Attending MDRT meetings is more than listening to speakers and seeing friends. While meetings and conferences take you away from the office for the short term, they can lead to long-term increased productivity, connection to other successful financial advisors and continued inspiration throughout the year. Discover six ways to extend the impact of these meetings.
- What’s your challenge? Is it closing, effectively using social media or overcoming objections? You can find your answer. Look at the sessions offered at the conference as well as who’s attending. Is there a financial advisor you know who is really good at what you are not? Get in touch. Take this opportunity to level up.
- Attend the strategy sessions. Conferences for the financial services profession often feature a few economists or other experts who talk about the year ahead. Attend those sessions and take careful notes. Share the high points from those sessions with your team back home, including the call to action.
- Send an email to your clients. Let clients know you heard an expert economist at a conference, and summarize what was said. (Your compliance manager may want to check this.) Clients will feel like you are sharing knowledge and want to know how this knowledge could impact them.
- Ask an expert a question. You know your clients’ worries, so create a question from their concerns and ask the speaker, when appropriate. Tell your client(s) afterward you knew this was a concern, and you asked the expert on their behalf. They will be impressed. You can say, “This is what we need to do …”
- Find the top producers. Many top advisors from around the world attend these meetings. If you see them casually sitting somewhere, such as in the convention center or at the hotel, ask to join them. This might be when you say, “Here’s my problem. What would you do?” You stop talking, listen and take notes.
- Find a buddy in another office. They do about the same amount of business as you do. You hit it off at the meeting and agree to keep in touch. When you need motivation or are having a bad day, contact them. You will share ideas and get back on track. This leads to business.
MDRT meetings and conferences motivate financial advisors. Try these steps to extend the impact these events have, so you can stay productive and motivated throughout the year.
Bryce Sanders is president of Perceptive Business Solutions Inc. His book, “Captivating the Wealthy Investor,” is available on Amazon.
