasn’t really worked.

The simple fact is the actives and alumni have not made DKE rush a priority. While rush is year-round, those first two weeks of university classes in September are absolutely key. This is when students, particularly 1st year freshmen are wondering how they can meet people and have a fun campus experience that will last after graduation.

We should have a list of names, cell numbers, and email addresses of at least 200 men by our first party in the first week. The 10% rule kicks in and we can have a pledge class of twenty men.

You cannot expect there to be a rush of men later in September. This never happens. Very few men have rushed and pledged in the last part of September. Most pledge in the 2nd and 3rd weeks, so this is why the first week or so are CRITICAL to how successful the chapter will be that year but keep it viable in the years afterward.

Do not rely on the rush chairmen to do it all. Their job is primarily to maintain a database of rush names and information and contact them to invite them to events. It is your job to make a new friend.

It is not viable for our Chapter to rely on legacies and foreign students. The reality is not every year will have legacies to join and that the Canadian federal government has capped foreign student visas.

Because DKE is not a student group doesn’t mean every single active and young alumni around cannot get on campus, hit local bars and coffee shops, walk around, meet people, and invite them to our events with a physical invite. We literally used to do this in the late 80s and 90s and why we had many large classes but more importantly, initiating the dozens of alumni who are still around to help out.

IT IS EVERY SINGLE DEKE’S PRIORITY TO RUSH MEN IN SEPTEMBER.

Cold-selling is a good skill to learn early for any career.

Five Steps to Rush

Introduce yourself and remember his name. Connect with a common interest. Ask him if he’s for some fun and to meet good people. I
Introduce him to your friends. Invite him to an event, and/or go for beer. Meet him before the event at the house and take him there yourself.
Introduce him to more friends, especially ones from the same faculty and program. Don’t even talk about the fraternity. Let him ask questions when he’s ready. Encourage him to check out other fraternities and do not ever slag them.
Get him out to some more events. Meet him on or near campus again. Make him your friend.
Gauge his interest in joining. If he’s ready, talk about him at meeting and then invite him to bid.

Read on if you want to learn more… which you probably should!

What is Rush?

Making new friends.

Your first impression of people.

Meeting new members — men you will call Dekes during your college days and throughout life — your closest friends.

Relating opportunities and involvement offered by the Fraternity experience to interested men.

A process of promoting and selling your ideas and experiences.

A genuine interest in another individual.

Emphasizing the Fraternity’s concern for the needs of it’s members, their campus, and their community.

365 days a year.

Rush is the Lifeblood of a Fraternity

We’ve all heard that RUSH is the lifeblood of a fraternity, but what is rush?

Several aspects of Fraternity operation benefit from a sound business approach. Rush is one of these areas. By utilizing basic marketing and sales concepts, a chapter can maximize its potential to recruit new members. In fact, whether you know it or not, you really have had the marketing concept in mind all the time — you just haven’t looked at it that way.

From a marketing standpoint, rush would produce the following framework: the Fraternity is your product, uncommitted male students are your target consumers, the Dekes are the salesmen, and rush is the campaign in which you sell your product. Before the product is sold, you yourselves have to be sold on it, believe in it, and translate this feeling to the customer. This is the area for marketing research: how can you sell a product if you do not know your customer – who he is, what his needs are, and how your product can meet his needs?

Suppose you have followed the steps this far. You know your product, you are sold on it, and you know your consumer population. You are now ready to begin selling (rushing). You can advertise to attract the consumer by creating a need for your product. During initial contact with the consumer, this need is expanded upon. If you have done a good job, the customer will try your product.

In the past, it has been assumed that the bid was a signal that the customer had accepted the product. However, this is not really the case. The customer is only sampling the product during pledging and, therefore, you must keep rushing (or selling) the Fraternity to him — assuring him that he has made the right choice, satisfying his changing needs through the flexibility of the product, and making sure he is getting satisfaction out of using the product.

If you do all of this, the customer may finally be ready to buy the product. This occurs at initiation time. The sale has been made — but don’t let it end here.

General Rush Organization and Responsibilities

Selection of the Rushing Chairman
- An upperclassman should be considered who:
  - Knows the Fraternity
  - Knows the campus
  - Has polish and tact
- He should be respected by his fellow Dekes
- He should realize the manpower needs of the chapter
- He should have a firm belief in the Fraternity system
Selection of the Rush Committee
- Attempt to get a yearly cross-section of the Fraternity
- Try to have all classes represented
- Select men from various geographical areas
Rush Committee Knowledge
- Know the history of the Fraternity
- Know the chapter organization
- Know the financial obligations
- Know both the IFC and university regulations governing rush
- Know the benefits and the achievements of your Fraternity
- Have the firm belief that your Fraternity is the best
- Have a sound background and understanding of the concept of rush
Responsibilities of the Rush Committee and the Chairman
- Motivating the chapter
- Preventing a small group from dominating chapter decisions
- Preventing the well-known “railroad” jobs
- Planning, organization, and follow-up of the entire rush program
- Doing everything possible to remain open-minded about the selections of other Dekes
- Keeping the chapter advised as to the progress of rush
- Keeping the chapter fully advised as to the upcoming rush events
- Organizing a rush retreat which covers the following topics:
  - How many associates are necessary for the chapter to stay the same size as last year? to grow? (Remember, two associates will approximately result in one graduating senior.)
  - What are the qualities we want future members of Delta Kappa Epsilon to have?
  - Review rush techniques in depth; e.g. selling points, role playing
  - Review last year’s program based on your evaluation and understanding of your Fraternity. Was it the best program? How can it be improved? BRAIN STORM!!!
Preparation of the Rush Calendar
- Summer rush parties
- House parties
- Rush guests as dinner guests
- Planned study sessions for initiates and guests
- Personal contacts

Legal Aspects of Rushing
- Review all rules and regulations governing rush
- Determine the pledge selection process
- Establish calendar dates for voting on pledges
Status Report to the Chapter
- Each week present a report on the progress of your rush
- Re-establish direction when necessary
- Review methods employed to-date and evaluate
- Determine methods being used by competition
Organize your Efforts
- Develop a card file
- Issue rush lists
- Keep an open rush list
- Issue a rush calendar
- Issue a Fraternity fact sheet
- Keep everyone informed
- Collect data from Brothers and rush guests
- Evaluate your prospect list each week, 52 weeks per year

The Intensive Rushing Period

Carefully plan your Rush Program
- Where regulations do not impose certain limits, it is wise to limit the number of hours that you will rush each day
- You need to plan to take up as much of your prospect’s spare time as possible (within the limits)
Carefully plan your Entertainment Program in line with your goals
- Differentiate rush activities from social activities
- Rush activities can be planned with the following considerations:
  - Can the chapter afford it?
  - Can the chapter expect reasonable attendance from both members and rush guests?
  - Is the rush event necessary?
- Various types of rush activities:
  - date parties
  - parties with female hostesses
  - stag parties
  - participation vs. spectator sports
  - concerts, movies, etc.
  - orientation and tour events
  - dorm coffee or happy hours
- Program techniques:
  - sports videos
  - proper refreshments
  - sporting events
  - professional entertainment
  - music
  - decorations
- Additional guests at rush events
  - Delta Kappa Epsilon alumni
  - school officials/faculty
  - DKE volunteers
  - parents
- Logistical considerations
  - locations
  - dates
  - hours
  - transportation for rush guests
  - supplies
Publicity
- bulk mailing
- plan at least one mailing to parents of rush guests
- devise a means for easy response (post cards, clip offs, etc.)
- ads in newspapers (campus and hometown)
- campus radio
- buttons
- posters
- handouts
- Chapter business cards
- bumper stickers
- advertisements in complimentary campus calendars
- a common theme and/or slogan used throughout all publicity
- establish a publicity timetable
- use resource people in whatever departments are available (art, advertising, journalism, etc.)
Chapter Spirit
- Enthusiasm is absolutely essential to the chapter’s success in rushing
- Utilize rush T-shirts for the members momentum
- Gradually work up to a peak by preseason progress reports
- Rush is much better if each Brother has a specific duty to perform. Give each Frater a specific responsibility in order to generate better involvement
- Remind the members that they must give the same effort to rush as was given when they were going through rush

Techniques of Actual Rushing

Know your selling points
- Delta Kappa Epsilon International Fraternity and its history
- Your chapter and its history, goals, and accomplishments
- Your university and its history
- Your Greek system
Chapter House (or other designated rush locations)
- Keep a clean house
- Make sure each rush guest signs the guest book and puts a name tag on the right side
- Avoid congregating in large groups at the entrance of a room
- See that ash trays and receptacles are cleaned at regular intervals
- See that there are towels and toilet paper in all bathrooms
- Avoid showing a guest around the House until he asks to see it
- Take advantage of displays and conversation pieces throughout the house: scrapbooks, plaques, composites, trophies, map of chapter locations, newsletters, The Deke Guide, rush brochures, etc.
- Treat all guests courteously
- Create a relaxed atmosphere and make the rush guest feel that he is, indeed, a guest
Individual techniques
- Present a neat appearance
- Wear a name tag
- Listen to the Rush Chairman
- Wear a smile
- Avoid acting tired, no matter how tired you get
- Be a gentleman
- Be cheerful and enthusiastic at all times
- Avoid criticizing or arguing with other Brothers in your Chapter in the presence of a rush guest
- Do not hide anything from a rush guest, especially financial obligations
- Stress the experiences and importance of a fraternity, not only the “good times” and parties
- Avoid stressing only your good points — explain the weak points and how you are improving
- Do not be rude to an undesirable rush guest — treat him courteously
- Avoid leading an undesirable rush guest on — it wastes your time and his
- Be selective with your invitations
- Conduct yourself in such a manner that a rush guest will want to join your chapter because of your example
Meeting the Rush Guest
- Use a firm handshake and look the rush guest square in the eyes when introductions are made
- Do not release the handshake until you are sure of the rush guest’s name
- Avoid using the expression, “I don’t believe I’ve met you before” — you may have! Instead, ask other Brothers for names that have slipped your mind
- Avoid referring to a man who is rushing the chapter as a “rushee” — he is a guest
- Avoid using foul language around a rush guest
- Be natural, enthusiastic, and have a good time
Suggestions for dialogue
- General information (job, home, politics, hobbies, etc.)
- How does the rush guest view fraternities?
- Has he known anybody who has been in a fraternity?
- What does he know about DKE?
- Be as frank as possible
- Find the individual’s strong points and capitalize on them
- Sell fraternities first, then sell DKE
- Point out the accomplishments of other Dekes
- Use the prestige of the International Fraternity in rush
- Does the rush guest have any ideas toward the chapter?
- Use DKE publications as stimulus for conversation
Rush Guest involvement
- Members should not rush each other
- Bring rush guests into conversations, even let them carry it out
- Avoid Dekes kidding each other too much, or openly contradicting one another too much
- Each Deke should make an effort to find one rush guest he is interested in and put out special effort in his case, i.e. find someone to fill your own shoes
- Introduce rush guests to other rush guests
- Introduce the rush guest to any alumni and women present
- Create a relaxed atmosphere and make the rush guest feel he is part of the group — he will remember it
- If the rush guest has a date, make sure she is comfortable also
- Make sure all Dekes meet each rush guest
- Avoid leaving a rush guest standing alone for more than a short period of time
The other side of the coin
- The rush guest likes to
  - feel his own importance
  - impress his importance
  - be complimented
  - be asked for advice
  - express his opinions
  - have other people know about him
  - grant favors
  - be appreciated
  - talk about his hobby
  - meet people that share his same interests
  - have his small wants studied
  - be free of obligations
  - relax
- Have in mind throughout your conversation the thought that its not so much that you want him to know you, but that you want to know him
- Your most successful conversations, you will find, will not be those in which you are trying to get something, but those in which you are trying to make friends.
- Realize that the rush guest will be most impressed with your showing an interest in him rather than expecting him to be impressed with you

The Closing Talk and Commitment

Before the Rush Guest leaves

Make sure rush guests meet each other
Encourage rush guests to give names of other men he would like to see join with him
Encourage every rush guest to join, regardless of the fraternity
Do not give up if a rush guest wants to wait to join — a good follow-up could change his mind. Remember, rush is 365 days a year
Do not let a good rush guest leave without establishing your next contact
Use a positive approach in asking a man to return to the chapter
Give your prospective candidates a DKE publication before they leave the house

Summary

Sell the Fraternity
Sell the fraternity system
Show your selectiveness
Explain the financial obligations
Express the unlimited opportunity to both give and receive in the fraternity
Make the rush guest feel that he is wanted will fit into the chapter

The Follow-Up

Stay in contact with the rush guest
Phone or visit a rush guest before each rush function or escort him to the function
Assign Dekes to rush guests for follow-up
Do not be afraid to bid the rush guest again
Those who recommend a prospect should be notified immediately of the final decision concerning the rush guest
Rush Chairman should write a transition report on rush with recommendations to future rush chairmen, including feedback from the new members

Prospect Information

The outline below includes items which are important to effective rushing. Gather as much information on each individual that you can. You can store the information on a 3 x 5 index card or in a computer. It is sometimes useful to get a print-out of all potential rush guests from the university. Use this list to organize your prospect information.

The Prospect List:

Name of the student
Summer mailing addresses
Summer phone number
Name of parents
Special interests
Previous contact with members
High School activities
High School Awards
Special interests
Academic majors
High school grades
High school activities
Summer work schedule
Notes on response to mailings
Notes on response to phone contact
Notes on response to personal contact
Progress notes on members rushing this man
Notes on attendance at rush activitie

The Prospect List May Be Compiled From:

Admissions Office
High School Guidance Counselors
High School age interest groups
Hometown clergymen
Members
IFC

Make Some Changes to Your Rush Program

Develop a solid rush program for your chapter. Compare the activities of other fraternities on your campus with your own chapter’s activities. What are the most successful chapters doing? What are the least successful doing? What has worked for your chapter in the past? What didn’t? These are just a few of the questions your committee should consider as it maps out this year’s rush program.

Be innovative. Develop new programs and ideas each year to meet a challenging campus environment. It is important that you develop these new ideas and plans with a gropu, because groups tend to generate more ideas than individuals. Fresh party themes, new activities, and rush “gimmicks” will give your chapter an edge over other chapters on campus who are using outdated ideas and programs. Be creative!!

Remember, even if you don’t think a man will join, he will return to the dorm and tell others his impression of your chapter. Give every prospective new member personal attention. It will pay off for your chapter in the long run.

Fifteen Ways to Locate Quality Men

Residence list: an excellent resource bank for names and information.
Student Directories: may also contain home address for locating possible rushees over summer.
Brainstorming: have chapter members sit down and develop a list of names.
Alumni referrals: ask chapter alumni to summit names of topnotch incoming students.
Activities on campus: welcome fest, opening kick-off celebrations, etc. Have chapter members attend and meet prospective new men.
Classes: all members attend classes with numbers of quality men who are unaffiliated with fraternities..get their names.
IFC List: usually overworked, use as a last resort, has a list of men who are interested in joining a fraternity.
Parents: send a letter to the parents of all chapter members asking them to check with their friends and get the names of quality freshmen who will be attending your university.
Women on campus: always happy to suggest names, perhaps they have a brother who will be attending school.
High School newspaper: usually publish senior plans. Get papers from schools which send a lot of grads to your school.
Other chapters: write to ask for names of men attending your school that they might recommend. Many of you know men at other schools.
High School teachers: might suggest names of outstanding seniors headed for your school.
Membership lists: from clubs or other campus organizations.
Campus Survey: conduct a survey for an unrelated purpose…get to meet a number of quality men.
New Associates or Pledges: one of the very best sources. Each new man is good for several.

Ten Commandments of Rush

1. Think like a rush guest – and you’ll act like a good rusher. Remember, he is probably a graduated high school senior and is most likely leaving home for the first time, knows nothing about college and especially fraternities. Your assumption is that he knows nothing. Make him feel at home.

2. Assume a rush guest knows nothing – because he doesn’t know any more than he’s read in the papers and been told by “somebody who knows” who’s given him a list of the best fraternities on campus (probably invalid). He doesn’t know the terms you use and he doesn’t even know the Greek alphabet. Explain Everything.

3. Sell the fraternity system first – He has to be sold on the idea of a fraternity before you can sell him on your chapter.

4. Spectacle is cheap – not cheap to pay for, but it’s cheap in effect. Personal contact is paramount; spectacle can supplement it, but it cannot replace it.

5. Keep in mind what you are selling – You’re selling a group of friends. Diverse and varied in interest, yes – but who share the same values. That’s what he’s buying, so……

6. Make friends – Most rush guests pledge where they have the most friends and believe the other brothers to be the best group they can find. Be yourself and put your best foot forward and try to present yourself as a good example of your chapter, but be honest, straightforward and friendly.

7. You get what you rush – The trouble with most rushing techniques is they attract the more casual, insincere types, and worse, they frighten away or disgust the highly motivated men who will do something for the chapter and in return improve themselves.

8. What’s the competition? – Is it the other fraternities or the new dormitory “Hiltons” on campus? In either case, do not knock the competition. You show and explain why your chapter is better than the competition.

9. Keep good records – If you talk to a great guy, it is to your advantage to be sure he doesn’t get lost in the “Rush”. If you find a successful rushing approach, give it to the rush chairman. Don’t trust your own memory, write it down. Use a small pocket notebook.

10. Plan ahead, think, try – Only the individual can do the job of rushing. Be positive in your approach and don’t pass the buck. Everybody has a job to do and they must all do it for rush to be successful.