Let The Games Begin…And The Chaos Continue
“Brady busts, Belichick smirks, LeBron smells glory, and L.A. launches a spaceship — but as Covid rattles college football and MLB, why is Fox downplaying the national anthem protests so paramount to NFL peace?”
It’s almost amusing now, the way sports is smothering us with sensory overload. America’s archivists are occupied by more pressing matters, but as they record the gnarly story of 2020, they’ll marvel at how this collective blur — football, basketball, baseball, hockey, tennis, golf, soccer, cornhole — has done what this country still hasn’t done: Figure it all out and make something palatable from the abnormal.
We saw Tom Brady lose to Drew Brees AND Cam Newton on the same Sunday, as Bill Belichick grinned and hawked Subway sandwiches. We saw Aaron Rodgers flip the script and Cleveland flip the bird at Baker Mayfield, while Lamar Jackson and Russell Wilson carried on. We saw LeBron James reach another conference final and the Clippers again clutch their throats. We saw Joe Burrow’s heartbreaking debut and the opening of a futuristic but barren $6-billion palace in Los Angeles, down the street from homeless encampments amid unbreathable air choked with wildfire ash.
We saw Alec Mills pitch a no-hitter weeks after Lucas Giolito did the same, which must be a sign of what could happen only during a pandemic: a Cubs-White Sox World Series. We saw Dodgers fans gather on Vin Scully Avenue and greet the Astros’ buses with trash cans, Joe Kelly pouty faces and other references to the electronic sign-stealing scandal. We saw two grown men ejected from the NBA Bubble, one the trash-talking brother of Rajon Rondo and the other for inviting a female COVID-19 tester to his hotel room. We saw Naomi Osaka take over women’s tennis while wearing names of Black shooting victims on her face masks.
And we saw almost no fans in the endless slabs of empty seats, hearing nothing but echoes and canned noise that only reminded us of the force-fed greed and frivolousness of it all.
They want us to think this is sports utopia, a heavenly convergence of seasons and events unprecedented on Planet Earth. In truth, it’s part of our ongoing dystopia. And there was no more glaring example Sunday than how the leagues and certain TV networks, with a collective conscience of zero, tried to pretend that two persistent viruses don’t exist.
Racial injustice? The NFL already is facing protest-related upheaval, a division between teams that don’t buy into the league’s sudden embrace of social reform and others that dutifully line up on the sideline and stand for “The Star-Spangled Banner.’’ A pattern is developing — some teams boycott the national anthem by remaining in the locker room; some teams are split between players who kneel, stand or sit on the sideline; some teams stand united with no one kneeling; and some teams link arms and stand together, not just for the national anthem but the traditional Black anthem, “Lift Ev’ry Voice And Sing.’’ It’s a potential powder keg when the Patriots, coached by military man Belichick, have no players kneeling while the Dolphins, led by Black head coach Brian Flores, are in the locker room. Or when the Packers stay in the locker room while the Vikings are split — some standing, some kneeling — as nine members of George Floyd’s family watch from a stadium concourse in Minneapolis. Or when the Texans remain in the locker room while Patrick Mahomes, Face of the League, stands with the Chiefs as only one teammate kneels.
This divergence happened throughout the league and won’t be ending soon. I am not an advocate of keeping score on how people protest, but I know a sitting President who does just that, sadly making this a story. And I know an unemployed quarterback already disgusted by it all, with Colin Kaepernick tweeting Sunday that “the NFL runs propaganda about how they care about Black Life.’’
So why wouldn’t we notice every display? The Jaguars remained in their locker room while Colts head coach Frank Reich was the lone man kneeling on his sideline, as all his players stood. Mayfield, who had vowed to kneel, decided to stand, while Myles Garrett joined two other Browns players in kneeling. The Bills and Jets both stayed in their locker rooms in Buffalo, while the Falcons and Seahawks took a collective knee for the opening kick in Atlanta. The Cardinals stayed inside while the 49ers mostly stood. In Baltimore, Jackson kneeled while coach John Harbaugh stood. Carolina’s Teddy Bridgewater kneeled. All of which were powerful scenes that feed directly into America’s noxious pre-election climate, creating the disunity desired by President Trump and no doubt causing heightened tensions in a league in which 70 percent of the players are Black. I’d like to think each player would respect the decisions of others, but once Trump gleefully weighs in about the small percentage of kneelers — and early TV ratings declines — yes, there will be Players Association backlash and hard feelings that lead to … God, who knows what?
“We don’t need another publicity parade, so we’ll just stay inside until it’s time to play the game,’’ Dolphins players said.
“Our intent is to bring attention to the issue of systemic racism and the injustice therein. We wanted to demonstrate a symbolic gesture of how we believe meaningful change happens,’’ the Colts said of Reich’s solo display. “(Kneeling) is not a posture of defiance but rather one of humility — taken by the White community — to acknowledge the injustice and inequality that is present and to find courage and resolve to make the changes needed.’’
“I have been showed that a gesture such as kneeling will only create more division or discussion about the gesture,’’ tweeted Mayfield, “rather than be a solution toward our country’s problems at hand.’’
The differing approaches were as complicated as racism itself. Not that you’d have known if depending on the Week 1 TV coverage. For a historic matchup of all-time quarterbacks, on what Fox Sports called “America’s Game of the Week,’’ the network didn’t bother showing the live anthem scenes in New Orleans. Wasn’t it important to see if Brees — who drew a firestorm of offseason criticism when he condemned sideline kneeling as a form of “disrespecting the flag’’ — chose to stand or kneel? And what would Brady do as a Trump associate? The only way of knowing was via news reports: Buccaneers and Saints players all stood during the anthem, and Malcolm Jenkins the only New Orleans player not on the field.
Where was Fox? The network showed the Vikings during the national anthem — and responded with broadcast-booth silence, saying nothing about the Vikings or Packers. Given the presence of Floyd’s family, wasn’t the scene worth commentary from Chris Myers and the crew at U.S. Bank Stadium? Or is this a hint that Fox — and, by extension, the NFL — will cowardly stick to football after NBC’s Cris Collinsworth at least addressed the racial tension before kickoff Thursday night? CBS was responsible in showing the Dolphins’ no-show and how the Bengals and Chargers linked arms for the anthem, with requisite booth and sideline commentary. And NBC got it right Sunday night, showing about a dozen Rams kneeling as quarterback Jared Goff stood, and, with owner Jerry Jones placing a hand over his heart, Dallas players standing at attention except for nose tackle Dontari Poe, who kept his vow to kneel. But naturally, the NFL Network loaded up the day with game highlights and little protest footage.
I bring this up not because Americans should be inundated by activism, but because players demanded that the league and TV partners cover the Black Lives Matter movement consistently — and not quickly turn away when audience segments are offended, as seen late in the Kaepernick movement. If players don’t trust the motives of commissioner Roger Goodell, the first evidence is how the networks handle the story. So far, the coverage is erratic.
And the coronavirus? What coronavirus? College football and Major League Baseball resumed shameless money grabs, despite a relentless flurry of positive tests that ignore health risks and already have turned seasons into mayhem. In a disturbing contradiction, Big Ten presidents were meeting to discuss a return to football as Michigan State, a member institution, was asking the entire student body to self-quarantine for 14 days. All while Oklahoma coach Lincoln Riley was making a mockery of Covid, saying he wouldn’t be forthright about positive tests heading into a game. “Just like we would with an injury, we made the decision not to broadcast that,’’ Riley actually said. “You don’t want to give your team a competitive disadvantage.’’ So let’s just conceal an infectious disease in the name of winning a football game! Boomer Sooner!
After a thrashing of Missouri State, Riley said the game nearly was postponed because, yep, his team was hit with a torrent of Covid cases, sidelining the starting running back and All-America kicker and leaving his offensive line in disarray. “It hung in the balance for a little bit, but we were able to do it,” Riley said after the 48-0 win. “Thankfully, we were able to.’’
Thankfully? Anyone concerned about the players, their families, their grandparents? How positive tests will contribute to more virus spreads on campuses, the current scourge of American academia? Across the sport, teams have Covid issues: Clemson was without three starters in beating Wake Forest … five Auburn starters have the virus … several games were postponed … and the ACC said it will scrap the season if at least eight of its 15 teams aren’t available to play, which likely would cause the SEC and Big 12 to fall into lockstep and shut down the College Football Playoff. Why are they even playing football when campuses are the nation’s hottest virus spots? “This is not a time when you can state with any sort of veracity that you’re going to play all your games,’’ Big 12 commissioner Bob Bowlsby admitted. “We could find ourselves in the same situation that the Big Ten and the Pac-12 are in later in the season. I’m not prepared to have any bravado about it whatsoever.”
Baseball never should have attempted a season. The Covid interruptions have made the games unwatchable, stripping an already dawdling sport of all continuity and interest. MLB Is in a shameful race to claim $1 billion in TV revenue if a postseason somehow is completed. But now players are balking at commissioner Rob Manfred’s proposal to utilize Bubbles in the playoffs, in Texas and southern California, wondering why qualifying teams would have to quarantine for a week and force players to separate from their families. The answer is as obvious as a swab up the nose: The NBA and NHL have succeeded in keeping Covid out of restrictive environments; baseball has failed miserably so far outside a Bubble. Yet the pushback is considerable, especially from teams that have been Covid-free. “You’re asking us to choose between our families and the playoffs?” Justin Turner, the Dodgers’ union rep, told The Athletic. “That’s a stupid question, especially when we’ve played however many successful games this season. Obviously, there were two blips early on (Marlins and Cardinals), but it was out of poor choices by individuals. Other than that, it has been a pretty successful season. Why change all the protocols now?’’
Is he really asking that question? Unlike a regular season in which a team’s games could be paused for days or weeks after an outbreak, one positive test makes a mess of a postseason that can’t afford hiccups.
Still, from Saturday morning through Sunday night, America managed to feel awake again, if not close to completely alive. This is the September buffet we’d heard about but never thought would happen, the full-blown resumption of sports that I railed against all summer. There’s still nothing remotely prudent about it, and if athletes who dare to play amid Covid are fighting significant medical effects years from now, please remember how I damned the leagues and networks that prioritized wealth over health. Billions of dollars breed corruption, and as we absorb Riley’s comments, tell me: Do you trust any people in power to be transparent when they can hide behind privacy laws or just openly lie? `As the NBA and NHL approach final rounds and MLB stumbles toward October, beware of such fakery.
It’s impossible to ignore the swirling convergence of crazy activity. The games are on TV around the clock, which gives the industry a chance to remind us “why we love sports,’’ as ESPN says. The surreal events of 2020 also mean people might not care about sports as much as they once did. They can watch, as a diversion, but can you really pull on a replica jersey when you’re trying to stay employed, pay a mortgage, educate your kids online and avoid the virus? I’ll be anxious to monitor the ratings. More sports are live in a single timeframe than ever before, yet even with a lack of original programming choices, who’s to say people will flock back to sports? The Jaguars, the only NFL team to allow fans Sunday, made 16,800 tickets available.
Only 14,100 showed up.
The games and individual performances still need to move and inspire us. Front and center were Brady and James, as they’ve been since the start of the millennium, creating new chapters in epic careers. James and the Lakers become the favorites to win the NBA title, resting as the hallway-rival Clippers crack as usual under pressure. Giannis is gone. Kawhi might be next. After all this time in confinement, think LeBron isn’t smelling the weirdest championship of his or any other lifetime?
“I understand the Laker faithful and what they felt or were going through over the last decade of not being in the postseason, or not competing for championships,” James said. “I took that responsibility as well. I’m happy I’m able to do a little bit and be a part of it.’’ Notice his humility when he’s in control.
Brady will be happy to survive his 44th year on Earth in one piece. He threw two interceptions, fumbled once and was sacked three times in a 34-23 loss to the Saints, and already, we hear Camp Belichick declaring victory — Brady was the product of the New England system and needed Belichick more than vice versa. It’s too early for all that, but so far, Newton — mobility! — owns one more victory in 2020 than the toast of Tompa Bay.
One of Brady’s picks went for a touchdown. The Bucs could have kept James Winston to do that. And if Brady thought Belichick was gruff at times, his new coach, Bruce Arians, blamed him for both interceptions.
“Poor execution. I made some bad, terrible turnovers,’’ Brady said. “I’ve obviously got to do a lot better job. There’s no excuses. We’ve got to clean that up for next week.’’
And we’ll see him, at home against Carolina, on Fox.
The same can’t be said for the anthem, which, at the moment, is much more important to the national condition than Tom Brady’s arm strength.
Jay Mariotti, called “the most impacting Chicago sportswriter of the past quarter-century,’’ writes a weekly media column for Barrett Sports Media and regular sports columns for Substack while appearing on some of the 1,678,498 podcasts in production today. He’s an accomplished columnist, TV panelist and radio talk host. Living in Los Angeles, he gravitated by osmosis to film projects. Compensation for this column is donated to the Chicago Sun-Times Charity Trust.
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.