John Gafford

But my sister has been in radio for probably 25 years, was in Naples at one point.

She's now number one in her marketplace in Denver.

She's on KL.

She does talk radio and she's number one in her market.

And so that's why I was wondering, I'm like, I wonder if you might know who my sister would be from, from Fort Myers, but yeah, probably not.

Anyway, but yeah, if you're listening to this and you want to check her out, Mandy Connell, she is amazing.

Check her out.

She's syndicated through the iHeart Network.

She's amazing.

Anyway, so back to what we were talking about, or supposed to be talking about, which is going to be psychology and sales.

So let's get a little deeper into that as to why people buy stuff.

We didn't get eaten by the dinosaurs.

There you go.

No, I'm just kidding.

So are you saying that, okay, so like in the sales process for me, the way that I look at it is people are either moving towards status, they're moving away from pain, towards something pleasurable, but are you saying those are the decisions that are taking place there?

Well, let me ask you, let me ask you this.

Let me ask you this.

If I'm marketing somebody and there's powerful motivators that exist within the old brain, if you had to rank the top five with one being the most powerful, which what you should be trying to appeal to, how would you rank those?

What would that list look like?

No, it does.