Connect with us

BSM Writers

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

“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.”

Jeff Caves

Published

on

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. 

BSM Writers

Being Wrong On-Air Isn’t A Bad Thing

…if you feel yourself getting uncomfortable over the fact that you were wrong, stop to realize that’s your pride talking. Your ego. And if people call you out for being wrong, it’s actually a good sign.

Published

on

WRONG BAD

In the press conference after the Warriors won their fourth NBA title in eight years, Steph Curry referenced a very specific gesture from a very specific episode of Get Up that aired in August 2021.

“Clearly remember some experts and talking heads putting up the big zero,” Curry said, then holding up a hollowed fist to one eye, looking through it as if it were a telescope.

“How many championships we would have going forward because of everything we went through.”

Yep, Kendrick Perkins and Domonique Foxworth each predicted the Warriors wouldn’t win a single title over the course of the four-year extension Curry had just signed. The Warriors won the NBA title and guess what? Curry gets to gloat.

The funny part to me was the people who felt Perkins or Foxworth should be mad or embarrassed. Why? Because they were wrong?

That’s part of the game. If you’re a host or analyst who is never wrong in a prediction, it’s more likely that you’re excruciatingly boring than exceedingly smart. Being wrong is not necessarily fun, but it’s not a bad thing in this business.

You shouldn’t try to be wrong, but you shouldn’t be afraid of it, either. And if you are wrong, own it. Hold your L as I’ve heard the kids say. Don’t try to minimize it or explain it or try to point out how many other people are wrong, too. Do what Kendrick Perkins did on Get Up the day after the Warriors won the title.

“When they go on to win it, guess what?” He said, sitting next to Mike Greenberg. “You have to eat that.”

Do not do what Perkins did later that morning on First Take.

Perkins: “I come on here and it’s cool, right? Y’all can pull up Perk receipts and things to that nature. And then you give other people a pass like J-Will.”

Jason Williams: “I don’t get passes on this show.”

Perkins: “You had to, you had a receipt, too, because me and you both picked the Memphis Grizzlies to beat the Golden State Warriors, but I’m OK with that. I’m OK with that. Go ahead Stephen A. I know you’re about to have fun and do your thing. Go ahead.”

Stephen A. Smith: “First of all, I’m going to get serious for a second with the both of you, especially you, Perk, and I want to tell you something right now. Let me throw myself on Front Street, we can sit up there and make fun of me. You know how many damn Finals predictions I got wrong? I don’t give a damn. I mean, I got a whole bunch of them wrong. Ain’t no reason to come on the air and defend yourself. Perk, listen man. You were wrong. And we making fun, and Steph Curry making fun of you. You laugh at that my brother. He got you today. That’s all. He got you today.”

It’s absolutely great advice, and if you feel yourself getting uncomfortable over the fact that you were wrong, stop to realize that’s your pride talking. Your ego. And if people call you out for being wrong, it’s actually a good sign. It means they’re not just listening, but holding on to what you say. You matter. Don’t ruin that by getting defensive and testy.

WORTH EVERY PENNY

I did a double-take when I saw Chris Russo’s list of the greatest QB-TE combinations ever on Wednesday and this was before I ever got to Tom Brady-to-Rob Gronkowski listed at No. 5. It was actually No. 4 that stopped me cold: Starr-Kramer.

My first thought: Jerry Kramer didn’t play tight end.

My second thought: I must be unaware of this really good tight end from the Lombardi-era Packers.

After further review, I don’t think that’s necessarily true, either. Ron Kramer did play for the Lombardi-era Packers, and he was a good player. He caught 14 scoring passes in a three-year stretch where he really mattered, but he failed to catch a single touchdown pass in six of the 10 NFL seasons he played. He was named first-team All-Pro once and finished his career with 229 receptions.

Now this is not the only reason that this is an absolutely terrible list. It is the most egregious, however. Bart Starr and Kramer are not among the 25 top QB-TE combinations in NFL history let alone the top five. And if you’re to believe Russo’s list, eighty percent of the top tandems played in the NFL in the 30-year window from 1958 to 1987 with only one tandem from the past 30 years meriting inclusion when this is the era in which tight end production has steadily climbed.

Then I found out that Russo is making $10,000 per appearance on “First Take.”

My first thought: You don’t have to pay that much to get a 60-something white guy to grossly exaggerate how great stuff used to be.

My second thought: That might be the best $10,000 ESPN has ever spent.

Once a week, Russo comes on and draws a reaction out of a younger demographic by playing a good-natured version of Dana Carvey’s Grumpy Old Man. Russo groans to JJ Redick about the lack of fundamental basketball skills in today’s game or he proclaims the majesty of a tight end-quarterback pairing that was among the top five in its decade, but doesn’t sniff the top five of all-time.

And guess what? It works. Redick rolls his eyes, asks Russo which game he’s watching, and on Wednesday he got me to spend a good 25 minutes looking up statistics for some Packers tight end I’d never heard of. Not satisfied with that, I then moved on to determine Russo’s biggest omission from the list, which I’ve concluded is Philip Rivers and Antonio Gates, who connected for 89 touchdowns over 15 seasons, which is only 73 more touchdowns than Kramer scored in his career. John Elway and Shannon Sharpe should be on there, too.

Continue Reading

BSM Writers

Money Isn’t The Key Reason Why Sellers Sell Sports Radio

I started selling sports radio because I enjoyed working with clients who loved sports, our station, and wanted to reach fans with our commercials and promotions.

Jeff Caves

Published

on

Radio Sales

A radio salesperson’s value being purely tied to money is overrated to me. Our managers all believe that our main motivation for selling radio is to make more money. They see no problem in asking us to sell more in various ways because it increases our paycheck. We are offered more money to sell digital, NTR, to sell another station in the cluster, weekend remotes, new direct business, or via the phone in 8 hours. 

But is that why you sell sports radio?

In 2022, the Top 10 highest paying sales jobs are all in technology. Not a media company among them. You could argue that if it were all about making money, we should quit and work in tech. Famous bank robber Willie Sutton was asked why he robbed twenty banks over twenty years. He reportedly said,” that’s where the money is”. Sutton is the classic example of a person who wanted what money could provide and was willing to do whatever it took to get it, BUT he also admitted he liked robbing banks and felt alive. So, Sutton didn’t do it just for the money.

A salesperson’s relationship with money and prestige is also at the center of the play Death of a Salesman. Willy Loman is an aging and failing salesman who decides he is worth more dead than alive and kills himself in an auto accident giving his family the death benefit from his life insurance policy. Loman wasn’t working for the money. He wanted the prestige of what money could buy for himself and his family. 

Recently, I met a woman who spent twelve years selling radio from 1999-2011. I asked her why she left her senior sales job. She said she didn’t like the changes in the industry. Consolidation was at its peak, and most salespeople were asked to do more with less help. She described her radio sales job as one with “golden handcuffs”. The station paid her too much money to quit even though she hated the job. She finally quit. The job wasn’t worth the money to her.

I started selling sports radio because I enjoyed working with clients who loved sports, our station, and wanted to reach fans with our commercials and promotions. I never wanted to sell anything else and specifically enjoyed selling programming centered around reaching fans of Boise State University football. That’s it. Very similar to what Mark Glynn and his KJR staff experience when selling Kraken hockey and Huskies football.  

I never thought selling sports radio was the best way to make money. I just enjoyed the way I could make money. I focused on the process and what I enjoyed about the position—the freedom to come and go and set my schedule for the most part. I concentrated on annual contracts and clients who wanted to run radio commercials over the air to get more traffic and build their brand.

Most of my clients were local direct and listened to the station. Some other sales initiatives had steep learning curves, were one-day events or contracted out shaky support staff. In other words, the money didn’t motivate me enough. How I spent my time was more important. 

So, if you are in management, maybe consider why your sales staff is working at the station. Because to me, they’d be robbing banks if it were all about making lots of money.  

Continue Reading

BSM Writers

Media Noise: BSM Podcast Network Round Table

Published

on

Demetri Ravanos welcomes the two newest members of the BSM Podcast Network to the show. Brady Farkas and Stephen Strom join for a roundtable discussion that includes the new media, Sage Steele and Roger Goodell telling Congress that Dave Portnoy isn’t banned from NFL events.

Continue Reading
Advertisement
Advertisement

Trending

Copyright © 2021 Barrett Media.