This week’s spotlighted broker:
Roger Rafson • CMS Station Brokerage
This interview was conducted by Sandi Bergman.
Sandi: What did you do before becoming a media broker?
Rafson: I’ve been in radio since I was 11. It’s all I’ve ever done. I have a passion for radio.
Sandi: What influenced your decision to become a media broker?
Rafson: Since 1982 I’ve had a national rep firm called Commercial Media Sales (this is where we got the initials CMS). We bring stations revenue by selling their airtime. Over the years we’ve come to know several thousand broadcasters, some of whom are getting older and want to retire and sell their asset, others who want to grow their group. So I realized that I know and have working relationships with many broadcasters and that I could be a media broker, too. And so I set up CMS Station Brokerage over 10 years ago.
Sandi: Where do you see station sales today?
Rafson: I’ve never felt comfortable pontificating about the state of the media brokerage/station sales category as a whole. What I can tell you about is what comes across my desk. Yes, we are busy. We sold 14 stations in 2012 and already in 2013 we’ve sold nine. I do get the sense that the worst of the recession is behind us. Better days lie ahead.
Sandi: Highlight three or four listings that would be good opportunities for displaced station personnel and/or first-time entrants:
Rafson: I would be happy to. But before I do I’d like to comment that one of the greatest satisfactions I get from what I do is to put good broadcasters into ownership situations for the first time. I love that I had a part in placing them into ownership which will carry them through the rest of their career.
We have several opportunities which would be great for first-time station owners:
Full Service AM/FM combo available in the Eastern Sierra of California (East Central CA). Comes with many FM translators/repeaters. Positive cash-flowing. Includes real estate.
6 station cluster in Illinois is for sale. Profitable. Includes real estate. Additional revenue from leasing vertical real estate.
WLGT-FM Washington, NC for sale. Serves Greenville and New Bern.
CMS Station Brokerage