Pending Business: What Will You Focus on Today?
By Steve Lapa
Lapcom Communications Corp
President
Simple question, tricky answer. Unless you are organized.
If you are a professional athlete, you are paid to put points on the board or stop the opponent from scoring. Did you ever watch a competitive body builder work in the gym? Some have a journal and a tripod to mount their mobile phones recording technique as they work through their routine, carefully blending form and precision. The professional entertainer? Paid to sell tickets. Professional politicians? Easy, get the most votes.
Professional ad seller? You get paid to close business.
Is the better question, “What business will you close today?” Of course, it is. Wait, most sellers never start every day with the stomach-churning question, “What business will I close today?” Maybe that question is a little too focused. After all it drills down the process to the very measurable result of being organized, skilled, and focused. Just like that high achieving athlete or getting a ticket to that sold-out performance, someone was ready to answer that elegantly simple question, “What will you focus on today?”
Let’s start the process of learning how to better sharpen our focus skills. Suppose we start with an easy how-to, as in how-to prioritize your call activity. Your sales calls will fall into five major categories:
— New Business. The lifeblood, the very oxygen of the radio business. Remember this: radio advertising, when measured honestly (political ads, COVID economics adjusted) is a single digit growth business. Unless you are making developmental calls, attrition, competition, and the wobbles in the economy will overwhelm you. Make the developmental calls a priority.
— Renewals. The most efficient sale you will make is the business you currently have. Work on renewals when timely.
— Service. My experience is this is the number #1 weakness of most radio ad sellers. Learn how to follow-up, check-in and listen without looking for a transaction. It’s about making sure your rapport is healthy and ready.
— Collections. Do you need an explanation? Just be sure of your numbers and documentation before you make the call or send the email.
— Internal. Collaboration with management, programming, production, or biz ops starts here.
Simple enough. Five columns to list, prioritize and budget your daily call activity. Owners and managers who are reading this, help your sellers when they get distracted. What will you focus on today?
Steve Lapa is the president of Lapcom Communications Corp. based in Palm Beach Gardens, FL. Lapcom is a media sales, marketing, and development consultancy. Contact Steve Lapa via email at: Steve@Lapcomventures.com.
Triple Perspective.” The presentation, sponsored by the Doctor Asa Show, was delivered by multi-platform talk media star Todd Starnes. Starnes brings a lot to the table. He is the owner/operator of a heritage news/talk radio station – KWAM, Memphis. He hosts a local show on the station. He is also a national radio syndicator delivering his own midday radio show to a rapidly growing number of affiliates. Starnes effectively shares his experiences and view of the industry from all three perspectives. 
prior to the date of the notice. Salem now has a compliance period of 180 calendar days in which to regain compliance for the minimum bid price requirement. That expires on December 20, 2023. To regain compliance, the minimum bid price of the Common Stock must meet or exceed $1.00 per share for a minimum of 10 consecutive business days at any time prior to the compliance date. In its filing with the Securities and Exchange Commission, Salem says it intends to monitor the closing bid price of the Common Stock and may, if appropriate, consider implementing available options to regain compliance with the minimum bid price requirement under the Nasdaq Listing Rules.
chairman, president and CEO David Field; $850,000 to EVP, strategic initiatives and CFO Richard Schmaeling; $500,000 to EVP and COO Susan Larkin; $250,000 to president, podcast and streaming and chief digital officer J.D. Crowley; and $600,000 to EVP, general counsel and secretary Andrew Sutor IV. These retention awards are intended to be in lieu of an annual bonus with respect to 2023.
very successful track record in radio. His experience as a college athlete gives him a truly unique perspective. This is a robust market for sports. College rivalries dominate the landscape while local pro teams like the Carolina Hurricanes, NC Courage and Durham Bulls unite fans under one umbrella. Tim’s coverage will give listeners a broad understanding of the sports that intersect here, and his expert analysis will pinpoint what’s at stake for fans, teams, and the Triangle.” Capitol says, “Afternoon drive on ‘99.9 The Fan’ will also feature the talents of local favorite Dennis Cox, who will produce the show and take on a larger on-air role alongside Tim.” Donnelly will also contribute web content and analysis on WRALSportsFan.com and original longform audio content for the Capitol Broadcasting Podcast Network.
weekly podcast to a daily podcast. FOX says, “The program, also now available in video format, will showcase discussions on politics, parenting and culture with fan favorite segments like Party Swap, Kennedy’s Court and Happy Hour. Special guests including Jimmy Failla, Kat Timpf, Dagen McDowell and many more will appear regularly on the program.” 
University will be posted, continuing today (6/23) with the comedy presentation, “Morning Wakeup.” The standup routine, sponsored by the Doctor Asa Show, was delivered for the third consecutive year by FOX News Radio midday star Jimmy Failla. Sporting his trademark flashy jacket and ultra-cool boots, Failla – one of the rapidly rising stars on the TALKERS Heavy Hundred – satirically poked fun at political correctness as well as himself. 
Ciorciari says, “Taking a legacy AM radio station and re-imagining it into an additional radio format in a local market is an exciting expansion of Bold Gold’s local broadcast portfolio, and is a testament to an incredible team of local broadcast professionals, a supportive community, and the importance that local radio continues to have to provide local news, talk and information.” Bold Gold Media New York director of programming Chase Daniels comments, “The launch of ‘Catskills News Talk’ marks another BOLD move in our New York market as we expand our programming offerings and bring back the heritage ‘Voice of Sullivan.’ Putting this station together required a lot of well-thought-out decisions and I’m honored to have had the opportunity to bring it all together.” Beyond morning drive, the company has not revealed programming details other than to say, “Popular radio shows covering a variety of topics including financial market updates, investing, lifestyle, health, politics, sports and others will round out the station’s programming.”
talk hosts he might be able to beat in a cage match, used the recently published 2023 TALKERS Heavy Hundred to muse over potential opponents. Kaye – ranked #81 on this year’s Heavy Hundred – says he’s pretty sure Sean Hannity (#1 on the Heavy Hundred) would kill him. 
media franchise – has hosted and produced more than 1,000 TV shows, 800 radio shows, and traveled all 50 states during the course of his media career. Lipford says he’s shifting the business model of his media company, which will now focus on streaming and licensing the brand’s extensive library of home improvement content. Lipford will continue to host his weekly two-hour “Today’s Homeowner” Radio show, and “Tips for Today’s Homeowner” radio features through the end of 2023, with the final show and features airing the week of December 25.
program two legendary news/talk stations. Energy, enthusiasm, attention to detail and experience in news writing/delivering and talk show hosting is a necessity. You must have the ability to interact with listeners and handle multiple phone calls at one time. You will be responsible for all aspects of programming including managing and motivating on-air staff, imaging, station strategy, developing and executing revenue generating sales & programming promotions, website & social media, digital content and have a strong understanding of the core audience of a news/talk format. The position also requires a daily AM drive air-shift, along with live appearances and live broadcasts! 
on his long-running “Urban View” channel program on Sirius XM Satellite Radio. The two legendary radio figures took a deep-dive into the subjects of podcasting, AM radios in cars, the role of boomers in today’s culture and the way in which the annual TALKERS Heavy Hundred list is compiled. Don’t miss this conversation! 
years, I have been working two daily jobs. The time has come for me to focus my full energies on ‘The MJ Morning Show’… This is bittersweet as it has been a joy and privilege to host ‘The Schnitt Show’ and I am forever grateful to our affiliates, sponsors, partners, and most importantly our listeners for supporting the show for so many years.” Compass Media Networks CEO Peter Kosann says, “How many people in the history of radio have hosted two-daily, drive time shows, targeting two completely different audiences, and doing it successfully for over two decades? The answer is virtually no one else. Kudos to Todd for his work ethic, creativity, ingenuity, and talent. It has been an honor to serve as Todd’s syndication partner all these years and we look forward to working with him on this next chapter.”
more “significant on-air layoffs” affecting ESPN personalities that could come as early as next week. Johnson, Williams and Kellerman have other roles with ESPN and their individual status with the company is not certain, but Marchand speculates that contract buyouts by ESPN are a possibility. ESPN will put a morning show back on the network, but the talent will need to make significantly less than the “Keyshawn, JWill and Max” hosts were making.