Karma, in Larry’s telling, is not vague, it can be tracked, measured, and channeled like anything else in the pitch. His rule after a no is simple: thank the person anyway, and mean it. Larry says a handwritten thank-you note is what landed Nike as a sponsor, not a follow up pitch.
Sending flowers or a note after a no costs almost nothing and separates you from everyone else who went silent. This is not a manipulation tactic dressed up as gratitude, it only works if the thanks is genuine. Larry’s four verbs for karma are thank, forgive, tip, and reciprocate, and he says to do all four fast.
Forgiving a slow response or an awkward no keeps the relationship open for the next ask, maybe six months from now. Tipping well and reciprocating quickly are small, visible signals that you play a long game, not a one shot pitch.
A no today does not close the account, it just closes that specific ask. People remember who was gracious after a no far longer than they remember the pitch itself.
This is slow compounding, not a quick trick, so the payoff might show up on a deal that has nothing to do with this one. Say thank you before you even know if it will ever come back around.
Details: Watch Larry explain karma
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