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.”
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. 
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.” 
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.”
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.”
as a major ‘go-to’ source across the nation and continues to grow as a major political and social thought leader in the Peach State utilizing her local radio platform most effectively. She is truly a gem in this field.” Over the years, Zoller pivoted her multi-faceted career at different times between being a local and regional radio talk show host, a student, a political operative, a congressional candidate (where she made it to a run-off) and a businesswoman as well as a wife, mother, and grandmother. After graduating in 1979 from the University of Georgia with a degree in journalism from the prestigious Grady School of Journalism, she worked in the corporate world in addition to raising a family. She states, “I know there is no glass ceiling and women can have it all, just not at the same time.” A lifelong learner, Zoller completed her MA in Political Science in 2021 at the University of Georgia’s School of Politics and International Affairs. Her thesis was on women’s electoral success in the GOP. Among her political experiences, she served as the State Director of Field Offices for Gov. Brian Kemp. From 2014 until 2018, she worked for Sen. David Perdue in senior staff positions. Martha began her talk radio career in 1994 after being a regular caller to WDUN. Her first call to the station was prompted by Hillary Clinton’s lament that “she could have stayed at home and baked cookies.” In addition to being a perennial member of the TALKERS “Heavy Hundred,” Zoller has been named to James magazine’s list of Most Influential Georgians and Georgia Trend magazine named her as one of Georgia’s most influential members of the media. She also serves as the 9th District Representative on the Georgia State Board of Education since 2020. Meet Martha Zoller at TALKERS 2023 on Friday, June 2 at Hofstra University. For more information see story below.
that its Lawrence Herbert School of Communication brings to the table.” As was the case last year, this event will be held in a COVID-19 compliant environment based upon the circumstances at the time of the convention. TALKERS 2023 will boldly address key issues – some existential – facing the talk radio and talk media industries at this dramatically critical juncture of rapidly accelerating technological and societal change as well as identifying the remarkable opportunities inherent in these developments. It will also provide participants with unique and powerful networking opportunities. The all-inclusive registration fee covering convention events, exhibits, food, and services for the day is $379. Take advantage of the early bird fee of $329 available until 5:00 pm ET on Friday, March 31. Because space will be limited and a sellout is anticipated, all registrations are non-refundable. 
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. 
The fourth and final round of ratings data from Nielsen Audio’s February 2023 PPM survey has been released for 12 markets including Austin, Raleigh, Indianapolis, Milwaukee, Nashville, Providence, Norfolk, Jacksonville, West Palm Beach, Greensboro, Memphis, and Hartford. Nielsen’s February 2023 sweep covered February 2 – March 1. Today, TALKERS magazine managing editor Mike Kinosian presents his Ratings Takeaways from this group of markets. In Raleigh, iHeartMedia’s news/talk WTKK-FM falls three-tenths to finish with an 8.0 share (weekly, 6+ AQH share) but remains locked in the #2 rank, while Curtis Media Group’s crosstown news/talk WPTF adds six-tenths to wrap the survey with a 2.4 share good for the #14 rank. iHeartMedia’s news/talk WISN, Milwaukee rises two-tenths for a 9.8 share finish that keeps it ranked #1, while Good Karma Brands’ crosstown news/talk WTMJ dips half a share to finish with a 7.0 share but rises one spot to the #4 rank. In West Palm Beach, iHeartMedia’s talk WZZR is up four-tenths to a 2.1 share good for the #10 rank, while sister news/talk WJNO falls two-tenths to a 1.5 share leaving it ranked #13, and Hubbard Broadcasting’s crosstown news/talk WFTL is up one-tenth for a 1.0 share finish and the #14 rank. 
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. 
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.”
“For years, Tucker Carlson and FOX News have targeted Ray Epps with malicious lies about his involvement in the events of January 6th. FOX News has chosen to promote fantasy over fact, exposing Ray and Robyn Epps to harassment, intimidation, and abuse. It is clear that Mr. Carlson and FOX News are uninterested in speaking the truth to their viewers… Recent revelations from the Dominion Voting lawsuit make clear that FOX News has zero qualms about lying to its viewers. The fictional story that Mr. Carlson and FOX News have told, and continue to tell, about Ray Epps is just one more example of this. It is time for Mr. Carlson and Fox News to stop the lies and to make amends.” The Epps are demanding “that Mr. Carlson and FOX News retract the claim that Mr. Epps was working for the FBI or any governmental entity when he attended the January 6th events and the claim that Mr. Epps acted as an instigator or provocateur of the insurrection. We expect that you will give the same airtime in retracting these falsehoods as you spent amplifying them. Further, Mr. Carlson and FOX News must issue a formal on-air apology for the lies you have spread about Mr. Epps.” The Epps’ are also providing notice of potential litigation regarding what they call FOX’s “defamatory conduct.”
With DT and Telly” – co-hosted by Telly Hughes and Denise Thomas – and airs from 7:00 am to 9:00 am. Ricks remains with the station and will host “Nothin’ But the Truth,” from 12:00 noon to 1:00 pm daily, effective April 3. To accommodate the changes, “The Truth With Sherwin Hughes” – heard from 10:00 am to 1:00 pm – moves to the 9:00 am to 12:00 noon daypart. 
The third of four rounds of ratings information from Nielsen Audio’s February PPM survey has been released for 12 markets including Portland, Charlotte, San Antonio, Sacramento, Pittsburgh, Salt Lake City, Las Vegas, Orlando, Cincinnati, Cleveland, Kansas City, and Columbus. Nielsen’s February 2023 sweep covered February 2 – March 1. Today, TALKERS magazine managing editor Mike Kinosian presents his Ratings Takeaways from this group of markets. In Portland, Alpha Media’s news/talk KXL-FM rises four-tenths to finish with a 7.0 share (weekly, 6+ AHQ share) good for the #4 rank, while iHeartMedia’s crosstown news/talk KEX-AM also goes up four-tenths and finishes with a 3.4 share that lifts it to the #9 rank. Urban One’s news/talk WBT-AM/FM, Charlotte shoots up 1.2 shares to finish the survey with a 5.5 share that moves it from the #8 rank to #4. In San Antonio, Alpha Media’s news/talk KTSA-AM is up half a share, wrapping the survey with a 3.7 share good for the #10 rank, while iHeartMedia’s crosstown news/talk WOAI-AM falls two-tenths for a 3.3 share that sees it decline from the #9 rank to #14. 
We’ve seen autopsies depicted on various cop shows. As the doctor dispassionately probes the deceased, he or she is dictating into an audio recorder: “I’m opening up the chest cavity…”
Ripken Jr. Ripken joins Bob Haynie – host of the midday “Vinny & Haynie” show – Baltimore Hall of Famer Mike Bordick, and longtime voice of Baltimore baseball Jim Hunter. 105.7 The Fan brand manager Chuck Sapienza comments, “We are thrilled to be bringing ‘Baltimore Baseball Tonight’ back to Baltimore baseball fans. The show was received so well last season, and we look forward to building off that momentum again this season. Adding Ryan to the team brings a critical young voice to the show, and his perspective having been a part of the organization and his deep family ties to the team are invaluable.” When the Orioles are home, the show is broadcast on-site at Pickles Pub near Oriole Park at Camden Yards. 
Communications Partners 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.”
Christopher Ruddy founded Newsmax in 1998 to publish online and offline content in the fields of news, politics, health and finance. Newsmax.com ranks consistently as one of the country’s most-trafficked news websites. Newsmax TV, a cable and over-the-top media service news channel started in 2014, has shown remarkable growth becoming one of the nation’s leading television news and political opinion sources. Newsmax recently entered the field of talk radio with a syndication arm and is reportedly exploring expansion into radio station ownership. As a journalist, Christopher Ruddy previously worked at the New York Post and the Pittsburgh Tribune Review. He was also awarded a Media Fellowship at the Hoover Institution on War, Revolution and Peace at Stanford University. He holds a BA summa cum laude in history from St. John’s University and a Master’s in Public Policy from the London School of Economics. Harrison describes Ruddy as “a key player in emerging 21st century media.”