BRUCE J. LOEWENBERG SUMMIT...elements of “Dynamic Recruitment” so we aren’t going to “start...

RECRUITM

ENT TRA

CK

JAN. 15-17, 2016 : CAMP TECUMSEHBRUCE J. LOEWENBERG SUMMIT

FACILITATO

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WELCOME

SCHEDULE

LARGE GROUP: SOCIAL EXCELLENCE

TRACK GROUP: RECRUITMENT KICKOFF

SMALL GROUP ONE: RECRUITMENT PLAN FIRST DRAFT

TRACK GROUP: RECRUITMENT OVERVIEW

TRACK GROUP: CHAPTERBUILDER

SMALL GROUP 2: GROWING THE LIST

JOINT LARGE GROUP: KARL AAVIK

LARGE GROUP: RETENTION & VALUES

SMALL GROUP 3: VALUES-BASED SELECTION

TRACK GROUP: PRODUCT KNOWLEDGE

SMALL GROUP 4: STORIES & CONCERNS

SMALL GROUP 5: PRE-CLOSE & PLANNING

TRACK GROUP: SKILLS PRACTICE

LARGE GROUP: REVIEW & CLOSING

SMALL GROUP 6: COMMITMENTS

FACILITATOR LIST

PARTICIPANT LIST

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CON

TENTS

WEL

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E Dear Facilitators,

Welcome to the 2015 Bruce J. Loewenberg Summit recruitment track. We’re so pleased to get to share these few days with you here in the Indiana wilderness. The leaders of the recruitment track are from Phired Up Productions (visit www.PhiredUp.com for more info). This year Jessica Gendron Williams and Matt Mattson from Phired Up will help lead curriculum, along with David Lecko from our sister company, TechniPhi (www.TechniPhi.com). We’re proud to have a long-standing relationship with Delta Sigma Phi that allows us to provide growth-focused education to your leaders.

Delta Sigma Phi has enjoyed tremendous success using Dynamic Recruitment to repeatedly break growth records supporting both new and existing chapters. By overhauling The Summit curriculum in 2013 we were able to bring a customized version of Dynamic Recruitment to all Delta Sigma Phi chapters. The evaluations were outstanding and the professional staff provided glowing reports that the work was carried forward as they saw implementation at the chapter level. The new curriculum worked! Since then we’ve built on that experience with new upgrades and adjustments based on lessons learned each year. Thank you for volunteering to serve as a facilitator at The Summit 2016.

You’ll notice throughout your materials that the theme of The Summit is “On System.” Growth at Delta Sig is not a product of chance. There is a specific Delta Sigma Phi model – a system – used to produce predictable, sustainable, repeatable results. Delta Sigma Phi is prepared to help every chapter move beyond campus norms with standardized best practices. The Summit is our best opportunity to help chapters start the calendar year by getting “on system.”

When we come together at The Summit to work with the RECRUITMENT track, we’ll have a unique opportunity to change the lives of nearly 100 undergraduate men. They will leave the conference better equipped to lead their chapters; to recruit a higher quantity of higher quality men into Delta Sigma Phi’s membership. Thousands of lives will be changed by the work you do this weekend. Delta Sig will be a better fraternity because of you. Thank you for your commitment to the fraternity and the men who will be counting on you this week.

Sincerely,

Matt Mattson, Co-FounderJessica Gendron Williams, CEO

BRUCE J. LOEWENBERG SUMMIT | 3

SCH

EDU

LEFRIDAY

6:00 - 7:00 Dinner7:00 - 7:30 Welcome (Joint Session)7:30 - 8:15 Social Excellence (Joint Session)8:30 - 9:00 Track Breaks: Recruitment Kickoff 9:15- 10:15 Small Group 1 (Recruitment Plan First Draft)

SATURDAY

8:00 - 9:00 Breakfast9:15 - 10:00 Track Breaks: Recruitment Overview10:00 - 10:45 Track Breaks: Chapter Builder 11:00 - 11:30 Small Group 2 (Growing The List)11:45 - 12:45 Karl Aavik1:00 - 2:00 Lunch2:00 - 2:30 Break 2:45 - 4:15 Retention (Joint)4:30 - 5:00 Small Group 3 (Values-Based Selection)5:15 - 6:00 Track Breaks: Product Knowledge6:15 - 6:45 Small Group 4 (Stories & Concerns)7:00 - 8:00 Dinner8:00 - 9:00 Small Group 5 (Pre-Close & Planning)9:15 - 11:15 Skills Practice

SUNDAY

8:00 8:45 Breakfast9:00 9:45 Review/Closing 10:00 10:45 Small Group 6 (Commitments) 11:00 11:30 Depart


Social Excellence Definition: A state of perpetual generosity, curiosity, positivity, and openness to limitless possibility. A desire to intentionally connect with others. The ability to engage in deep, meaningful conversation. Acting in a responsible and respectable manner with high expectations of others. Being authentic and living everyday with integrity as the best version of oneself. Being confident and vulnerable. Being fun and compassionate. Being open, kind, and bold. The highest level of societal participation and contribution.

Every Moment is a Choice. • The quality of our organizations is determined

by the quality of our interactions.• Recruitment, retention, brotherhood, and

education all truly happen in the small space between men. Create thumbs up interactions in that space.

The Four Pillars of Social Excellence• Curiosity• Generosity• Authenticity• Vulnerability


LARGE GROUP:SOCIAL

EXCELLENCE RECRUITMENT AND NEW MEMBER

FRIDAY 7:30 – 8:15 P.M.

MAJOR LEARNING POINTS

TRACK GROUP:

RECRUITMENTKICKOFF

RECRUITMENT FRIDAY 8:30 – 9:00 P.M..

• Recruiting BETTER MEN takes in-tention, forethought, and a system that produces results.

• The future of Delta Sigma Phi will be determined by the men you recruit this year.

• The 3 Recruitment Secrets

• You Can’t Recruit Who You Don’t Know

• People Don’t Join Organizations, People Join People.

• You Scare People. BE MORE NORMAL.

• Quantity Drives Quality

• The “Delta Sig System” is Dynamic Re-cruitment




SMALL GROUP ONE: RECRUITMENT PLAN FIRST DRAFT TIME: 60 MINUTES FRIDAY 9:15 – 10:15 P.M.

Instruction

5/60

1. As the facilitator(s), begin first by introducing yourself to the group. a. Share a limited amount about yourself so that you can participate in the activity too.

Instruction

10/55

Before beginning, share with participants the following instructions:• First, take your nametags off and put them in your pocket.• You will be spending the next 10 minutes meeting as many people

from the group, as you can.• Engage in “Socially Excellent” conversations, learn the names of the

people in the room, and avoid the common questions (school, chap-ter, major).

• Remember the four pillars of Curiosity, Generosity, Authenticity, and Vulnerability.

Large Group Discuss

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1. After 10 minutes has passed, bring the group into a circle.2. Have participants go around the circle and introduce themselves,

sharing name, school, and hometown. Ask them to also share the most interesting thing they learned about someone else in the circle. a. Ask someone to begin and then go to the left of that person.

Instruction

12/35

1. Share with the group the following information: a. We know that Delta Sigma Phi chapters are already doing elements of “Dynamic Recruitment” so we aren’t going to “start from scratch” this weekend. Instead we are going to start with what we already know. 2. Take the next 10 or so minutes to fill out the worksheet on pages 8 and 9 of the participant guide. a. We call this your recruitment plan “First Draft”. Answer the questions in as much detail as you can.

Continued on the Next Page

What’s Next?

Participants are done for the evening at the close of this small group. Please avoid letting the group out more than 5 minutes early out of respect for the other small groups.

Small GroupDiscuss

?8/23

1. Ask participants to get into groups of 2 or 3. 2. Provide the following instructions:

a. Discuss your Recruitment Plan First Draft. Help each other with ideas, challenge each other to add more detail. Discuss areas where you need help.

Large GroupDiscuss

???10/15

1. Ask participants to circle up again.2. Pose the following questions, one-by-one, for group discussion:

a. Which of the 5 questions do you need the most help with? b. What do you really hope to learn during Summit? c. What do you think are the three most important things you need to do as a recruitment leader this year to be successful?

Group Share

5/5

1. To close the session, pose the following question for each individual to share with the group: a. What do you love about Delta Sig? Why are you proud to be a member?

SMALL GROUP ONE: RECRUITMENT PLAN FIRST DRAFT TIME: 60 MINUTES FRIDAY 9:15 – 10:15 P.M.


Continued from Previous Page

• This session is a dive into the Dynamic Recruitment Flowchart -- the model for Delta Sigma Phi recruitment.

• Delta Sigma Phi chapters are expected to be “ON SYSTEM” when it comes to recruitment. It is the model for recruiting “BETTER MEN.”

• Results are produced when chapters a) GET NAMES ON THE LIST, and b) MOVE NAMES UP THE LIST

• Learners will be exposed to the “Top 10 Names Drivers” and the “Best Ways to Build Relationships” for further explora-tion in small groups and throughout the Summit.

TRACK GROUP: RECRUITMENT

OVERVIEWRECRUITMENT

SATURDAY 9:15 – 10:00 A.M.



TRACK GROUP:

CHAPTER-BUILDER

RECRUITMENT SATURDAY 10:00 – 10:45 A.M. • ChapterBuilder is the Names List tool

recommended for use by Delta Sigma Phi. It was built by a Delta Sig and is being used throughout North America by Delta Sig chapters.

• Participants will watch a training to learn how to add prospects to their ChapterBuilder, how to track every point of contact, how to evaluate a member’s qualifications, how to engage multiple brothers in the recruitment process, and how to make ChapterBuilder the central tool in growing Delta Sig.

• Participants will learn about 2015 ChapterBuilder usage data by Delta Sig chapters and expansion professionals.



SMALL GROUP 2: GROWING THE LIST TIME: 30 MINUTES SATURDAY 11:00 – 11:30 A.M.

Instruction

2/30

1. Instruct participants to turn to a partner and share one “ah-ha moment” he has had so far.

2. Allow for the group to chat for a minute or two then bring them back together.

Large GroupDiscussion

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1. Pose the following question for group discussion: a. What have been the biggest lessons you’ve learned a Summit so far?

Teach

3/25

1. Remind the participants of the following important lessons from the large group: a. “You can’t recruit who you don’t know.” b. “Quantity (of relationships) Drives Quality (of membership).” c. The more people you know the more comfortable you are saying no = being selective



Large GroupDiscussion

???3/22

1. Ask the participants to pull out their worksheet and/or notes on the “Top 10 Names Drivers” from the large group session for review. Let them know that a total of 75 Names Drivers are spread around the room right now for their review throughout the rest of this session.

1. Pose the following question for group discussion: a. What did you like about these ideas?

Instruction

15/19

1. Share with the group the following instructions: a. Turn to page 15 of your participant handbook now. b. You’re goal is to complete this worksheet to begin planning for the ways you will drive more potential member names onto your list over the next year. c. Use the “10 Names Drives” and the 75 other ideas hung around the room as a resource.

d. The goal is for every chapter to have a written plan (with dates) to meet non-Greek men throughout the year.

Small GroupDiscuss

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1. Ask participants to get into groups of 2 or 3.2. Provide the following instructions: a. Share your ideas with a partner with the time remaining.

SMALL GROUP 2: GROWING THE LIST TIME: 30 MINUTES SATURDAY 11:00 – 11:30 A.M.



JOINT LARGE GROUP:

KARL AAVIK RECRUITMENT & NEW MEMBER



LARGE GROUP: RETENTION &

VALUESRECRUITMENT & NEW MEMBER

SATURDAY 2:45 – 4:15 P.M. • The main reasons that men leave fraternities:

• Misaligned Expectations• Lack of Connection• Other Priorities

• Most of the reason’s men leave fraternities can be fixed in the recruitment and new member education process.

• Fixing Retention in Recruitment:

• Better communicating the expectations and experience that the fraternity offers

• Making relationships within fraternity a priority – not just by pledge class.

• Communicating your values effectively in recruitment and looking for those values in potential members

• Discovering your values criteria takes a close analysis of:

• Who your chapter is right now• What type of chapter you want

to be• Who you are missing to help you

get there



SMALL GROUP 3: VALUES-BASED SELECTION TIME: 30 MINUTES SATURDAY 4:30 – 5:00 P.M.

Instruction

2/30WB pg. 18

1. Ask participants to turn to page 18 in their Participant Guide2. Have them copy the FINAL 5 values that they came up with from the

previous session with their chapter brother(s).

Group Share

3/28

Have the participants go around the circle sharing the 5 values they came up with.

Instruction

10/25WB pg. 18

Before beginning, share with participants the following instructions:• Inform them, that what they will do next is identify how they, and their

chapter brothers will identify those values in potential members• First, they need to identify how they will know, in measurable ways,

that a potential member possesses the value by coming up with MEA-SUREABLE CRITERIA.

• Draw their attention to the participant guide page 18 and talk through the example.

• Have the participants take 10 minutes to come up with at least 4 measurable criteria for each value



Instruction

10/15WB pg.

Before beginning, share with participants the following instructions:• Inform them, that what they will do next is identify how they, and their

chapter brothers, will learn the information about potential members in conversation.

• Next, they need to identify get the information they need in conversation by developing questions they can ask the potential members during recruitment conversations.

• Draw their attention to the participant guide page 21. Have the participants take 10 minutes to come up with at least 2 questions they can ask for each value.

Group Share

5/5

1. Have the participants go around the circle sharing for one of their values a measurable criteria they came up with and a question they could ask for it.

SMALL GROUP 3: VALUES-BASED SELECTION TIME: 30 MINUTES SATURDAY 4:30 – 5:00 P.M.



TRACK GROUP: PRODUCT KNOWLEDGERECRUITMENT SATURDAY 5:15 – 6:00 P.M.

PRODUCT KNOWLEDGE is about being able to communicate the value of fraternity.

Fraternities cannot just give facts, they have to tell the story of their fraternity experience. • Facts, most of the time, are not a compelling sales pitch. Stories move people and are powerful,

memorable and compelling.

Telling great stories requires 5 components• Main character• Lots of details• A linear track• A lesson• A question

THERE ARE TWO WAYS TO DEAL WITH CONCERNS• Using personal experience • Feel-Felt-Found• Using a Quality Response • Asking questions first to identify the information that the potential member is missing, then providing the information the potential member needs to make their own decision. • Four Steps to a Quality Response:

• Ask questions to determine missing info• Ask permission to give the appropriate info• Give info• Ask another question



INSTRUCTION

3/30WB Pg

1. Ask participants to turn to page 23 in their Participant Guide.2. Have them take 3 minutes to write some notes to themselves of sto-

ries that they would share for philanthropy and brotherhood that we worked on in the large group.

Small GroupDiscuss

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1. Have the participants get into pairs (if an odd number allow one group of three)

2. Ask them to each take 2 minutes to share one of the stories they drafted. Instruct them that at the end of two minutes you will have them stop, get feedback from their partner - then switch and repeat.

Teach

2/22

1. Before moving on, share with the participants the following informa-tion: a. Teaching your members to tell the stories of their experiences in Delta Sigma Phi is one of the most critical things you can do to prepare your members for recruitment.

b. We recommend taking the time to allow members to work out their stories for the most common features: Philanthropy, Service, Brotherhood, The House, Leadership and Social.

SMALL GROUP 4: STORIES & CONCERNS TIME: 30 MINUTES SATURDAY 6:15 – 6:45 P.M.


IMPORTANT NOTE: This session is very short for what you need to accomplish.Be sure to begin promptly and pay close attention to time.


Instruction

2/20WB Pg. 25

Inform the participants that we will not be focused on dealing with potential member concerns before giving the following instructions:• Have the members get into groups of three (allow for a group of four if

even number).• Ask the groups to review the top concerns that men have about

joining a fraternity from page 25 of the participant guide.• Ask the men to come up at least 2 questions they can start with for a

quality response to each of these concerns.• Give them 5 minutes to work together as a group.

Large Group Discuss

???3/18

Bring the group together to discuss the questions that they brainstormed for each concern.




Instruction

10/15

1. Give the following instructions to the participants: a. Get back into your groups. You are now going to role play.

b. Select one person from the group to be the PNM, one person to play the brother, and one silent observer. The observer will be the one to offer feedback at the end. c. Ask the groups to rotate through each role using the following concerns: Time, Money, Hazing, Alcohol.

Large Group Discuss

???5/5

1. Bring the groups back together.2. Ask if anyone had a scenario that they were stuck with. If so, doing

the role play for the large group and allow the group to provide feed-back.

3. If no one has one that they were stuck on, pick one of the concerns that have not yet been used and role play in the large group with the time remaining.

4. Upon time ending, share with participants that dealing with concerns will be used later in the evening.




Instruction

2/60

1. Ask the group the following question: a. Can anyone demonstrate what a “Pre-Close” is?

2. If someone volunteers, allow them to show the group what a Pre-Close looks like.

Teach

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1. Share the following information with the group to review what a “Pre-Close” is:

a. The “Pre-Close will guarantee your chapter gets 100% bid acceptance.” b. Once you’re ready to start moving a prospect toward closing the deal, a chapter brother asks him, “If we were to ask you to join, what would you say?” The answer is either YES, NO, or MAYBE. b. If the answer is NO or MAYBE, follow the “Pre-Close & Quality Response Guide2. Instruct the participants to visit page 28 of their participant book3. Remind the participants they the Concerns activity from earlier in the day is used heavily in Pre-Closing potential members.

Large GroupDiscuss

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1. Spend the next 10 minutes, having members role-play in the large group how to do a Pre-Close. a. Collect feedback each time after every role play.

SMALL GROUP 5: PRE-CLOSE & PLANNING TIME: 60 MINUTES SATURDAY 8:00 – 9:00 P.M.



Instruction

10/53

1. Inform participants that the Pre-Close is the last component of Dynamic Recruitment.

2. Ask the participants to turn to pages 31 and 32 of their participant guide.

3. Walk the group through the Dynamic Recruitment flow chart. Specifically call attention to the following places: a. Prospect Pool Number

b. Names Drives c. Names List d. Small Activities e. Values-Based Selection f. Pre-Close4. Remind participants that they have already been taught these

pieces throughout Summit. Now it is time for them to put the pieces together.

Write & Reflect

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5. Ask participants to take all those pieces and now fill them into the blank Dynamic Recruitment Flowchart creating their chapter’s complete Dynamic Recruitment Plan. a. Offer your help during this time to pop around and offer advice.

Instruction

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1. At the end of the 30 minutes, instruct participants to take a picture of their plan and send it to their facilitators (YOU) via text or email.

Group Share

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1. To close the session, ask for anyone to share some of their best ideas from their Dynamic Recruitment Plan.


SMALL GROUP 5: PRE-CLOSE & PLANNING TIME: 60 MINUTES SATURDAY 8:00 – 9:00 P.M.


• This session is about PRACTICE! Participants will first watch Delta Sigma Phi staff and the Phired Up trainer demonstrate key recruitment skills including

• Phone Calls & Texts to Prospects• One-on-One Meetings/Pitch• Pre-Close• Close/Bid Offer

• Recruitment Skills Practice IN SMALL GROUPS (in the large group setting)

• Recruitment Gladiator Circle -- Participants will create a circle in the room to put to test their skills in front of the whole audience. This will be high energy, high pressure, and high fun.

TRACK GROUP: SKILLS

PRACTICERECRUITMENT

SATURDAY 9:15 – 11:15 P.M.



LARGE GROUP:

REVIEW & CLOSING

RECRUITMENT & NEW MEMBERSUNDAY 9:00 – 9:45 A.M. • Motivation: Horses vs. Mules

• The Phired Up Trainer will review the learn-ing of the weekend, reminding participants what it means to be “ON SYSTEM” within Delta Sig... hitting on these major points:

• Social Excellence• The 3 Secrets• Quantity Drives Quality• Static vs. Dynamic Recruitment• The Dynamic Recruitment Flowchart• ChapterBuilder• Top 10 Names Drivers• Relationship Building with Small

Activities & Events• Storytelling• Pre-Close• Values-Based Selection Process• Retention• “Handshakes, Phone Calls, One-on-

One Meeting



Large GroupDiscuss

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1. Pose the following question for group discussion: a. What has been your greatest learning moment at Summit?

Teach

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1. Show your Delta Sigma Phi specific token or symbol that you brought. a. Share the meaning or purpose of the symbol.

2. Share the following words with the men: a. The future of all that has come before us now lies in your hands. Delta Sigma Phi is made of its members. The men you attract define the future of our organization.

Large GroupDiscuss

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Pass the token around and instructing each participant to say a few words about the men they hope to recruit -- thus defining the future of Delta Sigma Phi.

SMALL GROUP 6: COMMITMENTS TIME: 60 MINUTES SUNDAY 10:00 – 10:45 A.M.

IMPORTANT NOTE: Some participants may need to leave early for transportation needs.It is okay to end the session early but the session CANNOT go late.



NOTES

FACILITATOR LISTSUMMIT LEAD FACILITATORS

NAME TRACK EMAILAlbert Kotchish New Member Education [email protected] Karrick New Member Education [email protected] Mattson (Phired Up) Recruitment [email protected] Jessica Gendron Williams (Phired Up) Recruitment [email protected]

SUMMIT SMALL GROUP FACILITATORSNAME TRACK AFFILIATION EMAILSalem Awaad Recruitment Delta Sigma Phi [email protected] Bazner New Member Ed Phi Delta Theta [email protected] Bryan Beran New Member Ed Delta Sigma Phi [email protected] Bremer Recruitment Delta Sigma Phi/Staff [email protected] Carter Recruitment Delta Sigma Phi [email protected] Daly Recruitment Delta Sigma Phi [email protected] Davoren New Member Ed Delta Sigma Phi/Staff [email protected] Dupper New Member Ed FarmHouse [email protected] Falter Recruitment Delta Sigma Phi [email protected] Fox New Member Ed Alpha Chi Omega [email protected] Glowinski New Member Ed Delta Sigma Phi [email protected] Golden Recruitment Delta Sigma Phi [email protected] Grieves Recruitment Delta Sigma Phi [email protected]


NAME TRACK AFFILIATION EMAILCurt Hale New Member Ed Delta Sigma Phi [email protected] Hirtz New Member Ed Delta Sigma Phi [email protected] Hwang Recruitment Delta Sigma Phi [email protected] Jenkins New Member Ed Delta Sigma Phi [email protected] Jenkins New Member Ed Alpha Phi Alpha [email protected] Jensen New Member Ed Delta Sigma Phi [email protected] Jevtani Recruitment Delta Sigma Phi [email protected] Kubovcik Recruitment Delta Sigma Phi [email protected] Kuczmanski Recruitment Delta Sigma Phi/Staff [email protected] Lidy New Member Ed Delta Sigma Phi [email protected] Loge New Member Ed Gamma Phi Beta [email protected] Lugabihl New Member Ed Pi Kappa Phi [email protected] Maisano Recruitment Delta Sigma Phi/Staff [email protected] Myers New Member Ed Alpha Omicron Pi [email protected] Noon New Member Ed Phi Kappa Psi [email protected] O’Flynn New Member Ed Delta Sigma Phi/Staff [email protected] Rachowicz Recruitment Delta Chi [email protected] Redmond Recruitment Delta Sigma Phi [email protected] Rother Recruitment Delta Upsilon [email protected] Sanchez New Member Ed Delta Sigma Phi [email protected] Sirota Recruitment Sigma Alpha Epsilon [email protected] Smith New Member Ed Delta Sigma Phi/Staff [email protected] Stankus Recruitment Kappa Alpha Theta [email protected] Webb Recruitment Delta Sigma Phi/Staff [email protected] Wolinski Recruitment Pi Kappa Phi [email protected] Woods Recruitment Delta Sigma Phi [email protected] Yurcan New Member Ed Delta Sigma Phi [email protected]


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PARTICIPANT LIST

BRUCE J. LOEWENBERG SUMMIT...elements of “Dynamic Recruitment” so we aren’t going to “start...

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