John Gafford

So let's pretend we got a pitch.

Are you trying to hit – let's say we got a pitch.

You got your three silos you're trying to hit of your positioning.

Okay.

Are you trying to hit it 33%, 33%, 33%?

Or does it matter as long as it equals 100?

I want to go back and I want to talk about pattern recognition because we skipped it so quick.

Because I actually give a talk and one of the talks that I give, one of the points that I'm making is about pattern recognition in the sales industry where the worst thing that you can say to any prospect that you ever call is, how are you doing today?

Because every human on earth now is just conditioned.

Like you would never call your friend and go, how are you doing today?

You just would never do that.

So when you hear that through the phone, I don't care who it is, you're immediately just conditioned to go telemarketer.

It's the first thought that hits your brain.

And I make that point when I give that talk and walk out and I said, hey, odd question.

Did anybody in here almost die this morning?

And no hands go up and I go, I beg to differ.

I think all of you almost died.

And they're like, what are you talking about?

I'm like, did you drive here in a 4,000 pound death machine that was going 65 miles an hour, probably five feet away from a bunch of other 5,000 pound death machines coming the other way.

And all it would have taken in one moment is one person to swerve over and you'd have been dead.