Michael Jordan Isn’t The Only One Full of Bull
“Columnist Jay Mariotti says the truth has been twisted by many characters of “The Last Dance” era, including the tag team of Bulls owner Jerry Reinsdorf and writer Sam Smith.”
Just when it seemed Michael Jordan was finished making history, with his savage conquests of sports and sneakers and even the eerie genre of pandemic TV, we find him caught in swirling crossfire that frames him as a threat to another life legend.
Since the final credits rolled on “The Last Dance’’ documentary series, Jordan has been called a liar by Jerry Reinsdorf, a liar and a snitch by Horace Grant and a liar by a Utah pizza maker. And he has been caught contradicting himself by a reporter, Jack McCallum, who released a 2011 taped interview in which Jordan indeed confirmed that he froze nemesis Isiah Thomas from the 1992 Dream Team, which he repeatedly has denied. All of which is fitting in the aftermath of a production — a Jordan vanity project and hagiographical romp — that portrayed him as a triumphant dictator, left many of his servants crumpled in his reinvigorated legacy dust and reminded us how the Chicago Bulls reign was as much about manipulation and infighting as winning.
Yet let’s not assume, simply because some are bitter about how they were portrayed in the Jordan-lorded series, that they’re all telling the truth and he isn’t. A whole lot of people have lied in this decades-old piss pot — then and now — which explains why the dynasty became a travesty that died nasty. What should have been a joyride, wrapped around the miracle of Jordan, too often deteriorated into dysfunction and finger-pointing that leaves me asking, to this day, how the Bulls won six NBA championships. And now Jordan’s detractors, after watching a film that couldn’t have made him look better, want him also to be remembered as a fraud so obsessed with control that he’ll tell fantastic lies to protect his narrative, a lonely man in his leather chair with a cigar and mixed drink.
Be careful before you let them.
Because just as Jordan has his rules, there are The Reinsdorf Rules — and, by extension, The Sam Smith Rules, those of an ethically conflicted sportswriter and not the ballad singer or brewmaster of the same name. Yes, Jordan is all over the map on Isiah and needs to come clean. And I don’t really care whether he fell ill because of pizza poisoning, altitude sickness or a long night of partying; whatever, the man was mortally sick the next night and still scored 38 points in 44 minutes. But having covered the Jordan era as a Chicago columnist, I am compelled today to detail the machinations of a Bulls management dynamic that, quite often, oozed of more deception than a political backroom filled with aldermen.
And Reinsdorf and Smith always were in the smoky room together, as partners in slime.
On any list of essential occupations, sadly, a sports beat writer is no more vital now than a toenail painter or nightclub bouncer. That said, if and when seasons resume, there is a proper, professional way to cover a team. The process generally is defined as reporting for one’s core readers with tunnel vision — disseminating information and insight without selling out to sources as sugar daddies and slanting “news’’ in their favor.
Which is why Smith committed a flagrant foul, worthy of expulsion from whatever bogus media game he’s playing, when he claimed last week that Jordan “made up’’ and “lied about’’ why the era ended after the sixth title. See, Smith works for team chairman Reinsdorf — literally, as a staff writer for the Bulls.com website — after years of tickling Reinsdorf’s scrotum as the Chicago Tribune’s lead basketball writer. And his attack on Jordan’s integrity came only days (shocking!) after Reinsdorf testily emerged from his reclusive cave, saying he’s miffed at how Jordan characterized him in the final scene of the docu-series: as the owner who chose to dismantle the dynasty instead of prolonging it. “Maddening,’’ as Jordan put it.
Said Reinsdorf to NBC Sports Chicago, his broadcast-rights partner: “I was not pleased. How’s that? He knew better. Michael and I had some private conversations at that time that I won’t go into detail on. But there’s no question in my mind that Michael’s feeling at the time was we could not put together a championship team the next year.’’
He was calling Jordan a liar without actually using the L-word, a legal reflex as an attorney by trade. But he wasn’t done. In slippery Reinsdorfian fashion, as I witnessed often during 17 years at the Sun-Times, he relied on a henchman, Smith, to do his dirtiest work for him. Never mind that Jordan, after smirking and raising his eyebrows, reminded director Jason Hehir of the irrefutable timetable: Reinsdorf never interceded in the eight months after general manager Jerry Krause told Phil Jackson that he wouldn’t return as coach even if the Bulls went “82 and oh,’’ the eruption that prompted Jackson to coin the phrase “The Last Dance’’ and Jordan to vow he wouldn’t return without Jackson. Never mind how Reinsdorf used shifty semantics to say he made a last-gasp effort to keep Jordan and Jackson when, in fact, the damage had been done long before amid the owner’s insistence on backing Krause. Typically, Reinsdorf is trying a Hail Mary to sway public opinion that has been almost universally against him since then. Twenty-two years later, only his servant is buying in, making sure to spread the boss’ gospel during a quickie media tour.
“That was a complete and blatant lie by Michael,’’ Smith told 95.7 The Game, a San Francisco sports station. “There were several things in the documentary that I saw, I would know, that he made up or he lied about.’’
Later, Smith appeared on the Dan Patrick Show and elaborated: “He didn’t want to play that next year. He could have, in any number of ways. So he made that up too at the end: that `I wish I could have come back, I wanted to come back.’ He didn’t want to come back. … If he wanted that one (additional) year and the $40 million, he could have gotten it. He just didn’t want to play. … But it was a better story to end it that way. To say, `Hey, one more chance. Going for seven. We could have done that.’ Nah, he didn’t want to do that.’’
This isn’t professional reporting. It’s obedient, yes-sir, blame-deflecting trolling for the boss who employs him at the team website. The least Smith could have done was present Jordan’s side, but as Reinsdorf’s mouthpiece, he made the radio rounds for one purpose: To defend the owner, as he did for decades at the Tribune when Reinsdorf wasn’t signing his paychecks. As I wrote recently about the bleak future of independent sports media, I’m concerned that most aspiring writers will have to work directly as public-relations valets for leagues, teams and programs, or for outlets in bed with Big Sports. When young people see Smith operate in “The Last Dance’’ — as author of “The Jordan Rules,’’ the 1991 book — they might view Smith as a role model.
If so, don’t major in journalism. What Sam Smith does isn’t journalism.
When I arrived in town after the first title, I was startled by the smarmy landscape of the Bulls beat. Smith was attached to the hips and lips of Jackson and Reinsdorf … and Jordan didn’t trust him, gravitating to other beat writers. Nor was it cool that one of our Sun-Times beat reporters, Lacy J. Banks, regularly played poker with Jordan. Reinsdorf didn’t like Banks, who had a lengthy newspaper career before passing away in 2012, and sometimes called Banks a liar to discredit him (seeing a trend here?). Uncomfortably driving past Sun-Times billboards across Chicagoland that heralded my arrival with my headshot and a menacing slogan — “Sports With An Attitude!’’ — I was compelled to drive an immediate stake into the politicking. And if I’ve told this story before, it’s worth telling here.
I’d heard rumblings about “The Jordan Rules,’’ yet to be released, and how Jordan wasn’t going to like it. So I called Smith’s book publicist and requested an advance copy. Indeed, for the first time in a mass-readership context, Jordan’s dictatorial side would be revealed in the book. Knowing the Tribune had invested thousands of dollars to publish Smith’s excerpts — yes, the Tribune paid for information from its own reporter — I quickly published a column about some of the book’s controversial contents, as provided by Smith’s publicist. This caused a furor; was a championship team going to be disrupted by a book? It also embarrassed the Tribune and landed Smith in hot water with his editors, who couldn’t believe his publicist had helped the rival paper beat the Tribune with its own, paid-for material. The Sun-Times was an underdog tabloid with financial problems. Already dealing with the recent demise of my previous employer, the great National Sports Daily, I had no time for Machiavellian sports-beat b.s. I was in the mood to brawl.
Amid the book ruckus, Bulls training camp started. Visiting the team’s suburban facility for the first time, I heard a voice: “Are you Jay?’’ It was Jackson, not pleased. Now, why would he be rankled? Ohhhhh, he was close with Smith, who often would write soft, lengthy features about him. Around the same time, as covered in “The Last Dance,’’ Krause had circled book excerpts that weren’t flattering to him and summoned Jackson to his office, wondering what was up. Hmmmm.
So when Jordan pinpointed ex-teammate Grant in the docu-series as the principal book leak, prompting Grant to brand Jordan’s claim as an “downright, outright, (complete) lie,’’ it’s curious how Jordan protected Jackson. Because it’s obvious Jackson was involved in the book. And if Smith already had Reinsdorf locked in as a major source, well, draw your own conclusions. I’m sure Grant provided a few stories, as did other team members and franchise personnel. And Smith does have a reporter’s eyes and ears, having been trained on the news side of the print industry.
Unfortunately, to this day, he is ensconced in business bed with Reinsdorf, the ultimate reporting no-no. You scratch my back; I’ll advance your agenda. You pay me a salary; I’ll go on radio shows defending you and calling Jordan a liar. And Smith wasn’t alone in the Jerry-rigging. Any time Reinsdorf’s baseball team, the Chicago White Sox, thought a critic was too harsh, out came hillbilly homer Hawk Harrelson, who would interrupt a broadcast in Anaheim and, oh, rip me for two innings. Don’t make the mistake of confusing Chicago as a hardass hub of sports media. It’s a cartoon show and favor-fest, filled with its share of media fanboys and suck-ups. For every beat writer who did a standup job of covering the title-era Bulls, there was the creepy, accompanying constant of Smith being fed stories by the same suspects year after year.
To the point where here in 2020, after tens of millions watched “The Last Dance,’’ Smith is still performing his deeds and calling out Jordan to appease Reinsdorf.
Smith’s backers will accuse me of sour grapes. Sorry, I was a columnist covering the entire sports world, not just the Bulls, and I didn’t enter the media business to kiss up to owners for information and money. Reinsdorf tried to woo me in my first year, inviting me to his ballpark perch in Sarasota for a come-to-papa talk during Sox spring training. Not long after, in the wake of a column he must not have liked, I was told by his office assistant to not contact him again. I never did. And once you’re on the guy’s bad side, it becomes a real-life version of “The Godfather’’ — his baseball manager called me “a (bleeping) fag,’’ his top baseball executive confronted me in a Chicago rooftop bar while I was entertaining friends, his p.r. director waged an Internet smear campaign. And, oh, there was Hawkeroo again, slamming into the back of my chair in a Minneapolis press-box dining area, prompting me to quietly tell him to knock if off or I’d remove his prominent nose from his face.
Sometimes, Reinsdorf resorted to desperate measures, once with Smith in the middle. I’d criticized the owner for attempting to lowball yet another Bulls coach, Scott Skiles, before they finally agreed to terms on a new deal. The contract numbers provided to the Sun-Times, from Skiles’ agent to our beat reporter, were volunteered to me by phone by an editor who now works at ESPN.com. Meaning, the numbers appeared in my column AND in our news story. Two places.
Not surprisingly, they were a slight fraction off the Tribune’s numbers for Skiles, as supplied to Smith by Bulls management. Next day, Reinsdorf and his lawyers contacted the Sun-Times. And next thing I knew, the same editor was calling me with bizarre news: The paper was running several retractions because of the “erroneous’’ numbers in my column. Again, I’d been given the numbers by an editor who called me with the info — the very numbers that appeared in our news story. Didn’t matter. The Sun-Times often buckled to whatever Reinsdorf wanted. And, of course, the Tribune ran a blurb about all of my retractions.
Two words: Dirty pool. Is it any wonder both papers have deteriorated to the point both could die any day?
The docu-series succeeded wildly in bringing back the Jordan years in their high-voltage entirety, including the discord that constantly seeped into the dominance and dampened the fun. But I tell these stories not to do my own “snitching’’ — amid a flood of post-documentary backlash that finds Reinsdorf, Grant, Scottie Pippen, Craig Hodges, Thomas and Krause’s widow among those upset with Jordan. My purpose is to establish a how-not-to manual for young beat reporters. It’s one thing to have important sources, quite another to sell out and serve as a lackey for life. Reinsdorf had his media lackeys, none bigger than Smith. Jordan had his — namely, close pal Ahmad Rashad. Krause had his in the national writing media. Jackson had his. And all the while, some of us were trying to maintain a semblance of professional independence and neutrality, wanting to avoid appearances of selling out or making money off the people we cover. I never was in anybody’s camp. Early on, at the old Chicago Stadium, I felt a nudge in my back as Bulls players jogged past press row before a game; it was Jordan, appreciative of a column where I wondered why the team media guide had strangely underplayed his importance with only a few pages devoted to him. It was proof of the farcical Krause mantra that eventually would break up the team: organizations win championships.
But when I visited Jordan at a country club two summers later, wanting to know the truth about his gambling problems amid an NBA investigation, he threw an ice cube at me. I was in business bed with no one.
Smith isn’t the only guilty party in sports media. Sirius XM talk host Chris Russo always has been a shill for Major League Baseball owners, which explains why he told players to “go to hell’’ last week in a long, biting rant about ongoing labor negotiations, which seem particularly appalling during a pandemic. In the same vein as Smith works for Reinsdorf, Russo works for a network that has a long-term business arrangement with, yup, MLB.
At least Smith didn’t take money from Donald Sterling, the disgraced former owner of the Los Angeles Clippers, who once suggested Smith become his general manager. But like commissioner David Stern, Smith was among those who continued to associate with Sterling even as he spewed racism for years. Why not use that relationship and his reporting platform to reveal Sterling as a racist years before a TMZ tape became the impetus for Adam Silver, Stern’s successor, to expel him from the league?
Funny, but the biggest story of my Jordan-coverage career came from simple, pound-the-pavement persistence. I made numerous excursions in the summer of 2001 to Hoops The Gym, a facility on Chicago’s west side, where Jordan was plotting his return to the NBA. He would see me waiting in the parking lot, yell at me for writing that he shouldn’t be trying another comeback, then give me another meaty column. Finally, on Sept. 10, one day before Jordan suddenly didn’t matter on Planet Earth, he stood in the parking lot and announced his Washington Wizards comeback to me and Jim Litke of the Associated Press.
That forced Smith, without the owner in his back pocket, to play catch-up in his belated news story. Every media outlet credited the Sun-Times and the AP — except one.
The Tribune credited the AP and another newspaper.
The Smith Rules, call them.
Jay Mariotti, called “the most impacting Chicago sportswriter of the past quarter-century,’’ is the host of “Unmuted,’’ a frequent podcast about sports and life (Apple, Podbean, etc.). He is an accomplished columnist, TV panelist and radio host. As a Los Angeles resident, he gravitated by osmosis to movie projects. He appears Wednesday nights on The Dino Costa Show, a segment billed as “The Rawest Hour in Sports Broadcasting.’’ Compensation for this column is donated to ProPublica, an independent, non-profit newsroom emphasizing investigative journalism.
Jay Mariotti, called “the most impacting Chicago sportswriter of the past quarter-century,’’ writes a weekly media column for Barrett Sports Media and regular sports columns for Substack while appearing on some of the 1,678,498 podcasts in production today. He’s an accomplished columnist, TV panelist and radio talk host. Living in Los Angeles, he gravitated by osmosis to film projects. Compensation for this column is donated to the Chicago Sun-Times Charity Trust.
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.