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. 
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.”
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! 
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. 
Hosting Career.” The session, sponsored by C. Crane, was introduced by managing partner, Goldman McCormick PR and syndicated host, Ryan McCormick (pictured at right) and moderated by WPHT, Philadelphia host, Dom Giordano (pictured above). Panelists (pictured below from left to right) include Heather Cohen, SVP, the Weiss Agency; Martha Zoller, host, WDUN-AM/FM, Gainesville, GA; Frank Morano, host WABC, New York; Rich Valdes, host, Westwood One; and Jeff Katz, host, WRVA, Richmond, VA. 
podcast averages more than 13 million monthly downloads. Premiere Networks president Julie Talbott says, “We couldn’t be more proud of what Clay and Buck have accomplished together over the past two years. They had big shoes to fill, and they hit the ground running with their fresh, dynamic and entertaining brand of news talk. The results speak for themselves, and we’re proud to mark this milestone with them as they continue to deliver impressive returns for our partners.”
“Generating Talk Radio Revenue in a Digital World.” The session, sponsored by The Ramsey Show, was introduced by syndicated host and radio executive Doug Stephan of the Good Day Show/Stephan Multimedia (pictured at right) and moderated by Lapcom Communications Corp president, Steve Lapa (pictured above). Panelists (pictured below from left to right) include Vince Benedetto, CEO, Bold Gold Media Group; Paul Gleiser, host/owner, KTBB-FM-AM, Tyler, TX; Michael “MZ” Zwerling, host/owner, KSCO/KOMY, Santa Cruz; Todd Starnes, host/president, The Todd Starnes Show Syndication/owner, KWAM, Memphis; and Paul Vandenburgh, host/owner, WGDI, Albany, NY. 
Erick Erickson as the new afternoon talk show host on WYRD-FM, an unsurpassed team of talent will serve the Upstate, north Georgia and western North Carolina. Erick’s thought-provoking discussions, unyielding insight and captivating presence will be a welcomed addition to our listeners and partners. Erick will complete News/Talk 98.9 WORD’s incredible lineup, allowing us to provide unmatched content for listeners and the largest and most effective platform for advertisers.” Erickson is syndicated via Compass Media Networks. 
LP, a 39-station group which he later sold to Cumulus Broadcasting in 2000 for $258 million. At this time, he pioneered notable progress in integrating legacy media with emerging digital technology. In 2004, he formed Connoisseur Media which now operates 13 radio station brands and digital assets in five markets. Highly respected and celebrated industry-wide for his outspoken candor and bullish approach to radio station ownership, Jeff Warshaw serves on the board of directors of the National Association of Broadcasters, the executive committee of the Radio Advertising Bureau, and is chairman of the Nielsen Audio advisory council. Harrison describes Warshaw as “one of the most knowledgeable, emerging forces to be reckoned with among radio industry leaders and a potential leader in the next wave of radio station consolidation.” The two discuss the intersection between ratings, revenue, and corporate culture. Not to be missed. 
an illustrious career in LA radio, from LOVELINE’s inception on KROQ through the show’s network syndication and MTV. We’re thrilled to have Ann joining our iHeart LA team.” Ingold was most recently serving as producer on ITV’s weekly live Facebook Watch program and consulted Los Angeles radio shows for Audacy and Meruelo Media. She comments, “I want to thank Robin and everyone at KFI for being so welcoming.”
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?
Resort Casino Host Community Agreement with the City of Richmond, Virginia, to be the city’s preferred casino gaming operator subject to certification by the Virginia Lottery Department and a local referendum. The planned project is a $562 million world-class entertainment and gaming venue.
years ago on KLIF and then ‘The Ticket’ you could tell he was a special communicator. He truly is one of Dallas radio’s great storytellers and he kept it going with Susquehanna and then Cumulus all these years. Not many have that kind of staying power. We wish him every happiness in his well-deserved retirement.” Hitzges states, “I’m so proud to be a part of what ‘The Ticket’ has built – a ratings dominator in a fantastic sports city. I shall so miss the daily ‘rush’ of being on the air. But after 48 consecutive years on the air in Dallas doing sports talk, it’s time to move on to the next phase of my life, whatever that may be.”
The fourth and final round of ratings information from Nielsen Audio’s May 2023 PPPM survey has been release for 12 markets including Austin, Raleigh, Indianapolis, Milwaukee, Nashville, Providence, Norfolk, Jacksonville, West Palm Beach, Greensboro, Memphis, and Hartford. Nielsen’s May 2023 sweep covered April 27 – May 24. In Raleigh, iHeartMedia’s news/talk WTKK-FM loses half a share to finish the survey with an 8.3 share (weekly, 6+ AHQ share) and stays ranked #2, while Capitol Broadcasting’s news WRAL-HD3 fell two-tenths to a 0.1 share good for the #15 rank. iHeartMedia’s news/talk WISN, Milwaukee tacks on a half share to wrap the survey with a 10.2 share and the #1 rank, while Good Karma Brands’ crosstown news/talk WTMJ lost a full share for an 8.2 share finish but remains ranked #3. In Nashville, Cumulus Media’s news/talk WWTN-FM is down 1.7 shares, finishing with a 5.0 share that drops it to the #6 rank, while iHeartMedia’s crosstown news/talk WLAC-AM lost two-tenths for a 1.1 share finish good for the #20 rank. 
We’re confident there will be many qualified applicants seeking to take advantage of this fabulous partnership.” Wisconsin is the second state to partner with MIW, which is hoping to expand to all 50 states. Minnesota launched the first partnership last year. MIw board president Ruth Presslaff comments, “Welcome Wisconsin! We are so appreciative of the support the Wisconsin broadcasters are showing by launching this mentorship program with MIW. Many thanks to Michelle Vetterkind and everyone at WBA.” Applications are due July 7. 
Podcasting.” The session, sponsored by Our American Stories, was introduced by syndicated talk show host Guy Benson of FOX News Radio (pictured at right) and moderated by talk show host Lisa Wexler of WICC, Bridgeport, CT (pictured above). Panelists (pictured below from left to right) include Steve Goldstein, CEO, Amplifi Media; Gary Krantz, CEO, Krantz Media Group; Greg Stocker, brand manager, WPHT, Philadelphia; Ron Hartenbaum, managing member, WYD Media; and Larry Young, host/producer, “In Conversation with LY” podcast. 
economic empowerment tools and services in the United States. He is also chairman and chief executive officer of John Hope Bryant Holdings, Bryant Group Ventures and The Promise Homes Company, a for-profit minority-controlled owner of institutional-quality, single-family residential rental homes in the U.S. “We are pleased to welcome John Hope Bryant to The Black Effect Podcast Network’s board of directors. John brings a strong track record of business success, broad leadership experience in philanthropy, education, public engagement and innovation, and a deep appreciation for black culture that makes him the perfect choice to help steer and shape the future of the network.”
Radio Hall of Fame nominating committee. The nominees are: Bert Weiss, Bob Rivers, Charles Laquidara, Dyana Williams, Gerry House, Jaime Jarrin, John & Ken, John DeBella, Johnny Magic, Kevin Matthews, Kid Leo (Lawrence Travagliante), Larry Elder, Laurie DeYoung, Lee Harris, Rev. Louise Williams, Bishop, Mark Simone, Mary McCoy, Matt Siegel, Mojo in the Morning, Monica May, Nina Totenberg, Pat St. John, Shadoe Stevens, and Shelley “The Playboy” Stewart. 2023 Radio Hall of Fame inductees will be announced Monday, July 24, and honored in-person at the 2023 Radio Hall of Fame induction ceremony on Thursday, November 2, at the InterContinental New York Barclay Hotel in New York City. Radio Hall of Fame co-chairman Kraig Kitchin states, “Congratulations to each of this year’s’ nominees on this recognition. Behind this slate of nominees, the nominating committee reviewed more than 2,500 incoming suggestions from industry members and listeners before determining this group of talented individuals. Each nominee is deserving of induction, and I look forward to the results of the forthcoming confidential voting results.”