Tag: "Steve Lapa"
By Steve Lapa
PALM BEACH GARDENS, Fla. — After many years in Florida, Manhattan has been my base of operations for two of the past four weeks. You can take me out of the city, but you can’t take the city out of me. So once operating in my native habitat old habits return.
Bold questions are part of the New York state of mind. Did you know a cab from LGA to a Midtown hotel is now (usually) less expensive than Uber? Just ask. Some hotels change rates daily. You go to the front desk, ask to check rates and adjust if a better rate is available during your stay. I know because I asked and adjusted my plans based on the answers. What does this have to do with day-to-day selling?
By Steve Lapa
Lapcom Communications Corp
PALM BEACH GARDENS, Fla. — Ask a successful seller in the new car business. They will tell you how the percentage chance of closing a sale increases when a prospect goes for a test drive. Some automobile companies invest heavily in getting the prospect to test drive. The more expensive the car, the larger the investment in getting to the test drive.
Remember when luxury brands offered Bose headphones just for a test drive? The super premiums offer a whole other level of test drive experience. From celebrity chef prepared meals to world-class golf outings, it’s part of a proven approach to closing sales.
Anti-Vaxxer Bernier Loses Three-Week COVID Fight. This time last week, we reported news/talk WWTN-FM, Nashville afternoon drive personality Phil Valentine’s COVID-19-related death. Now, another conservative radio host who publicly spoke out against COVID-19 vaccines has died from the coronavirus: Marc Bernier, 65, passed away Saturday (8/28) after a nearly month-long battle against the virus. A Daytona Beach market fixture for more than three decades, the Rhode Island native who characterized himself as “Mr. Anti-Vax” did a morning commentary; a three-hour afternoon program; weekend shows; and specials for Southern Stone Communications news/talk WNDB “AM 1150 & FM 93.5.” The station released news of Bernier’s death on its Twitter account by stating, “It is with great sadness that [we] announce the passing of Marc Bernier, who informed and entertained listeners on WNDB for over 30 years.” After being off-the-air for a week, Bernier entered the hospital on August 7. In an article published in The Daytona Beach News-Journal, Mark Harper points out that Bernier, “interviewed countless governors, senators, mayors, sheriffs, journalists, historians and authors. He also was an outspoken opponent of vaccinations.” Sports Network International vice president Justin Gates co-hosted “Weekend Around the House” with Bernier and was the best man at Bernier’s wedding. Gates was quoted as saying that Bernier gave “all sides” and wouldn’t “bully, throw punches, do potshots, or anything for ratings – that’s why he [was] so popular.” A guest on Bernier’s WNDB radio show the past 15 years, Volusia County sheriff Mike Chitwood comments, “I’m numb – this is a death in the family to me. You don’t have to agree with everything a person says for them to be your friend – I don’t think a lot of people get that. [Our] off-the-air banter was priceless. A great stress reliever for me was the things we would talk about, laugh about, and the jokes we would exchange. More than anything, I will miss how funny he could be, and how we’d try to one-up each other with funny anecdotal stories.” Florida-based CBS News Radio correspondent Peter King’s first radio news job was at WNDB and included anchoring on Bernier’s afternoon show. On his Facebook page, King writes, “I enjoyed working with him and we remained in touch for a while after that. Marc was the proverbial big fish in a small pond, becoming an integral and influential force in the community and really turning himself into a cottage industry that allowed him a wonderful quality of life in Daytona Beach. Whether you agreed with his points or not, he was always interesting; engaging; well-informed; involved; and a fine broadcaster. There was always room for more than just his opinion. I’m pretty sure that he helped make a lot of money for his radio station during his 30 years there. I was saddened to read reports that he was very publicly anti-vaccine on-air and was hospitalized with COVID; I’m even more saddened by his death.” After Bernier was hospitalized, WNDB operations director Mark McKinney was uncertain if the talk host was vaccinated. According to progressive news website/online tabloid Raw Story, McKinney remarked, “If you’ve listened to his show, you’ve heard him talk about how anti-vaccine he is on the air.” In his final tweet published on July 30, Bernier wrote that the United States government was “acting like Nazis because officials were urging people to get vaccinated.” WNDB emphasizes on Twitter, “We kindly ask that privacy is given to Marc’s family during this time of grief.”
Monday Memo: Which of These 7 Mistakes Are You Making On-Air? Validating the consultant caricature, Holland Cooke ticks-off what ticks-off listeners. Most of these are not intentional on the part of the talk host but they can signal a host who is not completely prepared, doesn’t hear things through the ears of the listener, or has acquired a bunch of bad habits, probably due to a lack of coaching. Read his column here.
Pending Business: Checking In. You’ve noticed how so many retailers “check-in” with you after your purchase – usually via email or text – to make sure you’re happy. Radio sales pro Steve Lapa writes in today’s column about sales managers checking in with sales leads to make sure they are being served by the sales rep. He says this is not about micro-managing and most managers trust most of their reps, but there are several reasons the “Check-In” plays an important role in the sales process. Read his column here.
Dawn Stensland to Host Late Mornings at WPHT, Philadelphia. WPHT morning drive co-host Dawn Stensland is getting her own two-hour radio talk show from 10:00 am to 12:00 noon beginning September 7. She is currently co-anchor of the Audacy station’s morning drive “Rich Zeoli Show” and will continue in that role. Audacy Philadelphia SVP and market manager David Yadgaroff says, “We’re excited to grow Dawn’s role with the station with the launch of her new midday show, where she will speak with top local newsmakers for in-depth analysis of stories that affect the Philadelphia region. Dawn’s show, along with an extra hour of Rich Zeoli, and Dom Giordano’s new program time extends our local content to nine hours, which allows us to best serve our local listeners, while continuing to deliver some of the biggest names on the national stage.” Stensland says, “I’m grateful to Rich Zeoli and his ‘army’ of loyal listeners for believing in me since I joined the show six years ago. I am so proud to work with Audacy and I’m also so thankful for their commitment to showcase a diverse collection of local voices as we engage with people across our region about the issues of the day and the news that impacts us here at home.”
KMVP-FM, Phoenix Makes AM Drive Change; Replaces ‘Doug and Wolf’ with ‘Bickley and Marotta.’ A series of programming changes at Bonneville’s Phoenix sports talk outlet KMVP-FM “Arizona Sports 98.7 FM” has the midday team of Dan Bickley (left) and Vince Marotta (right) moving to morning drive, taking over for the current morning show hosted by Doug Franz and Ron Wolfley, effective September 7. Wolfley moves to middays with a new show (in addition to his current role as Arizona Cardinals radio broadcast analyst) joined by Luke Lapinski for “The Wolf and Luke Show.” Doug Franz remains with the station as he transitions to digital contributor on ArizonaSports.com. Bonneville Phoenix SVP and market manager Scott Sutherland says, “I cannot say thank you enough to both Doug Franz and Ron Wolfley, who along with being great broadcasters, are both first-class people that have made tremendous contributions to the Arizona Sports brand and our community. Vice president of programming Ryan Hatch adds, “Doug and Wolf had the longest, most successful run in Valley sports radio history, and we are so appreciative of all of their great efforts over the years. But now is the time to bring a new energy to mornings with an ensemble cast that will jumpstart each day with strong opinions and plenty of laughs.” Bickley and Marotta state, “We are so pumped up to start the Valley sports conversation every morning on one of the biggest sports brands in the country. This is going to be a blast.”
WEEI/NESN Radio-Telethon Raises More than $3.8 million to Fight Cancer. The 19th annual “WEEI/NESN Jimmy Fund Radio-Telethon” raised more than $3.8 million for the Dana-Farber Cancer Institute. The Audacy sports talk outlet has been partnering with New England Sports Network to present the event since 2003 and since WEEI launched the fundraiser in 2002 has raised more than $62 million for the cause. The 36-hour live broadcast took place on August 24 and 25. Audacy Boston SVP and market manager Tim Clarke states, “We’re completely inspired to see the New England community from so many different walks of life come together to support Dana-Farber Cancer Institute’s selfless mission. The annual ‘Jimmy Fund’ event is synonymous with this region and, in a year where we’ve faced adversity unlike any other, being able to unite with our audience to help strike out cancer is a true testament to our resiliency.”
TALKERS News Notes. The nationally syndicated “Todd Starnes Show” adds new affiliate station WRVA, Richmond, Virginia in the 12:00 noon to 3:00 pm daypart. With this addition, the Starnes Media Group program is now heard on more than 110 affiliate stations…..Chicago media writer Robert Feder reports that WSCR-AM, Chicago “The Score” and WSSP-AM, Milwaukee “The Fan” brand manager Mitch Rosen is also adding the title director of operations for BetQL Network, which is providing sports betting programming to Audacy’s sports talk stations. Audacy VP of sports Matt Volk says, “Mitch Rosen has been at the forefront of all the planning, operations and execution of this seamless expansion. He has been a trusted leader and point of contact for so many important BetQL Network initiatives. We are thrilled with Mitch’s daily dedication to all of his stations, its people and Audacy.”…..Radio programmer and consultant Mike McVay is being inducted into the West Virginia Broadcasting Hall of Fame on October 16. The ceremony will take place at the Museum of Radio and Technology in Huntington, West Virginia. McVay began his radio career at WEIF, Moundsville in 1974. He also served with WNEU, Wheeling and WCHS, Charleston…..PodcastOne announces the launch of Doug Ellin’s “Hollywood Wayz” weekly podcast and vodcast with co-host, rapper and actress BRE-Z. “Hollywood Wayz” debuts September 9. The vodcast is available on LiveXLive and YouTube. The production includes a partnership with actor and director Kevin Connolly’s Action Park Media, where the show will be recorded weekly.
Afghanistan Pullout, COVID-19, Hurricane Ida Hits Louisiana, Global Supply Chain Troubles, North Korea Re-Starts Nuclear Program, Gavin Newsom Recall, Talk Host Marc Bernier Dies from COVID-19, and Ed Asner Dies Among Top News/Talk Stories Over the Weekend. The U.S.’s deadly exit from Afghanistan, President Joe Biden’s meeting the return of the slain military personnel at Dover, and the Taliban’s terrorist strategies; the rate of COVID-19 cases in the U.S. and the battles over mask and vaccine mandates; Hurricane Ida hits Louisiana leaving New Orleans without power; the effect COVID-19 is having on global supply chains; U.S. intelligence indicates North Korea is again producing plutonium; California Governor Gavin Newsom is on the ropes as the recall election looms; Daytona Beach talk host Marc Bernier dies after a battle with COVID-19, and actor Ed Asner dies at 91 were some of the most-talked-about stories on news/talk radio over the weekend according to ongoing research from TALKERS magazine.
By Steve Lapa
Lapcom Communications Corp
Your station gets a sales lead. Based on the system you have in place a quick conversation with the assigned seller is followed by a hand-off. The seller begins the sales process and at some point will come back with feedback. The sales process continues and barring any difficult negotiation, that new advertiser may never hear from a manager again, unless the seller requests it. Most likely not.