Q&A with Jon Lunceford
If there is one station that has had a greater influence on me than any other, it’s WJOX in Birmingham, AL. When I was in college it was known as 690 the Sports Monster and headlined by Herb Wenches and Kevin Scarbinsky in afternoons. One day when I was driving home from class I heard them talking about a third string quarterback at Alabama who had failed a summer class and would be ineligible for the fall. They then took calls from people that were worried that it would throw off the plans for whichever of the four football coaches Bama had while I was in school there.
That is not what WJOX is today. Now it’s Jox 94.5 and staffed by people that get sports as pop culture. Make no mistake, these guys are still the authorities for all things SEC, but the conversation is just more fun and it is everywhere thanks to the station’s digital strategy.
Jon Lunceford deserves some credit for that. The guy is the perfect embodiment of the idea that the best way to get a paying job in radio is to just keep showing up until someone gives you money. Jon hosts Jox Primetime alongside Tim Melton on Jox 94.5. It is one of the few locally produced night shows you’ll find on a sports station outside of a top ten market.
He started with the station as an intern in 2008, when his college football career was cut short by injury. That one semester official internship unofficially extended for two more. Eventually he went to work for Jox’s now defunct competition 97.3 the Zone and then returned to Jox and Cumulus Broadcasting’s digital marketing department.
In the meantime he started a digital advertising company and a charitable foundation that helps run sports and fine arts programs at Birmingham schools, and he got paid to play video games. He may not be radio’s answer to Dos Equis’ Most Interesting Man in the World, but the path to where he is now was unconventional, so he approaches the medium in an unconventional way, and I thought his story was worth telling.
DR: Let’s start with Jox Primetime as a brand, because it existed before you and your partner [Tim Melton] took over. It’s rare enough that a station will have a locally produced night show, but then to hand it over to two young guys without a ton of on air experience. That had to be a shock for you. Tell me about your reaction when [Jox PD] Ryan Haney says “let’s do this!”.
JL: Well, obviously I was excited and wanted to say yes when they offered me the show, but the job I was in at the time was really time intensive. So, when they asked “do you want to add another two hours on top of that?” I really had to stop and think if I could. Because I want to do it, but only if I can really dedicate myself to it and do a good job with the show.
I really liked the guys that were here before us, Matt & Scott. I did a lot of work with them and knew what they did well, and I hold Jox 94.5 in such high regard. I didn’t want to pass a show on to the listener that was clearly my third or fourth job.
So I thought about it for a couple of days, but eventually realized that I thought we could build on what those guys had done before us. Plus, it is a once in a lifetime opportunity. I was going to say yes. I just needed to make a plan first.
DR: That idea of everyone having more than one job leads perfectly into my next question. Literally a full day’s worth of sports news and debate goes by before you even crack a mic, so when do you finally sit down and start prepping that night’s show?
JL: I listen to Jox all day long, and then when I come in, I am sitting with two monitors up. One of them is on Tweetdeck. I have literally hundreds of accounts I am looking at trying to follow everything going on, mostly college football focused, but I am looking at sports from high school up through the pros. This goes on all day. I try to start thinking about things from the moment I wake up.
I get to the office around 10 am. I do my digital work until about 4:30 and then switch into show mode at that point. That gives me an hour to really focus on what I have. Tim is a news anchor on our political talk station. He’ll come in around 2:30 and we chat for about a half hour before he goes on air at 3.
Like you said, we come on after most of the discussion has been had. So if something big happened the night before, it’s already been talked about. We literally have three four hour shows on our station that have talked about it before us, but if it’s a big story, you can’t just leave it alone. For example, Alabama won last night in basketball. People will be talking about it all day, so we can’t ignore that. It’s great leading into sports or being live while major sports are on, but it creates a fine line for sure.
DR: I want to talk more about the schedule in a second, because with Jox’s three frequencies, I am sure that creates some interesting work schedules for you, but you touched on Bama basketball. It seems like we know what Auburn is going to do every night. They’re really good. But with Alabama, they were winning games they weren’t supposed to and losing the games they weren’t supposed to. Have you figured out which result keeps people in Birmingham talking?
JL: Yeah, they lose to bad teams during the week and then come out and beat ranked teams on the weekend, so it’s not like they’re bad, but they certainly aren’t good either. It is a weird area right now. Depending on what bracketologist you consult they’re an 8 seed one week and a 10 seed the next. That’s the part that actually makes for great discussion for us.
You have Bama fans that are just happy to get the wins and then really disappointed when they lose. There’s another set that says the fact that they are in the tournament discussion is a step in the right direction. Then you have Auburn, who is across the state, killing it right now. That drives Alabama fans crazy, because Auburn was part of the FBI investigation. Two players couldn’t start the year. Bama had this great recruiting class and Auburn is in the position Bama fans thought they would be in.
DR: So for people that don’t know, Jox is on 94.5 FM. The brand also encompasses 100.5 FM and 690 AM. So you have not only the Alabama games, but also the Auburn games. How often is Jox Primetime getting pre-empted?
JL: We actually have Alabama, Auburn and UAB, but it’s all spread out. Alabama is exclusive to 94.5. Auburn is actually on our talk station, 99.5. It’s another 100,000 watt signal. That format launched about a year ago and Auburn was a part of it. Then we put UAB on what we call Jox 2, 100.5.
So with Alabama basketball, when they play during the week, we’re knocked off for the game plus an hour of pregame. Then there’s the coach’s show on Thursdays. It’s an hour and a half during football season and just an hour during basketball season. So, Thursday’s during football season, we’re doing a thirty minute show.
It can be frustrating, but I hope by next school year, when the show has built some real momentum, maybe Alabama can move to 690. That’s where the whole Jox thing started.
DR: Right, the Sports Monster!
JL: Yup. If we could just move the coach’s shows there and create more consistency in football season, that would be great!
DR: You’re super tied into pop culture and you personally have such a large digital role. As someone that grew up listening to the Sports Monster, the idea that someone like that would ever have a daily presence on Jox seems crazy to me. Tell me about your strategy there. When it comes to social media is it “we put our focus on where the most people are” or “if even one listener is there, we need to be there?”?
JL: What I want to do with everything is just create quality content. So in the digital realm, that means really understanding the ins and outs of Facebook, Instagram and Twitter. It means I may rebuild the website to look a certain way so that it can highlight a particular kind of content.
The idea is let’s keep the listeners with us all day. So, maybe you only like [Jox’s morning show] the Roundtable. Maybe you don’t like Finebaum. Well, we don’t want you to think there’s nothing Jox can do for you in the afternoon. We want you to know that you can come watch videos or listen to highlights of The Roundtable on our digital platforms even when those guys aren’t live.
We’re really focused on our podcasts. Like you said, it’s something Jox never would have done back in the day. We’ve got a wrestling podcast. I’m part of a show called The Jox Entertainment Crew, where we go see movies and we talk about movies. For instance, we’re going to see Black Panther tomorrow.
DR: It’s pretty dope.
JL: Yeah, I’ve heard. This is why we want to be plugged into pop culture like we are. Tim and I went to go see Star Wars Episode VII when it came out in 2015. We were there opening night, four hours early to save our seats. Remember, there were no reserved seats at that time.
So we’re in the theater and for four hours we’re looking around and seeing guys look at the ESPN app or pull up their fantasy lineups. The stereotype is the guy that is sitting in that theater opening night, four hours early are the super nerds that have never touched a football in their life, and that is just not true anymore. I’m a guy that goes to see these things on opening night, but I also played college football.
Ryan tells us all the time that Jox is a lifestyle station. Yes, we’re focused on sports, but that’s because sports is a big part of our lifestyle. So I want to create good content for every part of your lifestyle.
DR: How often does the opportunity to take some of those podcasts or that digital content and put it on air come up?
JL: So something like Jox Preps, which is a high school sports focused show I do, was really big for us last week with National Signing Day. It gets a spotlight when championship season rolls around and the state championship games are happening for football or the basketball state playoffs.
Jox may have always had a loose connection with college sports where maybe one of our hosts would be pulled in to do play-by-play, but we never had that identifiable brand. Now hosts can say “we’re going to bring in Jon Lunceford from Jox Preps to talk about National Signing Day and don’t forget the podcast is on the website”.
We do that all the time now too with the Jox Entertainment Crew where one of the hosts of that show is also a producer on The Roundtable, so they put him on or bring me in to talk about the new movies, and it turns into them making fun of us, but they plug the podcast and it makes for a good segment. When Wrestlemania comes around, I am sure we will do the same thing with the wrestling podcast. It’s not something you’d dedicate a ton of on air time do, but there are enough of our listeners that care.
DR: Is there an offseason when it comes to college football? Is there ever a time of year SEC football’s biggest storyline won’t be in that 1A block for you guys?
JL: Well, we’re done with signing day, so I think we’re kinda in the offseason here now and that will probably stretch to the NFL Draft.
DR: You live there, so you would know better than me, but this is the time of year where we gossip about transfers, so in that way it never really seems like it is out of Birmingham’s purview.
JL: Well, right. It’s never gone, but I will say, this year more than other years, basketball has really jumped up into that top spot. I mean, Alabama and Auburn, it’s not like one team happened. They both happen to be pretty good. [Auburn coach] Bruce Pearl and [Alabama coach] Avery Johnson are both big names and they give great sound bites.
We’re still going to talk about transfers and assistants moving around, but like tonight we have the Olympics on. Black Panther opens tomorrow. Both Bama and Auburn play Kentucky this week. It’s nice to say “maybe college football can move to the second hour tonight.”
DR: What is Birmingham’s appetite for those national stories? You guys always do big numbers for the NBA Finals. There are fans of more than just the SEC there obviously.
JL: No doubt. Look, Birmingham is a sports town. Even without the major franchises, you put a big event on, and there are a lot of people here glued to their TVs for it. The appetite for the NBA keeps growing here. We had a crazy offseason and trade deadline, and moves always interest people, but I have noticed less comments about it being a two team league from our listeners. People take note of LeBron news when we talk about it.
We have a lot of people here invested in the Celtics because Brad Stevens recruited a couple of Birmingham kids for those two Butler teams that made the Final Four. The Nashville Predators being so good and making the Stanley Cup Finals last year got a lot of people interested in the NHL here for a minute.
Then you’ve got Daytona starting up, and there are a lot of racing fans here. Talladega races are major cultural events in Alabama. So we try to be broad in understanding what is going on and understanding what our listeners want to talk about.
DR: When it comes to the SEC, how much does news about teams not named Alabama and Auburn make it on to Jox Primetime?
JL: A lot of people are interested in Georgia now, since they just played for the championship and then killed it on signing day. Plus, a former Bama coach is their coach. People are interested in Tennessee with another Bama assistant coaching there now. People are interested in if Dan Mullen can save Florida.
I think with football, people watch and follow teams because so much can tie back to Tuscaloosa. With basketball, it all started last year with South Carolina. That was a really fun story with them making it to the Final Four. And now all of a sudden Alabama is good, and Auburn is good, and Kentucky, this team everyone has known as unbeatable for so long is behind both of them in the SEC standings. People want to know how that happened.
Any SEC game Birmingham will probably be in the top 3 in the ratings. Well, any major game or event anyway. People love Alabama and Auburn and I think they are taking a bigger interest now in what the competition looks like in football, basketball and even baseball and softball.
DR: Because there are these loyalties that span generations for Alabama and Auburn, and a wider interest in the conference as a whole now, how much can you talk about UAB? Last year they brought their football program back. It was this national darling of a story, but locally, if you’re looking at a generic programming clock, how much do you feel like you can talk about UAB before you’ve lost the average listener’s attention?
JL: This year and next year are going to be different from each other and different from any previous year. There was probably more UAB talk on our station than before with them bringing the program back and becoming pretty good.
My co-host is a UAB grad. I went to Birmingham Southern, which is a small school here where I played football. I’m not saying we try to force small school stuff on to the air. We are just conscious of the fact that these other schools are out there and deserve to be talked about.
I look at it like this. Alabama and Auburn are always going to be tops, but what else is there in Birmingham that listeners can get invested in? UAB football is something the city was invested in. We know that a lot of that is hype that is going to go away next year. When you only have a two hour or some nights one hour show, you have to go in knowing UAB comes third.
We want to know what is going on with UAB and the other FBS teams in Alabama (Troy and South Alabama), but in terms of listener interest, it is Alabama first, Auburn second, and UAB third. And the other schools even further behind that.
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.