Working a core area is sort of like making yourself famous, you want everyone in the area to feel like they know you and want to meet you. Having a prospecting plan that consistently keeps you in touch is how you build the profile you are looking for. A bit like a mini celebrity. There are many things you can do over time to keep separating yourself from the competition and the more you keep doing it, the more famous you will become. On this video Mat talks about how working a core area is sort of like making yourself famous.