Reid, Arians Have Much In Common — Except The Covid Barber
If we can’t explain why Reid foolishly allowed Mahomes and other players to stand in line for haircuts — from a virus-infected stylist — Super Bowl LV does present a matchup of 60-something head coaches with youthful blood.
It figures Andy Reid didn’t have the barber tested in time. This is a coach who thinks a fourth-and-one conversion is as easy and breezy as his Tommy Bahama garb, a man who’s riding a wave of fearlessness and the sum of his quarterbacking creation to a unique place in NFL history. COVID-19? Isn’t that the name of a Tampa Bay defensive package?
But even Patrick Mahomes can’t escape the rush if coronavirus is blitzing. So why in the name of Anthony Fauci would Reid and Chiefs management allow 20 players and staffers, including Mahomes, to wait in line for haircuts Sunday in Kansas City — as the barber awaited results from his virus test? Rather than delay the trims, center Daniel Kilgore took a seat in the chair. Next thing he knew, the barber was being yanked out of the room after his test turned up positive. Hours later, Kilgore and receiver Demarcus Robinson were placed on the reserve/COVID-19 list as close contacts, able to play in the game only if they test negative each day through Saturday.
We’ve seen crazy happenings at Super Bowls — Barret Robbins skipping off to Mexico, Eugene Robinson soliciting a prostitute after receiving an award for “outstanding character,” Stanley Wilson’s drug relapse on the eve of a game, Hollywood Henderson high on cocaine during a game, Max McGee catching passes while hungover, Thurman Thomas losing his helmet, a blackout in the Superdome. So why would we be surprised by a COVID-19 violation during a pandemic, even if the parties are shut down, celebrities are staying home and Tampa’s notorious strip clubs are quiet despite mask-wearing lap dancers?
Should we be alarmed about an impending, team-wide outbreak? Is it not suspicious that only two players were placed on the reserve/COVID-19 list — one a backup center, another a secondary pass-catcher — when several others were in line? I am not an epidemiologist, but it’s pretty damned stupid to take such a risk — particularly with Mahomes — when you’re trying to become the first NFL champion to repeat in 16 years. Couldn’t Reid have sent Mahomes to the barber in the State Farm ads, in isolation, at the Patrick Price?
Aiming to calm any mass alarm, the league insisted the Chiefs cleaned up their mess. “The club took very prompt and direct action,” said Allen Sills, the NFL’s chief medical officer. “Our contact-tracing team was on site and able to get a very clear understanding of the exposures. And so, at this point, we feel like we’re in a good position with that and we’ll just continue to monitor.”
As America eyes the 55th title game as an escape, now we have yet another COVID Watch. Not that the Chiefs seem too concerned, with Kilgore posting a new social-media profile photo with a half-shaved head. This after NFLPA executive director DeMaurice Smith told ESPN that he sees “no scenario where we would agree with the league to move the Super Bowl,” even if Mahomes or Tom Brady tested positive in coming days. All of which will be forgotten, especially by the ill-informed millions who still think the virus is a hoax, if the Chiefs go on to win Sunday night with no infections. After all, this is Reid’s time. Would he really allow haircuts to screw this up?
The NFL must love the coaching optics here. This Super Bowl is enriched by two lifers, cartoonish characters in their ‘60s, one who devours cheeseburgers and the other known for whiskey shots and a protective shield too large for his ruddy face. After two decades of tolerating Bill Belichick as a grumpy genius, America now chooses between two likable OGs who could double as goofy granddads. Reid has graduated from his previous narrative — the innovator who won every game but the big ones, the tragic figure who lost a son to an accidental heroin overdose — to become the father-figure mastermind of the Chiefs, who will hear dynasty talk if they win. And Bruce Arians is the survivor whose career seemed dead a decade ago, only to rebound with two NFL Coach of the Year awards — the first when he replaced cancer-plagued Chuck Pagano as an Indianapolis interim — and his now-historic role as the quirky sage who rescued Brady from The Grump and helped him to a championship game in their own stadium.
In a pandemic Super Bowl defined by Brady’s freaky reverse-aging miracle,
the rival coaches also are ignoring their birth certificates. Reid is 62 going on 32, on a belated revolutionary run as Mahomes’ muse and the brains behind possibly the most unstoppable and entertaining offense the sport has seen. He’s fearless, as if not giving a damn if he wins or loses as long as he’s daring fate. Fourth-and-one at midfield, 1:17 left? Of course, Big Red went for it, even with 35-year-old backup quarterback Chad Henne, even if Cleveland probably would have won if it didn’t work. Point is, it always works these days, which is why Reid is the reigning face of coaching.
“If the coaches are flinching, if the players — your leaders — are flinching, it’s not going to happen. And our locker room is not going to flinch,” he said.
Which is one reason his players love him, yet another marked difference between the Reid Way and the Belichick Way. Not only does he turn loose his weapons, the Chiefs culture is fun and loose, right down to the names he has for plays: Ferrari Right, Smoked Sausage and Black Pearl among them. He actually has a Ferrari package, aptly named with Mahomes in the driver’s seat and Travis Kelce and Tyreek Hill riding shotgun. “In this league, you’ve got to stay aggressive all the time. I mean, teams are just too good,” Reid said. “There’s so much parity in this league and such a small margin between winning and losing, that you’re not going to be using too many four-corner stalls. That’s just not how you’re going to roll.”
All week, we’ve heard his players speak fondly of him. This isn’t common in a league where players are lauded one minute and unloaded the next — hello, Jared Goff. The Reid Way is built on trust, which might explain why he let them get haircuts together, misguided as it was. “He’s got almost like a father figure kind of role in the building, and it’s because everyone loves him so much,” said Kelce, whose all-time production as a tight end is a spinoff of Reid’s strategic artistry. “He’s got an unbelievable way of getting the best out of everybody that is relating to all different aspects and all different forms of life. … This game is not won with one guy. That’s the beauty about the game is that that it takes everyone. Coach Reid does an unbelievable job of relating to everybody and getting the best out of everybody. And he’s the ultimate leader.”
Similar praise is directed toward Arians, who had a more difficult chore leading the Buccaneers to the first home-team Super Bowl. Unlike the Chiefs, the Bucs have struggled for relevance since their only championship in 2003. The first gamble was hiring Arians, who had overcome his sudden dismissal by the Steelers — the front office somehow was threatened by his relationship with superstar quarterback Ben Roethlisberger — by winning under difficult circumstances with the Colts, then enjoying head-coaching success in Arizona. When he left the Cardinals, his career appeared over. Instead, he stumbled into the greatest jackpot imaginable when Brady, tired of Belichick, liked what he saw in Tampa, including the free-wheeling Arians.
They had their tense moments this season, such as when Arians called him out for mistakes in defeats. But after a late November setback to the Chiefs, when Mahomes and Hill went haywire in the first half, the Bucs haven’t lost since. Sixty-eight going on 40, Arians refuses to acknowledge this as the oldest matchup of head coaches — combined age: 131 years and 86 days — in Super Bowl history. Whereas Reid says he’s “still part of the Geritol crew,” Arians continues to style in his Kangol newsboy caps and speak a youthful language. Sometimes, the words come with a harder edge.
“He’s going to coach you hard, but he’s also going to love you hard,” Bucs center Ryan Jensen said. “The good butt-rip is sometimes needed, but he’s going to love you up and make sure you go into the game confident.”
Given the potential for high drama — can you believe Brady, Antonio Brown, Rob Gronkowski, Ndamukong Suh and Leonard Fournette have shared the same locker room? — Arians was wise enough to use Brady to help guide the pirate ship. At one point, Arians took a jab at Belichick, saying he was letting Brady “coach” when New England did not. He was spot-on in his self-credit.
Who of right mind resists Brady’s gift for changing a culture?
“He’s a great man. He’s a great leader. He’s a great person. He’s a great friend,” said Brady, stringing together praise rarely directed toward Belichick. “He’s very loyal. He’s just got a great way of communicating effectively with everybody around here. Everybody has a great affection for him for the person that he is. There’s nobody that would ever say a bad thing about B.A. He’s just so endearing to everybody and I think everyone wants to win for him.”
Maybe it’s coincidence that Kansas City is the team hit by COVID. Maybe it isn’t coincidence. Maybe it’s a sign Tampa Bay is more focused, riding the savvy of Brady’s 10th Super Bowl appearance and the focus of the head coach. “I don’t think anything ever prepared us for the pandemic. This whole season has been different,” Arians said. “The team-building things that you do in the offseason didn’t happen. I have to give all the credit in the world to our players for their commitment to each other, the accountability they’ve shown to each other in staying healthy and beating the virus before we could beat any other team. And then the closeness they’ve got and the accountability to make all their decisions to affect the cause.
“And the cause is to put rings on our fingers.”
Another reason the NFL embraces Reid and Arians is that it temporarily deflects attention from a continuing coaching crisis. The Rooney Rule is a sham, as seen again last month, when only two of seven head-coaching openings were filled with minority hires. Months after commissioner Roger Goodell finally broke down amid pressure from Mahomes and other stars and said, “We, the National Football League, condemn racism and the systematic oppression of Black People,” and “We, the National Football League, believe Black Lives Matter,” the optics aren’t good when only one Black coach was hired. And that didn’t happen until six jobs were filled and Houston, in what seemed a league mandate, hired 65-year-old career assistant David Culley.
The Rooney Rule, as envisioned by the late Pittsburgh owner Dan Rooney, requires each NFL team to interview minority candidates and expand their chances of landing head positions. But when you see the Eagles hire neophyte Nick Sirianni, who stumbled through his introductory Zoom conference like a kid interviewing for an internship, it’s painful knowing that Black candidates who’ve been head coaches in the league — Marvin Lewis, Jim Caldwell, Todd Bowles among them — weren’t seriously considered. Nor was Duce Staley, Philadelphia’s assistant head coach, who promptly split for a similar role in Detroit after Sirianni’s hiring. Don’t tell me Sirianni was hired solely as a QB whisperer for struggling Carson Wentz. There’s more to it. Couldn’t the Eagles have hired Chiefs offensive coordinator Eric Bieniemy, who merely has helped Reid develop Mahomes into a transcendent machine?
“There’s still work to be done in this area, no question about it,” said Steelers president Art Rooney II, son of Dan Rooney. “There are a lot of pieces to it that we’re going to have to sit down when it’s all said and done and really analyze what happened — and are there things we can do to strengthen the opportunities for minority coaches? I think last year we did take a number of steps that I think over time are going to pay dividends, but that’s not to say we can’t do more, and we’ll take another strong look at it this offseason.”
At least the league added two minorities in the general manager ranks: Brad Holmes in Detroit and Terry Fontenot in Atlanta, raising the number of black GMs to four. But racial progress is stalled throughout a hypocritical sports world. None of college football’s seven Power Five programs with vacancies hired a Black head coach, opting for a White sweep. And for all the celebration over Kim Ng’s hiring in Miami as Major League’s Baseball’s first female general manager, guess who filled the other seven openings atop baseball operations within franchises? White males.
So, for now, we revel in the late-career success of the Super Bowl OGs. At least Andy Reid and Bruce Arians aren’t questioned about their competence, though, until the ball is kicked off, Reid’s common sense is facing a fourth-and-one situation deep in COVID territory.
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.