Pending Business: Recruitment 3.0
By Steve Lapa
Lapcom Communications Corp
President
It’s that time of year. College graduates are pushing out resumes. Are you open for entry level sellers? Any turnover on your sales team this year?
In April, we reviewed new data impacting today’s college graduate entry-level sellers. 97% are open to jobs unrelated to their new degrees. 56% of Americans, as in their parents, do not believe a college degree is worth it anymore.
There’s more. According to a recent Wall Street Journal article, a survey by college healthcare provider Timelycare, shows 53% of (2023) graduates want a full work-from-the-office environment, while only 21% are good with total remote. Are we saying entry-level sellers WANT to work from the office? These young people want the commute, politics, and distractions of the office workplace environment. Are you kidding me? The good old days?
The survey results do make some sense when you stop to realize most of the new grads spent a good part of their COVID-impacted college lives logging into classes, missing several semesters of lecture hall instruction and dorm life.
Now comes the closer: these isolation years caused these new grads a lack of “soft skills” or what we used to call social skills. Recruiters, colleges and universities are now coaching these new grads in everything from “How to Start a Conversation,” to proper in-office dress, to eating at the same pace as your business lunchmate.
Not kidding here, all you 50- and 60-something sellers and managers. This round of recruiting entry-level sellers is totally about “How To…” and you may want to consider video and an eBook once hired.
Let’s face it, with AI coming fast, the future is here and like everything else in sales, there is no clear “How To…” handbook. But recruit we must as nothing happens without a seller. Loyalty is quickly fading as new, younger sellers want a different experience.
Let’s prepare a starter list for recruiting entry-level sellers in today’s world. Here are 10 suggested questions and concepts to cover the basics:
— Why do you want to join our sales team?
— What do you think is the most important quality a seller must have?
— How would you define a sale?
— When was the last time you experienced rejection? What did you do?
— Give me an example of a recent success in a competitive situation.
— If you could do anything professionally, what would it be?
— I am going to hand you my pen. Sell it to me.
— What is the difference between a Winner and a Champion?
— What do you think the most important thing an advertiser wants to hear from a seller?
— Tell me what specifically brings you to sell for _______?
I’m sure you have your own recruitment strategy/profile. Is it current? For the seller, that younger team member may be different from what you expect. The best seller I coached was an Art History major.
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.
streaming platforms. Attendees will discuss the latest radio and automotive trends and how AM operators can prepare their stations for the future. Senators Ed Markey (D-MA) and Deb Fischer (R-NE) will also offer insight into recently introduced legislation aimed at preserving AM radio in automobiles and representatives from the Federal Emergency Management Agency will discuss AM radio’s critical role in the National Public Warning System. Following the conference, attendees will travel to Capitol Hill to speak with lawmakers about the importance of in-vehicle AM radio, especially during times of emergency and they will encourage congressional passage of the AM Radio for Every Vehicle Act. 
delighted to have him as a guest in this setting and at this time.” In a fast-paced session sponsored by Collette guided travel tour specialists, Ruddy and Harrison engaged in a candid conversation about positioning, programming and navigating the infrastructure of modern media including print, digital and radio as well as cable news/talk television. 
How about a collective “thank you” to the 45th president of the United States for keeping your talk radio programming relevant, timely, unpredictable and most of all engaging?
“During that time, he has guest-hosted statewide news/talk programs as well as a regular weekend show, produced their daily morning show, worked with clients in a creative variety of ways, and spent countless evenings and weekends announcing local soccer and baseball games.” KFAB program director Scott Voorhees adds, “Emery will continue KFAB’s nearly 100-year-old tradition of on-air personalities who are passionate about connecting with the community we serve. It’s not about hammering an agenda; it’s about entertaining and relevant conversations of interest to Omaha/Council Bluffs and the surrounding area.”
cable channel while speaking on WABC’s “Sid & Friends in the Morning” program. When asked by the Post about details of a bid for CNN, including how much he’d pay, he said, “It’s up to the investment bankers to come up with the numbers… We could always bring partners in, but I want to run the place. We are capable of putting down a substantial amount of money.” Catsimatidis added, “I’d go run the place tomorrow morning, and all I’d want is $1 per year and a piece of the upside,” saying he could “double the profits” in a brief period of time. 
Last week I had the privilege of moderating a panel at the TALKERS conference. Confession: I listen to speech patterns and tones more than words.
“The Star Spangled Banner” in the rotunda of the U.S. Capitol by Capitol Police. Gallagher says, “We had already scheduled an evening of lively discussion about politics and current social issues when a video of these wonderful kids being cut off went viral. When we meet at the historic Greer Depot on Friday night, I can assure you the Rushingbrook Children’s Choir will perform our National Anthem unencumbered and will only be interrupted by thunderous applause from our listeners.”
SalemNOW for rental or purchase. SalemNOW general manager Robert Ellis comments, “It’s a privilege to partner with The Epoch Times to offer their incredible film, LEAVING CALIFORNIA, on SalemNOW.” The film’s writer and producer Siyamak Khorrami 
comments, 
Show” to a live clearance from 1:00 pm to 4:00 pm. KIDO brand manager Kevin Miller states, “In the world that we live in today, with the possibilities of world war and an upcoming presidential election, the addition of Clay and Buck along with Sean Hannity live will allow Idahoans to hear the news and talk about it as it happens. It’s great having all three talented hosts with Idaho connections and values in the Treasure Valley.”
and sports – who will transition into an innovation-focused consultant role at the end of June. iHeartMedia Boston SVP of programming Dylan Sprague comments, “Rob’s 
vision has helped guide ‘WBZ NewsRadio’ towards becoming a digitally focused news organization. I’m glad that he will continue to be a part of our organization as he moves into the next part of his career.” 
director. Jay is a consummate professional with a strong connection to the community, and we are thrilled to have him to lead our newsroom. I couldn’t be more excited about where ‘WBZ NewsRadio’ is headed with Bill and Jay at the helm.” Flaherty states, “I am excited to work with the best news staff in the business as we keep finding ways to make innovative changes to live local news. WBZ NewsRadio is combining its strong signal with an impactful social media presence to bring news and storytelling to people of all ages,” said Bill Flaherty.
community’s access to Michigan’s most influential political, civic, and business newsmakers.” Moving to mornings is current early afternoon host Guy Gordon, who becomes host of “JR Morning” from 6:00 am to 9:00 am. “All Talk” with Tom Jordan and Kevin Dietz airs from 9:00 am to 12:00 noon. Following “Focus” will be the 
newly created “JR Afternoon” show with host Chris Renwick from 2:00pm-4:00pm, followed by “The Mitch Albom Show” from 4:00 pm to 6:00 pm. Additionally, WJR is bringing back “SportsWrap” with host Sean Baligian airing from 6:00 pm to 7:00 pm. Cumulus Detroit VP and market manager Steve Finateri says, “Launching the ‘Focus’ show will give Paul W. Smith the opportunity to expand, on and off the air, his unmatched relationships with Michigan’s most influential newsmakers, for the benefit of our audience and our advertising partners. WJR is ‘The Great Voice of the Great Lakes’ and going 100% local is a big win for all Michiganders who count on WJR to inform and educate us about everything happening here in our state!” WJR program director Mike Wheeler adds, “What a lineup! Each of our talent is a brand unto themselves and have a unique vision and take on the events that shape the news. We are absolutely living up to our claim that WJR is where Michigan comes to talk.”
I’m sorry.
How will AI tools like ChatGPT impact the way we work? The clues are everywhere. Several client stations have automated weather, and even with your consultant’s trained ear, I had to ask. And yes, she’s a robot.
locking myself up so I wouldn’t drink anymore, so I knew I wouldn’t drink. That’s how I felt like, I was like, all right, I’ve lost control, I’ve lost control of alcohol, I’ve lost control, I’m not thinking like me, I need to make sure that I’m in a position where I do not have the opportunity to drink. Was it fun? It was the worst five days of my entire life.” Toucher says he intends to continue the outpatient therapy treatments. “The setup I have right now is by far the most gnarly setup I’ve had. I’m talking about like four hours a day of intense therapy for alcohol and intense therapy for anxiety… Got out yesterday morning and immediately went to an outpatient facility, then went to a therapist. Right after the show today, I’m going back to that outpatient facility. So, I’m taking this recovery very, very seriously.” 
Michael Harrison, founder and publisher of TALKERS, and the man who invented the term AOR – let’s not forget – strongly requested that I share this story about a remarkable event we experienced. Michael describes it as the “greatest promotion” he ever witnessed at a non-commercial function involving broadcasters… so I really have no choice but to accommodate him.
biography. I wrote him a letter inviting him to fly to New York to perform the scene live at our anniversary lunch at the National Arts Club. Two appealing prospects: Manhattan and the famous Club on Gramercy Park. Shockingly, he actually called and said if I would also fly his girlfriend in, he would do it! HE WOULD DO IT. Crap, now I had to do everything else. Invite all 200 wedding guests, stage a show, and not tell anyone that it was going to happen. Katie did not know.
hands are tied as anything he could say has to be approved by management. The Boston Globe reports that Shertenlieb said, “The last time he was out for an extended period, I gave an update and was gently asked for a lot of different reasons that any statement regarding him has to be approved by management. There have been statements that have been submitted, some have been approved, some haven’t been. It just turns into asking, ‘What can I say? What can I say?’ Listen, no one wants to be in this position. Fred doesn’t want to be in this position, the station doesn’t want to be in this position, I certainly don’t want to be in this position, but as of now, all I’ve been approved to tell you, because you’re such great listeners and we love you, is that he’s not here today, I’m not sure exactly when he’ll be back, but I’ve been a friend of Fred’s for years and I hope the best for him.” 
an estimated 24 million Gen Z US monthly podcast listeners. Gen Z listeners are also more diverse than the general population of podcast listeners; 2) 66% of Gen Z podcast listeners say they listen to or watch podcasts to stay up to date with the latest topics, and 61% listen/watch to keep up to date with social issues; 3) While many listen to podcasts while multitasking, 82% say that they listen to podcasts while doing nothing else, and this is especially true for Teens (86%). Podcasts are an important way for this generation to unwind and take a break from other media; 4) Over 80% of Gen Z listeners listen to/watch podcasts to relax, about 2 in 3 listen to escape, and over 50% listen to help them understand how they’re feeling about something. Additionally, almost 1 in 3 think that being on social media has had a negative impact on their emotional well-being; and 5) Over 4 in 10 Gen Z listeners (43%) have purchased a product after hearing a podcast ad for it (*among ages 16+), and 1 in 3 have asked someone to buy a product for them.