As we all know, Trade Show Conferences in the private lending space are more than networking events, what they really are, are opportunity accelerators. Whether you are a lender, broker, fund manager, or investor/borrower, the real value of a conference lies in what you extract from the experience and how effectively you follow up afterward. Another important point is who you chose to spend time with for learning and general long-term relationship building.
At a minimum, one should expect three core outcomes: education, relationships, and deal flow to build upon. On the education side, panels and workshops provide insight into market trends, rate environments, capital sources, compliance shifts, and emerging products like DSCR or hybrid private loans and SHOULD BE ATTENDED. For many attendees, this intelligence alone can reshape strategy for the year ahead. It might be said that some panels don’t seem like they’re “not for you”, but may I suggest going to a panel that might not be in your wheelhouse? I have done that before and was pleasantly surprised with the knowledge and new relationships forged. As it is always said that “If you keep doing what you do, you will keep getting what ya got”, so open your mind and willingness to new knowledge and product classes. Taking contrary action often becomes the catalyst for unexpected opportunities and new doors opening.
Relationships are the real currency of any private lending conference. You should look to the attendee list so that you are focused on who to meet in the way of capital partners, originators, service providers, and operators who may become referral sources or long-term collaborators. Quality matters more than quantity, so try to have five meaningful conversations each day of an event, even if it’s at the airport on the way home (true story)! Come prepared with a clear explanation of who you serve, what problems you solve or need to solve, and what types of deals or partnerships you are seeking. Make a plan on what you want to accomplish and who you would like to meet; I cannot stress that enough! You or your company has paid the money to attend, so make the most out of it by having a PLAN.
Deal flow and finding out the reality behind the “elevator pitch” often emerges after the event, not on the show floor. That’s where follow-up becomes critical. Within 48–72 hours at the longest, you should be sending personalized follow-up emails referencing your conversation and not just generic blasts. Connect or reconnect on LinkedIn, include a short introduction to refresh the memory of the initial meeting or conversation, and clearly state a next step such as a call or invite for a call or zoom to engage on a deeper product/conversation level.
Update your CRMs with specific company or personal info such capital source, borrower, broker, vendor etc., at the end of each day prior to the dinner or going out so that it’s still fresh. This will help you to tailor your outreach accordingly down the road when you get back to your home base. Consistent follow-up over the next 30–90 days is where trust is built, and transactions are born. If you say you are going to do something or send something, make sure to do it.
In private lending, conferences open doors and can shape your business for the year ahead and beyond. Disciplined follow‑up is what transforms conversations into capital, partnerships, and long‑term success. Say what you mean, mean what you say, keep it professional, and remember that this is a small industry. Your impression during and especially after a trade show matters.
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