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June 14, 2019 at 09:17 PM
Like many of my readers, I am a regular at industry events and conferences, sometimes attending several in just a few weeks. The collection of knowledge at any given event is staggering, but I had a conversation with an advisor that made me realize that very few of us are getting the best possible return on our attendance.
In our work as an appointment-setting firm, we have a direct window into the businesses of advisors from around the country. When we see one of our clients growing at a faster rate, we ask why, and those conversations have led to some memorable insights.
(Related: Know Your Personnel)
One of our clients, an advisor from Houston, closes more appointments than anyone I know. He follows our advice for how to handle cold appointments. He has an in-depth and highly consistent backend process for staying in touch. And he is continually refining the whole of his business, from sales through service.
When I bumped into him at a recent conference, I saw that he was on his way to filling his notebook with observations and key points from half a dozen talks. Since I knew he was already pretty far ahead of his competitors, I asked him about his notes and takeaways.
He replied, “When I come to these things, I am on my dime. I’m here to learn. I always look for my one idea.”
Over the course of an event (or several events), he will home in on one big takeaway. When he gets back to the office, he focuses on implementing that singular idea, giving it the full time and attention it needs to fully have an impact.
