Industry Views

Monday Memo: Weekend 101

By Holland Cooke
Consultant

imIt’s the most effective tactic in marketing: Free samples. And the attorneys, financial advisors, real estate agents, veterinarians, and other ask-the-expert hosts who broker time for weekend call-in shows can drum up lots of new business…IF they execute well.

It’s a big “if,” because they’re not career broadcasters. So, technique that’s second nature to us is news to them. And because, at too many stations, there’s little or no coaching. Here are some of the fundamentals I convey to weekenders at client stations, and brokering hosts elsewhere who aren’t getting aircheck support:

— Plan each show. Re-write any news-about-your-topic or other material you will read, rather than reading verbatim paragraph-length excerpts from newspaper clippings or other source material you found on the Internet or elsewhere. That stuff wasn’t written for the ear. Put it into your own words. Practice aloud, to yourself, before the show.

— Remember: YOU are the expert. It’s Greek to them. So, avoid lingo and acronyms. Instead of percentages (“36%”) use fractions (“just over a third”).

— Listen carefully to the caller’s question. Don’t interrupt unduly…but don’t let ‘em ramble either. Once they’ve asked a question or described their situation, recommend what they should do.  Listeners in similar situations will relate.

im

Do’s and Don’ts:

— DON’T squander time at the beginning of the show with long hellos, or small talk about the weather (which aired at the end of the newscast just before your show began), or other off-topic blah-blah-blah.

— DO introduce yourself, and succinctly explain how you can help the listener. I tell weekenders I coach to begin with their elevator speech: “I’m Chuck Thompson, from Chuck’s Auto Repair, and I’m here to help you get more miles out of the-car-you’ve-already-paid-for.” If your business has a slogan, that should also be the mantra for your radio show, to keep your on-air message consistent with your other marketing.

— DON’T wait! Give out the call-in number right-off-the-top, even if your first segment is an interview or you tee-up a topic by reading news/product reviews/etc. During that segment, your call screener can be lining-up callers.

— DO solicit calls overtly. And announce the phone number real slowly, like you’re reading the winning lottery number. Say “call me right now.” And at the end of each call (unless all the lines are lit), offer that “that opens up a line for you,” and re-announce the phone number.

— DO get to the phones ASAP, best caller first. Callers call when they hear other callers, so nothing explains that it’s a call-in advice show like you answering callers’ questions with helpful advice.

— DON’T assume that anyone but you hears your whole show. Listeners constantly tune-in. So DO re-set throughout the hour. Come out of each commercial break as though the show was just beginning. “Welcome back to ‘Larry Explains the Law.’ I’m attorney Larry Jamieson, answering your legal questions right now on WXXX. So, call me! [phone number, nice and slowly, twice].”

All of the above is host technique. And there’s another character, behind the scenes, whose method is critical to brokered hosts’ return on investment: the call screener. Share with yours my 6-minute video at SolidGoldWeekend.com, where I also explain how to warm-up slow phones.

Holland Cooke (HollandCooke.com) is a consultant working at the intersection of broadcasting and the Internet. He is the author “Spot-On: Commercial Copy Points That Earned The Benjamins,” a FREE download; and the E-book and FREE on-air radio features Inflation Hacks: Save Those Benjamins;” and “Multiply Your Podcast Subscribers, Without Buying Clicks,” available from Talkers books.  Follow HC on Twitter @HollandCooke

Industry Views

Pending Business: Harnessing Desperation

By Steve Lapa
Lapcom Communications Corp
President

imAre you desperate enough to be a superstar seller or great manager?

Fellow fans of the NBA, especially all of us based in Miami or Milwaukee, know the name Giannis Antetokounmpo. The 28-year-old, 6’ 11”, 240-pound NBA superstar is affectionately nicknamed the Greek Freak, reflecting his Greek-Nigerian roots. In the past few days, his words dominated the sports news cycle. An emotional two-minute response to a question posed by the Milwaukee Bucks beat reporter Eric Nehm set off a viral frenzy.

Not a basketball fan? Antetokounmpo has 15 million Instagram and 3 million Twitter followers who know him well. Giannis Antetokounmpo, who earns about $40 million a year playing basketball, was asked by Nehm if he felt his team’s 2023 playoff performance was a failure as they lost to the lower seeded Miami Heat and were eliminated from the 2023 NBA playoffs.

Antetokounmpo’s answer was so riveting even a competing owner, the super shark himself—Mark Cuban – complimented Giannis in front of Cuban’s own 9 million Twitter followers.

In just over two minutes in the setting of a globally broadcast press conference, the Greek Freak explained how he does not process “failure.” His brain computes performance, goals, and achievement. Failure is not part of his competitive world, getting closer to his goal is. In a previous interview, Giannis described the desperation he feels from the fear of losing everything he has achieved is his motivation. The NBA MVP ego part is great, but for him it’s about the feed your family, make your parents proud part. Wow! A star performer who is honest enough to share how desperation pushes his performance meter for fear of losing it all.

How can sellers and managers relate when most are focused on “make the month?” Let’s start here:

  • What motivates you? Is it the money, the challenge, the ego gratification of a job well done?
  • Are you the hardest working seller or manager in the organization? Do you still waste your time lobbying for an “E” for effort?
  • How do you process not winning the business? Failure or one step closer on the next opportunity?
  • Are you focused on improving an important aspect of your performance? Commitment to improving is mission critical to every aspiring star.

Next time your motivation meter is low, search for a most memorable 2-minute motivator courtesy of Giannis Antetokounmpo.

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. Steve Lappa will be moderating the “Generating Revenue” panel at TALKERS 2023 on Friday, June 2 at Hofstra University.

Industry News

TALKERS News Notes

The 2023 Tennessee Radio Hall of Fame Banquet & Induction Ceremony will take place on Saturday, July 29 with tickets going on sale on June 1. This year, in the Legacy category, longtime WWTN-FM, Nashville personality Phil Valentine will be inducted posthumously, alongside E.G. Blackman (WLAC-AM, Nashville), Dick Ellis (WETS, Johnson City), and Sam Phillips (WREC, Memphis; WHER, Memphis).

Audacy’s all-news KYW, Philadelphia is hosting “Breakfast with the Candidates,” a 90-minute special program featuring five of the Democratic candidates for the city’s mayor, on May 4 at 8:00 am. Moderated by KYW Newsradio morning drive anchor Ian Bush, the event will also feature KYW Newsradio community impact reporter Racquel Williams, City Hall bureau chief Pat Loeb, and education reporter Mike DeNardo in asking the candidates questions about gun violence, schools, housing, leadership and more. KYW news director Kevin McCorry says, “The city is at a crossroads and with only days to go before the primary, no clear frontrunner has emerged. Philadelphians mulling their choice have one final broadcast forum to listen to as the candidates try to separate themselves from the pack, and we’re proud to offer the city this vital resource.”

Industry News

Top News/Talk Stories Over the Weekend

The illegal immigrant accused of killing five neighbors in Texas remains at large, plus deadly weekend shootings in Philadelphia and Mississippi; the 2024 presidential race, including Ron DeSantis’ trip to Britain; President Joe Biden’s appearance at the White House Correspondents Dinner; regulators seize First Republic bank and sell it to JPMorgan Chase; the ongoing Russia-Ukraine war heats up in Crimea; the worsening situation in war-torn Sudan as a humanitarian crisis looms; and tornadoes cause damage in Virginia Beach and South Florida were some of the most-talked-about stories in news/talk media over the weekend, according to ongoing research from TALKERS magazine.

Industry News

WDBO, Orlando Expands Joe Kelley Show

Cox Media Group’s news/talk WDBO-AM/W297BB, Orlando announces the expansion of “The Joe Kelley Show” to the 5:00 pm to 7:00 pm hours, effective May 1. Station director of branding and programming Keith Memoly says, “As we embrace Joe Kelley and celebrate the expansion of his local radio show, we alsoim embrace the positive impact it will have on our community. With more time to share his insightful perspective and engaging personality, Joe will continue to uplift, connect, and strengthen the bonds that make our community thrive.” Kelley comments, “I’m really excited about the opportunity given to me by WDBO to help lead on-air discussions about such vital issues during such unstable times. Instead of talking points, I’ll just bring my natural curiosity about issues and life. Instead of screaming and yelling, I’ll engage our great listeners in compelling discussion about the day’s events. Instead of calling people names, I’ll welcome all opinions and ideas equally. Most importantly, I want ‘The Joe Kelley Show’ to be fun, interesting and easy-to-listen-to.”

Industry News

Kansas Law Allows Streaming of High School Post-Season Athletics

The Kansas legislature passes a bill allowing local broadcasters to video stream all post‐season high school events in the state, regardless of exclusive agreements entered into by the Kansas State High School Activities Association. The legislation came about as a result of frustrated broadcasters who were being banned from video streaming the most important games of the year. Unlike regular season, where high schools retain the rights to their activities, KSHSAA owns the rights to all post‐season games and state championships.im For the last several years, KSHSAA has opted into agreements with third parties that prevented local broadcasters from video-streaming games when the exclusive partner opted to do so. Kansas Association of Broadcasters president Allison Mazzei states, “I’m pleased that now, in post‐season, friends and families of student athletes will have access to free, quality coverage from the same broadcasters who cover their teams all season long. Local high school sports should be covered by local broadcasters. Our broadcasters depend on the revenue generated from high school sports coverage to stay on air and provide local news, weather, entertainment, and emergency alerts that communities depend on.” The KAB also notes students interested in pursuing careers in radio broadcast will also benefit from the legislation. Previously, if a local station was prohibited from video streaming a post‐season game, so were their student workers. Now, students will be able to cover all of their school’s activities regardless if it takes place in post season.

Industry News

Top News/Talk Media Stories for Week of April 24-28

FOX News Channel’s firing of Tucker Carlson was the most-talked-about story in news/talk media this week, landing atop the Talkers TenTM. At #2 this week was House Speaker Kevin McCarthy’s spending cuts in exchange for expanding the U.S. debt ceiling deal, followed by the legal battles facing former President Donald Trump at #3. The Talkers TenTMis a weekly chart of the top stories and people discussed in news/talk media during the week and is the result of ongoing research from TALKERS magazine. It is published every Friday at Talkers.com. See this week’s complete chart here.

Features

Reflections on Jerry Springer

By Bernadette Duncan
Author/Professor/Former Radio Producer

(EDITOR’S NOTE: The following is an excerpt from Bernadette Duncan’s classic talk radio book about her 26-year career as a major market and national radio producer, Yappy Days: Behind the Scenes with Newsers, Schmoozers, Boozers and Losers (Talkers Books, 2016).  It appears in the chapter titled, “Guests Who Are Not What They Seem.”)

imWhen television spiraled into a circus of chair-throwing, hair-pulling, fist-fighting, profanity-yelling, cross-dressing, sex-addicted guests, Jerry Springer was the ultimate ringleader.  “The Jerry Springer Show” was so over-the-top when it debuted in September 1991 that security guards stood by on set and the opening featured a parental warning that stated the content may be inappropriate for children. With segments like “Sex Between Family Members” or “Nudists Talk About Why They Expose All,” it gained a reputation for being the most sexually-explicit tabloid program.

So why not invite Springer on to dish about the show’s 10-year success?  If anyone had stories, Springer was loaded. Though maybe his material would be salty and I had to be prepared.  In other words, I needed to keep my finger near the “dump button” in case some raunchy words flew out of his mouth.

What I discovered was amazing. This guy, whose high-octane show could be jaw-droppingly raunchy and theatrical, was himself a charming and humble philosopher.  Get a load of this personal history… British-born, Springer broke into politics in 1971 as a city councilman and was forced to resign from office three years later after admitting to soliciting a prostitute. The following year, after owning up to his actions, he won back his seat by a landslide.  In 1977, he was elected Mayor of Cincinnati and he served one term.

Springer was riveting, confirming the possibility that the best guests are often talk show hosts themselves.  He could talk about anything and with heart. And without ever uttering a nasty word.  He spoke most touchingly about coming to America on The Queen Mary with his parents when he was five-years-old.  “In one generation,” he said, “we went from the Holocaust to this wonderful privileged life I have today.”

Who knew you could pluck a guest from the circus of tabloid television and discover the soul of a poet? Jerry Springer was multi-faceted and showed character.  The qualities that anchored him were, perhaps, the very characteristics that allowed him to oversee his wacky show.

Bernadette Duncan can be contacted via email at heybharrison@gmail.com.  Meet Bernadette Duncan at TALKERS 2023 on June 2 at Hofstra University.

Features

Remembering Jerry Springer: Coming To America

By Mike Kinosian
TALKERS magazine
Managing Editor

 

imNotwithstanding the enormity of accomplishments that enveloped this exceptionally bright and learned broadcaster, Jerry Springer remained as humble and refreshingly an “ah shucks” individual as you’ll ever hope to meet.

Perhaps that speaks to the somber circumstances that brought him to this country at the tender and innocent age of five.

It’s a borderline crime that many people think the Tulane University (B.A. in Political Science, 1965) and Northwestern University (1968 Law degree) graduate’s resume consisted solely of watching people verbally and physically beat each other to a pulp on a daily, hour-long television show that carried his name for 27 years, starting in September 1991.

It was only natural that this passionate political voice for domestic and international issues – who was a leader in lowering the voting age from 21 to 18 with the 1971 passage of the 26th Amendment – be offered a meaningful podium to air his views.

Many observers, though, were stunned when – in January 2005 – Springer actually agreed to weave a daily radio talk show into his already hectic media schedule.

Field of dreams leveled

 Barely two weeks into Springer’s local run on Clear Channel Cincinnati flagship WCKY “The Revolution Of Talk Radio” and Clear Channel Detroit’s WDTW “Detroit’s Progressive Talk,” Air America Radio picked up his 9:00 am – 12:00 noon “Springer On The Radio” talkfest.

The experience had the resplendent one positively beaming. “Frankly, I’m just as excited as I can be,” he remarked to me. “Politics and public issues have always been my main interest. [It’s exciting] to have an opportunity to be part of the American conversation at a time when there is clearly a need for other points of view. Talk radio is overwhelmingly dominated by conservative ideas. There’s a place for that, of course, but we also need to hear other ideas and other points of view. Perhaps this is an area in which I can make a contribution.”

 Off-and-on discussions had been held between Springer and Air America even before the network’s March 31, 2004 sign-on. The former Cincinnati Mayor, however, confided he wasn’t thoroughly convinced he was ready to commit to doing a daily radio show. “With this last presidential election, I realized that, until we level the playing field, there’s not going to be any hope of having a more progressive government,” Springer proclaimed. “That’s when it suddenly became a priority for me. I’ve only been on Air America [since January 2005], but the early ratings returns are great; apparently, we’re doing well.”

 Life progresses

 Every Top 10 market except No. 2 Los Angeles carried “Springer On The Radio” and the overall affiliate count quickly grew to 50 outlets. “Our biggest non-Air America Radio station is [Clear Channel Cleveland news/talk] WTAM,” he pointed out. “It’s a powerhouse station and the interesting thing there is that I lead into [Premiere Radio’s] Rush Limbaugh. In some markets, I lead into [Air America’s] Al Franken and in others, I lead into Rush – talk about whiplash.”

The majority of the American populace, of course, knew Springer as the 14-year host of a show that wasn’t much of a threat to win many Peabody awards.

Approximately 10 years prior to his national exposure, though, Springer was an anchor/political reporter/commentator on Cincinnati television, proudly notching seven Emmy Awards for his nightly commentaries. “I loved doing it and don’t have any bad memories, but I’m in a different point in my life now,” Cincinnati Magazine’s five-time “Best TV Anchor” recipient commented. “Life moves on and I’m onto something else and I’m not sure I’d go back to that anymore.”

Stone cold memories

 Some would ascribe Chicago (the base of his TV show); New York; or Cincinnati as Springer’s birthplace. All would be incorrect, as he was born in London (1944) when his family successfully escaped the holocaust.

They arrived in New York City on January 24, 1949 and it is without any hesitation the usually glib Springer blurted out that particular date in reverence and sincere reflection. “I didn’t specifically go through Ellis Island,” he recounted in a markedly softer tone. “My parents and I had a five-day journey on the Queen Mary and I remember being called up on the top deck as we passed the Statue of Liberty. It didn’t mean that much to me, since I was just five years old and freezing cold. I do, however, remember being scared because I saw all those people huddled together. The other memory I have is that it was stone silent – nobody said a word.”

Radio’s role in the Americanization process

 In later years, his mother (Margot) told her son that he’d asked her why everyone was looking at the Statue of Liberty and what it meant. “She said in the German that she spoke at the time that one day it will mean everything,” Springer recalled still touched with emotion. “She was right. My family went from holocaust to this ridiculously privileged life I live today in one generation, so I know the ‘American Dream’ can work.”

The first year he and his family were immigrants, Springer lived in Manhattan’s now defunct Whitehall Hotel near Amsterdam Avenue.

One year later, they moved to a rent-controlled apartment where his parents would live for the next 32 years. “Everyone was trying to learn English,” emphasized Springer, who established a scholarship fund at Chicago’s Kellman School that serves inner city youth. “I was five years old, but my parents wanted me to become Americanized so we listened to the radio all day. One of my earliest memories as a little boy was listening in the morning to [Roger] Gallagher & [Joe] O’Brien [on New York City’s WMCA]. Some of my Americanization – including the news, sports, idioms, music and sense of humor – came through the radio.”

Compelling dialogue

Utterly and genuinely masterful at what he’s accomplished on television, a low-key Springer modestly admitted he tried to learn a little something from certain radio personalities, without consciously copying anybody. “I just turn on the microphone and talk,” he stated with simplicity. “Obviously, Rush and [ABC Radio’s/Fox News Channel’s] Sean [Hannity] are at the top of the heap, simply because they’ve been doing it for so long. I think [Air America’s] Randi Rhodes is just wonderful on the radio and Al Franken has a great sense of timing.”

Many on the right claim liberal-leaning talkers have heretofore failed in our medium because they lack the entertainment factor. If anyone knew how to present an entertaining product, it was the extremely adept Springer who flatly asserted, “The conversation has to be interesting – period. That can be in the way it’s presented; the way we accept different callers; or with little skits we do. People must feel they have to listen, but it doesn’t have to be entertaining in the ‘ha-ha’ sense all the time. To be honest, not every conservative show is entertaining – some aren’t interesting at all.”

The question of whether a program holds one’s interest or has a significant entertainment quotient has virtually nothing to do with a particular political philosophy, but rather, as Springer explained whether the host is capable of putting on a good show. “The reality is conservatives took to radio 20 years ago when liberals weren’t looking at that as an economic marketplace. Someone figured out that conservatives could really find an audience in radio because you were dealing, at that time, with angry white men going to work. You get them when they’re driving to [their jobs]. Clearly, Rush filled a void and is a tremendous talent. When people saw that, the industry moved in that direction.”

The face of liberal America

Firmly contended that conservatives did well on radio in large part because the liberals won, Springer opined in my 2005 interview, “America is far more liberal today than it ever was. I know we elect conservatives from time to time, but clearly in terms of the critical issues of the day, no one could look at America and say we are not liberal. The protest came from the right.”

Conservatives though were in charge when he was growing up and dissent came from the left.

Protests were for such noble movements and causes as civil rights, anti-war, women’s rights and the environment. “Finally, the liberals won and their agenda is how most Americans live,” Springer contended. “Even if you call yourself a conservative, chances are your kids are listening to the same music, going to the same movies and wearing the same clothing. The culture is clearly more liberal than it ever was. We don’t even blink if we see interracial dating or interracial marriage; it’s not an issue. We’ve clearly moved to the left. Since America is now so liberal in terms of its everyday living, the protest is coming from the right.”

TV show proves to be a non-issue

That’s certainly more than a plausible reason to explain the widespread success enjoyed by conservative talk radio. “With the emergence of the Christian right or whatever in the last couple of years, liberals have been getting nervous again,” Springer speculated. “You’ll start to see the emergence of liberal radio. Radio will always be the response to what’s going on in society. People aren’t going to call up [talk shows] if they’re happy with everything; they’ll get on with their lives. People who call are the ones who are upset. That’s why you’ve seen this trend in radio from liberal to conservative back to liberal.”

 Listener feedback to the engaging Springer was gratifying and, on at least one level, elicited a curious result. “We don’t get any calls – and I mean none – that comment on the [television show],” he stressed. “I sometimes wonder if they even know that it’s me or if they think I’m a guy with a similar name. From whatever side of the spectrum they’re from, no one seems to make reference to the television show. It’s a non-entity in terms of radio.”

Not a perfect fit

Those unaware of Springer’s legitimate political acumen could be caught off-guard by hearing him as the front person of an issue-charged talk program, but the host adamantly maintained, “Within 18 seconds of hearing the show, you’re going to realize it’s different. You may not agree with what I’m saying, but it’s impossible to listen [and not have an opinion].”

Commanding center stage approximately eighteen years ago were such topics as the war in Iraq; terrorist bombings in London; potential Supreme Court nominees; Social Security; and other pertinent headlines of the day. “Even if you were inclined to call and razz me about the [TV] show, it’s pretty hard to do,” Springer contended. “You’d be embarrassed because everyone else is talking about a woman crying because her son is fighting in Iraq and the next caller [weakly] says, ‘Hey, Jerry, I love those transvestites.’ It wouldn’t fit and we’ve found, for some reason, it also doesn’t exist.”

Mindless to mind-provoking

 Juggling both the radio and high-profile syndicated television show proved to be admittedly rough for Springer – who was generally up at 5:30 am. “I spend two hours at the studio going over my notes from the night before and checking if there’ve been any changes from [overnight]. I do the [radio] show and then we immediately have a 30-minute meeting. We tentatively pick a couple of subjects to talk about [on the next broadcast] and people start doing research.”

If it happened to be a television-taping day, he rushed to that studio to do shows at 3:00 pm and 6:00 pm and was usually back home by 9:00 at night.

Over dinner, he checked to see if there were any changes or breaking news.

“Springer On The Radio” was produced in Cincinnati, but the television show required the host to be in Chicago. “I also have a place in Sarasota; I’ve been in New York; and just recently did the show from London,” he pointed out. “It’s a lot of work and it’s a real job. I devote a couple of hours a week to the television show and the thing I do is mindless, but the radio show is real work.”    

Tongue tied

On-air radio elements consisted of Springer and caller interaction, with no emphasis placed on guests. “I’m not rushing to do it, but won’t say I’ll never do it,” he put forth. “I’m more comfortable with [the way it’s been going] and don’t want this to be a show from the top down. The idea is to have this be a middle-America show, a [program] where regular folks can [share] what they’re thinking.”

That philosophy didn’t preclude certain luminaries from voluntarily calling in, as Springer discovered when he was discussing the energy issue.

A caller identified himself to the screener as “Robert Kennedy” and it, indeed was the Robert F. Kennedy Jr. “My two idols were my father [Richard, a street vendor who sold stuffed animals] and, in terms of my political conscious, [RFK Jr.’s] father,” Springer noted. “It was a great thrill to talk with [RFK Jr.] – I was like a groupie.”                                                                    

Link to a legend

In addition to momentous, that particular conversation had to be more than a bit surreal for Springer and not simply because it was with a famous activist/fellow Air America Radio talk host. (Kennedy co-hosted Air America’s two-hour weekend “Ring Of Fire” with Mike Papantonio).

When he graduated from college, Springer worked as a presidential campaign aide to Bobby Kennedy. After the New York Senator was assassinated inside Los Angeles’ Ambassador Hotel in June 1968, Springer joined a Cincinnati law firm and, in 1971, was elected to Cincinnati’s Council-at-Large.

With the largest plurality in the city’s history, the then 33-year-old Springer was elected Mayor of Cincinnati in 1977.

Potent platform

Air America Radio colleague Al Franken made no secret of his fervent desire to represent Minnesota in the U.S. Senate (which, of course, he did), while Springer’s name was frequently mentioned in a similar capacity in Ohio or in that State’s Governor’s office. “It’s possible that the day may come where I pursue either of those [offices],” acknowledged Springer, who made a Democratic gubernatorial bid in 1982. “I must say [though] I’m concentrating on this radio job right now. I didn’t realize it would take off this way when I started. This may turn out to be a bigger [stage] than any political office. I’m sure a year from now I’ll look at how my life is going, but I’m very excited about making this radio thing work.”

In addition to being the opening act for “Achy Breaky” Billy Ray Cyrus, Springer released his own country CD (“Dr. Talk”) and once dressed to play in the nets for the IHL’s Milwaukee Admirals.

With less and less free time, there wasn’t much for Springer to do other than be enticed by an occasional movie role (he played himself in at least a half-dozen films, including “Austin Powers: The Spy Who Shagged Me”) or television appearance. “I try to enjoy my weekends,” the steadfast New York Yankees fan confided. “It’s been depressing this year because they’ve played so abysmally [entering the 2005 All-Star break in third place, 2.5 games behind the defending 2004 World Series champion Boston Red Sox]. You reach a point in life where you make time for those things that have to do with the quality of life. I admit, however, it’s difficult because I’m carrying so many jobs at once.”  

Rolling along

 Being Mayor of Cincinnati – especially at such a young age – was easily one of Springer’s greatest political accomplishments, but the longtime local co-host on Jerry Lewis’ annual “Stars Across America” Labor Day Muscular Dystrophy Telethon and VP of the national MDA knew he arrived as a celebrity when he appeared on the May 14, 1998 cover of Rolling Stone Magazine. “That’s when it suddenly hit me that this is really big,” he laughed. “I’ve always kind of taken things with a grain of salt and have said that it’s only television, not life-changing.”

Email Mike Kinosian at Mike.Kinosian@gmail.com

Industry News

Newsmax Media CEO Christopher Ruddy to Speak at TALKERS 2023

One of the talk media industry’s most impactful movers and shakers, Christopher Ruddy, CEO of Newsmax Media is scheduled to speak at TALKERS 2023 on Friday, June 2 at Hofstra University on Long Island. Ruddy will engage in one of the conference’s two “fireside chats” hosted by TALKERS publisher Michael Harrison. According to Harrison, “There isn’t a day that Chris Ruddy isn’t in or behind the media news. The growth of Newsmax on the television, radio, print and digital fronts has been nothing short of phenomenal. He is extraordinarily connected and his influence on this business as well as the national conversation is on a non-stop upward trajectory. Ruddy’s instincts and savvy about positioning, programming and navigating the infrastructure of modern media are as sharp as it gets. I’m delighted to have him as a guest in this setting and at this time. (Harrison will also conduct a fireside chat with another leading industry maverick, Jeff Warshaw, CEO of Connoisseur Media). There will be more than 60 distinguished industry speakers at TALKERS 2023, the 26th annual installment of the talk media industry’s longest running and most important annual gathering.  See more about the agenda, registration, sponsorship and hotel information here.

Industry News

Yesterday’s (4/26) Top News/Talk Media Stories

House Speaker Kevin McCarthy’s strategy to tie $4 trillion in spending cuts to raising the debt ceiling; the sexual assault civil suit by E. Jean Carroll against former President Donald Trump; Disney sues Florida Governor Ron DeSantis to prevent the governor’s oversight board from exercising power over the special taxing district; the aftermath of Tucker Carlson’s exit from FOX News Channel; the case of accused classified documents leaker Jack Teixeira; China’s Xi Jinping speaks with Ukraine President Volodymyr Zelensky for the first time since Russia’s invasion; the potential collapse of First Republic bank and its effect on the financial markets; and this weekend’s NFL Draft were some of the most-talked-about stories in news/talk media yesterday, according to ongoing research from TALKERS magazine.

Job Opportunity

WTN-FM, Nashville Seeks Talk Host

“SuperTalk 99.7 WTN” in Nashville has an amazing opportunity for the right person. The station is looking for someone who knows and understands PPM strategies or is willing to learn and execute these tactics to win. WTN is one of America’s best live and local talk stations in one of our nation’s best cities. You need to be relevant and able to talk about local and national issues, weave through interviews and audio seamlessly and handle segments and hours with or without phone calls. This isn’t a job for a beginner, but a seasoned professional who knows how to entertain and inform! Find out more and apply here.

Industry News

Newsmax Inks Deal to Broadcast in Southeastern Europe

Newsmax Media, Inc announces that it is signing a deal with Telecom Serbia to broadcast Newsmax content to customers in Southeastern Europe. Newsmax CEO Christopher Ruddy says, “Newsmax is excited about its partnership with Telecom Serbia, which has become an impressive player in numerous European markets.im Newsmax saw this agreement as both an opportunity to join with a respected leader in multimedia, Telecom Serbia, but also to strengthen America’s ties with the people of Serbia and the Balkans. The United States and Serbia were allies in both World Wars, share a common desire to overcome the destructive legacy of communism in East Europe, and both continue to support democratic societies. We believe that millions of Americans, Serbs and others will see us as an important source of information that they can trust.”

Industry News

Cousin Brucie Rockin’ in New Paltz

im

This past weekend (4/21-22), WABC, New York legend Bruce “Cousin Brucie” Morrow hosted a Rock n’ Roll Weekend at Mohonk Mountain House in New Paltz, New York. Activities included a Town Hall discussion about Rock n’ Roll’s past, present and future; a lawn show featuring classic cars from the era; and the movie Dirty Dancing with follow-up memories from Brucie and participants. The weekend wrapped up on Saturday night with a dance contest. Nearly 150 attendees competed for prizes for those who best did the Twist, Jitterbug, Bunny Hop, and Swing. Pictured here with Brucie are the second-place winners, Richie and Veronica Mannarino, from Smithtown, New York.  Said Veronica after she caught her breath, “I’m thrilled with second place. Meeting Cousin Brucie was the best prize of the night!”

Industry News

Yesterday’s (4/25) Top News/Talk Media Stories

President Joe Biden declares candidacy in ’24 and the related questions about his age; the aftermath of the firing of FOX News’ Tucker Carlson and CNN’s Don Lemon; House Speaker Kevin McCarthy’s strategy to tie $4 trillion in spending cuts to raising the debt ceiling; criticism of the Biden administration’s FHFA mortgage subsidization plan; the legal battles facing former President Donald Trump; Montana transgender state rep faces expulsion; and actor-singer-activist Harry Belafonte dies at 96 were some of the most-talked-about stories in news/talk media yesterday, according to ongoing research from TALKERS magazine.

Industry News

Industry Analyzes Tucker Carlson and Don Lemon Exits

The news/talk media industry spent Monday afternoon digesting the one-two punch that FOX News and Tucker Carlson had parted ways and that CNN had fired longtime anchor and host Don Lemon. Whileimage conservatives were likely to cheer the news of Lemon’s dismissal, the Carlson departure was far more nuanced as it came a week after FOX agreed to a $787 million settlement with Dominion Voting Systems and after discovery in the case revealed imagetexts that offered a behind-the-scenes look at FOX News personalities’ frank opinions about the 2020 election, January 6, and their co-workers and bosses. The breaking news even prompted the vacationing Mike Gallagher to find a studio in London from which to do a special edition of his Salem Radio Network program today (4/25). Salem VP/news & talk programming Tom Tradup says, “Mike Gallagher’s programming instincts are second to none. Despite being on vacation overseas, he recognized the importance of the Tucker Carlson departure and insisted on parachuting back into his talk show to give listeners the chance to sound off of what likely will be one of the biggest political stories on 2023.”

Industry Views

They Simply Don’t Like You

By Michael Harrison
TALKERS
Publisher

imaMany years ago, I received a late-night call from a legendary radio talk show host who had just been let go by management at the iconic major market station where he had been presiding over the airwaves for several decades. His ratings had begun to downtrend a bit, but he still was a big draw for audience and advertisers. He was one of the biggest names in talk radio history and his still-sizable audience loved him. Thus, the unexpected news of his severance blindsided him with a wallop and surprised the heck out of the biz.  Everyone was buzzing about it.

The usually jaunty and confident personality asked me in an uncharacteristically despondent tone of voice, “Why do you think they fired me?”

My initial response, “I don’t know.”

He answered, “C’mon, you know everything… why do you think they fired me?”

“What does it matter what I think?  I’m not sure you really want to know my opinion about this.”

“No I do, I do… tell me the truth.”

Tapping into Aaron Sorkin, I quipped, “You can’t handle the truth!”

“No I can! Dammit! Tell me what you think.”

I took a deep breath and answered, “In my opinion, they let you go… because they don’t like you.”

“What?” he replied with irritation. “You’re kidding!!”

“No, I’m not kidding.  They don’t like you and they’re using your minor ratings downslide and the subjective determination that you are no longer a fresh new voice as an excuse to get rid of you.”

I then attempted to explain to him that quite often in this business, when the question arises, should he stay or should he go, whether it is a matter of ratings, budget, or heated controversy – it comes down to the margins. Do they like you or do they dislike you?

“That’s not true!” he blurted with anger, “They LOVE me! I’m very popular with management and my co-workers. When I walk around the halls the people adore me!”

“I’m afraid they don’t… you are disliked at the station. That’s what I hear.” And that was the last time we spoke.

Fast forward to the two major buzzes currently emanating from FOX.  Everyone’s speculating about why the company dumped the mononymic talker widely known as Tucker. IMHO, it comes down to the moral of the above tale. They don’t like him.  Or more specifically, among the widespread rumors of “they,” Rupert Murdoch doesn’t like him. So much for the adage content is king. In today’s media business and perhaps all the way back to Gutenberg, platform is king. Or at least co-king.

And by the way, also IMHO – in a related story – the simple reason FOX settled with Dominion? Murdoch didn’t want to go through the discomfort and inconvenience of personally testifying in court. Everything else is filler.

Michael Harrison is the publisher of TALKERS.  He can be contacted at michael@talkers.com. You can meet Michael Harrison at TALKERS 2023 on June 2 at Hofstra University.

Industry News

Yesterday’s (4/24) Top News/Talk Media Stories

FOX News Channel’s Tucker Carlson and CNN’s Don Lemon exit their roles with their respective media organizations; the 2024 presidential race and Joe Biden’s official announcement he’s running for reelection; former President Donald Trump’s legal battles; Florida Governor Ron DeSantis’ battle against Disney; North Dakota passes law banning almost all abortions; the violence in Sudan and the exit of diplomatic personnel; and the trial of Proud Boys leaders for seditious conspiracy relative to January 6 were some of the most-talked-about stories in news/talk media this week, according to ongoing research from TALKERS magazine.

Industry Views

Pending Business: You

By Steve Lapa
Lapcom Communications Corp
President

I’m one of the lucky ones. In my marketing work I get to speak with radio/audio sellers and managers around the country at companies privately and publicly owned, as well as that increasingly rare breed – the radio station owner/operator. They all share one common fault. Yes, I said fault. Can you guess what it is? Probably not, because you too may share the same fault.

I’m one of the lucky ones as I was warned about this early in my career. Before we look in the mirror, let’s recall what Harry Beckwith said in his 2011 book, You, Inc. His premise was, “The first thing you sell is yourself.” Having trained hundreds of high achievers, my experience is that premise is one of the most subjective statements you will ever hear. How do you sell yourself with grace and humility? How does your ability to sell yourself stand head and shoulders above the next seller on the Zoom call or in the advertiser’s office without over-the-top braggadocio? While on calls with one high achiever, there was always a pause point where that seller took a side bar that started with, “Believe me, I’ve been working for ____ for __years…..” Sound familiar?

After a few calls on the same advertiser, the tenure pitch gets stale. The focus on “me” gets confused with building credibility through proven performance. Sorry, but You, Inc needs an update.

You see the missing link – the fault most sellers and managers share – is the lack of investment in “You.” In plain English, most sellers and managers fail to invest in themselves. We fail to recognize it takes a financial and time investment to keep our skills sharp, our minds focused on performance, and our teams coordinated with a win-win attitude.

There is a reason why high-level tennis professionals work and compete under the watchful eyes of well-compensated coaches and trainers. Pick a competitive career, from sports to entertainment, and somewhere in the mix you will find a coach, mentor, or trainer paid to help improve performance. But rarely will you find a seller or manager in the highly competitive radio/audio sales space investing in improving performance. Sorry to all you managers reading this, but who is coaching you?

Books, seminars, videos, online programs were and are still part of “stay sharp, stay current” training. Sales and managing sales departments is a moving target with change built into every day. Recruitment, strategy and digital dynamics move ahead with or without you. It is never too late to understand the investment necessary in “You” to keep sales and sales management skills improving every day.

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. Steve Lapa will be moderating the “Generating Revenue” panel at TALKERS 2023 on Friday, June 2 at Hofstra University.

Industry News

The Weekend’s Top News/Talk Media Stories

The debt ceiling plan from House Speaker Kevin McCarthy; the 2024 presidential campaign; Donald Trump legal battles; the Supreme Court decision on the abortion drug mifepristone; the exodus of diplomatic staff from Sudan as the violence rages; the Russia-Ukraine war and China’s stance on the sovereignty of former Soviet states; the PR exec responsible for the Bud Light controversy takes a leave of absence; and Bed, Bath & Beyond to go out of business were some of the most-talked-about stories in news/talk media over the weekend, according to ongoing research fromTALKERS magazine.

Industry News

Regarding Dominion, “Newsmax Acted Differently Than FOX”

This week’s settlement between Dominion Voting Systems and FOX News puts one chapter of post-2020 election litigation to bed, but Dominion (as well as competitor Smartmatic) has other defamation suits pending, including one against Newsmax. The news organization itself reports on the pending case and, in a piece by Marisa Herman, lays out the argument that there are stark differences between the FOX News case and its own. She cites a February 2, 2021 appearance by Mike Lindell on Newsmax TV during which anchor Bob Sellers vehemently challenges Lindell’s allegations of voter manipulation, to the point of walking off the set in frustration. The story also notes Newsmax’s defense as laid out in court filings. The company says, “It reported fairly and accurately on the public statements made by President Trump, his attorneys, and surrogates; It had a right to report on statements made by public figures, including the president; Newsmax reported on both television and online claims by multiple officials and experts that the election was not ‘stolen’ or ‘rigged.’; Newsmax reached out to Dominion, and Dominion did not accept offers to appear on the network; Newsmax published online at least a dozen articles sharing Dominion’s response to Trump campaign claims. Those headlines appeared on Newsmax TV; On Dec. 19, 2020, Newsmax published to its website a statement, ‘Facts About Dominion, Smartmatic You Should Know,’ which read, in part, ‘No evidence has been offered that Dominion or Smartmatic used software or reprogrammed software that manipulated votes in the 2020 election.’; Newsmax shared its statement over the course of months during segments related and unrelated to the 2020 election.” Finally, Newsmax adds, “It should be noted that FOX News has never made a statement, even after its settlement, as strong and specific as Newsmax’s statement of Dec. 19, 2021.”

Industry News

“95.5 WSB” Names Morning Host; Shuffles Afternoon and Late Morning Talent

Cox Media Group’s news/talk WSB-AM/WSBB-FM, Atlanta “95.5 WSB” announces that Chris Chandler (left) is named the host of “Atlanta’s Morning News,” airing daily from 5:00 am to 9:00 am. Chandler, a longtime afternoon drive anchor, takes over for Scott Slade, who announced he would step away from the program earlier this year. At the same time, the station moves host Mark Arum (center) from afternoon drive to the 9:00 am to 12:00 noon daypart and “The Von Haessler Doctrine” hosted by Eric Von Haessler (right) shifts to the 4:00 pm to 7:00 pm slot. Station director of branding and programming Ken Charles comments, “‘95.5 WSB’ has such a deep roster of talent, and I’m excited to promote Chris to this new role. As part of the process, we took the time to examine the entire station lineup. Additionally, we asked our audience what they expected from WSB. These changes reflect those expectations and leverage our local stars to position the station for the future.” About his new role, Chander says, “It is the honor of a career to step into one of the great heritage radio news programs in the country. Scott Slade can’t be replaced, but I’m committed to maintaining the integrity, consistency, and fairness he brought ‘Atlanta’s Morning News’ over his legendary run.”

Industry News

Woodward Radio’s Steve Brown Promoted to Industry Fellow

The Society of Broadcast Engineers (SBE) elevates Woodward Radio Group chief engineer Stephen Brown to the rank of Fellow. The Fellow honor is the highest membership level in the SBE. Members must have made significant contributions to the broadcast engineering field or the SBE. Candidates are nominated by their peers. Woodward Radio Group general manager Kelly Radandt says, “Steve is an Engineer’s Engineer and non-Engineer’s Engineer. By that, I mean that he is able to interact with all personality types. From sales to programming, he is able to describe the why in very relatable terms and consistently demonstrates patience with people.” Brown states, “I am humbled and very grateful for this honor, but this is also about many other people. So many amazing colleagues, friends and co-workers who have helped me. The great radio stations and a company where I have been privileged to work for almost 50 years. Numerous mentors and teachers who have given me so much. My family, who have encouraged me and allowed me to do the work I love to do. And my beautiful wife Karin, who makes me a better person every single day.”

Industry News

Top News/Talk Media Stories for Week of April 17-21

The settlement of the defamation suit brought by Dominion Voting Systems against FOX News was the most-talked-about story in news/talk media this week, landing atop the Talkers TenTM. At #2 this week was the Supreme Court’s hearing of arguments in the mifepristone abortion drug lower court ruling, followed by the various legal battles facing former President Donald Trump at #3. The Talkers TenTM is a weekly chart of the top stories and people discussed in news/talk media this week and is the result of ongoing research from TALKERS magazine. It is published every Friday at Talkers.com. See this week’s complete chart here.

Industry News

“New Jersey 101.5” Holds Town Hall on Gun Laws

This evening (4/20) at 7:00 pm, Townsquare Media news/talk WKXW-FM, Trenton “New Jersey 101.5” is presenting “On Target – Understanding New Jersey’s Gun Laws” – a Town Hall-style discussion designed to examine what the station calls “New Jersey’s changing and often confusing gun laws.” Station senior political director Eric Scott leads a discussion that will explain how the law applies to gun ownership in New Jersey as well as the responsibility of gun owners. He says, “We get many questions about gun owners and gun laws. This program will not debate the merits of the law, but rather how the law applies in New Jersey.” His guests will include: South Brunswick police chief Ray Hayducka, attorney and former Morris County prosecutor Robert Bianchi, and former military firearms instructor Dan Graber. Listeners will also be able to call in and ask specific questions about New Jersey’s gun laws.

Industry News

Yesterday’s (4/19) Top News/Talk Media Stories

The Supreme Court pauses recent court rulings stopping the sale of the abortion drug mifepristone while it considers the case; the Democrats’ Dianne Feinstein problem; Florida Governor Ron DeSantis battle against Disney and criticism of the move by fellow Republicans; the aftermath of the FOX News-Dominion settlement; the shootings of people approaching the wrong house or car and the controversy over self-defense laws; House Speaker Kevin McCarthy’s strategy in dealing with the debt ceiling; an IRS agent requests whistleblower protection in connection with the Hunter Biden investigation; China’s saber-rattling and its designs on Taiwan; and the Russia-Ukraine war and Russia’s efforts to keep Ukraine out of NATO were some of the most-talked-about stories in news/talk media yesterday, according to ongoing research from TALKERS magazine.

Industry Views

Better Than a Tornado – What You Can Control

By Walter Sabo
Consultant, Sabo Media
A.K.A. Walter Sterling
Radio Host, Sterling on Sunday

The whining is non-stop. Many in radio mourn the advent of consolidation, corporate dictates, staff cuts. They miss the way the industry was – before.

A few reminders about – before. Half the radio stations in the U.S. lost money. Voice tracking? Yes, it was called automation, analog automation and it was a technical nightmare. The meta forces that control our industry today were not created by your current boss. They were created by irresponsible venture capitalists who only looked at the fifth-year projections. A budget projected to the fifth year is at best a guess, but it is most probably a lie.

What can you control? If you are a host, you can control your next show. If you are a program director, you can control your next promo, next break, next collection of shows. You control the product and that makes you the most powerful person in the radio ecosystem. You control the product. Let’s improve the product right now. Listeners know or believe that all radio is live. Live means surprises, the unexpected, the urgent!

— Prep the surprises. Rather than sourcing the New York PostDaily Mail and your local newspaper, try throwing them away for just a day and tap brand new, unexpected sources. Search “Siberia news” and “Alaska news.”  You will be stunned at the unique menu of stories and fresh material. Surprise! Did you know the biggest challenge in Siberia is rampant forest fires? How about the fact that melting permafrost has given up well preserved woolly mammoths and new breeds of humanoids? Live means surprise.

— Build the stage. Your station or network has a vast, digital production library that you don’t use. Take the time to sit with that library for a whole day and let your creativity explore the sounds and SFX. You will discover new beds, sounders and dramatic effects to build your show’s image and present the unexpected. Already use production? Scrap it and start fresh.

— Water in the basement is the most urgent news in a listener’s life. Not the debt ceiling or January 6. Water in the basement! Other urgent news is: The moving van is two days late. The mother in-law is speaking. Logan died on “Succession.” Give yourself permission to talk about what happened to you over the weekend rather than what happened in Washington, DC.

Your current list of topics is old news, no surprises, nothing urgent. Stop, it’s not working. The typical talk radio topics reach people who typically cannot stand up to change the dial. Surprises, the unexpected and the urgent could boost the survival probability of the AM band — better than a tornado.

Walter Sabo was the youngest Executive Vice President in the history of NBC. The youngest VP in the history of ABC. He was a consultant to RKO General longer than Bill Drake. Walter was the in house consultant to Sirius for eight years. He has never written a resume. Contact him at walter@sabomedia.com. or mobile 646-678-1110. Hear Walter Sterling at www.waltersterlingshow.comMeet Walter Sabo at TALKERS 2023 on Friday, June 2.

Industry News

Yesterday’s (4/18) Top News/Talk Media Stories

FOX News and Dominion reach at $787.5 million settlement in the 2020 election defamation case; the Supreme Court to review the 5th Circuit Court’s ruling ordering the FDA to reverse its approval of the abortion drug mifepristone; the Kansas City and Upstate New York cases of homeowners shooting strangers on their property; the legal battle between House Judiciary Committee chairman Jim Jordan and Manhattan district attorney Alvin Bragg over the prosecution of former President Donald Trump; Ron DeSantis versus Disney; the controversy over AI and concerns that it could spin out of control; and Republicans stop Democrats’ efforts to replace Senator Dianne Feinstein on the Senate Judiciary Committee were some of the most-talked-about stories in news/talk media yesterday, according to ongoing research from TALKERS magazine.

Industry News

Report: Smart Speaker Ownership Stabilizes

This week’s blog post from Cumulus Media | Westwood One Audio Active Group focuses on podcast consumer and smart speaker trends and is based on data from Edison Research’s “Share of Ear” Report from Q4 2022. Among the report’s eight key findings are: 1) Smart speaker ownership has stalled with the last growth spurt occurring Christmas 2020. From 2017 to 2019, smart speaker ownership soared from 7% to 33%. The pandemic froze purchases until Christmas 2020 when ownership jumped to 40% in Q1 2021. Since then, ownership has stalled with no post-Christmas “pop” in 2021 or 2022; 2) Smart speaker ownership rates are in the mid-40s for 13-54s but only 26% for those over the age of 55; 3) As smart speaker ownership flattens, the share of AM/FM radio streaming on smart speakers also stabilizes.The proportion of total U.S. AM/FM radio streaming occurring via the smart speaker has stabilized as device ownership growth has stalled. According to Triton Digital, since 2021, AM/FM radio streaming via smart speaker has stabilized, growing slightly from 23% to 26%; 4) Smart speakers are vital to U.S. AM/FM radio as they are now more likely to be the only “radio device” in the home. Edison’s 2022 Infinite Dial study revealed that 40% of smart speaker owners do not have a radio in their home, up from 28% in 2018; and 5) Aggressive promotion pays off as AM/FM radio is number one for smart speaker ad-supported audio shares. AM/FM radio stations are consistently number one in ad-supported audio shares on smart speaker devices. No wonder, as streaming now represents 20% of all time spent to AM/FM radio. See the complete blog post here.

Industry News

Steve Lapa Launches 3 MINUTE PLANNER™, a Sales Education Tool

Steve Lapa, well-known broadcast management & sales expert and TALKERS contributing columnist, has launched a new website, 3MINUTEPLANNER.COM, which provides an innovative platform designed to simplify sales meeting strategies with easy-to-follow “3 Minute” explainer videos and accompanying downloadable eBooks. This video-based re-education is the first of its kind in the industry, providing managers and sales teams with the resources that support their success.

According to Lapa, The 3 Minute Planner™ is designed to help radio managers and sales teams by providing concise, practical strategies that can be applied immediately. The three-minute videos cover a wide range of topics, from sales strategies to account management and client relationship building. Each video is accompanied by an eBook that expands on the topic, providing additional tips to help sellers and managers improve performance.

Lapa tells TALKERS, “Radio sales is about constant competition and pressure. The 3 Minute Planner™ is designed to provide managers and sales teams with the strategic guidance they need to succeed. Our video-based re-education approach makes it easy for anyone to learn and implement new strategies quickly.”

The package features over 100 topics and strategies, allowing managers and top sellers to tailor the content. Lapa says, “The 3 Minute Planner™ provides a clear, concise format that is easy to follow and apply, making it an ideal tool for busy sales teams who need to make the most of their time.”  Interested radio broadcasters can visit 3MinutePlanner.com for a free sample.

Steve Lapa will be moderating the sales panel at TALKERS 2023 on Friday, June 2 at Hofstra University.

Industry News

Yesterday’s (4/17) Top News/Talk Media Stories

The House Judiciary Committee’s field hearing in New York City to address crime attributed to Manhattan district attorney Alvin Bragg’s prosecution policies; after a one-day delay, the Dominion vs FOX News defamation trial begins today in Delaware; the FBI arrests two men charged with operating an “undeclared police station” in New York’s Chinatown and conspiring with the Chinese government to silence dissidents in the U.S.; the shooting of 16-year-old Ralph Yarl by 84-year-old Andrew Lester in Kansas City and the protests that stemmed from it; 20-year-old Kaylin Gillis is killed by un upstate New York man after the car she was riding in turned into his driveway; House Speaker Kevin McCarthy’s plan to tie raising the debt ceiling to tax cuts; Florida Governor Ron DeSantis’ ongoing battle with Disney over the company’s control of the special tax district; and WSJ reporter Evan Gershkovich makes an appearance in a Russian court after being arrested and charged with espionage were some of the most-talked-about stories in news/talk media yesterday, according to ongoing research from TALKERS magazine.

Industry Views

Pending Business: NAB – Never Assume the Basics

By Steve Lapa
Lapcom Communications Corp
President

Welcome to the NAB edition of Pending Business.

Wait, not that NAB. I am talking about the NAB that affects every manager and seller in the broadcast business, especially radio. This NAB is all about Never Assume the Basics.

Timing could not be better. Borrell and Associates just released a report that validates the Covid pandemic-driven changes in the local advertising marketplace. The shifts are so big, they most likely will change the ad world for a long time. The report shows the measurable local advertising marketplace is now at approximately $143 billion dollars. If you believe the numbers in the report, 67% of local ad dollars are placed in digital media advertising. Simple math says 33% of local ad dollars are now split, radio, TV, all print, outdoor and direct mail. Now that is a genuine showstopper!

These numbers are a tough pill to swallow, especially for those of us who remember the days when (print) newspapers were the king of the hill of local ad dollars. Whether you accept the numbers or not, the trend is your friend, and no manager or seller wants to be left behind. The major drivers behind this seismic shift in local ad dollars are the giants of social/digital media. Members of what TV personality Jim Cramer calls the FANG set – Facebook, Amazon, Google – you know what I am talking about. The shift in local dollars happened and continues happening right before our collective ears and eyes. Some of us are changing with the flow, others are still satisfied just reading a competitive radio monitor report during the Monday morning sales meeting.

Let us pause right here and get back to the danger of assuming the basics. You know what assuming can do, so let us regroup. Zoom back and take a treetop view of how you reconcile the basics of:

— local ad budgets

— sales prospecting

— packaging

What’s changed in your approach to prospecting? What NEW information and new businesses are you targeting? How has your competitive information flow adjusted to reflect local market changes? What is the newest package concept in your sales arsenal? Are you up to speed on the newer social and digital media initiatives in your local market?

Make no mistake, I am not advocating breaking the foundation. Yet we cannot ignore market dynamics. Some companies are driving change and growing in the digital/social media ad space, while others are slower. The great Teddy Roosevelt said “Lead, Follow, or Get Out of the Way!” Leadership is never easy. When it comes to sales, it should be a constant goal. Do not let anyone push you out of the way.

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. Steve Lappa will be moderating the “Generating Revenue” panel at TALKERS 2023 on Friday, June 2 at Hofstra University.