A couple weeks ago I emailed an old acquaintance of mine. He works for a local mortgage brokerage, so, being in the title industry, I wrote to ask if he’d like to get together for lunch. When I got a response, the reply was brief and to the point: “Good to hear from you!... Do you have any clients that you’d be able to refer my way?”
The implication was clear: There would be no lunch meeting unless I had clients to refer. The email set the tone for any future relationship, which would be based on a mercantile client exchange. My cost of entry to do business would be to provide business.
Taking the emotion out of it, that does make perfect sense. After all, I try to work only with people who are going to refer their commercial title and escrow clients to Stewart Title. What gave me pause was the brevity and sharpness of the message. I didn’t have any clients to refer at the time, and so I didn’t know how to immediately reply without sounding foolish.
Then, last night, I was reading a book on Chinese history, and came across the following passage:
“Famous, too, are the opening words of conversation between Mencius [a traveling scholar] and King Hui of Liang. `Venerable sir,’ said the King, `since you have not counted a thousand [miles] too far to come, may I presume that you also have something that can profit my state?’ `Why,’ replied Mencius, `must your majesty necessarily use that word profit? What I also have are the topics of benevolence and right conduct, and nothing more.”
There, from about 2500 years ago, was my reply! First, whether I have clients to refer or not, I have “benevolence.” I’m friendly and I’m eager to help others. I belong to numerous professional and networking organizations. Also, I am employed by a company with offices across North America and over 80 foreign markets. So I am well-connected locally, nationally, and internationally. Secondly, I have “right conduct.” I have over 16 years of experience in the legal and title insurance industries. I have worked with and for banks, law firms, mortgage brokerages, financial services companies, title agencies and- now- a publicly traded title insurance underwriter. So I am an excellent resource for anyone involved with any aspect of real estate or lending.
I am glad my acquaintance sent me the email he did- Otherwise I might have missed the message contained in the history book. Being given cause to examine my own expertise and resources has led me to two realizations: 1) a renewed perspective on what I can offer besides an even-up exchange of client referrals; and 2) a renewed sense of confidence. I do have “benevolence” and “right conduct,” and, indeed, I need nothing more!
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