A recruiter or hiring manager gives something to a prospect, and the prospect feels obligated to give something back to make things even. As prospects work to pay off their miniature debts, savvy recruiters are persuading them to take small steps towards a desired objective. For healthy recruiting prospects, this tactic is effective and advantageous to both parties. But for high-maintenance prospects, it’s an exchange that will suck your time and energy away. For these prospects, try using a quid pro quo approach. Quid pro quo means you’re requiring payback for what you’re offering. For example, if a new-agent prospect is being indecisive about joining your office, you might offer to reimburse their pre-licensing expenses. This offer moves beyond reciprocity when you say: To get reimbursed, you must sign your paperwork by Friday. You’re only going to provide your gift if they meet your timeline. Using a quid pro quo approach is an effective tactic for those prospects who are dragging their feet, being difficult to please, or lacking clarity in their decisions. It keeps you from being the reciprocity giver who never gets paid back.