Improved Networking Through Education Generating Relationships Increases The Yield



Recently I was in an audience where the presenter spoke of how our advocates can move our cause forward.  As most of you know my clients and I use an Advocate Strategy to get our telephones to ring off the hook with new prospects and referrals.  As I listened to the presenter I thought it would be fun to explore the word advocate and the Advocate Strategy to see how both apply to our personal and business lives.

As defined in the dictionary, advocate, noun, 1. A person who pleads another’s cause, as a lawyer. 2. A person who speaks or writes in support of something.  As we look at our personal lives mom, dad, and the family unit might be considered advocates.  They speak in support of us, tell others what we do and who we are, and they are familiar with our character, upbringing, nature, and our worth of being.  Compared to the Advocate Strategy, all of these CAN be true, however, each must be scrutinized as it applies to our business.

As a business strategy we are looking for more.  We want business, and we want business now!  We want our Advocate Strategy to deliver business today and every day.  We want those telephones to ring off the hook with business.  The telephone needs to ring when the economy is good or when the economy is bad.  Our Advocates need to be proactive.  They need to be connectors.  They need to be sold on our ability to do the business NOW.  When talking about us, the people hearing them would think themselves foolish if they did business with anyone else but us!  We need to be reminding our Advocates of our strength in the work place every chance we get, doing so at least once every 30 days.  We need to deliver something that promotes thought and stimulates conversation in our support.  The best Advocates are those closest to our target markets.  It could be said that people in our target markets make the best Advocates.

Remember that we are talking about a strategy that will create warm business now.  Leads, referrals and tips are all good.  Leads, referrals, and tips are easier to cash at the bank when they are business.  When you have strong Advocates you will spend more time cashing checks and less time scratching for leads, referrals, and tips.

Who will Advocate for you?  Do you have a trained sales force as part of your Advocate Strategy?  Are there at least 25 people on a list that send you business every 30 days? What are you doing to find this group?  What are you doing to train this group of expert supporters?  Are you sending them business with regularity?  What is your return on your time investment?  Where will you find these Advocates?  Let’s explore.

The first place to look is to those who are currently sending you business.  The next place is to those who have sent you business in the last year.  The third place is existing and new clients.  All of these people believe in what you do.  They are willing to bring the world to you with new prospects and referrals.

Advocates can be found wherever you find your target market.  Organizations where they congregate are a good place to find future Advocates.  When meeting new Advocate prospects you may need to cultivate the relationship.  It is always worthwhile to cultivate new relationships while maintaining the old.  “Make new friends, but keep the old.  One is silver and the other gold.”

Gerry Rose runs INTEGRITY Networking Solutions in Oceanside, CA.  He works with realtors who want to attract the right prospects and their affinity partners who want to generate more referrals.  More than 10,000 businesses have been presented the INTEGRITY Networking Solutions system in San Diego, Riverside, and Orange Counties.

Gerry’s stimulating presentation Unlimited Prospects, Unlimited Referrals is ideally suited for small business owners, home-based businesses, and independent professionals who want clearer direction and want to attract more prospects, develop dynamic systems, and strengthen their companies’ accountability.  Gerry does one on one consulting, conducts a range of keynote speeches from thirty minutes to full-day education workshops.

His book series, Unlimited Prospects, Unlimited Referrals, are available on the website,

Gerry has more than 20 years’ experience directing business owners how to grow their businesses.  He is a networking dynamo.  Those who know him will assure you that he does a great job of bringing people together—which is why he started Integrity.

Involved with networking organizations since 1984, Gerry is a Distinguished Toastmaster, a member of Toastmaster International, and has chaired numerous chambers of commerce and non-profit organizations.

Are you truly committed to attracting the right prospects and generate more referrals?  If so then contact INTEGRITY Networking Solutions for availability and information.  You can contact Gerry by mail at 1610 Quiet Hills Drive, Oceanside, CA 92056.  Direct dial (760) 439-4623; e-mail to  For more information, go to

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