Chiney Ogwumike Never Wanted To Do Just 1 Thing
“The first lesson I learned at ESPN, is that you have to be authentically yourself, because as humans we can tell when we are bottled up or we are not showing our entire selves.”
As ESPN prepares for the August 17th launch of their new national radio slate, we have had a chance to familiarize ourselves with the talent and time slots for each show. The sheer amount of talent and depth on their roster is truly astounding. Demetri Ravanos spoke with Jay Williams, Brandon Contes spoke with Keyshawn Johnson, and I had the privilege of speaking with Chiney Ogwumike, host of Chiney and Golic Jr, on the opportunity, her future in the WNBA, and being part of a team that is shattering the backboard and glass ceiling for athletes and broadcasters, as they have become ‘the first’ in many respects.
ESPN’s Senior Vice President of Production David Roberts spoke on the duo. “They are relevant, youthful, energetic and committed to being the very best. Chiney is the first African-American woman on network sports talk radio Monday-Friday in the country. It’s a testament to her talent and unlimited potential.“
Chrissy Paradis: There is definitely this stereotype that exists as well that females aren’t helpful to one another or they can’t be a resource in a competitive industry. I’m like, that could not be like any further from the truth. Because, who doesn’t want for another female to succeed in a business setting?
Chiney Ogwumike: Big facts. And that hasn’t been my experience I just think until we have Enough numbers to tell that story, then that will change. We’ll do it one by one, right?
CP: Right! And, it’s interesting because you and I have a lot in common already, I know that you are a big Annalise Keating / How To Get Away With Murder fan…
CO: Oh my gosh. Don’t even play me right now—
CP: I struggle with if I could just hang out with Olivia Pope or Annalise Keating for a day, who would it be and I go back and forth. And when I was looking online and saw Viola Davis (who plays Annalise Keating on How To Get Away With Murder) followed you, I was thinking, ‘Okay, this interview was meant to be!’ When they did the crossover episodes. I think that Annalise did get that TKO in..
CO: Yes! Yes! The funny thing is that I used to tweet so much about Scandal, I was a live tweeter. I feel like, that, to me, was the biggest follow I’ve ever had on social media. I went nuts.
CP: And that actually is one of my questions, which three powerful, boss women, would you like to spend a day with, Viola Davis being one? Are there two others you’d like to add?
CO: Let’s see, the people that I’d love to hang out with. One is, obviously Viola Davis, and two, Naomi Campbell. Three, Beyoncé.
CP: That is a lot of talent and power in one room! I did want to start out with something serious. I was on your Instagram. The first feature piece that you had worked on with ESPN was the Breonna Taylor piece. What did and does that opportunity mean to you?
CO: Yeah, I think for me it was my first opportunity to provide a voice, for those who have been overlooked.
And I think it’s not just women, especially in sports, but black women in sports, and those women I know because I play in the WNBA. So, as we we’re coming to return to sports in the middle of these pandemics with coronavirus and racism and everything that is happening in society; by nature of my not playing the season because of my medical history, meaning my injuries, not having enough of a runway to play, I didn’t want to put my body in unnecessary risk after overcoming these injuries.
My first opportunity within the company was to help story-tell the league that was returning—basketball is back and the women came back first. The WNBA! But, this is the message that they want to show by playing, this is what they are feeling through their communities. And for me, I was moreso a vessel. I was sharing the mic with people that I love and care about that made a courageous decision to go into the bubble and leave their families and to, possibly leave the safety and security of their homes to do this. So, that’s where the genesis of this piece came from.
I thought that I was going to be in the bubble, playing with my sister but my own personal choice was supported by my team and coaches and organization. And I’m so lucky that my own personal choice, sort of created an opportunity for me to highlight them in a way that probably wouldn’t have happened if I were in the bubble.
The piece is celebrating the women of the WNBA who have been doing this, even though people do not know that. This is their purpose in the middle of this moment. I was just lucky and fortunate to be put in a position to execute that with ESPN.
CP: It’s a message that is so powerful. And you’ve done great work in bringing awareness to social issues, injustice, voting awareness. It seems that you are as transparent and genuine on air as you are off air. What is your process and school of thought on preparation?
CO: The first lesson I learned at ESPN, is that you have to be authentically yourself, because as humans we can tell when we are bottled up or we are not showing our entire selves. So number one, is me being authentic and speaking on the things that I care about passionately, authentically.
And then secondly, it’s about relationships. I think it’s all about relationships. The beauty of me getting this opportunity, is that I know about a lot of stories that are hidden in plain sight. Because I’ve been hidden in plain sight. I’m the 6’3 black woman that would pace the halls at ESPN—
CP: You’re selling yourself short, right now!
CO: Ahh, I know, I honestly would run from hit to hit just trying to get everything done! So, a lot of people, they knew me but they didn’t know my grind. My process is: preparation, being myself authentically, because if you’re not you can tell it and people know it, and then lastly, it’s speaking to the relationships that you know, and that you’re passionate about.
I think by nature of me having this opportunity at such a young age, and having a new perspective, I didn’t realize I when I said yes to this opportunity, I was the first black woman in this category or the first WNBA Player in this category with a national ESPN Radio show. I think the idea is that by being in the room, we’re now seeing what was hidden.
And that’s not just me, that’s my perspective that could create new stories that can come to the light. So, when I go into interviews, I know that we’re doing something special because we’re doing something different than what was before. We’re creating a new platform for others, like me to hopefully follow too. So, I think it’s all about authenticity and preparation and then, it’s just storytelling, from your real life experiences.
CP: I wrote down a tweet of yours during The Last Dance, ‘Every success requires sacrifice. Every win takes failure. Every star shines brightest in the dark.’
I enjoyed the reaction videos you made about the series because you do have so much to contribute in that you’re an expert in both arenas.
What advice would you have for young people, young women trying to break into the sports media industry that feel like they’re facing obstacles?
CO: Women, I understand the obstacles, because as much as there are obstacles for everyone, there are added obstacles for women because we are questioned on our opinion, especially in sports. It’s not limited to just one group of people or one gender of people, I think, the way I like to discuss these challenges is that now, we’re all in a special point in society where we have been forced to stop and to look at one another and to humanize one another, not just care about ourselves, our pastoral vision, and not just look at our phones, do our jobs, go home and not worry about your impact.
Now, we are all thinking about, and have time to breathe and digest the impacts that we have with words, with actions; and not just on ourselves but on our neighbors, our friends, our family and even the strangers that we meet in our day to day encounters.
I think one thing we realized is everyone in life has challenges. No matter how much you have or what you look like there are going to be challenges. If you aspire to do something more, because we’re all a part of this new rising generation, this millennial generation, where we’re not following in the exact footsteps of those who came before us, we are creating our own path.
Before, the ladder of success used to be ‘alright, for you to be successful you have to go to high school to go to college, and then you have to go to graduate school. You have to wait for your time and get tenure to get the opportunity. We’re in this technological generation, where we can fast track our own success based on our own creative genius.
You can create an app, or you can start a company, while you’re working at those steps on the ladder to get somewhere. You can have a hustle and also a side hustle, not realizing that your side hustle helps your main hustle. Through working and creating a platform, whether it’s academics being your main hustle, now having that platform helps your side hustle be even more successful.
So, for a lot of people that feel like these challenges are too much, understand that we’re in a generation where we aren’t doing things the same way. We are creatively finding ways to build our own cultural impact, our own financial impact, our own societal impact. And we’re not alone, there are so many. We’re the generation of the doers and the changers, the not ‘staying on autopilot’ type of generation.
Whether you’re a black woman, a white woman or whether you’re a man or a woman or however you identify as, every obstacle will be tough but everything can be achieved by seeing that you’re capable and finding allies that can help you enhance that. So that’s always been my message. Like through me doing the hard stuff, hopefully it will create an opportunity for an executive to say ‘oh she can do it. I’m gonna hire a whole slew more’. And now that I know what’s possible, we can open the door for so many others. And it’s not just one person, one look, one kind, it is all of us that are capable of doing things differently and creating change in real time, not just waiting for it to happen.
CP: As it does come back to authenticity and relationships, how is your relationship with Golic Jr. and what do you like the most about Mike’s style?
CO: I love everything about him, you can never let him know that though. I love everything about him. I love his family and I love how he treats people and I think that’s why I feel so great about this partnership. We are very similar.
We were the most different looking human beings, right? We’re opposites, but I think where we are friends is that we are the same in everything that matters and that’s where society is now.
We come from big loud boisterous, groundbreaking families. We both play sports; his football, mine basketball. We both care about having intellectual discussions, but also being authentically ourselves, as we are both millennials, in this generation. So, It’s a seamless partnership, it’s the seamless introduction of a new team and a new show. I think what people have seen, especially with Golic & Wingo’s last show, is that he has such a big heart.
He focuses on everything that matters and then uses sports to bring it all together. That’s what he learned from his father, his mother and his siblings. Who wouldn’t want to be a part of that family? That’s why I’m really thrilled to work with him and I’m the lucky one because I have someone who I know is going to be my family in this.
There are not many people in this business that you will wake up at three in the morning to drive to get there at four to do a radio show with. You have to actually really like someone to their core to agree to do that. But for him, I would do that because there was something about him that I just really, really loved.
I think that everyone has seen that with his father and how we’re saluting his Hall of Fame career. I think now Junior’s going to step into his own shoes and show people his own impact and I’m so excited to have a front row seat, courtside to see all of that happen.
CP: I feel like Golic Jr. is the person you want on your team. He is the person who truly wants you to honor what is important to you, and still you can lean on him for advice or help. It seems like this makes for a very symbiotic relationship and very helpful dynamic should you resume playing basketball again?
CO: The cool thing about ESPN is that in this show, in this pair, you have two former athletes, right? And the cool thing ESPN, I think with me, took a unique role because I was doing both and they haven’t really had many people—I don’t know if there are many people that actually play and broadcast at the same time.
So, I think they saw it as an opportunity where we could have some really cool engagement and experiences. By playing, I’m around players in the WNBA and NBA. That allows me to say one thing on air and then get hit up by a player that’s been listening. The next thing you know that player is accessible to coming on air.
Between my relationships as a current athlete and his understanding of that, and ESPN’s valuing of that, it allows the show to be whatever we want to make of it and be creative in how we do it.
And the beauty of the WNBA, is that it’s during the summer so you know if the choice comes towards her to play during our show time, there can be creative solutions to anything.
I think even so much so that Jr. will probably be cool coming to LA to do a show and I would be cool to come into Connecticut. It’s all been very versatile, very mobile, very open minded because I think the realization has been that no one is a ‘one trick pony’ anymore. If we can figure out different ways to do different things, especially with these young people that are unashamed to try new things, why not experiment and see what happens? I think that’s where Junior‘s at in supporting me, where I’m at in supporting him and where the company’s at in supporting us.
CP: I appreciate you taking the time to speak with me. Congratulations! Can’t wait for the debut.
Mike Golic Jr. has a response to the same question I asked Chiney, in case you were wondering about the drive, respect and connection the partners share approaching the launch. Here is what he said about Chiney Ogwumike:
“As far as Chiney and I’s relationship, we are genuine friends which is such a cool thing to say about a person you’re getting to work with. So often you forge those relationships as shows get going and start growing. We’ve been friends off-air since she started at the company. Being peers age-wise helps that a lot, but we have so many similar interests in music, shoes and life. And what’s even cooler is we’ve been able to translate that friendship on-air in a way that isn’t always easy to do. She’s a blast to work with, has such great instincts and throws 100% of herself into this,” Golic Jr shared.
“My expectations for us as a team are to bring locker room conversations that we’ve both been a part of to the national stage. We have a unique background where both hosts on a show have a backgrounds in high level athletics. It’s going to be a fun, high energy shot of life for your car ride home. We can’t wait to get everyone involved from our friends, to the biggest names in sports, and everyone listening at home or in the car.”
It is incredibly rare to be a true fan of any show, from it’s inception. I feel incredibly lucky to have the opportunity to be a OG/CG fan with so many others who have been eagerly anticipating the unstoppable and incredibly dynamic duo of Chiney & Golic Jr.
Chrissy Paradis is a BNM columnist and veteran sports radio producer. She’s worked in Las Vegas, Washington DC, Raleigh and Hartford helping personalities such as Rob Dibble, Tim Brando, Steve Cofield, Adam Gold and Joe Ovies. You can contact her on Twitter @ChrissyParadis or by email at Chrissy.Paradis@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.