Walk Like a Giant, Sell Like a Madman

17.1. Attend Industry Conferences

Early in my career, I avoided industry conferences. I figured I had better things to do with my time, like sell houses and make money. Besides, I wasn't the type to sit around in a conference room listening to somebody who liked to listen to his own voice tell me how to sell. Boy, was I wrong.

As I discovered by attending my first real estate conference, conferences attract the best and the brightest and the most successful people in the industry. If for nothing else, the top producers flock to these conferences to mingle with the best and the brightest. Why would anyone ever pass up the chance to meet the top people in his or her industry? Who knows what opportunities could result from a chance encounter!

Attend at least one industry-related conference every year. You can usually find one or two valuable sessions or speakers, and even if you don't, the networking opportunities alone make

Between the sessions you attend, station yourself at a table in or near the food court or lobby so you can meet a steady stream of fascinating attendees.

the investment well worth it. Some of the best sessions are the ones that happen by chance in the lobby.