Being a financial advisor can be lonely. Professional conferences can be a bright spot on the horizon. Companies set up regional and national conferences. There are other professional conferences as well, such as MDRT events.
How should you prepare for your next conference to get the most out of your time while attending?
- See that you qualify. Companies seek to send their top producers. People who are good want to become better. They are motivated self-starters. Learn the numbers you need to hit and get the business done so you qualify to attend.
- What are your strengths and weaknesses? You might be great at finding new clients, but lousy at technology. Ask yourself what skill you could learn that will lead to immediate business when you get back home. Set a goal for what you want to learn.
- Which sessions and workshops will be most important? Now that you know what skills you need to learn to succeed, determine what sessions will teach those skills. Review the meeting agenda in advance. Highlight the sessions you must attend.
- Arrive early, sit up front. You will not be alone. If you sit in the rear of the room, it is easy to get distracted. Help yourself stay focused.
- Turn what you want to learn into questions. You are sitting in the first row. Have your handwritten, unanswered questions on your event program or in your notebook. Maybe you have them typed out on a tablet or iPad. Write down answers as you get them.
- Ask questions. If there’s a Q&A session, ask questions. If you don’t get answers, approach the speaker afterward. Be respectful.
- Who do you want to meet? Your company has celebrity producers who do an unbelievable amount of business. What would you like to learn from them? Before you head off to the conference, write down the names of who you want to meet and what you want to learn.
- Leave the office behind. This is hard. You will want to check your email. Trust the people covering for you to do a good job. When you are at the conference, focus on the mission. You are here to learn.
- What have you learned? Conference attendees often return home with their heads filled with new ideas. They get back to their desk and say, “Where do I start?” They fall back into old habits. At the conference or on the plane ride home, turn your answers into action steps.
- Join the top producers. Conference hotels have bars. Make your way through the crowd, and if you see a large table and recognize top producers, ask if you can take the empty seat. You have every right to be there! Everyone in attendance has qualified. Sit, listen and ask intelligent questions. Get contact information.
- Should you extend your stay? This is another decision to make before leaving for the conference. Is this a great city? Maybe you extend your stay by a day or two for your personal enjoyment. You have earned a break.
You need a plan to get the most value out of a conference. Don’t simply show up and hope for the best.
Bryce Sanders is president of Perceptive Business Solutions Inc. His book “Captivating the Wealthy Investor” is available on Amazon. For more from Sanders on this topic, read “5 ways MDRT Annual Meeting attendance demonstrates your value as a financial advisor.”
