Published On May 20, 2016  
in  Retail Real Estate Industry

ICSC’s RECon is the “Super Bowl” of retail real estate and my favorite event of the year. The minute I land in Vegas I’m off and running, ready to network, meet new people, enhance existing relationships and start or complete deals. This will be my 5th ICSC RECON and I am always inspired by the energy that comes from the conference and networking events.  Sometimes, though, it can all be tiring. Here are some tips that I utilize to keep me motivated:

1. (ABN) Always Be Networking.

Always, always, always be networking so that you can continue increasing your network base and solidifying existing relationships. You never know when or how you might find a way to work with a contact in the future.

2. Don’t be afraid to ask questions.

My first time at the show was overwhelming but drawing from the experience of more seasoned attendees helped. Don’t be afraid to ask questions whether it is for directions or growth strategies.

3. Stay Hydrated and Eat.

Drink plenty of water and stop to grab a bite to eat. Some of the retailers give away food and that’s a great way to eat and meet someone new! This strategy keeps me energized for the rest of the meetings throughout the day.

4. Know your market, including where the retailer is in relation to your site, so you can have an educated conversation with the individual.

When you know what you are talking about to the retailer, they respect that you are an expert in the market and keep the conversation flowing. The dynamic meetings that come from this kind of preparation are a really great boost for the rest of your day.

5. Be prompt to meetings.

Nothing is worse than (1) not showing up to a meeting or (2) being late. Being late to a meeting makes the person feel like they are not important and can hurt the meeting tremendously. If you are running late, let the person now. Try to be on time, though, as being behind schedule will get stressful and sap your energy.

6. Be Prepared

Make sure you have all of your marketing materials in order along with any other pertinent information ready at all times. Preparation gives you confidence!

7. Have Fun

Smile and enjoy your time at the “Super Bowl” of ICSC’s.

Brian Landru
Brian Landru
Director of National Accounts - West