Greetings, friend, entrepreneur and fellow business builder, marketing master Jim Ackerman here with Biz Cabooms, 32nd marketer, tip of the day, and installment for in my series on getting in early ahead of the competition. We talked about the reason why we talked about what we're trying to accomplish. The first thing we talked about in the last episode was establishing relationship. Right now we're going to talk about the next opportunity you have by getting in early that you wouldn't have if you waited till doing it, marketing the same way and the same time as everybody else is, and that is an opportunity for you to render up front value with no expectation of return. People go through a, especially in today's world, people go through a process in buying, and the first part of that process is to begin to investigate things. And if you can give them some information during the investigative stage, you've established relationship, you've gotten some engagement, and you've rendered up front value. And when you render up front value, you invoke the principle of reciprocation. You have given them a gift, they naturally feel inclined or much obliged to give back, and they give back in the form of continually accepting your marketing efforts and preferring you instead of the competition. That's your 30 second marketer tip of the day today, but in our next installment, I'll talk a little bit more about getting them to prefer you instead of the competition.