Conferences are valuable opportunities for networking, education, and growth. Whether you’re in the debt collection industry or adjacent financial industries, attending these conferences can make the difference between long-lasting partnerships and failed short-term stopgaps. 

To explore strategies for maximizing these debt collection conferences, Branding Arc gathered four industry leaders for a roundtable discussion: Jonathan Seigel, Director of Business Development at Slovin & Associates; Neil Mastellone, Director of Business Development at Velo Law; Adam Parks, Founder & CEO of Branding Arc; and Katalina Dawson, EVP of Branding Arc. 

In this article, explore how these industry veterans are utilizing conferences like RMAI Annual Conference, ACA Annual Conference, and NCBA Connect to build successful connections within the debt collection industry. These insights are based on five core principles for conference success, which we outlined in a previous article. 

1. Set Clear Goals

Most importantly, our industry experts implore those attending debt collection conferences to start with a clear plan. This is critical for conference success. 

“Before I attend any event, I outline what I want to achieve,” Seigel said. “Whether it’s meeting new clients, learning about upcoming trends, or exploring partnership opportunities, having clear goals ensures I stay focused. These conferences take a lot of time and span several days. If you don’t have goals or meetings planned ahead of time, you can easily get lost and unfocused.”

Adam Parks added that goal-setting isn’t just about personal priorities.

“Align your goals with your company’s and your team’s objectives,” Parks advised. “For example, if your team is focused on digital transformation, attend sessions or seek out connections that advance that mission. Look to see which vendors at the show might assist you on your journey and schedule time to connect with them in-person. Those just starting and those in the industry for several decades will find opportunities. All it takes is planning.”

Attendees can avoid feeling overwhelmed and maximize their time by starting with intentionality.

2. Plan Ahead

“Conference agendas and attendee lists are gold mines of information,” Mastellone said. “I’ll often identify key sessions and people I want to connect with beforehand to schedule meetings, so I’m not scrambling once I arrive.”

Preparation also means setting aside time for unexpected opportunities. Hallway discussions in passing often lead to more in-depth discussions and opportunities. This is part of the reason there is no way to replace the face-to-face interactions available at a live event or conference. Like any industry event, debt collection conferences present a unique opportunity to not only learn about our industry but also explore the faces that make it run. Everyone from industry stakeholders to regulators will be in attendance. 

Katalina Dawson stressed the need for flexibility when planning, simply because not everything is under your control.

“Some of the best conversations happen organically, outside of structured sessions and meetings,” Dawson said. “Leave room in your schedule for impromptu networking and, not only leave room, but plan for there to be impromptu networking.”

Essentially, companies are in a balancing act with a planned itinerary and the freedom to adapt. Mastering this balancing act can lead to surprising and impactful connections.

3. Network with Purpose

Networking is often the cornerstone of conferences. While educational sessions will likely help newer organizations find their footing, and help established organizations learn about the latest regulatory advancements, networking sessions and planning meetings are where long-term relationships are built and earned. 

Parks, an industry veteran of over 20 years, shared his strategy for building meaningful connections: “Don’t just collect business cards,” he said. “Have genuine conversations, ask thoughtful questions, and follow up after the event. If you don’t follow up you are leaving a lot of opportunities on the table. The goal is to build relationships, not just contacts. At Branding Arc, and through our other organizations, these meetings aren’t about selling a product but getting to know those we will do business with. If we work well together, we can do meaningful business.”

Seigel echoed this sentiment, emphasizing quality over quantity.

“I’d rather have a few deep conversations than dozens of superficial ones,” he noted. “Focus on making connections that align with your goals. Attend the networking events, set up your own meetings, and speak with those at the booths. Everyone is there to do business, but the one that stands out is the one that’s there who listens.”

4. Engage with the Content

Participating actively in sessions enhances the value of conferences. Debt collection conferences are unique in that, instead of providing just simple 101 bits of information, organizations like RMAI and ACA International set up sessions with legislators, industry veterans, and stakeholders who speak to the granular aspects of the industry.

Dawson recounted a recent experience where her engagement paid off.

“I’ve attended many panels, and recall a specific moment in an emerging technologies roundtable discussion where questions during the Q&A led to a speaker seeking me out to continue the conversation. Those kinds of connections and conversations are the ones people remember, not the guy wistfully sitting down and leaving as soon as the panel is over.” 

In a different approach, Mastellone mentioned the value of attending these speaking sessions not only for the connections but also for the training opportunities for his staff. 

“There’s so much information shared at conferences,” he said. “Documenting insights ensures you can revisit them later and share them with your team. We always need to improve our team’s understanding of the industry, and unfortunately, we cannot bring the whole team to these conferences, so taking detailed notes can help with further training down the road.”

5. Follow Up

Post-conference follow-up is where real value often emerges. Yes, these people at valuable debt collection conferences do make an effort to remember names and faces but you can’t expect everyone to retain that level of information for every single person they come across. Following up with key contacts made during the conference will be the difference between a successful or unsuccessful debt collection conference. 

Mastellone explained his systematic approach.

“Within a week of a conference, I reach out to everyone I’ve connected with,” he said. “Whether it’s a quick email or scheduling a call, keeping the momentum going is essential. We can’t expect everyone to respond right away, but even if it’s on LinkedIn, getting in their inbox is crucial.”

Dawson highlighted the importance of sharing takeaways with colleagues.

“Summarize what you’ve learned and discuss how it applies to your business,” she suggested. “Conferences are not just about individual growth but about driving value for your entire organization. Remember those goals you set in the first section? If you come back from a conference with no clear structure or reward from those goals, you’ve likely missed a key aspect of the conference.”

Conferences offer unparalleled opportunities for learning and networking, but success requires strategic effort. Setting goals, planning ahead, networking intentionally, engaging with content, and following up are the pillars of effective conference participation. By implementing these strategies, attendees can transform conferences into powerful platforms for growth and innovation.

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