A powerful, proven marketing technique

Almost 20 years ago, I attended a training program titled Ninja Selling. It was written and taught by Larry Kendall, president of the Group Inc. in Fort Collins CO. It is a hugely successful real estate company.

At that seminar I learned about a powerful technique for achieving top of mind awareness.

When consumers begin planning a major purchase, when would you guess they finally sign on the dotted line?

Here's the numbers according to Chilton research:

• 15% - Bought within the first three months.
• 24% - Bought within four to six months.
• 34% - Bought within seven to twelve months.
• 27% - Bought more than twelve months later.

Could this be one of the reasons things don't always work out when you expect? You make offers of service and they take a long, long time to decide.

'Top of mind' awareness is owning the space that your product or service occupies between your prospects ears. That way, when they're ready to buy they think of you first. When they think of the product or service you offer they think of you.

If you are not in first or second position in the list your prospects carry around, you are background noise and do not exist.

So how to achieve top of mind awareness you might ask?

Larry Kendall (mentioned above) taught us the 8 X 8 concept. Simply put you touch a prospect with educational/value-added material 8 times in 8 weeks.

This concept is heavily promoted by Keller William Realty and also in the book, The Millionaire Real Estate Agent: It's Not About the Money...It's About Being the Best You Can Be!by Gary Keller.


Working with dozens of coaching clients I have developed a proven process for creating an 8 X 8 program in about 10 minutes.

If you are interested, please contact me for a free session where we will create one for you and your business.

Reg Gupton

If you are finding this information useful, pass along the link to your friends and associates.