Are You Ready To Make Money Podcasting?

8-1-14

Many on-air hosts have wondered how to get their tribe -- the local listeners they've cultivated for years -- to follow them online. They've also wondered how, if they did follow, they could make money from their tribe without going broke trying. Andy Dean wondered those same thoughts and with a 3-year-old talk show syndicated by Premiere he has quite the following. So Dean went out and built a company that makes it easy for anyone to start a Podcast and make money, if you have a following willing to pay for what you say. Dean is giving up his show with Premiere to focus on his new venture which is called ConnectPal. In our interview with Dean, he explains exactly how it works and how anyone can start making money. LISTEN HERE

Reach out to Andy andy@connectpal.com

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Making Money From Mobile

6-5-14

JacAPPS President Paul Jacobs, following John McAfee's opening keynote on day one of Radio Ink's Convergence ? in which McAfee made some scathing observations about smartphones and privacy ? drew a laugh from the crowd as he asked, "Who would schedule a panel on monetizing mobile after that?" But Jacobs kicked off this key panel with some RAB stats, showing that in 2013, radio was flat to down while mobile was up 16 percent. "Where would you put your focus?" he asked the crowd.

More stats showed that radio advertisers are spending only 12.5 percent of their ad dollars on radio, and Ford Motor Co. is requiring that its dealers spend ever-larger portions of their co-op money on digital. But, he said, "Car dealers aren't sophisticated digital advertisers." He said, "Car dealers are looking for digital solutions, but is radio getting in their face?"

Panelists Jim Kott, SVP of products and marketing at Abacast, and Joe Schembri, VP of corporate business development, sports sales and sponsorships at Entercom, agreed about the importance of mobile. Schembri said, "I see digital as the Holy Grail, and mobile as the key to what we do moving forward." And all agreed that in digital, it's not about numbers, it's about ideas. Schembri said, "Opportunity lies in providing the concepts and ideas" ? not in what a given station is about. Kott said larger advertisers are "trying to get high-impact campaigns, things where there's a visual component to it" ? and advertisers of all sizes are very interested on geotargeting, not wanting to waste a penny of advertising money on someone  who's not a prospect. Schembri said, "You can say, 'We're No. 1 25-54, or, 'We have 17,254 people in your market that you can touch in a minute.'" And it's the second will get the call back.

Asked for some specifics, Schembri noted that consumer packaged goods "really resonate with mobile," as consumers may come in to buy with smartphone in hand. Kott said that people now want a multi-faceted approach, that may include not just spots, but video preroll and display."

Kott later noted, however, that if there's no mandate to commit to digital from the top, from the president's level, "It's not going to happen. It's not going to be successful." Schembri agreed that commitment and dedicated digital staff are crucial. All the panelists agreed that bonusing digital is a terrible practice; as Jacobs said, "What is the value of a great idea?" Schembri noted that in the direct business he does, CPM never comes into play. "It goes back to the idea, and the results that are driven from that." Radio needs its "swagger" back, he said, and to truly believe and commit to the power of radio and mobile.

Follow Day Two of Radio Ink's Convergence on Twitter at #CONV14

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Radio Ads Help Woman Steal Money

5-22-14

This is probably not the kind of R.O.I. radio executives will be bragging about to ad agencies. Green Bay police are searching for a woman who ran ads on La Mas Grande Radio promising to pray over people's money and offer them spiritual guidance. Turns out the woman wound up stealing nearly $30,000 from people who were duped. Police say the woman is targeting the Hispanic community, especially people who do not speak English well. WBAY-TV in Green Bay has more details on the scam.

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Hubbard Gives Money To Listeners & Charity

5-1-14

WILV in Chicago started a new on-air promotion, Thursday, that keeps listeners tuned to the station, gives them a chance to win cash, and helps local charitable organizations. It's called May Money Match, and PD Marty Bender says this is just a better way to give away money. "In a world where we win some and lose some, we can at least offer up the chance to now win some and give some. Simply pay yourself and have us pay it forward too. WILV is proud to facilitate this opportunity for our listeners and those in need.?

Listeners register their name and the name of their charity on the May Money Match contest page at chicagos1003.com. Every weekday in May, listeners will be invited to listen at 10 a.m. and 2 p.m. If they hear their name as it relates to the contest, they will have 15 minutes to call the station studio line at 312.297.1003. If they do, they will receive a check for $500 and have the ability to direct an additional $500 to the charity of their choice. 

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Clear Channel Gives Hogan Millions in Walk Away Money

1-14-14

So what will the former CEO be doing now that he's out of work? Probably counting some of his money. And some of these numbers will seem mind boggling to the average radio employee, many of whom have lost their jobs with this company. In the "separation" agreement, as long as Hogan does not violate the agreement, Clear Channel will be handing over quite a bit of cash to break off this marriage. Clear Channel will pay the former CEO $900,000 for performance in 2012, an annual bonus of $77,250 for performance during 2013, and a prorated annual bonus for the days he was employed during 2014, the vesting of 93,076 restricted shares of Class A Common Stock granted to Hogan on October 22, 2012 will be accelerated and CCMH will repurchase 83,938 of those shares. But wait, there's more. Much more. Healthcare, a secretary money for rent and legal fees.

Clear Channel also agrees to pay Hogan $333,000, which is the remaining amount earned by Hogan pursuant to a supplemental incentive plan with respect to 2011 performance, an ?equity value preservation payment? equal to $1,027,355, paid in a lump sum payment, a lump sum severance payment equal to $1,538,000 minus the repurchase amount, a severance payment equal to $3,297,000, paid over 36 months and a payment of $1,000,000, paid over 12 months, beginning on the first anniversary of the date of separation.

Hogan will also receive healthcare coverage for 36 months, secretarial services for 6 months, $20,000 in outplacement services, a housing allowance of $25,000 per month for up to 9 months and up to $25,000 for Mr. Hogan?s reasonable legal fees incurred in connection with the negotiation of the Separation Agreement.

Read the entire 8K HERE

A little over six months after Clear Channel gave Hogan a $125,000 raise, his boxes were packed. Back in June it was announced Hogan would be moving from San Antonio to New York City to be closer to  the office in which Clear Channel CEO Bob Pittman worked. His raise elevated his salary to $1.125 million per year. He also received a housing  allowance and moving expenses. 
In reporting this story yesterday, MediaPost included the details of Clear Channel's financial situation, including having to service $18 billion in debt. "In December, 2013, Clear Channel revealed plans to push back scheduled repayments in exchange for higher interest rates. The company's interest expense increased 7 percent from $1.15 billion in the first nine months of 2012 to $1.23 billion in the first nine months of 2013. The company posted a net loss of $297.7 million in the first nine months of 2013 -- up from a $233.2 million loss in the same period of 2012." 

(1/15/2014 10:04:23 AM)
Hogan was a complete stuttering fool who did absolutely nothing for CC. He was a short-sighted bully that ran off all of the good, competent employees. If someone got too good, Hogan axed them because he felt threatened. This move was long overdue. Unfortunately, Pittman is just as bad. He is even a bigger buffoon than Hogan. CC continues to flail and lose billions. And Pittman gets promoted. They need to can him too. These two have ruined this company. The proof is in their performance.
(1/14/2014 5:33:28 PM)
Oh Poor baby. They gave me a whole 6 K when they screwed me back in 2008.
I don't feel a bit sorry for him or the company they screw the people that work for them all time.
(1/14/2014 12:40:36 PM)
Note to Average Radio Guy: One gets involved at a level in an organization where, not the priority but the only PURPOSE is personal wealth accumulation - at the cost of anybody/everybody else.

Ethics, morals, benefits to shareholders, audiences, advertisers or employees are of the lowest concern.

These positions are open only to sociopaths - and there are plenty to go around.

(1/14/2014 12:20:42 PM)
I estimate that before the Airplane Car and driver Pittman will receive about 4,800,000 a year. God only knows what his compensation will be when he leaves.

The private plane and driver for both business and personal reasons sends a very bad message across the company as of to what kind of person you are.
For years Bill Gates flew coach on United.

As for Hogan it looks like he will receive about 7.6 million to leave.

Not bad for running a company into the ground.

(1/14/2014 11:36:11 AM)
"$900,000 for performance in 2012, an annual bonus of $77,250 for performance during 2013, and a prorated annual bonus for the days he was employed during 2014"

How does one get a performance bonus for a company that is drowning in debt.

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No Political Money For Pubcasters

12-3-13

A federal appeals court has upheld a federal ban on paid commercial, political, and issue advertising on public radio and TV stations. The Monday ruling overturned a lower panel?s decision that would have permitted paid political and issue advertising. It surely would have brought in millions of dollars to public broadcasters and, perhaps, siphoned some money away from commercial stations.

In the ruling, Judge Margaret McKeown wrote, ?Congress recognized that advertising would change the character of public broadcast programming and undermine the intended distinction between commercial and noncommercial broadcasting."

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Pittman: iHeartRadio Theater's Will Make Money, Eventually

10-25-13

In a one-on-one interview with Ryan Faughnder at the L.A. Times following the opening of the iHeartRadio Theater in L.A., Pittman told Faughnder "Radio is the last mass-reach, real-time medium. We've never been more important to the consumer or the advertiser." The Theater in Burbank, which opened with a performance by Katy Perry, will air tonight on the CW. Pittman also spoke about the master plan for iHeartRadio which is about building relationships with the consumer through massive reach, not making money right out of the gate.

"We build something big, powerful and strong and we'll figure out how to make money on it. We've built this theater, and we haven't pre-sold anything. We don't know how we'll make money on it, but it's important to who we are." Right now, there's probably no one that does anything like what we're doing with the iHeartRadio Theater in L.A., the iHeartRadio Theater in New York, the iHeartRadio music festival and the iHeartRadio Pool Party in the spring. We're building out all these major events for our listeners, and they'll all come together financially, eventually."

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Alpha Gets Major Press For Hidden Money Trick

9-26-13

Customers were finding $100 bills in grocery stores and at Wal-Mart in Portland and Southeast Washington. It had them wondering, should I turn the money in or should I keep it? Turns out Alpha Broadcasting's  KUPL-FM was hiding the money as part of a promotion called "Secret Cash Giveaways." The Today Show picked up on the story as did the local Fox Affiliate KPTV. The money was appearing in egg cartons, candles, and groceries of shoppers.

Alpha Broadcasting Director of Programming, Scott Mahalick said, ?We wanted to give everyone a chance to win.  Having a live and local radio station with live on-air talent that live and work in our community means that we can be connected to our listeners on a personal and immediate level.?

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How Does Clear Channel Plan to Make Money From iHeartRadio?

8-2-13

That was the question from Wells Fargo analyst Marcy Ryvicker yesterday during the Clear Channel earnings call. One of the major differences between Pandora and iHeartRadio is Pandora runs ads during listener-created playlists, and iHeartRadio does not. Clear Channel doesn't cap listening, Pandora does -- and charges listeners for more. At least for now, it appears those revenue options are off the table at Clear Channel as they work on a bigger-picture sell. iHeartRadio now has 34 million registered users, an increase of 162% over the same quarter one year ago.

Taking Ryvicker's question was CEO Bob Pittman, who made a rare appearance on the company conference call. Pittman says iHeartRadio is a major part of the digital offerings at CCME and is experiencing double-digit revenue growth. He says the way they are selling the platform is by getting getting an assignment from advertisers, not a buy. It's the new way to sell.

Pittman says iHeartRadio is the fasting-growing segment at CCME, with double digit revenue growth. "The way you think about the monetization is, yes, we'll sell in-stream spots, yes, we'll sell display ads, but it's also iHeartRadio, it's the station websites, it's the broadcast stations, events, promotions, and traffic. And as much as we can, we're trying to build them into multi-platform offerings for advertisers, so we're not talking about a bunch of spots, we're talking to advertisers about how to achieve goals. We have all of these assets to help them achieve their goals. That's the new way people sell. You get an assignment, not a buy. It's been happening in other sectors besides radio, and now we're bringing that kind of sophistication to radio."

iHeartRadio?s total listening hours were up 36% in the second quarter of 2013 compared to the second quarter of 2012. Mobile represented 61% of iHeartRadio total listening hours during the quarter. The company also added ?Talk? to the platform, featuring on-demand, listener-created talk content side-by-side with popular talk, business, celebrity, comedy, sports, and entertainment episodes from leading national and local personalities and top-rated programming partners such as The Wall Street Journal, The Huffington Post, Univision, American Public Media, Bloomberg, as well as a two-way content partnership with ABC.

iHeartRadio is integrated into the dashboard of 38 current automobile models of Ford and Toyota brands, with more planned announcements over the next year.

Recently, the second annual iHeartRadio Ultimate Pool Party was held at the Fontainebleau Miami Beach. It was hosted by LL Cool J, Jason Derulo, and Miley Cyrus and featured performances by Pitbull, Ke$ha, Afrojack, Icona Pop, and Krewella. Brands were integrated into 400,000 promotional spots that aired across Clear Channel radio stations during April and May, generating 240 million on-air impressions. Contest winners from 40 states attended the event, which was also broadcast live across 120 relevant-format Clear Channel stations and on iHeartRadio, streamed live through Yahoo! Music, and rebroadcast twice on the CW Network. Sponsors included Visit Florida, Pepsi, the CW Network, Fiat, and Bacardi. In total, the event generated over 530 million earned media impressions.

(8/2/2013 12:57:38 PM)
Since it isn't here, I wonder if "Bafflegab" is a major subject at American universities.

By the time radio corporations realize their priority is to improve audience and client-services, the online or satellite stuff may have rolled over terra-radio like a mutated moss on a stump in a humid swamp. And I'll be out on the boat - or under it.

(8/2/2013 11:27:53 AM)
Re: "...400,000 promotional spots that aired across Clear Channel radio stations during April and May, generating 240 million on-air impressions..."

With "34 million registered users" representing a 162% increase y-2-y, CC started with 21 million last year.

If Clear Channel put all that promotional power behind iHeartRadio, think of this: For Pandora, "Active listeners were 71.1 million at the end of June 2013, an increase of 30% from 54.5 million during the same time period last year." (http://bit.ly/13K4tuO) - that's "active users," and Pandora ran no radio commercials.

Why is Clear Channel bragging?

(8/2/2013 9:51:08 AM)
Pittman still did not answer the basic question!...That is, how does Clear Channel plan to make money from iHeart Radio?...He did not have an answer to that question. And with 17 billion dollars of Clear Channel debt and anemic increases in CC radio billings even in a rebounding economy...

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(SALES) Prospecting Tool That WILL Make You Money

6-10-2013

For many, the toughest thing to do in sales is prospecting for new accounts. I have always said that referrals should be the number one prospecting tool. However, sales reps often fail to ask for referrals. I think satisfied clients can wrap up for a rep during a closing presentation. Prospecting should be no different. Sales reps should use their network of success to set appointments for new business calls.

Here is a suggestion that I have for making impactful testimonials. Last Wednesday during a training session with The Ozark Horse Trader (www.ozarkhorsetrader.com) a weekly print/online shopper, I noticed that the sales team was encountering rough spots in getting through to several new prospects. The traditional banging on the door, telephone calls, seeding letters, and other arrows in their quiver were not making the cut. I suggested bringing in the SAMs -- Surface to Air Missiles. The highly targeted missiles that will break through the clutter and get appointments for new business?with a bang!

Since I was out in the field the following day with LPG 2010 Rising Star of the Year Brad Trail, I decided to tee up a few of Brad?s customers that I know. We used Brad?s iPad to record video testimonials with the intent of using them for prospecting. Our goal was simple: Get three video testimonials between one and two minutes each. Edit them on Friday and have them ready for the sales staff to use in the field on Monday. It would be a quick two-day turnaround. It is hard to stop the ?Luce-Trail? (no pun intended) combination when we have a purpose. Maybe you are thinking, ?slow down cowboy Sean, we need more time on these.? I?m sorry, but this is not a revolutionary technique. We talk about the power of testimonials all the time. It does not matter whether the testimonials are in writing, audio, or video. Why is it so hard to get testimonials done? In most cases, reps do not make the effort, and they are afraid the clients are going resist.

Our tactic was simple. We were going to ask the customer to film the video without giving them advance notice. Occasionally when planning video testimonials, the client will have a chance to think about it. They may decide that they don?t want to be on a video cam, or others perceive it as the Academy Awards. The client may spend months preparing for the video testimonial. We wanted it to be spontaneous. We came unannounced to two of the clients. We had five target clients. Brad had two back-up clients in case some of the others did now want to participate.
The iPad was charged, and we were ready. Brad also had his regular list of clients to see on Thursday. I had to coach Brad in the field on his selling techniques in addition to being the producer of the testimonials. We simply made it a part of the sales day.

We were prepared with three questions to ask the clients:

1)  What would you tell others about the success that you?re having advertising in the Ozark Horse Trader?
2)  What specific results have you seen advertising in the Ozark Horse Trader?
3)  Why do you advertise each week in the Ozark Horse Trader? (We preach consistency and not scattershot "spray and pray").
Bonus Question: What would you say about your sales rep Brad Trail? (One client said if Brad quit bringing in the moonshine, he would quit advertising with him.) Ah?good point. Client favors are important in sales! J

So, did all of the clients want to do it? No. We got to four last Thursday and two out of four really didn?t want to do it for various reasons. To Brad?s credit, he hangs on like a rabid dog just like in his closings. He told his clients that the purpose was to help him get inside new doors in his territory. He was soliciting their help. Who could really turn him down? No one did! When reps take care of their clients and service the living daylights out of them, they find it difficult to turn them down. Once on camera, the clients did a great job, and were very appreciative that they were asked to be in this feature.

On Friday, we edited the video, and it came to 1:40 minutes with a brief introduction. Here is how we are using these video testimonials:

1)  Open new doors with prospects. Simply ask the new prospect, ?I have an idea. I need two minutes. Could you spare two minutes? It might be the most important two minutes you have ever invested in marketing?? Once you show the video, then simply ask them, ?Maybe we can have that same kind of success with your company that we are having with these clients. I would like to set up an appointment for 15 to 20 minutes and find out if there is a fit between our companies. I have?. (Name the dates and times you are available.)?
2)  For prospects who will not see you or are out of town, send over the link on email and then follow up with them to make sure that they have seen it. It?s a door opener!
3)  Use it during closing presentations. There is nothing more powerful than having clients close prospects!
When you look at the video testimonial http://www.youtube.com/watch?v=TkO_9GXOW3E  for the Ozark Horse Trader, remember this is rural Missouri. The whole North Korean Army couldn?t take a square mile of territory from the people of the Ozarks!

Set up some targets this week. Use your iPad, tablet, or smart phone and get to work. There are new prospects waiting to be on your media company right now! Go show them the money, I mean the video! Testimonials are no good unless you use them!

Sean Luce is the Head International Instructor for the Luce Performance Group and can be reached at sean@luceperformancegroup.com or www.luceperformancegroup.com

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All Cumulus Stations Raising Money Today

5-29-13

Cumulus Media will raise money throughout the day today on all 525 radio stations. Cumulus CEO Lew Dickey said, "On behalf of all our employees and the communities we are privileged to serve, our hearts and prayers go out to the families and communities that lost loved ones. We hope our efforts help to bring much-needed relief to these communities. Radio?s power to help communities in need is truly inspiring."

The fundraising efforts on May 29th will feature local on-air personalities asking listeners to make donations for the survivors and families of the victims. At 8 p.m., all 84 Country stations will air a one-hour fundraising special hosted by Kix Brooks and co-hosted by KSCS/Dallas personality Hawkeye ? live from backstage at the ?Healing In The Heartland: Relief Benefit Concert.?

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Making More Money With Multi-Platform

5-3-13

Sports radio is multi-platform entertainment today. Sports talent, with their famously loyal and engaged listeners, have the opportunity to unlock the power, and profitability, of these multi-platform opportunities. What are the keys to getting the most from sports talk talent in today's multi-platform world? What makes a great manager, and great support, for these valuable personalities? Get the inside scoop at Radio Ink's Sports Radio Conference  at the "Ins and Outs of Managing Multi-Platform Talent" panel, moderated by ESPN Radio SVP/GM Mo Davenport (pictured)

This expert panel will get to the heart of the matter; it's not a conversation you'll want to miss. Only at the Sports Radio Conference, May 14-15 at the Biltmore Hotel in Miami.

Mo Davenport is SVP/GM for ESPN Radio, responsible for all aspects of ESPN Radio content, including talk, play-by-play, podcasts and online content, commentators, and production, as well as distribution, ad sales, and marketing for ESPN Radio's 700 affiliates and five O&Os. He previously served as VP/remote production, and earlier played a role in the launch of ESPN HD, ESPN's 24-hour high-definition simulcast. He joined the network in 1985 as an associate producer. Davenport has been honored by CableWorld magazine as one of the "Top 40 Most Influential Minorities in Sports," and in 2009 he was on Sports Illustrated's list of the most powerful minorities in sports.

Tod Castleberry is Program Director for WAXY-AM & FM (The Ticket)/Miami, South Florida?s top-rated Sports station. Castleberry has over 20 years of broadcasting experience, specializing in Sports Talk programming and operations. He joined the Ticket in April 2012 after serving as co-host and executive producer of the DC-based John Riggins Show. He?s also served as VP/operations at Red Zebra Broadcasting, responsible forall programming and technical operations for all stations and overseeing the Washington Redskins Radio Network of 26 stations.

Gerry Matalon is the Senior Coordinating Producer of On-Air Talent Development for ESPN TV Production and ESPN Radio. His duties include on-air performance evaluation, personal coaching, and career management. He also works closely with on-air personnel to identify growth opportunities. From 2005-2008 he was in charge of studio content for live game coverage on ESPN & ESPN2, the network?s highest-priority programs. His responsibilities included overseeing producers, coordination staffers, technical operations, and programming budget. Matalon is a seven-time Emmy Award recipient. He?s also actively involved in programs for mentoring, diversity, and recruitment.

Eytan Shander is co-host of NBC Sports Radio's Amani and Eytan, airing Monday-Friday from 10 p.m.?1 a.m. ET. He co-hosts the radio show with former Giants wide receiver Amani Toomer. Before joining the NBC Sports Radio team, Shander was a national host and update anchor onS SiriusXM?s Mad Dog Radio. He?s also hosted radio shows and anchored updates in Philadelphia at WIP and WPEN. In addition, Shander served as the locker room correspondent for the Tennessee Titans post-game show during his time at WPPN in Nashville

Radio Ink Sports Radio Conference
May 14-15, 2013
Biltmore Hotel
Miami

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Is There Money in Personalization?

2-18-2013

Personalization. Pandora, Spotify, iHeartRadio, TuneIn, and radio's other digital competitors all offer it, in different ways. Listeners want a personalized choice, choices that fit their specific needs. And they want to hear their music with few, or no, commercials. So what can local radio do to keep these demanding listeners happy? Can your station offer a personalized experience, and can you make money on it?

As it turns out, we've found examples you can emulate at your station and create a personalized example -- and you can hear about all of it at Radio Ink's Convergence, set for March 4-5 at the Santa Clara Convention Center in California's Silicon Valley, where digital strategist Daniel Anstandig will moderate a panel on "Radio and the Age of Personalization." Radio can meet the demands of today's listeners and keep them engaged and involved. You won't want to miss this important session.
Moderator:
As CEO and co-founder of Listener Driven Radio, Daniel Anstandig leads the software company in developing innovative interactive programming tools for broadcasters. LDR's premiere "crowdcasting" product, which integrates real-time audience voting into a radio station's live playlist, is on the air at Citadel Broadcasting, CBS Radio, Virgin Radio in Europe, Harvard Broadcasting, Clear Channel, and several other major broadcasters around the world. During Anstandig's tenure as President of McVay New Media consulting, he advised the Wall Street Journal, CBS News, and Clear Channel R&D, among many others. His research and editorials on radio and interactive media have been published in the Wall Street Journal, Radio Ink, Billboard, Billboard Radio Monitor, Radio World Magazine, FMQB, and Christian Radio Weekly.

Panelists:
Jon Erdahl (pictured right) is President of 3D MediaVentures, advising Wall Street venture capital, private equity, and hedge fund partners. A 38-year broadcast veteran, Erdahl has clients across the U.S. and Canada. He regularly contributes articles on digital and broadcasting to Radio Ink, and is a frequent speaker at industry events. At 3D MediaVentures, Erdahl has the vision to leverage all radio platforms, maximizing unique revenue opportunities in the digital space as well as terrestrial broadcasting assets.

Scott Fleischer is Sr. Manager/Programming for TuneIn. He's worked with the company since 2008 and has helped make TuneIn one of the world's leading Internet radio platforms. He initially managed the global directory of 70,000 radio stations for TuneIn (then RadioTime) and now builds partnerships with broadcasters, introducing TuneIn's new tools for content providers. Fleischer's radio background includes previous roles with WSCR in Chicago, WTEM in Washington, DC, and XM Satellite Radio.

As VP/Business Development of AdsWizz, Rockie Thomas (pictured right) uses her 15 years of digital media experience to help audio publishers measure, target, and monetize their audiences. She has worked with digital audio startups Sonicbox, iM Networks, XACT Radio, Spacial Audio, and Bid4Spots, as well as traditional broadcast companies Chancellor Broadcasting, AMFM, NRC, and Emmis, and also with McVay New Media. Before joining AdsWizz, Thomas was VP/digital sales at Tribune Broadcasting, where she led a 20-person digital sales team.

Convergence 2013 is March 4-5 at the Santa Clara Convention Center in Santa Clara, CA. For more information go to: www.radioconvergence.com. To register go HERE.

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Coaching Reps To Make More Money

 12-3-2012

The challenge of coaching sales reps in the field has never been more important than it is today, due to increased media consolidation that has increased responsibilities of sales management. The real art lies in the difference between just riding with a rep and coaching a rep in the field to increase their sales skill sets. I often encounter sales managers that have never graduated from the ?wannabe? stage. The ?wannabe? stage is when a manager will not let go of the control reins on the reps. They want to be in charge of every aspect of the sale from the opening call to the closing presentation. A common mistake that a manager makes is taking over the call rather than strategizing, coaching, and letting the sales rep quarterback the call. Some managers feel that being hyper-involved is the justification for their existence. Being involved in the process is important, but giving the reps control of the reins is a key aspect of the selling process!

Here are five suggestions to help managers turn the reins loose, and systematically grade and evaluate sales reps on their progress in the field.

1) Ask for the sales reps? input: At the next sales meeting, ask each rep to list five selling skills that they want to improve on personally. Some examples would be closing, overcoming objections, opening the call, information gathering, and sales tool usage.

2) Coaching Guide Notebook: Now compile each rep?s list and organize the individual responses. Create an ?In-Field Sales Rep Coaching Guide.? Refer to this guide on each sales call with the individual rep. Before making the next call with the rep, pull out the guide and simply state, ?Here are the five skill areas that you listed for improvement.? Tell the rep that you will be evaluating the progress of these skills on the call.

3) Positive Feedback: Whenever coaching, always cover the positives of the call before delving into the areas for improvement. In the guide, jot down the areas where improvement occurred, and the areas the rep needs to work on for the next in-field coaching session. These skills can be covered in role-playing during upcoming sales meetings. Practice makes perfect? Wrong! Perfect practice makes perfect!

4) Coaching Calendar: I see too many managers paying lip service to in-field coaching. In-field coaching is not an optional job duty for managers. Show reps how important traveling with them is by posting the travel schedule a month in advance. Predictability is acceptable in this case. When planned in advance, the rep has no excuse for being unprepared for the in-field coaching sessions. The top sales managers spend 40-60 percent of their time coaching their reps. Be committed to the travel schedule. Never cancel an in-field coaching call unless a true emergency arises. Cancelling appointments sends the signal that something else is more important than the rep?s skills improvement. Nothing is more important unless it is an illness or a family emergency. A sales manager needs to arrange their schedule so that department meetings and the like occur before or after prime selling time.

5) Written Evaluations: Just like in school, we all love to be graded, especially when we are doing well. Complete a written evaluation every six months for each rep on their in-field performance. Managers can also reward the reps with incentives for those who have shown the most improvement. Once the evaluations are given, it is time to start the process again with five new areas for improvement. Compile the new list and repeat the process.

The largest cost to a sales department is sales rep turnover. Ensure the success of the sales department by getting out from behind the ivory desk and hitting the field with the reps!

Sean Luce is the Head International Instructor for the Luce Performance Group and can be reached at sean@luceperformancegroup.com.

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Coaching Reps To Make More Money

 12-3-2012

The challenge of coaching sales reps in the field has never been more important than it is today, due to increased media consolidation that has increased responsibilities of sales management. The real art lies in the difference between just riding with a rep and coaching a rep in the field to increase their sales skill sets. I often encounter sales managers that have never graduated from the ?wannabe? stage. The ?wannabe? stage is when a manager will not let go of the control reins on the reps. They want to be in charge of every aspect of the sale from the opening call to the closing presentation. A common mistake that a manager makes is taking over the call rather than strategizing, coaching, and letting the sales rep quarterback the call. Some managers feel that being hyper-involved is the justification for their existence. Being involved in the process is important, but giving the reps control of the reins is a key aspect of the selling process!

Here are five suggestions to help managers turn the reins loose, and systematically grade and evaluate sales reps on their progress in the field.

1) Ask for the sales reps? input: At the next sales meeting, ask each rep to list five selling skills that they want to improve on personally. Some examples would be closing, overcoming objections, opening the call, information gathering, and sales tool usage.

2) Coaching Guide Notebook: Now compile each rep?s list and organize the individual responses. Create an ?In-Field Sales Rep Coaching Guide.? Refer to this guide on each sales call with the individual rep. Before making the next call with the rep, pull out the guide and simply state, ?Here are the five skill areas that you listed for improvement.? Tell the rep that you will be evaluating the progress of these skills on the call.

3) Positive Feedback: Whenever coaching, always cover the positives of the call before delving into the areas for improvement. In the guide, jot down the areas where improvement occurred, and the areas the rep needs to work on for the next in-field coaching session. These skills can be covered in role-playing during upcoming sales meetings. Practice makes perfect? Wrong! Perfect practice makes perfect!

4) Coaching Calendar: I see too many managers paying lip service to in-field coaching. In-field coaching is not an optional job duty for managers. Show reps how important traveling with them is by posting the travel schedule a month in advance. Predictability is acceptable in this case. When planned in advance, the rep has no excuse for being unprepared for the in-field coaching sessions. The top sales managers spend 40-60 percent of their time coaching their reps. Be committed to the travel schedule. Never cancel an in-field coaching call unless a true emergency arises. Cancelling appointments sends the signal that something else is more important than the rep?s skills improvement. Nothing is more important unless it is an illness or a family emergency. A sales manager needs to arrange their schedule so that department meetings and the like occur before or after prime selling time.

5) Written Evaluations: Just like in school, we all love to be graded, especially when we are doing well. Complete a written evaluation every six months for each rep on their in-field performance. Managers can also reward the reps with incentives for those who have shown the most improvement. Once the evaluations are given, it is time to start the process again with five new areas for improvement. Compile the new list and repeat the process.

The largest cost to a sales department is sales rep turnover. Ensure the success of the sales department by getting out from behind the ivory desk and hitting the field with the reps!

Sean Luce is the Head International Instructor for the Luce Performance Group and can be reached at sean@luceperformancegroup.com.

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Rush Donates Big Money

12-6-2012

For years Rush Limbaugh has been a huge supporter of the Marine Corps ? Law Enforcement Foundation. No doubt he has given to the organization more of his personal money than anyone will ever know. And by using his program to talk about the organization, countless others have made financial donations. Yesterday Rush announced his Tea company has donated more than $1 million to the organization in just over a year. 

Limbaugh thanked his listeners for their support in beating the original $100,000 goal 10-fold. ?We ran the numbers, and we are thrilled to announce that because of you, Two If By Tea has donated over $1 million in product and monetary donations to incredible causes, including the Marine Corps ? Law Enforcement Foundation.?

The Marine Corps ? Law Enforcement Foundation provides scholarships to the children of fallen marines and federal law enforcement officers killed in the line of duty abroad and at home. Information on MC-LEF is found on every bottle label of Two If By Tea, under the famous photo of Iwo Jima. The MC-LEF is a 501(c)(3). More information can be found at http://www.mc-lef.org/.

(12/8/2012 11:55:48 PM)
Yeah, Rush, thanks a bundle, for helping make the wars that take the lives of these men and women.

Feh.

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Give Us More Money

12-5-2012

The Huffington Post reports that state lawmakers who were in D.C. for a conference, took the opportunity to lobby Congress to pass what they call the Marketplace Fairness Act. It's really a fancy name for another tax they'd like to slap on the American public. It would provide states with the ability to collect a sales tax on online purchases. As the story points out, the bill has been around in the halls of Congress for about a decade now.

story points out

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SALES)Coaching Reps To Make More Money

 12-3-2012

The challenge of coaching sales reps in the field has never been more important than it is today, due to increased media consolidation that has increased responsibilities of sales management. The real art lies in the difference between just riding with a rep and coaching a rep in the field to increase their sales skill sets. I often encounter sales managers that have never graduated from the ?wannabe? stage. The ?wannabe? stage is when a manager will not let go of the control reins on the reps. They want to be in charge of every aspect of the sale from the opening call to the closing presentation. A common mistake that a manager makes is taking over the call rather than strategizing, coaching, and letting the sales rep quarterback the call. Some managers feel that being hyper-involved is the justification for their existence. Being involved in the process is important, but giving the reps control of the reins is a key aspect of the selling process!

Here are five suggestions to help managers turn the reins loose, and systematically grade and evaluate sales reps on their progress in the field.

1) Ask for the sales reps? input: At the next sales meeting, ask each rep to list five selling skills that they want to improve on personally. Some examples would be closing, overcoming objections, opening the call, information gathering, and sales tool usage.

2) Coaching Guide Notebook: Now compile each rep?s list and organize the individual responses. Create an ?In-Field Sales Rep Coaching Guide.? Refer to this guide on each sales call with the individual rep. Before making the next call with the rep, pull out the guide and simply state, ?Here are the five skill areas that you listed for improvement.? Tell the rep that you will be evaluating the progress of these skills on the call.

3) Positive Feedback: Whenever coaching, always cover the positives of the call before delving into the areas for improvement. In the guide, jot down the areas where improvement occurred, and the areas the rep needs to work on for the next in-field coaching session. These skills can be covered in role-playing during upcoming sales meetings. Practice makes perfect? Wrong! Perfect practice makes perfect!

4) Coaching Calendar: I see too many managers paying lip service to in-field coaching. In-field coaching is not an optional job duty for managers. Show reps how important traveling with them is by posting the travel schedule a month in advance. Predictability is acceptable in this case. When planned in advance, the rep has no excuse for being unprepared for the in-field coaching sessions. The top sales managers spend 40-60 percent of their time coaching their reps. Be committed to the travel schedule. Never cancel an in-field coaching call unless a true emergency arises. Cancelling appointments sends the signal that something else is more important than the rep?s skills improvement. Nothing is more important unless it is an illness or a family emergency. A sales manager needs to arrange their schedule so that department meetings and the like occur before or after prime selling time.

5) Written Evaluations: Just like in school, we all love to be graded, especially when we are doing well. Complete a written evaluation every six months for each rep on their in-field performance. Managers can also reward the reps with incentives for those who have shown the most improvement. Once the evaluations are given, it is time to start the process again with five new areas for improvement. Compile the new list and repeat the process.

The largest cost to a sales department is sales rep turnover. Ensure the success of the sales department by getting out from behind the ivory desk and hitting the field with the reps!

Sean Luce is the Head International Instructor for the Luce Performance Group and can be reached at sean@luceperformancegroup.com.

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Westergren Denies He's Doing it for The Money

11-14-2012

Pandora founder Tim Westergren has been taking a lot of heat for his recent efforts to lobby Congress to lower royalty rates. He's called his effort an attempt to get on a more level playing field with other broadcasters. Pandora recently joined forces with Clear Channel and others in support of the Internet Radio Fairness Act and a coalition was even formed to show more solidarity. Yesterday at the Future of Music Summit in Washington, Westergren said it's not true he's trying to change the rules because the Pandora business model isn't working. 

Pandora and others are backing the Internet Radio Fairness Act which would reduce royalty rates and bring them in line with the fees charged to its digital competition, including satellite and cable radio. It's what everyone is calling a "level playing field." Westergren says, "We're asking for a standard parity."

Although Pandora has yet to turn a profit despite its explosive growth, Westergren said this is also about helping artists. "It's really important for artists to try to parse the rhetoric around this. I totally empathize with artists and groups, even the most vocal ones, that are upset about it, but I think we can get past that and talk about the facts of this." Westergren believes the lower fees, which also means less of a payout to artists, would be offset by more users.

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(SALES) Does Charlie Need The Money?

10-31-2012

At age 71, famed Rolling Stones drummer Charlie Watts has contracted a masseuse to help him deal with his back pain during the Stones? upcoming live performances.

Why do you suppose he puts himself through this back pain at his age? Does he really need the money from more concerts? Of course not.

Being a Rolling Stone is part of who he is, and doing concerts is not a job, it?s what drives him. And noted Rolling Stone guitarist, Keith Richards, after more than fifty years of playing guitar says he?s still learning to play guitar. Wow?still learning after 50 years!

Lately I?ve noticed a disturbing trend is radio sales. In the last two weeks alone, I?ve heard more than a dozen sales managers confidentially referring to their salespeople as "lazy" or as one kinder gentler manager put it ?they?re reluctant to do the work.?

I see and hear about radio salespeople who have "jobs."  They get up and "go to work" because they have to, not because they want to. If you call what we do "work" you?re in the wrong business.

Singer-songwriter Kenny Rogers once said, ?Find something you love doing that people will pay you to do and you?ll never have to work a day in your life.?

Charlie Watts is motivated to endure back pain doing what he loves, and Keith is motivated to keep on learning new licks even though he?s already renowned as one of the best guitar players in the world.

And I don?t believe front man Mick Jagger has to employ all kinds of incentives or motivational tactics to get the team to hit the road. They do it from sheer inner motivation.

Managers who try to motivate salespeople who do not already have an inner motivation are climbing an insurmountable mountain. In fact, managers cannot motivate people to perform. Managers can only create an environment in which self-motivated people tap into their inner motivation and reach for the stars?always learning, always doing what others said couldn?t be done.

If you have people on your team who are "lazy" or "reluctant" to go the extra mile, you have to ask yourself two questions:

1.) Do you have the right people on board? Or should you be offering some of them the opportunity to seek a new career?

2.) If you do have the right people on board, what are you doing to create an environment within which they can tap into their inner motivation?

The Stones don?t tour just for the money, the money is simply a measure of appreciation and recognition. In sales, and in concerts, the big check is not the goal, it?s only the report card. The big check says how much you are appreciated and how much your customers (fans) love you.

Recognition and appreciation, in radio sales and in rock concerts, have to be part of the success formula. Without cheers and applause, there is no jumping enthusiastically into the show.

Poking and prodding the unmotivated, a.k.a "lazy," employee simply creates resistance. Here?s the bottom line: Behaviours which get rewarded and recognized get repeated.

You know what behaviours are required to succeed in this business. When you start to recognize and appreciate small improvements in those behaviours, rather than focusing on what is not being done, you?ll be surprised how "ambitious" your team can become.

Wayne Ens is the president of ENS Media Inc. and producer of SoundADvice, the radio e-marketing system and advertiser seminar that is persuading local advertisers across North America to drop their print advertising in favor of a radio-Internet media mix. He can be reached at wayne@wensmedia.com 

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