Fishing for Fishermen

Services for Real Estate Pros with Real Talk San Diego


“Every concession you make in a negotiation should be matched by an equal or greater concession from the other party.” – Brian Tracy, Law #85: The 100 Absolutely Unbreakable Laws of Business Success.

The idea of returning a favor is nothing new. It’s a social law that bestselling author, Brian Tracy, explains as the inherent need for people to reciprocate for anything that is given to/done for them.  These social laws are an important part of business culture. If not well versed in such laws, you run the risk of being portrayed as rude or even worse, a rookie.



Ryan White and his business partner David McElveen have seen great success with their real estate business since applying the law of reciprocity. As part of their marketing strategy, Ryan hosts a weekly real estate radio show which allows him to play his, “radio card,” to invite potential business partners on the air.  Both men agree that the clout of the radio show has aided in networking with high caliber real estate professionals whom otherwise would’ve never given them the time of day, let alone business.

His partner, McElveen, believes offering radio appearances attract prospective partners because,

“You’re not necessarily asking for something,” instead, “we’re offering an opportunity for somebody to actually participate in marketing themselves and people see the value in that.”

The type of business partner Ryan and David like to call a, “fisherman,” these heavy hitters come on to the radio show and almost always reciprocate by sending referrals and listings back to Ryan and David.

“That’s the key, Fisherman,” explained White. “Don’t waste your time trying to catch your own fish; get a network of fisherman and everything else will come.”

To learn more about broadcasting yourself on the radio, visit our website:

Comments (2)

Mortgage Capital Associates
Mortgage Capital Associates - Los Angeles, CA

Great post. Reciprocity is powerful.

May 13, 2013 07:39 AM
Brett Ward
Real Talk San Diego - San Diego, CA

Thank You. I agree, the law of reciprocity is often overlooked but it is something to live by.

May 14, 2013 02:40 AM