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Sports Radio Sales: The Movie

Dave Greene
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Every one of us has most likely played the “who would play me in a movie” game at one point or another.  I’m sure, like me, most usually pick someone who is a few rungs higher on the ladder than they really are.  I’d like to think I could be played by Adrian Grenier, but I’d be more along the lines of Jonah Hill (the Moneyball version).

I’ve always thought there was a great movie to be made about a radio sales team, think WKRP in Cincinnati only with the whole focus on the sales team.  Some of the character descriptions would be simple, as most of us see some of these people on a daily basis:

“The Cagey Veterans” – this is the guy or gal that’s been doing media sales for decades.  The male version is generally talkative and loud with some form of broadcasting experience from way back when.  There isn’t a question they don’t have an answer for or a local media company they haven’t worked for.  The perception they have of themselves is an A+ seller, while most everyone around them wonders how they’ve survived this long being as completely full of it as they are. 

The female version is more cagey.  You generally don’t see her a lot after lunch, she’s a bit of a mystery, but has great relationships with a small handful of clients that buy her consistently.  

Suggested casting:  Early 80’s Jack Lemmon (of course) and Katey Segal

“The Guy Nobody Can Figure Out” – Think Milton from Office Space. He’s someone you would describe as “a little different,” yet, somehow, he gets just enough of the job done in order to stay.  He gets a lot of appointments as he’ll pick up the phone and call anybody, but his success rate of keeping clients long term isn’t the best. 

He’s not overly social with the rest of the staff, but every now and then he says something in a meeting that’ll have everyone rolling on the floor.

Suggested casting:  Stephen Root (he played Milton) or Zach Galafianakis

“The Bombshell” – Typically these fall in to two categories.  On one side you have the very attractive girl who is one of the top billers, mostly because she “gets it.” The fact that she is an 11 on a scale of 1-10 is just the icing on the cake of a package that includes a smart, charismatic, energetic seller who is good with a variety of clients and great with car dealers. 

The other kind of bombshell is typically someone who has the beauty but not so much the brains.  The hope still lives on that she’ll eventually be as good as her A-level counterpart, but for now, she’s overwhelmed with the couple of car dealers she has on the air.

Suggested casting: Cameron Diaz or Hayden Panettiere

“The Rookies” – So full of life, so full of energy, so full of hope! 

They’ve completed their initial round of webinars, got to meet the air talent they’re in awe of and are now making calls and trying to set up appointments with all of those leads they said they had a contact with. 

When they aren’t finding out how hard it is to get a decision maker on the phone, they’re spending too much time talking to the sales assistant, running their hands through their hair and checking in on social media.

Suggested casting: Andy Samberg or James Franco

Something To Bet On

Jason Barrett
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Something To Bet On

By nature I’m passionate about the radio industry and quick to defend it. Two decades of labor, five market stops, hundreds of relationships, and countless positive experiences have shaped my views that way. I don’t apologize for that. It doesn’t mean the industry doesn’t have its share of flaws, but all things considered, it’s a pretty great business, one which I believe has more room for growth than ever before.

A few weeks ago I attended Radio Ink’s Forecast 2019 at the Harvard Club in New York City. From start to finish the event was jam packed with information, and featured a who’s who of industry movers and shakers. In what can only be described as a monumental upset, I was asked by Radio Ink officials to moderate a panel featuring ESPN Audio SVP Traug Keller, Cumulus and Westwood One SVP of Sports Bruce Gilbert, and Entercom Regional President Susan Larkin. I’d like to thank whoever spiked the punch to convince them to think of me. It’s appreciated.

Over the course of forty minutes we tackled a variety of subjects from sports gambling to gaming, improving diversity in sports radio management, attracting larger advertisers to sports radio, the state of ratings measurement, and changing the perception of sports radio being niche. One of the headlines which stood out most was Traug’s declaration of sports gambling becoming even bigger for the sports format than what initial projections suggested.

“This is bigger than people think,” said Keller. “The numbers coming out of New Jersey are staggering.”

If he’s right, which I do think he is, this is going to be a massive opportunity for sports media brands. The initial projections from Gambling Compliance, an independent provider of gambling industry data and research, listed sports betting as a 2 billion dollar industry. After the Supreme Court made their decision though, those projections increased to between 3.1 and 5.2 billion by the year 2023. The state of New Jersey supplied a small dose of what’s to come when during their first 17 days of legalized sports betting activity, the state raked in 16.4 million dollars.

You read that news and it instantly grabs your attention and gets your mind thinking about ways to capitalize. The challenge for brands is going to be setting boundaries so the airwaves don’t get polluted with non-stop gambling messaging. That means not allowing every Tom, Dick, and Harry who bills themselves as a gambling expert to gain time on shows, even if they’re offering dollars to do so.

It also means having to create systems to avoid having situations where four of five minutes of commercial breaks feature sports gambling commercials. GM’s are going to have to work with their sales managers to make sure pricing is set high enough so not everyone can play in the space. I’d also expect more hugs needed in the sales department when sales managers and GM’s have to deliver bad news to account executives, rejecting buys from other sports gambling groups because they’ve either sold out inventory or reached maximum capacity on what the programming team will allow on the air.

Regardless of the challenges, many in sports media circles expect an influx of cash thanks to sports gambling legalization. It’s the topic everyone has been talking about, and it was voted the #1 sports business story of the year in the Sports Business Journal. The only question is will the entire pot of gold be discovered in 2019, 2020 or later.

That got me to thinking about how the rise of sports gambling will influence future programming on radio, television and in print. We’ve already seen the NY Post form a partnership with VSiN to provide sports betting written content. The TVG Network also joined forces with VSiN. The new owner of the Los Angeles Times has said he plans to evolve the newspaper’s sports section by including coverage of eSports, and it’s safe to assume that sports betting will gain further attention too. Plus the upstart digital TV channel Cheddar has regularly produced content aimed at sports gaming and betting enthusiasts.

But what about traditional radio and TV outlets?

If you turn on SportsCenter with Scott Van Pelt, one of his most popular segments is Bad Beats. Tune into a sports radio station and you might hear an Action Update from VSiN or a sports betting expert appearing on a show to educate fans on potential moneymaking opportunities surrounding an upcoming game. Even FOX Sports Radio entered the fray this year by adding the weeknight show Straight Outta Vegas with RJ Bell to its schedule. FS1 did the same with the addition of Lock It In featuring Clay Travis, Cousin Sal, Todd Fuhrman, and Rachel Bonnetta. ESPN+ also followed suit by partnering with the Action Network on the show I’ll Take That Bet.

If you paid attention to industry news this week, you saw Darren Rovell announced his exit from ESPN to join the Action Network, where he’s expected to serve as an executive and cover the business of sports betting. Barstool Sports has gained strong social buzz this football season with the creation of their betting program Sports Betting Advisors featuring Dave Portnoy, Big Cat and Stu Feiner. Bleacher Report got involved in the space by launching a show with Chris Simms and Adam Lefkoe, and others such as The Ringer and Westwood One have created podcasts built around sports gambling content.

I think it’s fair to say that each of these brands understand what’s at stake. Groups like VSiN and the Action Network prepared well in advance by hiring good people, creating good content, and establishing relationships, even before the supreme court opened the door for states to make decisions on the future of legalized sports betting. Because they took the risk and got in early, they’re now in great position to take full advantage of it.

We’ve seen leagues like the NBA, MLB and NHL evolve their views on sports gambling, striking deals with the MGM casino for use of their data, logos and advanced statistics. DraftKings and FanDuel have opened locations in New Jersey and used their apps to generate larger revenues. Buffalo Wild Wings has even expressed interest in making sports betting available inside their bars and restaurants.

So what does it all mean?

Well, the obvious point is that the space is going to expand rapidly. Audiences will soon be treated to more of this type of content, and major advertisers, especially ones who are after the sports fan’s betting dollar, will be looking to sports media brands to help them build their customer base. You’ll likely see networks creating sports betting experts the same way they have sports analysts, and programming features will become part of shows you never would have expected them to be included in.

But is sports radio positioned to prosper from it? If you measure it from the over the air side, yes. Ratings, talent endorsements, and play by play associations are attractive to brands like StubHub, FanDuel, DraftKings, MGM and Buffalo Wild Wings. But it’s the digital space (where most economic projections expect bigger growth) where I have a few concerns.

I spent some time surfing thru the websites of a number of sports radio stations to see which local brands were developing original sports betting podcasts. I then examined the podcast charts by typing in ‘sports betting’ and ‘sports gambling’ to see which podcasts appeared in those categories. To my surprise, local sports radio underwhelmed.

What stood out most was that there weren’t many original local podcasts available on sports betting/gambling from local sports stations. National outlets did a much better job, along with groups like VSiN, Action Network, The Ringer, Barstool Sports, etc.. Among the few exceptions were The Sharp 600 by Joe Fortenbaugh of 95.7 The Game, a podcast done independently of the radio station, and KNBR’s Tom Tolbert, who’s hosting the Corndogs and Underdogs podcast.

Some of you reading this will be quick to point out that the iTunes charts can be easily manipulated. That’s true. They can. Which begs the question, why aren’t sports radio stations doing it then? Whether the system is imperfect or not, it’s where legions of sports fans turn to find podcasts, and advertisers judge whether or not you’re easily discovered there. If your content isn’t located under the category it’s built for on the first page, let alone the first three, good luck commanding larger dollars.

It left me wondering, if spending is expected to increase in the sports betting category, and major advertisers like DraftKings and FanDuel seek more of that content, especially digitally, why would they turn to a local sports radio station? They can find what they want on the national level, and thru popular sports digital brands, but local sports radio stations with their strong social followings, and 13-18 hours per day to promote content don’t deliver enough unique content or buzz on the subject matter.

If you’re inside of a sports radio station today, one of the most important conversations that should be taking place frequently between management and on-air talent should be about owning the sports betting space across multiple platforms. By the way, that doesn’t mean picking a part-time staff member and having them do a 30-minute podcast to say you’re present in the space. It means getting creative, and attacking the opportunity the same way you would a play by play partnership, or entering football season when you hire contributors for your main programs.

These are different times then before. When I programmed stations, I wasn’t a huge fan of sports betting content on the air. There were a lot of scammers looking to use the station’s airwaves to line their pockets, and although it may have been attractive to sales to add easy money for five minutes of garbage, I believed it was more important to put talent in a position to succeed, and respect the audience’s time.

But that was before legitimate people started creating content in the space, and before the supreme court granted authority to each state to decide their own fate. Fifteen years ago we looked at fantasy football content as a niche thing that wasn’t built for the mainstream, and now it’s a huge part of the American sports fan’s life. The same holds true with sports betting.

If there’s one major issue our business has it’s that we sometimes react too late. We’ve got to be thinking ahead and preparing ourselves to be a preferred destination when windfalls of cash become available, not walking in the door and promising to customize something after interest has picked up. Anyone can play the stock market afterwards, but it’s those who study trends, ask questions, and ultimately roll the dice who benefit the most.

Who’s your station’s go to expert on gambling? How are you elevating them across your shows, website, and social media channels? Are you hiring outside contributors or oddsmakers and building them up the same way you have ESPN, FOX or CBS NFL reporters? Do you have shows designed specifically for podcasting? Twitter? Instagram? Facebook? Have you asked the clients who have the most to gain in this space to share their ideas with you on how to create memorable content? What are you bringing to the table that isn’t available anywhere else?

If you solve those problems, I want you to ask yourself if you’re confident of your programming matching up with some of the other brands I mentioned earlier. If I walked into your building tomorrow as the buyer of DraftKings or FanDuel’s advertising, and I had seven figures to spend with one brand, could you convince me you had more to offer in this space than what those other groups have available?

This is what you’re going to be up against. Keep in mind, I’ve focused mostly on the audio part of this discussion. If I dove deep into each sports station’s social media video content and written pieces on the topic of sports betting I’d be terrified of what I’d find. It certainly wouldn’t measure up against the content being supplied by those other outlets. That points to an obvious opportunity for brands to explore partnerships with others who can bring things to the table that they can’t.

I consider this a critical conversation, and I’m thrilled that it’s going to be part of our agenda at the BSM Summit in Los Angeles in February. VSiN Chairman and co-founder Brian Musburger, Action Network Head of Media Chad Millman, and FanDuel President and COO Kip Levin have graciously agreed to spend time discussing the present and future of sports betting, lessons they’ve learned since entering the space, and what media brands can do to help themselves. 95.7 The Game morning man and Sharp 600 podcast host Joe Fortenbaugh will moderate the discussion.

Given what’s at stake from a monetization and interest standpoint, this is an area we can’t afford to miss the mark on. The reality right now is that the VSiN’s, Action Network’s, Barstool’s, Ringer’s, and Bleacher’s of the world know this space better and deliver better talent and content in it than local sports radio. So too do national brands like FOX, CBS and ESPN. If sports gambling is indeed the elixir that the sports format has been waiting for, then we’ve got to make sure we’re capable of matching up with the best that any other media brand can provide. If not, we’ll soon be waving goodbye to another lost opportunity, and this one could have grave consequences.

How Do You Leave An Impression On Clients?

Dave Greene
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What do you do to stand out?

In the highly competitive world of media sales, why should someone choose you?  This is something we ask clients all the time when we’re trying to learn about their business.  Why should I choose your business over a competitor’s business (listen carefully and your client might write the copy when they answer)?  How many of us ever put that question back on ourselves?  Why would someone choose me over a competitor?

I once ran across a seller who had put his “brand” on all sorts of promotional items.  Pens, mouse pads, cups, water bottles, koozies and even 2-liter bottles of soda.  He would frequently buy advertising on the station he was working for to run ads that talked about how he could help their business grow.  He was the type of guy that was “always on” and while some would tire of his schtick, he relentlessly pursued new customers and did a great job of using the ones he had to help him get more.  He stood out and became memorable to every person he met.

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One of the ways sellers can stand out amongst their competitors is simply by their tone and approach on cold calls.  I’ve heard all sorts of strategies over the years from a seller who told everyone that answered the phone a joke to a seller who started every call by telling the person on the other line, “this is one of those dreaded cold calls!”  Any strategy that works is a good one when it comes to cold calling, but it starts with the level of confidence and authority in your voice.  Back in my days as a marginal on-air host, I realized that when I was sitting down, I had to work harder to have energy in my voice versus when I was standing.  If you have the same problem, stand up when you cold call. Do whatever it takes to make yourself comfortable so that whomever answers that phone hears someone who is speaking with conviction.

Another great skill to make sure you’re always working on is being able to command the room when you present an idea or solution to a client.  Being able to stand up in front of a decision maker and make them believe they should invest in you and your products because it will help solve a problem they’re having is something not many people are truly great at.  Those that are have a significant advantage over a competitor who comes in to the same room and “throws up all over the desk” with a robotic proposal talking about their great ratings with 18 to 49-year-old women who are left-handed and like to go bowling.  Have you ever watched yourself present?  I can tell you from experience you will find things you’ll want to get much better at if you ever get the chance to film a pitch and watch it back.

The bottom line is, we have to find ways to stand out.  Some of our prospects are hearing from multiple salespeople a day, so why in the world are they going to pick you?

iHeart Flips 97.3 FM to Sports in Milwaukee

Jason Barrett
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The competitive battle for sports radio supremacy in Milwaukee is heating up. Following Good Karma’s decision to move their sports talk programming to the FM dial earlier this month, iHeart is making a similar choice.

Announced today, iHeart will shift its sports talk programming from The BIG 920 to 97.3 FM and adopt the moniker 97.3 The Game. The 97.3 FM signal was previously occupied by Top 40 station WRNW and branded as 97.3 NOW.

Entercom was first to deliver sports on FM in Milwaukee with 105.7 The Fan, but the increased presence of Good Karma and iHeart on the FM band, coupled with Good Karma’s acquisition of 620 WTMJ, which holds most of the play by play rights to the market’s local teams should make 2019 an even more challenging race.

“Sports talk in Milwaukee is about to change,” said iHeart PD Tim Scott. “Milwaukee is more than just a great sports town and 97.3 The Game will reflect that.”

iHeart has confirmed that the local shows which had previously aired on 920 will move to the FM signal. Those programs include Drew Olson with Kevin Brandt, “The Crossover” with Dan Needles and Ted Davis, “The Double Team” with Dario Melendez and Bob Brainerd, and Mike Heller. The AM signal will feature local programming from The BIG 1070 in Madison and FOX Sports Radio’s shows.

Additionally, The Game will carry Westwood One NFL playoffs and Super Bowl coverage, and share University of Wisconsin play by play with the AM brand. The Milwaukee Admirals, NASCAR, high school sports, and Westwood One’s NFL regular season contests and NCAA men’s basketball tournament coverage will be exclusively offered on AM.

Giving Thanks In The Sales Department

Dave Greene
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I believe it might be law that when one is writing a column this close to Thanksgiving, you must write about what you’re thankful for.  I’ve always been kind of a scrooge when it comes to the end-of-the-year holidays, mainly because I’m in sales management and less and less sales happen this time of year. 

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With that said, there are a few things I’m thankful for, such as:

The annual buyers who don’t cancel – Oh, the few, the proud. They have a plan, they get results, they stick to it.  Sure, things happen from time to time and a week gets moved here or there, some copy is changed and updated, but overall, the account is low maintenance and even pays on time.

New clients who hang in there beyond what sales guru Roy Williams calls “the chickening out period” – This is 8-14 weeks in to the campaign when an advertiser sees more going out than coming in.  It’s a process, and based on many years of history, the ROI is about to steadily increase, but not if they pull the plug or slow things down, simply to save short term money.  If you are someone who is thinking about advertising and happen to be reading this, don’t do it unless you are prepared to do it correctly with frequency and consistency.

Clients who refer other businesses because they’re happy with their results – Thank you! Thank you! Thank you!  Problem is, we don’t ask enough of our clients to do this.  Business owners know other business owners and their opinions carry a lot of weight with one another.  I saw a very creative idea not long ago where a rep had taken video on his phone of his clients recommending him and how he had helped their businesses grow.  He shows those quick videos on his phone when he meets with new clients.  Sometimes we need to let others do the talking for us.

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The agencies that actually earn their 15% – It has become all too commonplace for station reps to be responsible for ideas, creative, copy, schedules and chasing down the money.  You know, the things the agency is supposed to be doing on behalf of the client.  Too many times we are giving up 15% of the buy to someone who isn’t an agency but rather an angry ex media seller who ran out of companies they could get a guarantee from so they started an “agency.”

The account executives who just do their job – Here’s to those of you that realize you have six main responsibilities: prospect, cold call, needs analysis, presentation, close and service.  Your company agreed to pay you and you agreed to do those things on their behalf.  All of them.  You don’t complain much, you don’t need a whole lot of help, nobody ever worries you aren’t doing what you’re supposed to be doing, and you grow your business and personal revenue accordingly.  God bless you.

The on-air hosts who realize that sales drives the bus – And pays for the gas.  And the oil changes.  And the tire rotations.  Ok, you get it.  Surprisingly though, it’s still too low of a percentage of hosts who go out of their way to proactively help sales.  The ones who do are a true blessing and are generally well compensated.  To the programming guys who may read this – I know I speak for all of your sales reps and managers when I tell you that ideas and leads are always welcomed and appreciated.

You – Thanks for reading this.  Happy Thanksgiving to you and yours and to everyone out in the sports radio universe! 

How Not to Get a Job in Sports Radio: Sales Remix

Dave Greene
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Last week, Jason Barrett posted a blog titled “How Not to Get a Job in Sports Radio” outlining a myriad of ways you can blow your opportunity to get hired in this crazy business. As someone who has done his fair share of hiring for various positions in radio, I’m constantly amazed at some of the incredibly stupid things people will do when trying to get employed.  

In the article, one of the parts that stood out to me was the advice on social media. Not that long ago, I had a gentleman apply for a sales position and his resume intrigued me. As I was getting ready to reach out to him for an interview, I put his name into Facebook and let’s just say the things he chose to write about and post pictures of (on a public account) were not the kinds of things you’d want a potential employer to see. The guy presented himself online as an HR nightmare.  His resume quickly went in the trash.  

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Jason’s article made me think of other highs and lows when dealing with recruitment. Recently, I’ve had two candidates who were applying for on air positions reach out to me as the sales manager and introduce themselves. The two of them did, however, take very different approaches.  

One of them sent a note that said they were looking through our website and saw my contact information. He wanted to reach out and let me know that he had applied for an on-air position, but that at his current job as a talk-show-host, he is very involved in the sales process. He listed a few of the accounts he had worked on and some of the creative ideas he had implemented in his show that became sales opportunities. I was impressed.

The other gentleman sent a note that said he had applied for the on-air position and hadn’t heard anything yet from our PD. He wanted to know if I could “put a word in for him” and help him make sure the right people saw his application and credentials. Then, all throughout the day, I started to receive forwarded messages he had sent to every name he could find on our station websites. I was not impressed. This man went right up to the line between persistence and annoyance and took a huge leap.

People ask me all the time about how they can go about getting jobs in our industry and I always tell them the same thing: sell. If you can directly help generate revenue, you have increased your chances of working in this business exponentially and once you are in, anything can happen.

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You see, the secret to being in this business is being in this business. Many people I know started on one career path in radio and ended up in another (myself included). From on air to sales, from marketing to on air, from sales to marketing and on and on. Radio sometimes acts as its own little world and once you’re in that world and understand its complexities and pace, you become much more valuable than someone “from the outside.” The easiest way in is to be able to sell.

So, much like the guy who emailed me and gave me his background with ideas and working with clients, if you’re looking to get in to the sports media business, relate what it is you want to do to revenue and increase your chances. Or, start in sales and prove your ability to bring in revenue and who knows where it will go from there, heck you may even really like it!

How Not To Land a Job in Sports Radio

Jason Barrett
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How Not To Land a Job in Sports Radio

It’s happening right now. In fact, it happens every day. But nobody is there to stop you from hitting the send button before damage is done.

In some US city every day, a radio professional or aspiring broadcaster flocks to the internet searching for their dream job or next career opportunity. They’ll browse listings on Indeed, All Access, BSM or the careers sections on various radio company corporate sites, and once they see something that captures their interest, they begin their pursuit. They’ll spellcheck their resume, look for the contact person involved with the station, if pursuing an on-air role include a sample of their hosting style, and write an introduction note they hope will help them stand out from the rest.

Once they’ve produced their email, double checked it, and attached their materials, they press send. They then anxiously await a response, hoping it will open the door to further conversations about filling the opening. If after a few days an email or phone call hasn’t been received, they might follow up with a second note, or in some cases, even pick up the phone to call. It doesn’t matter if the instructions said not to, the lack of response calls for a new plan of attack because no way is it possible that they didn’t fit what the hiring executive was searching for.

In each situation, the hiring manager has different tastes and rules. Some want an hour worth of unedited material, some want less than 5 minutes. Some will say not to call, others don’t mind if you pick up the phone to initiate a chat. Competition for these openings is intense, and those who possess the skills to fill the position, while clicking best with the hiring manager stand the best chance of getting the call.

What you don’t know entering the process is whether or not you’re going to check the boxes of the hiring manager. You have no idea who else is competing for the opening, and whether the position is a real call for help or a mandatory requirement from HR even though the job has already been promised to an internal candidate. Regardless, it’s important to make a favorable impression because it could lead to a future opportunity either with the station you’ve applied to work at or for someone else in the industry who has a need at a later time.

Speaking for myself, I rarely relied on HR to help fill an opening. I always worked ahead and listened, met, observed, and asked industry folks about certain people who may or may not be worth consideration should I one day have a vacancy. My philosophy was ‘if you want the best talent, you go out and find them, not wait for them to appear in your inbox’.

During my hiring experiences as a programmer, I saw a lot of bad decisions made by job seekers. My awareness for these situations has increased even more during the past three years while running BSM. Sports radio may be a big business but it has a small community feel. If you make a bad impression on one executive, it could affect your standing with others. Stand out in a positive way and you may be recommended to someone else when they have a future need.

I was having a discussion recently with an industry friend about some of the blunders people make when openings come up, and I thought I’d pass along eight examples of bad ideas to help you avoid putting yourself in a situation where you’re frozen out in the future.

  • It’s never a good idea to tell a programmer that they’ll be the dumbest f**k on the planet if they pass over your resume. I don’t care how good you are, most people aren’t going to want to bring someone into their operation who they consider to be a dick before they even have a conversation. You can have an ego, and believe you’re better than anyone else who speaks into a microphone, but if you can’t work with others, it’s going to be hard to convince people to trust you with an important role.
  • Suggesting a programmer ‘can’t live without you’ and should pony up whatever it takes to get you probably won’t help you land the role you desire either. A good programmer wants talented people on their airwaves, and they’ll battle for their people to earn a healthy wage, but they won’t fight for someone who doesn’t respect and value them too. An old quote I used to love sharing was ‘graveyards are full of irreplaceable men.’ Secondly, if you come across the wrong programmer, they’ll take your arrogance as a challenge to prove they can do it without you, and more times than not, they will. As a former host who learned from a poor initial approach once said to me, ‘even Michael Jordan needed Phil Jackson’. If you produce like MJ, Phil will find a way to make sure you get what you need. You’ll also discover you’re better off together than apart.
  • Applying for a job you don’t want just to get yourself in the door doesn’t often end well. If you’re a host with no desire to produce but apply for a producer opening, eventually it’s going to become a problem for the PD and Host you’re working with. That leads to people not being in your corner to push your development. Eventually you’ll exit the station once the issues reach the point of no return. It’s better to be up front about your short-term and long-term goals, and tackle the opportunity in front of you while making it clear you have other things you’d like to accomplish professionally. Most broadcast executives will give you chances to grow if you’re determined and have skill, but they won’t champion your cause if you don’t execute the role you were initially hired to do.
  • Copying a programmer’s CEO, corporate executive, and market manager on the email you sent in expressing interest in an opening creates immediate tension. Would you give 110% support to someone who was forced on you? Do you think a programmer who’s trusted to lead a brand is going to go with the flow and take a deeper liking to you when the perception is you’re trying to override them before even establishing contact? Most corporate people give their PD’s the ability to make hiring decisions in tandem with their market manager. If the room is divided on you, you’re usually going to be voted out.
  • Pretending to know the ins and outs of a company based on media reports is another foolish idea. For example, if you applied to work for a company which just underwent layoffs, it’s not a wise move to say something like ‘I’m glad you survived the cut….your company clearly recognizes talent and made a wise move dumping the others.’ Do you know if the individual you’ve applied with is thrilled to remain on the job? What if their best friend was let go? Better yet, what credibility have you gained with the hiring manager to earn that conversation? Unless you’ve worked there and have firsthand knowledge of the inner workings, and a relationship with the individual you’re communicating with, it’s better to avoid that discussion before sticking your foot in your mouth.
  • Be real, not a phony. For example, if you’re from Texas, and applying for a job in Philadelphia, don’t put in your introductory email how much you love cheese steaks, Rocky Balboa and the Eagles since the days of Reggie White, especially if you’ve never set foot in the city. Nothing is worse than the applicant who pretends to know local landmarks, sports history, and a city’s way of life based on reading Wikipedia and stuff they’ve seen on TV or social media. It’s the same crap when the east coast guy applies for a gig on the west coast or the west coast guy reaches out for the east coast opening claiming they’re in the wrong location and better suited for that particular market’s style. In some cases, candidates have applied to multiple markets, modifying their letters for each city, and PD’s have chatted and discovered it. Guess what that does? It guarantees not landing either opening.
  • Admitting to someone in a cover letter that you were an internal problem for your previous employer or you didn’t work hard at your last job is going to raise an immediate red flag to anyone reading your note. You may think you’re being honest and trying to get out in front of any blemishes on your resume but some stuff is better left to face to face conversation. If you’re putting those type of remarks in an email and the hiring manager is looking at 100 people for one opening, why would they hold on to yours versus the others with less baggage? It’s OK to go thru the interview process and admit you’ve made mistakes and want to learn from them, giving an employer an opportunity to reap the rewards for giving you a chance. But save it for later in the process. Telling someone you don’t know that you gave less than your best or created an issue that resulted in problems inside of an office isn’t likely to earn you a call.
  • Conduct yourself on social media in a way that doesn’t make a hiring manager think twice about hiring you. If you approach the space the way you do the airwaves, you’ll have less to worry about. If though this is where you bombard folks with your political views, instigate fights with trolls, share content that is offensive, and swear like a sailor, it may make someone who’s a fan of your work think twice. They have to consider how your social identity is going to affect listeners, advertisers, and fellow employees. If they feel there are too many risks, they’ll choose a safer path. The other thing I’d recommend not doing, buying followers. If you’re an aspiring host or producer with limited experience carrying 50,000 followers, it doesn’t take much work to scroll thru your posts and see what type of engagement you create. If nobody ever responds, chances are you don’t produce impact, just a false image.
  • BONUS: As a consultant who works with brands and PD’s, it’s smart to introduce yourself, provide audio, share your goals, and develop a relationship. If you only reach out when jobs are listed, it doesn’t keep you top of mind when gigs aren’t publicly displayed. Furthermore, if the only time you initiate contact is when something is posted, that’s a case of asking for a favor, not building a relationship. Why would a consultant do you a favor if they have no history with you?
  • BONUS #2: Its also important to remember, a consultant’s job is to help the station and hiring manager strengthen their department to have the best chance at future success. We direct people to folks who we feel fit what they’ve told us they’re looking for. If you don’t get a gig, it isn’t personal, nor is it because we’re determined to make sure you never work in the industry. On the other hand, blaming the consultant for your inability to find work is a convenient way of ignoring the truth that you may be doing a few things to make yourself unattractive to hiring managers.

If you possess talent, a good work ethic, conduct yourself in a professional manner, have solid industry references, and bring something to the table that’s unique, compelling, and entertaining, chances are you’ll earn a chance to discuss an opportunity. Then it comes down to whether or not you and the hiring manager connect, and if you and the brand mutually benefit one another. It’s easy for broadcasters to get blinded by the opportunity, and look past whether or not a situation is right for them. So much of developing a prosperous career comes down to both sides being fully invested in one another, which is why it’s OK if certain things don’t work out sometimes.

I’m sure if I scoured the nation and asked more folks in programming departments, I’d find plenty of other bad approaches. The goal of this piece though is to arm you with information to avoid making mistakes so you don’t become that example the next program director refers to when explaining how not to pursue a job. Instead, use it to your benefit to make sure you place yourself in a good position to land a great opportunity that helps both you and your next employer.

Good luck!

Under The Radar – November 2, 2018

Jason Barrett
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It’s been a while since we produced an Under The Radar column. Although there’s always noise being made inside sports media circles, we’d rather put a bunch of notes together and feed you one big main course meal than five or six appetizers. As usual, if you work in the sports media business and have news to share, please pass it along via email at JBarrett@hvy.tcp.mybluehost.me. DM’s on Facebook, Twitter, Instagram and Linkedin are also acceptable.

With that out of the way, let’s dive into the latest news.

If you work in the sports media industry and wish to further educate yourself on the business, the 2019 BSM Summit is coming to the Grammy Museum in Los Angeles. Colin Cowherd, Jason Whitlock, Eric Bischoff, Jorge Sedano, Brian Musburger, and Norm Pattiz are just some of the speakers who will be part of our annual conference. Other announcements are forthcoming. This is an industry only event open to radio and television programmers, market managers, on-air talent, producers, salespeople, digital directors, corporate executives, agents, etc.. Tickets are discounted until November 30th. They’ll increase in price on December 1st. To purchase yours and be in attendance for this great event, email JBarrett@hvy.tcp.mybluehost.me.

A change has been made in Dallas to the midday show on 103.3 ESPN. Will Chambers is no longer with the station and has since launched a podcast The Lounge with Will Chambers. Taking his place alongside Jean-Jacques Taylor is Matt McClearin. McClearin had been part of the station’s Cowboys Pre and Post Game coverage, and hosted The Show on Saturday afternoons in addition to filling in on weekday programs. Before joining 103.3 ESPN, McClearin spent time hosting for WJOX in Birmingham. He also has worked in Gainesville, FL and as the pre and post-game host for the Dallas Stars.

VSiN morning show host Paul Howard had a pretty great day at work recently after it initially started off bad. Howard was running late on Friday morning October 19th causing him to miss the start of the show. He was told by Mitch Moss and the morning crew to join the program after the first segment. A few days earlier, Howard had been busting Westgate Casino manager John Murray’s chops on the air for sounding groggy and bragged that he had never been late for a show. Since Howard had now screwed up, Moss spent the first few minutes of the show busting his chops for not being on time and discussed a prop bet he came up with a year earlier about who would be the first member of the show to oversleep or miss the show. Michael Lombardi phoned in and suggested sending Howard home for the day. But while waiting to get on the air to defend himself, Howard stopped by a video poker machine. He hit a royal flush, won $5,000 dollars, and walked in next segment waving a bundle of cash in his co-workers direction. Needless to say, Howard’s late arrival allowed him to get the last laugh.

Condolences go out to San Diego sports radio veteran Dave Palet and his family. Palet’s son Jake recently passed away unexpectedly. A celebration of the young man’s life is being held this Sunday for family and friends. To offer your support to Dave and his family reach out by clicking here.

After losing sports director Brendan McCaffrey to SiriusXM in New York, 670 The Score program director Mitch Rosen had to search internally and externally to find a qualified replacement. Well, Rosen found his man, and he didn’t have to look far to find him. Shane Riordan has been promoted at The Score to assume a heavier workload in operations. Riordan had previously served as a producer for Rosen.

Tom Carroll has left Boston for St. Louis to reunite with his former ESPN Radio colleague Michelle Smallmon. Carroll has been named the brand new producer of the Bernie Miklasz Show on 101 ESPN.

A tip of the cap to Andy Massaua. The veteran Boston sports radio producer recently left WEEI after a two decade run. He joined the station in 1998, working over the years with more than 100 different full and part time producers, board ops, and audio production people. Prior to departing, Andy expressed his gratitude on Twitter to Glenn Ordway and Jason Wolfe for giving him an opportunity twenty years earlier. He says his exit is the result of accepting a new multimedia production job outside of sports radio.

Talented sports radio producer Jason Stewart has left AM 570 LA Sports to join FOX Sports 1. Stewart, who worked earlier in his career with Jim Rome, is being tasked with supporting FS1’s weekday lineup of programs including Undisputed, The Herd, Speak For Yourself, and others.

Mike Mayer has also decided it’s time for a change. After working behind the scenes for FOX Sports Radio in Los Angeles, Mayer has decided to head east to join SiriusXM. He’s scheduled to start his new job with the satellite radio company on November 5th.

The door may have closed for Eytan Shander at 97.5 The Fanatic, but it didn’t take long for a new one to open. Shander has been added to 97.3 ESPN in Atlantic City. He’s signed on in a part-time role, joining Mike Gill on the station’s afternoon show. Shander previously worked for the station earlier in his career.

A couple of contract extensions have been inked at the CBS Sports Radio network. Congrats to both Brandon Tierney and Amy Lawrence who recently signed new deals to continue in their current roles. The network has also added Alyssa Rose to the network roster as an on-air sports anchor.

Meanwhile at FOX Sports Radio, Bernie Fratto has been given an opportunity to share his insights and opinions with a national audience. The Las Vegas based personality is hosting a new late night Saturday/Sunday show from 11p-Midnight PT/2a-3a ET. The program features prognostications from the “Voice of Vegas” RJ Bell, and betting experts Brad Powers and Steve Fezzik.

If you’ve been driving around on the weekend listening to ESPN Radio and wondering who that familiar voice is on evening programming, that would be Tim Montemayor. ‘Monty’ as he’s known to sports radio audiences has worked in Phoenix, Sacramento, San Francisco, Chicago, and Salt Lake City. No word on if it’ll be a regular situation, but for now, Monty’s just enjoying the ride and trying to make the most of each opportunity.

Continuing on the national circuit, a tip of the cap goes out to Marissa Rives, who was recently promoted to program director of SiriusXM‘s Fight Nation, channel 93. Rives has been with the channel since 2010. Prior to earning the PD stripes she served as executive producer.

Further north, Ryan Fabro has taken a step into management. After 11 years of producing, Fabro has been named the Assistant Program Director of Sportsnet 590 The Fan. Fabro will work in tandem with PD Dave Cadeau.

Tim Donnelly is the new host of the afternoon show on 101.7 CBS Sports Radio in Blacksburg, VA. Donnelly previously served as host and operations manager for ESPN Ithaca. To fll Donnelly’s seat in Ithaca, station management has promoted Nick Karski.

After leaving WKNR in Cleveland to join 96.7/1670 The Zone in Madison, WI, Danny Cunningham has decided it’s time for a new challenge. Cunningham announced his departure from The Zone on Twitter, but says he has something in the works which will be revealed at a later time.

Six years in Cleveland at 92.3 The Fan was great, but all good things eventually come to an end. Alex Hooper has confirmed his exit from the radio station. Hooper says he wants to join his fiancee in Florida to support her as she pursues her doctorate.

1500 ESPN‘s Purple Podcast has been received so well, that station management has decided to deliver a live version of the show Tuesday night’s on the radio. Hosted by Matthew Coller, the Tuesday night special includes on-air co-hosting contributions from ESPN’s Courtney Cronin. The station has also elevated Dane Moore to contribute to the station’s written and audio content.

Former college basketball and NBA head coach Rick Pitino is the latest sports figure to take the plunge into podcasting. Pitino has released a few episodes so far, one of which includes a great conversation with OKC Thunder head coach and former Florida Gators head coach Billy Donovan. To check out the podcast click here.

Following his exit from SiriusXM‘s Mad Dog Radio, Ric Bucher has invaded the podcast space. Bucher and Friends has been launched as a daily program. The podcast includes regular appearances from Bucher’s former radio partner Nicole Zaloumis, former NBA player Ryan Hollins, and NFL Network analyst Will Blackmon. To hear it and subscribe and click here.

Elsewhere in sports podcasting, WIP host Rob Ellis has launched The Sitdown. Ellis’ newest episode features a lengthy conversation with WIP morning host Al Morganti who offers his thoughts on the sports media business, the end of Wing Bowl, life philosophy, Philadelphia’s sports teams, and more. To hear it click here.

If you’re interested in keeping up to date on news from the podcasting world, Podcast Business Journal is launching on November 19th. To sign up for the site’s daily emails click here. The new website is expected to feature an exclusive interview with wrestling superstar turned podcasting sensation Chris Jericho for its debut.

Bleacher Report received some great exposure recently from Adweek. The publication place B/R on their Hot List, dubbing them the hottest brand in sports. Among the reasons for highlighting them, “their engagement numbers are rivaled only by President Trump, and nearly 85% of their audience is under 35.”

Two years of making videos for SB Nation has paid off for Jessica Smetana. Smetana has accepted a producer/show runner opportunity with Sports Illustrated.

Amanda Borges continues to advance her career. Borges has enjoyed roles with 1010XL and the New York Rangers, and now has taken on a role with Yahoo Sports. Borges has been hired to serve as a host of the site’s new program ‘The Spin’.

Nice job by the KNBR digital team in San Francisco highlighting the 10-year anniversary of Mike Singletary’s infamous postgame press conference which has supplied sports radio programs across the nation with numerous audio drops for the past decade. To watch the classic Singletary video with added text captioning click here.

In sports television circles, Rachel Bonnetta has landed a new three year deal with FOX Sports. Bonnetta hosts FS1’s sports betting show Lock It In with Todd Fuhrman, Cousin Sal, and Clay Travis.

Also at FOX Sports, John Fanta has been added to the network’s college basketball coverage. Fanta will be providing play by play on select games.

Congratulations to former ESPN television executive Jay Levy. Levy has launched Levy Media Productions to better serve colleges and conferences with live event broadcasting, and multi-platform video content development. For further information on Levy’s company, click here.

The good news continues with Dave ‘Deuce’ Mason earning the role of play by play voice for the Stockton Kings of the NBA’s G League. Mason will call the action with Morgan Ragan serving as color analyst. Fans will have an opportunity to watch games via Facebook Watch, ESPNU, ESPN+, NBA TV, Eleven Sports or at the Stockton Arena.

Jessica Kleinschmidt has accepted a full-time role with NBC Sports Bay Area. Kleinschmidt remained involved with Cut4 thru the World Series ends, but is now ready to dive in on the next chapter of her career.

Speaking of NBC Sports Bay Area, former executive producer Chris Olivere has a new opportunity. Olivere was hired recently by the NFL Network to serve as Senior Producer of the expanded Good Morning Football weekend brand.

Veteran radio programmer and host Dave Shore is involved in a new project with the Netcast Sports Network. Shore has begun taping television interviews and recently spent time at Duke University sitting down with legendary basketball coach Mike Krzyzewski. To stay updated on Shore’s project follow him here.

106.7 The Fan host Nick Ashooh has spread his wings into television. Ashooh has been added by NBC Sports Washington to their Wizards pre/post show Wizards Outsiders which includes Wes Hall.

You may have already heard about Jeff Pearlman‘s new USFL book Football For a Buck: The Crazy Rise and Crazier Demise of the USFL. Pearlman has been making the radio rounds to help promote it. If your station is interested in scheduling an appearance with Jeff, reach out via email by clicking here.

As first reported by Ryan Glasspiegel of The Big Lead, Keith Smith has joined Yahoo Sports. The news of Smith’s addition was confirmed by Yahoo’s Chris Haynes. Smith is expected to provide salary cap analysis to Yahoo’s NBA platform.

A productive run with the Dallas News has put Jori Epstein in position to have her work enjoyed by an even larger audience. Epstein has been hired by the USA Today to cover the NFL, and the Dallas Cowboys.

Lance Lysowski has left DK Pittsburgh Sports where he served as the site’s Pirates writer. To fill the void, DKPS has hired John Perrotto.

A new beat reporter has been hired to cover the Tampa Bay Lightning. Diana Nearhos has landed the role, and is now covering the Eastern Conference’s Stanley Cup representative for the Tampa Bay Times.

Michael Singer has signed on to cover the Nuggets for the Denver Post. Singer joins the newspaper after delivering four years of NBA coverage for the USA Today.

In Memphis, David Cobb has signed on to cover the Memphis Grizzlies for the Commercial Appeal. Cobb begins his new assignment on November 5th.

And we couldn’t complete a UTR column without listing a few of the new additions at The Athletic. Steve Buckley has joined the site in Boston. Jason Smith and John Martin have agreed to contribute in Memphis. Jesse Granger has been added to the site’s Las Vegas platform covering the Golden Knights. Jason Quick is handling the Trail Blazers beat for The Athletic’s Oregon portal, and Joe Ostrowski is writing a sports betting column for the Chicago division.

 

Your Customer Isn’t Always Right

Dave Greene
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Much like we know any publicity is not really good publicity, your customers aren’t always right.  In fact, I’d venture to say in my almost twenty-five years in this business, I can think of many more times when a customer was wrong than when one was right.  But, the real issue isn’t whether they’re wrong or right, it’s whether or not you call them on it.  Great sellers know when it’s appropriate to tell their clients they’re wrong.

Remember a key word we’ve talked about in the past – partnership.  In this partnership between your sports radio station and a local business, both sides are expected to bring certain things to the table.  In the proverbial “perfect world” the business owner is the expert on his or her business and industry while you’re an expert marketing consultant who sells solutions and ideas, and together you figure out the best strategy to grow the business.  Unfortunately, that’s rarely what happens.

Most of us have had a client (or several) like one I had a few years ago who fancied himself not just an expert in his business and industry, but in ours as well.  We’d have really good discussions about his business and what was happening within his industry.  He was very data driven and seemed to “play the percentages,” with his strategies and go the safe, conservative route.  When it came to his marketing campaigns, however, he ignored facts and figures and took a very liberal, high risk approach of investing in expensive, short-term opportunities, “a quick pop” he would say.

The strategy was wrong.  As nicely as I could, I explained the rules of frequency and consistency when it comes to radio advertising and everything I said fell on deaf ears.  He was interested in buying our station, but he only wanted to buy it his way with little to no input from us.  I did what I normally would in this situation, which was to sell him what he wanted, but I made a point of making sure he was clear this was against my better judgement and that his expectations were unreasonable.  I didn’t want him to be able to come back and blame me, the radio station or radio in general, when this campaign failed.

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Which, of course, didn’t stop him from trying.  After a three month run he didn’t want to renew and said we had oversold our audience size because if it had been what we said it was, he would have gotten more response.  When we were eventually able to get him to sit down and meet again, I allowed him to give me his expert opinion on why it didn’t work and more on how his strategy was the way to go.  I finally had to come right out and say it, “I’m sorry, but I think you’re wrong.”

I’d love to tell you that he eventually took my advice and went on to be a huge advertiser for years to come.  The truth is, I did earn his business back that day and he did (mostly) take my advice with future schedules, although he never truly bought in to the consistency part and so he would end up bouncing from station to station testing the “definition of insanity” theory.

There are other reasons, of course, why we would choose to tell a customer they aren’t always right.  Mostly, it should be because of something that is supposed to be our area of expertise.  A good business owner wouldn’t be offended by (very respectfully) being told you disagree with them and offer another solution or idea.  What kind of partnership would it be if we simply agreed with everything a client said even if we didn’t think it was in their best interest?

The customer can’t really always be right.  We can and should treat them with the utmost respect and give them the benefit of doubt in almost every situation.  But, when it comes to marketing, we should be the experts and shouldn’t be afraid to push back when need be. Our goal isn’t to always be right, but it is to always earn the renewal.

All-Star Cast Assembled for the 2019 BSM Summit

Jason Barrett
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All-Star Cast Assembled for the 2019 BSM Summit

If you follow me on social media, chances are you’re aware of the upcoming BSM Summit in Los Angeles. The conference takes place February 21-22, 2019 at the Grammy Museum, and I’m excited to be hosting it. Be advised that this event isn’t open to the public. It’s strictly for individuals involved in the media business. Tickets are on sale at a reduced price until November 30th.

What makes this event beneficial for those in attendance, is that it covers issues that are relevant to each programmer, market manager, salesperson, host, production staff, agent, and affiliate rep. Some who aren’t familiar with the summit, make the mistake of assuming that it’s solely focused on programming matters. Although that side of the business receives its fair share of attention, the goal of the event is to arm industry people with information to help them further increase their ratings AND revenue, and to further elevate the performance of the sports media industry.

The two-day event tackles everything from brand building to monetizing digital, the subscription business, media measurement, social media, creative imaging, the rise of sports betting and esports, podcasting and smart speakers, changing advertiser perceptions, and uniting the sports radio industry. In the process, attendees gain an opportunity to learn, form new relationships, and shut down a bar or two if they’re unable to afford a ticket to watch LeBron James and the Lakers take on James Harden and the Rockets.

Another focus of this event is to recognize important people who’ve made significant contributions to the sports media business. We’ve previously announced plans to honor and introduce awards in the name of Emmis CEO and sports radio’s founding father Jeff Smulyan, and veteran national/local sports radio personality Tony Bruno. Two others will be announced in the near future, as will the inaugural recipients of those awards.

What we haven’t done yet though is officially announce some of the people who will be participating on stage at the 2019 BSM Summit. Some industry friends and acquaintances may be aware of some of the details due to learning about them in private Facebook groups or thru email, but since we’re less than four months away from the actual event, I figured it’d make sense to disclose who we’ve lined up to speak.

On that note, I am pleased to announce that in addition to Smulyan and Bruno, Colin Cowherd, Jason Whitlock, Jorge Sedano, and Joe Fortenbaugh have agreed to join us on stage at the event. We’ve also lined up outstanding executives Norm Pattiz of Podcast One, Brian Musburger of VSiN, Bruce Gilbert of Cumulus/Westwood One, and Don Martin of iHeart/Premiere Radio Networks. Also in the room will be talented programmers Mike Thomas of 98.5 The Sports Hub, Mitch Rosen of 670 The Score, Scott Shapiro of FOX Sports Radio, Justin Craig of ESPN Radio, Ryan Maguire and Mike Salk of Bonneville Seattle, Jason Dixon of SiriusXM, Tony DiGiacomo of WFNZ, Chris Johnson of Team 980, Ryan Hatch and Rodney Lakin of Bonneville Phoenix, plus Perry Simon of All Access, Rick Cummings of Emmis, Jacob Ullman of FOX Sports, and a number of market managers, sports media agents, and broadcasting professionals from other areas of the industry.

In addition, I want to share another exciting announcement for this year’s BSM Summit. Thanks to my friends at Westwood One, I’m thrilled to reveal that Eric Bischoff has agreed to join us on stage to provide his views on brand building, content and character development, the podcasting business, and more. During his career, Eric has served as an on-air personality, and behind the scenes wrestling executive. He’s run his own production company with Jason Hervey, creating television shows for VH1 and CMT, and now teams with Conrad Thompson on WW1’s 83 Weeks with Eric Bischoff podcast. Under his leadership, Bischoff’s WCW defeated Vince McMahon’s WWE in the ratings for an unprecedented 83 straight weeks. We’ll learn what went into it, and how it applies to competing in today’s sports media environment. I’m looking forward to everyone in the room having a chance to learn from him.

There are other exciting plans in the works which will make the event even better for attendees. When the time is appropriate we’ll share that information on the website. Putting a conference of this magnitude together isn’t easy, and I’ve had a few folks assume this is a big moneymaker for BSM. It’s actually quite the opposite. If we can escape Los Angeles covering expenses, that’s a win.

The reason we created this event in the first place was to bring sports media people together, and help them expand their knowledge of the business. Too often members of our industry don’t leave the friendly confines of their studios. To be in a position where we can give them a reason to do so is rewarding. I’m a firm believer that increasing relationships and doing the right thing eventually pays off. That might be naive thinking on my part, but it’s served me well so far.

If you work in the media business and wish to purchase a ticket, email JBarrett@hvy.tcp.mybluehost.me. To have all of these fantastic people already committed to attending and contributing is greatly appreciated, and it goes a long ways towards making our business better. I wouldn’t be able to deliver a successful show without their support.

In the meantime, stay tuned for further details, and I hope to see you in Los Angeles!

 

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