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Rogers Signs Agreement to Buy Majority Stake in Maple Leaf Sports & Entertainment

BSM Staff
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Rogers Signs Agreement to Buy Majority Stake in Maple Leaf Sports & Entertainment

Rogers Communications Inc. has announced it has signed an agreement to buy Bell’s 37.5% ownership stake in Maple Leaf Sports & Entertainment. The agreement adds to Rogers existing sports portfolio including ownership of the Toronto Blue Jays, Rogers Centre and Sportsnet. The company also has strategic partnerships with the Vancouver Canucks, the Edmonton Oilers, the Calgary Flames and the NHL. When the transaction closes, Rogers will be the largest owner of MLSE with a controlling interest in 75% of MLSE.  

The agreement includes access to content rights for 50% of Toronto Maple Leafs regional games and 50% of Toronto Raptors games for which MLSE controls the rights. The transaction is subject to league and regulatory approvals.

“MLSE is one of the most prestigious sports and entertainment organizations in the world and we’re proud to expand our ownership of these coveted sports teams,” said Tony Staffieri, President and CEO, Rogers in a release. “As Canada’s leading communications and entertainment company, live sports and entertainment are a critical part of our core business strategy.”

Will continue to invest to bring championships to Canada
Rogers has invested $14 billion in Canadian sports over the last decade. With this transaction, Rogers will continue to invest to bring championships to Canada.

“Winning is everything for fans, and that’s why we’re committed to investing to bring more championships to Canada,” said Edward Rogers, Executive Chair, Rogers. “We’re passionate about sports and we’re passionate about winning.”

Strategic investment will surface value long-term
Financing for this transaction will not affect Rogers debt leverage and financing will include private investors. 

“MLSE continues to appreciate significantly, and together with our sports and media assets, we plan to surface more value for shareholders long-term,” said Staffieri. “This agreement also ensures long-term Canadian ownership and investment of these iconic teams.”

Deepens investment in Canadian sport
This agreement adds to Rogers existing sports portfolio including ownership of the Toronto Blue Jays, Rogers Centre and Sportsnet, the number one sports network in Canada. The company also has strategic partnerships with the Vancouver Canucks, the Edmonton Oilers, the Calgary Flames and the NHL. When the transaction closes, Rogers will be the largest owner of MLSE with a controlling Interest in 75% of MLSE.  

The deal will provide Bell with the opportunity to renew its existing MLSE broadcast and sponsorship rights long-term at fair market value. This includes access to content rights for 50% of Toronto Maple Leafs regional games and 50% of Toronto Raptors games for which MLSE controls the rights. The transaction is subject to league and regulatory approvals.

Fox News Digital Sees Strong August Finish in Several Categories

BNM Staff
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Fox News Digital Sees Strong August Finish in Several Categories

Fox News Digital has continued to see strong month-after-month performances, and August was no different as it led the news media world in some aspects.

Fox News Digital closed the month with more than 3.3 billion multiplatform minutes, with a total of 1.7 billion multiplatform views. During the month, it saw 114 million unique visitors to its digital offerings, according to Comscore. That unique visitor figure represented a 24% increase compared to August 2023. The network still trails CNN (116 million) in that sector, despite CNN seeing a 10% decline in unique visitors during the month.

While the network saw its total multiplatform views drop slightly, down 8% compared to the same month in 2023, it still bested The New York Times (1.63 billion, up 23%), and CNN (1.3 billion, down 5%) for the month.

In total, the Fox News mobile app had 6.3 unique visitors during the month.

The brand was also the most engaged of news media challengers on social media. It saw 39 million social interactions, up 62%. Its YouTube channel saw 238.7 million views during the month, up 48% year-over-year.

Jeff Thurn, Former ESPN Radio Host, Pleads Guilty to Wire Fraud

BSM Staff
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Jeff Thurn, Former ESPN Radio Host, Pleads Guilty to Wire Fraud

Jeff Thurn, a former host at ESPN Radio 99.1 in Sioux Falls, SD, and nationally on ESPN Radio, is now facing up to 20 years in prison and a $500,000 fine after changing his plea to guilty in a multi-million-dollar fraud case. Thurn was indicted last December on five counts of wire fraud, prior to the case being transferred to federal court in Florida. As part of a plea deal the guilty plea is for one count of wire fraud.

Court documents reveal Thurn ran a fictitious ticket-buying business from 2015 to 2022 and told investors he could get certain profits by selling tickets on the secondary market, per KELO TV in Sioux Falls. According to investigators, Thurn defrauded investors of more than $5 million during the seven years.

KELO reports the money was used to get cash, on gambling and to buy cryptocurrency.

Thurn is expected to be sentenced in December.

Thurn departed ESPN Sioux Falls last February after more than a decade to focus on his national role with ESPN Radio. He hosted Overtime from 11 AM-1 PM in Sioux Falls. He joined ESPN Radio in a fill-in capacity in February 2022.

OM Todd Haller Exits Bahakel Chattanooga

BMM Staff
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OM Todd Haller Exits Bahakel Chattanooga

Todd Haller, the Operations Manager for Bahakel/Chattanooga and Program Director for Classic Country WUUQ, has departed the company.

In 2021, Haller joined the cluster after serving as Executive Producer and Brand Manager for the syndicated morning show Bob & Sheri. After serving 20 years as Brand Manager for their flagship station, Audacy Hot AC WLNK (Mix 107.9)/Charlotte, he transitioned into this role.

Reach out here.

Wes Styles Named New Program Director at Lazer 103.3 Des Moines

BMM Staff
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Wes Styles Named New Program Director at Lazer 103.3 Des Moines

Wes Styles has been named the new PD/afternoon host for Saga Communications Active Rock KAZR (Lazer 103.3)/Pella-Des Moines, IA.

Styles joins after departing as OM, PD, and morning host at Neuhoff Media’s WIHN (Rock 96.7)/Bloomington, IL, this past August. (BMM 8/30) That three-station cluster is being sold to Woodward Community Media.

He joined Neuhoff after previously holding programming roles at Community Broadcasters in Fort Walton Beach, Florida.

He broke the news on Instagram.

Tua Tagovailoa Concussion Coverage Helps Define What Media is in 2024

Mark Kreidler
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Tua Tagovailoa Concussion Coverage Helps Define What Media is in 2024

So, it’s semi-official: Tua Tagovailoa’s next decisions about not only his career but his health will be played out in real time, in front of a world that either does or doesn’t care about this or that aspect of Tagovailoa’s life, subject to open speculation, uninformed weigh-ins from the rampantly unqualified, and the usual X/Insta/etc. broadsides.

In other words: the media. You can pick which area of that land mass you decide to rest on, but it’s all part of the whole.

At times like these, you might find yourself wishing for a few authorities to actually be able to out-shout the fools and speak competently on a topic this important and this nuanced. But you’re thinking about some other point in history on the media timeline. You’ll have to search for those voices. They’re there, but you may have to work for it.

The concussion that Tagovailoa suffered on national television last week was the third that he has had diagnosed since coming to the NFL in 2020, but more accurately it was his third in 24 months. The quarterback also was diagnosed with a concussion during his college days at Alabama.

Note the phrasing. You have heard that distinction, “diagnosed concussion,” employed quite a lot in the standard coverage of last Thursday’s on-field collision with Buffalo’s Damar Hamlin, as in, “third diagnosed concussion” for Tagovailoa. In some corners, the injury was described as “at least” the third for the QB. All of these word choices matter.

On the one hand, that kind of wide-casting of the journalistic net is simply media outlets covering their tracks – an implication, well founded given the NFL’s abysmal history on this topic, that there is probably more unknown than known about Tagovailoa.

On the other hand, such vague wording can’t help but leave the suggestion that Tagovailoa has suffered many more concussions, which we simply don’t know. Hey, it’s all unclear! Could be a baker’s dozen! As much as I can get on board with a healthy skepticism of anything coming from the NFL about it, this is still overstatement to the point of irresponsibility.

The fragmentation of the media doesn’t help in a situation like this, where medical expertise and a background in Tagovailoa’s personal health history matter more than just about anything else. But that horse has left the barn. The QB’s future was immediate fodder for anyone with an account and a following, even those who had the player’s best interest at heart.

Griffin, a day later, came back and posted this response to the speculation about Tagovailoa from the quarterback’s head coach, Miami’s Mike McDaniel:

McDaniel’s overarching sentiment, that Tua and only Tua can decide what to do about his own career, life and future, is easily the most sensible and aware statement that’s been made by anyone so far. And people did see it – but only a few people, and mostly only if McDaniel’s words happened to roll through their feed.

In the end, Tagovailoa’s own coach, clearly a person with Tua’s heart in mind, got compressed down to being just another voice, no more or less influential than anyone else. He was a guy on a video clip. That is the media in 2024.

One of the few clear-eyed points that I saw raised came from the Twitter/X account of Spotrac, a site which generally confines itself to the contracts of athletes, team payrolls, salary cap implications and the like. The post, written the day after Tagovailoa’s injury, laid out one single aspect of the QB’s decision-making process with startling clarity.

“While a full recovery is the only real focus here, in response to questions regarding Tua Tagovailoa’s contract: The deal includes $167M guaranteed for injury, $43M of which has been paid in 2024,” the post said. “If he’s medically cleared to return to football, but opts to retire, he will forego the remaining $124M guaranteed (barring a custom settlement). If he’s medically forced into retirement, he has a right to collect the $124M remaining.”

That simple, declarative establishment of the financial facts became all the more important in the days that followed, when media sites began reporting, sometimes breathlessly, that Tagovailoa has no plans to retire.

Of course he has no such plans – Tagovailoa hasn’t even finished meeting with medical specialists yet, let alone learned whether or when he’ll be cleared to return. As Spotrac’s post details, there is an enormous financial swing that depends upon the ultimate decisions made here.

The money may be a secondary or tertiary concern to Tagovailoa and his family. But we now understand more than we did about the specifics of that one aspect, for whatever it proves to be worth.

Giving interested people a piece of solid information that might matter? Don’t look now, but the salary site may just have committed journalism.

Jomboy Media States Its Case to Advertisers at the Company’s Inaugural Upfront

Jason Barrett
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Jomboy Media States Its Case to Advertisers at the Company’s Inaugural Upfront

Community, Content, and Creativity. Three simple words that capture what makes Jomboy Media valuable, and an attractive choice for current and potential marketers. On Tuesday, the popular sports brand showcased its talent, and family style appeal to partners and potential clients at its inaugural Upfront. Slate in New York City served as the venue, a cool space which perfectly matched the company’s vibe.

Chris Rose kicked things off, welcoming attendees, and sharing how special the brand has been to his career. Rose talked about the one-way approach on linear television, and the difference that exists at Jomboy where audiences actively engage with the brand’s talent, shows, and advertising partners. Following Rose’s remarks, a sizzle reel played highlighting the brand’s power, growth, and advertising integrations. That set the stage for COO Courtney Hirsch.

Hirsch explained how a backyard competition with her sister, created by co-founder Jimmy O’Brien, served as the blueprint for The Warehouse Games. The company is bullish on its long-term opportunities with blitzball, slapball, floorball, and ball in play, hinting at television playing a bigger role in the future. Jomboy currently partners with Bally Sports to air multiple one-hour episodes across its 17 regional sports networks and app.

Jimmy O’Brien and Jake Storiale were next to speak, joining Chris Rose for a discussion about the brand’s evolution. Jomboy’s co-founders talked about their vast array of programming, the birth of The Warehouse Games, and how they’ve earned trust and loyalty from fans. O’Brien remarked that Jomboy’s audience values what they say, and what they sell. A slide then showed examples of how fans rally behind their advertisers. Millions follow Jomboy across multiple platforms, appreciating the company’s origin story. There’s a ‘you support our friends and show, and we’ll support you too’ vibe from the outlet’s fanbase.

We Got Ice featuring Jack and Zo were next. After referring to themselves as the younger, taller version of Jomboy’s co-founders, the popular duo detailed why they wanted to join Jomboy, and how they produce video material for different age groups and platforms. Nearly one million follow the duo on TikTok, and hundreds of thousands more do so on Instagram and YouTube, many in younger demos. Jack and Zo also shared their approach to incorporating clients into their content. Their Shady Rays commercial for instance is a catchy jingle that provided proof of how Jomboy’s community engages in conversation about their content and advertising associations.

Additional videos showcased Jomboy’s football content, trivia, events, and huge association with Major League Baseball. O’Brien explained how the digital space was wide open when Jomboy first entered it. His shared love and passion for baseball with Storiale, and ability to deliver breakdowns immediately caught on with fans. The popularity of those breakdowns allowed Jomboy to create branded content for advertisers including a laser eye surgery partnership centered around content connected to umpires with bad eyesight.

Jomboy’s baseball connection has seen numerous baseball players unite with the outlet over the years. David Cone, Ian Happ, Jerry Blevins, and Aaron Boone are just a few of the names who’ve been involved. In fact, the New York Yankees manager exited a weekly deal with WFAN to team up with the brand. Chris Rose also joined the group after his run at MLB Network. Trevor Plouffe took the plunge as well after his 9-year MLB career came to a close.

Plouffe joined O’Brien, Storiale, and Rose to address why he wanted to join the company. He said that he and his teammates would watch Rose and Kevin Millar on MLB Network’s ‘Intentional Talk’, and loved how much fun they had talking baseball. Other MLB shows like it though didn’t exist. Once Plouffe learned of Jomboy Media, he was hooked, and wanted to be a part of it. Storiale then shared details of their first meeting with the former third baseman, acknowledging that the chemistry was instant. Plouffe had been creating content ideas in his notes folder on his phone, and would send them along. It became clear, he’d be a great fit for the brand.

The talent, shows, distribution, engagement, and sponsorship integrations were the main focus, but a few things Rose said perfectly described why Jomboy appeals to advertisers. In addition to being a brand safe fit with a strong community connection, Jomboy lives by two rules: staying true to who they are, and putting their community first. It allows them to unite their staff to creatively support partners, and selectively choose who they work with. They carry an underdog mentality, and appreciation for groups who invest in them. There’s a sincere quality to how they talk about partnerships, and wanting to help brands grow their businesses.

DraftKings, Seat Geek, Mountain Dew, Corona, Shady Rays, Captain Morgan, TMobile, and Gatorade are some of the brands Jomboy has worked with. VP of Sales Andrew Napolitano shared on stage that 90% of the company’s current clients have already renewed for 2025. Given their podcasting and video performances, massive social media following, and growing distribution of The Warehouse Games, more will likely follow suit.

At the start of the show, Chris Rose said that when brands partner with Jomboy, they become part of the family. The team pours its heart and soul into content creation to deliver results for their clients. Judging from Tuesday’s presentation, that isn’t just lip service. Jomboy Media is taking the next step, and hopes to bring more partners along for a memorable ride.

Matt Walsh and The Daily Wire Have Created a Blueprint for Other Media Companies to Follow

Garrett Searight
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Matt Walsh and The Daily Wire Have Created a Blueprint for Other Media Companies to Follow

I love radio. I love spoken word audio. And I think if you asked The Daily Wire podcast and radio host Matt Walsh, he’d likely tell you the same.

But sometimes, there are better ways to get a story, an opinion, or a social commentary to the masses other than spoken word audio. And that’s ok!

I can remember once speaking with an account executive frustrated that she couldn’t convince a local floor-covering store to purchase radio ads. She didn’t especially enjoy my response, “They’re really better off buying TV, aren’t they? Flooring sounds like a really visual thing to advertise.”

But it was true. Despite my love and admiration for audio, it wasn’t the best and most practical use in that case.

And the story Matt Walsh wants to tell in his new film Am I Racist? isn’t built for radio or podcasting. And that’s ok!

The Daily Wire has utilized that same mantra in numerous cases in its existence. I think that showcases the adaptability and flexibility digital media outlets operate with compared to the more rigid ways radio, traditional, and dare I say “legacy” media entities approach their content.

Instead of pigeonholing themselves as a podcast brand, The Daily Wire has done numerous different types of content. From writing, to podcasts, to video projects like short-form shows to feature-length films, the company hasn’t shied away from trying its hand at multiple things. There’s something to be said for being willing to dabble in different areas rather than just say “We’re radio, so that doesn’t work for us.”

I’ve often decried the phrase “We’re not in the radio business anymore, we’re in the content business,” because for so many companies, leaders, and brands, it rings hollow. You can say you’re not in the radio business anymore, but when the only content you’re committed to is radio, you’re lying to yourself and to me.

What should really be said is “We’re not in the radio business anymore, we’re in the revenue business.” The Daily Wire finds and competes for revenue in a variety of spaces.

During the opening weekend of Walsh’s film, it garnered just under $5 million in ticket sales. Now, I’m not dense enough to question why Audacy, iHeart, Cumulus, or any other radio broadcaster doesn’t just up and launch a feature film. But I think there is a lesson in wisely chasing revenue when available. In addition to podcasts, in addition to video projects, and written content, The Daily Wire monetized consumer products like razors, on top of its merchandise and branded items, which now account for 10% of its overall revenue.

When you’re in the revenue business, every dollar matters, however and wherever you can get it. Has there been a proof of concept? Absolutely. The new film from Walsh isn’t his first film. His previous offering What is a Woman? was a hot-button topic in 2022 when it debuted. The movie has an IMDb rating of 8.2 stars out of 10. It was — despite the objections from critics of the film, of which there are many — an undeniable hit with its intended audience.

And ultimately, isn’t that what the entire point of the broadcasting business is? To create content that people enjoy that you can also monetize? Matt Walsh and The Daily Wire have been putting on a masterclass in doing just that.

Those are the blueprints I think other media companies and entities can follow: Don’t pigeonhole yourself into one form of content. Because not everything works for your one application. That doesn’t mean don’t be proud of your primary endeavor, because there are still plenty of advantages radio or podcasting provide. But flexibility and adaptability in 2024 is paramount. Those who don’t adapt die.

Don’t be afraid to try new things. Whether it’s jumping into the podcasting space with both feet, creating digital video simulcasts, or even entire new digital video shows, be bold. If it doesn’t work, pivot to something that does. The only way you’ll get there is by trial and error.

And then find your audience, recognize what your audience wants, and serve that audience. They’re likely to show loyalty to you, your advertisers, and your revenue ambitions. It sounds basic, but when you see an entity like The Daily Wire do it to perfection in a variety of ways, like the new film from Matt Walsh, it feels like a chance to highlight the good in the industry.

Politics On Social Media Poses A Risk For Music Radio

Bob Lawrence
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Politics On Social Media Poses A Risk For Music Radio

When I was growing up, no one ever talked about politics – ever! My parents never talked about it, and frankly, they never even told each other who they voted for. Now, in truth, my wife and I talk politics all the time, although I am probably much more vocal about it than she. Thank goodness we are evenly yoked, so we rarely, if ever, disagree – at least about politics.  That said, I do not talk about politics or the election with my adult children either because I have three who are very different from one another. One is fairly far to the left, another is even further to the right, while the oldest is fairly centric. While they love each other and speak often, they are spread across the country, so we are rarely all together. I imagine Thanksgiving at my house would be very much like having Alec and Steven Baldwin over for dinner.

I am sure you have come to learn that social media is the fuel that can ignite some serious arguments, very often among those who think of one another as friends. Regrettably, this can result in unfriending those with differing points of view.  The sad part, of course, is that this is at the root of the dissension and divisiveness running amuck in this wonderful land we call home. Are we truly willing to sacrifice our friendships over a difference of opinion? Are we willing to toss relationships aside because those we care about do not agree with us? The answer seems to be “yes”. I know of situations in which siblings don’t speak to one another and parents cutting off children for much the same reasons – because their opinions don’t align with their own. To many of us, this sounds ridiculous, but we only need to look around.

More and more, we see people relocating to areas that share and match their own affiliations. We read insidiously hateful posts on Facebook and X, often among those from whom we would never expect it. What truly amazes me when I witness it are these types of hateful and divisive posts from radio personalities. Many companies have set policies on these types of hateful and divisive posts on their pages. This works most of the time, but not all the time. It doesn’t stop some radio and media personalities from posting on their own personal sites. It is one thing to post a political opinion on a talk station’s social media pages. After all, the listeners expect it, but it certainly should never be hateful, sexist, or inciteful anywhere!

My dismay comes from those personalities who represent non-political, music, or sports stations who share their political opinions on station social media sites. Not only are they shared, but I have read some outlandish, meandering, hateful, misogynistic, and inciteful rants from people I know. I’m not sure whether these people do it for the shock value, or to generate likes, or if they just don’t understand the potential damage that may be doing to their own brand as well as the brand of those they represent.

In a world that seems so incredibly divided and where hate on both sides seems to be the norm of the day, why would you risk it? What do you gain?  Now, I will add that opening dialogues among friends is perfectly acceptable. After all, isn’t that what is missing from our culture nowadays, where no one is willing to even listen to differing opinions? It’s when the conversation turns ugly, accusatory, and almost becomes threatening that I think we should all make an effort to be more loving and caring to one another.

By the way, if you aren’t on a talk station that focuses heavily on politics, my rule of thumb for music and sports stations is no political talk on the air at all. It isn’t what the listener came to you for.”  I truly believe we should talk to everyone as if we are talking to our moms – and that goes for on the air and social media. No matter what our opinion, we all deserve a modicum of respect – even to those you think have “bats-in-the-belfry.”  

Sales Meeting: Don’t Let Others Dictate the Value of What You’re Selling or Your Time

Dave Greene
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Sales Meeting: Don’t Let Others Dictate the Value of What You’re Selling or Your Time

Good morning, sales friends. Gather round for our sales meeting and let’s talk about what is happening out there in the streets. I think if there is something we can all agree on, it is that as an industry we are not getting maximum value for what we sell and what we do.

So, let’s talk about that and how we change it. Because, in case you didn’t know, it is our responsibility and job to change it or else it will never change. And we are already way behind on this, so we have to do something about it fast.

As usual, we have to break everything down by direct sales and agency sales.

Starting with direct sales, this is where someone who is kind of running their own small business (the salesperson) is negotiating with someone who does own a small business. Both of you have decisions to make. However, the thing we know about negotiating is that if you have set it all up correctly and are talking to the right kind of business, it really shouldn’t be a question of them asking, ‘How much does this cost?’ It should end up being something like, ‘Well I have to have that so what do I need to pay to get it?”

Easier said than done, but it all starts with the right type of business. If you are walking into the one location restaurant/bar you think might want to advertise their $9.99 fried chicken special, you’re dead before you start. They don’t have the money to spend that makes it worth your time, and we are going to get back to that concept of your time. We know the category is tough, restaurants and bars are usually as healthy as however that past weekend went for them. The point is, find solid candidates that can spend the kind of money it takes to really get results.

Since we are all aware that the smaller clients take up more time and effort, if not more than the big ones, why not spend more time going after the big ones? If you have done your homework and a really good client needs analysis to discover what the problems are, you should have what you need to create something that really impresses the client. Make them feel like you have created something just for them that provides a clear solution to what they identified as the problem. Then, price becomes less of a factor.

If the business owner isn’t excited and is only thinking about what it is going to cost and really doesn’t seem to believe in it, see if you can figure out what the real objection is. If the real objection is they don’t have the money to spend, run away. This business will run for about 60 days and when the second invoice arrives, they are going to cancel.

With direct businesses, you have to really dig in, not just to find out what the problems are that you can provide solutions for, but if this person or group of people are really committed to growing their business.

Now, with the agencies, let me make this clear – believe everything they say to you is a lie.

Hopefully your market and sales managers have done the training session with you that shows you how agencies train their own people to sell against you. It’s gross. But we let it happen every single day and have for years and years. We fall for what they tell us every time and take less than we should.

They literally train their people that radio salespeople can be taken advantage of and that (and this is a direct quote from an old agency training sales manual) “they will believe anything you tell them about their competitors.”

Ever had an agency tell you, “Your competitors across the street said they would do it for less” or “Your competitor isn’t charging me for those, they are bonus.” They are generally lying to you; they are saying that exact same thing to the other side and usually both of you buy it and lower your price.

Ever have an agency act like this is a last-minute razzle dazzle, need your lowest price right now, has to be quick kind of thing? Yep, they are lying again. They are actually taught to do this so that you think you have to rush and don’t take your time and really put something together you can support and really ‘sell.’ Funny how they are always in a rush to get the information but never in a rush to place the buy, right?

In that same training they suggest the buyers always come back and ask for more, always come back and to always say they don’t like something about what is being proposed.

The other part of the equation is you. And this needs to be where the industry starts to put its foot down. Your time and your knowledge is worth something, and generally it is more than whatever the commission is off of one sale. In my 25 years in media I only ever heard one salesperson ever say this out loud – ‘I am your added value.’ Damn straight you are. Now negotiate with that thought in mind. Mr. or Mrs. Advertiser, you are getting what the station will deliver for you and the opportunity to grow your business, AND you just got me as your new in-house marketing advisor. You get my time, my resources, my knowledge, my training – AND you get the advertising.

Ultimately you have to decide if a client is worth your time. And as an industry we need to do a much better job of valuing ourselves.

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