How to Find Success at Conferences and on the Road

In the multifamily rental industry landscape, meaningful business relationships are rarely cultivated solely through email chains or virtual meetings. They are also forged at industry conferences and on strategic business trips – where face-to-face interactions can transform potential connections into powerful partnerships.

Despite technological advancements, significant breakthroughs still happen when professionals step away from their screens and engage in person. Conferences have evolved beyond annual gatherings. They are critical places where innovation, collaboration, and strategic relationships come to life.

Hailey Rice, Head of Enterprise at Apartment List, has mastered the art of transforming conference interactions from transactional encounters to meaningful partnerships, and this blog will explore her approach to building genuine professional connections.

Here’s a quick TL;DR of the blog’s key points:

• Successful conference networking is about strategic preparation. Research attendees deeply, understand potential partners' challenges, and map out relationship opportunities before arriving.
• Transform vendor-client relationships into genuine partnerships by prioritizing mutual growth, transparent communication, and shared success – moving beyond transactional interactions.
• Create memorable conference experiences through quality interactions, authentic conversations, and a focus on building long-term connections rather than collecting business cards or making quick sales pitches.

Before You Arrive: Setting Yourself Up for Conference Success

Preparation is the key to conference success. As Hailey Rice, Head of Enterprise at Apartment List, puts it, "Preparation is 100% key to make a conference successful. You have to consider who is attending and what competitors are present, and really set yourself apart from the pack."

Professionals who excel don't simply arrive and hope for the best; they plan their approach months in advance. This means going beyond a quick glance at the attendee list and diving deep into understanding the ecosystem of potential partners.

Pre-Conference Intelligence Gathering

Think of conference preparation like mission planning. Your objective is to transform what could be random networking into purposeful, strategic interactions.

Deep Dive into Attendee Landscape Hailey emphasizes the importance of comprehensive research: "It's about knowing what partners are coming, who they tend to connect with, and what the state of their business is." This isn't just about scrolling through an attendee list, it's about understanding:

• Current business challenges of potential partners.
• Recent company developments.
• Potential alignment points for collaboration.
• Interconnections between different organizations.

Mapping Relationship Potential Go beyond surface-level professional connections. Create a mental (or literal) map of how different potential partners might interact, what their current pain points might be, and where your organization could provide unique value.

Reframing the Vendor-Client Relationship Dynamic

Traditional vendor-client dynamics are rapidly becoming obsolete. The most innovative companies are shifting towards a holistic partnership model that prioritizes mutual growth and shared success.

At Apartment List, this is more than a philosophical stance, it's a fundamental operational approach. "We never use words like client or vendor," Hailey explains. "These are our partners. Our success is actually quite aligned with our partners."

This reimagined relationship model creates a collaborative environment characterized by:

• Transparent communication.
• Mutual investment in success.
• Openness to feedback.
• Recognition of interconnected business ecosystems.

By approaching conferences with this mindset, you transform potential interactions from transactional exchanges to opportunities for genuine collaboration. Now that we've established the critical pre-conference groundwork, we're prepared to maximize our conference impact.

Putting it into Action: Navigating the Conference Landscape

Conferences can feel like navigating a high-stakes maze of endless pitches and overwhelming interactions. The key is to create meaningful moments that cut through the noise.

Crafting Memorable Experiences

The most effective conference interactions aren't about hard sells, they're about creating genuine connections. "These events are busy, long days," Hailey notes. "You need to create a sanctuary for your partners where they can relax and let their hair down, because all day long they're bombarded with sales pitches."

This might mean:

• Proposing unique meet-ups that take partners beyond the conference walls.
• Choosing locations that allow for relaxed, authentic conversations.
• Being creative without being extravagant.

A memorable taco truck meetup can be far more impactful than an expensive, formal dinner. As Hailey suggests, "You can create a lot of memories by hitting up a taco truck, something unique that doesn't get approached with partners."

Strategic Meeting Design

The most successful professionals understand that conferences are about building a network, not just collecting business cards. Hailey warns against low-impact interactions: "When I see a lot of quick coffees or booth stop-bys, that tells me we don't really have a relationship with that partner."

High-value meetings are those that create genuine opportunities for deeper connection, whether through shared experiences, substantive conversations, or collaborative problem-solving. The goal is to move beyond superficial exchanges and create moments of real engagement that can evolve into long-term partnerships by:

• Prioritizing quality over quantity.
• Seeking out interactions that allow for meaningful dialogue.
• Being genuinely curious about potential partners' challenges, goals, and perspectives.

Beyond the Show Floor: Maximizing Business Travel and Productivity on the Road

For professionals constantly on the road, every trip must be a strategic investment of time and resources. "Nothing's more defeating," Hailey explains, "than feeling like you flew across the country for a chicken salad lunch." Her approach involves maximizing every moment of travel:

• Fill travel time with multiple productive interactions.
• Connect with team members across different departments at partner organizations.
• Seek ground-level insights by visiting local properties.

While strategic planning is crucial, successful business travelers understand that adaptability is equally important. The most effective travelers develop an approach that goes beyond immediate business objectives. Here’s how:

• Prioritizing personal well-being during intense travel schedules.
• Leveraging technology to stay connected and productive.
• Creating buffer time for unexpected opportunities or insights.
• Maintaining a global perspective while focusing on local interactions.

Modern technology allows professionals to extend their impact far beyond physical meetings. However, digital tools should enhance, not replace, genuine human connections. It's about striking a delicate balance between efficiency and personal engagement.

Creating Partnerships That Transcend Conferences at Apartment List

Conferences and business travel represent more than just opportunities to close immediate deals. They are critical moments for building lasting, mutually beneficial relationships that can transform industries. "In the multifamily industry," Hailey reflects, "Our partners have worked together for a while, and it's important to create connections that go beyond just business transactions."

Ready to experience a different approach? With Apartment List, you're gaining a partner committed to driving your success. From our 98% net lease revenue retention to our ability to save 42 hours per property per week, we're dedicated to building genuine partnerships that propel the multifamily industry forward. Let's connect and explore how we can turn your leasing challenges into competitive advantages.