Pending Business: Attracting New Recruits
By Steve Lapa
Lapcom Communications Corp
President
Ask any sales manager what the #1 challenge they face is and nine times out of 10 the surprise answer is not “more business.” Generating more business takes a well-oiled machine that starts and ends with a focused, well-trained sales team. And therein lies the challenge question I hear every week. “Where can I find more good salespeople?”
With all the sophisticated technology available today – from Zoom and Teams to data mining and social media – it is hard to comprehend why any viable radio station would have difficulty recruiting “good salespeople.” I rarely faced that challenge in any of the markets where I worked. No matter what the ownership structure or market size – from Buffalo to San Francisco – recruiting and retaining “good salespeople” was only an occasional problem.
If you are a manager at any level, in any market, responsible for recruiting and training “good salespeople,” you may never view the task the same way again if you follow these six simple steps:
1) Recruitment should always be on your “To Do” list. Always, period, the end. Like the sun rises every morning, recruitment is a regular part of your day.
2) Times are changing, build your bench. If your sales team is a mix of generations, any given team member may decide to move on for reasons you may not understand. Be prepared. Turnover happens, don’t be ambushed.
3) Do you have a written profile of the ideal candidate for sales? Sound crazy? Try it right now. What are the three must-have qualities of every successful seller on your team? Those qualities may now be changing with newer digital, social media, and programming changes.
4) Is your compensation structure competitive? This is one of my favorites. Depending on ownership you may or may not have the degree of flexibility you want. However, you may find a friendlier structure through performance incentives.
5) Would you trust members of your current team to interview a candidate? I used the technique often over 15 years. Sometimes the culture in your sales department is unique or you may feature team performance incentives. The power of teams is a proven winner in most businesses.
6) Are you plugged in to the new-think of today’s entry-level seller? Here are some current facts that may change your view of recruiting younger sellers:
a) A study at the University of Chicago showed 56% of Americans think a college degree is not worth the money. Wow, is that different from most job postings!
b) As job markets become unpredictable, 97% of graduating seniors are open to alternative careers, as in not their major, this according to a study by iCIMS.
Finding “good salespeople” should never be viewed as a management headache. Once you make the commitment, the next great seller could be your next interview.
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.
In Dominion Voting Systems’ $1.6 billion lawsuit, testimony and internal communications demonstrate that FOX News management and talent privately doubted election fraud claims they were broadcasting. Tucker Carlson messaged Laura Ingraham: “Sidney Powell is lying by the way. I caught her. It’s insane.”
January, Jay suffered two ventricular tachycardia events within a week of each other and doctors at Baylor Scott & White Hospital told him, “Your heart is done.” He was placed on the transplant list and told his expected wait would be two to six months for a new heart. Fortunately, it didn’t take that long and on February 3, Jay received a call informing him a heart had become available and he would be going into surgery that night. He received the new heart on February 4 and went home nine days later. Today (4/3), Jay returns to the air alongside his WBAP co-host Ernie Brown. Jay has been a key personality on the station for the past 42 years.
10:00 pm program for the past 13 years. In a Facebook post, Mangino calls the KDKA gig his “dream job” and says, “I couldn’t be more thankful to program director Marshall Adams and GM/VP Michael Young, who brought me on at KDKA; to Jim Graci, who kept me around all of those years and Dave Labrozzi & Michael Spacciocoli, who helped keep my dream alive. And finally, there’s PJ Kumanchik, who was integral in bringing me to KDKA, he was there during my entire ride and in the process became one of my dearest friends.”
personalities have had on Fresno and the greater Central Valley of California over the past century. It debuted last night (3/30). KMJ hit the airwaves with just 50 watts of power on March 23, 1922. Eventually, with the threat of World War II looming, the FCC allowed KMJ to boost its power to a whopping 50,000 watts. “KMJ: 100 Years in the Valley” was written and directed by Emmy Award-winning filmmaker Jeff Aiello. KMJ program director Blake Taylor served as a producer.
Paul Gleiser says, “We are heartbroken, plain and simple. John was as good as it gets as a radio newsman. But beyond that, he was a kind and gentle soul with a heart to make his community better. The many people from all over East Texas and from across the social and political spectrum who have reached out to us following John’s accident serve as testament to a life well lived. We will miss him more than I can say.” Sims grew up near Philadelphia where his father called radio play-by-play for the Phillies. Sims had been news anchor and editor at KTBB since 1998. He was involved in many local community organizations and was respected and admired by those with whom he interacted.
Sessions, followed by NPR Member Stations (77,381 AAS) at #2 and Audacy (54,141 AAS) at #3. Other commercial radio firms in the top 30 ranker this month include: Cumulus Streaming Network (40,953 AAS) at #4, Beasley Broadcasting Corporate (40,953 AAS) at #6, Hubbard Broadcasting (15,540 AAS) at #8, Urban One (10,281 AAS) at #10, and Salem Communications (8,533 AAS) at #12. 
close out Women’s History Month, it is important to remember the legacy of Gracie Allen, the inspiration behind these esteemed awards. This year’s recipients exemplify Gracie Allen’s spirit through their exceptional talent, innovation, and vision. Their steadfast dedication to their craft and their tenacious resolve to break boundaries serve as a compelling testament to the essential role women play in molding the cultural landscape. We eagerly anticipate celebrating their outstanding accomplishments.” Winners in the radio category (national and local) in commercial news or talk formats include: Jai Kershner, “Good Day Show,” Outstanding News Anchor; Mandy Connell, iHeartMedia, Host Non‐Morning Drive; Christina Musson, KMJ AM/FM Fresno, Co‐host (Talk/Personality) Small/Medium Market; Marcy Williams, WSB-AM/WSBB-FM, Atlanta, Outstanding News Reporter; “Talking Golf with Ann Liguori,” WFAN, New York, Talk Show ‐ Sports; and “The Gee and Ursula Show,” KIRO-FM, Seattle, Talk Show ‐ Talk. 
news events as they happen, make it the ideal complement to WBAL’s live and local daytime talk lineup.” Noory comments, “It’s great to be back in the Charm City! As a young boy, I’d spend many days visiting family, and even took in a few Oriole games. I couldn’t be more excited to be heard on the legendary WBAL.” Noory marked his 20th year as host of the program in January of this year.
course of his career and we’re pleased to add him and his perspective to our weekday ‘BetQL Daily’ program alongside Joe and Erin. Through his wealth of experience in sports reporting and analysis, Ed will provide valuable insights to our listeners as they make their betting decisions, while using his expertise to break down games, analyze players and teams, and provide valuable betting tips, strategies and Wagertainment.”
them. I was making a seventh of what I made three or four years ago.” As is often the case when a host is let go, they wish they’d had a chance to say good-bye and Harris is no different. He says he’d liked to have said thanks. “Just tell them that they have been great to me over the years. They are what I will miss most.” Harris had been hosting the first two hours of morning drive – from 5:00 am to 7:00 am. “The Ryan Gorman Show” had been airing from 7:00 am to 10:00 am but will absorb the early hours and shift to the 5:00 am to 9:00 am daypart. Harris and the late Ted Webb co-hosted “AM Tampa Bay” for almost 30 years. About his future, the 81-year-old Harris says, “I might look for part-time work on the radio somewhere. Or maybe I will retire. I am an old geezer, after all.” 
will air from 10:00 am to 11:00 am ET. “FOX News Rundown” will “offer the previous week’s best stories, with a deep focus on the biggest stories emanating out of the nation’s capital.” It will be hosted by various FOX News political reporters including Jared Halpern and Chad Pergram. FOX says “The Bret Baier Show” provides listeners with the best of the week from “The Bret Baier Podcast.” 
talk radio is the main reason why. He says, “My new book is out for 48 hours and already it’s a #1 bestseller in many categories at Amazon. And to what do I credit my success at going so quickly to #1? Talk radio. In past 48 hours I’ve been a guest on 30 talk radio shows… plus of course, I’ve promoted my book on my own national radio show. Talk radio works!” Root is an ardent Donald Trump supporter who says the former president linked to his recent opinion piece titled, “Democrats Want to Indict & Arrest President Trump. They Want a War? Let’s Give it to Them” in one of his recent posts on Truth Social.
says, “What began as a daily morning radio show over a decade ago in New York City has now become a cultural beacon across America. This new partnership with BET will expand the radio show’s reach to millions more watching on this iconic television network.” BET CEO Scott Mills, says, “We recognize the show’s influence and popularity, and we are confident that the partnership will be meaningful to our viewers and to our partners. Hosts Charlamagne and DJ Envy are long time members of the BET and Paramount family, so we couldn’t be more excited to welcome “The Breakfast Club” home to BET.”
balance between local, national, and multiplatform elements of the ever-evolving talk media space. Brian Kilmeade is a nationally known talk star hosting separate shows on FOX News Radio and FOX News Channel (TV). His syndicated radio show is carried on Long Island (where he also lives) by news/talk WRCN-FM, Riverhead “Long Island News Radio.” The station which serves Eastern Long Island is owned by JVC Broadcasting of which John Caracciolo is president/CEO. Harry Hurley, morning host at WPG, Atlantic City, NJ (and regular guest host on FOX News Radio who occasionally fills in for Kilmeade) will serve as moderator of what promises to be a fascinating three-way conversation. 
welcome such a talented and experienced individual to our team. Mark is an impactful leader who has a strong track record of building and developing great teams, serving the community, and delivering results. His background and experience make him a perfect match for CMG Tulsa’s high-performing team.” Shecterle comments, “I’m very excited to have the opportunity to join CMG, work with the very talented team in Tulsa, and continue the legacy of success for these powerful brands.”
says, “This position has been a long time coming for us here at WRG. Our audiences are consuming our brands in many different ways now. I have no doubt that Kaytie will be exceptional in this role!” Kelly comments, “I’m excited to work with our talented team to build the digital arm of Woodward. There are so many incredible opportunities that lie ahead and I can’t wait to get started!” WRG owns and operates news/talk WHBY/W292FA and sports talk WSCO-AM/W256DD in the Appleton-Oshkosh market as well as four music brands. 
and news in the growth and development of new original podcast content for podcast studio 2400Sports and across Audacy’s 28 local newsrooms in top U.S. markets. Audacy chief digital officer and president, podcast and streaming J.D. Crowley says, “As we commit to accelerating our digital growth and enhancing performance, we’re thrilled to expand Jenna’s role to further unify and streamline our content and business efforts across our leading podcast portfolio, enabling even more rapid development of new and original IP and better leveraging our talent across the entire Audacy portfolio. Jenna’s strong leadership and deep industry relationships will propel us forward on our mission to be a leading partner of audio creators, while super-serving listeners of all backgrounds and interests and enabling our sales teams to better serve our customers and partners with unique and compelling podcast opportunities.” 
Rich Zeoli, Nick Kayal, Dom Giordano, Dawn Stensland and special guest Ryan Manion, Gold Star Sister and president of the Travis Manion Foundation, along with the team at the organization. Audacy Philadelphia SVP and market manager David Yadgaroff states, “Our WPHT listeners are extremely passionate and generous and it’s so gratifying when our friends, neighbors and advertisers rally together for a great cause. Our Philadelphia brands are long supporters of Travis Manion Foundation and the great work they do for veterans and families of the fallen in our local community and we’re pleased to team up with them once again to support their mission.”
combined with total day and primetime viewers and the A25-54 demo for the seventh consecutive quarter. FOX News Channel reports that its total primetime viewers for March 2023 was 2,094,000 (down 27% from March 2022), while CNN’s total primetime viewers was 473,000 (down 61% from March 2022) and MSNBC’s total primetime viewers was 1,135,000 total viewers (down 12% from March 2022). 
Jenna Miller, integrated sales manager for Cox Media Group join the board of the organization consisting of top-level female radio professionals who use their 
experience, influence, and resources to help other women in radio develop management and leadership skills. MIW board president Ruth Presslaff says, “Both Lori and Jenna share a history with MIW, starting as mentees and now joining us as board members. They are each accomplished and inspiring professionals who are generously giving back to the betterment of women in the industry, and the industry as a whole. We welcome them wholeheartedly and are thankful for their participation.”
A reverse stock split reduces the number of shares that each shareholder owns but increases the value of each remaining share. Audacy says, “We are seeking shareholder approval for the authority to effectuate the reverse stock split as a means of increasing the share price of our Class A Common Stock to be at or above $1.00 per share in order to attempt to avoid delisting by the NYSE. We expect that the reverse stock split will increase the closing price per share of our Class A Common Stock to be above the $1.00 per share minimum price for the required number of days, thereby satisfying this listing requirement. However, there can be no assurance that the reverse stock split will have that effect, initially or in the future, or that it will enable us to maintain the listing of our Class A Common Stock on the NYSE. We are not aware of any present efforts by anyone to accumulate our Class A Common Stock, and the proposed reverse stock split is not intended to be an anti-takeover device.” Audacy was put on notice last August 1 that it was not in compliance with the minimum average closing price of $1.00 per share and faces delisting. 
live from 3:00 pm to 6:00 pm ET daily on OutKick.com and across all OutKick social platforms. Withrow says, “Our listeners can expect the same brand of honest, authentic, and fearless sports talk we’ve always brought to the table. We are excited to get this new branding rolling as OutKick continues to grow and expand its audience.” Hutton adds, “Hot Mic will be the agenda-free sports talk show for true sports fans. No fake debates. Authentic reactions and analysis that everyone should expect from OutKick.”
Media’s mission is to refocus our attention on state and local issues, and we’re doing that by building a network across Wisconsin of hometown radio stations that are bringing as much local and state-based content to the airwaves as we possibly can.” The piece says that Civic Media has been acquiring radio stations, but it appears it is leasing at least some of them, such as WMDX-AM/W224EG, Madison “Mad Radio” which is owned by Good Karma Brands. Regardless, it is presenting programming on about a dozen stations with its eye on having about 20 stations in its network. 
additional 7.125% Senior Secured Notes due 2028 of the company (the “2028 Notes”), a portion of the proceeds of which was used to satisfy and discharge the Indenture relating to the 2024 Notes on March 20, 2023 and to complete the redemption on March 27, 2023. The additional 2028 Notes and the related guarantees were sold to certain existing holders of the company’s outstanding 2028 Notes whom the company believes to be qualified institutional buyers, in a private placement. The company believes that the completion of this refinancing will strengthen its balance sheet.
Boyz” Monday – Friday show and numerous weekend mix shows. Liane has recently added “The Frank Ski Show with Nina Brown” and John Tesh’s “Intelligence For Your Life” to her portfolio. She says, “Thank you Peter, Hiram, Nancy, and Adam for your endless support and guidance. I’m so proud to be a part of Compass Media Networks’ talented team and deliver the best product lineup in our industry while serving the utmost value to our content partners and affiliates.”