Q&A with Brad Carson
Let me tell you about how I was introduced to Brad Carson. I hope it helps you understand why I wanted to speak with him and get inside his head a bit.
Last summer, Brad posted an opening for an executive producer position for one of his shows at ESPN 92.9 in Memphis. I put together a package for him and sent it off. In the cover letter, I mentioned a specific date that I would be following up. On that date, I sent him a silly video about my love of BBQ.
My phone rang right away. It was Brad. He started by telling me that I was not in his plans for the job, but he wanted me to know how impressed he was with my presentation and he gave me a few pointers on how to better position what I do. He told me I was talented and wished me well in my job search. We said our goodbyes and then he hung up.
I mean, who does that? We have all been in the position of sending out resumes and demos and never hearing back. I told Brad when we sat down for this interview that during what was a very lonely time, it felt like someone saying “I see you. You’re a human being.”
Brad and I share a background that includes long stints in music radio and he still has a passion for those formats. While he has turned Entercom’s ESPN 92.9 into one of the highest rated sports stations in the country, he has also looked for shifts he could voice for Entercom music stations around the country.
Just how high are ESPN 92.9’s ratings? Well, here are some numbers for you. In the fourth quarter of 2017, four of the station’s five weekday shows were in the top 3 with Men 25-54. Gary Parrish pulled a 12 share in afternoons. The other two sports stations in Memphis (one of which is also owned by Entercom and programmed by Brad) didn’t pull a 1 share with the same audience.
Our conversation touched on Gary Parrish’s assent to superstardom, how radio shows are similar to sandwiches, and the rivalry between Memphis and Nashville. Enjoy!
DR: What were you able to bring to a sports station because of your experience working in different formats?
BC: We tend to compartmentalize radio a lot. Like you have said “I came from rock radio.” I literally started part-time reading farm reports and obituaries. And you can laugh about that, but people listened like crazy. They were sponsored by local funeral homes. I would do county fairs or go out to the sticks to call a Macoupin County basketball tournament. I think that really helps, but in today’s world so much of these guys’ development is linear. Our new talk hosts and producers were either journalists here or they started here and worked their way up and now they get to stay in Memphis. That used to be really rare.
I’m not saying one or the other is better, but guys like you and I are in a good position. We can do a lot of things. It’s like being left-or-right-brained. Music radio is so much about researching the music, getting the imaging on, doing your best with the talent and if you find someone revolutionary, you can take good to great. Great talk or sports stations have to have people that are good right-brain and left-brain all the time.
When they hired me, I was excited because I didn’t need to hire an imaging director. I could produce opens. I could coach talent. I knew the sound I wanted the station to have. I guess I could have hosted a show if I needed to, but didn’t really want to. All of that prior experience was very helpful.
DR: Correct me if I am wrong, wasn’t Gary Parrish part of CBS’s tournament selection show last year?
BC: Yeah. He was on with Barkley last year.
DR: So he was the first talent you hired and now he’s one of the faces of your station. Have you thought about the contingency plan for when he takes over the world?
BC: I mean it is not something I like to think about, but you always have to have a contingency plan as a program director for all situations or you aren’t thinking the situation through enough. Having said that, Gary has been my consultant since he came on board. There isn’t a thing I do, across the board, that I don’t run by Gary. I think he is remarkable.
I have a lot of respect for him and I think that runs both ways. I have learned a lot from him and Geoff Calkins too. We moved Geoff to a 9-11 show and that helped things a lot with Gary’s travel. It added a new dimension to the radio station and paved the way for us to expand where we have 4 local shows now and we’re the flagship for the Memphis Grizzlies. So, we have that contingency plan but we’re in a good place.
DR: Like the athletic director that keeps the list of five names in his desk in case he unexpectedly loses his football coach.
BC: That’s very true. I’m a Mississippi State fan. They just hired Joe Moorehead, the offensive coordinator at Penn State. I thought it was awesome, because it wasn’t reflexive or “Holy crap, what are we gonna do?” Mullen was leaving. They vetted everyone, hired Moorehead, Moorehead did the press conference and then hit the ground running hiring staff. That is awesome to me. That is impressive management.
DR: You have a lot of Memphis lifers. Is that the number one thing you look for in making a hire? Someone that not only understands the Memphis sports scene, but the town in general?
BC: I think it is really important. I don’t need a lifer per se, but just last year we hired John Martin. He was 24 when we hired him. He had only been doing radio for 2 years, but he was a journalism major at the University of Memphis. He understood Memphis sports. I think that is very important. Now, that’s not everyone. Eric Hasseltine is from California. He does a two hour show for us. He’s the play-by-play guy for the Grizzlies. He adds a different perspective.
The local connection though is so important, and I really got that when we started with just Geoff and Gary. It was the end of Calipari, going into the Pastner era. The Grizzlies hadn’t gone on that 7 year playoff run yet. Those guys would do two straight hours on Tigers basketball and I just would think “this is really good.” It wasn’t what they were talking about. It was how they were talking about it. They had all these stories about the hobos, heroes and street corner clowns, you know? Crazy recruiting stories about runners and agents. Gary would interview Cal while Cal was in the shower.
I would find myself drawn in. People would ask “you’re still a Cardinals fan, right?” and I would have to explain “yeah, but basketball is everything here” and those guys really encapsulated that. Basketball comes first here and football is second and everyone on the air here understands that.
The other thing I like is we have journalists. We have great thinkers on the staff and they are entertaining. That has helped us.
DR: So do the Grizzlies smother everything about sports talk in Memphis?
BC: I think Grizzlies and NBA you can certainly talk about year round because the league has made itself into a year round enterprise. But we’re fortunate that college basketball is also important in Memphis. Right now the Tigers have just gone through another coaching change hiring Tubby Smith. We have so many storylines to work with. They are 1a and 1b frankly.
DR: What is the breakdown between the Memphis Tigers, the Tennessee Volunteers and the Ole Miss Rebels? Not just the way they are covered, but the way they are supported in town?
BC: Memphis is the big cat. When Justin Fuente came in and turned around Tiger football, it changed everything. What we used to have were people that were Tennessee football fans or Ole Miss fans that then LOVED the Tiger basketball program and their attitude was “Oh yeah, I guess they have a football program too,” but then it became “Oh wow! Did you see what Memphis football did?”
DR: The timing of that turn around was weird too, because it wasn’t so long before that Tommy West got fired and was ranting that Memphis as a town would never support football and the administration at the school didn’t understand how to win. It reminds me of Duke when David Cutcliff was hired in the middle of the school going to court to prove they are the worst college football program in the country.
BC: That is a great analogy, but it is so weird here, Demetri, because those fans were so passive. As a city we kind of had a chip on our shoulder, which makes sports talk here fun because it kinda gives things a little more zip. There are passive markets when it comes to sports, right? Like Las Vegas. Very passive sports market. I mean they have the Golden Knights now, and yay. Whatever.
They aren’t breaking down trades or talking about the intricacies of the expansion draft. The conversation here was “How bad was Larry Porter?” and “Tommy West is right” then all of the sudden it was “Wow, we’re in the top 25!” It was a literal 360. But of course, we have a chip on our shoulder, so the topic was also “Oh crap! Fuente is going to leave us,” but then we got another awesome coach and another awesome quarterback. All of that stuff is as fun to talk about as the SEC stuff is.
DR: But not as fun for listeners as talking about basketball.
BC: Well, we have competition here and I tell our guys we have to own every story we cover. To be a success in sports radio, you have to be a whore basically, so Tennessee coaching search, Tubby Smith recruiting, the Grizzlies tanking, we have to own it. So it may be a light day with only two big stories and I will tell my guys “hit those two big things a lot!”.
DR: I’m glad you include the Tennessee coaching search in there. As someone that was in school at Bama when we couldn’t buy a win against Tennessee, that story brought me so much joy.
BC: Oh, it was tremendous radio, and let me be clear. I said Tigers and Grizzlies were 1a and 1b. When you have a coaching search that goes like that, it rockets right to the top of the A list, because it is the state’s team and we’re just the forgotten little city in the corner of the state, but right now we’re the forgotten little city with the great football team. It was like a gift from Heaven. That was a lot of fun. We can do a lot of great radio when we have months like that.
DR: Same with the Ole Miss story and Hugh Freeze I would imagine, given your proximity to the school.
BC: Again, gifts from Heaven. That is a good example of why it helps to have so many local guys. There are all these side stories they know. Hugh Freeze was a coach at a private Christian School here. He was the coach in The Blind Side story, so there was chatter about “What was going on at Briarcrest?” and then the fun of Ole Miss beating Mississippi State in the Egg Bowl.
All of this is compelling stuff. You can hear it in our conversation and this is what I talk about with other folks at Entercom. In Boston you can talk about the Red Sox or what is going on with the Patriots. Those are big conversations about big franchises, but here, if you know Memphis, you’re really digging into the subculture here. It’s the SEC guts and glory.
DR: So given how focused you are on being a Memphis station, how much air time is devoted to the Titans making the playoffs or the Predators making a run to the Stanley Cup? Are those teams perceived as strictly Nashville teams or is there enough bleed over?
BC: I think there’s some bleed over, but it is like C-level. It is the lettuce in the sandwich.
DR: I guess too, there is a major difference between the NFL and the Titans and the NHL and the Predators.
BC: Certainly. On top of that, there is a major difference between Nashville and Memphis. There’s a rivalry there. Maybe a little more on the Memphis side than the Nashville side.
Memphis is the chip on your shoulder, Memphis vs. everybody mentality. Whereas Nashville is the Los Angeles of the South. It’s “We have the NFL and we have the Predators. Look at all these cranes in the air! We’re building another condo!”. Let me be clear. I think Nashville is a great city, but I think many of our listeners perceive it differently than I do.
Gary Parish and I talk about this a lot. Gary is much more of an open thinker because he has to travel all over the place. People here, they support the basketball teams because they live on the streets of Memphis and they play hoops. Our listeners are invested in this story about Penny Hardaway coaching a high school team in East Memphis. That is a big, local, guts of the city story.
When the Predators are in the Stanley Cup Finals, yeah that’s our state. We do want to bring attention to that. The Titans make the playoffs? Of course we will talk about that. We carry their games. The Titans and the Vols, we carry them. They are worthy play-by-play, but Nashville teams will always be the lettuce in the sandwich.
DR: Can Memphis grow as a sports city? Is there room for a second major, professional league to move in?
BC: As a fan, I’d love for my answer to be yes. I’m just going to be honest as a business person. No, there isn’t room. There isn’t an economic base here to support doing so. Having one professional team here and the Tigers is perfect.
We’re lucky, actually Louisville is lucky Rick Pitino didn’t want the Grizzlies, because they still got the pro arena. Geoff Calkins was such a big part of trying to bring the Grizzlies here using the paper and writing columns about what it would mean. It rallied support for FedEx Arena. People really wanted to get that arena built and they did it and I think it is wonderful.
I think sports-wise the city is exactly where it needs to be. We’re fortunate to have been such a big part of the Grizzlies franchise. Now, let me be clear. We do have other sports things in town. We have a great Triple-A baseball team. We may not talk about them because they don’t have the mass appeal, but they’re there and doing just fine. You asked a good question, but my business opinion though is we don’t need too much more.
DR: Speaking of business answers, tell me as a programmer your thoughts on the change from Mike and Mike to Golic and Wingo.
BC: We’re really excited about it. This has nothing to do with Mike Greenberg, because I think he is great and has an amazing new opportunity, but for us I think things are going to be even better. Trey (Wingo) is very likable and really plugged into football, whether it’s his ties to the NFL or his understanding of college football in the South since he went to Baylor. That can only benefit us, so you combine Trey with Golic’s familiarity and I think it’s a tremendous opportunity that can only go up.
DR: Did you find your listeners were interested in the “palace intrigue” towards the end of Mike and Mike?
BC: Not really. I try as a programmer to look at it from a listener’s perspective and I think in our business, we tend to look a little too much at the guts of this. The truth is, you have to look at it from the perspective of my friend Taylor, who lives in Germantown just outside of Memphis. He’s not in the business. Does it even occur to Taylor that there is a feud between the two morning guys at ESPN? Probably not. All he cares about is that Tim Tebow is on at 7:15 to talk about Alabama and Georgia.
I see this with coaching talent. We get too caught up in details of when we recycle things and controlling narratives. Just put the radio show on and run it.
Demetri Ravanos is the Assistant Content Director for Barrett Sports Media. He hosts the Chewing Clock and Media Noise podcasts. He occasionally fills in on stations across the Carolinas. Previous stops include WAVH and WZEW in Mobile, AL, WBPT in Birmingham, AL and WBBB, WPTK and WDNC in Raleigh, NC. You can find him on Twitter @DemetriRavanos and reach him by email at DemetriTheGreek@gmail.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 – C.J. Stroud by the Jacksonville Jaguars; and Bryce Young 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 email@example.com 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.