Conference Plan For Managers
- 1. A CONFERENCE PLAN FOR MONEY MANAGERSRon SuberSenior Partner, Merlin SecuritiesCTA EXPOChicagoSeptember 13, 2011
- 2. 2Todays DiscussionConference Success ChartConference Success Chart
- 3. Get away from the officeReconnect / friendshipsPromote somethingFind a jobImpress your peersHelp your business Meet the right peopleLearn and get ideasRaise money / find new investorsParty with Bucky3Why Go to Conferences? Why are We Here?
- 5. 5Know Your AudienceIt is critical that attendees truly understand who is in attendance and that they tailor their conference strategies accordingly
- 6. 6Who is Here Today?Money ManagersAsset AllocatorsInvestorsMoney Raisers / TPMConsultantsTrading FirmsExchangesPress / MediaVendors
- 7. 7Do Your HomeworkThen Choose Your Weapon to Meet ThemSharp Shooter?Or Rapid Fire?
- 9. 9Your Equations for Success at Conferences#OIO x CR = SUCCESSIQ and EQ and NQ and CQ = EFFECTIVENESSSocial Selling = Gathering Info Before and After the Conference
- 10. Which Investors Might be in Attendance?THE SPECTRUM OF FUND INVESTORS10
- 11. 11Know Your Story and Deliver Your MessagesWhen meeting a new contact, you have 60 seconds to explain: Who you are
- 12. What you do
- 13. How you do it
- 14. Why you are better or different
- 15. Why the person should believe you
- 16. HarmonizeKnow your offering and value proposition, then get to the point clearly and quickly
- 17. 12What NOT TO DO and WHAT TO DOWhat NOT TO DO: Dont get distracted your BlackBerry, iPhone, DROID is NOT your friendDont forget to make appointments never assume youll run into someone you want to meetDont have conference coffee breathWhat TO DO: Take notes on the back of business cards
- 18. Observe innovation, new trends and best practices
- 19. Introduce othersbe the conduit
- 20. Bring aspirin and water!When you get home, take action:Call, connect, email and LinkIN those people you said you would
- 21. Develop a follow up plan
- 22. Writenotes and emails from on the plane home
- 23. Create a vCard with all info
- 24. Booktime to digest the conference while fresh
- 25. Shareknowledge from the conference13Follow Up Without follow up, a great conference can go to waste
- 26. 14Understand the Conference LandscapeThe landscape has changed dramatically at conferencesTo reach the next level of AUM, clients, investors, etc., must understand which investors/people they should target and what each requires Conferences are an investment: Time, Attention, Money and Energy.MAKE THE MOST OF IT.
- 27. QUESTIONS & ANSWERSRon SuberSenior Partner, Merlin SecuritiesMobile: (847) 544-8362 Email: rsuber@merlinsecurities.com