Jonathan Zaslow Is No Longer A Caveman
“I never would have been that guy who was not only listening to a female in sports radio, but preferring to do a show with a female. I used to be a caveman. I’ve definitely evolved.”
Everybody in sports radio has to start somewhere. Often times it’s in a small town like Sioux Falls or Poughkeepsie. There aren’t many hosts that get their start in a top-15 market without having to relocate. Jonathan Zaslow of WQAM in Miami is one of the lucky ones in this regard. He didn’t have to pack his bags for a market in the hundreds. He was able to get his foot in the door at home and talk about the teams he rooted for growing up.
Zaslow has made the most of his opportunities. He’s had a successful run in sports radio and has worked with big names like Joy Taylor, Amber Wilson, and Boog Scambi. Zaslow has also covered Miami Heat basketball for the past 12 years and would love to get more play-by-play opportunities in the future. We talk about what Zaslow has learned most from Joy and Amber, how Stugotz played an important role in his career, and how he has evolved from a self-described caveman. Enjoy!
Brian Noe: Where are you originally from?
Jonathan Zaslow: South Florida is my hometown. I grew up in North Miami Beach and the only time really that I ever left was when I went to school. I went to the University of Florida, but I’m a Miami guy. Most people who want to do sports radio, they want to be a sports radio talk show host; I wanted to be a sports radio talk show host in Miami. So I really limited the playing field as far as what I wanted to do. I just felt like I wanted to be able to be passionate and root for the teams that I grew up rooting for while talking about them every day and with the same type of people who were just like me listening growing up. I’m from here and I guess you never say never, but I don’t have any plans on leaving.
BN: What was it like for you to initially get started in sports radio when you specifically wanted to be in South Florida?
JZ: I got really, really lucky and my path is not one to try and be replicated. I used my last semester at the University of Florida to do an internship down here at the local NBC affiliate in Miramar. Luckily, this was unbeknownst to me, in September of that year right at the end of my summer internship, a brand new radio station was starting up down here, 790 The Ticket. They were starting up to challenge the incumbent WQAM. They had some money behind them and it was for real.
The lead sports anchor at the NBC affiliate was Joe Rose who had been the longtime morning host at 560 and was leaving 560 to be the new morning host at the startup 790 The Ticket. At the end of my internship he said to me hey, you’re looking for a job? Call this guy. This guy, whose name he writes down on a piece of paper, Jon Weiner, I call up the next day. I later on found out okay, Jon Weiner is Stugotz. Stugotz from the Dan Le Batard Show was the general manager of this new startup station. That got my foot in the door.
I was doing all the grunt work of course. I was 23 years old. It also gave me the opportunity where it’s a brand new station and they’re just putting people on the air on weekends. Yeah, I’ll do that shift. I’ve never done it before, I’ll do it. I was in a place where I got to do my first sports talk shows, instead of like in Des Moines where I probably should have been doing them, I was doing them in Miami in the No. 13 overall market in the country where I grew up. I already had a wealth of knowledge about all of these teams. I got my foot in the door, really lucky.
BN: Did it take long for you to get a weekday opportunity?
JZ: While I was doing these weekend shifts I was the weekday producer for the Boog Sciambi Show. Boog of course now is the television man for the Cubs, ESPN, all of that. He was the midday host here. He and I became very close and we’re still very close. We had great chemistry together. He was using me on air a lot. That was helping me kind of find my voice a little bit, also get the audience used to who I am. Then eventually Boog left full-time for the Atlanta Braves. That was probably in ‘07. A slot opened up and I ended up taking over weeknights. I was on 7-10 p.m. Probably about three years in, I was now full-time Monday through Friday 7-10 p.m.
BN: How long were you with The Ticket altogether?
JZ: Our parent company is Audacy. They were rivals for many, many years and then eventually they merged and Audacy has both stations. I was moved about two months ago from 790 The Ticket to 560 WQAM. I was the last remaining original employee of 790 The Ticket. I started with 790 in September of ‘04 several days before they actually launched. Until a couple of months ago, I was always able to say I’m the only remaining original employee — still the longest employee, I was there for 17 years — but I was the last one.
We’re two doors down. People ask me what’s it like, you’re now on 560 WQAM. I’m like yeah, I’m just doing my show. It’s in the same building and I’m just two studios down. It’s really no different for me. But all those years where I would be on the air and I would say, ‘I’m 790 ‘til I die. I’m the only original employee still here. I’m not going anywhere.’ And now I’m on 560.
BN: [Laughs] That’s funny, man. How would you describe what it was like to do a show with Joy Taylor and what it was like to do a show with Amber Wilson?
JZ: Really different. The two of them were really, really different. I love them both to this day very much, but really different. With Joy, Joy and I were doing the show together at a really interesting time for both of us. That worked out in both of our favor. What I mean by that is we were both still really young at the time and trying to get a foothold into this career if you will. We were in on the grind. If it didn’t work out, I don’t know what else I’m doing. And if it didn’t work out for her, she doesn’t know what else she’s doing. We were in it to win it. I knew that she was in that foxhole with me and we are working hard together. That was great. I knew that I could count on her and she the same with me. She’s also a very big personality.
The big difference with Amber is she’s so smart. She is like really, really smart. Joy could do some characters and she could be very over-the-top; Amber is herself. She’s super opinionated, but also coming at it from a really, really intelligent place. She made the show a lot smarter. That’s for sure. She was also really good at poking fun of herself. Amber was really playful. Joy was also, but I would say the main difference was Joy and I were at a unique place in both of our careers and Amber was bringing a really super intelligence quotient to the show that it probably did not have before. Not that it didn’t have it from Joy, it didn’t have it from me.
BN: What would you say are some important things that you’ve learned from any of the on-air partners you’ve had?
JZ: I think probably what I learned from working with Amber, I definitely learned how to listen better. That’s for sure. Not everything that comes out of my mouth is the most important thing. I definitely learned how to listen more because she’s really smart and I was able to lean on her with stuff like that. She was going to be able to express maybe what both of us are thinking a lot better than I was going to. She was really good at that kind of stuff, at explaining serious topics with the audience. I definitely learned how to listen a lot better with her.
What I learned by working with Joy, I think I understood how to make sure that it’s good to bring in the personal stuff. When I was doing shows on my own from 7-10, I was doing a hardcore sports show. Nothing personal was coming on. I didn’t know if that was the way to go. I was like all right, well we’re a sports station so let me just stick with sports. With Joy, I really learned how to get all the personal stuff on the air because she was really good at busting my balls and getting on me. I think that’s probably what I learned from her the most.
BN: The lasting influence from Le Batard and his style in Miami, does the town still feel it to this day?
JZ: Yeah, it’s a major imprint because when it was just 560 WQAM, you had that old guard. It was a much older host. We’re talking about Hank Goldberg, Jim Mandich, Jeff DeForrest, guys who are legends down here, but obviously a little bit older than certainly, I was at the time. It was very hardcore sports and it was a Dolphins town. You got to talk Dolphins. Hurricanes, Dolphins.
Then when 790 started up, the whole idea was they’re going to be younger, they’re going to be hipper, and they’re going to do things differently. The station was centered around Le Batard. He was the original afternoon host and he was all about challenging the way that sports radio operates. All of it. And not just sports radio, but challenging sports media and the way that we cover these teams and the way that we think.
I think most of all what had probably the most effect on me was also we don’t have to do this hardcore sports show. We can totally just have fun and that plays in Miami. We’re not New York, we’re not Philly, we’re not Boston. We get busted on for not having hardcore fans here. That’s bullshit. We have incredibly hardcore fans. I’m one of them. There just aren’t enough of them that are like that. The way that you bring in everybody is you’ve got to add a little bit of fun to it and do all the laughing.
I do plenty of shows where most of the show is not sports-related and I’m just having fun. I’m talking about either movies or music or I’m talking about pro wrestling because I love pro wrestling. I would never have done that at the start until I realized okay, this is something that works down here. That I think it’s a permanent imprint that Le Batard had on the sports radio scene here.
BN: What’s the deal in Florida with sports gambling basically being a go, and now it’s not; what impact has that had on fans and also business?
JZ: It’s a go in regards to sports radio and our show. I’ve always been big into sports gambling. I just checked my Hard Rock app yesterday and it works. The Seminole Hard Rock here in Hollywood, that app works. It seems like they’re just kind of hey, we’re doing gambling now, it’s not legal in the state of Florida, but the Seminole Indian tribe, they’ve got their own — it’s complicated down here. That app seems to work, so I don’t know. I think we’re okay, but we’re not? I don’t know.
BN: [Laughs] It’s kind of like the way it was before it became legal. People gambled anyway, so that’s probably where it’s at in Florida, right?
JZ: Yeah, nothing has changed. The only thing that’s going to change is when it all becomes legitimately 100 percent legal. Otherwise, it’s still business as usual. Everybody either has their site or wherever they go. You’ve got the daily fantasy, all of it. And certainly, Audacy is heavily invested with their BetQL Network because it of course is legalized in a bunch of states, but Florida is not one of them yet. Soon.
BN: Being a huge fan of Pearl Jam, has that taught you anything as far as growing and aging with your sports radio audience?
JZ: You know, it’s funny. I’m a massive Pearl Jam fan and it’s funny because they are not the same band that they were 30 years ago. They have absolutely evolved. Their music does not sound the way that it did before. Certainly, they’ll do things today that their younger version would not have done or would have thought was cheap or maybe even a sellout-type move. In the same vein, I have completely evolved in the way that I do my shows as well.
I’m definitely the guy who would never have wanted to hear a female on sports radio. I never would’ve wanted it. I was definitely a caveman and I have evolved.
I love doing the show with a female. I loved doing the show with Joy Taylor. I loved doing the show with Amber Wilson. My goal is to eventually get back to that. If I do pick up a host again, I do want it to be a female. I think it’s important. I like the inclusivity. I like what a female brings to the show. I get along with females, I always have. I think it’s fun and I never would have been that guy who was not only listening to a female in sports radio, but preferring to do a show with a female. I used to be a caveman. I’ve definitely evolved.
BN: As far as the future goes, what’s something that you would like to accomplish or experience as you go forward?
JZ: I’ve done 12 years with the Miami Heat now on their pre, halftime, and post-game. I love it. That’s a dream come true for me. I grew up a massive Heat fan. They’ve always been the most important team down here to me as a kid. That’s a dream come true. I got the opportunity last year to fill in for the now-retired Mike Inglis. I did some play-by-play and I loved it. I’d like some more opportunities to do that. I think that’s the next thing.
As far as sports radio goes, I love doing local. I’m not going to say never, that I would never move on to something else, but I love doing local. I love Miami. I certainly don’t have any aspirations to do mornings again. I don’t think that stuff matters anymore as far as the time of day because everybody listens on digital, podcasts, you can rewind on the app. That stuff isn’t as important anymore. I love my time slot, but as far as doing extra stuff, I would like to continue doing some play-by-play. I’d also like to do a pro wrestling podcast or radio show. I’m pretty passionate about it, and I’d love to do something in that world.
BN: Is there anything you do to work on your play-by-play chops in case there is an opportunity for you?
JZ: Yeah, the way that I prepared for those games last year, I was recording games and then I would sit in my game room here and I would actually put on headsets just to kind of put myself in that place, and I would call the game. That’s when I kind of realized, I’m like alright. If I keep doing this, I think I might be good at this. It’s funny because a few years ago I was like I’d really like to practice, but if I show up to one of these Heat preseason games and I set up my equipment, Mike’s going to think I’m trying to take his job. I couldn’t do that. [Laughs] I could record games for sure and I could simulate the broadcast. It’s definitely a way to keep practicing.
BN: What’s something about play-by-play where after doing it you were like wow, I didn’t realize that part was going to be tricky?
JZ: That’s a good question. You know what, it seems like such a simple thing, but understanding when they call timeouts and when all the commercials come, that’s not something I ever would’ve thought about. And that stuff comes fast. You have to know all right, is this one of the breaks that we’re supposed to go to commercial here? On my radio show, I’ve got that in my head. I know exactly what I have to do, but here, all right they called timeout, oh the red light came on, that’s going to be a TV timeout. All right, so I’ve got to do this. That kind of stuff is not easy. And that happens fast.
BN: The impact on your body doing mornings for seven years versus middays. How do you explain what your body feels like now?
JZ: It really changed my life. They told me about two years ago that they’re moving me and Amber from mornings to middays. I was shocked of course because another thing I used to be able to hold onto was no one has ever done mornings in 790 The Ticket’s history longer than I did. That record still stands, seven years. I was a little bit shocked. Did we fail here in some regard? That was upsetting at first.
But then I started to think about it and wow, during Heat season, I don’t have to start thinking that if I fall asleep right now, I get a total of four and a half hours. Oh, now if I fall asleep, I get four hours. I don’t have to do that ever again. That weighed on me every night. People can tell you it’s an early wake-up but you’ll get used to it; there’s no getting used to it. You never, ever, ever get used to it. The 4 a.m. wake-up is 4 a.m. every single day. There’s no getting used to it. It’s changed my life.
BN: It’s funny because I think it’s something with sports radio hosts where they almost feel guilty, or have to hide the challenges of it because they’re not digging ditches.
JZ: Oh my God, I was explaining this one time. It was when I was doing the show with Amber Wilson and Brett Romberg. One morning I decided to talk about how tired I am after the show by 10 a.m. The listeners are like you got to be effing kidding me, Zaslow. You’re tired? I’m like it’s tiring. I’m talking for four straight hours and there’s no downtime. My brain is constantly spinning. I’m tired at the end of the four hours. People, they can’t grasp it. I am having fun. I’m not saying it’s not fun. But they can’t grasp the idea that you can still get tired doing a job that’s really fun.
Brian Noe is a columnist for BSM and an on-air host heard nationwide on FOX Sports Radio’s Countdown To Kickoff. Previous roles include stops in Portland, OR, Albany, NY and Fresno, CA. You can follow him on Twitter @TheNoeShow or email him at email@example.com.
Ian Rapoport Is Competing Against Everyone
“When I’m working, when I’m not working – my brain is still going on overdrive.”
The 2023 NFL Draft was a weekend filled with speculation, intrigue and musing among football fans and experts alike. After two quarterbacks were selected with the first two picks – 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 firstname.lastname@example.org or find him on Twitter @jeffcaves.
All Jason Timpf Needed Was A Moment of Clarity
“I didn’t know it until after I was hired, but they said they played my video for Colin and he knew right away that I could do this.”
There was once a time when Jason Timpf always included Colin Cowherd in his commute to work. As he made his morning drive to a sales job at Verizon, The Herd was appointment listening each morning for Timpf. The ex-college basketball player would marvel at Cowherd’s ability to make relatable references and break down all of the same basketball games he would watch the night before.
One of the unique things Timpf can remember from listening to The Herd during that time was Cowherd saying if FOX ever put someone in front of him, he could tell in five seconds if that individual had the skills to be a host. It was far from a hot take on the Lakers, but still a distinct moment that stuck with Timpf for many years. Little did he know at the time but Cowherd would soon give a five-second evaluation of Timpf’s career.
Jason Timpf was a late-bloomer in basketball. He played college hoops at an NAIA school in Utah, but not until his third year, after being a regular student the first two. After graduating, he pursued a basketball career overseas in India. However, after the league folded, he left the game for a normal job in the States.
There was a real desire for Timpf to get into the sports media business, but he was having difficulties finding the right fit. He wanted advice on the best way to start, but the tips he received just didn’t feel like the right initial path.
“I’d hear, hey, go bang on a radio station’s door and ask if you can work the soundboard,” said Timpf. “Or, try to go to a journalism school. Another big one that everyone was doing was the SB Nation blogs and FanSided blogs. I briefly tried to do that a little bit. But none of it was materializing the way that I had hoped.”
But then the lightbulb went off for Timpf and it happened during the middle of a podcast interview. In October of 2020, Jason Maples of Blue Wire reached out to Timpf to talk hoops on his podcast. It was in the middle of that interview when it all made sense. It felt exactly like the camaraderie he enjoyed with his old teammates and friends talking basketball. It was relaxed, fun and what he used to do for enjoyment. The perfect fit had just found Timpf organically.
“It was, ‘this is it,’” said Timpf. “‘This is how I want to do it.’ It was like a moment of clarity. Like, this is the way I want to talk about the game. Fortunately, I was working in real estate at the time, so I was super flexible, so I literally was just trying to fake it until I made it.”
While Timpf was grinding away on his new platform choice, he was constantly putting out his content on social media. For a handful of years, he had used Twitter as an outlet for basketball talk – not because he was trying to build his brand, but because it was his preferred method of sharing his takes during and after basketball games.
“My wife actually played basketball in college but she, like a lot of people, got out of it and was like, ‘actually I’m so sick of basketball, since it’s all I did growing up, that I’d rather not talk about it,’” laughed Timpf.
As Timpf had built up years of basketball takes on Twitter, he also built up followers. Not a crazy amount, but enough to have regular interactions with several basketball fans. He had no idea at the time, though he remembers occasionally interacting with him, but one of his followers in the beginning was Logan Swaim, who just happens to be Head of Content at The Volume.
Being such a huge fan of Cowherd, Timpf was absolutely familiar with The Volume, a company started by the FOX Sports Radio host. In fact, during his first plunge into podcasts, he quickly took note of how much success The Volume was having with instant reaction and video content. He wanted to emulate what they were doing and would host a Twitter Space after each Lakers game.
Swaim kept up with Timpf’s journey and continued to be impressed with what he saw. He was so impressed, in fact, that a video eventually made it in front of Cowherd’s eyes. It was the moment Timpf had always heard about while driving to his job at Verizon. Cowherd was about to make a declaration on Timpf’s abilities.
“I didn’t know it until after I was hired, but they said they played my video for Colin and he knew right away that I could do this,” Timpf said. “That was a huge boost of confidence for me, because it meant somebody I deeply respected believed I could work in this business.”
Timpf made his dream come true. He was offered a job by The Volume hosting Hoops Tonight. As much of a dream as it was when he was initially hired, the experience since has been nothing but ideal for Timpf. He gets to cover his favorite sport the way he wants to cover it.
“When I first started and Logan and I were structuring out the show, he kinda viewed it as my show would be the slower, more methodical pace, where I work through my thought process of a game. And also that I’d be a guest on other Volume shows for more conversational podcasts. I really wanted to break down pick and roll coverage. It’s just going to take me a while, so trying to do that in a debate show format or conversational format can get hard. It’s a place where I can let more of my crazy depth out. And I can also have a side format where it’s more conversational.”
Timpf has learned prep for podcasts is one of the biggest elements to being successful. As Hoops Tonight continues to draw impressive numbers over audio and YouTube, he’s figured out the best method to prepare for a long-form podcast where he’s hosting solo.
“I digest the game from the simple concept of how the game was won,” said Timpf. “Where was it won? There’s 100-something possessions in this game, there’s seven different storylines and several runs and sequences and sways in momentum, but what’s the one? Usually I’ll target that first in the opening segment of the show.
“While I’m watching the game I’ll take ancillary notes. About five minutes before I record, I sift through everything I’ve written down and limit it down to the things I think are most important. But generally the flow of the show is how the game was won.”
The whole experience has been gratifying and a full-circle moment in many ways for Timpf. Not only has it been vindicating to do things his way and see it become a success, but he’s gotten to do it with someone who he considers an idol.
Sure, Timpf always envisioned growing up he would be talking to Cowherd as a pro athlete, but talking to him as a colleague is certainly the next best thing. So when he got the call to talk with Cowherd during last year’s West Conference Finals, he didn’t hesitate.
“I was so incredibly nervous, as you could imagine,” laughed Timpf. “But I immediately remember him making me feel comfortable and confident. It immediately calmed me down.
“This is probably my favorite part of the entire experience, I think a lot of people think that these networks try to shove people in certain directions and The Volume has given me such freedom to cover the game exactly the way I want to and nobody is telling me to say crazy stuff. Nobody is pushing me in certain directions, it’s like total creative freedom. The way that Logan and Colin have been letting me do me, so to speak, has been so cool. To see my version of what I want it to look like makes me feel vindicated for talking about it the way I want to.”
Tyler McComas is a columnist for BSM and a sports radio talk show host in Norman, OK where he hosts afternoon drive for SportsTalk 1400. You can find him on Twitter @Tyler_McComas or you can email him at TylerMcComas08@yahoo.com.