SABO SEZ: What You Need to Know About the “Law of 200”
By Walter Sabo
a.k.a. Walter Sterling, Host
WPHT, Philadelphia, “Walter Sterling Every Damn Night”
and TMN syndicated, “Sterling on Sunday”
The risk is real. Suggesting that a technique used with great success in the recent past might be beneficial to the present is a perilous course. Is the idea out of touch with today’s reality? Is the author ignoring current trends?
A factual current event from which our industry and our lives suffer: Sales are down. Sales for the radio industry are down every quarter.
Hard research-and-math-people will point to the usual causes. Add to that list the fact that the same dollars that bought spots priced at X for the big morning show are being fed into podcasts for 10 percent of X. But podcasts are digital! Therefore, they are sexy to Wall Street. The result of that dollar transfer is quarterly investor calls featuring CEOs declaring that “digital is a sweet spot.” Actually, “digital” is a cheap whore but back to the topic:
Methods deployed to sell radio today are not working. Salespeople work hard, but the strategies they are given are weak. That’s why sales are down – every quarter. Spreadsheets, ROI, CPP, programmatic are elegant math-major systems. But our product is not math. Our product is emotion. Match sales techniques to the product. Tap the power of emotion.
Everything is ultimately purchased from our emotions. Everything. Case in point: Joe Girard* understands cars better than anyone in history. No, no, don’t be dismissive of Joe because he was a car salesman; cars are very expensive. Cars have impacted you and your family for years. Cars make you feel great or awful. Powerful purchase.
Happy Birthday! One month a year, Joe would mail out a birthday card to all of his past customers and all of his prospects. All of them. In the same month. One out of 12 recipients were thrilled that Joe remembered their birthday! The other 11 would call Joe and tell him that he had their birthday date wrong. They called Joe. A car salesman.
Joe gave all of them information on the phone about the latest models and deals for… a new car. They called Joe.
The Law of 200. Catholic funeral masses hand out prayer cards featuring a photo of the deceased. Ask a priest how many cards are printed. The answer is 200. Caterers will tell you that the standard number of wedding guests is… 200!
Seems we know 200 people who will come to our wedding and our funeral. Major life events. Buying a car is a major, emotional life event. Joe realized that if he sold a good car, 200 people would learn that the customer was satisfied.
OR 200 were not happy. He gave all car buyers a box, a box of his business cards. 200 cards. He urged customers to hand out Joe’s cards to their friends.
Do those 22-year-old time buyers still want concert tickets, merchandise, meals, autographs, meet and greets? Before the power point presentation starts, book the good seats.
Yes, our product is emotion driven. How many arguments have you had about music repetition? New music? Controversial topics? Borderline morning show jokes? Those are emotional not intellectual discussions. There’s our power – in the center of the rink. Put the commercial on the mat.
* How to Sell Anything to Anybody by Joe Girard https://a.co/d/fTpuzoZ
Walter Sabo has been a C Suite action partner for companies such as SiriusXM, Hearst, Press Broadcasting, Gannett, RKO General and many other leading media outlets. His company HITVIEWS, in 2007, was the first to identify and monetize video influencers.. His nightly show “Walter Sterling Every Damn Night” is heard on WPHT, Philadelphia. His syndicated show, “Sterling On Sunday,” from Talk Media Network, airs 10:00 pm-1:00 am ET, and is now in its 10th year of success. He can be reached by email at sabowalter@gmail.com.
Ninety seconds. That’s all it took. One of the interviews on the TALKERS Media Channel – shot, edited, and published by us – appeared elsewhere online, chopped into jumpy cuts, overlaid with AI-generated video game clips, and slapped with a clickbait title. The credit? A link. The essence of the interview? Repurposed for someone else’s traffic.
WURD, in partnership with Renee Chenault Fattah and Love Now Media, will spotlight 250 iconic Philadelphians in the 250 days leading up to July 4, 2026. The series begins at Founder’s Day with a tribute to Walter P. Lomax Jr., M.D., WURD president and CEO Sara M. Lomax says, “Freedom Journeys is a celebration of the people who have shaped Philadelphia’s culture, history, and future. This storytelling project ensures that significant Philadelphia figures are not overlooked as we mark the semi quincentennial of this nation’s founding. We’re thrilled to launch Freedom Journeys at Founder’s Day and to honor my father’s extraordinary legacy with a night of joy, music, and community.”
role is vital to bringing our brand to life through on-air, digital, and community engagement initiatives. The ideal candidate will thrive in a fast-paced environment, enjoy working with people, and bring creative energy to our promotions and marketing efforts. 
“justice for the injured… Bradshaw & Bryant.” Key takeaways from the blog include: 1) Through its longterm use of AM/FM radio advertising, Bradshaw & Bryant dominates unaided brand awareness; Across all stages of the consumer journey, Bradshaw & Bryant leads the market; 2) Bradshaw & Bryant offers Madison Avenue a master class on creating future demand and how building a brand is the main driver of longterm growth and profit; 3) Every advertiser has two jobs: Creating future demand and converting existing demand; Bradshaw & Bryant excels at creating future demand; and 4) AM/FM radio advertising works: Among AM/FM radio listeners, Bradshaw & Bryant’s awareness is +19% greater than in the overall market. 
their careers who have demonstrated exceptional promise, drive, and passion for broadcasting. Honorees are selected based on their strong work ethic, eagerness to learn, and willingness to go above and beyond their daily responsibilities to create outstanding content that informs, entertains, and inspires their audiences. GAB President Randy Gravley states, “By recognizing these incredible young professionals, we’re not just celebrating their accomplishments today, we’re investing in the future of broadcasting. The Rising Stars program highlights the innovation, creativity, and passion that will drive our industry forward.”
technical operations. This one-of-a-kind, year-long mentorship pairs a rising professional with a seasoned industry leader to provide one-on-one coaching and deep exposure to the technical side of the broadcast industry.” The selected mentee will gain hands-on insight into critical areas including FCC compliance, RF systems, EAS, IP-based broadcast systems, automation, and network operations. The program also explores key aspects of IT, remote broadcasting, digital audio, streaming, and systems integration, equipping participants with both the knowledge and connections to lead confidently in the evolving audio landscape. In addition, the chosen mentee will attend the 2026 NAB Show in Las Vegas. MIW Board President Sheila Kirby says, “The LAUNCH program is a cornerstone of MIW’s mission to open doors for women in every corner of broadcasting. By focusing on engineering and technical operations, we’re not only providing critical skills and mentorship, but also ensuring that women have a strong voice in shaping the future of our industry. We are deeply grateful to Mr. Master, Premiere Networks, and of course the NAB Leadership Foundation for their support in helping us prepare the next generation of broadcast leaders.”
women’s basketball games this season and a total of 28 episodes of the “Bruin Insider Show” on Thursdays at 7:00 pm. KABC program director Luis Segura comments, “With KABC’s powerhouse signal and UCLA’s legacy teams, Southern Californians will get some of the best in sports programming starting Fall 2025! We are tremendously excited to partner with UCLA as the new official broadcast home of Bruins football and men’s basketball and look forward to turning up the volume on Bruins coverage for our passionate 790 KABC listeners and Southern California sports fans.”
with a spotlight on alumni pride and community connection.” The station is featuring the syndicated “Miller and Moulton Morning Show” starring Mark Miller and David Moulton. Beasley Tampa VP and market manager Ron deCastro says, “Florida Alumni Radio is more than a station – it’s a destination for Florida sports fans and alumni to come together and celebrate the teams and traditions they love. We’re proud to provide a platform that not only delivers great sports content, but also connects alumni, students, and fans across the Tampa Bay community in a meaningful way.” The station will also serve as the exclusive home for USF Athletics content.
ESPN Radio’s “Unsportsmanlike” starring Evan Cohen, Chris Canty and Michelle Smallmon from 5:00 am to 6:00 am; “Kap and J. Hood” from 6:00 am to 9:00 am; “Carmen and Jurko” from 9:00 am to 12:00 noon; Rich Eisen from 12:00 noon to 2:00 pm; “Bleck and Abdalla” from 2:00 pm to 3:00 pm; and “Waddle and Silvy” from 3:00 pm to 6:00 pm. ESPN Chicago director of content Danny Zederman states, “Our lineup has never been stronger. Adding a powerhouse like Rich Eisen to our midday slot not only gives our fans one of the most respected voices in sports, but we’ve also expanded our local content with an uninterrupted hour of ‘Bleck and Abdalla.’ This combination of national and local perspectives makes us the go-to station for sports fans in Chicago.”
Imagine a listener “talking” to an AI version of you – trained entirely on your old episodes. The bot knows your cadence, your phrases, even your voice. It sounds like you, but it isn’t you.
his remarkable contributions to the radio industry over the past four decades. Mike’s deep expertise, creative vision and unwavering commitment to excellence have shaped countless careers, inspired new generations of broadcasters and driven innovation in every corner of the audio industry. His ability to nurture talent and create programming that resonates with audiences makes him a most deserving recipient of this year’s National Radio Award.” McVay is president of McVay Media and recently served as EVP of content and programming for Cumulus Media and the Westwood One radio network. NAB says the celebrated media strategist, programmer, talent coach and industry leader will receive this prestigious accolade during the NAB Marconi Radio Awards at the 2025 NAB Show New York.
ministry – has died at age 89. Dobson launched a radio program titled, “Focus on the Family” and, after leaving Focus on the Family to his successor Jim Daly in 2010, Dobson founded Family Talk and a new radio program. He later founded the James Dobson Family Institute and the Alliance Defending Freedom, a Christian legal defense firm.
deal, KPOJ-AM “Rip City Radio 620 AM” continues as the flagship station. Travis Demers enters his seventh full season as the team’s radio play-by-play announcer with Michael Holton as color commentator and Rip City Radio’s Chad Doing hosting both pre- and post-game shows.
says, “Tommy’s deep roots in the Los Angeles media landscape, combined with his passion for building brands and connecting with the community, make him the ideal leader for ‘ESPN LA.’ He has excelled at leading teammates across sales, marketing, and support, serving as a strong conduit between those areas and the content team. His proven track record of innovation and results will continue to elevate the brand’s reach and impact with fans and partners.” Lam comments, “I am honored to take on this role and continue building on ESPN LA’s momentum. Los Angeles is one of the most dynamic sports markets in the world, and I’m excited to work with our talent team to deliver outstanding experiences for our fans, partners and teammates.”
An annual physical is a wise idea. Doc asks, “How are you doing?”. Then he or she asks some detailed questions based on your medical history. Then “how have you been feeling? Any issues?” Doc always orders blood draws to see what might be lurking. Is the statin drug keeping your cholesterol in check? Are you getting plenty of exercise, plenty of sleep? How’s your diet? Over the years, I’ve visited about my health with at least a dozen different doctors. I’m convinced that the good ones always ask good questions and then listen carefully. Good questioner – good listener. That’s the doc I can respect and put my trust in.
U.S. Other takeaways include: Listeners aged 18-34 spend 32% of their daily ad-supported audio time with podcasts; and podcasts consistently drive top funnel advertising impact. Nielsen says its Podcast Brand Impact Database draws on nearly 2,000 case studies and shows that podcast ads continue to drive strong brand awareness, motivate listeners to learn more, and purchase products. 
would go their separate ways when his current contract ends later this year. The Yahoo story says, “A source affirmed that everything is a done deal in this regard, and all previous reports of him exiting the company were pure fallacy, per RadarOnline. The man of the hour himself also dropped a big hint on his social media, teasing an answer to all the questions hovering around his career very soon.” Stern’s own Instagram account posted the following: “Now we can reveal that all the questions will be answered. All the truths will be told by the one man truly on the inside: Howard Stern will speak. Tuesday, September 2.”