a conference plan for money managers
TRANSCRIPT
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A CONFERENCE PLAN FOR MONEY MANAGERS
Ron SuberSenior Partner, Merlin Securities
CTA EXPO
Chicago
September 13, 2011
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Todays Discussion
Conference Success Chart
Conference Success Chart
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Get away from the office
Reconnect / friendships
Promote something
Find a job
Impress your peers
Help your business
Meet the right people
Learn and get ideas
Raise money / find new investors
Party with Bucky
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Why Go to Conferences? Why are We Here?
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The Funnel
Conference Attendees
Customers/Investors
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Know Your Audience
It is critical that attendees truly understand who is in attendance and
that they tailor their conference strategies accordingly
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Who is Here Today?
Money Managers
Asset Allocators Investors
Money Raisers / TPM
Consultants
Trading Firms
Exchanges
Press / Media
Vendors
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Do Your HomeworkThen Choose Your Weapon to Meet Them
Sharp Shooter?
Or Rapid Fire?
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Your Equations for Success at Conferences
#OIO x CR = SUCCESS
IQ and EQ and NQ and CQ = EFFECTIVENESS
Social Selling = Gathering Info Before and
After the Conference
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Which Investors Might be in Attendance?
THE SPECTRUM OF FUND INVESTORS
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Know Your Story and Deliver Your Messages
When meeting a new contact, you
have 60 seconds to explain:
Who you are
What you do
How you do it
Why you are better or different
Why the person should believe you
Harmonize
Know your offering and value proposition, then get to
the point clearly and quickly
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What NOT TO DO and WHAT TO DO
What NOT TO DO:
Dont get distracted your
BlackBerry, iPhone, DROID is NOT
your friend
Dont forget to make
appointments never assumeyoull run into someone you
want to meet
Dont have conference coffee
breath
What TO DO:
Take notes on the back of
business cards
Observe innovation, new trends
and best practices
Introduce othersbe the conduit
Bring aspirin and water!
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When you get home, take action:
Call, connect, email and LinkIN those people you said you would
Develop a follow up plan
Writenotes and emails from on the plane home
Create a vCard with all info
Booktime to digest the conference while fresh
Shareknowledge from the conference
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Follow Up
Without follow up, a great conference can go to waste
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Understand the Conference Landscape
The landscape has changed dramatically at conferences
To 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.
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QUESTIONS & ANSWERS
Ron SuberSenior Partner, Merlin Securities
Mobile: (847) 544-8362
Email: [email protected]