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Never Let A Good Disaster Pass You By

Jeff Caves
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Last week was a disaster for most of Texas. I live in Flower Mound about 20 miles north and a bit west from the Dallas-Fort Worth airport. FloMo is also referred to as being in North Texas, the Dallas Metroplex and the DFW area.

After 2 to 4 inches of snow fell, which hardly EVER happens, on Valentine’s Day, the temperatures ranged from 0 to 21 degrees for a brutal 3 day stretch. Power was lost at millions of homes, millions of others, including our house, had a near 68 hour stretch of power on and off for 45 minutes at a time.  Roads were full of ice and snow, over 400 Walmarts closed for a few days and water pipes were freezing all over the area. After the temps came back up to the 40’s and 50’s last Friday and Saturday, the thaw was on. 

Then, the pipes busted for millions more. 

It was the perfect storm for a sale. An Ice Storm Sale to be exact.

Radio and sales consultant Chris Lytle once had this idea and I thought it was timely to remember the power of radio and how mother nature can provide all the creativity we need to move the needle. It was 1975 and Lytle was a sales rep at WISM AM 1480 in Madison, Wisconsin. He had met the owner, Len ‘Crazy TV Lenny’ Mattioli while selling him radio, hit it off and took over all the advertising. An ice storm hit Madison, a metro population about of about 575,000 in 1975, for 3 days and knocked the power out to huge areas and caused all other kinds of chaos. Lytle didn’t know what to do at first until the store manager reminded him that “retail never closes”! 

He didn’t quit. He turned to the most medium he knew best: RADIO. The American TV Ice Storm was born.  

Lytle knew he could change copy immediately on his pre booked radio schedule. So, he wrote the commercial, had it produced and was on the air immediately at the beginning of the storm. 

Now listen up, American Tv is open but there are no lights, no power and no heat. 

How can you sell stereo equipment, tv’s and appliances without power? 

If you’re willing to buy a tv you can’t watch, a stereo you can’t listen to, or a washer and dryer you cant even see, American is willing to deal! What you do is bring a flashlight, bring a candle, dress warmly but SHOP NOW!

Customers hit the sales floor and used flashlights to decide which speakers they would buy. It was a scene out of a bad 1970’s movie. 

This special pricing ends soon! As soon as the light heat and power go back on. So, take advantage of it! Americans Ice Storm Sale, the sale not even Crazy TV Lenny planned. 

The store had the single biggest day in history. 

And Crazy TV Lenny? He was in Tokyo the whole time. 

Been looking for the 'Crazy TV Lenny' water skiing ads? Here they are | Living in Madison | madison.com

Lytle has told that story all over the world as a consultant. The power of broadcast was on display. So, the next time Mother Nature provides you an opportunity, go ahead and be creative, timely and stand out.

Remember the Ice Storm Sale of 1975! 

Rush Limbaugh’s Lesson for Aspiring Broadcasters

BNM Staff
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Rush Limbaugh’s impact on the world may never be fully understood or appreciated. Even as we’ve heard many heartfelt tributes over the past week, they fail to capture the landscape-changing consequences of his 30-year rise and domination of the talk-radio airwaves. This piece, too, will fall well short.

Still, one lesson for aspiring broadcasters sticks out. From the up-and-coming student at the college radio station, to the neophyte media professional cutting his teeth for ten bucks an hour somewhere in middle America.  This lesson is for one, and for all.

It isn’t to learn all you can about Conservative policy and Republican party history, although Rush certainly did. He figuratively, and literally, wrote the book, while making complex philosophy simple. His ideal America? Create a strong and powerful country where people of all types, colors, backgrounds, sexes and ethnicities can flourish to the greatest of their God-given abilities.  This was one of his overarching beliefs, but not the key lesson we are referring to here.

It wasn’t his side-interest in tech products, specifically those designed by Apple. He was quick to silence his devices when they talked to him during a broadcast, and he loved sharing what he had learned from the liberal tech blogs. Yet he always knew when to return to the topics of the day, pleasing the “stick to the issues crowd.”

Yes, he was a “household name in all four corners of the world,” but that took time. To aim toward such lofty heights could paralyze a young newbie just trying to get on the air for the first time. Rush’s notoriety grew over years and decades. Many of his loyal listeners of 2021 began as “Rush babies,” or first heard him while catching the EIB network during high school lunch breaks back in the 1990’s.

Limbaugh’s path required perseverance, which became a driving force for his career. While his family of lawyers would have been pleased had he followed in their footsteps toward a stable and lucrative career, he blazed a different path. He shunned formal advanced schooling and pursued radio. A brief stint in professional baseball helped him grow and continue, following his heart all the way. That tenacity helped sustain him through personal and health challenges over the years. 

Once identifying his first love – radio – he mostly stuck to it. Brief stints with television, from the bright-ties on weekend talk to a short-lived sports gig never made him lose focus with radio. 

Rush learned to nourish his “talent on loan from God.” In this way he balanced the necessary media ego with the acknowledgement of where the talent truly came from, and to who it ultimately belonged. He was simply a steward of the gifts.

Limbaugh was never afraid to challenge someone who “got all up in his chili.” He was a serious and thoughtful broadcast professional, and not one to waste time with the “phony-baloney, plastic banana, good-time rock n rollers.” A solid lesson, sure. But not the big one, from a broadcast perspective.

He idolized “Ronaldus Magnus.” He distrusted the “wizards of smart.” He promoted Rush Revere and Liberty, while sipping Two If By Tea. He stood with Betsy Ross against the modern detractors of America, and he took major career risks each and every “Open Line Friday.” 

Yet, these still were not the big lesson Rush Limbaugh imparted on aspiring broadcasters.

That major lesson, the one that helped him grow a career to lengths never before seen, was simple.

The big lesson is this – He built an unbreakable bond with his listeners.

Rush knew his audience. He thought like them, and he spoke like them. He said what they thought, with words they themselves often could not come up with.

This was the biggest lesson for aspiring broadcast professionals. If you listened every day, you could sense its significance. Rush was honest. He was authentic. As he said many times, he had nothing to gain by misleading his listeners. One failure in this regard would have been catastrophic and career-crushing. He delivered not what his audience wanted to hear, but what his heart and mind authentically believed. 

For example, at noon Eastern time the day after the 2012 presidential election, Rush got straight to the point. “It is nearly impossible to beat Santa Claus,” he said that day, referring to the challenge of unseating a president intent on spreading the wealth of hard-working citizens around.

When you listened to Rush Limbaugh, you felt as though he was speaking directly to you. Not to a crowd or a group, but to you. The connection was natural – a friend talking to a friend, complete with the emotion and fact. When he was frustrated, you knew it. When he felt good, you instinctively did too.

Rush was real. He was original, as all unique humans are. For broadcast professionals, this genuine approach is the key to long-term success. Authenticity attracts the audience – your bona fide broadcast tribe. 

Watch and listen to the really great ones throughout history or in today’s media landscape. Whether in news, sports, finance or entertainment, the most successful broadcasters are the ones who know who they are and effectively share that vision with the audience. This built his incredibly attractive brand, lassoing the masses by their own volition.

Rush Limbaugh was authentic. He connected because he was the real deal. 

This is a lesson for aspiring broadcasters across the fruited plain, who dream of success and dare to achieve it.

Anatomy of an Analyst: Chris Webber

Andy Masur
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He’s most famously known for being a part of the Michigan “Fab Five” teams of the early 1990’s. Chris Webber, Jalen Rose, Juwan Howard, Ray Jackson and Jimmy King all became Wolverines at the same time. The group went to 2 NCAA Finals, but lost both times. Webber took a lot of heat for the second of those losses. Facing North Carolina and down 2, he attempted to call a timeout, while the Wolverines had none, a technical foul was called and the Tarheels went on to the win. Webber would declare for the NBA Draft the next season.

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Webber grew up in Detroit. He played High School basketball at Detroit Country Day School and was the most recruited Michigan high school player since Magic Johnson. Webber led his school to 3 state championships, averaging nearly 30 points a game along with 13 rebounds. Then of course he went to Michigan for two years and was taken by the Orlando Magic with the first pick of the 2008 NBA Draft, he was immediately dealt to Golden State for Penny Hardaway and three future 1st round picks. He would later play for the Wizards, Kings, 76ers, Pistons and then back to Golden State where he would retire. Webber scored just over 17-thousand points and had over 8-thousand rebounds. He was a 5-time all-star. 

THE ROAD TO TNT/NBA ANALYST LIFE

After a 15-year NBA career, Webber began his new career, when he joined the Inside the NBA crew in 2008. Webber had an initiation ceremony upon joining the show. The established crew asked him a series of questions, including, “In college basketball how many timeouts do you get in a game?”. Webber responded, “I still don’t know the answer!”. With that he embarked on his broadcasting career that has seen him in the studio and courtside at games as an analyst for the NBA and the NCAA Tournament. 

Webber along with Reggie Miller are the main color commentators, working Thursday night games on the network. In 2015, he added NCAA basketball analysis to his resume, when Turner Sports became involved with CBS in the telecast of March Madness. 

WHY IS HE GOOD?

Webber, from all the games I’ve seen him do, is pretty smooth on the microphone. He articulates a point within the flow of a game and seems to work well with whomever he’s paired. I enjoy his candor when it comes to carefully calling out NBA players from time to time. He never makes it a personal attack; it’s about what a player may be doing within the framework of a game. I think he understands that because of course he played in the league. For example, he and Marv Albert were doing a game between the Rockets and Clippers just before the pandemic shut down in March of 2020. Houston frustrated Webber with its shot selection. 

“That’s the frustration with this Rockets team, you’ve got a step back three by House Jr, who should not be taking that shot, then on the other end you get a 3, that’s a six-point swing. Just because someone on paper says to take it, you need to understand your shooting percentage and how much realistically you can make it.”, said Webber. 

Makes sense to me and judging from the comments accrued on the YouTube page I watched the play on, Rockets fans agreed with the assessment. It seemed like Webber was channeling the frustration of a team’s fan base, articulating the point and having them all agree to an extent in this particular case. Some former players turned analyst are not as outright with their criticisms for fear of blowback. Webber straddles the line and doesn’t really cross it, especially in this instance. 

Webber seems to be a polarizing figure though overall. While some really enjoy his work, there are those that are not as enamored shall we say. It seems people have strong feelings, both ways, for the work he does on TNT. So much so there is an online petition started by a basketball fan “to ban Chris Webber from all TNT broadcasts moving forward.” The comments I read on the page range from “he has a total lack of care in regards to the fan experience…he is constantly off target in his analysis…” to the less thought out “Chris Webber sucks. That’s all”.

As we’ve mentioned in this column before, not everyone is going to be a fan of your work. This is not surprising at all. If you really look at it though, are they watching? They are compelled to react to what he’s saying, right? To me that makes him effective. Webber is stoking emotion in these fans and creating conversations. 

Image result for chris webber tnt

WHY HE’D BE FUN TO WORK WITH

To me it’s his sense of humor. Webber seems like he’s having a great time and isn’t afraid to poke a little fun at himself. Take this back and forth between Webber and Albert during Game 5 of the Eastern Conference Semifinals in 2015, between the Bulls and Cavaliers. In Game 4, Cleveland head coach David Blatt tried to call a time out, without any left, luckily an assistant coach stopped him and the refs didn’t see it. TNT flashed back with Albert describing the actions and what the consequences might have been. 

“Marv, I was going to interrupt you, I hope you aren’t explaining what happens when you call a time out to me, was that for everybody else?”, asked Webber.  “Yes, for everybody else.”, said Ablert. Then Marv asked the obvious question, “What went through your mind when you saw David Blatt call for the time out when he was out of time outs?”  Webber responded, “I wish had time to undo my wrong for my team 20 years ago. That’s exactly what went through my mind.” Later TNT showed a graphic with the rule about calling a TO without one, to which Webber deadpanned, “I don’t need to see it.”. 

That is a dynamite exchange. A sense of humor must run in the Webber family. Did you know his dad Mayce Sr. has a license plate that reads “TIMEOUT”, referring to his son’s famous miscue in the 1993 NCAA Finals. Great stuff. 

SOCIALLY AWARE

It’s not always fun and games though. Webber isn’t just a former basketball player and current television analyst. He’s a man in tune with the social issues facing not just the NBA but the country and world.

Webber was front and center on the night the NBA players staged a walk off, August 26, 2020, to protest the shooting of an African-American man Jacob Blake, in Kenosha, Wisconsin. The Milwaukee Bucks refused to take the court for a playoff game against the Magic in the Orlando bubble to protest the incident. The walkoff forced the postponement of all NBA games that night. The WNBA postponed 3 scheduled games that night and 3 MLB games were also called off. 

With no games to call, TNT used the airtime to discuss the civil unrest and shooting of Blake. Kenny Smith walked off the set in solidarity. Ernie Johnson, Shaquille O’Neal and Charles Barkley remained to further talk about what it all meant. Webber was in Orlando, getting ready to call a game, so they brought him into the show to get his thoughts. Webber was visibly shaken and was choking back tears. But he managed to make some very powerful statements. 

“I have a godson who has autism,” Webber said. “I just had to explain to him why we aren’t playing. I have young nephews who I’ve had to talk to about death before they’ve ever seen it in the movies. If not now, when? If not during the pandemic and countless lives being lost? If not now, when?”

“I keep hearing the question ‘What’s next?, What’s next?’. Well, you gotta plan what’s next. You have to figure out what’s next,” Webber continued. “Very proud of the players. I don’t know the next steps. Don’t really care what the next steps are, because the first steps are to garner attention, and they have everybody’s attention around the world right now. Then leadership and others will get together and decide the next steps.”

“Don’t listen to these people telling you don’t do anything because it’s not going to end right away,” Webber said. “You are starting something for the next generation and the next generation to take over.”

Pretty powerful stuff. 

CONCLUSION

Webber has the “it” factor when it comes to being an analyst. Knowledge of the game, personality and the ability to articulate what he sees in a concise manner. He works well with those that he’s paired with and you can tell they enjoy working with him. If all else fails for Webber, he could rely solely on his sense of humor. Don’t ever lose that Chris!  

How Do We Sell Local Podcasts?

Jeff Caves
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How Do We Sell Local Podcasts?

The BSM Top 20 Original Sports Podcasts were just awarded last week. Jason Barrett pointed out that it was the most competitive category of all the Top 20 lists due to so much product. 

I know, podcasts are like assholes, it seems like we all have one. Check out mine (podcast that is) at Kingdom of POD- Boise State Football. 

Image result for kingdom of pod boise state football

So, with all those choices, there must be great advertising opportunities, right? Well, that depends on who you are, I guess. Barstool, ESPN, The Ringer, Fox, NBC, etc have the BSM Top 20 locked down. And, massive sales staffs that know what to do and can package and bundle several different pods to advertisers. 

So, what about the rest of us selling the Kingdom of POD, a recycled on-air show or a local pod? How do we sell that? Depends on who you ask. I asked a local seller here in Dallas how they did it. This account executive has tons of radio selling experience, works for one of the large groups in radio and is now very active in selling a national podcast to Dallas area advertisers.

My podcast by the way is on the Bleav Podcast Network and is sold into by the Bleav sales team. I can sell local advertisers but more on that later. The Dallas AE has had success selling doctors and professionals into more national type pods. Clients like the association, believe in the targeting, and probably listen themselves. 

Don’t most of our best sports radio clients listen to our stations? 

The Dallas AE touts the brand loyalty aspect of the listener. The pod listener is not only loyal to the talent but to the advertiser as well. The listener knows without the advertiser their favorite pod probably wouldn’t exist and they want to show support. 

A few larger clients buy both radio and podcasts to cast a wide and in-depth net. The deep audience loyalty is great for repeat sales and generating word of mouth advertising. The AE pointed out that the Male targeted sports/news pods were some of the most popular platforms they offer because the higher income Millennial Males 28-36 are the largest listening audience of pods and bring the AE success. That should be enough to get us all on our keyboards and start touting pods via email to our advertisers.

I think the local pod is best served as part of a package buy. Bundle it in with on air, some digital and make sure you sell it to a real P-1 of the station and preferably a fan of the podcast hosts. 

Sports Radio sellers have a tremendous advantage here. So many of the podcast selling benefits match up with how we sell sports radio. Sell an on-air schedule for the 35-54 Male and pair it with a pod for the 28-36 Male. Now, that’s a combo!

Image result for radio and podcasts

It’s a great answer to the younger buyer who insists “all they listen to is pods” but can acknowledge there are a tremendous number of Males 35-54 who still listen to car radios. I personally have had a tougher time selling the Kingdom of Pod locally as a stand-alone pod because it doesn’t have an on-air piece attached. So, take advantage of those re-purposed pods, sell some streaming with that on air package and get busy! 

Get Ready To ‘Meet The Market Managers’

Jason Barrett
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Get Ready To ‘Meet The Market Managers’

Since 2016, one of the highlights each year on this website has been our BSM Top 20. This year was no exception. The seven day series is our largest traffic driver of the year because it shines the light on 240 sports radio brands, personalities, program directors and podcasts who are making an impact in the sports audio business. Helping the credibility for the series is the fact that the results are determined by industry programmers and executives.

But after the Top 20 series ends, I like to step back and evaluate what we did well, and where we can improve. I appreciate that so many pay attention to the series, but I know this business is big and there are many others who contribute to the success of a radio station or talk show. It’s why we’ve created other content over the years such as The Producers Podcast, 5 Podcasts in 5 Days, Managing The Crisis, and have had imaging and voice talents like Justin Dove and Mark Rider write guest columns. If we can help industry pros learn how to do one or two things better, it makes the work we’re doing even more meaningful.

One position though that hasn’t received much attention over the years has been the Market Manager. These are the leaders of America’s best radio groups and without their guidance, knowledge, and support for the programmer and on-air staff, the sports stations you enjoy listening to most could be drastically different. These professionals are expected to manage multiple brands inside of a cluster, and be skilled in programming, sales, promotions, digital, research, engineering, etc.. Others in a building may take credit or blame for a station’s results, but corporate groups expect the Market Manager to be accountable for ratings and revenue, while simultaneously growing and/or maintaining a brand’s relevance, reputation, and relationships.

Understanding how pivotal this position is to each market’s success, and recognizing how many involved in the content space don’t know the stories behind the men and women in these roles or how they’ve created impact in their respective markets, I wanted to develop a series which would shine the light on our industry’s top leaders. There are so many questions to be answered as we try to move our industry forward while battling stiffer competition, changes in technology, and difficulties created by Covid-19, and who better to ask than those tasked with navigating our brands thru a sea of uncertainty.

I’m pleased to announce that starting tomorrow on the BSM website, we will kick off a 15-week series titled ‘Meet The Market Managers‘. Demetri Ravanos and I will write the series, and we’re excited to chat with and feature many of the industry’s best. Our first feature will be on Good Karma Brands VP and Partner, and the man charged with guiding ESPN Cleveland 850 WKNR, Sam Pines. Details on other market managers we’ll be featuring in the series will be made available prior to each Wednesday’s release.

I want to take a moment to thank and recognize Tim Bronsil and the team at Point to Point Marketing. When I mentioned the idea of creating this series to highlight Market Managers and treat our readers to their insights on the industry, Point To Point didn’t hesitate to support it. Already an established force in audience development marketing working with the majority of radio operators, Point to Point has been a friend to many of our industry’s best brands and leaders, and they were the perfect partner for this project. If your station is looking for ways to create robust audience growth and long-term retention, I encourage you to check them out by clicking here.

We have a preliminary schedule set for the 15-week series, but if there’s someone in the industry who you think is exceptional as a market manager, and is worthy of being featured, please email JBarrett@sportsradiopd.com. We hope you enjoy learning a little bit about the industry’s top market managers and welcome your feedback along the way.

Positivity, Preparation and Perseverance Are Essential For Chuck Swirsky

Andy Masur
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Positivity rules the roost when you talk about Bulls radio play-by-play man Chuck Swirsky. He manages to keep himself energized and real in a business that sometimes forces people into just the opposite frame of mind. “The Swirsk” as he was nicknamed in 1981 has been at it for a little over 40 years and has loved every minute of it. Making his mark in Chicago, Swirsky then moved to Detroit, followed by a trip to Toronto and then, eventually back to where it all started. 

Image result for chuck swirsky

Swirsky has done radio, TV and even some PA announcing along the way. He’s been the voice of the Raptors, Michigan basketball, DePaul basketball and now the Bulls. He’s even filled in on White Sox television broadcasts. Swirsky has come a long way since making his debut on Chicago airwaves back in 1979, when he hosted a nightly sports show on WCFL (AM 1000), which wasn’t all that common place at the time. He was able to build a rapport with the rabid Chicago fan base. 

During this interesting NBA season, Swirsky has been busy, though not traveling as has been the case with many sports this pandemic. Swirsky was kind enough to spend a few minutes with me this week. We touched on a number of different subjects. 

Andy Masur: What has this been like doing basketball games during a pandemic?

Chuck Swirsky: Broadcasting a basketball game during a pandemic is like no other experience I have ever encountered.  The raw emotion of the crowd is missed. The vibe isn’t there.  I give our game operations staff major praise for creating and organically infusing energy at the United Center, but the fans truly make the sport. Other than viewing Zoom conversations, I have no one-on-one contact with front office, coaching staff members or players.  We rely so much on relationships to drive the narrative and by nature I’m a people person; without acquiring nuggets of information the broadcast suffers. 

Having said all this, I will never ever complain about the challenges I encounter. It’s an honor and privilege broadcasting NBA basketball. I have never taken one game for granted.  In fact, I’ve grown, and in selected areas, I have become a better communicator. 

AM: Prep evolves over time as well, is it easier to prep with technology that we have today or is it tougher with more info available?

CS: There are outstanding services that prepare intel/info sheets for broadcasters to use on game nights. I don’t subscribe to any of them. I’ve never paid one cent for info. I am totally old school. I do hours upon hours of prep work. I watch the Bulls opponent’s previous three games. Prior to COVID, I spend hours of time with players, coaches, front office staff to create a base of information, and trust.  

The Internet is wonderful. NBA League Pass is incredible. No question, I’m a better communicator to our audience because of increased technology. Yes, there is an overload of information but I’ll gladly take that instead of the other option. But I will remind broadcasters that you still have to stay focused and locked in. Never allow someone else to do your work.

AM: After being in the business as long as you have, how have you been able to maintain the energy night in and night out?

CS: I still maintain the same enthusiasm and energy I had 40 years ago. That’s the truth. I love my job and love people. I’m not jaded. I try and maintain a balanced diet, although if you ask my wife, Ann, she will quickly tell you I love desserts and gummy bears. I plead guilty on both counts, but I do get workouts in. I want to continue broadcasting Bulls ball until the day they tell me to take my Spalding and go home. 

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AM: If you think about it, your career has come full circle. You started in Chicago and you’re back after a few stops in between. You had one of the first sports talk shows in town on the former WCFL (now ESPN 1000), what was that like during the late 70’s?

CS: In August of 1979, I hosted the city’s first nightly sports talk show. It aired 7-11 PM. WCFL Radio was purchased by the Mutual Broadcasting System and we called ourselves “Mutual CFL.” We were the lowest rated 50-thousand watts station in American broadcast history. We had blank pages for logs. Zero commercial inventory. Any PSA content our traffic department received we immediately played on the air that night. But being 25 at the time, I was energized and thrilled to be in Chicago.

In fact, I actually took a pay cut to accept the job at Mutual CFL. I had been hosting a sports talk show on WBNS in Columbus. Because we were the only nightly sports talk show on the air in Chicago a number of players, coaches and front office executives listened and shared information with me; some for release on the air, some just private intel. Either way, I was able to establish a trust factor with those in the know and I was extremely fortunate.

AM: Do you consider yourself a pioneer in that genre? 

CS: Do I consider myself a pioneer in that genre? Andy, I’ll say this, I consider myself very, very fortunate that Mutual CFL gave me the chance to walk in the door, sit in a chair Monday to Friday and talk sports. At first, I was way over my head. I was intimidated and overwhelmed, but my boss, the late Orrin McDaniels, kept encouraging me and it paid off. I received a huge boost from the most influential radio-television critic in the country, Gary Deeb of the Tribune and Sun Times, who wrote a number of positive articles about me (and trust me, everyone in the industry read Gary Deeb). His endorsement of my work helped solidify my standing in Chicago.

My take on sports talk radio is this: I bring knowledge, the ability to listen, passion and communication with the ability of offering strong opinions without crossing the line of a personal code of morals and ethics.

AM: Off the air, your Twitter account (@ctsbulls) is filled with uplifting messages daily. Are these things that just come to you or were they things your mentors told you? Where do they come from?

CS: This is something I initiated a few years ago. There is too much negativity in the world. Social media is full of land mines, full of hatred, jealousy and envy where people can hide their names behind a cloak of secrecy all while destroying someone’s character. I decided enough is enough. I am a positive person.

Life is not a straight line. We have ups and downs. Joys and hardships. I’ve been rejected many times in the radio-tv business. It’s not a good feeling and it hurts. I am sensitive, at times too sensitive. But we must keep persevering. I want to be an encourager, a listener, a support system to those who need direction and guidance.

I am not a clinical professional therapist. I’m just a flawed man trying to be better today than yesterday. I was blessed to grow up in a loving home. My parents were the best. My father was a decorated United States Naval officer who passed away suddenly when I was in the sixth grade. I learned so much from him even as a kid. His work ethic was off the charts and he was a perfectionist and demanded the same from me. My Mom was a school teacher and was the most selfless human being I have ever encountered. Both of my parents died young and I dedicated myself to honoring their memory through being kind, considerate, compassionate, empathetic, sincere and well mannered.

I had great mentors ranging from Vince Bagli (WBAL-TV Baltimore), Ernie Harwell (Tigers broadcaster), Joe Tait (Cleveland Cavaliers/Indians), and Pete Gross (Seattle Seahawks). I want to encourage, inspire, and lift others up, not only in our industry, but life in general. 

AM: Last one for you, I have to know, where did your Bulls victory dance come from and how did it start?

CS: The Bulls victory dance came out of the blue. Following a Bulls win I was dancing and our engineer Rich Wyatt taped it and posted the video…the next thing I knew, thousands were watching it, and it went viral. Life is short and I want to have fun. I love the Bulls and love my job, so I decided to do a brief victory dance after every Bulls win which we post after the game. I need to learn more dance moves. If you don’t believe me just ask my wife!  

Luckily for Swirsky he’s had the opportunity to “dance” a lot this season with the Bulls winning some games. His moves are also available on his Twitter account for you to check out. Swirsky is a great follow. 

Swirsky is an accomplished broadcaster, having been inducted into the Chicagoland Sports Hall of Fame in 2016. In May 2018 he was elected to the Illinois Basketball Coaches Association Hall of Fame and to the WGN Radio Walk of Fame. 

Use Tom Brady’s Mental Toughness Tricks To Become A Better Seller

Jeff Caves
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There are many lessons to be learned from Tom Brady about nutrition, self-belief, poise, and leadership. But one of the best traits I think he possesses is mental toughness.

And we can all use a checkup from the neck up in that department about now. How mentally tough are you? If you haven’t stuck with the plan you established for yourself on January 1 to make more money, use these pointers as motivation to get back on track. Finding new business, renewing old business, or upselling current clients are the same as exercising, eliminating alcohol and sweets. It’s never too late and never look back. 

JUST DO IT.

The book, TB12 Method: How to Achieve a Lifetime of Sustained Peak Performance contains four of Brady’s tricks for staying mentally tough. Brady writes, “the right mindset and attitude give us opportunities to do the best we can and realize the potential that’s in every one of us.” So lets max out our potential and get to work on improving our sports radio performance.

1)BE BRUTALLY HONEST WITH YOURSELF

Ask yourself your strengths and weaknesses in selling radio. Are you a good closer? Do you need help finding new clients to call on? Is your referral game up to par? How are you at digital terms and strategies? Figure it out and attack it.

Brady doesn’t dwell on his weaknesses instead he targets his deficiencies. One of the first things he said after the Super Bowl was that he wanted to work on his speed this offseason. If a 43-year-old QB can ‘work’ on his speed can’t we all improve our cold calling skills?  Take Brady’s ‘will-over-skill’ mindset and practice, read and discuss with others what you want to improve and you will be amazed at how the results will follow.

Go back and remember what it was like when you first started selling and you wanted to be like the #1 biller. You had excitement, purpose and an openness to learn. You can recapture that enthusiasm. Apply that mindset to improving your deficiencies and let the good times roll.   

2) TREAT PRACTICE LIKE A GAME

Brady uses practice to gain the respect of coaches and teammates. He believes that “if I don’t there’s no way the coaches will let me play”. Start participating in sales meetings. Get together with other reps to role play new proposals. Volunteer for bigger learning projects with your sales manager and offer to share with the group what you learned.

Maybe other reps will want to do more team selling with you or managers will feel more confident giving you some larger accounts or agencies because they have confidence in your ability. Be in competition with yourself to grow and learn. 

3) GIVE YOUR BRAIN A WORKOUT

“If you want to perform at the highest level, you have to prepare at the highest level mentally,” Brady said in the new Facebook Watch documentary Tom vs. Time. Brady asks, “does it matter what you eat if your mindset is negative or angry or if you have poor self-esteem?” You are what you think!

Get some index cards and write down digital or social media measurement terms on one side with definitions on the back, or positive affirmations that you repeat. Review them alone or practice with your wife and kids. Also, create a regular sleep routine. If it works for you, rinse and repeat.

I am an early riser, so I need to be in bed earlier than most. Just aim to be awake for 15-16 hours day and realize that anything over that and you should be asleep. Who cares if you wake up at 8 am if you stay up till midnight? I wake up at 5 am daily and fall asleep by 9 pm often. I maintain that if you are as productive from 9 pm to midnight as others are from 5 am to 8 am, then go for it. I just think attacking important exercise or work projects when you are fresh from 8 hours of sleep is a lot easier than doing it after you have already been awake for 12 hours.

If you are a night owl, examine what you are doing and if it helps you meet your goals.  Brady has his brain trained to expect morning workouts and work projects. It suits him. Brady uses cognitive training or neural priming. You may want to study that more. 

4) USE FAILURE TO AUGMENT YOUR EFFORT

Brady says the amount of effort he puts into a game matters more than the outcome. He says if he doesn’t play his best, he reminds himself he should play better and work harder. We can learn from our sales mistakes and try to not repeat them. Sometimes its paperwork issues or sloppy proposal writing. These are correctable mistakes. The key is to learn from those mistakes and move on.

“I found that challenges bring out the best in me, today I think back on them as gifts. I fought hard to get to where I am today, which means I know what it means to fight hard,” Brady said. “When you’re in a Super Bowl game and your team is three touchdowns down and the clock is running, mental toughness is what makes the difference at the end.”

Image result for tom brady bucs super bowl

With the pandemic raging on and our billing in decline maybe we need more mental toughness to end up winning the game of 2021. 

Barrett Sports Media’s Top 20 Original Sports Podcasts of 2020

Jason Barrett
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Barrett Sports Media’s Top 20 Original Sports Podcasts of 2020

After six days of BSM Top 20 madness, we’ve finally reached the finish line. To close out the series, we shift our focus today to the Top 20 Original Sports Podcasts of 2020. This is the most competitive category of all of our lists due to the sheer volume of content available. Given how this area of the audio business has exploded in recent years, it’s likely we’ll be giving even more attention to this space in the future.

If you read any of the prior lists, then you’re aware that Steve Stone Voiceovers was our sponsor for this year’s BSM Top 20 series. Feel free to shout him out on social media to say thank you, and if your station has a need for voice work in the future, Steve’s excellent to work with. I’ve also shared with you that my son Dylan Barrett handled all of the creative for this year’s Top 20 series. Being able to teach him how this process works and watch him apply himself was very cool. It’ll help him in the future as he dives into college and decides which professional path to take in life. Hopefully you guys like the way this year’s layout turned out.

For today’s final category, Original Sports Podcasts, here are a few things to know about the voting.

#1 – These results are based solely on taste. There was no deep dive into total downloads, which shows retained audience longest, or who produced the most revenue. It was simply about talent, content, brand, relevance, success, and originality. Radio programmers and executives have their ear on radio programs daily. If they’re making time to listen to a podcast given everything else they have on their plate, it means the host/show has done something to cut thru. As I’ve said before, this isn’t a perfect science, but it’s the best system we can think of to showcase the best in sports audio.

#2 – Our executive panel consists of program directors and corporate executives from a number of top broadcasting companies including Entercom, iHeart, Cumulus, ESPN Radio, FOX Sports Radio, SiriusXM, Spotify, Hubbard, Good Karma Brands, Emmis, and independently owned and operated radio stations. We involve a large number of groups in order to receive feedback from all parts of the country, as well as to avoid the results heavily favoring one company. BSM President Jason Barrett does not vote, he simply presents the results.

#3 – A total of 110 original podcasts were eligible for voting consideration. Executives also had the opportunity (if they wished) to add other titles to the list.

And that brings us to the rankings for this year’s Original Sports Podcasts of 2020. After taking the crown in 2018, and relinquishing it last year, Barstool Sports’ ‘Pardon My Take‘ featuring Dan ‘Big Cat’ Katz and PFT Commenter are once again the kings of digital sports audio. PMT won the category this year in convincing fashion, earning the most first place votes with fourteen (14), and holding a commanding ninety nine (99) point lead over runner up ESPN Podcasts ’30 For 30′. BSM congratulates Big Cat, PFT, Erika Nardini, Dave Portnoy and the entire Barstool Sports crew on being chosen as the best original sports podcast of 2020.

Now, here are the full results of “BSM’s Top 20 Original Sports Podcasts of 2020!”

Additional Notes:

  • Pardon My Take received fourteen (14) first place votes, 30 for 30 was next closest with five (5).
  • Spots 21-25 belonged to Mina Kimes Show, Token CEO, Spittin’ Chiclets, Talk Is Jericho and Men In Blazers.
  • The tightest races involved Peter King, All The Smoke and Stupodity narrowly beating ESPN Daily, The Right Time w/ Bomani Jones and Wins & Losses w/ Clay Travis by one (1) point.
  • Of the 110 original sports podcasts eligible for voting consideration, seventeen (17) earned at least one (1) 1st place vote.

Barrett Sports Media’s Top 20 Major Market Sports Radio Stations of 2020

Jason Barrett
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0
Barrett Sports Media’s Top 20 Major Market Sports Radio Stations of 2020

When I started the BSM Top 20 five years ago, the idea was to end it on the Monday following the Super Bowl, essentially putting a bow on the year, just like the NFL does. The explosion though of podcasting forced us to create an extra category, so we save the final two days now for the top sports radio stations, and original podcasts.

If you read any of the prior lists, then you’ve heard me praise Steve Stone Voiceovers for sponsoring this year’s series. An independent platform like ours can’t deliver the surplus of content that we do without support, and thankfully folks like Steve step up to make cool things like the BSM Top 20 possible. I also want to acknowledge my son Dylan Barrett, who handled all of the creative for this year’s Top 20 series. He dug thru hundreds, if not thousands of images, editing them in Photoshop to put together the creative layouts that you’re either sharing on social media or hanging inside your office or studio. Putting together 240 graphics each year isn’t easy, but he dove in and did a great job on it.

For today’s category, Major Market Sports Radio Stations, here are a few things to remember about the voting.

#1 – These results are based on 2020’s performance. 2021 changes have no impact on the voting. It doesn’t matter if a station added a superstar show in January or crushed it during the first month in the ratings. The sole focus is on what was produced in 2020.

#2 – Our executive panel consists of program directors and corporate executives from a number of top broadcasting companies including Entercom, iHeart, Cumulus, ESPN Radio, FOX Sports Radio, SiriusXM, Spotify, Hubbard, Good Karma Brands, Emmis, and independently owned and operated radio stations. We involve a large number of groups in order to receive feedback from all parts of the country, as well as to avoid the results heavily favoring one company. BSM President Jason Barrett does not vote, he simply presents the results.

#3 – A total of 36 sports stations were eligible for voting consideration in the Major Market Sports Radio Stations category.

#4 – Our executive panel picked the Top 20 sports stations by taking into account ratings success, strength of lineup/talent, creative ideas, multi-platform excellence, local market impact, and brand relevance and respect. It’s important to remember that our voters live in different cities, have different tastes, and work for different companies, so certain things may be given more or less merit depending on who’s casting a vote. This isn’t a perfect science, but it’s the best system we can think of to showcase sports radio’s best.

And that brings us to the rankings for this year’s Major Market Sports Radio Stations of 2020. The best in the nation according to our executive panel is none other than 98.5 The Sports Hub in Boston. This marks the third straight year, and fourth time in five years that the Boston sports radio station has been voted #1 in this category. BSM congratulates Mary Menna, Rick Radzik, and the entire programming team on being recognized as the top brand once again, as well as all of the other stations who earned a spot on this year’s list.

Now, here are the full results of “BSM’s Top 20 Major Market Sports Radio Stations of 2020!”

Additional Notes:

  • 98.5 The Sports Hub earned the most 1st place votes with nine (9), Sports Radio WIP was second with four (4).
  • Spots 21-25 belonged to WDAE, Sports Radio 950 KJR, AM 570 LA Sports, XTRA Sports 1360 and Altitude Sports Radio 92.5.
  • The tightest races saw 106.7 The Fan slip by KFAN by one (1) point, and 92.9 The Game hold off WDAE by two (2) points.
  • Of the 36 sports stations eligible for voting consideration, twelve (12) received at least one (1) 1st place vote.

Here is the remaining schedule for the BSM Top 20 of 2020.

  • Tuesday February 9 = The 2020 Top 20 Original Sports Podcasts

Barrett Sports Media’s Top 20 Mid Market Sports Radio Stations of 2020

Jason Barrett
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0
Barrett Sports Media’s Top 20 Mid Market Sports Radio Stations of 2020

When I started the BSM Top 20 five years ago, the idea was to end it on the Monday following the Super Bowl, essentially putting a bow on the year, just like the NFL does. The explosion of podcasting though forced us to create an extra category, so we now save the final two days for the top sports radio stations, and original podcasts.

If you read any of the prior lists, then you’ve heard me praise Steve Stone Voiceovers for sponsoring this year’s series. An independent platform like ours can’t deliver the surplus of content that we do without support, and thankfully folks like Steve step up to make cool things like the BSM Top 20 possible. I also want to acknowledge my son Dylan Barrett, who handled all of the creative for this year’s Top 20 series. He dug thru hundreds, if not thousands of images, editing them in Photoshop to put together the creative layouts that you’re either sharing on social media or hanging inside your office or studio. Putting together 240 graphics each year isn’t easy, but he dove in and did a great job on it.

For today’s category, Mid Market Sports Radio Stations, here are a few things to remember about the voting.

#1 – These results are based on 2020’s performance. 2021 changes have no impact on the voting. It doesn’t matter if a station added a superstar show in January or crushed it during the first month in the ratings. The sole focus is on what was produced in 2020.

#2 – Our executive panel consists of program directors and corporate executives from a number of top broadcasting companies including Entercom, iHeart, Cumulus, ESPN Radio, FOX Sports Radio, SiriusXM, Spotify, Hubbard, Good Karma Brands, Emmis, and independently owned and operated radio stations. We involve a large number of groups in order to receive feedback from all parts of the country, as well as to avoid the results heavily favoring one company. BSM President Jason Barrett does not vote, he simply presents the results.

#3 – A total of 50 sports stations were eligible for voting consideration in the Mid Market Sports Radio Stations category.

#4 – Our executive panel picked the Top 20 sports stations by taking into account ratings success, strength of lineup/talent, creative ideas, multi-platform excellence, local market impact, and brand relevance and respect. It’s important to remember that our voters live in different cities, have different tastes, and work for different companies, so certain things may be given more or less merit depending on who’s casting a vote. This isn’t a perfect science, but it’s the best system we can think of to showcase sports radio’s best.

And that brings us to the rankings for this year’s Mid Market Sports Radio Stations of 2020. The top honor for this year goes to 93.7 The Fan in Pittsburgh. This is the station’s second time in a row winning the award, and represents The Fan’s third category win in this year’s Top 20. BSM congratulates Michael Spacciapolli, Jim Graci, and the entire programming team on earning the top spot, as well as all of the other stations who were featured on this year’s list.

Now, here are the full results of “BSM’s Top 20 Mid Market Sports Radio Stations of 2020!”

Additional Notes:

  • 93.7 The Fan scored the most 1st place votes with five (5), WJOX was second with four (4).
  • Spots 21-25 belonged to KXNO, 102.5 The Game, Sports Radio WNML, 104.5 ESPN and 1620 The Zone.
  • The tightest races saw 104.5 The Zone edge WFNZ by one (1) point, and 610 Sports slip by 98.1 The Sports Animal by three (3) points.
  • Of the 49 sports stations eligible for voting consideration, eight (8) received at least one (1) 1st place vote.

Here is the remaining schedule for the BSM Top 20 of 2020.

  • Tuesday February 9 = The 2020 Top 20 Original Sports Podcasts
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