Principle 05 · Proximity
Narrow the territory until you can be remembered in it.
Why
Reach is cheap, memory is not. A territory small enough to appear in repeatedly produces recall; one chosen for its size produces only impressions.
In the field
An agent covering 4,000 homes across three suburbs was seen once a month by almost nobody. Cut to 1,400 homes in one, the same budget bought weekly presence, and the appraisal calls started naming the videos.