Selling the Value

of Fraternity & Sorority HousingWhy the experience matters?Presented by:

ABOUT US

Who We Are/Why We’re Qualified

Sam OlsonClient Relations Leader

BillhighwayDues and payment technology provider for fraternal and other chapter-based

organizations.

Scott FussellDirector of Marketing & Education

CSL ManagementWe focus on chapter facilities, so

volunteers and staff can focus on the student experience.

AGENDA

Why Are We Here?

Rising student and parent expectations, declining number of

volunteers

Looking to provide an improved, competitive

facility to members

Prioritizing the alignment of your facility, culture &

member experience

78% 78% of Millennials would choose to spend money on a desirable experience or event over buying something desirable.*

*Source: 2015 Billhighway Millennial Benchmarking Study.

Why Does the Experience Matter?

70% Students spend upwards of 70% of their time in their living environments.*

*Source: Pennington and Associates

Why Does the Experience Matter?

79% Percentage of chapter houses built before 1974.*

*Source: MJ Insurance and Holmes Murphy

Why Does the Experience Matter?

“There’s Something Different About That Place” -TriDelta @ Florida

Creating spaces large enough for entire

chapter, not just live-in members.

Utilize social & academic areas for multi

purpose spaces

“Living here makes it easy to quickly get to classes and meetings

on campus. It’s nice to be within walking distance of so many

different places and activities.”

LOCATIONFAMILY STYLE MULTI PURPOSE

Competitive Factors Competition is tough, IF we let it be

01

02

03

Location, location, location

Culture is King

Competition is toughWe’ll never compete with the rooftop pool…

AmenitiesPools, views, fitness centers, hardwood floors, granite countertops

Experience = InvestmentHow is your House Corp reinvesting in experience? If you’re not, how do you start or get the funds to kick it off.

The experience is your differentiatorWe may not be able to offer the rooftop pool, but no one else can offer the community and connection.

Sell the right thing.

Competition is toughWe’ll never compete with the rooftop pool…

What do you want the experience to be? Ask your members, volunteers, and even University officials for

their vision of the living experience.

Take a look at what university housing and local apartment complexes are investing in.

Identify all the ways other experiences differ from what’s happening inside the walls of your facility, the marketing your strengths

What can you do?

Location, location, location…Location is usually an advantage, use it!

Close to campusShorter walks to class are convenient, safer and a benefit to in-house living. No scooters or cars necessary.

Social advantageBeing close to other Greek organizations makes it easier to build strong relationships and networks.

Evaluate your locale, customize your messageAre you close to other desirable areas? Shopping? Grocery? Library? Entertainment? Leverage your locale to promote in-house living.

What can you do?

Put your money where your mouth isIf academics are a priority and a focus of your organization, set students up for success with functional and educational spaces.

Culture is KingWhat are the values and priorities of the chapter? Identify each chapter’s culture, or desired culture, and plan towards that identity.

Finding the right blend of social life and academics can drive a successful in-house living experience.

Development + Academics = Success

PYMWYMIBeta Theta Pi @ Oklahoma University

Lecture HallNot every House Corporation has the financial means to implement a lecture/study hall. However, every chapter can find ways to set students up for academic success.

Observe Are members leaving the house to go to the library to study?

Do members study effectively, productively in-house?

Do a majority of students study in their room rather than in common areas?

What can you do?

Multi-purpose spacesTriDelta @ University of Florida

Leverage large spaces such as dining halls and ensure they are set up properly so members can also study there or hold a chapter meeting.

Small spaces that don’t have great functional purpose can be converted into great study nooks.

Consider lighting and atmosphere when creating spaces.

Multi-purpose spacesGet creative – not everyone can put a lecture hall in their chapter house. How else can you create multi-purposes spaces to encourage relationship building and academics?

“I appreciate the number of study spaces we have available to us. There’s never a challenge finding a place to study in private, or with others if you’re working on a

project or in a study group.”

“Having so many places that are quiet makes it super convenient. It’s nice to have that in your home rather than

having to go back to campus.”

Culture is King

Chapter IdentityIf a chapter’s identity is largely focused on academics, ritual, athletics, etc, help reinforce that culture by creating a physical environment that is in alignment.

Identify each chapter’s culture, specifically their desired culture, and plan towards that identity.

Identify the Identity What does the chapter invest in emotionally? What do they

get excited about collectively?

What do they spend much of their time doing? ID those activities, invest in them, build around them.

Support the culture and the culture will support the facility.

What can you do?

Culture/Emotion

What feelings are you trying to create within

your chapter house? Are you creating opportunities

for connectivity with intentionality?

Experience = Revenue

Great experiences mean hitting capacity, which means more revenue,

which provides the ability to reinvest in the home.

Keep In Mind…

Differentiate

Continue to explore and understand what

differentiates your home from other

living options.

ExerciseIdentify 5-10 characteristics or features that differentiate your chapter house from other student living options.

Time: On-Demand

Speaker: Scott Fussell, CSL Management & Sam Olson, Billhighway

Capacity and Its Impact on Financial Planning for your Chapter House

What’s Up Next?Tracking HCB Revenue and Reinvestment Considerations to Optimize Member In-House Experience

Time: On-Demand

Speaker: Scott Fussell, CSL Management & Sam Olson, Billhighway