Back when I was running one of my outcall places, I was "strictly private" in the we did no public advertising and only took new clients by referral. As such, I kept reasonably extensive records on my clients: how often they called, what they liked and didn't like, what days and times they called; all that stuff. A lot of these guys had variable incomes (stock brokers, business owners, etc.), so sometimes they would go on tears and sometimes I would not hear from them for a while. If a guy was a good, regular customer, but fell off the radar, I would call to see what was going on (Did I screw up and he's pissed off? Did he stop "doing this"?). Remember, this was a private deal, and these guys expected calls from me, so it wasn't the same as some OTR agency cold calling today. I would regularly call these guys to tell them about a new girl who I thought they might like, or even to offer them tickets to converts or sporting events which I new they were interested in (one of my office mates was a ticket broker).
Well, the following happened a number of times: I call a guy who hasn't been heard from in a few months:
Me: "Fred, how are you? I haven't heard from you in a while, is everything ok?"
Fred: "The market is killing me. I love your girls, but I'm short on cash."
Note: At that time, we were "high end" at $400 and hour
Me:" Sorry to hear that Fred. You know you are one of my best guys and I'd like to help you out. How about if I send you one of my girls, but I'll eat my end of the fee so it will be half price?"
Fred:"Really? You'd do that? How are you going to make any money?"
Me:"By keeping good customers like you. Who would you like to see?".
Fred:"Is Jennifer still working with you? I loved her."
Me:"No problem"
Fred:"Tomorrow, my place 8PM?"
Me: "You got it"
Then:
Me:"Hi, Jen"
J:"Hi, daddy"
Me:"I told you I hate that"
J:"Yes, daddy"
Me:"Fuck you"
J:"I keep waiting for that"
Me:"Enough already"
J:"Ok, daddy"
Me:"You remember Fred?"
J:"Yeah, what happened to him? I need his money"
Me:"You're seeing him tomorrow at 8PM"
J:"Good, I need an easy appointment"
Me:"OK, here's the deal. He's had some financial setbacks, so instead of taking $400 from him and bringing me back my $200, he's going to give you $200 and you keep all of it"
J:"Ummmmmm.........."
Me:"Um, what?"
J:"I can't do that"
Me:"Why not?"
J:"I get $400"
Me:"No, you get $200 and I get $200. You're getting what you always get"
J:"You don't understand"
Me:"What don't I understand?"
J:"I get $400"
You see, it's not just the money she walks away with. The money represents a lot of things, one of which is her sense of self value / self worth. And her place in the pecking order is that she's a "$400 an hour girl" (which at that point in time was the equivalent of a $1,200 an hour girl today). It's not always the actual money; sometimes it's what the money represents.