We sit 10 days out from The Barrett Media Summit in New York City. Jason Barrett and his team have developed perhaps the most impressive speaker lineup at one seminar — ever. The price of admission is small when measured against the robust panel of speakers you can hear and meet. Buzz Knight highlighted a historic first — Fred Jacobs, Lee Abrams, and Mike McVay will appear on the same panel, hosted by Buzz.
This piece — however — is not about The Summit. Instead, it is about what to do prior to, during, and after the seminar. These are tips to help you maximize your time on the ground in New York.
Make the Most of Every Connection
Early last year, we wrote about how to prepare when arriving at a seminar. Specifically, we focused on the Country Radio Seminar — the Super Bowl of gatherings for Country Music programmers. Here is a reminder: seminars are mostly about connections — networking.
Networking at seminars is a crucial skill. It enhances your professional growth just as much — if not more — as any session you will attend. Moreover, effective networking involves genuine engagement and fostering meaningful connections. Networking specialist Judy Robinett, author of How to Be a Power Connector, emphasizes the importance of a strategic networking plan. Valuable tips from Robinett include:
- Research attendees prior to the event
- Set clear on-the-ground objectives
- Follow up promptly after the event
Whether you attend CRS, the NAB Convention, or the final Conclave this fall, keep this in mind. Success won’t be determined by how many sessions you attend. It will be determined, instead, by the quality of the relationships you build.
You will invest thousands of dollars traveling to and from The Barrett Media Summit. Therefore, the most successful attendees approach networking with purpose, curiosity, and authenticity.
Be Memorable
Attendees often remove their nametag from the lanyard and clip it near their waist. It is a comfortable look, but nobody will read it. Instead, try placing your nametag on your right chest pocket. When you extend your hand for the handshake, the other person’s eyes naturally follow your arm directly to your name. It is a small detail with a big impact.
Be Present
The greatest compliment you can give someone is your full attention. Keep the conversation focused on open-ended questions that encourage growth. Also, ask your new connection about their current opportunities — and challenges. Be a connector by asking — “Is there someone here I can introduce you to?” In fact, many attendees struggle with introductions and networking. If you can help create meaningful connections, you will become memorable long after the conference ends.
Be Engaging
Put away your phone, only checking it in private. Nothing kills a conversation faster than someone constantly checking their phone. Also, maintain eye contact throughout the discussion. Looking over someone’s shoulder while they are speaking sends a clear message. It signals you are searching for someone more important. Instead, make your new connection feel like this is the most important conversation in the room.
Be Curious
Curiosity creates connections. Ask about the health of their business — what’s working — what’s not. Then, do a deeper dive. Ask about their journey — how they got into radio, their first job, their mentors. People rarely remember exactly what you said. They remember, instead, how interested you were in them.
Be Strategic
Before attending The Barrett Media Summit, establish clear goals. Ask yourself — “How many meaningful new contacts do I want to make?” — “Who are the specific people I would like to meet?” — “What ideas am I hoping to bring home?” The best networkers don’t wander — they work with intention.
Quick Follow-Up
The Barrett Media Summit isn’t over when you head to LaGuardia. Within a day or two of returning home, send a brief follow-up email or LinkedIn message to new connections. Mention something specific from your conversation to help them remember you. Additionally, take notes after your conversations if needed. Do not launch into a sales pitch — relationships come before transactions. The most overlooked tool today is the handwritten thank-you note. Although we are dominated by text messages and emails, a thoughtful handwritten note still stands out.
Ironically, many radio professionals struggle with networking. They are comfortable behind a mic, but face-to-face networking requires a different skill set. That means initiating conversations, maintaining eye contact, and managing small talk. Introverts and sensitive personalities find that large conferences can be especially draining. Therefore, setting a strategic and tactical plan is important.
Building Lasting Relationships
Industry gatherings are fewer today, and professional relationships are now more valuable. The true return on your Barrett Media Summit investment is found in the people you meet.
These tips also extend to CRS, your state broadcaster’s convention, and local chamber events. Strong careers are built on strong connections. Make your plan, be present, and follow up. Remember that every conversation at The Barrett Media Summit has the potential to become a lasting professional relationship.
Programming, Marketing and Brand Management since 1985
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Kevin Robinson is a passionate award-winning programmer, consultant and coach – with multi-formats success all over the country. He has advised numerous companies including Audacy (formerly Entercom Communications), Beasley Broadcast Group, Westwood One, Midwest Communications, Townsquare Media, Midwest Family Broadcasting Group, EG Media Group, Federated Media, Kensington Media, mediaBrew Communications, Starved Rock Media, and more. He specializes in strategic radio cluster alignment, building lean-forward tactics and talent coaching – legacy and entry-level – personalities.
Known largely as a trusted talent coach, Kevin is the only personality mentor who’s coached three different morning shows on three different brands in the same major market to the #1 position. His efforts have been recognized by The World Wide Radio Summit, Radio & Records, NAB’s Marconi, and he has coached CMA, ACM and Marconi Award-winning talent. He is also in The Zionsville High School Hall of Fame as part of the 2008 inaugural class. Kevin is an Indiana native – living near Zionsville with his wife of 39 years, Monica and can be reached at kevin@robinsonmedia.fm.
