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Posted on 10-25-2010

Since our caveman days, we've always tended to keep score.  We nickel and dime each other, and when we do someone a favor, especially in the business world, we want assurance that it will be repaid back, and quickly.  

The logic behind the practice makes sense.  If you gave another caveman (or cavewoman) half of your food during hard times, your survival could possibly depend on the favor being repaid.

Maybe the idea was beneficial back then, or maybe it wasn't.  Either way, this mentality will not get you very far today.   Instead, I would suggest that whenever you have a chance to benefit another member of your profession, and the action requires little to no sacrifice on your own end, you go ahead and help that person.

Maybe you're a Gonstead chiropractor and you have a patient that would do better with an Upper Cervical treatment.  If so, start sending these people to your local "competition."  You don't need to ask for referrals in return.  The law of reciprocity will actually be more likely to kick in if you don't.  People like returning favors in order to maintain balance in their lives.  Now, I'm not advocating you not ask for referrals from others at all.  I'm just saying that in the context of an unexpected referral, it's better to not ask for anything back.  

Even if the chiropractor you send your referral to doesn't send anything back, you may find yourself getting more referrals from other places.   There are several possible explanations for this, some metaphysical and some psychological, but it's reported to happen across many areas of business.  Take the initiative in helping out fellow chiropractors. 

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