How to Make the Most of Insurance Industry Trade Shows

Convention season is here, and for those of us in the property and casualty insurance world, that means packed exhibit halls, back-to-back meetings, and more business cards than you know what to do with. Whether you’re a hiring manager looking to build your team or a candidate exploring your next move, trade shows and industry conferences are some of the most powerful — and underutilized — opportunities in our industry.

At QuestPro, we spend a lot of time at these events. We’ve seen what works, what wastes time, and what separates the people who leave with real results from those who leave with nothing but a tote bag full of branded pens. Here’s our honest advice for both sides of the table.

For Clients / Hiring Managers

If You’re There to Find Talent (or Just Stay Sharp on the Market)

Come with a target, not just a title

Before you walk through the doors, know what roles you’re actively trying to fill — or anticipate filling in the next six months. Vague conversations lead nowhere. If you can articulate specifically what you need (a commercial lines underwriter with E&S experience, a claims director who’s managed cat response teams), every conversation becomes more productive.

Don’t wait for the booth — work the hallways

Some of the best hiring conversations happen outside the formal sessions. Breakfasts, cocktail hours, the line for coffee — these are where people let their guard down and talk candidly. Be present, be curious, and don’t be glued to your phone between sessions.

Engage with your staffing partners before the show

If you work with a specialized recruiter (like us), reach out before the event. We can often arrange introductions, flag candidates who will be in attendance, and help you make the most of the time you’re already investing to be there. A quick call the week before a conference can save you months of searching afterward.

Follow up within 48 hours — no exceptions

The number one mistake hiring managers make at trade shows is collecting contacts and doing nothing with them. If you had a meaningful conversation with someone, send a short, specific follow-up while the context is still fresh for both of you. A simple “Great to connect at [conference] — I’d love to continue our conversation about the underwriting role” goes a long way.

Pro tip: Keep a note in your phone after each meaningful conversation — one sentence about what you discussed. By day two of a conference, the names and faces blur together. That note will save you when you’re following up.

For Candidates

If You’re There to Explore Opportunities (or Just Grow Your Network)

Update everything before you go

Your LinkedIn profile, your resume, your professional summary — get it current before the event. You never know who might look you up that evening after a conversation. People do check. Make sure what they find reflects where you are today, not where you were two years ago.

Know your story — and keep it short

You will be asked “so, what do you do?” approximately one hundred times. Have a clear, confident two or three sentence answer that covers your current role, your specialty, and what you’re interested in next (if you’re open to it). You don’t need to over-explain. Clarity is memorable. Rambling is not.

Be intentional about who you want to meet

Look at the speaker list, the exhibitor directory, and the attendee list if available. Identify three to five people or companies you genuinely want to connect with, and make a plan to find them. Wandering the floor and hoping something happens is a strategy, but it’s not a good one.

Attend the sessions — and participate

It sounds obvious, but many people skip the educational content in favor of the networking events. The sessions are where you demonstrate intellectual engagement with the industry. Ask a thoughtful question. Reference a panel topic in a later conversation. It signals that you’re more than just a resume — you’re someone who’s actually invested in the business of insurance.

Talk to the recruiters in the room

We’re at these events for a reason. If you’re passively or actively exploring a change, a brief conversation with a specialized insurance recruiter can open more doors than a dozen cold applications. We know which companies are growing, which roles haven’t been posted yet, and what the market actually looks like right now. That intel is valuable whether you’re ready to make a move tomorrow or just staying informed.

Pro tip: Don’t just connect on LinkedIn during the event — send a short personalized message with the request. “Met you at [conference] — loved your take on the surplus lines market” will get accepted and remembered. A blank connection request will not.

One Thing That Goes for Everyone

Show up rested, be genuinely curious about the people you meet, and give more than you take. The P&C insurance industry is smaller than it seems. The person you meet at a trade show today is the hiring manager, referral source, or colleague you’ll be working with for the next decade. Reputation is built one conversation at a time — trade shows just give you a lot of conversations in a very short window.

We’ll be at several major industry events this season and would love to connect in person. If you’re attending and want to set up time in advance, reach out to the QuestPro team — we’d love to put a face to a name.