Nigel Burton Wants Listeners To Stop Spinning Their Wheels
“It’s kind of all the good stuff. It’s the fun stuff. But the stuff that’s rewarding is the hard stuff and that’s the stuff that you miss.”
The sports radio medium isn’t crawling with hosts that have 15 years of college football coaching experience under their belt. Nigel Burton is one of the few who does. It’s part of a noteworthy background that Nigel brings to the airwaves in Portland, Oregon.
Coaches obviously have to be knowledgeable, but they also need to possess the ability to explain what they know in ways that other people can easily understand. It sounds like the foundation of a good sports radio host, doesn’t it?
Nigel hosts morning drive with Dan Sheldon on 620 Rip City Radio. Making the transition from the sideline to the studio is a topic of conversation below. Nigel also hits on many other interesting subjects like football being played during a pandemic, the most rewarding aspect of coaching, and how Colin Kaepernick surprised him following their days together at Nevada. Nigel is a compelling dude. He’s got an assortment of life experiences that help shape his wise perspective. His words and examples can help open eyes and minds. Enjoy.
Brian Noe: What does your coaching resume look like?
Nigel Burton: I coached for about 15 years, all Division I, FBS or FCS. I did a grad assistant at South Florida. I coached the secondary at Portland State. Then I coached the secondary at Oregon State. I was the defensive coordinator at Nevada and then I was the head coach at Portland State.
BN: What did you learn most from coaching?
NB: I think the one thing I learned was if you keep your standards high, like 99 percent of people will try to rise to whatever standard you keep. The other 1 percent will probably just go to jail. [Laughs] So don’t worry about it.
In terms of X’s and O’s, man, that’s a never-ending deal. You may think you have it down but that’s why all these coaches that have been doing it for 50 years are still doing clinics. You can always learn something new or a different way to do it. There are guys who can win championships running triple option or the Air Raid. There are guys who have won championships doing spread and guys will do it doing Two-Back Pro West Coast. It’s a never-ending process.
BN: What does your sports radio resume look like?
NB: That’s a little shorter. Sports radio has just been Rip City Radio since 2016. Obviously I had done interviews and things like that before. Pac-12 Network and NBC Sports Northwest — actually it started with NBC Sports Northwest, that’s how I kind of even got in. After I got fired from Portland State is when the Ducks made their run in the CFP and beat Florida State in Mariota’s last year there. That’s how I got into doing TV. Then I got Pac-12 Network that fall and then Rip City Radio the following fall.
BN: What did you learn early on about sports radio that you hadn’t known before you did it?
NB: Well I had to learn other sports as well as I knew football. The amount of study and prep, I guess I didn’t know getting into it. I’ve got a great co-host that I get along with even though sometimes it seems like we don’t. But I trust him. He just does a good job of bringing the best out of me in terms of knowing when to tell personal stories, when to get on the soapbox, and when to crack jokes. We just have good timing and good rapport.
BN: Is there anything you learned from Dan [Sheldon] just by doing a show alongside him for so long?
NB: A ton. I’ve learned a lot about basketball because that’s his forte. I learned a lot of just how to analyze it. I’ve learned a lot in terms of how things are seen from a media perspective. A lot of things I still see as a student-athlete or as a coach and he sees them from a media perspective. It’s just interesting how we can see the same thing, and yet from different angles.
BN: What’s something about football that media members who never coached tend to get wrong?
NB: I think a lot of media and people in general are just really jaded about the motivating factors of coaches. They see the Pete Carroll’s, the Nick Saban’s, and Jim Harbaugh making 9 million dollars. What they don’t realize is the amount of work and $10,000 jobs that are out there. The reason that these guys are coaching for the most part is because they love kids and they love the game.
There are clearly business aspects to it, but I’ve yet to meet somebody who got into it thinking “I’m doing this so I can make money.” Anybody who’s gotten into it for that doesn’t last very long.
I think they see a coach do something, a certain type of behavior, or make a decision and they automatically go to, oh it was because he made a business decision. A lot of times you have to make tough decisions that are actually in the best interest of either the team or the kids. I think people just think that it’s cut and dry, like “what’s best for me?” and things like that. I haven’t met a whole lot of guys who got into coaching and that’s the way they think.
BN: What’s the toughest decision you ever had to make as a coach?
NB: When to dismiss a kid or suspend him. Those are hard deals. I had to fire a guy that I was really close to on my staff. That might have actually been the worst because we were damn near best friends. Those are the hardest because — at least I did — I felt like I wanted to save everybody. When you finally get to the point where you’re like this is not salvageable, it’s just hard to come to that realization and then have to pull the trigger.
I suspended a kid one time who had just — it was like a thousand small cuts and after a while it had gotten to the other players and it had gotten to other guys on the staff. I suspended him for his last game as a senior. Looking back on it I actually regret it. I listened to some other people and as opposed to saying you know what, it’s the last game, he’s going to be gone, and maybe he grows up. I feel like now that’s something that will never be repairable. That’s unfortunate because my favorite part about coaching is seeing who they become after they leave and having that great relationship. That one will be soiled forever.
BN: Many players who retire try to fill that void with something else. How does it break down for you as a former coach? Does sports radio fill some of that void?
NB: It will never fill what coaching did because it’s like raising a kid versus babysitting. You raise a child, you can see all the hard work and all the crap you went through and all the good times. They’re your responsibility, and then you put them out in the world and you see them succeed, or even when they fail and they have to come back and they need help. It’s not the same as doing it from afar or stepping in every now and again. But I still get a fix. I still get to watch sports for a living and talk about it and have fun. It’s kind of all the good stuff. It’s the fun stuff. But the stuff that’s rewarding is the hard stuff and that’s the stuff that you miss.
BN: What’s your opinion about college football and the NFL playing during the pandemic?
NB: I totally understand the NFL because it’s a business. I think the NFL was going to play no matter what. As long as they can keep their players relatively safe; they’re getting paid for a risky job anyway.
College is a different animal because you have a responsibility to those kids’ parents and they’re still quasi kids. You have a different level of responsibility there. I feel like for the most part the way that the Pac-12 and the Big Ten handled things was the right way to do it.
I think there was a level of irresponsibility by just saying well we’re just going to play through it. All the quotes we heard about “we’ve got to run money through the state of Oklahoma” and “more concerned with guys playing than their long-term health.” There were too many questions to just forge ahead the way that a lot of conferences did.
You’ve got teams that now have a hundred kids who had COVID. That’s insane. Especially when you don’t know. You don’t really know what the long-term consequences are going to be. I think with what the Pac-12 and the Big Ten are doing now with daily tests and all these other built-in protocols to help with some of the long-term issues that we at least know about at this point. I think it was a much more responsible way to approach it.
BN: Are you good with college football moving ahead now that technology has changed?
NB: If everybody could have done what the NFL did and tested every single day back in July, then we would have been good. You could have isolated somebody quickly enough where that you didn’t get these issues that we’re seeing at – name the school – Kansas State, Syracuse, Florida State, Colorado State, LSU, Oklahoma, Missouri, Houston. It’s crazy.
When you’re only testing a portion of the student-athletes, not all of them, and you’re only doing it every couple of days or whatever; there was just too much time where someone could be put in harm’s way.
With that changing, I feel better about it. I don’t feel good with, “oh we’ll just all get in and it’ll be fine.” I think that’s asinine. That’s why to me I’ve always been against high school playing until this gets under control because high schools can’t test at all. The only reason that you haven’t seen bad results is because they’re not testing those kids at all. You just don’t even know. Unfortunately there are a lot of kids that I recruited who live with their grandparents, live with all kinds of people who are susceptible to this virus or dying. I scratch my head at that one, man. For what? Just play five months later. Who cares?
BN: What are you thoughts on player protests in the NFL and NBA, and the reaction to it?
NB: As long as they’re in America, they can do whatever the hell they want to do. This idea that you’re here to entertain me and I don’t want anything else – I don’t care about your family, I don’t care about what you go through, I just think it’s rooted in this idea that some people are only here for other people’s entertainment and I don’t care about your humanity. I think that’s rooted in — I’m sorry, I’m going to go ahead and say it — I think it’s rooted in white supremacy, that I don’t identify with you. I see you as different and you’re only here for this reason. So I don’t want to know anything else about you.
They don’t mind when they hear about these feel good parts of their story. What they don’t want to hear about are the things that a lot of these student-athletes and professional athletes have to go through when the lights turn off. That then changes their narrative of what a lot of people have been told their whole lives about America. “I would rather stay deaf, dumb, and blind to it” is what I think a lot of people’s rationale is, because it makes me sleep better at night or it makes me feel good about what my grandparents achieved or whatever.
I don’t know what their deal is. I could really give a crap about the reaction. If someone wants to talk about the things that are affecting their life and it’s rooted in truth, even if it’s their personal truth, then I’m all for it.
BN: Have you noticed a change in tone with how the sports media talks about social issues following George Floyd’s death?
NB: Yeah, night and day, because the bosses are listening. When Kap took a knee, I was coaching at Nevada when Kap played there. We’ve got all kinds of Kap stories.
There were like two offensive players that would come to my house all the time, Kap and this kid Marko Mitchell. Everybody else was all defensive guys. When Kap took a knee, it was personal for me because I know him. I heard all of these discouraging things — I had little white kids in Lake Oswego telling me how they hated Colin Kaepernick. I was like “What? You don’t even know who he is! Man, sit down, little boy; let me tell you who this kid is.”
There was this adamant, heels dug in, I don’t care what I’ve seen, and I think what changed with George Floyd and what changed with America was we didn’t have any distractions. We’re all in our homes and we had to deal with it. I couldn’t turn the channel and just watch sports because there were no sports to watch. I couldn’t turn the TV off and go to the movie theater and just watch a movie or watch a play because all of that was gone. We had to deal with it and that was different. Once the bosses couldn’t turn it off either, people started halfway paying attention and halfway listening. Now sports media was allowed to talk about it more because where else could people go?
BN: What would be the ideal reaction from white America to the things that have gone on in this country and player protests — what would you want it to be in a perfect world?
NB: I think everything that’s wrong with our country begins with a lack of acknowledgement. There are certain people in this country who want minorities, or people who deal with racial issues, or the Me Too movement or whatever, to just move on. It’s whataboutisms and all these other things. It’s like asking a sexual assault victim to just move on with their life without acknowledging what happened to them. That would never work.
The part that’s crazy is you use that analogy and people understand that. But somehow when it comes to race because we’re in such denial in this country about race and racism and our history that somehow it applies to sexual assault, it applies to domestic violence because those are issues that white people also deal with, but racism? No no no! That’s got to be something different. It’s like “No dude, not only is it the same, it might be worse.”
If you just ask me what would the perfect world be, it starts with acknowledgement. If America would ever acknowledge that and if white people would ever acknowledge it, then once you acknowledge it and you accept it, now we can start to talk about real remedies. But if you continue to lie to yourself that that’s not really what it is, you’re kind of spinning your wheels. You’ll never get to the real crux of the issue or how to fix things.
BN: When you go back to Colin Kaepernick and knowing him, was it the least bit surprising seeing what he did in 2016 by kneeling for the anthem?
NB: I was surprised actually. It’s different because I was a coach so I didn’t hang out with him. It’s like our kids. You know your kids, but do you know who they are when you’re not around? I don’t know ‘em. He wasn’t like a super boisterous guy. He was kind of a quiet, thoughtful dude. So that part wasn’t surprising, but I don’t recall hearing about a whole lot of conversations involving race. I don’t remember him being a political thought leader or anything like that. But when you look at his background, being biracial, being adopted by a white family, and if you know anything about [his hometown] Turlock [California], you can definitely see how his experiences will start to mold this person who would recognize that there are a lot of wrongs in the world.
He was always highly intelligent, one of the smartest dudes on our team. Everybody respected him. It was just surprising to see him put himself out there like that because that just wasn’t who he was. He wasn’t a guy who would try to stick out at an event. That wasn’t him. But then there are all of these other things that make you go “okay I get why he came to this conclusion.” A lot of us have. But that fortitude to put himself out there like that was wild.
BN: Looking forward in your career, is there anything that you would specifically like to do in sports media or beyond?
NB: I think I’d like to call games eventually. I’ve done it a few times, like the spring games and things. Mainly because I get tired of hearing guys who don’t know what the hell they’re talking about. [Laughs] It’s funny because I’ve sat in so many different production meetings and when you get players who do analysis, they know their position. They might know something else, but they definitely don’t know all of it. It’s clear.
The beauty of being a coach is I’ve coached linebackers. I’ve coached secondary. I’ve had to school myself up on d-line play. I’ve had to study o-line play so I knew how to attack it. I had to understand how quarterbacks go through different progressions in different systems. I coached wide receivers for a short period of time. I coached every special team that there was.
You have this intricate knowledge of everything and so when I’ll listen to a d-lineman talk about how to catch a football, I’m like “Oh my God dude! What are you talking about?” That’s why I love quarterbacks because for the most part a quarterback has to have some understanding of what everybody is doing, getting guys lined up and how to read defenses, but even half the time they screw up. That’s why coaches to me are always really fun to listen to in the box because if you’ve got somebody who can communicate well, they can really tell you what’s happening. So I’d like to call games.
BN: What’s the percentage chance that you’d ever be a coach again?
NB: I don’t know, man. I’m still helping. I coach my kid’s youth teams. I’m going to coach at my kid’s high school and help to coach my daughter in basketball. I still get some of those little fixes. I don’t need to go back to working 100-hour weeks.
I coached a 6th grade football team and there was this one kid who drove everybody insane. I just kept talking to him. He would drive me nuts but I just kept talking to him. At the end of the year he ended up being a pretty good little player and he wrote me a card. I swear to God, I damn near started crying when I read this card. I still have that card. It was four years ago. The reason you do it is to affect young people’s lives and to get that fix of competitiveness. But it’s mainly about helping other kids achieve more than they could have on their own and being a positive influence on their lives. I can still get that. I don’t need to be making six figures or out recruiting to get that. So I don’t know, man. If I can still get it this way, then maybe not ever. We’ll see.
Brian Noe is a columnist for BSM and an on-air host heard nationwide on FOX Sports Radio’s Countdown To Kickoff. Previous roles include stops in Portland, OR, Albany, NY and Fresno, CA. You can follow him on Twitter @TheNoeShow or email him at email@example.com.
Ian Rapoport Is Competing Against Everyone
“When I’m working, when I’m not working – my brain is still going on overdrive.”
The 2023 NFL Draft was a weekend filled with speculation, intrigue and musing among football fans and experts alike. After two quarterbacks were selected with the first two picks – C.J. Stroud by the Jacksonville Jaguars; and Bryce Young by the Houston Texans – Ian Rapoport had the inclination that something was about to break at the event in Kansas City.
The third pick of the night was held by the Arizona Cardinals, but through previous intel, Rapoport knew there was a chance the team would trade it. His phone then lit up with a text message from a source that simply read, “Texans trading.” Receiving a message of this magnitude takes years of networking, credibility and immense trust from the people you cover. Rapoport has worked hard to attain all of them.
He replied by asking, “Did the Texans trade up to three?,” as the team was not set to pick again until No. 12 overall. Once he got confirmation of the scenario, he began to visibly shake in excitement and captured the attention of the NFL Network team.
“I sit there with a camera in front of me that’s not always on air – this is during the Draft – and the producer gets in my ear and he goes, ‘Can you go on air with whatever you have?,’ and I just say, ‘Yes.’” Rapoport recalled. “And then I hear Rich Eisen go, ‘Ian, you have news,’ and I was able to break that the Texans have traded up to three to go get Will Anderson.”
This is the craft through which Rapoport has cultivated a successful journalism career, ultimately distinguishing him as NFL Network’s goto insider. He hardly ever separates himself from the job, equipped with an unparalleled work ethic to ensure he can communicate messages accurately and in a timely manner. While some people may argue that he is in direct competition with others in his position, such as Adam Schefter of ESPN, Jay Glazer of FOX Sports and Mike Florio of ProFootballTalk and NBC Sports, the reality of the situation is that it is Rapoport vs. the world.
“It’s such a small world now and everyone is interconnected – and with Twitter, literally anyone could break a story and have it go viral,” Rapoport said. “Obviously, you want everything first, but really you’re competing against everyone that exists because anyone could get the story at any moment.”
Work-life balance in such a role is usually quite insurmountable in today’s dynamic, interminable breaking news environment. Rapoport strives to find some level of normalcy in his life by playing golf and attending his sons’ sporting events. In the end though, he knows the world of football never sleeps, and it is up to him to remain in the know at all hours of the day, essentially always on standby to break the next big story.
“I do not turn my phone off because that’s actually way more stressful,” Rapoport said. “At least now when my phone’s on and near me, if something crazy happens, I can react rather than having a fake relaxation moment and then being caught off guard with something.”
Rapoport recognized that journalism was the field for him almost immediately after stepping onto the Columbia University campus. He worked his way up at The Dial to ultimately become its associate sports editor. In the summer preceding his senior year, he landed a coveted internship with ESPN where he gained invaluable experience in the world of television production.
By the time he graduated, Rapoport envisioned himself becoming a nationally acclaimed sportswriter, but he knew it was going to require he start small. Three hundred eleven job applications and two interviews later, he landed a part-time role with The Journal News in Westchester, N.Y. covering high school sports. It gave him a start in the highly-competitive business – and kept him close to home while trying many new things.
Two years later, he found himself moving from the bright lights of New York City to the quaint town of Starkville, Mississippi for a notable opportunity. He had landed a job covering the Mississippi State Bulldogs for The Clarion-Ledger in the nearby capital city of Jackson and was under the direction of sports editor Rusty Hampton.
“I knew how to write, but I really didn’t know how to report,” Rapoport said. “He was probably the best [at] showing me, ‘This is all about reporting. It’s all about telling people something they don’t know rather than how well you can pen a sentence.’ To be really valuable to society or your newspaper, you really need to inform rather than entertain. I think he was probably the first and best person to teach me that.”
After spending two years in Mississippi, Rapoport became a beat reporter for The Birmingham News tasked with following the Alabama Crimson Tide. Just months into his new role, the program made a coaching change and hired Nick Saban, who has since led the program to six national titles.
Rapoport learned the thoroughness necessary to cover the Southeastern Conference as he rapidly watched the program become a perennial contender. In turn, he became an eminent college football reporter and his work began to be consumed nationally.
Simultaneously, Bill Belichick, another accomplished football head coach in his own right, was in the process of trying to lead the New England Patriots back to championship glory. Known to be stoic and restrained in his press conferences, reporters asking him questions knew extrapolating answers was not the easiest of tasks.
When Rapoport saw a job opening to cover the team with the Boston Herald that required NFL experience, he knew that he was not qualified verbatim per se. Yet he figured the experience he had in covering Saban and Alabama would serve him well in the role, and articulated such in a protracted email to the newspaper’s editors. His strategy worked, proving why Rapoport is considered one of the industry’s best communicators at the micro and macro levels.
“You don’t see a lot of sources within the Patriots or sources within Alabama – there’s not a lot of that,” Rapoport said. “So I learned to report despite that and kind of work the edges and get the information I needed, despite head coaches who weren’t always the most forthcoming with information.”
NFL Network oftentimes has local beat reporters on the air to interact with studio talent and give their perspectives about teams, and it was something Rapoport did while at the Boston Herald. He had no television experience outside of other appearances he made on Comcast New England and certainly no intention to pursue the medium as a career.
In Super Bowl XLVI, the New York Giants overcame the New England Patriots, who were undefeated for the year entering the game. Rapoport was on hand for the proceedings, and shortly afterwards was called into a meeting with NFL Network executives.
He didn’t know he was interviewing for a job until he asked just why he had been summoned. He expressed his lack of television experience to the executives, who said the network would teach him everything he needed to know.
Once the meeting concluded, Rapoport called his wife, who he had met while living in Starkville, Mississippi, and told her what had just happened. She tempered his expectations, warning him not to get his hopes up as he remained optimistic. One month later, Rapoport received a job offer and found himself moving once again – this time to the Lone Star State.
“I hired an agent and moved to Dallas and basically spent the next year reporting on the Cowboys and some other things being very, very bad at TV, but learning and eventually figuring it out,” Rapoport said. “At the time, this guy, Eric Weinberger, who was our boss, kind of mentioned to me the possibility of transitioning [me] from reporter to insider.”
Rapoport acknowledged that he did not have the contacts necessary to effectively work as a league insider for a national outlet, but through his years of experience, he knew how to network and he was ready and willing to take the challenge.
Once he began the new position, Rapoport, along with reporter Michael Silver, was on the road for Thursday Night Football and contributed to its pregame and halftime coverage. While his television skills improved, Rapoport was hard at work bolstering his contacts and took somewhat of a geographical approach.
Every time he arrived in a new city, he would contact anyone and everyone he could conjure up, including general managers, scouts and head coaches. If he could not schedule a meeting time with them, he would introduce himself by roaming the sidelines at practices and before games. He engaged in a similar practice before the NFL Draft Combine, training camps and the Super Bowl along with other premier events, always staying focused on the task at hand.
“It probably took me five or six years to get a baseline of sources where if something happened, I had someone to call,” Rapoport said. “And then it took me a couple more years to get to the point where I would know before a lot of people when something was about to happen. It’s all a multi-step process, and just [the] layering and layering and layering of sources is really the sort of engine that drives this thing.”
Ian Rapoport always attempts to triangulate his sources to verify information before he releases it publicly. There is no guarantee sources are always truthful or acting in a professional manner. Therefore, it is incumbent on a journalist to ensure the validity of content before publishing it themselves.
“If you’re only right some of the time, then none of it is really worth it,” Rapoport expressed, “because then you say something and they’re like, ‘Well, wow, that’s a big story if this is true.’ The whole point of doing this is when I pop up on TV or when people see my Twitter alerts or whatever, they have to know that it’s true – they have to know.”
One day, Rapoport was having a conversation with a source and discovered through their conversation that Rob Gronkowski had informed the New England Patriots that he would return to the game of football under the stipulation he be traded to the Tampa Bay Buccaneers to reunite with quarterback Tom Brady. There had been much speculation pertaining to Gronkowski’s future after he had worked as an NFL analyst with FOX Sports, and now Rapoport realized he had a monumental scoop – that is, if it was true. Within six minutes, Rapoport verified the story with three sources, contacted his editor and reported to the world Gronkowski’s intentions. The story was picked up virtually everywhere.
“I just think about the job all the time, and I make little lists for myself of things that I need to track down, and I just make a lot of phone calls for it,” Rapoport said. “When I’m working, when I’m not working – my brain is still going on overdrive. It ends up just a brain full of football thoughts, and then I spend the rest of the time trying to figure out what I can learn from it.”
Working for a league-owned entity can sometimes epitomize an inherent conflict of interest. For Rapoport however, he has found working at NFL Network to be hassle-free. He knows, however, the nature of his job means he will not be universally liked.
“Whatever you do, you’re going to report and the people you report on are going to be happy or upset or neutral – or whatever it is,” Rapoport said. “I’m never going to criticize a referee, for instance, because that’s a nuanced thing and people might say, ‘NFL criticizes referees.’ I’m never going to do that, but I wouldn’t do that anyway.”
Rapoport continues to appear on a variety of external media outlets, perhaps most notably The Pat McAfee Show, which recently concluded its “Up to Something Season.” The grand conclusion of the proceedings was McAfee announcing he would be bringing his show to ESPN’s linear and digital platforms starting in the fall.
While McAfee is retaining creative control and has expressed on multiple occasions that his show will not be changing, many have wondered whether insiders employed by other networks will be able to continue making appearances. It is an answer Rapoport himself does not know, nor has he asked about.
“When the news broke, my phone blew up with all sorts of people saying all sorts of different things,” Rapoport said. “I have no idea. I really don’t.”
Even so, Rapoport is elated for McAfee and his team taking the next step in their show’s journey and is genuinely glad to see them succeed. He does not think McAfee’s goal was to reshape sports media, but rather to cultivate a distinctive sports talk program built for fans and today’s generation of consumers.
“You get to know someone and you think they’re a good person and you respect the way they work. Some people have success and some people have a little success and some people don’t. It’s really rare to see someone who has every bit of success that’s essentially possible and deserves every bit of it, and that’s kind of how I thought about Pat. It’s really cool, honestly. He’s built it himself.”
It was on McAfee’s show where another prominent football insider – Mike Florio of ProFootballTalk and NBC Sports – said it would be a matter of “when,” not “if” the NFL would have games seven days per week. While devoted football fans like Rapoport are open to such a proposition, he is not sure the league would ever go that far.
“I don’t even know that it would affect my schedule that much,” he said. “It sort of doesn’t matter. I’ll report all year round anyway.”
Derek Futterman is a contributing editor and sports media reporter for Barrett Sports Media. Additionally, he has worked in a broad array of roles in multimedia production – including on live game broadcasts and audiovisual platforms – and in digital content development and management. He previously interned for Paramount within Showtime Networks, wrote for the Long Island Herald and served as lead sports producer at NY2C. To get in touch, find him on Twitter @derekfutterman.
Face-to-Face Sales Meetings Have Never Been More Valuable
“With the increase in virtual meetings, new buyer preferences, limited time, and better tech, we have our work cut out to get the F2F.”
When did you last attend a face-to-face (F2F) in-person sales call? Let’s imagine for a second.
In New York, Sarah, a determined sports radio salesperson, got tired of chasing a major client for months. Despite her calls, emails, and text, she couldn’t break through to get a meeting.
Throwing caution to the wind, Sarah decided to go for it. She loaded her deck and took her burning desire via airplane to Florida to make the pitch. She showed up unannounced at the client’s office and startled the decision-maker. She was given the meeting and won over the client, getting a substantial annual contract and a movie deal in Hollywood.
We have all seen that storyline. F2F meetings used to be the obvious choice over a phone call, and most buyers were open to that idea. We even conducted market trips to meet our buyers in person and create better relationships.
With the increase in virtual meetings, new buyer preferences, limited time, and better tech, we have our work cut out to get the F2F. Lots of us work and listen from home.
Gartner Research points out that live, in person selling is superior to virtual selling in financial services or, as I think, in radio sales. Now, prospecting new clients F2F is much more difficult. You have never met them, you don’t know who you are looking for, and gatekeepers and remote decision-makers make walk-ins more challenging.
How about getting out and seeing your current or former clients F2F? 65% of outside account executives attain quota, 10% more often than inside reps. Here are some simple strategies to get outside and F2F:
STAY IN TOUCH
Turn the sales faucet on ‘drip’ and contact your current clients with whatever works: phone calls, emails, or texts. Tell them you are checking in to see if anything has changed, give them a local business lead, or share your latest insight on their favorite team. When doing so, tell them you want to meet F2F and go deep into the next quarter’s ad plan or a new idea to get them back on the air. They may start looking forward to your communication.
Schedule an annual review ahead of their busiest time of year to review the upcoming messaging in ads. Go over what worked or didn’t last year. Share a success story of a similar advertiser in another market or show them a new opportunity that fits.
Be upfront that with F2F, we can get more specific, work with better feedback, and partner on hitting their goals. Be the person who looks ahead and helps keep your client focused.
Organize workshops for your current clients. Teach that about streaming, OTT, or Google ads. Get your digital person involved. Let them know you are bringing in other local businesspeople they may want to know or network with and meet F2F! A Mortgage broker may want to meet a realtor who wants to meet a wealthy local businessperson interested in meeting the local head coach. Stand out as a leader in the industry and watch clients brag about working with you.
HIT A TRADE SHOW
Attend trade shows where your current clients will be. This will show you are serious about their business and want to stay current so you can learn and earn. Set up a meeting over coffee or a drink. Share what you learned.
Client Appreciation Events held at your town’s most meaningful events or places. Do whatever it takes to get hospitality tents at big games and concert suites to show appreciation and bond with your current clients. Host a luncheon at the hottest new local restaurant. Focus on providing an atmosphere or experience everyone wants, but not many can attend. Be the exclusive person in town.
GET PERSONAL REFERRALS
Leverage your existing client relationships to seek referrals. Do it in person. Tell them you want to see them and ask for help and advice. Ask for introductions to potential new clients they know, and you will be surprised how much they like working with you.
Bring your Digital manager to them and do a free review of their SEO, PPC, whatever. Working off your client’s pc and bringing them an expert at no charge or obligation is much easier. Watch your partnership grow by providing so much expertise at no extra expense.
Don’t forget the value of F2F meetings. It’s a great way to build trust, connect, and unlock new opportunities. We are in a people business doing business with tons of local directs who still make most of their money serving retail customers F2F. Let’s get out and sell!
Jeff Caves is a sales columnist for BSM working in radio, digital, hyper-local magazine, and sports sponsorship sales in DFW. He is credited with helping launch, build, and develop SPORTS RADIO The Ticket in Boise, Idaho, into the market’s top sports radio station. During his 26 year stay at KTIK, Caves hosted drive time, programmed the station, and excelled as a top seller. You can reach him by email at firstname.lastname@example.org or find him on Twitter @jeffcaves.
All Jason Timpf Needed Was A Moment of Clarity
“I didn’t know it until after I was hired, but they said they played my video for Colin and he knew right away that I could do this.”
There was once a time when Jason Timpf always included Colin Cowherd in his commute to work. As he made his morning drive to a sales job at Verizon, The Herd was appointment listening each morning for Timpf. The ex-college basketball player would marvel at Cowherd’s ability to make relatable references and break down all of the same basketball games he would watch the night before.
One of the unique things Timpf can remember from listening to The Herd during that time was Cowherd saying if FOX ever put someone in front of him, he could tell in five seconds if that individual had the skills to be a host. It was far from a hot take on the Lakers, but still a distinct moment that stuck with Timpf for many years. Little did he know at the time but Cowherd would soon give a five-second evaluation of Timpf’s career.
Jason Timpf was a late-bloomer in basketball. He played college hoops at an NAIA school in Utah, but not until his third year, after being a regular student the first two. After graduating, he pursued a basketball career overseas in India. However, after the league folded, he left the game for a normal job in the States.
There was a real desire for Timpf to get into the sports media business, but he was having difficulties finding the right fit. He wanted advice on the best way to start, but the tips he received just didn’t feel like the right initial path.
“I’d hear, hey, go bang on a radio station’s door and ask if you can work the soundboard,” said Timpf. “Or, try to go to a journalism school. Another big one that everyone was doing was the SB Nation blogs and FanSided blogs. I briefly tried to do that a little bit. But none of it was materializing the way that I had hoped.”
But then the lightbulb went off for Timpf and it happened during the middle of a podcast interview. In October of 2020, Jason Maples of Blue Wire reached out to Timpf to talk hoops on his podcast. It was in the middle of that interview when it all made sense. It felt exactly like the camaraderie he enjoyed with his old teammates and friends talking basketball. It was relaxed, fun and what he used to do for enjoyment. The perfect fit had just found Timpf organically.
“It was, ‘this is it,’” said Timpf. “‘This is how I want to do it.’ It was like a moment of clarity. Like, this is the way I want to talk about the game. Fortunately, I was working in real estate at the time, so I was super flexible, so I literally was just trying to fake it until I made it.”
While Timpf was grinding away on his new platform choice, he was constantly putting out his content on social media. For a handful of years, he had used Twitter as an outlet for basketball talk – not because he was trying to build his brand, but because it was his preferred method of sharing his takes during and after basketball games.
“My wife actually played basketball in college but she, like a lot of people, got out of it and was like, ‘actually I’m so sick of basketball, since it’s all I did growing up, that I’d rather not talk about it,’” laughed Timpf.
As Timpf had built up years of basketball takes on Twitter, he also built up followers. Not a crazy amount, but enough to have regular interactions with several basketball fans. He had no idea at the time, though he remembers occasionally interacting with him, but one of his followers in the beginning was Logan Swaim, who just happens to be Head of Content at The Volume.
Being such a huge fan of Cowherd, Timpf was absolutely familiar with The Volume, a company started by the FOX Sports Radio host. In fact, during his first plunge into podcasts, he quickly took note of how much success The Volume was having with instant reaction and video content. He wanted to emulate what they were doing and would host a Twitter Space after each Lakers game.
Swaim kept up with Timpf’s journey and continued to be impressed with what he saw. He was so impressed, in fact, that a video eventually made it in front of Cowherd’s eyes. It was the moment Timpf had always heard about while driving to his job at Verizon. Cowherd was about to make a declaration on Timpf’s abilities.
“I didn’t know it until after I was hired, but they said they played my video for Colin and he knew right away that I could do this,” Timpf said. “That was a huge boost of confidence for me, because it meant somebody I deeply respected believed I could work in this business.”
Timpf made his dream come true. He was offered a job by The Volume hosting Hoops Tonight. As much of a dream as it was when he was initially hired, the experience since has been nothing but ideal for Timpf. He gets to cover his favorite sport the way he wants to cover it.
“When I first started and Logan and I were structuring out the show, he kinda viewed it as my show would be the slower, more methodical pace, where I work through my thought process of a game. And also that I’d be a guest on other Volume shows for more conversational podcasts. I really wanted to break down pick and roll coverage. It’s just going to take me a while, so trying to do that in a debate show format or conversational format can get hard. It’s a place where I can let more of my crazy depth out. And I can also have a side format where it’s more conversational.”
Timpf has learned prep for podcasts is one of the biggest elements to being successful. As Hoops Tonight continues to draw impressive numbers over audio and YouTube, he’s figured out the best method to prepare for a long-form podcast where he’s hosting solo.
“I digest the game from the simple concept of how the game was won,” said Timpf. “Where was it won? There’s 100-something possessions in this game, there’s seven different storylines and several runs and sequences and sways in momentum, but what’s the one? Usually I’ll target that first in the opening segment of the show.
“While I’m watching the game I’ll take ancillary notes. About five minutes before I record, I sift through everything I’ve written down and limit it down to the things I think are most important. But generally the flow of the show is how the game was won.”
The whole experience has been gratifying and a full-circle moment in many ways for Timpf. Not only has it been vindicating to do things his way and see it become a success, but he’s gotten to do it with someone who he considers an idol.
Sure, Timpf always envisioned growing up he would be talking to Cowherd as a pro athlete, but talking to him as a colleague is certainly the next best thing. So when he got the call to talk with Cowherd during last year’s West Conference Finals, he didn’t hesitate.
“I was so incredibly nervous, as you could imagine,” laughed Timpf. “But I immediately remember him making me feel comfortable and confident. It immediately calmed me down.
“This is probably my favorite part of the entire experience, I think a lot of people think that these networks try to shove people in certain directions and The Volume has given me such freedom to cover the game exactly the way I want to and nobody is telling me to say crazy stuff. Nobody is pushing me in certain directions, it’s like total creative freedom. The way that Logan and Colin have been letting me do me, so to speak, has been so cool. To see my version of what I want it to look like makes me feel vindicated for talking about it the way I want to.”
Tyler McComas is a columnist for BSM and a sports radio talk show host in Norman, OK where he hosts afternoon drive for SportsTalk 1400. You can find him on Twitter @Tyler_McComas or you can email him at TylerMcComas08@yahoo.com.