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102.5 The Game Elevates Chase McCabe To Program Director

BSM Staff
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102.5 The Game Elevates Chase McCabe To Program Director

Earlier today, Ryan Porth announced he was heading to Chicago to become the Assistant Brand Manager of 670 The Score. Porth spent nine and a half years in Nashville with Cromwell Radio including the past five serving as the program director of both ESPN 102.5 The Game and ESPN 94.9. His exit left the station with a key vacancy to fill.

Fortunately for the company, they didn’t have to look long or far to find their next leader.

Cromwell Radio has announced the internal promotion of Chase McCabe. The Nashville sports radio veteran will be responsible for both the programming strategy and operations of both ESPN 102.5 The Game and ESPN 94.9. His first day in the PD chair will be January 3rd.

“We are fortunate to be in a position to promote from within our ranks,” said VP/Market Manager Dennis Gwiazdon. “I’m confident that Chase will use this opportunity to sustain ESPN 102.5 The Game’s momentum and his promotion allows us to maintain continuity as we build on our reputation as Nashville’s Best Sports Talk.”

Gwiazdon continued, “We are excited for Ryan’s opportunity to be in the #3 radio market in the country. Throughout his tenure with ESPN 102.5 The Game Ryan has been instrumental in our success over the years. All of us at Cromwell Media are happy for Ryan and wish him continued success. I have no doubt that Chase will be his worthy successor.”

McCabe is a graduate of Middle Tennessee State University and a member of the BSM Member Directory. Similar to Porth, he’s been with Cromwell for nearly ten years. During that time, he has worked his way up from producer to assistant program director to co-host of The Game’s midday show ‘Darren, Daunic and Chase’.

“I am absolutely thrilled to lead ESPN 102.5 The Game and ESPN 94.9 and grateful for the opportunity that owner Bud Walters and Dennis have given me. I can’t wait to see what new heights we can reach,” said McCabe. “I have also been blessed to work with Ryan Porth for the last 9 years and have not only learned a lot from a colleague, I’ve gained a friend for life and wish him nothing but the best.”

ESPN 102.5 The Game is Nashville’s broadcast home of the Nashville Predators. The station features local programming each weekday starting with Robby and Rexrode in mornings, Darren, Daunic and Chase in middays, and Stillman and Company in afternoons.

Ryan Porth Joins Audacy Chicago As Assistant Brand Manager of 670 The Score

BSM Staff
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Ryan Porth Joins Audacy Chicago As Assistant Brand Manager of 670 The Score

Ryan Porth is moving from the music city to the windy city. After nine and a half years with Cromwell Radio in Nashville, which included spending the past five years as the program director of 102.5 The Game, and ESPN 94.9, Porth has announced he’s leaving to join Audacy in Chicago. His final day inside the Nashville offices will be Wednesday December 22nd.

Porth’s new position will be Assistant Brand Manager of 670 The Score. He’ll work in tandem with PD Mitch Rosen providing digital ideation, organization and operations support for Chicago’s top rated sports brand. With Rosen also handling programming oversight of The Fan in Milwaukee, and serving as BetQL’s Director of Operations, it gives him a trusted partner to help move the brand’s forward.

The first day on the job for Porth will be Monday January 3rd. The Score will celebrate 30 years in operation on Sunday January 2nd. The soon to be departing Nashville PD is expected to meet his new teammates later this week.

As Porth moves on to his next adventure, Cromwell Radio will soon need a new leader to move their brands forward. The company is expected to make an announcement soon regarding its plans for the PD position.

BSM extends its congratulations to Porth, Rosen, and the Audacy Chicago staff.

The Six B2B Buying Jobs A Client Has To Do

Jeff Caves
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The Six B2B Buying Jobs A Client Has To Do

We have been reading that the traditional selling model has been dead for a few years now. Buyers today, some say, don’t react to a simple phone call, pitch, and close formula. That may be true. No matter what type of radio buyer we deal with, it is safe to assume they have access to much more information than any buyers did 20 or more years ago. They are more informed, have options at their fingertips that don’t include using salespeople and don’t phone in as often looking for help. We better consider changing our tactics.

Research from Gartner indicates that B2B buyers only allow for 17% of their time to be spent meeting with potential suppliers. And, if you have ever tried to slow down a busy store owner long enough to consider your new digital package or afternoon endorsement, you know what I mean. Radio operators have long known that agencies didn’t need as much attention as a direct business because they pay them 15% to place the order and pay salespeople way less to insert it. 

How much time do we spend selling to and with agency media buyers? Not much.

We can focus on what we can control, and that is direct buyers most often. And we can do a better job of understanding how to assist our clients through their buying process best. I have adapted Gartner’s six B2B buying “jobs” that clients must complete to their satisfaction to make a deal with you.

Let’s consider that this sales process is with a small business owner. This client is multi-tasking daily operational issues, product suppliers, and long-range planning like buying radio advertising for 2022.  

  • Problem identification. “We need to do something.” The owner knows they have a store traffic issue, declining sales, or market share. Or they have a new location opening or are changing their name. SOMETHING on their end has sparked a need. It’s our job to know what that “something” is and help them with this problem. 
  • Solution exploration. “What’s out there to solve our problem?” This is the action step when the owner starts asking around, searching the internet for other businesses in his category, or talking to his manufacturers’ rep or national ad agency. They may even appoint someone internally to head up finding the 2022 plan. They may even buy a plan from an industry consultant. Our research with a specific proposal is what is needed at this moment. A white paper with our case history of helping a similar business. A 3rd party endorsement. This is a “job” that we can help fill. The busier a store owner is, the more likely they will find someone they trust who will do it for them and report back to them with the plan. Can you be that someone?   
  • Requirements building. “What exactly do we need the purchase to do?” This can slow down the process. This is where other feedback comes in, and we need to have been as objective as we can about what our plan can do and how it can complement other activities the client has on board. It is wise to complement ad buys already in place, so they don’t need to dive into too many ad buying processes at once. This job also demands clarity, so the client knows what they want.
  • Supplier selection. “Does this do what we want it to do?” Here comes the comparison shopping. We need to explain, email, or white paper the results of your ad plan. Metrics can come into play here, so knowing the clients’ numbers for average sale, annual and lifetime value of a client, and customer turnover rate can be crucial.  
  • Validation. “We think we know the right answer, but we need to be sure.” Buyers remorse could be hitting! Or, your rates may be shopped. The client may ask a friend who does business with your station what he thinks about his plan. Make sure your client has a list of other clients you have helped and make them as high a profile as possible. They may know that person and will source you. Provide “why radio ?” bullet points so the client can defend your plan to whoever he seeks for validation. Beware of the manufacturer who says radio doesn’t work. 
  • Consensus creation. “We need to get everyone on board.” This could be the step where a business partner or accountant doesn’t agree with your spending level. Or the commercial is played for a room full of employees. Bombproof the client to know how to defend your plan.

It would be nice if these jobs all happened in a particular order, but they don’t. Be prepared for any or all of these jobs to be mastered, and make sure you apply for all of them. 

Anatomy of a Broadcaster: Brad Nessler

Andy Masur
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Anatomy of a Broadcaster: Brad Nessler

It’s never easy to replace a legend.  When the time came for Brad Nessler to slide into the chair previously occupied by the great Verne Lundquist, he handled it well. Nessler paid tribute to Lundquist and acknowledged he had big shoes to fill. Nessler has made the transition over the last four years into the lead SEC chair on CBS look easy, because he’s one of the most professional announcers in the industry. To me, he’s one of the more unheralded play-by-play guys around. While he may not get the headlines like, Al Michaels, Mike Trico and others, Nessler just continues to do a solid job.  

Brad Nessler on LSU-Alabama: "You have to be ready for a big play on just about every snap."

It’s not that the others don’t deserve the press they get. They do, but you can’t forget about guys like Nessler. He’s been around the block, calling everything from the NFL to the NCAA Tournament. He’s carved out a niche for himself using his big voice for some big moments in college and professional sports. 

ROAD TO THE SEC ON CBS

Brad Nessler began his professional broadcasting career sharing play-by-play radio duties with Al Ciraldo on Georgia Tech basketball on WGST from 1980–85 and handled the play–by–play for the Atlanta Falcons from 1982 to 1988 on WGST and WSB before taking the same position for the Minnestoa Vikings during the 1988 and 1989 seasons. 

In 1990 and 1991, Nessler spent his first tour of duty with CBS, calling the NFL, College Football and College Basketball, both men’s and women’s. 

Nessler left CBS for ESPN in 1992. His career there began with calling college hoops and also Big Ten and Thursday night football games. When ESPN and ABC moved under the same umbrella, Nessler’s assignments expanded. When he started calling college football on ABC in 1997, he was the #3 play-by-play announcer, behind Keith Jackson and Brent Musburger. Nessler moved up to #2 when Jackson scaled back his workload in 1999. 

In July 2009, ESPN announced that Nessler would move to the top play-by-play man for ESPN’s coverage of college football, being primarily responsible for ESPN’s Saturday Primetime game. Upon the announcement of Nessler’s move to ESPN’s Saturday Primetime telecasts, it was also announced that he would be teamed with former Penn State quarterback Todd Blackledge and sideline reporter Erin Andrews beginning with the 2009 college football season; this crew also called the January 1, 2010 Capital One Bowl on ABC.  

From 2002 to 2004, Brad Nessler was a broadcaster for the NBA including calling the 2003 NBA Finals. Starting in 2006, Nessler provided play-by-play for SEC games on Super Tuesday and Thursday Night Showcase. He also covered Saturday afternoon games for ESPN during the regular college basketball season, and previously appeared on ABC. 

On September 11, 2006, ESPN began its coverage of Monday Night Football with a Week 1 doubleheader. Nessler teamed with Ron Jaworski, Dick Vermeil and Bonnie Bernstein to call the second game, featuring the Chargers and Raiders. Nessler worked several more of the doubleheader NFL games for the network.

In 2011, Nessler was hired by NFL Network to call its Thursday Night Football telecasts. He continued to call the game package in 2012 and 2013, expanded to thirteen games, before CBS Sports took over responsibility for the package in the 2014 NFL season.  

Nessler made his return to CBS Sports in 2016. He would serve as lead play-by-play announcer for SEC college football games beginning in the 2017 season, replacing the outgoing Verne Lundquist. He was then reunited with Danielson, who he worked with at ABC from 1997–1999. Nessler also provides play-by-play for college basketball for the network and called his first NCAA March Madness action since 1992 in March of 2018 on TBS as part of the CBS/Turner partnership. 

WHY IS HE SO GOOD?

Brad Nessler is smooth, authoritative and in control of his broadcasts. You can tell he does his homework and in the opens to his television games, there’s a bit of a swagger that is noticeable if you watch closely. It is the type of swagger that’s not saying “I’m the man, look at me.” Instead, it is one that I believe says, “watch this broadcast, I know what I’m talking about and you’ll enjoy it.”

I watched the 2021 SEC title game a second time and paid attention to tempo, energy and mood setting. I thought Nessler did an excellent job of setting up the match up. He stayed within himself, not letting the hype and noise inside the stadium get the best of him. It seemed to me like he and Gary Danielson set a very good tone and set the mood well. 

Nessler was up to the big moments in the game, like a first-half strike for Alabama to Jameison Williams. The Tide receiver pulled away. “Extra speed, on the gas and gone!” exclaimed Nessler. I really thought he and Danielson were on point for most of the game. I also appreciated that even with all that was on the line for the teams, Nessler and Danielson really allowed the game to breathe at times. Meaning, they weren’t just talking to cover up dead spots, there was enough in the way of crowd energy to make up for the silence from the booth. 

I thought the storylines were fairly even, to each of the teams. For someone like me with no skin in the game, the coverage and excitement level seemed very balanced.  I know that fans of both Alabama and Georgia will disagree with that last statement, but that’s the way I saw it. 

In general terms, I’ve always liked the way Nessler calls games. There is that tone that I spoke of, which is really hard to describe. It almost creates a sense of “I know this game is important” to the audience. That is not to say Nessler and his analysts can’t break into a little levity when the time calls for it. He knows when it’s time to have fun and when it’s time to dedicate himself to the game. He has a nice balance in his broadcasts. 

His love of the games he calls really shines through as much as than anything. There was a little bit of giddiness in his voice just before that SEC Title game in Atlanta. But that never gets in the way of him doing what he’s there to do. He is there to use his personality to compliment the game, not get in the way of the game call because that’s what the audience expects and deserves. The other great thing about him is it doesn’t matter who he’s working with, that person knows he/she has a great partner in Nessler.

There isn’t just one obvious thing that makes Brad Nessler stick out from the rest of those that call games. The combination of his voice, knowledge and personality really works for him. There’s not a lot of flash to his calls, which is not a bad thing. As I wrote about him in March, just before the NCAA Tournament started, “smooth and always under control is Nessler. You always know you’re getting a good broadcast when he is on the call.”

I’ll stand by that statement today. 

Gary Danielson apologizes for his commentary after Chamberlain Smith sideline injury

CONCLUSION

Nessler has always been one of those guys who has seemingly flown under the radar. He’s not jumping up and down, coming up with a ton of catchphrases (he does have ‘I mean…’) saying look at me, not the game. Unfortunately, it seems more and more that guys in that latter category are getting ahead, because producers and networks want more personality from their announcers. Brad Nessler represents the best of voice and subtle personality, that actually makes the GAME the star of the show. The way it’s supposed to be. 

Chris Canty Is A Better Version Of Himself On Air

Derek Futterman
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Chris Canty Is A Better Version Of Himself On Air

If you are a New York sports fan, you may remember Chris Canty from his days on the gridiron as a defensive end for the New York Giants. Originally drafted by the Dallas Cowboys in the fourth round, Canty departed the Lone Star State in the spring of 2009 when he signed a six-year deal with “Big Blue.” Two years later, he was an instrumental part of the Giants’ defensive line that secured the franchise a Super Bowl Championship. After the 2012 season, Canty signed with the Baltimore Ravens, where he eventually finished his eleven-year pro football career in 2015.

Chris Canty calls Ray Rice's actions 'deplorable,' condemns national media for airing video on television - Baltimore Beatdown

Upon his retirement, Canty was looking to stay involved with football. However, he didn’t wait until he hung up his cleats. While a member of the Ravens, Canty would join Hahn and Humpty on 98.7 FM ESPN Radio New York for weekly hits, giving him experience talking about the game as an active player and affording him an early foray into what would eventually become his second career. A year later, he got the call from then-General Manager at 98.7 FM ESPN Radio New York Tim McCarthy to join Anita Marks on New York Gameday, a weekend program that previewed the games during the 2016 season.

Just a short time after that, Canty’s career ascension continued when he was added to the local programming lineup as a member of the midday show: Hahn, Humpty & Canty. After Alan Hahn departed the show to host an evening solo program, Dave Rothenberg joined Canty and former New York Islanders goaltender Rick DiPietro, as a co-host, and the show was renamed DiPietro, Canty & Rothenberg. Coming out of his career as a professional football player, Canty says that his co-hosts assisted him in honing his craft as a sports radio host.

“Those guys are meticulous in their preparation,” the Bronx native said. “I think as I was trying to find my voice [understanding how to prepare] really helped [me]… You have all this information you want to share with your audience, but [I think those guys helped me] understand how to frame it and prepare to share with your audience.”

After four years as a local radio host, Canty was moved to ESPN’s national programming lineup this past September as a co-host of the new Canty and Golic Jr. While he expressed that he did not leave his role on the local program DiPietro, Canty and Rothenberg on the best of terms, he affirms that his experience helped prepare him for the opportunity to host on a national scale.

“I feel like, within every experience, good or bad, there’s a lesson to be learned,” Chris Canty said. “Being with my new team now, it just gives me an appreciation for the positivity and everybody on the team pulling the rope in the same direction. To be part of a group where everybody is obsessed with making the show sound as good as it can sound, I think it’s an important thing.”

Working with former Notre Dame defensive tackle Mike Golic Jr. has been a unique experience. Canty calls him “the voice of a generation.” Canty credits him for expanding his comfort level in talking about topics outside of the world of sports and genuinely understanding the nature of radio as a communication medium.

Canty and Golic Jr.
Courtesy: ESPN Radio

Golic Jr. had a renowned mentor in his father, Mike Golic, who hosted ESPN Radio’s morning show in various forms for more than 20 years and currently serves as an analyst on Pro Football Talk on NBC Sports.

“His delivery and style is where sports media and sports radio is going,” said Canty. “Being able to weave in pop culture and talk about things on the periphery of sports – the human interest side of sports; I think that’s important… Everybody can get the content from anywhere, but it’s really just a matter of being able to provide the entertainment value – the color – and GoJo puts me in positions to do that, and it allows me to be a better version of myself on air.”

Having the perspective of a former athlete has been an asset Canty has leveraged to his advantage throughout his time in sports radio.

“I have a wealth of knowledge because I was in the game at a high level for a really long time. There’s a huge amount of information I can pull from to provide color [and] context for the listening audience.”

Learning how to balance the perspective with what will be most relatable and useful for the listening audience, though, has been something he has had to adapt to doing as a former athlete. Chris Canty seeks to continuously improve on his skills, just as he did as a professional athlete.

“Just making sure I don’t get too nuanced is probably the biggest challenge,” he said. “It’s tough – When you’re passionate about sports and football in particular, you want to be able to go into that deep dive. Sometimes, I have to pull back so my audience can go on that journey with me.”

While his national show is not regularly broadcast over 98.7 FM ESPN Radio New York, he remains cognizant of the competition between ESPN Radio New York and WFAN in The Big Apple. As a host though, is focused on compiling and producing an entertaining on-air product every day.

“The talent and the depth on the [ESPN Radio] roster is something that’s really special,” said Canty. “I think that the people that are in charge of putting together the [programming] slate have done a good job of putting together a really good roster. [The ratings are] one of those things that ebb and flow, but ultimately, I think the product that ESPN is putting out there is something everyone on the team can be proud of.”

As his career in sports media continues to unfold, Chris Canty aspires to be part of what he calls the “linear side” of the industry. That includes having more opportunities to appear on television as a studio analyst or color commentator. He hopes to be able to function as a catalyst for the industry’s evolution. The demand for content is proliferating, while the attention span for such content is diminishing. Plus, there are so many sports media options, that it is important to Canty that there be a specific goal and role for sports radio in the landscape.

Super Bowl Champion and Former New York Giant Chris Canty Joins ESPN New York 98.7FM - ESPN Press Room U.S.

“I think the thing is everyone is going to be looking for that instant reaction. When you get news, and something that’s breaking, people want to hear their favorite talent talking about it. They want to hear people with credibility give compelling reactions and insight into it… I think that’s the role of radio in modern sports media; I think it’s ultimately about being able to give that instant reaction and being able to have that intimate relationship where you can have a conversation that goes on for hours.”

The Art of the Interview

BNM Staff
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The Larry King-style interview set the standard and set the stage for all others who have followed in recent decades.

But this approach often seems to be fading into extinction. They are nearly gone, with flickers of life emerging only so constantly.

One of the essential attributes of a great interviewer is getting the guest to open up, allowing him to answer questions and offer his insight and unique perspective.

This approach is so rare in news media, and its implementation is complex because it requires something antithetical to most modern-day news personalities. It demands that the host or interviewer simply keep quiet and let the interviewee speak.

As Marty Glickman used to say in the sports realm, “people tune in to hear the game.”

Similarly, during a television news media interview, viewers mostly tune in to hear the guest. Otherwise, they’d have ditched the segment and headed elsewhere for content or entertainment.

In a world of larger-than-life egos, fighting endlessly for “hot takes,” attention, and clicks, a host clamming up and letting the guest steal the show is scarce indeed.

On that note, it was hard not to notice the epic interview last week between Fox News’ Tucker Carlson and Michael Saylor, the pioneering CEO of Microstrategy.

Saylor, arguably the largest Bitcoin holder in the world, and one of the asset’s biggest proponents, joined Carlson’s Tucker Carlson Today weekend program last week. A shortened version of the conversation then aired during Carlson’s weeknight primetime program.

Carlson set the table by admitting to being a Bitcoin neophyte before asking the Bitcoin guru to explain the technology and why it is valuable.

“Bitcoin is the first engineered monetary system in the history of the human race,” the forward-thinking Saylor began. “The first question is, what’s money. The second question is, what’s the problem? And the third question is, what’s the solution?”

Over the next hour, Saylor explained why he and the company he runs started accumulating Bitcoin in March 2020. Saylor also discussed the role of money, the risks of inflation, Bitcoin as digital gold, the value of the asset for citizens worldwide, among many other angles related to the digital asset. Carlson nodded often and occasionally commented briefly as the technology genius laid out his case.

“The point of Bitcoin is to fix the money. And money is energy, and energy is life. And if I keep sucking the energy out of the economy, I’m sucking the oxygen out of your system,” Saylor said. “Under the best case, you perform poorly. Under the worst case, I suffocate you to death or freeze you to death. That’s the problem. That’s why empires collapse.”

“You spoke on and off for about 50 minutes,” Carlson pointed out. “That was amazing. That was one of the most unbelievable things I’ve ever heard. You’ve made the most compelling case I’ve ever heard for the need for something like Bitcoin.”

True indeed, but only because Carlson did his job as an interviewer. The marvelous content was only the result of Carlson’s wonderful approach.

Fascinating enough, another talk host also discussed this very same facet of communication last week. On the December 2nd episode of his Daily Hope podcast, entitled Learning to Live Wisely, Pastor Rick Warren explicitly discussed the role of a host when interviewing a guest.

“One of the keys is listening. If you don’t listen, then you’re not going to grow,” Warren began his monologue. “I have never learned anything while I’m talking. If my mouth is moving, I’m not learning. I’m only learning when I’m listening. You don’t learn when you’re talking. You learn when you’re listening, so you gotta learn to listen.”

In other words, your audience only learns if you listen.

“I’ve done an awful lot of interviews. ABC, CBS, NBC, PBS, BBC, CNN, and on and on,” Warren, the author of The Purpose Driven Life, explained. “What I’ve noticed is that the interview shows have changed. They’re no longer about the guest. Instead, they’re about the interviewer. And the whole goal is, the interviewer wants to draw attention to himself. The interviewer wants to explain his or her opinions, and you’re just the foil.”

Marty Glickman got it. Tucker Carlson gets it, and Rick Warren receives it. Many others do as well, albeit far fewer than we’d hope.

“I long for the old Larry King days,” Warren said. “You know what I liked about Larry King? He would ask a question, and then he’d let you talk. And he realized that the interview, people weren’t going to listen to Larry King. They were going to listen to all of the fascinating guests that he had and learning from them.”

Warren quoted the late King saying, “in an interview show, if the host is talking 50 percent of the time, something is terribly wrong. The host listens the most. The host talks the least. The host sets up the question and then just listens. That’s what a good TV host does.”

Completely different realms – Glickman, Carlson, and Warren – yet each one, in their own way, acknowledges one of the keys to effective communication (and media success).

Ready, Fire, Aim!

Jeff Caves
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Ready. Fire. Aim.

I have used this phrase and attitude many times in my sports radio selling career. For years, people used the exact words in another more familiar order, specifically to shoot a gun: Ready. Aim. Fire. 

The 'Ready, FIRE, Aim' Approach to Turnarounds Never Works - Tony Pashigian

Get it?

In 1982, one of the best business books ever written, In Search of Excellence, was published by Tom Peters and Robert Waterman. Peters and Waterman worked in the San Francisco office of McKinsey Consulting. Peters traveled the world and talked to the best companies. He was on a mission to learn about ‘organization effectiveness’ and ‘implementation issues.’ He found that what he saw had a profound impact on how companies focused primarily on organization and strategy suffered compared to those who dove in on activity and culture. He also wrote a bestseller and game-changer. He also came up with Ready, Fire. Aim. 

What’s your style? 

When your company launches a new digital package or NTR sponsorship, do you wait around until forced to pitch it a few times? Or, do you toss it out to some clients who should be open to the idea and then figure it out as you go? Peters would argue you should experiment more aimlessly.

Whatver good came from procrastination? To get me out of a rut, I will ask myself what the worst thing that can happen from asking a client to try a new idea is? 

They say no.

Okay, on the other hand, they could say YES. Or, at the minimum, appreciate that you are keeping them up to date with the latest opportunities in the market. Often I will take this approach to oversized packages. Let’s say the station has an NTR project like a concert, sports fair, or event. The title sponsorship package is two times what your best clients have ever spent with you in a single month. Rather than sit around and get a new prospect list ready and customize a package with price-sensitive elements or whatever other excuses I can think of, I take action. I FIRE.

I will call my client, who may get sticker shock, and say, “I want to show you this sponsorship because even if it isn’t a fit for you, you will know what XYZ or ABC competitor is spending and what they got.” I have been amazed at how a few of them have reacted. Out of the blue, they step up and buy to be the big shot in the market. Or, based on their feedback, I learn what they want and pivot and sell them a lower package or some additional program. I AIM after my initial meeting. 

click here to Buy-Now-Button • Karenville

Would you please go back and rethink how you can change your approach at whatever you know you should be doing? Are you spending too much time staying comfortable and playing the what-if game?  Forget about it. When you are working on your 2022 budget, and deciding which clients can up their spending, get ready, FIRE, and then aim. 

How Do You Break The Ice When A New Player Or Coach Comes To Town?

Andy Masur
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It’s a season of change in many sports these days. College football coaches are changing teams. The NFL will surely have some coaching vacancies of its own soon enough. Don’t forget it’s also free agency time in baseball.

Lincoln Riley's hiring a relief for those who cherish USC - Los Angeles Times
Courtesy: LA Times

With all of that said, it’s also a crazy time for broadcasters. We need to start figuring out who the new players and coaches are and how to get to know these people as soon as we can. It’s as much about meeting the new folks as it is getting to know who they are in their jobs and as people. How do you go about this process? 

Working in the industry as long as I have, it’s almost a given that every few years, it’s out with the old and in with the new. When you work in Chicago it seems to happen more often than that. Sometimes, from a broadcast perspective, the change is good. Other times it can be a little more difficult to deal with. I’ve been witness to both. But what matters at the beginning is you need to do your best to understand the change and adapt to the new way things may be done. 

How do you introduce yourself? What approach should you take? What’s the first thing you should do? Well, it’s not that simple. Every case is quite different. Gathering information that will be useful to you is the best way to start the process. There are more than a few ways to accomplish this feat. 

One of the first steps I would take when working in baseball was to contact fellow broadcasters that may have interacted with the new player or manager. The team announcing crews usually have the best insight into the nuances and personality of the person you are wanting to meet. They will have knowledge of how that player or manager likes to be approached. Is the player routine-oriented? Does he/she like to get the media business out of the way first, or do they want to wait until they’ve prepped for the game? That is the kind of critical information to have to develop a healthy respect for one another. 

I also wanted to know from other broadcasters what their impressions of that player or coach were. Is this the kind of person you could joke around with or not? Was this a person that would open up to you, if they got to know and trust you? I would store this information in the back of my head, just so I was prepared. Even if a broadcaster told me to stay away from a particular guy, I would always try to find out for myself. I gave that new person the benefit of the doubt until they either proved the information about them was wrong or spot on. 

Another method to introduce yourself to the new guy/girl was to make sure I was at the team’s first media availability. Whether it be a fan fest or just an introductory press conference, it’s important to have that person start recognizing your face and name. 

I recall talking to one player that joined a team I worked for in particular at a fan convention. The informal setting of these events allows you to get some time with the new players and managers. In a casual conversation with this player, I wanted to find out when was the best time to approach him for pregame interviews. He told me that if he was seated at his locker facing away from the stall, feel free to approach. I’m so glad I was armed with that information, because I saw several fellow media members get turned away, when he wasn’t ready. I always tried to respect those wishes. The season went smoothly and he was a great ‘go to’ guy when needed because of that relationship we forged. 

If you’ve been in the business a long time, you probably know a few of this new player’s former teammates. Many likely played for the team you broadcast and with the access you’ve had, introductions can be made or arranged. It’s always a better ‘in’ or ‘edge’ in the beginning of a relationship to have that extra cache of being introduced by one of that player’s peers. Most of these players respect one another and if you’re deemed ‘cool’ or ‘good’ by one, others will give you that chance to at least prove them wrong. 

Max Scherzer Interview | Scherzer Talks About Joining the Dodgers - YouTube

Every once in a great while, a team will put on a ‘meet and greet’ for a new coach or manager. It’s a way for those that regularly cover that particular team to get to know a new leader in a very informal manner. I recall one such time an NFL team put together a lunch for those that regularly covered the team to meet the new head coach. It was a completely off-the-record gathering, filled with stories and a lot of pizza too. The unfortunate thing was, the guy we met that day was only himself for about 3 months, then he became ‘the coach’ and the relationship changed. Still, it was a unique idea and approach to allow some of the media, he would be seeing on a daily basis to have a chance to relax and break bread. 

Change is never easy to deal with, especially after establishing long relationships with previous players and coaches. But it is a fact of whatever game you’re covering, things are going to change and you must have the ability to change along with it. If not, you could get left behind and out of the information loop.

Black Friday Sale TODAY For 2022 BSM Summit Tickets

Jason Barrett
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Black Friday Sale TODAY For 2022 BSM Summit Tickets

There are less than 100 days remaining until the 2022 BSM Summit takes place in New York City. We’ve announced 31 participants for the show so far, and have more to reveal in the weeks and months ahead. I think you’re going to like what’s still to come.

Putting this conference together isn’t easy. It requires months of meetings, brainstorming, promotion, selling sponsorships, pursuing speakers, and creating everything that attendees see on stage over a two day period. I’m thankful to have help from some amazing partners, but as I’ve mentioned previously, this isn’t an event that makes us rich or ends with 5-10 new clients signing up to work with BSM. The goal each year is simple, make sure the conference is valuable for those who attend, and don’t run BSM out of business by doing it. As long as those two things remain solid, it’s worth doing.

Some might wonder, why go thru months of headaches if you’re not going to break the bank or immediately add clients. That’s fair to ask. If you look at it from a pure business standpoint, one could easily make a case that pouring this type of energy into something else could be more lucrative. But money was never the motivation for doing this. I felt the sports media industry lacked a signature event where smart, successful media professionals (who don’t often cross paths) could gather at one location to laugh and learn together, and I wanted to change that. If over a two day period attendees could gain insight, information, ideas, and introductions, it’d put everyone in a stronger position to remain successful.

I’ve unapologetically loved the sports media business since I started listening to Mike & the Mad Dog on WFAN and watching SportsCenter on ESPN. I was fortunate to live and work in a number of cities over the past two decades, learning how different companies and people operate, and I remain involved today thru my work with BSM. I mention this because I also know media people. They tend to wait until the last minute to book hotel rooms, airfare, and purchase tickets, even if they can save money by acting sooner. I know, I used to do it too. I can’t control when you book your room or plane ticket, but I do want to give you an added incentive to buy your ticket to this year’s show. Seating is limited, and once the last seat is filled, that’s it. We can’t make extra room.

With that in mind, most of you are either taking today off or working inside a much quieter building. If you’ve thought about coming to the Summit, take 5-10 minutes to log on to BSMSummit.com to take advantage of our special Black Friday sale. We’ve reduced tickets for the day, so whether you’re planning to attend in NYC or watch the conference online, there’s a discount to help you out. Just $199.99 for live tickets, and $124.99 for virtual.

BSM’s Black Friday sale on Summit tickets expires at 11:59pm tonight. In the meantime, Hotel Edison in NYC is offering rooms for just $109 + taxes to Summit attendees. Click here to take advantage of the special room rate we’ve secured for this year’s show. Those of you planning to fly to NYC for the show, there have been a ton of great deals offered by American, Southwest, United, JetBlue and Frontier. It might be worth checking into today since Black Friday often has even better sales on travel.

If you’re interested in learning more about the industry, staying a step ahead, forming new relationships, strengthening existing ones, exploring potential business deals, and celebrating the business you’re in, I hope you’ll join us either online or in New York City for the 2022 BSM Summit. I’m making it easier on you, by offering lower ticket prices today. The rest is up to you!

Spelling Out Thanksgiving For Sellers: 2021 Edition

Jeff Caves
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Spelling Out Thanksgiving For Sellers: 2021 Edition

12 NEW ways to make Thanksgiving more than a meal  

T andem sell more. Have you noticed that sales are more manageable when you have a good partner? Grab the new salesperson at another station in your cluster (preferably targeting females) and go in on a two-station buy. Work with any B2B rep and exchange leads. Join a leads club. Focus on who, not what.  

H ave gratitude. A more positive attitude will come over you when you consider what is going right, not wrong. Johns Hopkins University claims that even if you have a family history of heart disease, a positive outlook reduces your chances by 25%. In other words, bad ratings may mean lower rates. 

A llow yourself the luxury of time. Don’t put off until tomorrow what you can do today. Put in the preparation, and you will feel so much better about not winging it in your next presentation.  

N ever quit trying to find solutions. Instead of playing the blame game when something doesn’t work at the station or with a client, focus on solutions.  Focus on the outcome you want, not the shitty hand you have been dealt. 

K now when to stop asking questions. For most of my life, I have been the person who asks questions and controls the conversation. I have surrounded myself at times with clients who like to hear themselves talk, and I have had my unfair share. I need to control the conversation better and give them a chance to speak after answering some questions that lead to a sales opportunity. I then need to take my turn and explain how my solution fits their needs. 

S erve yourself first. Do you put off getting massages, going to the movies to see what YOU want, or negotiating a better commission percentage? Stop it and take care of YOU. 

G ive thanks to all your support staff. We indeed are only as good as the backroom people. Listen to how coaches stroke support staff at their weekly press conferences in college football. We can learn something from that.    

I nvolve your friends and family in your career. Give them a chance to help you. Ask them for introductions and leads. Make sure they know what you do and what type of clients you are looking for. It shouldn’t be too hard since you should only have 18 prospects anyway.  Let them know how they can support you, ask, and you shall receive. 

V acation! Have you planned one lately? Make it a goal to plan a weekend getaway and one major vacation. Plan every detail. Start savoring your victory dance. Visualize it. See yourself on vacation, at goal, and enjoying the fruits of your labor. 

I nvest in yourself. Commit to attending some online seminars. Learn more about digital. Get Google certified. Go back to grad school, be an adjunct professor at the local junior college, or join toastmasters. Remember this: If you aren’t EARNING or LEARNING, you are wasting your time.  

N ever say never. Don’t burn a bridge. Keep your friends close and your enemies closer. Keep an open mind and don’t take things personally. People and situations change. Be the person who takes the higher road and doesn’t say hurtful things.  

G ive your partner, wife, or significant other a break. Please show them some gratitude for allowing you to spend so much time on your career. You make that choice every day. And, giving up an hour or 2 per week to do something for them goes a long way. 

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