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Finding Your Next Great Salesperson

| August 16, 2022

By Kathy Carr
Howie Carr Radio Network
President

 

BOSTON — What does “sales” really mean in this day and age? And just as important, where is your next great salesperson going to come from?

Here’s a quote from a best-selling self-help author named Og Mandino in his book, The Greatest Salesman in the World.

“Truly, many times have you heard me say that the rewards are great if one succeeds but the rewards are great only because so few succeed.”

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Monday, June 20, 2022

| June 20, 2022

Monday Memo: Summertime, Summertime, Sum-Sum-Summertime. Although the season officially begins tomorrow, consultant Holland Cooke says. “People are already there emotionally.” And in this week’s column, HC suggests how stations can relate to listeners’ inflation-hampered circumstances. Read his column here.

 

Pending Business: Digital Audio Keeps Growing. Radio sales pro Steve Lapa writes in today’s column that recent data indicates listening to digital audio – especially via smart speakers – continues to grow and that leaves opportunity for the audio seller. “No matter how your digital platforms are packaged, the concept of ‘influencer’ is alive and well when a listener accesses that feed. And every listener who accesses that smart speaker audio feed adds impressions to your talent’s content.” Read more here.

 

Talk Radio Revenue Addressed at TALKERS 2022 Convention. The recent TALKERS 2022 convention held on Friday, June 10 at Hofstra University on Long Island examined a number of issues facing talk media professionals, including selling spoken-word programming. Pictured above are four of the sales pros who appeared on the “Generating Talk Radio Revenue in a Noisy Digital World” panel, moderated by RAB president/CEO Erica Farber (inset). They are (from l-r): Christine Travaglini, president, Katz Radio Group, New York/RAB; Julie Talbott, president, Premiere Networks; Chad Lopez, president, Red Apple Media; and Erik Hellum, COO, Townsquare Media, New York/RAB. Beginning tomorrow (6/21), TALKERS magazine will begin posting videos of the numerous convention sessions, one per day.

 

Talk Host Meets Senator. Pictured above is KNTH-AM, Houston “AM 1070 The Answer” morning host Sam Malone (right) having an animated discussion with U.S. Senator Ted Cruz R-TX (left) on the floor of the annual Texas State Republican Convention. Malone and Cruz sparred over the U.S. Supreme Court’s pending ruling on Roe v Wade that many expect to be handed down this week.

 

Urban One to Pay $25 Million for Emmis’ Indy Stations. According to the SEC filing by Urban One on Friday (6/17), the price that it is paying for Emmis Communications Indianapolis radio stations adult contemporary WYXB-FM, country WLHK-FM, news/talk WIBC-FM, translators W228CX and W298BB “The Fan 93.5FM and 107.5FM,” and Network Indiana is $25 million. The two companies announced the deal earlier in the week. As noted then, this move leaves Emmis effectively out of the radio business. It owns the licenses to WEPN-FM and WLIB-AM in New York but leases them. Emmis continues to operate with a focus on its sales and marketing businesses.

 

Cromwell Media Officially Launches ‘94.9 The Fan’ in Nashville. Emanating from Cromwell Media’s WBUZ-HD3 and translator W235BW, “94.9 The Fan” becomes Nashville’s newest sports talk radio station. Programming includes “The Dan Patrick Show” and “The Herd with Colin Cowherd” as well as “OutKick 360” with Chad Withrow, Jonathan Hutton and Paul Kuharsky, and sports betting content from VSiN, The Sports Betting Network. Cromwell Vp/market manager Dennis Gwiazdon says, “The type of exciting sports content offered on ‘94.9 The Fan’ is not only unique by design, it’s the perfect complement to the live and local sports talk programming offered on sister station ‘ESPN 102.5 The Game.’ We now offer a ‘one-stop shop’ for all types of sports fans and sports bettors who want only the best local and national sports talk along with live sports broadcasts that include the Nashville Predators, the Nashville Sounds, MTSU football and men’s basketball, NASCAR, the Music City Grand Prix and much more.”

 

‘Chicks On The Right’ Redouble Efforts to ‘Give Conservatism a Makeover.’ Talk media entrepreneurs Miriam Weaver and Amy Jo Clark – hosts of the Radio America syndicated podcast “Chicks On The Right” – are embarking on a makeover of their own, launching a new website (and subsequent newsletter), hiring an all-female staff, and committing to a national tour of events to meet their growing fanbase across the country. Radio America says, “This relaunch campaign comes in response to the Chicks’ exploding popularity and record engagement from fans. Their website boasts as many as 2 million views a month and they earn more than 3 million impressions per month on their popular daily program. Weaver says, “Amy Jo and I started ‘Chicks On The Right’ as a fun side project. We were two working women who felt like our views weren’t represented in national discourse and decided to speak up. We never imagined that more than a decade later, we would quit our jobs to commit to ‘Chicks On The Right’ full time due to the overwhelming support we’ve received from women (and men) across the country, especially this year.”

 

Station Owner Shawn Knight Dies in Paragliding Accident. The details are few at this time, but Edhat Santa Barbara is reporting that Knight Broadcasting owner Shawn Knight died on June 15 in a paragliding accident. Knight’s company operates three Southern California radio stations, including: news/talk KUHL, Santa Maria; country KRAZ-FM, Santa Ynez; and AC KSYV-FM, Solvang.

 

The Economy, Midterms/Trump & the GOP, January 6 Hearings, Juneteenth Holiday, End of SCOTUS Term, Russia-Ukraine War, COVID-19, and Columbia Elects Leftist Among Top News/Talk Stories Over the Weekend. The high price of gas & food, the sinking Dow & NASDAQ, and concerns about a recession; the primary races for the November midterms and Donald Trump’s influence over the GOP; the aftermath of the January 6 Committee hearings; today’s Juneteenth holiday recognizing the end of slavery in the U.S.; the U.S. Supreme Court prepares to close its term and the overturning of Roe v Wade is expected; the ongoing Russian invasion of Ukraine; the still-present COVID-19 virus and concerns about new subvariants; and Columbia elects leftist Gustavo Petro president were some of the most-talked-about stories on news/talk radio over the weekend, according to ongoing research from TALKERS magazine.

Pending Business: Digital Audio Keeps Growing

| June 20, 2022

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Seems there was a research release rally last week. Did you show up?

Probably not. Based on my sample base, most sellers were heads down doing what they like to do best. How about your manager? Did the boss bring something new to the tool kit? Sorry, bosses out there. If not, no worries. Read on as we scan my yellow highlighter for the quick notes.

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Monday, April 18, 2022

| April 18, 2022

Monday Memo: Spring Cleaning. “You’re expecting a metaphor,” Holland Cooke reckons. “When a consultant says, ‘Spring Cleaning,’ you brace for a checklist of tough choices when Spring ratings come in.” But HC says, “Take me literally,” as he wistfully chronicles procrastination you can likely relate to. Read more here.

 

Pending Business: The Anecdote. Radio sales pro Steve Lapa writes today about the value of a relatable anecdote in the talk radio sales process. He compares the focus a golfer has when playing the game to the connection hosts have with listeners. “Think about the engagement level of your listener with their favorite talk show host. The outside world shuts down for a brief moment as that listener is focused on what your host is saying. The host presents the content in a way that helps the listener shut out their daily distractions and engage with the host, guest and callers.” Read more here.

 

Key Networks and Beasley Partner to Offer Features for Sports Talk and Music Stations. This partnership between Key Networks and Beasley Media Group will make the features “Esports Quick Hits” and “Game Pop” available to sports talk stations and music stations, respectively. The 30-second segments are produced by Benztown and “deliver high energy, entertaining video gaming and pop culture content that ties esports to the traditional sports world by keeping listeners up to date on the latest esports and pro-gaming news.” The two companies announce that SportsMap Radio will be airing the feature on more that 100 U.S. stations on the SportsMap network four times a day every Monday through Friday. Beasley Media Group CEO Caroline Beasley says, “Beasley Media Group and our Beasley Esports division couldn’t be more excited about this new partnership! Key Networks is very aligned with us on developing and distributing next-generation content that reflects the growing popularity of digital sports.” Key Networks COO Dennis Green adds, “Key Networks continues to partner with best-in-class brands, and we are delighted to bring the esports features ‘Quick Hits’ and ‘Game Pop’ to stations across the country. Our partners at Beasley Media Group discovered early on that esports appeals to a young audience that continues to grow by leaps and bounds. Now is the time to get on board, as the future for esports is NOW!”

 

Report: Alex Jones’ Infowars Files for Chapter 11 Protection. According to a story by Bloomberg, Alex JonesInfowars is seeking Chapter 11 protection in Southern Texas, “with liabilities of as much as $10 million, according to a court filing.” The story notes that Alex Jones and his companies were found liable in a defamation lawsuit in Connecticut that was brought by families of some of the children killed in the 2012 Sandy Hook school massacre. The families testified that they were harassed by fans of Jones’ program after Jones claimed that the families were paid crisis actors and that no children actually died. Jones has since stated publicly that he knows the massacre actually took place. Jones is awaiting the next phase of the case as the trial will determine the damages. Jones was also found liable in a similar case filed in Texas.

 

Devon Doers Named VP of Sales for iHeartMedia Twin Cities. Radio sales pro Devon Doers joins iHeartMedia as vice president of sales for the Minneapolis station group that includes news/talk KTLK-AM and sports talk KFXN “KFAN,” plus five music brands. Doers comes to iHeartMedia from Townsquare Media’s Bozeman, Montana operations where he’s been serving for the past eight years. iHeartMedia Minneapolis SVP of sales Bekki Yang says, “Devon’s extensive career in media, which has evolved over the years to include multi-channel marketing and digital, is what we’re most excited about.” Doers comments, “I am excited to help and be part of such a talented, experienced and great group of professionals with everyone at iHeartMedia Minneapolis.”

 

Dan Sileo and JAKIB Media Partners Extend and Expand ‘The National Football Show.’ A new deal between JAKIB Media Partners and sports talk personality Dan Sileo is announced. The new pact expands Sileo’s “The National Football Show” program by one hour to stream from 3:00 pm to 6:00 pm daily. JAKIB Media Partners president Joe Krause says, “Dan Sileo knows football and knows the stars of the game. In his expanded role, sports fans will find themselves wanting more and more from Dan Sileo.” In addition, Sileo will host, “The College Football Show” every Saturday and team up with Barrett Brooks for a bi-weekly, one-hour show called, “In the Trenches.”

 

Russia-Ukraine War, the Economy/Inflation, Weekend Gun Violence, Biden Approval Ratings, Midterms/Trump & the GOP, COVID-19, and Easter & Passover Holidays Among Top News/Talk Stories Over the Weekend. Russia’s ongoing invasion of Ukraine, the pressure on NATO, and the economic effects of the war; the state of the U.S. economy and the high price of gas and food; the shootings in Pittsburgh and South Carolina; the low approval ratings for President Joe Biden; the battle for control of Congress in November’s midterm elections and Donald Trump’s influence over the GOP; the return to mask mandates at some U.S. colleges, concerns about the BA.2 variant, and the lockdowns in Shanghai and Hong Kong; and the Easter and Passover holidays were some of the most-talked-about stories on news/talk radio over the weekend, according to ongoing research from TALKERS magazine.

Pending Business: The Anecdote

| April 18, 2022

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — News and talk radio sellers are boring.

Sorry if I offended you. But that’s what I see in the marketing work I do.

It’s all about numbers on paper. If ratings are not part of the pitch, it comes down to a laundry list of predictable guests, a boilerplate bio, and whatever else is fast and easy.

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