innkeeping: Equality/Reciprocity in referrals?????

[MRCALLHN@aol.com]

   I wrote a few weeks ago seeking advice as we begin to form an 
association
of B&Bs. Thank you so much to everyone who took the time to send along
suggestions. I have made copies of all the responses for the poor 
innkeepers
who are not lucky enough to be a part of this wonderful forum. Your good 
and
thoughtful advice will reach all of our prospective members before our 
first
meeting. Thanks again!
   I was playing "devil's advocate" to myself (I wouldn't recommend it!) 
and
came up with a question/concern that maybe y'all could comment on. . . 
   There are approximately 15-20 inns in our area who have expressed 
interest
in forming an association. The type of association and its goals/purpose 
have
yet to be developed as we have not had our first meeting yet. From my 
initial
questionaire everyone seems to agree that getting to know one another's 
inns
and increasing our referral capabilities will most likely be our first
priorities.
   Here's my question . . .
   How do inns that actively market reap the benefit of a referral system?
I.E. "The Well-Marketed Inn" fills up often and sends referrals to "The 
Quiet
Inn" on a regular basis. "The Well-Marketed Inn" does not seem to benefit 
in
a reciprocal way as the "The Quiet Inn" just doesn't get the volume of 
calls.

   Can "The Well-Marketed Inn" benefit from such an referral system? Has 
this
been a question that others have dealt with? If so, what were your 
solutions?
Thanks (again!) in advance for any thoughts/ideas.
Ruth Callahan
Clark Tavern Inn Bed & Breakfast, Hadley, MA