Maximize Your Conference Experience

The Fine Art of Trade Show Networking

So here it is. You may be a fairly new REALTOR®, new to the convention scene, or just interested in re-evaluating your time spent at industry conferences. You decide to go to a convention not just for a vacation but because you’ve heard that it’s a great way to make connections with suppliers/vendors and with other REALTORS® .

Here are some suggestions to help you get the most out of your next event:

Book early! Booking flights and a hotel well in advance allows you to save money. Planning ahead will also ensure that you get a room at the host hotel for extended networking, plus it’ll save you travel time and travel costs.

Make friends. Getting to know your colleagues is the absolute best way to network because these will be the people who will remember your name, be willing to share their best practices and are most likely to refer clients your way down the road. Volunteer. Helping at conferences is a great way to meet others. By working with committees you can build strong

relationships with the other members. You’ll also meet more people at an event if you are identified as a source of information.

Be a good listener. Many people think that to be popular, they have to appear very interesting. Far more important than this, however, is the ability to show that you’re interested in others. Listen carefully to what people say, remember important details about them (their names, their likes and dislikes), ask questions about their business and interests, and just take the time to learn more about them.

Always carry business cards. In this line of business it should go without saying, but many people show up empty handed at conferences. Leave each person you meet with your card so that they remember you after the function. Ask the people you meet for their business cards, and write any details about them on the back when you have a spare moment.

Dare to break away. Once you meet a great new contact, don’t stick with that person for the entire conference. Break away – go to a new speaker session or the trade fair area and venture into new areas with new people. The best conversations happen in the general open areas and in the exhibit hall during breaks, lunches, and receptions.

Connect with the conference

presenters. They are often influencers who can help you get better networked into real estate. Take the time to visit their Web site and where they should all have email addresses. But, if they don’t, try to find them on sites like LinkedIn, Twitter or Facebook.

Helping at conferences is a great way to meet others. By working with committees you can build strong relationships with the other members.

Keep a positive attitude. You want to be remembered for your positive (but realistic) attitude so this is not the time

to complain or be negative. No one wants to hear about your bad times.

Have fun. Go to the parties and enjoy them.

Stay in touch. If you were fortunate enough to have a particularly nice conversation/meeting/drinking game with a group of people, don’t be afraid to send a thank-you note as a follow-up after the conference is over. Such notes should be handwritten on stationery and sent via snail mail but email is better than nothing.

Book time to digest. Schedule the necessary time after the show (even though you are really, really busy) to review the notes and materials you collected and act upon them while ideas are still fresh and top of mind.

Don’t miss out on future Royal LePage and industry conferences! It’s a great way to gain insight on best practices and to build your referral network.

• The National Sales Conference is

Royal LePage’s largest conference with up to 1,000 in attendance. The entire network is invited to attend this bi-annual conference held in

September. • The National Chairman’s Club

Retreat is an annual ‘by invitation only’ event for the top 1% of the

Royal LePage residential sales force to celebrate successes and achievements from the previous year at this retreat.

• The National Brokers’ Conference is a bi-annual three-four day conference for Brokers/Owners and Managers to learn from top industry speakers, learn about new products and services and share best practices with their peers.

Visit www.royallepageevents.ca for more information and to register for your next conference experience.

Veronica Love-Alexander is Royal LePage’s National Events Marketing Manager. Veronica is responsible for planning and executing all of Royal LePage’s national events and can be reached at veronica@royallepage.ca.

I recommend that all Brokers attend conferences and encourage their agents both new and well established to attend and participate fully. In the past, I have had enough referrals to pay for the next two conferences and after the latest conference which was held in my home town, I received over seven referrals in the first eight months!

Glenn Larkin | Broker/Owner Royal LePage Atlantic Homestead Ltd. St. John’s, NL In my very first year as a REALTOR, attending the 2004 National Sales Conference in Québec City has become the backbone of my business. In six months, I received referrals from British Columbia, Manitoba, Nova Scotia, Ontario, and three from Québec! I’d say that’s a pretty good return on my investment!

Daniel Cyr | Sales Representative Royal LePage Atlantic Dartmouth, NS If you have never attended the National Sales Conference before – what are you waiting for? This is a must attend for so many reasons. The networking opportunities, the educational materials, the energy and the enthusiasm will recharge your batteries. And [not to mention] there are deals just waiting to be referred!

Leah Baynes-Bettger | Sales Representative Royal LePage Coronation West Realty Coquitlam, BC