Andy Lindahl Will Find What Is Interesting And Do That
“As you well know, there are plenty of guys out there that just want you to shut up and do what I’m telling you to do. Well I’m the creative entity here. I need you to give me a little more leeway than that.”
Andy Lindahl was born and raised in a Bronco household. His mom was a TV yeller, which eventually trickled down to him. As a general rule of thumb, those who raise their voice at the TV don’t lack passion. Andy is no exception. He went on to cover Denver sports for more than two decades including a 10-year stint as the Broncos sideline reporter. I find it interesting that Andy views the process of divorcing his fandom as a blessing and a curse. He tells people that he loves the Broncos, but when the team sucks like they have for the last five years, he’s going to say they suck.
Two of Andy’s biggest influences include a pair of his former radio partners Mark Schlereth and Scott Hastings. Andy has worked at KOA, Orange & Blue 760, and now at his current home Altitude Sports Radio 92.5 FM. He hosts afternoon drive with his partner Nate Kreckman. As you will gather while reading this piece, Andy can definitely tell a story. He has a knack for connecting with people and finding things that are memorable. I enjoyed my chat with Andy and my money is on you enjoying our conversation as well.
Brian Noe: What were some of the toughest situations you encountered when you were the Broncos’ sideline reporter?
Andy Lindahl: Super Bowl XLVIII sucked for a lot of reasons. It sucked doing the job because I walked into that locking room and I had developed relationships with guys — Demaryius Thomas, Eric Decker, Knowshon (Moreno) a little bit, Pot Roast (defensive tackle Terrance Knighton) was one of them. All of those guys except for Pot Roast gave me a look like don’t you dare come over here and ask me anything. Nobody wanted to talk in that locker room. As I approached the tunnel, I’m like man this is going to suck. I don’t even know what to ask these guys. That was such an ass kicking. It was so surprising that they lost that badly to the Seahawks.
Eli and Archie were in front of me as I was approaching the locker room because I always gave my headset and mic to Peyton so he could talk to Dave Logan in the booth. I was following Eli and Archie. One of the security guards gave me the look of like hey give him a minute. Eli walked in and not 30 seconds later flew out of there walking three times the speed as what he walked in there. I was like oh God this is going to be bad. Then when I got in there, nobody talked except for Pot Roast. He was always good to me I think in part because he wanted to be in the media. He was like ‘Andy I’ll talk to you. Just come here.’ I remember Dave throws down to me and I started to ask a question and everybody in that room surrounded us to the point where I was getting crushed because he was the only guy that would talk.
Reuben Droughns, I’ll never forget, Reuben Droughns was a guy I was quote-unquote friendly with for a while. He had a block in Jacksonville. This was my first time officially on a regular season game on the sideline. I’m in Jacksonville and it’s 2006 or 2007. Reuben Droughns tripped and fell into John Henderson and broke his leg. Matt Lepsis had already engaged him. It looked like a chop block. The Jacksonville Jaguars thought he did it on purpose. Marcus Stroud comes over to our sideline and starts screaming. That was one of the biggest dudes I had ever seen in pads. I’m kind of peeing down my leg, this guy is so angry.
John Lynch starts screaming back at him. Al Wilson is wanting to fight him. I’m like oh my God, what is going on? The Jaguars were convinced it was a cheap block and from what I was told later, he tripped on the play and fell into the leg of Henderson when Lepsis already had him up. After the game I had to go in there and I looked at Reuben and I asked him what happened on that play, man? He was like what are you talking about? He came back at me in the angriest tone I’ve dealt with in a while. I had to re-ask the question. I was like I’m talking about the play that Henderson got hurt on. From your point of view what happened there? This was the first time I wasn’t used to a guy like that getting upset with me.
I had to get Ronnie Hillman after the 2012 game where Rahim Moore — the Fail Mary as we call it in town — Rahim Moore misjudged that thing. What do you ask him? “Man, you guys had that thing won.” When there’s no next week, how many times do you ask a guy how bad does this suck? The sudden death losses like that are bad.
BN: A lot of the sports radio model in Denver is the broadcaster asking the ex-jock a question and then getting out of the way. When you’re allowed to do more and show your personality, what is that like for you as a broadcaster?
AL: Some of the listeners — as you laid out — are programmed in this market to listen to the jock’s opinion and that’s all that matters. Well, the way I try to attack things is I’m going to tell you that it’s not just one man’s opinion; it’s multiple people’s opinions. Whether it’s Jeff Legwold who has been offered scouting jobs in this league and works for ESPN or any of the number of players that I’ve worked with or been around. I used to stand on the sideline and pick Rod Smith’s brain all the time. He would tell me all the time how something was going to play out and it was amazing how often he was right. Mark Schlereth has taken me to his house and he’s run back tape. He’s taught me about the blocking schemes. He’s shown me when things have been blocked right and when they haven’t been, the techniques they should have used. Do I get frustrated that people want to hear from the ex-jock a lot? I do, but I just keep trying it. Nate and I are just going to try to show everybody that two radio guys can get together and have fun doing radio and there’s still a place for it in this world and in this market.
I got lucky because I learned under Scott Hastings. My first job was his producer. We did a show called The Zoo. It was on KOA. Scott had always taught me let’s not focus on just sports stories, let’s focus on guy content. What are the guys talking about? What would you be talking about at the bar or the water cooler? Sometimes that’s not sports.
There was one time we were doing a show in the offseason. We weren’t sure what we were going to talk about and FOX ran a show about whether the moon landing was fake or not. We talked for three days about that. People wouldn’t quit calling about whether they thought one thing or another as if the moon landing was faked. Scott taught me how to just find what is interesting and do that. Be yourself and don’t be fake. Don’t think you’ve got all the answers. Just be a guy you want to hang out with. That’s what I’ve tried to do.
BN: As you’ve shifted from being a part of the Broncos broadcast to more of a general part of the Denver media, has that affected your approach to covering the team at all?
AL: Man, I’d be lying to you to say that it didn’t. I’m a little more honest about things at times. It’s going to be the master we all serve the way the trends are going. We’re all going to work for state-run media in some ways, right? The Avs and Nuggets are great about things but there are times where I wonder if I’m going to upset someone with my opinion. Now that doesn’t stop me from giving it but I often wonder if I’m going to get called to the office. It hasn’t happened.
Brian, it’s tough because since I left they’ve gotten worse. I didn’t have to do a lot of criticizing during my run. I did a Broncos talk show every Thursday night for a while. Then I think in 2012 when I got my talk show, they were pretty good in the Manning era by then so there wasn’t too much to criticize.
It was tough being at the Bronco owned station. It was tough talking to Case Keenum every week when you know he might be getting benched for Trevor Simeon. It’s been nothing but fighting about quarterbacks on the airwaves for four or five years. I’m a little more critical of things now. To be honest with you I’m a little more critical of ownership than I probably would have been if I was still there. But I also feel like the last few years watching these kids fight and sue each other in court, that wasn’t going on when I was at the other station. When Tyler Polumbus and I were at Orange & Blue 760, we prided ourselves on still trying to do real radio. We obviously knew that when Chad Kelly got arrested and acted a fool at a Halloween party, we weren’t going to dive heavy into that even though he was kind of the quarterback that everybody wanted to talk about at the time. So yes it does affect some of the on-air decisions. I try to be fair about things but unfortunately what we’ve seen the last couple of years with this team, there’s just not a ton of positive spin you can put out there.
BN: What’s your biggest passion outside of sports radio and family?
AL: Honestly it’s lacrosse. If I were ever to leave radio, I wish I could coach a college lacrosse team. I coached high school. When Tyler Polumbus and I started doing our thing, it allowed me to go coach a high school team here. I coached the lower levels.
I love coaching. I love helping kids. I feel like if it wasn’t for guys like Hastings and Logan giving me my shot and helping a young guy, there are a lot of people that just kind of taught me how to do things that didn’t have to, so I always try to pass it on.
Lacrosse is my passion. I love being around kids. I love seeing the light go on. But I want to be competitive. I’m not here to be your dad coach that’s going to tell everybody they’re doing great. We work in a competitive business. We have to take honesty. You have to look at what the scoreboard truly is. I want to teach kids you’ve got to attack the world that way. Because guys like you and me aren’t making it in what we do if we don’t view the world the way that it is. I always trusted Scotty and Dave because I thought even when they were hard on me I know it came from a place of love so I try to be that kind of influence there too. If I could coach a college team I would but it’s not going to happen.
BN: Football players get asked if they want their kids to play football. I was thinking about that with sports radio. Would you want your kids to choose sports radio as a profession?
AL: Yeah, if they love it like I do. I love what I do and I’ll be honest with you, I don’t know that I love that you publish this but we are on the record, I’ve got a second job at Starbucks right now. Everybody raises their eyes, what do you mean, you’re a radio host? Yeah, you know what, radio doesn’t pay what it used to. I took a little bit of a haircut when I switched jobs. I didn’t get all my salary back. I hope that I will next contract negotiation but I want to be in it so bad. I used to bartend so serving people coffee and interacting with people is not really that hard a thing for me and it’s not as awful as some people react like I can’t believe you’re working there. Well, it’s not really that bad. I want to be in radio bad enough that I will work two jobs right now. But I’ll tell you when I was transitioning a year ago, I wondered should I still do this?
I almost went and sold insurance. People think I’m kidding. Bobby Pesavento is one of the CU players that I got to know covering him. I helped him get hooked up with the Crush and he was like I’ll return the favor. I will hire you and you can sell corporate insurance if you want to. I thought it was time to quit being Peter Pan and go get a big boy job. But I love what I do and it’s not hard for me to do it. I’m never upset I’ve got to go to work. Nate and I have been frustrated when the Avs or Nuggets have a game and we don’t get to do a show. If you love something that much then I’d encourage any child of mine to do it. I was in a bad depressed place when I wasn’t doing radio shows and I guess it’s obvious that’s why I decided I’d stay in it. I love what I do.
BN: Could you ever see yourself covering teams that you aren’t as passionate about in another market?
AL: I’ve always wondered that. I don’t know if I have a desire to prove it. I tried to go to Tampa Bay and I tried to move to Austin one time earlier in my career. Here’s the weird thing about me; I’ll do radio anywhere. I’ve become friends with Judson Richards and Nick Hardwick out in San Diego. I’d go to San Diego because I dig the town’s vibe. I dig the weather. I’m a Colorado kid so I don’t do well with humidity. I don’t do well with gray all the time. Going any further east than where I am would probably be a little tricky. I’ve got family in Houston. I was offered a sports director job down there. To me Houston is the Seventh Ring of Hell with its humidity so I want no part of living there full time. I’ve heard Austin was cool, which is why I would go there. If it’s a football town I think I could do it.
Here’s what sucks, Brian, I don’t think I’d move because I just don’t know financially. When I was going to go to Austin, they shut that station down. It was the home of the Longhorns and they flipped it from sports to news six months after I would have moved there. I just don’t know. I’m 46. I’ve got two kids. I own a house. I just don’t know that I need to chase the dream necessarily anymore but I don’t want to quit doing talk shows. If you let me live here, I’ll do radio anywhere. We’ve been doing shows from our basement since March.
I guess I just get worried about people’s commitment to things. Kroenke has shown great commitment to us. I love working for Dave Tepper. I’ve had a lot of great bosses, but Dave has a game plan and Dave has explained the game plan to me. I just really believe what Dave Tepper is doing. I think a lot of the people I’ve worked for and yet Dave is still the best because I’ve never had a guy give me the plan so that you can buy in. I need to work for a guy like Dave Tepper. As you well know, there are plenty of guys out there that just want you to shut up and do what I’m telling you to do. Well I’m the creative entity here. I need you to give me a little more leeway than that.
I’m hoping this works because I don’t want to make any more tough decisions. I know I’m a Denver guy. I know for some people they’ve said maybe you need to get out and test yourself elsewhere. Why? I know this town. I know this community. I know what they want. I’ve been on Patriots radio where I’ve tried to break down why I thought the Broncos were going to win. “Oh you’re a homer, you suck. You’re not negative enough.” All right man, that’s cool. But that’s not how we do it out here. We help each other out here. It’s a competitive situation but people are polite.
It’s a different vibe out here than the East Coast. And the LA guys; it’s all about getting seen and getting heard. I respect it. I’m not knocking the way anybody does it but I do think there’s an advantage for me to understand how it operates here, and to your point, I’d have to go to some place that vibes like Denver for it to work. I am not everybody’s cup of tea and I know it.
Brian Noe is a columnist for BSM and an on-air host heard nationwide on FOX Sports Radio’s Countdown To Kickoff. Previous roles include stops in Portland, OR, Albany, NY and Fresno, CA. You can follow him on Twitter @TheNoeShow or email him at email@example.com.
Ian Rapoport Is Competing Against Everyone
“When I’m working, when I’m not working – my brain is still going on overdrive.”
The 2023 NFL Draft was a weekend filled with speculation, intrigue and musing among football fans and experts alike. After two quarterbacks were selected with the first two picks – C.J. Stroud by the Jacksonville Jaguars; and Bryce Young by the Houston Texans – Ian Rapoport had the inclination that something was about to break at the event in Kansas City.
The third pick of the night was held by the Arizona Cardinals, but through previous intel, Rapoport knew there was a chance the team would trade it. His phone then lit up with a text message from a source that simply read, “Texans trading.” Receiving a message of this magnitude takes years of networking, credibility and immense trust from the people you cover. Rapoport has worked hard to attain all of them.
He replied by asking, “Did the Texans trade up to three?,” as the team was not set to pick again until No. 12 overall. Once he got confirmation of the scenario, he began to visibly shake in excitement and captured the attention of the NFL Network team.
“I sit there with a camera in front of me that’s not always on air – this is during the Draft – and the producer gets in my ear and he goes, ‘Can you go on air with whatever you have?,’ and I just say, ‘Yes.’” Rapoport recalled. “And then I hear Rich Eisen go, ‘Ian, you have news,’ and I was able to break that the Texans have traded up to three to go get Will Anderson.”
This is the craft through which Rapoport has cultivated a successful journalism career, ultimately distinguishing him as NFL Network’s goto insider. He hardly ever separates himself from the job, equipped with an unparalleled work ethic to ensure he can communicate messages accurately and in a timely manner. While some people may argue that he is in direct competition with others in his position, such as Adam Schefter of ESPN, Jay Glazer of FOX Sports and Mike Florio of ProFootballTalk and NBC Sports, the reality of the situation is that it is Rapoport vs. the world.
“It’s such a small world now and everyone is interconnected – and with Twitter, literally anyone could break a story and have it go viral,” Rapoport said. “Obviously, you want everything first, but really you’re competing against everyone that exists because anyone could get the story at any moment.”
Work-life balance in such a role is usually quite insurmountable in today’s dynamic, interminable breaking news environment. Rapoport strives to find some level of normalcy in his life by playing golf and attending his sons’ sporting events. In the end though, he knows the world of football never sleeps, and it is up to him to remain in the know at all hours of the day, essentially always on standby to break the next big story.
“I do not turn my phone off because that’s actually way more stressful,” Rapoport said. “At least now when my phone’s on and near me, if something crazy happens, I can react rather than having a fake relaxation moment and then being caught off guard with something.”
Rapoport recognized that journalism was the field for him almost immediately after stepping onto the Columbia University campus. He worked his way up at The Dial to ultimately become its associate sports editor. In the summer preceding his senior year, he landed a coveted internship with ESPN where he gained invaluable experience in the world of television production.
By the time he graduated, Rapoport envisioned himself becoming a nationally acclaimed sportswriter, but he knew it was going to require he start small. Three hundred eleven job applications and two interviews later, he landed a part-time role with The Journal News in Westchester, N.Y. covering high school sports. It gave him a start in the highly-competitive business – and kept him close to home while trying many new things.
Two years later, he found himself moving from the bright lights of New York City to the quaint town of Starkville, Mississippi for a notable opportunity. He had landed a job covering the Mississippi State Bulldogs for The Clarion-Ledger in the nearby capital city of Jackson and was under the direction of sports editor Rusty Hampton.
“I knew how to write, but I really didn’t know how to report,” Rapoport said. “He was probably the best [at] showing me, ‘This is all about reporting. It’s all about telling people something they don’t know rather than how well you can pen a sentence.’ To be really valuable to society or your newspaper, you really need to inform rather than entertain. I think he was probably the first and best person to teach me that.”
After spending two years in Mississippi, Rapoport became a beat reporter for The Birmingham News tasked with following the Alabama Crimson Tide. Just months into his new role, the program made a coaching change and hired Nick Saban, who has since led the program to six national titles.
Rapoport learned the thoroughness necessary to cover the Southeastern Conference as he rapidly watched the program become a perennial contender. In turn, he became an eminent college football reporter and his work began to be consumed nationally.
Simultaneously, Bill Belichick, another accomplished football head coach in his own right, was in the process of trying to lead the New England Patriots back to championship glory. Known to be stoic and restrained in his press conferences, reporters asking him questions knew extrapolating answers was not the easiest of tasks.
When Rapoport saw a job opening to cover the team with the Boston Herald that required NFL experience, he knew that he was not qualified verbatim per se. Yet he figured the experience he had in covering Saban and Alabama would serve him well in the role, and articulated such in a protracted email to the newspaper’s editors. His strategy worked, proving why Rapoport is considered one of the industry’s best communicators at the micro and macro levels.
“You don’t see a lot of sources within the Patriots or sources within Alabama – there’s not a lot of that,” Rapoport said. “So I learned to report despite that and kind of work the edges and get the information I needed, despite head coaches who weren’t always the most forthcoming with information.”
NFL Network oftentimes has local beat reporters on the air to interact with studio talent and give their perspectives about teams, and it was something Rapoport did while at the Boston Herald. He had no television experience outside of other appearances he made on Comcast New England and certainly no intention to pursue the medium as a career.
In Super Bowl XLVI, the New York Giants overcame the New England Patriots, who were undefeated for the year entering the game. Rapoport was on hand for the proceedings, and shortly afterwards was called into a meeting with NFL Network executives.
He didn’t know he was interviewing for a job until he asked just why he had been summoned. He expressed his lack of television experience to the executives, who said the network would teach him everything he needed to know.
Once the meeting concluded, Rapoport called his wife, who he had met while living in Starkville, Mississippi, and told her what had just happened. She tempered his expectations, warning him not to get his hopes up as he remained optimistic. One month later, Rapoport received a job offer and found himself moving once again – this time to the Lone Star State.
“I hired an agent and moved to Dallas and basically spent the next year reporting on the Cowboys and some other things being very, very bad at TV, but learning and eventually figuring it out,” Rapoport said. “At the time, this guy, Eric Weinberger, who was our boss, kind of mentioned to me the possibility of transitioning [me] from reporter to insider.”
Rapoport acknowledged that he did not have the contacts necessary to effectively work as a league insider for a national outlet, but through his years of experience, he knew how to network and he was ready and willing to take the challenge.
Once he began the new position, Rapoport, along with reporter Michael Silver, was on the road for Thursday Night Football and contributed to its pregame and halftime coverage. While his television skills improved, Rapoport was hard at work bolstering his contacts and took somewhat of a geographical approach.
Every time he arrived in a new city, he would contact anyone and everyone he could conjure up, including general managers, scouts and head coaches. If he could not schedule a meeting time with them, he would introduce himself by roaming the sidelines at practices and before games. He engaged in a similar practice before the NFL Draft Combine, training camps and the Super Bowl along with other premier events, always staying focused on the task at hand.
“It probably took me five or six years to get a baseline of sources where if something happened, I had someone to call,” Rapoport said. “And then it took me a couple more years to get to the point where I would know before a lot of people when something was about to happen. It’s all a multi-step process, and just [the] layering and layering and layering of sources is really the sort of engine that drives this thing.”
Ian Rapoport always attempts to triangulate his sources to verify information before he releases it publicly. There is no guarantee sources are always truthful or acting in a professional manner. Therefore, it is incumbent on a journalist to ensure the validity of content before publishing it themselves.
“If you’re only right some of the time, then none of it is really worth it,” Rapoport expressed, “because then you say something and they’re like, ‘Well, wow, that’s a big story if this is true.’ The whole point of doing this is when I pop up on TV or when people see my Twitter alerts or whatever, they have to know that it’s true – they have to know.”
One day, Rapoport was having a conversation with a source and discovered through their conversation that Rob Gronkowski had informed the New England Patriots that he would return to the game of football under the stipulation he be traded to the Tampa Bay Buccaneers to reunite with quarterback Tom Brady. There had been much speculation pertaining to Gronkowski’s future after he had worked as an NFL analyst with FOX Sports, and now Rapoport realized he had a monumental scoop – that is, if it was true. Within six minutes, Rapoport verified the story with three sources, contacted his editor and reported to the world Gronkowski’s intentions. The story was picked up virtually everywhere.
“I just think about the job all the time, and I make little lists for myself of things that I need to track down, and I just make a lot of phone calls for it,” Rapoport said. “When I’m working, when I’m not working – my brain is still going on overdrive. It ends up just a brain full of football thoughts, and then I spend the rest of the time trying to figure out what I can learn from it.”
Working for a league-owned entity can sometimes epitomize an inherent conflict of interest. For Rapoport however, he has found working at NFL Network to be hassle-free. He knows, however, the nature of his job means he will not be universally liked.
“Whatever you do, you’re going to report and the people you report on are going to be happy or upset or neutral – or whatever it is,” Rapoport said. “I’m never going to criticize a referee, for instance, because that’s a nuanced thing and people might say, ‘NFL criticizes referees.’ I’m never going to do that, but I wouldn’t do that anyway.”
Rapoport continues to appear on a variety of external media outlets, perhaps most notably The Pat McAfee Show, which recently concluded its “Up to Something Season.” The grand conclusion of the proceedings was McAfee announcing he would be bringing his show to ESPN’s linear and digital platforms starting in the fall.
While McAfee is retaining creative control and has expressed on multiple occasions that his show will not be changing, many have wondered whether insiders employed by other networks will be able to continue making appearances. It is an answer Rapoport himself does not know, nor has he asked about.
“When the news broke, my phone blew up with all sorts of people saying all sorts of different things,” Rapoport said. “I have no idea. I really don’t.”
Even so, Rapoport is elated for McAfee and his team taking the next step in their show’s journey and is genuinely glad to see them succeed. He does not think McAfee’s goal was to reshape sports media, but rather to cultivate a distinctive sports talk program built for fans and today’s generation of consumers.
“You get to know someone and you think they’re a good person and you respect the way they work. Some people have success and some people have a little success and some people don’t. It’s really rare to see someone who has every bit of success that’s essentially possible and deserves every bit of it, and that’s kind of how I thought about Pat. It’s really cool, honestly. He’s built it himself.”
It was on McAfee’s show where another prominent football insider – Mike Florio of ProFootballTalk and NBC Sports – said it would be a matter of “when,” not “if” the NFL would have games seven days per week. While devoted football fans like Rapoport are open to such a proposition, he is not sure the league would ever go that far.
“I don’t even know that it would affect my schedule that much,” he said. “It sort of doesn’t matter. I’ll report all year round anyway.”
Derek Futterman is a contributing editor and sports media reporter for Barrett Sports Media. Additionally, he has worked in a broad array of roles in multimedia production – including on live game broadcasts and audiovisual platforms – and in digital content development and management. He previously interned for Paramount within Showtime Networks, wrote for the Long Island Herald and served as lead sports producer at NY2C. To get in touch, find him on Twitter @derekfutterman.
Face-to-Face Sales Meetings Have Never Been More Valuable
“With the increase in virtual meetings, new buyer preferences, limited time, and better tech, we have our work cut out to get the F2F.”
When did you last attend a face-to-face (F2F) in-person sales call? Let’s imagine for a second.
In New York, Sarah, a determined sports radio salesperson, got tired of chasing a major client for months. Despite her calls, emails, and text, she couldn’t break through to get a meeting.
Throwing caution to the wind, Sarah decided to go for it. She loaded her deck and took her burning desire via airplane to Florida to make the pitch. She showed up unannounced at the client’s office and startled the decision-maker. She was given the meeting and won over the client, getting a substantial annual contract and a movie deal in Hollywood.
We have all seen that storyline. F2F meetings used to be the obvious choice over a phone call, and most buyers were open to that idea. We even conducted market trips to meet our buyers in person and create better relationships.
With the increase in virtual meetings, new buyer preferences, limited time, and better tech, we have our work cut out to get the F2F. Lots of us work and listen from home.
Gartner Research points out that live, in person selling is superior to virtual selling in financial services or, as I think, in radio sales. Now, prospecting new clients F2F is much more difficult. You have never met them, you don’t know who you are looking for, and gatekeepers and remote decision-makers make walk-ins more challenging.
How about getting out and seeing your current or former clients F2F? 65% of outside account executives attain quota, 10% more often than inside reps. Here are some simple strategies to get outside and F2F:
STAY IN TOUCH
Turn the sales faucet on ‘drip’ and contact your current clients with whatever works: phone calls, emails, or texts. Tell them you are checking in to see if anything has changed, give them a local business lead, or share your latest insight on their favorite team. When doing so, tell them you want to meet F2F and go deep into the next quarter’s ad plan or a new idea to get them back on the air. They may start looking forward to your communication.
Schedule an annual review ahead of their busiest time of year to review the upcoming messaging in ads. Go over what worked or didn’t last year. Share a success story of a similar advertiser in another market or show them a new opportunity that fits.
Be upfront that with F2F, we can get more specific, work with better feedback, and partner on hitting their goals. Be the person who looks ahead and helps keep your client focused.
Organize workshops for your current clients. Teach that about streaming, OTT, or Google ads. Get your digital person involved. Let them know you are bringing in other local businesspeople they may want to know or network with and meet F2F! A Mortgage broker may want to meet a realtor who wants to meet a wealthy local businessperson interested in meeting the local head coach. Stand out as a leader in the industry and watch clients brag about working with you.
HIT A TRADE SHOW
Attend trade shows where your current clients will be. This will show you are serious about their business and want to stay current so you can learn and earn. Set up a meeting over coffee or a drink. Share what you learned.
Client Appreciation Events held at your town’s most meaningful events or places. Do whatever it takes to get hospitality tents at big games and concert suites to show appreciation and bond with your current clients. Host a luncheon at the hottest new local restaurant. Focus on providing an atmosphere or experience everyone wants, but not many can attend. Be the exclusive person in town.
GET PERSONAL REFERRALS
Leverage your existing client relationships to seek referrals. Do it in person. Tell them you want to see them and ask for help and advice. Ask for introductions to potential new clients they know, and you will be surprised how much they like working with you.
Bring your Digital manager to them and do a free review of their SEO, PPC, whatever. Working off your client’s pc and bringing them an expert at no charge or obligation is much easier. Watch your partnership grow by providing so much expertise at no extra expense.
Don’t forget the value of F2F meetings. It’s a great way to build trust, connect, and unlock new opportunities. We are in a people business doing business with tons of local directs who still make most of their money serving retail customers F2F. Let’s get out and sell!
Jeff Caves is a sales columnist for BSM working in radio, digital, hyper-local magazine, and sports sponsorship sales in DFW. He is credited with helping launch, build, and develop SPORTS RADIO The Ticket in Boise, Idaho, into the market’s top sports radio station. During his 26 year stay at KTIK, Caves hosted drive time, programmed the station, and excelled as a top seller. You can reach him by email at firstname.lastname@example.org or find him on Twitter @jeffcaves.
All Jason Timpf Needed Was A Moment of Clarity
“I didn’t know it until after I was hired, but they said they played my video for Colin and he knew right away that I could do this.”
There was once a time when Jason Timpf always included Colin Cowherd in his commute to work. As he made his morning drive to a sales job at Verizon, The Herd was appointment listening each morning for Timpf. The ex-college basketball player would marvel at Cowherd’s ability to make relatable references and break down all of the same basketball games he would watch the night before.
One of the unique things Timpf can remember from listening to The Herd during that time was Cowherd saying if FOX ever put someone in front of him, he could tell in five seconds if that individual had the skills to be a host. It was far from a hot take on the Lakers, but still a distinct moment that stuck with Timpf for many years. Little did he know at the time but Cowherd would soon give a five-second evaluation of Timpf’s career.
Jason Timpf was a late-bloomer in basketball. He played college hoops at an NAIA school in Utah, but not until his third year, after being a regular student the first two. After graduating, he pursued a basketball career overseas in India. However, after the league folded, he left the game for a normal job in the States.
There was a real desire for Timpf to get into the sports media business, but he was having difficulties finding the right fit. He wanted advice on the best way to start, but the tips he received just didn’t feel like the right initial path.
“I’d hear, hey, go bang on a radio station’s door and ask if you can work the soundboard,” said Timpf. “Or, try to go to a journalism school. Another big one that everyone was doing was the SB Nation blogs and FanSided blogs. I briefly tried to do that a little bit. But none of it was materializing the way that I had hoped.”
But then the lightbulb went off for Timpf and it happened during the middle of a podcast interview. In October of 2020, Jason Maples of Blue Wire reached out to Timpf to talk hoops on his podcast. It was in the middle of that interview when it all made sense. It felt exactly like the camaraderie he enjoyed with his old teammates and friends talking basketball. It was relaxed, fun and what he used to do for enjoyment. The perfect fit had just found Timpf organically.
“It was, ‘this is it,’” said Timpf. “‘This is how I want to do it.’ It was like a moment of clarity. Like, this is the way I want to talk about the game. Fortunately, I was working in real estate at the time, so I was super flexible, so I literally was just trying to fake it until I made it.”
While Timpf was grinding away on his new platform choice, he was constantly putting out his content on social media. For a handful of years, he had used Twitter as an outlet for basketball talk – not because he was trying to build his brand, but because it was his preferred method of sharing his takes during and after basketball games.
“My wife actually played basketball in college but she, like a lot of people, got out of it and was like, ‘actually I’m so sick of basketball, since it’s all I did growing up, that I’d rather not talk about it,’” laughed Timpf.
As Timpf had built up years of basketball takes on Twitter, he also built up followers. Not a crazy amount, but enough to have regular interactions with several basketball fans. He had no idea at the time, though he remembers occasionally interacting with him, but one of his followers in the beginning was Logan Swaim, who just happens to be Head of Content at The Volume.
Being such a huge fan of Cowherd, Timpf was absolutely familiar with The Volume, a company started by the FOX Sports Radio host. In fact, during his first plunge into podcasts, he quickly took note of how much success The Volume was having with instant reaction and video content. He wanted to emulate what they were doing and would host a Twitter Space after each Lakers game.
Swaim kept up with Timpf’s journey and continued to be impressed with what he saw. He was so impressed, in fact, that a video eventually made it in front of Cowherd’s eyes. It was the moment Timpf had always heard about while driving to his job at Verizon. Cowherd was about to make a declaration on Timpf’s abilities.
“I didn’t know it until after I was hired, but they said they played my video for Colin and he knew right away that I could do this,” Timpf said. “That was a huge boost of confidence for me, because it meant somebody I deeply respected believed I could work in this business.”
Timpf made his dream come true. He was offered a job by The Volume hosting Hoops Tonight. As much of a dream as it was when he was initially hired, the experience since has been nothing but ideal for Timpf. He gets to cover his favorite sport the way he wants to cover it.
“When I first started and Logan and I were structuring out the show, he kinda viewed it as my show would be the slower, more methodical pace, where I work through my thought process of a game. And also that I’d be a guest on other Volume shows for more conversational podcasts. I really wanted to break down pick and roll coverage. It’s just going to take me a while, so trying to do that in a debate show format or conversational format can get hard. It’s a place where I can let more of my crazy depth out. And I can also have a side format where it’s more conversational.”
Timpf has learned prep for podcasts is one of the biggest elements to being successful. As Hoops Tonight continues to draw impressive numbers over audio and YouTube, he’s figured out the best method to prepare for a long-form podcast where he’s hosting solo.
“I digest the game from the simple concept of how the game was won,” said Timpf. “Where was it won? There’s 100-something possessions in this game, there’s seven different storylines and several runs and sequences and sways in momentum, but what’s the one? Usually I’ll target that first in the opening segment of the show.
“While I’m watching the game I’ll take ancillary notes. About five minutes before I record, I sift through everything I’ve written down and limit it down to the things I think are most important. But generally the flow of the show is how the game was won.”
The whole experience has been gratifying and a full-circle moment in many ways for Timpf. Not only has it been vindicating to do things his way and see it become a success, but he’s gotten to do it with someone who he considers an idol.
Sure, Timpf always envisioned growing up he would be talking to Cowherd as a pro athlete, but talking to him as a colleague is certainly the next best thing. So when he got the call to talk with Cowherd during last year’s West Conference Finals, he didn’t hesitate.
“I was so incredibly nervous, as you could imagine,” laughed Timpf. “But I immediately remember him making me feel comfortable and confident. It immediately calmed me down.
“This is probably my favorite part of the entire experience, I think a lot of people think that these networks try to shove people in certain directions and The Volume has given me such freedom to cover the game exactly the way I want to and nobody is telling me to say crazy stuff. Nobody is pushing me in certain directions, it’s like total creative freedom. The way that Logan and Colin have been letting me do me, so to speak, has been so cool. To see my version of what I want it to look like makes me feel vindicated for talking about it the way I want to.”
Tyler McComas is a columnist for BSM and a sports radio talk show host in Norman, OK where he hosts afternoon drive for SportsTalk 1400. You can find him on Twitter @Tyler_McComas or you can email him at TylerMcComas08@yahoo.com.