At events, step away after each good conversation to jot down what you learned before the next conversation erases it.
The idea
When we asked Lance Pendleton, one of the best software trainers in real estate, for his best practice at events, he said: have a small bladder. Events throw a pile of useful details at you, one conversation after another, and by the time you get home they've blurred into a stack of business cards headed for the wash. So after each good conversation, excuse yourself to the bathroom (or the hallway) and write down what you just talked about. Then head back in. It costs a few minutes per conversation and makes it far more likely the conversation turns into a real connection.
How to do it
After every substantive conversation, step away.
Capture two things: personal details that make them human, and next steps (what you promised, what they need).
Keep it stream-of-consciousness. Don't try to update your CRM at the event.
Can't step away? Jot the next step on the back of their business card. (Unless it's glossy. Savages.)
Within 48 hours of getting home, turn the scribbles into follow-ups.
Example
Conference scribbles can be this short: "Sarah, fintech, golden retriever named Kevin." "Bob - CTO challenges, send article on team culture." "Lisa - expanding to Austin, connect with Mike." Afterward, each one turns into a follow-up: "Hey Bob, great chatting about your CTO challenges at the conference. Here's that article on engineering team culture we discussed. Let's grab virtual coffee in the next few weeks."
Conference Before, During, After: Before: goal, target list, booked meetings, host a dinner. During: scribble notes. After: half a day within 48 hours to follow through.
The 48 Hours After: Block half a day within 48 hours of getting home from a conference, list everyone you met with notes and next steps, and send the follow-ups.
The Four Points of Information: Four places good notes come from: where the relationship stands, where their work stands, next steps, and personal details. Keep only what you'll use.
The Photo Tactic: Take a quick photo together when you meet, then send it as the first message of your follow-up.