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Reciprocity Fulfilled

Dr. Cialdini teaches "the laws of reciprocity"

Dr. Cialdini teaches "the laws of reciprocity"

Happy Friday everyone.

I just got off the phone with a buddy of mine who works for a large national title firm.  Great guy.

Anyhow, it comes up in conversation that my buddy has been receiving a steady flow of referrals over the years from a local title firm (essentially, a competitor) who isn’t set up to handle out of state business.  Unfortunately, my buddy wasn’t able to reciprocate with referrals because his firm handles the local market too.

Regardless, the small title firm continued sending business – never asking for any in return.  Just knowing that the client was going to be well taken care of appeared to be enough.

Well today, my buddy’s national firm decided that they were only going to target massive accounts.  So all of a sudden, my buddy isn’t in a position to take on business that represents less than 100 files per month!

Fortunately, he knows EXACTLY where to send this business.

Just goes to show that the laws of reciprocity have a way of working themselves out over time.  You just never know how or when.

If you ever find yourself “keeping score” when sharing referrals, try to remember why you’ve been referring business with him/her in the first place.  Ultimately, it’ll pay off for you too.

Do you have a story like this that you’d be willing to share?  If so, I’d appreciate your comments below!

May 8, 2009 by · Leave a Comment

About Mark

Mark is President of Top of Mind Networks, specializing in turn-key CRM solutions for mortgage professionals.

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  1. Mark,

    You are so right, it is all about being unselfish and doing the right thing, all the time and NOT expecting a payback. Funny thing is, when you care about people, guess what, the world pays you back!

    You continue to inspire me!

    Tony Gallegos

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