The optimum level of EXCHANGE is to give EXCHANGE IN ABUNDANCE!

WHAT IS EXCHANGE? It is exchanging something of value for something of value (not necessarily financial value). It does not only involve finance in business activities, but can also apply to family relationships, friendships, goodwill, etc.

At the forefront of “Out Exchange” is poor or bad customer service. A recent survey brought to light the following – “When customers have a bad customer service experience, they don’t just get mad; most of the time they try to get even. A recent survey took a close look at what the repercussions are of poor customer service experience. While 52 percent of disgruntled customers spout off to family and friends, an even more astounding 32 percent altogether will stop doing business with the company that provided a lousy customer experience. And when customers take to social media to air their ire, more than 60 percent of consumers are influenced by these detrimental comments

Most customer bad service falls into the category LRH calls “Partial Exchange”, Partial Exchange is delivering only part of what was expected or a flawed product or a product that’s not completely functional.

  1. Second is the condition of partial exchange. The group takes in orders or money for goods and then delivers part of it or a corrupted version of what was ordered. This is called short-changing or “running into debt” in that more and more is owed, in service or goods, by the group.

The second condition of partial exchange can only keep a group or individual going just so long. The end result is painfully a demise of status or position and, most certainly, income. Many “third world countries” and even the bigger ones are in this plight right now. They take in but do not really produce or give. This is what inflation is all about. The unemployment ranks are full of such.

  1. The fourth condition of exchange is not common but could be called exchange in abundance. Here one does not give two for one or free service but gives something more valuable than money was received for. Example: The group has diamonds for sale; an average diamond is ordered; the group delivers a blue-white diamond above average. Also it delivers it promptly and with courtesy….

“This fourth condition is the preferred one.  It is the one I try to operate on and have attempted to for ages.  Produce in abundance and try to give better than expected quality.  Deliver and get paid for it, for sure, but deliver better than was ordered and more.  Always try to write a better story than was expected; always try to deliver a better job than was ordered.  Always try to – and deliver – a better result than what was hoped for.

“This fourth principle above is almost unknown in business or the arts. Yet it is the key to howling success and expansion. “LRH, HCOPL 10 Sept 82, “Exchange, Org Income and Staff Pay”, OEC volume 0, pages 317-318

What then is of the first condition of exchange? This is a condition that is becoming far too prevalent in society today. As LRH states it …

  1. First consider a group which takes in money but does not deliver anything in exchange. This is called rip-off. It is the “exchange” condition of robbers, tax men, governments and other criminal elements.

If #1 is in vogue, income will dry up with a thoroughness you wouldn’t believe. Although the TV and movies try to tell one that robbery is the only way to get rich, this is not true. Those who engage upon it, whether they be stickup men, corporate con men or governments, are not long for this world. The bigger the group, the longer it takes for it to fall, but fall it assuredly does. And the individual who takes but does not give ends up with a deep-six* in many ways quite rapidly. (*destroy or dispose of (something) irretrievably. “someone had deliberately deep-sixed evidence”)

The condition of exchange to aim for is the 4th Condition. We need to remember that these Conditions of Exchange don’t only apply to the business world but to our personal lives as well. In fact they apply across the Dynamics!

Bring it down to the family. Where you see that the Family Dynamic is all awry or not operating as it should, take a look at exchange. What condition of exchange are mom and dad in with each other; with their kids. Are the kids in exchange with their parents and each other? If a family or relationship is going along as considered “normal” and there are no big out ethics situations, it could be considered as Fair Exchange – giving a product or service exactly as was promised. It doesn’t guarantee any expansion or improvement.

  1. The third condition is the exchange known, legally and in business practice, as “fair exchange.” One takes in orders and money and delivers exactly what has been ordered. Most successful businesses and activities work on the basis of “fair exchange.”

The third condition of “fair exchange” gives one a rather level progress. It is considered “honest,” is socially acceptable and very legal under law. It does not, however, guarantee any expansion or improvement of a group or the lot of a person. It is barely comfortable.

But as said by LRH …

If they follow number 3, they will get along. But if they follow number 4, they will really flourish and prosper. And it is the only one which guarantees expansion.

“It is EXCHANGE which maintains the inflow and outflow that gives a person space around him and keeps the bank off of him. “There are numbers of ways these flows of exchange can be unbalanced.

“It does not go same out as comes in.  Equal amounts are no factor.  Who can measure goodwill or friendship?  Who can actually calculate the value of saving a being from death in each lifetime?  Who can measure the reward of pride in doing a job well or praise?”

LRH, HCOPL 4 Apr 72 “Ethics”, Management Series volume 2 p.70

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