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If You Invite Them In, They Just Might Stay Awhile

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When was the last time you truly showed your appreciation to your audience? I’m not talking about fielding a phone call, responding to a tweet, or saying hello and posing for a photo at a remote. I’m talking about taking the time to make a personal connection, listening to what your listeners had to say, and making sure they know how valuable they are to you.

ken

I read a few stories this past December about a broadcaster in Washington DC named Ken Beatrice. He had just passed away at the age of 72 and a few notable personalities were remembering him and what made him special. I had never heard him on the air but what I read about him instantly made me a fan.

In one article, Beatrice was quoted as saying “I don’t have a show without callers, and I treat each one just as if I’d invited them into my house as my guests — really, they are my guests.”

Truth be told, quotes like that often sound great but aren’t always backed up. But then I read something that Kevin Sheehan shared which simply blew me away. He said “As a kid listening to him, if you called in and you were on hold when the show ended, he would actually call you at your house when the show was over. You’re sitting at the house after the show and the phone rings and it’s Ken Beatrice on the line saying, ‘Hey, Kev! Sorry you didn’t get on, but I just wanted to call.’ And he would sit there and talk to you forever.”

Beatrice was known for his deep sports knowledge and kindness to child callers and he’d give out his office phone number on the air and field additional phone calls after his show. Some may think that’s crazy but you can also say it’s pure genius. If a personality is willing to invest their time to form a deeper bond with the audience, they’re going to be rewarded for it. And when Ken Beatrice passed, the tributes that were presented in print, radio and television proved that his approach made an impact.

DPSVP

Scott Van Pelt of ESPN was one of those people who remembered him fondly. He told the Washington Post “He called my house. I didn’t make it on the show, but he called me up. And it was the craziest thing. You picked up the phone and there’s this incredibly distinctive voice on the other end, and you just can’t believe that he would do that. He was a giant.”

When people can vividly recall the influence a person had on them 20-30 years later, that speaks volumes about the connection that’s been formed. You may not always agree with the opinion of a host on the air, but few listeners tune out a broadcaster who does everything possible to connect with the audience and show them they’re appreciated.

I thought back to the past 10 years of operating stations all across the country and the numerous great personalities I’ve had a chance to work with and asked myself “how many broadcasters would actually call back their listeners afterwards?” I could only think of a few who would have gone to such lengths.

And that doesn’t mean they’re wrong for not wanting to do that. Many on-air hosts like to cut the chord when the show is done and save the rest for the following day. There’s nothing wrong with that. But in a world where your success is measured by 20-30 meters in a major market, it pays dividends to have as many relationships as possible. If all it costs you is your time, then it’s worth building listener loyalty after the on-air light goes off.

But when will you have the time? After all, you host a 4-hour show, and have prep work, a commute, side projects and a family to spend time with.

Well, those who succeed in this industry treat it as a career, not a job. It’s what they live for and wake up and go to sleep thinking about. If you want to do it for a long time, and make enough money to feed your family and treat them to a good life, then it pays to put the time in to grow your bond with the audience. Few operators part ways with broadcasters who possess a large loyal following.

Secondly, this is your full time career. You get out of it what you put into it. If you want to work 20-30 hours at your craft, be prepared to be compensated long-term as an individual who invests 20-30 hours per week into it. Most bosses won’t watch the clock to see how much time you put in, but it’s easy to see who’s going the extra mile to make a difference.

The next time you’re complaining about the hours you put in, think about the workload of the professional athletes you’re talking about on your program. In the case of a football player, they easily invest 70-80 hours per week over the span of 6 days (they have off on Tuesday’s during the season) and take a heavy physical beating. The last time I checked, radio hosts don’t get physically assaulted talking into a microphone. The battles they face are mostly mental.

Football players though have to study film, practice, work out, get treatments, and somewhere in between all of it, find time for other commitments such as meeting with the media, helping the team’s marketing projects, getting involved in local community charities and events, and interacting with fans.

J.J. Watt – USA Today Sports

One player in particular who really impresses me with the way he conducts himself on and off the field is Houston Texans Defensive End J.J Watt. He’s a guy many kids look up to, and for good reason, because he sets a great example. It’s one I felt was worthy enough of educating my son about and he’s now a proud owner of a #99 jersey.

I was reading last year about how J.J responded after being given a contract extension which would pay him $100 million dollars. Some players who have been in that situation have let the money and their new found fame change them. But not J.J. After he signed his record-breaking deal, he woke up the next morning at 3:05 a.m. and drove to the Texans facility so he could work out in the Texans’ weight room.

When asked if he was worried that his franchise player would be affected by the big money contract, Texans Owner Bob McNair said “He’s going to do nothing but get better. We normally wouldn’t do this at this stage but we felt that his performance had been so outstanding, his attitude and work ethic so great, and he’s become such a role model for everyone on our team that we felt that he deserves special consideration.”

While his performance on the gridiron is elite and worthy enough of large compensation, it’s the extra effort he gives off the field that makes it easy for the Texans to want to step up to the plate and reward him, even when they don’t have to. Check out this video that Watt filmed with a young fan who was having trouble with kids in his school.

J.J. Watt Credit: Troy Taormina-USA TODAY Sports

Then there’s the sign of respect and admiration that he has for the men in uniform. This goes back to his upbringing and not losing sight of who he was before he became a world famous NFL superstar. When a team’s best player carries himself this way, it’s special. It paints the organization in a classy way and makes it hard to not root for a guy who reaches out to his fans to show them he appreciates their support.

So you’re asking “what does JJ Watt’s good standing in the community have to do with my radio show?” A lot actually.

He works a full time career that is physically demanding and constantly under the microscope. He gets paid a lot of money to do it and deals with pressures that are much larger than anything we face in the radio industry. It’d be easy to direct his entire focus to the football field and ignore the numerous outside requests for his time, but because he’s grounded, and recognizes the importance of connecting with the people who show up to support him each Sunday, the extra effort is made without resistance.

Because J.J Watt accepts being a role model and showing through his actions that he’s more than just an exceptional football player, it’s helped the Texans become more valuable and it’s resulted in Watt’s own brand growing as well. In 2015 he had the top selling jersey among all defensive players, and his star has blossomed in the endorsement arena too, landing opportunities with Verizon Wireless and Papa John’s among others.

Jan 9, 2016; Houston, TX, USA; Houston Texans defensive end J.J. Watt warms up before an AFC Wild Card playoff football game between the Kansas City Chiefs and the Texans at NRG Stadium. Mandatory Credit: Troy Taormina-USA TODAY Sports

The lesson to be learned here is that despite having a job which occupies the majority of his time, J.J Watt makes it a point to connect with his fans and give back. And because he takes that approach, it’s led to bigger paydays and a reputation he and his family can be proud of. Fans may get upset with him if he misses a tackle or fails to sack a quarterback, but they’ll never stop cheering him on because they know he’s a genuine guy who values his supporters.

I’m not going to tell you that you should call your audience after the show like Ken Beatrice did, or follow J.J Watt’s lead and send pizza’s to the local firehouse and police department. Those were decisions each of them made and that’s what makes them unique. The key is to find your own way to form a deeper connection with your audience.

For some, it might be in the form of scheduling a weekly Twitter chat. To others it may mean spending an hour after each remote to have face to face conversations with the audience. One host (Chad Doing) I worked with in San Francisco would give out his personal cell phone number On-Air and on Twitter and welcome his listeners to text or call him about anything on the show. That type of gesture sends a powerful message to the audience. Even if they want to root against you, they can’t help but put down their guard when you invite them in.

Maybe this isn’t something you feel comfortable doing, and if you don’t, that’s fine. Everyone has a different approach and comfort zone. But as I stated earlier, you can’t go wrong when you develop deeper loyalty with your audience, and when that day comes when the ratings aren’t as high, it never hurts to have a legion of supporters in your corner. It could be the difference in continuing this career or having to go find a job.

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Would Local Radio Benefit From Hosting An Annual Upfront?

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How many times have you heard this sentence uttered at conferences or in one of the trades; radio has to do a better job of telling its story. Sounds reasonable enough right? After all, your brands and companies stand a better chance of being more consumed and invested in the more that others know about them.

But what specifically about your brand’s story matters to those listening or spending money on it? Which outlets are you supposed to share that news with to grow your listenership and advertising? And who is telling the story? Is it someone who works for your company and has a motive to advance a professional agenda, or someone who’s independent and may point out a few holes in your strategy, execution, and results?

As professionals working in the media business, we’re supposed to be experts in the field of communications. But are we? We’re good at relaying news when it makes us look good or highlights a competitor coming up short. How do we respond though when the story isn’t told the we want it to? Better yet, how many times do sports/news talk brands relay information that isn’t tied to quarterly ratings, revenue or a new contract being signed? We like to celebrate the numbers that matter to us and our teams, but we don’t spend much time thinking about if those numbers matter to the right groups – the audience and the advertisers.

Having covered the sports and news media business for the past seven years, and published nearly eighteen thousand pieces of content, you’d be stunned if you saw how many nuggets of information get sent to us from industry folks looking for publicity vs. having to chase people down for details or read things on social media or listen to or watch shows to promote relevant material. Spoiler alert, most of what we produce comes from digging. There are a handful of outlets and PR folks who are great, and five or six PD’s who do an excellent job consistently promoting news or cool things associated with their brands and people. Some talent are good too at sharing content or tips that our website may have an interest in.

Whether I give the green light to publish the material or not, I appreciate that folks look for ways to keep their brands and shows on everyone’s radar. Brand leaders and marketing directors should be battling daily in my opinion for recognition anywhere and everywhere it’s available. If nobody is talking about your brand then you have to give them a reason to.

I’m writing this column today because I just spent a day in New York City at the Disney Upfront, which was attended by a few thousand advertising professionals. Though I’d have preferred a greater focus on ESPN than what was offered, I understand that a company the size of Disney with so many rich content offerings is going to have to condense things or they’d literally need a full week of Upfronts to cover it all. They’re also trying to reach buyers and advertising professionals who have interests in more than just sports.

What stood out to me while I was in attendance was how much detail went into putting on a show to inform, entertain, and engage advertising professionals. Disney understands the value of telling its story to the right crowd, and they rolled out the heavy hitters for it. There was a strong mix of stars, executives, promotion of upcoming shows, breaking news about network deals, access to the people responsible for bringing advertising to life, and of course, free drinks. It was easy for everyone in the room to gain an understanding of the company’s culture, vision, success, and plans to capture more market share.

As I sat in my seat, I wondered ‘why doesn’t radio do this on a local level‘? I’m not talking about entertaining clients in a suite, having a business dinner for a small group of clients or inviting business owners and agency reps to the office for a rollout of forthcoming plans. I’m talking about creating an annual event that showcases the power of a cluster, the stars who are connected to the company’s various brands, unveiling new shows, promotions and deals, and using the event as a driver to attract more business.

Too often I see our industry rely on things that have worked in the past. We assume that if it worked before there’s no need to reinvent the wheel for the client. Sometimes that’s even true. Maybe the advertiser likes to keep things simple and communicate by phone, email or in-person lunch meetings. Maybe a creative powerpoint presentation is all you need to get them to say yes. If it’s working and you feel that’s the best way forward to close business, continue with that approach. There’s more than one way to reach the finish line.

But I believe that most people like being exposed to fresh ideas, and given a peak behind the curtain. The word ‘new’ excites people. Why do you think Apple introduces a new iPhone each year or two. We lose sight sometimes of how important our brands and people are to those not inside the walls of our offices. We forget that whether a client spends ten thousand or ten million dollars per year with our company, they still like to be entertained. When you allow business people to feel the excitement associated with your brand’s upcoming events, see the presentations on a screen, and hear from and interact with the stars involved in it, you make them feel more special. I think you stand a better chance of closing deals and building stronger relationships that way.

Given that many local clusters have relationships with hotels, theaters, teams, restaurants, etc. there’s no reason you can’t find a central location, and put together an advertiser appreciation day that makes partners feel valued. You don’t have to rent out Pier 36 like Disney or secure the field at a baseball stadium to make a strong impression. We show listeners they’re valued regularly by giving away tickets, cash, fan appreciation parties, etc. and guess what, it works! Yes there are expenses involved putting on events, and no manager wants to hear about spending money without feeling confident they’ll generate a return on investment. That said, taking calculated risks is essential to growing a business. Every day that goes by where you operate with a ‘relying on the past’ mindset, and refuse to invest in growth opportunities, is one that leaves open the door for others to make sure your future is less promising.

There are likely a few examples of groups doing a smaller scaled version of what I’m suggesting. If you’re doing this already, I’d love to hear about it. Hit me up through email at JBarrett@sportsradiopd.com. By and large though, I don’t see a lot of must-see, must-discuss events like this created that lead to a surplus of press, increased relationships, and most importantly, increased sales. Yet it can be done. Judging from some of the feedback I received yesterday talking to people in the room, it makes an impression, and it matters.

I don’t claim to know how many ad agency executives and buyers returned to the office from the Disney Upfront and reached out to sign new advertising deals with the company. What I am confident in is that Disney wouldn’t invest resources in creating this event nor would other national groups like NBC, FOX, CBS, WarnerMedia, etc. if they didn’t feel it was beneficial to their business. Rather than relying on ratings and revenue stories that serve our own interests, maybe we’d help ourselves more by allowing our partners and potential clients to experience what makes our brands special. It works with our listeners, and can work with advertisers too.

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Takeaways From The NAB Show and Six Days in Las Vegas

“I’m certainly not afraid to be critical but my enthusiasm for the NAB Show was elevated this year.”

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Six days on the road can sometimes be exhausting. Six days in Las Vegas, and it’s guaranteed. That was my world last week, as I along with more than fifty thousand people headed to sin city to take in the 2022 NAB Show.

The event didn’t draw as many as it had in the past, but after two years of inactivity due to the pandemic, it was good to be back. Judging from some of the vendors I talked to, the sessions I attended, and the feedback I received from folks I met with, though far from perfect, it was a solid return for an important event. Seeing people interact, celebrate others, and talk about ways to improve the business was a positive reminder of the world being closer to the normal of 2019 than the normal of 2020-2021. The only negative from the week, the consistent failure of Uber to appear in the right place at the right time. But that had zero to do with the NAB.

It feels like whenever I attend industry conferences, there are two different type of reviews that follow. Some writers attend the show and see the glass half full. Others see the glass half empty. I’m certainly not afraid to be critical but my enthusiasm was elevated this year. Maybe it was because BSM was a media partner or maybe it was due to the show not happening for years and just being happy to be among friends, peers, and clients and operate like normal. Either way, my glass was definitely half full.

For those who see events this way, it’s likely they’ll remember the numerous opportunities they had to create and reestablish relationships. They’ll also recall the access to different speakers, sessions, products, and the excellent research shared with those in attendance. The great work done by the BFOA to recognize industry difference makers during their Wednesday breakfast was another positive experience, as was the Sunday night industry gathering at The Mayfair Supper Club.

Included in the conference were sessions with a number of industry leaders. Radio CEO’s took the stage to point out the industry’s wins and growth, credit their employees, and call out audio competitors, big tech, and advertisers for not spending more with the industry. When David Field, Bob Pittman, Ginny Morris and Caroline Beasley speak, people listen. Though their companies operate differently, hearing them share their views on the state of the business is important. I always learn something new when they address the room.

But though a lot of ground gets covered during these interviews, there are a few issues that don’t get talked about enough. For instance, ineffective measurement remains a big problem for the radio business. Things like this shouldn’t happen, but they do. NBC and WarnerMedia took bold steps to address problems with TV measurement. Does radio have the courage to take a similar risk? That’s an area I’d like to see addressed more by higher ups.

I can’t help but wonder how much money we lose from this issue. Companies spend millions for a ratings service that delivers subpar results, and the accountability that follows is often maddening. Given the data we have access to digitally, it’s stunning that radio’s report card for over the air listening is determined by outdated technology. And if we’re going to tell folks that wearables are the missing ingredient for addressing this problem, don’t be shocked if the press that follows is largely negative. The industry and its advertising partners deserve better. So too do the reps at Nielsen who have to absorb the hits, and make the most of a tough situation.

Speaking of advertising, this is another one of those critical areas that deserves another point of view. Case in point, I talked to a few ad agency professionals at the show. Similar to what I’ve heard before, they’re tired of hearing radio leaders blame them for the industry’s present position. This has been a hot button topic with executives for years. I often wonder, do we help or hurt ourselves by publicly calling out advertisers and ad agencies? How would you feel if you ran an agency which spent millions on the industry and were told ‘you don’t do enough’? I’m a champion of radio/audio, and am bullish on spoken word’s ability to deliver results for clients, but having attended these shows for nearly seven years, it might be time for a new approach and message. Or maybe it’s time to put one of our CEO’s with one of theirs and have a bigger discussion. Just a thought.

Of the sessions that I attended, I thought Erica Farber’s ‘What Business Are You In?’ was excellent. I especially liked Taja Graham’s presentation on ‘Sharing Your Truth’. I also appreciated Eric Bischoff’s tips on ways to monetize podcasts, and am curious to see how Amazon’s AMP develops moving forward. My favorite session at the show though was “A GPS Session For Your Station’s Car Radio Strategy” led by Fred Jacobs. The insight shared by Joe D’Angelo of Xperi and Steve Newberry & Suzy Schultz of Quu was outstanding. Keeping the car companies on our side is vital to our survival, and how we position ourselves on the dashboard can’t be ignored. Other tech companies and audio operators take it seriously. We must too.

Sessions aside, it was great to check out the VSiN and Blue Wire studios, connect with a bunch of CEO’s, GM’s and Market Manager’s, and visit with Kevin Jones, Joe Fortenbaugh, Jeremiah Crowe, Jon Goulet, Bill Adee, Q Myers, Mike Golic Jr. and Stormy Buonantony. The NFL’s setup for the Draft, and the light show presented at the Bellagio was without a doubt spectacular, plus Stephanie had a chance to say hello to Raiders owner Mark Davis who was inside the back room of a Westgate restaurant where we were having a business lunch meeting. The personal tour we received at the Wynn showed off some of the best suites I’ve seen in Las Vegas, and I was finally able to witness Circa’s Stadium Swim in person, and meet owner Derek Stevens (heck of a suit game). What an outstanding hotel and casino.

Altogether, it was a productive trip. As someone who knows all about building and executing a conference, I appreciate the work that goes into pulling it off. This event is massive, and I have no idea how the NAB makes it happen so flawlessly. This was the first time my head of sales, Stephanie Eads, got to attend the show. She loved it. Our only negative, going back and forth between convention halls can get exhausting. Wisely, Stephanie and Guaranty Media CEO Flynn Foster took advantage of the underground Tesla ride to move from the North hall to the West hall. I wasn’t as bright. If that’s the worst part of the experience though, that’s pretty solid. I look forward to returning in 2023, and attending the NAB’s NYC show this fall.

Additional:

You’ve likely seen posts from BSM/BNM on Facebook, Twitter and LinkedIn promoting a number of open positions. I’m adding crew to help us pump out more content, and that means we need more editors, news writers, features reporter’s and columnists. If you’re currently involved or previously worked in the industry and love to write about it, send a resume and few writing samples by email to JBarrett@sportsradiopd.com.

With that said, I’m excited to announce the addition of Ryan Brown as a weekly columnist for BSM. Ryan is part of ‘The Next Round’ in Birmingham, Alabama, which previously broadcast on WJOX as JOX Roundtable. The show left the terrestrial world in June 2021 to operate as its own entity. Ryan’s knowledge and opinions should provide a boost to the site, and I’m looking forward to featuring his columns every Tuesday. Keep an eye out for it tomorrow, and if you want to check out the guest piece he previously wrote for us, click here.

Demetri Ravanos and I have talked to a lot of people over the past month. More additions will be revealed soon. As always, thanks for the continued support of BSM and BNM.

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Six New Contributors Join Barrett Media

“These latest additions will make our product better. Now the challenge is finding others to help us continue growing.”

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Building a brand starts with a vision. Once that vision is defined, you identify the people who fit what you’re creating, lay out the game plan, and turn them loose to execute. If the product you’re creating is original, fills a gap in the marketplace, and the work turned in by your team is consistently excellent and promoted in the right locations, more times than not you’ll build an audience.

As you grow, the focus turns to studying what your audience wants, needs, and expects from your brand. Certain things you expect to be big turn out small, and the things you saw limited upside in create opportunities you never saw coming. It’s critical to be open minded and ready to pivot while also examining where and when people consume your product, which pieces of content do and don’t matter, and then use that information to direct your team to give folks more of what they value and less of what they don’t. Team members should want that feedback too. It tells them what is and isn’t worth spending their time on.

As I lay all of that out it may sound like I’m talking about a radio station or television operation. These are the things programmers do frequently to make sure the talent, shows, and brand is satisfying the expectations of an audience. But what I’m actually referring to is the brand you’ve made a choice to click on to read this column, Barrett Media.

I’ve mentioned many times on this website how I started this operation by myself, and didn’t expect to have a team of writers involved in it. I was focused on consulting sports stations, sharing my programming views on this website, and as I cranked out content consistently, I discovered others loved the business like I did and had a desire to share their insights too. Rather than sticking to my original plan, I pivoted and increased our content offerings. In return, the audience grew, clients grew, and it’s led this brand to grow beyond my expectations. Now we cover sports AND news media, we run an annual conference, feature a membership program, create podcasts, deliver a daily 8@8 and three times per week BNM Rundown newsletter, and work with various brands and companies across the broadcasting industry. I’m extremely fortunate to be in this position and don’t take it for granted.

But with growth comes change. We’ve been blessed to have a lot of talented people contribute to this site over the years, and as they produce quality work, and others across the industry recognize it, they earn interest for their services. That then leads to some having to sign off for bigger opportunities. I see that as a great positive for the brand. Would it be nice to have more consistency and keep a crew together for years? Of course. I know it’d make Demetri’s life a lot easier. If we’re losing people for the right reasons though, and they’re landing opportunities that help them advance their careers, I’m going to be happy for their success, and trust that we’ll find others to keep us moving forward. The success of our team helps make what we do more attractive to others because it shows that if you do good consistent work here, you can put yourself in a position to attract attention.

Over the past two months, I have challenged Demetri Ravanos to invest more time talking to people about writing for us. Expanding our Barrett News Media roster is a priority. So too is adding quality people to help us improve Barrett Sports Media. BSM has had just under seven years to earn trust with readers. BNM has had less than two. We’ve put out ads on our website and newsletters, social posts, an ad on Indeed, and we’ve reached out directly to people who we’ve felt may be able to add something interesting to our brand. Most of my time is spent listening to stations and talking with clients, but my eyes are always roaming looking for content, and my mind is always thinking about what we can create next to make an impact.

I don’t judge our brand’s success based on clicks, shares, breaking news before other outlets or showing up in the top three listings on Google. I care more effort accuracy, timeliness, passion, consistency, storytelling, insight, and being fair and non-agenda driven. We’ve found our niche being able to tell stories about broadcasting professionals, relaying news, and offering expert knowledge to serve those involved in the broadcasting industry. If we continue to excel doing those things consistently, I’m confident our audience will reward us by reading and sharing more of our content. It’s why we never stop recruiting to keep things fresh.

Having said that, I am excited today to reveal six new additions to the Barrett Media staff. Peter Schwartz is a name and voice many in New York sports radio circles are familiar with. Peter has spent three decades working with various outlets and I’m thrilled to have him writing weekly feature stories for us. Brady Farkas is a talented host and former programmer who now works for WDEV in Burlington, VT. Karl Schoening is a play by play broadcaster who has worked in San Antonio sports radio and has had the added benefit of learning the industry from his talented father Bill who calls Spurs games. Each of them will produce bi-weekly feature stories for the brand. Jason Ence is in Louisville and has written about sports betting for Twin Spires while also working for ESPN 680. He’ll be writing sports betting content for us on a weekly basis. Jasper Jones will help us by adding news stories on Friday’s. He’s presently in Philadelphia learning the business working for Audacy. Last but not least, veteran author, Brewers writer, and former radio professional Jim Cryns comes on board to help us with features on news media professionals.

These six additions make us stronger, and I’m excited to have them join the team to help us add more quality content to the website. That said, we’re not done yet. Demetri and I are still talking with others and I expect to make a few more additions in the weeks ahead. As I said earlier, we want to improve the news media side of our operation and continue adding people to help us make a bigger dent in the sports media space. Broadcast companies invest in us to help them, and I believe it’s important to invest back.

If you’ve programmed, hosted a top rated show, worked in measurement, led a cluster as a GM, sold advertising, represented talent or have worked in digital and feel you have knowledge to share, reach out. I can’t promise we’ll have room but we’re always willing to listen. I’m not worried about whether or not you’ve written for professional publications. Passion, experience and unique insights matter much more than a resume or journalism degree.

I appreciate everyone who takes time to read our content, like and share it on social, and all involved with this brand who help bring it to life each day. The latest additions of Schwartz, Farkas, Schoening, Ence, Jones and Cryns will make our product better. Now the challenge is finding others to help us continue growing.

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