Q & A with Ryan Porth
It isn’t every day that you bump into a 27-year-old program director in a top-30 market. Ryan Porth is a name to know in the sports talk radio business. He’s the PD of ESPN Radio 102.5 The Game and 94.9 Game 2 in Nashville, TN.
Ryan’s career path is uncommon. He earned a big promotion in the span of 10 days, one which typically takes years to achieve. I had a chance to connect with him and discuss his unique career path, future goals and his thoughts on the best and worst parts of sports talk radio.
Q: What was it about the sports talk radio business that initially interested you in pursuing it?
RP: When I was born and raised in Cincinnati, the voice of the Cincinnati Reds, Marty Brennaman, was an idol of mine. I used to play imaginary baseball in the backyard and act like I was Marty Brennaman. So as a little kid, I always wanted to be the radio voice of the Cincinnati Reds and that desire to work in sports broadcasting stayed with me through middle school and high school. I always knew it was what I wanted to do.
A few years after high school, I got a part-time job here at ESPN 102.5 The Game. That was July of 2012. Five years later I’m the damn Program Director of this thing. It’s crazy to think about. To have a job like this at my age, I pinch myself every day. To be working in the industry that I’ve dreamed of working in my entire life is a real blessing.
Q: Having started at The Game and worked your way up, does that impact the way you look at talent? For example, do you prefer seeing homegrown talent get a promotion rather than taking a look at options outside of your market?
RP: Being here for so long, I’ve seen many people move up the ranks — and it’s mostly been with producers — but I do believe in the theory of promoting from within if you can. You know their strengths. You know their weaknesses. You know everything about them. You can put them in the best position possible to maximize their strengths. That’s one risk with someone out of the market – you don’t know them as well on a personal level.
I’m very fortunate that since I was hired as Program Director, in the last 10+ months I haven’t had to make a change on the air with our lineup. All the guys that I inherited for the live shows from the morning show to the midday show to the afternoon show offer something a little different, and it’s been a pleasure working with them.
I think promoting from within is a trendy way to go. That isn’t to suggest that I won’t consider someone out of the market, but with your on-air talent, you want them to have the backstory knowledge of the Titans, and the Preds, and the Vols and everything that’s a hot-button issue in this town. In Nashville, it’s important to know the history of sports in this town. That goes with any town and radio station. I’m lucky to have a really good staff on board.
Q: It was crazy with the Preds last year. I went to a couple of those watch parties. Broadway street was completely shut down. It was a really, really cool thing. Could you see an MLB or NBA team in Nashville? How big of an impact do you think it’d make in the city and on the sports talk radio scene?
RP: If Major League Baseball or the NBA were to come here, it would only benefit our business in terms of having even more things to talk about. For where the city of Nashville is right now, I think having two pro sports teams with the Titans and the Preds, plus Nashville SC and the Nashville Sounds, is kind of a perfect mix. But with 80 to 100 people moving to Nashville every day, I can see in a decade or two it expanding to meeting a Philadelphia or Detroit in terms of having all the pro sports teams in town and being a hotbed for sports even more than it is now.
Q: Knowing the dynamics of this city, which do you think would make a bigger impact here, the NBA or MLB?
RP: I think Major League Baseball would make a bigger impact because of the timing in which the sport is played. The NBA would be going up against the Preds and I don’t know how successful a team would be here especially with Memphis right down the road. The Grizzlies are kind of viewed as Tennessee’s NBA team.
However, with Major League Baseball — while you do have the Braves, and the Reds, and the Cardinals within a stone’s throw of Nashville — I can envision an American League team working here in the future when the city grows more. I think Nashville in 10 to 20 years will be in a much better position for MLB than it is now.
Q: I hear a lot of negativity about sports talk radio. With all of the bellyaching of ‘this sucks’ and ‘they talk too much this’ and ‘they do too much that,’ what do you think is really, really good about sports talk radio right now?
RP: Whether it’s a negative topic or a positive one, connecting with fans is the most important thing in sports talk radio in my mind. Whether Butch Jones is on the hot seat or the Nashville Predators are going to the Stanley Cup Final, you want to have that connection with the fans.
You’re not going to make everyone happy in this industry, and a listener doesn’t have to agree with everything that a host has to say. But if a host can connect with the listener and make them understand where they’re coming from with their opinions, it makes for great radio. We’re also fortunate at ESPN 102.5 The Game to have two popular former Titans figures – wideout Derrick Mason and GM Floyd Reese – who can take fans behind the curtain on their experiences in the NFL and provide unique insight the listener can’t get elsewhere.
In the social media world that we live in now, it’s a different world than it was 10-15 years ago. You can get a lot of people’s opinions right there on Twitter and Facebook, but the medium of radio is still powerful. The mic that our hosts turn on every day is still powerful and the way that sports talk radio hosts can connect with listeners as they drive to work or lunch, with hosts wearing their emotions on their sleeves as if they’re a fan themselves, is one of many positive things about sports radio right now.
Q: What do you think could be better about sports talk radio?
RP: The one thing that I think people can fall victim to is hot-take radio. I think it only works for so long. Not only in sports talk radio but with TV, it can be a little overbearing at times. That’s something that a lot of listeners or viewers would appreciate seeing or hearing less of. We’ve got an afternoon host, Jared Stillman, that has a lot of opinions about everything in Nashville, but I wouldn’t consider him among the hot-take sports talk radio hosts. He’s just a Nashvillian that wears his emotions on his sleeve. I think those are the type of things that make sports talk radio great. Having a hot take just to have a hot take on something in the sports world, and doing that too much over time, can wear on the consumer.
Q: When you target new talent or hear a host for the first time, what characteristics appeal to you most?
RP: I’m a diehard Cincinnati Reds fan. I remember turning on ESPN 1530 after Game 5 of the 2012 National League Division Series. Mo Egger, who’s one of my favorites in this country in terms of talking sports, said something along the lines of, “I’m paid to know what to say, but I don’t know what to say right now.” It was real emotion, expressing exactly what the entire Reds fanbase was feeling at that time. If a sports talk radio host can connect with listeners and fans in that way, that is one of the best qualities in a host.
You have to be compelling and discuss topics that will make the listeners think, whether they agree or disagree. I think likability is another really good quality for radio hosts. Especially in the south where Southern hospitality is a real thing. Nashville is a different market from anywhere up north where it’s a heritage sports town. Everything is a little bit more laid back in Nashville and having some likability is an important trait in radio hosts. You don’t necessarily need them to like you, but you need them to like listening to you, and enjoy listening to you, because you obviously want to keep them listening. You don’t want to scare listeners away, because they may not come back.
Q: Likability and relatability are important everywhere, but might be even more important in Nashville. Do you think that what separates a good host from an excellent host can range based on the region they’re working in?
RP: I think so. A good host can handle the x’s and o’s of sports talk radio well. They can tease well. They can set up topics well. They can interact with callers well, but an excellent host has to have those intangibles of connecting and forming a relationship with the listeners without actually knowing them on a personal level. Making a listener feel like they’re in the studio with them, or sitting at the bar with them listening to your hosts share what they’re passionate about – those things help put you over the top as an on-air personality in my opinion.
Q: Some topics these days can be divisive. That can damage a host’s likability and relatability. Whether it’s the anthem protests or the sign at the Red Sox game, “racism is as American as baseball,” do you have a certain tactic or approach with your on-air staff about do’s and don’ts when addressing those subjects?
RP: I’m pretty lucky to have a lineup of hosts that know the right and wrong of what to say in those situations. When it comes to political stuff like that, no radio station wants their hosts to say something that will hurt the credibility or likability of a host or the radio station as a whole. But at the same time, giving hosts that freedom of speech when it’s necessary, when it’s valid, I think is important as a Program Director.
A lot of people use sports to escape from some of the crazy happenings going on in our country. There’s a good chance they have no desire to hear about politics when flipping on a sports radio station. So that’s what we try to offer our listener in times like those – talking about the Preds or Titans, or sports in general, to provide that escape.
Q: How do you balance big national stories with your local content? Is there a specific message you relay to your staff?
RP: In the last year, we’ve had the the Chicago Cubs win a World Series. That was a huge national story that our hosts talked about. Maybe not at length, but they talked about them winning it all. While there are Cubs fans in Nashville, they’re not considered a local team at all. But that was a huge story in sports and when those things happen, I think it’s important to talk about them.
At the same time, if there are other storylines going on nationally that we can relate to locally — for instance, if Jon Gruden says that Jameis Winston should be an NFL MVP candidate. Having our hosts take that and frame it in a way where they’re saying, “Jameis Winston, if he’s an NFL MVP candidate, then why isn’t Marcus Mariota?” Just doing things like that — finding that local connection where it can still be a good listen for the people who are tuning in just for local news or local sports talk.
There are so many outlets now where you can get national talk. We’ve got 102.5 The Game, but we’ve also got 94.9 Game 2, and 94.9 Game 2 is mostly the ESPN Radio syndicated lineup. So, we’ve got Mike & Mike in the Morning, and Russillo, and Le Batard, and Paul Finebaum in the afternoon. All of them talk about national storylines. Finding a way to connect the two — local and national — to bridge that gap, is an important thing for our local hosts to do.
Q: In Nashville, you’re up against 104.5 The Zone. Some view it as a huge challenge or a mountain that you’ve got to climb. What are the opportunities that it presents from where you guys are and how you’re going head-to-head with an opponent in the same town?
RP: I think the opportunity for us is the fact that we have a little bit of a different strategy in terms of on air. 104.5 The Zone, while they do talk their fair share of sports, they also like to dip into pop culture, entertainment, and things of that nature. For the listener that wants deep sports talk, they know they can come to 102.5 and we’re going to be talking about the local teams. We’re going to be talking about the Preds. We’re going to be talking about the Titans. We’re going to be talking about the Vols and anything else that is hot in this town. That’s our identity.
We don’t pump ourselves as Nashville’s Best Sports Talk just because it’s a catchy line. It’s something that we all believe in. We truly believe we deliver the best sports talk in this town. When it’s Preds, we have the best Preds talk. When it’s the Titans, we have the best Titans talk. When it’s the Vols, we have the best Vols talk. That’s something that we pride ourselves on. Their model has been successful for them and I respect them for that. At the same time, there are many listeners out there that just want sports talk and that’s what we try to deliver to them on a daily basis.
Q: Having transitioned from APD to PD, when you look back, what’s the biggest area of your personal growth that you’re most proud of?
RP: Well, it was a very quick transition. August 15th last year was my first day as Assistant Program Director. Then on August 26th, I became the interim Program Director. So, I had a grand total of 10 days under my belt as an Assistant Program Director. We were going through a lineup change at that time and I was the EP of our afternoon show, Jared & The GM. During those 10 days I didn’t have any time to learn how to be an Assistant Program Director.
I was put in a position where I went from Executive Producer of the afternoon show, and within two weeks I was steering the ship. It was a scary few weeks stepping into a role where I was learning everything on the fly. Fortunately, I had a great support staff and still do to this day. As a 27-year-old Program Director, I still learn things every single day. Hopefully, a year from now, I’m in an even better position in terms of knowing little nuances of how to be a PD. I feel like I’m light years ahead of where I was at this time last year when I was just worried about keeping us on the air.
I’d say the biggest thing in transition that I’ve had to learn is how to interact with each of our talent. Every single cat is skinned a different way. Learning how to handle the on-air talent, push their buttons and try to get the best out of them is something that I’ve had to learn very quickly. Luckily, as someone who was in the building for 4+ years before the change, I think I benefited because I knew most of our on-air talent already. I wasn’t a brand new PD at a brand new station. I’d say talent coaching and interaction are the biggest things for a Program Director to tackle and I’ve tried to make that a big focus of mine over the past year.
Q: What are your future goals in sports talk radio?
RP: The dream of being the radio voice of the Cincinnati Reds will always be there. If I’m 60 years old and haven’t been the radio voice of the Reds, I think I would still love to do that. Obviously the path that I’ve gone down in radio may not lead to that and I’m okay with it.
To be honest, I have no idea where this whole thing is gonna take me. I’ve been appreciative just to have 5+ years in this business in this building — to develop relationships and friendships that I’ll have forever. If something comes up nationally in the future, then I’m sure I’d consider it. If something suited my strengths well outside of radio, maybe I’d consider that too. But I love Nashville. I may be biased, but it’s the best city in the country to live in. It’s home and I don’t really want to change that.
I just take it day by day and see where each one takes me. Hopefully I can continue to add to what I’ve built during my last five years in this business.
Brian Noe is a columnist for BSM and an on-air host heard nationwide on FOX Sports Radio’s Countdown To Kickoff. Previous roles include stops in Portland, OR, Albany, NY and Fresno, CA. You can follow him on Twitter @TheNoeShow or email him at email@example.com.
Ian Rapoport Is Competing Against Everyone
“When I’m working, when I’m not working – my brain is still going on overdrive.”
The 2023 NFL Draft was a weekend filled with speculation, intrigue and musing among football fans and experts alike. After two quarterbacks were selected with the first two picks – Bryce Young by the Carolina Panthers; and C.J. Stroud by the Houston Texans – Ian Rapoport had the inclination that something was about to break at the event in Kansas City.
The third pick of the night was held by the Arizona Cardinals, but through previous intel, Rapoport knew there was a chance the team would trade it. His phone then lit up with a text message from a source that simply read, “Texans trading.” Receiving a message of this magnitude takes years of networking, credibility and immense trust from the people you cover. Rapoport has worked hard to attain all of them.
He replied by asking, “Did the Texans trade up to three?,” as the team was not set to pick again until No. 12 overall. Once he got confirmation of the scenario, he began to visibly shake in excitement and captured the attention of the NFL Network team.
“I sit there with a camera in front of me that’s not always on air – this is during the Draft – and the producer gets in my ear and he goes, ‘Can you go on air with whatever you have?,’ and I just say, ‘Yes.’” Rapoport recalled. “And then I hear Rich Eisen go, ‘Ian, you have news,’ and I was able to break that the Texans have traded up to three to go get Will Anderson.”
This is the craft through which Rapoport has cultivated a successful journalism career, ultimately distinguishing him as NFL Network’s goto insider. He hardly ever separates himself from the job, equipped with an unparalleled work ethic to ensure he can communicate messages accurately and in a timely manner. While some people may argue that he is in direct competition with others in his position, such as Adam Schefter of ESPN, Jay Glazer of FOX Sports and Mike Florio of ProFootballTalk and NBC Sports, the reality of the situation is that it is Rapoport vs. the world.
“It’s such a small world now and everyone is interconnected – and with Twitter, literally anyone could break a story and have it go viral,” Rapoport said. “Obviously, you want everything first, but really you’re competing against everyone that exists because anyone could get the story at any moment.”
Work-life balance in such a role is usually quite insurmountable in today’s dynamic, interminable breaking news environment. Rapoport strives to find some level of normalcy in his life by playing golf and attending his sons’ sporting events. In the end though, he knows the world of football never sleeps, and it is up to him to remain in the know at all hours of the day, essentially always on standby to break the next big story.
“I do not turn my phone off because that’s actually way more stressful,” Rapoport said. “At least now when my phone’s on and near me, if something crazy happens, I can react rather than having a fake relaxation moment and then being caught off guard with something.”
Rapoport recognized that journalism was the field for him almost immediately after stepping onto the Columbia University campus. He worked his way up at The Dial to ultimately become its associate sports editor. In the summer preceding his senior year, he landed a coveted internship with ESPN where he gained invaluable experience in the world of television production.
By the time he graduated, Rapoport envisioned himself becoming a nationally acclaimed sportswriter, but he knew it was going to require he start small. Three hundred eleven job applications and two interviews later, he landed a part-time role with The Journal News in Westchester, N.Y. covering high school sports. It gave him a start in the highly-competitive business – and kept him close to home while trying many new things.
Two years later, he found himself moving from the bright lights of New York City to the quaint town of Starkville, Mississippi for a notable opportunity. He had landed a job covering the Mississippi State Bulldogs for The Clarion-Ledger in the nearby capital city of Jackson and was under the direction of sports editor Rusty Hampton.
“I knew how to write, but I really didn’t know how to report,” Rapoport said. “He was probably the best [at] showing me, ‘This is all about reporting. It’s all about telling people something they don’t know rather than how well you can pen a sentence.’ To be really valuable to society or your newspaper, you really need to inform rather than entertain. I think he was probably the first and best person to teach me that.”
After spending two years in Mississippi, Rapoport became a beat reporter for The Birmingham News tasked with following the Alabama Crimson Tide. Just months into his new role, the program made a coaching change and hired Nick Saban, who has since led the program to six national titles.
Rapoport learned the thoroughness necessary to cover the Southeastern Conference as he rapidly watched the program become a perennial contender. In turn, he became an eminent college football reporter and his work began to be consumed nationally.
Simultaneously, Bill Belichick, another accomplished football head coach in his own right, was in the process of trying to lead the New England Patriots back to championship glory. Known to be stoic and restrained in his press conferences, reporters asking him questions knew extrapolating answers was not the easiest of tasks.
When Rapoport saw a job opening to cover the team with the Boston Herald that required NFL experience, he knew that he was not qualified verbatim per se. Yet he figured the experience he had in covering Saban and Alabama would serve him well in the role, and articulated such in a protracted email to the newspaper’s editors. His strategy worked, proving why Rapoport is considered one of the industry’s best communicators at the micro and macro levels.
“You don’t see a lot of sources within the Patriots or sources within Alabama – there’s not a lot of that,” Rapoport said. “So I learned to report despite that and kind of work the edges and get the information I needed, despite head coaches who weren’t always the most forthcoming with information.”
NFL Network oftentimes has local beat reporters on the air to interact with studio talent and give their perspectives about teams, and it was something Rapoport did while at the Boston Herald. He had no television experience outside of other appearances he made on Comcast New England and certainly no intention to pursue the medium as a career.
In Super Bowl XLVI, the New York Giants overcame the New England Patriots, who were undefeated for the year entering the game. Rapoport was on hand for the proceedings, and shortly afterwards was called into a meeting with NFL Network executives.
He didn’t know he was interviewing for a job until he asked just why he had been summoned. He expressed his lack of television experience to the executives, who said the network would teach him everything he needed to know.
Once the meeting concluded, Rapoport called his wife, who he had met while living in Starkville, Mississippi, and told her what had just happened. She tempered his expectations, warning him not to get his hopes up as he remained optimistic. One month later, Rapoport received a job offer and found himself moving once again – this time to the Lone Star State.
“I hired an agent and moved to Dallas and basically spent the next year reporting on the Cowboys and some other things being very, very bad at TV, but learning and eventually figuring it out,” Rapoport said. “At the time, this guy, Eric Weinberger, who was our boss, kind of mentioned to me the possibility of transitioning [me] from reporter to insider.”
Rapoport acknowledged that he did not have the contacts necessary to effectively work as a league insider for a national outlet, but through his years of experience, he knew how to network and he was ready and willing to take the challenge.
Once he began the new position, Rapoport, along with reporter Michael Silver, was on the road for Thursday Night Football and contributed to its pregame and halftime coverage. While his television skills improved, Rapoport was hard at work bolstering his contacts and took somewhat of a geographical approach.
Every time he arrived in a new city, he would contact anyone and everyone he could conjure up, including general managers, scouts and head coaches. If he could not schedule a meeting time with them, he would introduce himself by roaming the sidelines at practices and before games. He engaged in a similar practice before the NFL Draft Combine, training camps and the Super Bowl along with other premier events, always staying focused on the task at hand.
“It probably took me five or six years to get a baseline of sources where if something happened, I had someone to call,” Rapoport said. “And then it took me a couple more years to get to the point where I would know before a lot of people when something was about to happen. It’s all a multi-step process, and just [the] layering and layering and layering of sources is really the sort of engine that drives this thing.”
Ian Rapoport always attempts to triangulate his sources to verify information before he releases it publicly. There is no guarantee sources are always truthful or acting in a professional manner. Therefore, it is incumbent on a journalist to ensure the validity of content before publishing it themselves.
“If you’re only right some of the time, then none of it is really worth it,” Rapoport expressed, “because then you say something and they’re like, ‘Well, wow, that’s a big story if this is true.’ The whole point of doing this is when I pop up on TV or when people see my Twitter alerts or whatever, they have to know that it’s true – they have to know.”
One day, Rapoport was having a conversation with a source and discovered through their conversation that Rob Gronkowski had informed the New England Patriots that he would return to the game of football under the stipulation he be traded to the Tampa Bay Buccaneers to reunite with quarterback Tom Brady. There had been much speculation pertaining to Gronkowski’s future after he had worked as an NFL analyst with FOX Sports, and now Rapoport realized he had a monumental scoop – that is, if it was true. Within six minutes, Rapoport verified the story with three sources, contacted his editor and reported to the world Gronkowski’s intentions. The story was picked up virtually everywhere.
“I just think about the job all the time, and I make little lists for myself of things that I need to track down, and I just make a lot of phone calls for it,” Rapoport said. “When I’m working, when I’m not working – my brain is still going on overdrive. It ends up just a brain full of football thoughts, and then I spend the rest of the time trying to figure out what I can learn from it.”
Working for a league-owned entity can sometimes epitomize an inherent conflict of interest. For Rapoport however, he has found working at NFL Network to be hassle-free. He knows, however, the nature of his job means he will not be universally liked.
“Whatever you do, you’re going to report and the people you report on are going to be happy or upset or neutral – or whatever it is,” Rapoport said. “I’m never going to criticize a referee, for instance, because that’s a nuanced thing and people might say, ‘NFL criticizes referees.’ I’m never going to do that, but I wouldn’t do that anyway.”
Rapoport continues to appear on a variety of external media outlets, perhaps most notably The Pat McAfee Show, which recently concluded its “Up to Something Season.” The grand conclusion of the proceedings was McAfee announcing he would be bringing his show to ESPN’s linear and digital platforms starting in the fall.
While McAfee is retaining creative control and has expressed on multiple occasions that his show will not be changing, many have wondered whether insiders employed by other networks will be able to continue making appearances. It is an answer Rapoport himself does not know, nor has he asked about.
“When the news broke, my phone blew up with all sorts of people saying all sorts of different things,” Rapoport said. “I have no idea. I really don’t.”
Even so, Rapoport is elated for McAfee and his team taking the next step in their show’s journey and is genuinely glad to see them succeed. He does not think McAfee’s goal was to reshape sports media, but rather to cultivate a distinctive sports talk program built for fans and today’s generation of consumers.
“You get to know someone and you think they’re a good person and you respect the way they work. Some people have success and some people have a little success and some people don’t. It’s really rare to see someone who has every bit of success that’s essentially possible and deserves every bit of it, and that’s kind of how I thought about Pat. It’s really cool, honestly. He’s built it himself.”
It was on McAfee’s show where another prominent football insider – Mike Florio of ProFootballTalk and NBC Sports – said it would be a matter of “when,” not “if” the NFL would have games seven days per week. While devoted football fans like Rapoport are open to such a proposition, he is not sure the league would ever go that far.
“I don’t even know that it would affect my schedule that much,” he said. “It sort of doesn’t matter. I’ll report all year round anyway.”
Derek Futterman is a contributing editor and sports media reporter for Barrett Sports Media. Additionally, he has worked in a broad array of roles in multimedia production – including on live game broadcasts and audiovisual platforms – and in digital content development and management. He previously interned for Paramount within Showtime Networks, wrote for the Long Island Herald and served as lead sports producer at NY2C. To get in touch, find him on Twitter @derekfutterman.
Face-to-Face Sales Meetings Have Never Been More Valuable
“With the increase in virtual meetings, new buyer preferences, limited time, and better tech, we have our work cut out to get the F2F.”
When did you last attend a face-to-face (F2F) in-person sales call? Let’s imagine for a second.
In New York, Sarah, a determined sports radio salesperson, got tired of chasing a major client for months. Despite her calls, emails, and text, she couldn’t break through to get a meeting.
Throwing caution to the wind, Sarah decided to go for it. She loaded her deck and took her burning desire via airplane to Florida to make the pitch. She showed up unannounced at the client’s office and startled the decision-maker. She was given the meeting and won over the client, getting a substantial annual contract and a movie deal in Hollywood.
We have all seen that storyline. F2F meetings used to be the obvious choice over a phone call, and most buyers were open to that idea. We even conducted market trips to meet our buyers in person and create better relationships.
With the increase in virtual meetings, new buyer preferences, limited time, and better tech, we have our work cut out to get the F2F. Lots of us work and listen from home.
Gartner Research points out that live, in person selling is superior to virtual selling in financial services or, as I think, in radio sales. Now, prospecting new clients F2F is much more difficult. You have never met them, you don’t know who you are looking for, and gatekeepers and remote decision-makers make walk-ins more challenging.
How about getting out and seeing your current or former clients F2F? 65% of outside account executives attain quota, 10% more often than inside reps. Here are some simple strategies to get outside and F2F:
STAY IN TOUCH
Turn the sales faucet on ‘drip’ and contact your current clients with whatever works: phone calls, emails, or texts. Tell them you are checking in to see if anything has changed, give them a local business lead, or share your latest insight on their favorite team. When doing so, tell them you want to meet F2F and go deep into the next quarter’s ad plan or a new idea to get them back on the air. They may start looking forward to your communication.
Schedule an annual review ahead of their busiest time of year to review the upcoming messaging in ads. Go over what worked or didn’t last year. Share a success story of a similar advertiser in another market or show them a new opportunity that fits.
Be upfront that with F2F, we can get more specific, work with better feedback, and partner on hitting their goals. Be the person who looks ahead and helps keep your client focused.
Organize workshops for your current clients. Teach that about streaming, OTT, or Google ads. Get your digital person involved. Let them know you are bringing in other local businesspeople they may want to know or network with and meet F2F! A Mortgage broker may want to meet a realtor who wants to meet a wealthy local businessperson interested in meeting the local head coach. Stand out as a leader in the industry and watch clients brag about working with you.
HIT A TRADE SHOW
Attend trade shows where your current clients will be. This will show you are serious about their business and want to stay current so you can learn and earn. Set up a meeting over coffee or a drink. Share what you learned.
Client Appreciation Events held at your town’s most meaningful events or places. Do whatever it takes to get hospitality tents at big games and concert suites to show appreciation and bond with your current clients. Host a luncheon at the hottest new local restaurant. Focus on providing an atmosphere or experience everyone wants, but not many can attend. Be the exclusive person in town.
GET PERSONAL REFERRALS
Leverage your existing client relationships to seek referrals. Do it in person. Tell them you want to see them and ask for help and advice. Ask for introductions to potential new clients they know, and you will be surprised how much they like working with you.
Bring your Digital manager to them and do a free review of their SEO, PPC, whatever. Working off your client’s pc and bringing them an expert at no charge or obligation is much easier. Watch your partnership grow by providing so much expertise at no extra expense.
Don’t forget the value of F2F meetings. It’s a great way to build trust, connect, and unlock new opportunities. We are in a people business doing business with tons of local directs who still make most of their money serving retail customers F2F. Let’s get out and sell!
Jeff Caves is a sales columnist for BSM working in radio, digital, hyper-local magazine, and sports sponsorship sales in DFW. He is credited with helping launch, build, and develop SPORTS RADIO The Ticket in Boise, Idaho, into the market’s top sports radio station. During his 26 year stay at KTIK, Caves hosted drive time, programmed the station, and excelled as a top seller. You can reach him by email at firstname.lastname@example.org or find him on Twitter @jeffcaves.
All Jason Timpf Needed Was A Moment of Clarity
“I didn’t know it until after I was hired, but they said they played my video for Colin and he knew right away that I could do this.”
There was once a time when Jason Timpf always included Colin Cowherd in his commute to work. As he made his morning drive to a sales job at Verizon, The Herd was appointment listening each morning for Timpf. The ex-college basketball player would marvel at Cowherd’s ability to make relatable references and break down all of the same basketball games he would watch the night before.
One of the unique things Timpf can remember from listening to The Herd during that time was Cowherd saying if FOX ever put someone in front of him, he could tell in five seconds if that individual had the skills to be a host. It was far from a hot take on the Lakers, but still a distinct moment that stuck with Timpf for many years. Little did he know at the time but Cowherd would soon give a five-second evaluation of Timpf’s career.
Jason Timpf was a late-bloomer in basketball. He played college hoops at an NAIA school in Utah, but not until his third year, after being a regular student the first two. After graduating, he pursued a basketball career overseas in India. However, after the league folded, he left the game for a normal job in the States.
There was a real desire for Timpf to get into the sports media business, but he was having difficulties finding the right fit. He wanted advice on the best way to start, but the tips he received just didn’t feel like the right initial path.
“I’d hear, hey, go bang on a radio station’s door and ask if you can work the soundboard,” said Timpf. “Or, try to go to a journalism school. Another big one that everyone was doing was the SB Nation blogs and FanSided blogs. I briefly tried to do that a little bit. But none of it was materializing the way that I had hoped.”
But then the lightbulb went off for Timpf and it happened during the middle of a podcast interview. In October of 2020, Jason Maples of Blue Wire reached out to Timpf to talk hoops on his podcast. It was in the middle of that interview when it all made sense. It felt exactly like the camaraderie he enjoyed with his old teammates and friends talking basketball. It was relaxed, fun and what he used to do for enjoyment. The perfect fit had just found Timpf organically.
“It was, ‘this is it,’” said Timpf. “‘This is how I want to do it.’ It was like a moment of clarity. Like, this is the way I want to talk about the game. Fortunately, I was working in real estate at the time, so I was super flexible, so I literally was just trying to fake it until I made it.”
While Timpf was grinding away on his new platform choice, he was constantly putting out his content on social media. For a handful of years, he had used Twitter as an outlet for basketball talk – not because he was trying to build his brand, but because it was his preferred method of sharing his takes during and after basketball games.
“My wife actually played basketball in college but she, like a lot of people, got out of it and was like, ‘actually I’m so sick of basketball, since it’s all I did growing up, that I’d rather not talk about it,’” laughed Timpf.
As Timpf had built up years of basketball takes on Twitter, he also built up followers. Not a crazy amount, but enough to have regular interactions with several basketball fans. He had no idea at the time, though he remembers occasionally interacting with him, but one of his followers in the beginning was Logan Swaim, who just happens to be Head of Content at The Volume.
Being such a huge fan of Cowherd, Timpf was absolutely familiar with The Volume, a company started by the FOX Sports Radio host. In fact, during his first plunge into podcasts, he quickly took note of how much success The Volume was having with instant reaction and video content. He wanted to emulate what they were doing and would host a Twitter Space after each Lakers game.
Swaim kept up with Timpf’s journey and continued to be impressed with what he saw. He was so impressed, in fact, that a video eventually made it in front of Cowherd’s eyes. It was the moment Timpf had always heard about while driving to his job at Verizon. Cowherd was about to make a declaration on Timpf’s abilities.
“I didn’t know it until after I was hired, but they said they played my video for Colin and he knew right away that I could do this,” Timpf said. “That was a huge boost of confidence for me, because it meant somebody I deeply respected believed I could work in this business.”
Timpf made his dream come true. He was offered a job by The Volume hosting Hoops Tonight. As much of a dream as it was when he was initially hired, the experience since has been nothing but ideal for Timpf. He gets to cover his favorite sport the way he wants to cover it.
“When I first started and Logan and I were structuring out the show, he kinda viewed it as my show would be the slower, more methodical pace, where I work through my thought process of a game. And also that I’d be a guest on other Volume shows for more conversational podcasts. I really wanted to break down pick and roll coverage. It’s just going to take me a while, so trying to do that in a debate show format or conversational format can get hard. It’s a place where I can let more of my crazy depth out. And I can also have a side format where it’s more conversational.”
Timpf has learned prep for podcasts is one of the biggest elements to being successful. As Hoops Tonight continues to draw impressive numbers over audio and YouTube, he’s figured out the best method to prepare for a long-form podcast where he’s hosting solo.
“I digest the game from the simple concept of how the game was won,” said Timpf. “Where was it won? There’s 100-something possessions in this game, there’s seven different storylines and several runs and sequences and sways in momentum, but what’s the one? Usually I’ll target that first in the opening segment of the show.
“While I’m watching the game I’ll take ancillary notes. About five minutes before I record, I sift through everything I’ve written down and limit it down to the things I think are most important. But generally the flow of the show is how the game was won.”
The whole experience has been gratifying and a full-circle moment in many ways for Timpf. Not only has it been vindicating to do things his way and see it become a success, but he’s gotten to do it with someone who he considers an idol.
Sure, Timpf always envisioned growing up he would be talking to Cowherd as a pro athlete, but talking to him as a colleague is certainly the next best thing. So when he got the call to talk with Cowherd during last year’s West Conference Finals, he didn’t hesitate.
“I was so incredibly nervous, as you could imagine,” laughed Timpf. “But I immediately remember him making me feel comfortable and confident. It immediately calmed me down.
“This is probably my favorite part of the entire experience, I think a lot of people think that these networks try to shove people in certain directions and The Volume has given me such freedom to cover the game exactly the way I want to and nobody is telling me to say crazy stuff. Nobody is pushing me in certain directions, it’s like total creative freedom. The way that Logan and Colin have been letting me do me, so to speak, has been so cool. To see my version of what I want it to look like makes me feel vindicated for talking about it the way I want to.”
Tyler McComas is a columnist for BSM and a sports radio talk show host in Norman, OK where he hosts afternoon drive for SportsTalk 1400. You can find him on Twitter @Tyler_McComas or you can email him at TylerMcComas08@yahoo.com.