Do you ever go to a conference, take great notes, and then promptly drop them in a stack on the floor or behind your desk, never to be seen again? If you’re like me, it’s a habit you want to break.

Now that the dust has settled from Senior Market Advisor Expo, I’ve finally gotten to my notepad and have begun to decipher the hieroglyphics I’d made. In our October issue of the magazine, I’ll release 45 takeaways from the show that can help you become next year’s advisor of the year.

For now, here are 10 key tips I overheard at the Expo that every advisor should know:

1. In this age of social media, Internet and everything electronic, sending a personalized card (congratulations, keep in touch) will make you stand out and be unique. Think about it. How many personalized cards do we get? Not many. Take the time to show your clients you care.

2. Use social media, websites, e-mails and blogs to develop interaction with your customers. Calling them to action is critical.

3. I learned I must up my efforts to promote myself and my agency through electronic media.

4. Spend some money on your business. Try everything.

5. Advisors should never be afraid to seek out mentors. Always ask; always be on the lookout for top advisors to learn from.

6. Don’t underestimate the importance of a structured schedule.

7. Prospects/clients want to understand what they’re buying, so they can tell their friends.

8. Events like this remind me that our business isn’t about the products we sell, but the relationships we build and the people we help.

9. You do not have the right to lose other people’s money.

10. Seniors live on compressed time, and they don’t have the 10-year planning horizon many of us do. We’re the final opportunity to help these people make decisions that affect the quality of their lives.