Int’l LCT Show Leaves Me Exhausted But Smarter

Posted on February 20, 2014 by - Also by this author

It seems like I spent weeks preparing to attend the annual International LCT Show. This included preparing my presentations, making sure my ducks were in a row in the office, and making sure everyone knew their places while I was gone. Finally, the big day came to get on the road. In the blink of an eye, the whole thing was over.
 
But, during that blink, new friendships were created, relationships were strengthened and old friends created new memories while socializing, educating and being educated.  I don’t care how long you have been in this business. You never stop learning because everything evolves so much from laws we must comply with to how we market our services.

The first big memory of the Show was walking into the crowded exhibitor hall for the LCT Show’s 30th Anniversary Birthday Bash. I haven’t seen the Show floor packed like it was in the past decade. There were so many people clogged in the aisles, but it wasn’t a problem, as you couldn’t help but run into someone you knew and strike up a conversation.
 
While I was a presenter, I also attended the presentations of others. I am excited to implement new packages in our company that were inspired by Matthew Silver’s session on “upselling” through packages. So, even after 20 years in the business, an old dog like me can still learn a few tricks.
 
The networking events are my favorite. Not just because I like to party, but because it gives people a chance to let their hair down (well, not my hair) and have a cocktail, share laughs and develop a friendship rather than just an affiliate connection. There are some people who I work with regularly that I just love, and being able to wrap my arms around them and tell them so while sharing laughs leaves me feeling like we aren’t just affiliates or customers. We are real people with real feelings and personalities. 
 
My best meeting of the Show was sitting down to dinner with top management from Zurich North America, my insurance carrier. My underwriter sat next to me. Do you have any idea the value in being able to explain your safety program in depth and detail with your underwriter? You can’t possibly represent yourself nearly as well in black and white as you can face-to-face. In a hardening insurance market, this investment of time was priceless.
 
I hope all of you got as much out of it as I did. As Dav El CEO Scott Solombrino was heading out the door of the MGM, he told me he felt it was the best Show LCT and the NLA had ever produced. Coming from Solombino, that means a lot to me and the entire LCT-NLA team.

— Jim Luff, LCT contributing editor

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