Happy New Year, everyone!
It’s the first week of January. Have you made a New Year’s resolution yet? If so, take a look in the mirror. Snap a few selfies. This is probably one of the only two weeks you’ll stick to it.
Why are we obsessed with self-improvement this time of year? I think it has less to do with the new year and more to do with the one that has just ended. December rolls around and we all start to think about who we are or where life has taken us, and to the detriment of our mental health, so many of us (self very much included here) think about what we aren’t or what we haven’t done. In a way, New Year’s resolutions are our way of shouting out to the universe “here are my problems!”.
Another year of your show has passed. Just like in your personal life, now is a good time to take stock of your professional life. You don’t have to be creative or overly reflective. A lot of the same resolutions from your personal life will work as you create goals for your show in the new year.
Let’s start with everyone’s favorite resolution – losing weight. A few different studies I’ve come across in preparing this column have suggested that as much as 20% of Americans will make this their goal for 2018. So let’s make it work for your show.
In the entertainment world, “fat” is anything that isn’t entertaining. Some of it is necessary to get us where we need to go. Too much of it can ruin a good thing. Think about the casino planet scene in The Last Jedi. Pure fat. Nothing of consequence happens and as a result, we stop caring about Fin, an otherwise cool character in the Star Wars universe.
So how do we “lose weight” and cut the fat in sports radio? It’s simple. Get to the point faster! Are you looking for calls? Start your segment with your question, then follow it up immediately with the phone number and/or Twitter handle.
You can also cut fat by making your opinion obvious. Don’t hide it in an effort to put “both sides of the argument” out there. You don’t have to be stand-offish on everything, but be clear about where you stand. How pointless is a segment that either takes too long to get to what you want or leaves the listener unsure of what the host’s opinion is?
Another popular New Year’s resolution is making smarter financial decisions. Doing this in any talk format can be tricky. Let me be perfectly clear, “protecting your money” and playing it safe on air is not a smart financial decision. It makes you boring and thus expendable.
Make smarter financial decisions by getting involved with the sales strategy of your show. Ask to visit weekly sales meetings occasionally. Make yourself available to meet with sales reps and even their clients. Make sure the people who control the amount of money coming into the station know who you are and what you do well. If those people respect you and like you, they will have respect for the show.
It’s not just about growing the number of endorsement deals that you get. This strategy will also help those same people understand why you work the way you do. Businesses that get the show and value you as a partner are more likely to give money to sponsor your big ideas like taking the show on the road or providing major promotional backing.
Finally, let’s talk about a resolution that I am adopting this year. It’s something I wish I had put a focus on sooner. This year, I want to be a better family member. That means being a more supportive partner for my wife and a more attentive dad for my daughter and son.
It’s easy to make this resolution work on your show. Be a better partner. If you’re part of a team, figure out how to bring your partners’ ideas to fruition. Take note about what works in segments that makes your partner’s star shine a little brighter than your own and remember that any win for the show is a win for you.
Also, take time to be a mentor in 2018. As a community, our goal for the sports format shouldn’t just be for it to survive. It should be for the definition of what sports radio can be to evolve and thrive. So, when you recognize talent nurture it. If you’re a PD, offer to air check your part-timers or producers that have their eye on becoming a host. It can only work out well for you. If you’re a successful host, make time to answer questions interns, producers, or even listeners have that may not get answered in their daily interactions with you or the show.
The radio industry, sports radio in particular, can be a better version of itself in 2018. You don’t personally have to make a resolution for your show or professional life for the year. You should make time to think about what is and isn’t working for you. Take stock and be willing to make changes. Yes they can be scary, but change is necessary for growth and improvement and growth and improvement is the end goal of every New Year’s resolution.
Being Wrong On-Air Isn’t A Bad Thing
…if you feel yourself getting uncomfortable over the fact that you were wrong, stop to realize that’s your pride talking. Your ego. And if people call you out for being wrong, it’s actually a good sign.
In the press conference after the Warriors won their fourth NBA title in eight years, Steph Curry referenced a very specific gesture from a very specific episode of Get Up that aired in August 2021.
“Clearly remember some experts and talking heads putting up the big zero,” Curry said, then holding up a hollowed fist to one eye, looking through it as if it were a telescope.
“How many championships we would have going forward because of everything we went through.”
Yep, Kendrick Perkins and Domonique Foxworth each predicted the Warriors wouldn’t win a single title over the course of the four-year extension Curry had just signed. The Warriors won the NBA title and guess what? Curry gets to gloat.
The funny part to me was the people who felt Perkins or Foxworth should be mad or embarrassed. Why? Because they were wrong?
That’s part of the game. If you’re a host or analyst who is never wrong in a prediction, it’s more likely that you’re excruciatingly boring than exceedingly smart. Being wrong is not necessarily fun, but it’s not a bad thing in this business.
You shouldn’t try to be wrong, but you shouldn’t be afraid of it, either. And if you are wrong, own it. Hold your L as I’ve heard the kids say. Don’t try to minimize it or explain it or try to point out how many other people are wrong, too. Do what Kendrick Perkins did on Get Up the day after the Warriors won the title.
“When they go on to win it, guess what?” He said, sitting next to Mike Greenberg. “You have to eat that.”
Do not do what Perkins did later that morning on First Take.
Perkins: “I come on here and it’s cool, right? Y’all can pull up Perk receipts and things to that nature. And then you give other people a pass like J-Will.”
Jason Williams: “I don’t get passes on this show.”
Perkins: “You had to, you had a receipt, too, because me and you both picked the Memphis Grizzlies to beat the Golden State Warriors, but I’m OK with that. I’m OK with that. Go ahead Stephen A. I know you’re about to have fun and do your thing. Go ahead.”
Stephen A. Smith: “First of all, I’m going to get serious for a second with the both of you, especially you, Perk, and I want to tell you something right now. Let me throw myself on Front Street, we can sit up there and make fun of me. You know how many damn Finals predictions I got wrong? I don’t give a damn. I mean, I got a whole bunch of them wrong. Ain’t no reason to come on the air and defend yourself. Perk, listen man. You were wrong. And we making fun, and Steph Curry making fun of you. You laugh at that my brother. He got you today. That’s all. He got you today.”
It’s absolutely great advice, and if you feel yourself getting uncomfortable over the fact that you were wrong, stop to realize that’s your pride talking. Your ego. And if people call you out for being wrong, it’s actually a good sign. It means they’re not just listening, but holding on to what you say. You matter. Don’t ruin that by getting defensive and testy.
WORTH EVERY PENNY
I did a double-take when I saw Chris Russo’s list of the greatest QB-TE combinations ever on Wednesday and this was before I ever got to Tom Brady-to-Rob Gronkowski listed at No. 5. It was actually No. 4 that stopped me cold: Starr-Kramer.
My first thought: Jerry Kramer didn’t play tight end.
My second thought: I must be unaware of this really good tight end from the Lombardi-era Packers.
After further review, I don’t think that’s necessarily true, either. Ron Kramer did play for the Lombardi-era Packers, and he was a good player. He caught 14 scoring passes in a three-year stretch where he really mattered, but he failed to catch a single touchdown pass in six of the 10 NFL seasons he played. He was named first-team All-Pro once and finished his career with 229 receptions.
Now this is not the only reason that this is an absolutely terrible list. It is the most egregious, however. Bart Starr and Kramer are not among the 25 top QB-TE combinations in NFL history let alone the top five. And if you’re to believe Russo’s list, eighty percent of the top tandems played in the NFL in the 30-year window from 1958 to 1987 with only one tandem from the past 30 years meriting inclusion when this is the era in which tight end production has steadily climbed.
Then I found out that Russo is making $10,000 per appearance on “First Take.”
My first thought: You don’t have to pay that much to get a 60-something white guy to grossly exaggerate how great stuff used to be.
My second thought: That might be the best $10,000 ESPN has ever spent.
Once a week, Russo comes on and draws a reaction out of a younger demographic by playing a good-natured version of Dana Carvey’s Grumpy Old Man. Russo groans to JJ Redick about the lack of fundamental basketball skills in today’s game or he proclaims the majesty of a tight end-quarterback pairing that was among the top five in its decade, but doesn’t sniff the top five of all-time.
And guess what? It works. Redick rolls his eyes, asks Russo which game he’s watching, and on Wednesday he got me to spend a good 25 minutes looking up statistics for some Packers tight end I’d never heard of. Not satisfied with that, I then moved on to determine Russo’s biggest omission from the list, which I’ve concluded is Philip Rivers and Antonio Gates, who connected for 89 touchdowns over 15 seasons, which is only 73 more touchdowns than Kramer scored in his career. John Elway and Shannon Sharpe should be on there, too.
Money Isn’t The Key Reason Why Sellers Sell Sports Radio
I started selling sports radio because I enjoyed working with clients who loved sports, our station, and wanted to reach fans with our commercials and promotions.
A radio salesperson’s value being purely tied to money is overrated to me. Our managers all believe that our main motivation for selling radio is to make more money. They see no problem in asking us to sell more in various ways because it increases our paycheck. We are offered more money to sell digital, NTR, to sell another station in the cluster, weekend remotes, new direct business, or via the phone in 8 hours.
But is that why you sell sports radio?
In 2022, the Top 10 highest paying sales jobs are all in technology. Not a media company among them. You could argue that if it were all about making money, we should quit and work in tech. Famous bank robber Willie Sutton was asked why he robbed twenty banks over twenty years. He reportedly said,” that’s where the money is”. Sutton is the classic example of a person who wanted what money could provide and was willing to do whatever it took to get it, BUT he also admitted he liked robbing banks and felt alive. So, Sutton didn’t do it just for the money.
A salesperson’s relationship with money and prestige is also at the center of the play Death of a Salesman. Willy Loman is an aging and failing salesman who decides he is worth more dead than alive and kills himself in an auto accident giving his family the death benefit from his life insurance policy. Loman wasn’t working for the money. He wanted the prestige of what money could buy for himself and his family.
Recently, I met a woman who spent twelve years selling radio from 1999-2011. I asked her why she left her senior sales job. She said she didn’t like the changes in the industry. Consolidation was at its peak, and most salespeople were asked to do more with less help. She described her radio sales job as one with “golden handcuffs”. The station paid her too much money to quit even though she hated the job. She finally quit. The job wasn’t worth the money to her.
I started selling sports radio because I enjoyed working with clients who loved sports, our station, and wanted to reach fans with our commercials and promotions. I never wanted to sell anything else and specifically enjoyed selling programming centered around reaching fans of Boise State University football. That’s it. Very similar to what Mark Glynn and his KJR staff experience when selling Kraken hockey and Huskies football.
I never thought selling sports radio was the best way to make money. I just enjoyed the way I could make money. I focused on the process and what I enjoyed about the position—the freedom to come and go and set my schedule for the most part. I concentrated on annual contracts and clients who wanted to run radio commercials over the air to get more traffic and build their brand.
Most of my clients were local direct and listened to the station. Some other sales initiatives had steep learning curves, were one-day events or contracted out shaky support staff. In other words, the money didn’t motivate me enough. How I spent my time was more important.
So, if you are in management, maybe consider why your sales staff is working at the station. Because to me, they’d be robbing banks if it were all about making lots of money.
Media Noise: BSM Podcast Network Round Table
Demetri Ravanos welcomes the two newest members of the BSM Podcast Network to the show. Brady Farkas and Stephen Strom join for a roundtable discussion that includes the new media, Sage Steele and Roger Goodell telling Congress that Dave Portnoy isn’t banned from NFL events.