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Don’t Mess Up This Opportunity (CLIA-3-Sixty)

April 19, 2012 Articles

Today’s message is tailored to those professional agents who are planning to attend in full or in part, next week’s CLIA-3-Sixty Conference in Ft. Lauderdale, Florida. 

It is not too late to make certain that you MAXIMIZE your investment in this ENORMOUS opportunity. This IS NOT a paid advertisement. These are my recommendations to you.

Listen up and make next week’s event one you can be proud of.

It has been my experience that the vast majority of conference attendees do not have a plan of action when arriving at a given show. They register on Day One. Glance at the agenda. They might have signed up for a few seminars and workshops that looked interesting, and they play the rest by ear.

This is a “no-no.” A real, genuine, irrevocable, non-mulligan qualified “mistake.”

You still have time to avoid this amateurish error. Let me explain.

  1. Attend all seminars seeking the answers to three questions. At the conclusion of each session consider approaching the presenter and introduce yourself. (Only if you enjoyed the experience.) This positions you as someone “special.” Presumably, this speaker is an expert on the topic. Take advantage of this opportunity. If you see this speaker in the hall from that moment on, stop and ask him/her a single question. Don’t expect a one-hour one-on-one. This small gesture may help you in the future.
  2. Make a “Hit-List.” Before arriving at the show, make a list of ten industry people you want to meet. I have my list ready to go next week. This gives me a sense of mission and purpose. I am “on the case.” I like it when I am “on the case.” I will no time to waste. I have an objective to accomplish.
  3. Never dine alone. This sometimes can’t be avoided but make an effort to connect with a few people you won’t mind breaking bread with.
  4. Follow up immediately. Connect once again with your handful of meaningful contacts as soon as you get home. Everyone says they do this but the truth is they don’t. Nobody does this. You do this.
  5. Be careful after hours. There are people out there watching you …  waiting for you to make a mistake. Err on the early side of the night if necessary and get some rest after 9 pm. Tomorrow will be another big day. Be on your best behavior.

This is undoubtedly an expensive proposition for you and you want to maximize this opportunity to expand your network of industry professionals. You also want to learn one or two things that will assist your family’s eating habits along the way.

One last thing. If you see me walking the trade show floor next week at CLIA, please stop me and introduce yourself. This makes me feel like a big shot and I promise we will have a nice chat. See you on the Blue Trade Show Carpet.

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