Meet The Market Managers: Ivy Savoy-Smith, Audacy Washington DC
“We’re just efficient and we can show you that. We can show you by the qualitative of our listeners. We can show you the research and I can show you who my listeners are, where they live, how much money they make, how smart they are, and what types of jobs they have.”
Ivy Savoy-Smith has been leading Audacy’s Washington, DC cluster since December 2019. That doesn’t mean she is new to the seven-station cluster by any means. The Maryland native has spent virtually her whole life in the DMV (DC, Maryland, and Virginia) and the majority of her entire career inside the same building.
Being a local is important in the nation’s capitol. It means something different to the people that grew up there than it does to those who relocate there to work in government, defense or the lobbyist industry. If you’re a transplant, DC is built on politics. If you grew up inside the Beltway though, you know shutting out politics is important to maintaining your sanity.
A big part of the success of 106.7 The Fan has been due to the station’s ability to do just that – shut out politics. Ivy told me that it’s a big part of what’s helped the station remain strong when competing for advertising dollars against powerhouse news/talkers like WTOP and WMAL. As strong as The Fan has been, it’s no longer the lone brand inside Audacy DC headquarters. 2020 ended with Audacy adding another weapon to its sports radio arsenal when the company struck a deal with Radio One to acquire Team 980. With two familiar local brands operating under one roof in a city that loves sports and isn’t afraid to spend to be associated with it, Ivy and her team like their chances, even if politics occasionally cause a little chaos.
Demetri Ravanos: You were born and raised in the DMV-area, right outside of DC. I think for those of us from the outside, it’s hard to understand what that is like, because politics is what keeps the town ticking to a certain extent. And because of that, it becomes part of people’s everyday life and everyday conversation because everybody knows somebody that works in that field. With that being the case, how important is it that your sports stations be a pure escape from those conversations? I would imagine that is a real selling point, not only for listeners, but also talking to advertisers too.
Ivy Savoy-Smith: Absolutely it is. Our sports stations are just that. They are an escape from everything. We’re here to engage our listeners with great conversation about what’s going on, to have unbiased content that we’re talking about in the sports world, and to give them an opportunity to then engage with our talent over their thoughts and opinions. Obviously, we dive in sometimes when sports transcends, into other things. You have some athletes that maybe doing something in the music world or in the political world, so we will touch on it a bit, but at the end of the day, we are an escape for people. We want you to come to 106.7 The Fan or The Team 980 to listen and hear great content about your favorite and even your not-so-favorite teams here in the in the DMV.
DR: With it being such a transient area, I would imagine that there are plenty of the hometown teams that some of your listeners hate as well.
ISS: Exactly! I mean that is the awesome thing about sports. We have fans all over for the Junkies. I can’t tell you how many listeners that we have for the Sports Junkies who may have left the DMV and don’t live here anymore, but they have that option of listening to the station and still feeling like they’re right here. It’s just a great opportunity. People can still listen to their favorite sports teams wherever they live with streaming and with so many options that we have that are available now for people that weren’t available years ago.
DR: Whether it’s you or people at various levels on your sales staff, when you’re talking to potential clients, WTOP is the highest billing station in America. It’s right there in your backyard. WMAL is also a legendary news/talk station that is very strong. How do you approach local businesses spending money on those stations and hammer home the idea that it benefits them to buy sports on The Fan or Team 980 in addition to News Talk?
ISS: We’re just efficient and we can show you that. We can show you by the qualitative of our listeners. We can show you the research and I can show you who my listeners are, where they live, how much money they make, how smart they are, and what types of jobs they have. Our time spent listening with our sports stations is high. So again, it’s the quality of the listener and you have them engaged. That also goes a long way with a client’s commercial messaging on our stations. We have affluent listeners. Obviously they’re male-dominant stations that we have right there at that median age of the 48 or 49 year old man, who has been working, who has a disposable income.
So we’re able to deliver that more well-rounded buy than, I would say our competitors can. When you think about a TOP or an MAL, and not to take anything away from those two stations. They’re two good stations for news content, but they’re older-skewing stations. Our median age of who were reaching has disposable income and are spending and are engaged, versus some of our competition. They’re on the older end.
Let’s talk about “qualified.” When I’m talking to clients about that, it’s like, “I’m giving you qualified leads. Who’s going to come into your business? Who has more propensity to purchase than someone who isn’t? Who is set in their way and doesn’t need to purchase your product? Who is already comfortable? Who already has these things? Or do you want the person who is going to buy, is looking to buy, is thinking about buying, and has the money to purchase?” We make sure that we’re having that conversation with each and every client that we’re talking to. It’s a different conversation every time based on, obviously, the client in the category. But yes, we are a viable talk station that has listeners who engage, who listen longer, who have the income to come into your locations, and who are in our key demographics. We’re right here to compete with those other stations, and we do a pretty good job of it – and more efficiently I’ll say.
DR: You used the phrase “different conversations” and that feels like a good way to dive into the city’s two biggest sports radio brands now being inside the same building. Your group added Team 980 and the reconfigured lineup at the moment very much has its own identity. It’s not treated like an afterthought. I do wonder what the long term play is for the station or if you even have thought that far ahead yet. The Fan is such a powerhouse in the sports format, at some point I wonder if it just makes more sense to quit splitting the focus and devote all the resources to the top bread winner.
ISS: Absolutely not. We are committed to Team 980 and we feel like it is a great complement to The Fan. Yes, The Fan is our powerhouse and we take nothing away from that, but The Team is also a viable radio station that is a heritage brand and it has a very loyal base of listeners. We’ve made some changes because we want it to evolve with the marketplace right now and with our listener’s demands.
We want The Team to be a complement to The Fan as a sports station, not a one dimensional station. The demographics are similar, but yet they are different in some key ways. The team has a higher comp of African-Americans. The station does very well in Prince Georges County, an area that is very affluent with African-American males. The Fan does very well in Fairfax County with their key demographics. The station’s mirror each other in the right way. You’re getting all men with both stations as opposed to one brand reaching one type of man and the other station reaching another type of man. By having them both, we’re able to deliver the total demographic with 106.7 the Fan and Team 980.
I believe they’re efficient together and it’s a well-rounded buy. All of the games we carry, they’re going to transcend. So even though one station may carry it, we’re still going to talk about it on the other station. That’s what we’re doing with The Team that hasn’t been done. We’re giving Washingtonians and the DMV options and opportunities to listen to both stations. They’re going to get something different from both stations that we believe they’re going to enjoy.
DR: Is that something that you and Chris Kinard had to talk about with candidates, be it for the hosting roles or producing roles? Did you have to make it crystal clear that Team 980 is important to Audacy because it serves a purpose that The Fan can’t or accomplishes a certain goal that The Fan can’t in order to assuage any fears they may have because it’s an AM signal versus an FM signal and it’s not going to be treated the same way in the building?
ISS: Chris and I’ve known each other for 20 years. He’s been with the company as long as I have. So immediately we knew that we were going to make a few tweaks with the station. Overall, 980 is a heritage radio station. It is a brand that has done very, very well in the marketplace. We just wanted to continue that and also enhance it. But immediately we made sure that it was one team, because when you’ve been on opposite sides and you’ve been competing for years, obviously it’s going to be different that day when you make the announcement that your number one competitor is now in the building. So we wanted to make sure, with both teams, to be as transparent as possible. It is one team now. You both bring valuable assets to the table. It does not have to be one or the other. If we do this right, we complement each other.
So the same conversation that we had with them internally is the same conversation I had with the buying community externally, because it is the same conversation. They complement each other. Does it have to be one or the other? It’s worked really well. I will tell you that I am proud of them. They have worked well together and we do a lot together with them. If The Fan hears of one thing, we immediately let The Team know and vice versa. And that’s because everyone knows their strengths. And when everyone knows their strengths and their value and you’re transparent, I think it goes a long way. That’s the difference maker.
DR: We did a story not too long ago at the site about the uniqueness of 980’s lineup with Travis Thomas and Reese Waters airing back to back. I looked this up to confirm. It is the only station in America where you have solo hosts, both African-American, neither are former athletes, airing back to back anywhere in the country. Was that a conscious choice in terms of the positioning? Like you said, 980 has historically performed better with the African-American community. Or was it just a matter of this is where these two sort of fit in the overall lineup and by happy accident, we stumbled on something unique to sports radio?
ISS: I wish I could take credit for that, but that is not the case. I have to give all credit to Chris Kinard, because he was the one who spearheaded this lineup and was adamant about Travis. We worked with Travis before and thought that he was a great talent and when it made sense we we’re going to put him somewhere. When 980 came up, it was just the perfect time. Reese, the same thing. We’ve worked with Reese Waters for years on different things. Chris has wanted him for some time, even when Reese was at ESPN. So Chris knew a lot of their strengths and the different things that they bring to the table. And he liked that. So those were really the reasons it worked out this way. I mean, it took a little creativity to rework the slots. It just so happened with the timing that when everything came about with Team, it was like, “OK, now we know where we can put these guys and bring them into the Audacy family.”
DR: Speaking of Chris Kinard, he has spent his entire career with the company. You mentioned the two of you have worked together for a long time. What have you seen change in him as he has ascended up the ladder from starting out as a producer to now being considered one of the format’s very best programmers anywhere in the country?
ISS: Oh, he definitely is! As I have evolved at the station, we’ve kind of evolved together. He also handles operations for the entire cluster. Chris is a creative genius, but he will also will get in the trenches with you. His guys respect him because he will work with them and he is very transparent. He does the work and gets in front of things.
I will say from a market manager’s standpoint, he is the best. If he comes to me with an issue, he already has an answer for it. He doesn’t walk into the office and say “we’ve got this problem. What are we going to do, Ivy?”. It’s, “hey, we have this problem, Ivy. And I think I have the answer to the problem,” and that’s something that you don’t get all the time. He’s a team player and he listens, and that’s critical.
Chris is not afraid to listen to what other brand managers and PDs are doing across the country at their sports stations. When he sees that they’re doing something great, he’ll reach out and say, “Hey Ivy, I just saw in Philly, they’re doing this, maybe it’s something we can tweak for DC”. He’s always looking and thinking about what else can he do next.
It goes back to Travis and the Reese. He’s always looking at that bench too and thinking, “who are tomorrow’s up and coming star talents? Who’s going to bring that fresh new energy to the team and the talent that we need?” So, for instance, when all of this happened with Team 980, some of the things that we needed to do were already in his head. To me, Chris is the best in the business.
DR: You mentioned before that you’ve been in the building together for a long time. I would imagine that both of you sort of shared major life moments with one another. But now that you are his boss, was there any sort of difficulty in the transition of the relationship? You know, we have this deep familiarity, we’re friends and peers, but now it’s become technically a boss/employee situation. How does the relationship make it easier to navigate thru that?
ISS: I can’t speak for Chris, but it may be easier for me. There’s a confidence at this level of knowing that I have someone that I can trust. I know his work ethic. I know he cares about what he does. He cares about his work. More importantly, he cares about his staff and he will run through a wall for them. I love that he is that way.
Coming into this role and knowing that I had him as my brand manager over The Fan at the time, and since then promoted him to operations manager. Then of course, we acquired The Team, and I knew it’d work because again, I trust him. I know that I don’t have to worry about anything with Chris.
So the transition has worked fine for us. We sat down and went over how does this role look for me, what are my expectations over what he’s doing? There really wasn’t much to change, but obviously we had a conversation and our relationship changed a little bit. But that’s okay, because guess what, I told him “you’ve been doing a good job even before I sat in this seat. So nothing’s really changing for you. You’re going to continue to do what you’re doing. And if anything, I hope me being in this position just empowers you to do more because, I support you and I have your back.
DR: Audacy has certainly done a very good job of making sure that women are in charge of buildings across the entire landscape. From the smallest markets to the biggest, the company seems to have a real focus on putting women in positions of leadership. Being a black woman in that position, unfortunately, still is kind of a rare thing though. I wonder if that makes you willing and eager to be a mentor for the next generation of black women that want to reach the same spot or if it feels more important to advocate for changing minds and addressing biases that may exist at the top.
ISS: I think it’s both. I would love to have more black women with a seat at the table. I would love more opportunity for that. I mentor women whenever I get a chance. I’m in a couple of women in sales advisory groups and councils where I mentor women as a whole and from all backgrounds. So I’m always excited to mentor and elevate women in any capacity that they want to be in, especially in sales, because it has always been a male dominated industry, not just radio, but just sales in general as well. So that’s important.
I also want to make sure that we are recruiting and networking at historically black colleges and universities. If we’re trying to reach women of color, we’ve got to go where they are, right? I think we have done that in the office with Audacy. We do have a fellowship program that we have partnered with Clark Atlanta University and Morehouse College in Atlanta. Part of that is so that we are having conversations and we’re inviting people who are interested in sales into our program so that we can mentor them and to help bring them into the industry because we do want that.
It is very critical and very important because we have to have different voices and different opinions that bring about different conversations. And you have to have an open mind and hear things differently. That’s how you help to create change.
DR: I do want to ask you about the departure of Chad Dukes. I know that had to be a tough situation to manage. You were pretty early in your tenure as market manager. It’s a tough call to make and due to the nature of the offense, you had to show some discretion. You didn’t want to damage anything regarding The Fan as a brand. I’m wondering if you can tell me a little bit about the conversations that you had with advertisers after you made that call. I’m sure that some get used to being in business with a particular host and when he’s gone and you can’t give all the answers they’re looking for, it leaves questions.
ISS: Well, that was a very tough decision early on in my career. I mean, I’ve known Chad for years. I’ve known Chad since he started. No decision like that is easy, okay? Not with anyone and especially not one like that, but it was necessary and it’s a part of what we have to do as managers. We have no tolerance with that. Our company doesn’t.
Having that conversation with clients actually wasn’t as difficult because most understand our policy. They have it as well in their workplace. It was just unfortunate because of the climate and because it’s happened in most companies, and it’s happened one too many times. Unfortunately, the familiarity with it was something that they had. So it wasn’t as tough a conversation as you might think with most clients. If anything, I got quite a few clients who reached out to me to say sorry, which there was no need for a client to do that. But I had quite a few clients who actually did.
DR: What about inside the building? Your team had to be looking for answers about their colleague, someone who was with them for a long time. How did you handle it with them?
ISS : This is very personal for a lot of people in our building. I’m very transparent. Chad worked with us for quite a while. Over 12 years. Chad had a lot of friends in the building and still does, and rightfully so. Those are his relationships, and when you work with someone every day, you form friendships and bonds.
It wasn’t something that I looked forward to doing, but again, it was necessary to have those conversations. Anyone who felt that they needed a separate conversation about it, my door was open so that we could talk about it. I will say that did not happen. I do think conversation is the first step to moving forward if you’re feeling any kind of way. That was what I asked of the staff. If you have any issues, please feel free to reach out to me separately and we will have a separate conversation.
DR: I think it’s really interesting with 980 in the building now, because you have The Fan, which is a really strong brand. 980 is a heritage station that you guys have inherited and are trying to reinvent, and it is now on strong footing. If those two stations stayed what they were from now until the end of our existence, nobody would say boo about it because they are both successful. But that’s not our business. Right? So how do you figure out what the next evolution is in terms of overall health of a station? I mean business, programming, branding, everything. And for each one, how do you get there?
ISS: With the Fan, I think we continue to do what we’re doing. We provide the best sports content, the best interviews, the best relationships that we have for our listeners, the best engagement, the best talent that continues to give it 110 percent. I think we continue to do that. We continue to have both stations cross promote each other and to help each other out across the table and listen to what our listeners want. Give our listeners what they want.
They want information. They want content. They want breaking news. They want it first with us because they know that we’re going to give it to them. Our personalities are going to talk about it without any bias. We’re going to say exactly what’s going on in the sports world and with whomever did what. And I think that’s what we’ll continue to do. We just have to stick to that and, continue being first with news and information from the sports world and staying connected to our listeners.
Demetri Ravanos is the Assistant Content Director for Barrett Sports Media. He hosts the Chewing Clock and Media Noise podcasts. He occasionally fills in on stations across the Carolinas. Previous stops include WAVH and WZEW in Mobile, AL, WBPT in Birmingham, AL and WBBB, WPTK and WDNC in Raleigh, NC. You can find him on Twitter @DemetriRavanos and reach him by email at DemetriTheGreek@gmail.com.
Ian Rapoport Is Competing Against Everyone
“When I’m working, when I’m not working – my brain is still going on overdrive.”
The 2023 NFL Draft was a weekend filled with speculation, intrigue and musing among football fans and experts alike. After two quarterbacks were selected with the first two picks – C.J. Stroud by the Jacksonville Jaguars; and Bryce Young by the Houston Texans – Ian Rapoport had the inclination that something was about to break at the event in Kansas City.
The third pick of the night was held by the Arizona Cardinals, but through previous intel, Rapoport knew there was a chance the team would trade it. His phone then lit up with a text message from a source that simply read, “Texans trading.” Receiving a message of this magnitude takes years of networking, credibility and immense trust from the people you cover. Rapoport has worked hard to attain all of them.
He replied by asking, “Did the Texans trade up to three?,” as the team was not set to pick again until No. 12 overall. Once he got confirmation of the scenario, he began to visibly shake in excitement and captured the attention of the NFL Network team.
“I sit there with a camera in front of me that’s not always on air – this is during the Draft – and the producer gets in my ear and he goes, ‘Can you go on air with whatever you have?,’ and I just say, ‘Yes.’” Rapoport recalled. “And then I hear Rich Eisen go, ‘Ian, you have news,’ and I was able to break that the Texans have traded up to three to go get Will Anderson.”
This is the craft through which Rapoport has cultivated a successful journalism career, ultimately distinguishing him as NFL Network’s goto insider. He hardly ever separates himself from the job, equipped with an unparalleled work ethic to ensure he can communicate messages accurately and in a timely manner. While some people may argue that he is in direct competition with others in his position, such as Adam Schefter of ESPN, Jay Glazer of FOX Sports and Mike Florio of ProFootballTalk and NBC Sports, the reality of the situation is that it is Rapoport vs. the world.
“It’s such a small world now and everyone is interconnected – and with Twitter, literally anyone could break a story and have it go viral,” Rapoport said. “Obviously, you want everything first, but really you’re competing against everyone that exists because anyone could get the story at any moment.”
Work-life balance in such a role is usually quite insurmountable in today’s dynamic, interminable breaking news environment. Rapoport strives to find some level of normalcy in his life by playing golf and attending his sons’ sporting events. In the end though, he knows the world of football never sleeps, and it is up to him to remain in the know at all hours of the day, essentially always on standby to break the next big story.
“I do not turn my phone off because that’s actually way more stressful,” Rapoport said. “At least now when my phone’s on and near me, if something crazy happens, I can react rather than having a fake relaxation moment and then being caught off guard with something.”
Rapoport recognized that journalism was the field for him almost immediately after stepping onto the Columbia University campus. He worked his way up at The Dial to ultimately become its associate sports editor. In the summer preceding his senior year, he landed a coveted internship with ESPN where he gained invaluable experience in the world of television production.
By the time he graduated, Rapoport envisioned himself becoming a nationally acclaimed sportswriter, but he knew it was going to require he start small. Three hundred eleven job applications and two interviews later, he landed a part-time role with The Journal News in Westchester, N.Y. covering high school sports. It gave him a start in the highly-competitive business – and kept him close to home while trying many new things.
Two years later, he found himself moving from the bright lights of New York City to the quaint town of Starkville, Mississippi for a notable opportunity. He had landed a job covering the Mississippi State Bulldogs for The Clarion-Ledger in the nearby capital city of Jackson and was under the direction of sports editor Rusty Hampton.
“I knew how to write, but I really didn’t know how to report,” Rapoport said. “He was probably the best [at] showing me, ‘This is all about reporting. It’s all about telling people something they don’t know rather than how well you can pen a sentence.’ To be really valuable to society or your newspaper, you really need to inform rather than entertain. I think he was probably the first and best person to teach me that.”
After spending two years in Mississippi, Rapoport became a beat reporter for The Birmingham News tasked with following the Alabama Crimson Tide. Just months into his new role, the program made a coaching change and hired Nick Saban, who has since led the program to six national titles.
Rapoport learned the thoroughness necessary to cover the Southeastern Conference as he rapidly watched the program become a perennial contender. In turn, he became an eminent college football reporter and his work began to be consumed nationally.
Simultaneously, Bill Belichick, another accomplished football head coach in his own right, was in the process of trying to lead the New England Patriots back to championship glory. Known to be stoic and restrained in his press conferences, reporters asking him questions knew extrapolating answers was not the easiest of tasks.
When Rapoport saw a job opening to cover the team with the Boston Herald that required NFL experience, he knew that he was not qualified verbatim per se. Yet he figured the experience he had in covering Saban and Alabama would serve him well in the role, and articulated such in a protracted email to the newspaper’s editors. His strategy worked, proving why Rapoport is considered one of the industry’s best communicators at the micro and macro levels.
“You don’t see a lot of sources within the Patriots or sources within Alabama – there’s not a lot of that,” Rapoport said. “So I learned to report despite that and kind of work the edges and get the information I needed, despite head coaches who weren’t always the most forthcoming with information.”
NFL Network oftentimes has local beat reporters on the air to interact with studio talent and give their perspectives about teams, and it was something Rapoport did while at the Boston Herald. He had no television experience outside of other appearances he made on Comcast New England and certainly no intention to pursue the medium as a career.
In Super Bowl XLVI, the New York Giants overcame the New England Patriots, who were undefeated for the year entering the game. Rapoport was on hand for the proceedings, and shortly afterwards was called into a meeting with NFL Network executives.
He didn’t know he was interviewing for a job until he asked just why he had been summoned. He expressed his lack of television experience to the executives, who said the network would teach him everything he needed to know.
Once the meeting concluded, Rapoport called his wife, who he had met while living in Starkville, Mississippi, and told her what had just happened. She tempered his expectations, warning him not to get his hopes up as he remained optimistic. One month later, Rapoport received a job offer and found himself moving once again – this time to the Lone Star State.
“I hired an agent and moved to Dallas and basically spent the next year reporting on the Cowboys and some other things being very, very bad at TV, but learning and eventually figuring it out,” Rapoport said. “At the time, this guy, Eric Weinberger, who was our boss, kind of mentioned to me the possibility of transitioning [me] from reporter to insider.”
Rapoport acknowledged that he did not have the contacts necessary to effectively work as a league insider for a national outlet, but through his years of experience, he knew how to network and he was ready and willing to take the challenge.
Once he began the new position, Rapoport, along with reporter Michael Silver, was on the road for Thursday Night Football and contributed to its pregame and halftime coverage. While his television skills improved, Rapoport was hard at work bolstering his contacts and took somewhat of a geographical approach.
Every time he arrived in a new city, he would contact anyone and everyone he could conjure up, including general managers, scouts and head coaches. If he could not schedule a meeting time with them, he would introduce himself by roaming the sidelines at practices and before games. He engaged in a similar practice before the NFL Draft Combine, training camps and the Super Bowl along with other premier events, always staying focused on the task at hand.
“It probably took me five or six years to get a baseline of sources where if something happened, I had someone to call,” Rapoport said. “And then it took me a couple more years to get to the point where I would know before a lot of people when something was about to happen. It’s all a multi-step process, and just [the] layering and layering and layering of sources is really the sort of engine that drives this thing.”
Ian Rapoport always attempts to triangulate his sources to verify information before he releases it publicly. There is no guarantee sources are always truthful or acting in a professional manner. Therefore, it is incumbent on a journalist to ensure the validity of content before publishing it themselves.
“If you’re only right some of the time, then none of it is really worth it,” Rapoport expressed, “because then you say something and they’re like, ‘Well, wow, that’s a big story if this is true.’ The whole point of doing this is when I pop up on TV or when people see my Twitter alerts or whatever, they have to know that it’s true – they have to know.”
One day, Rapoport was having a conversation with a source and discovered through their conversation that Rob Gronkowski had informed the New England Patriots that he would return to the game of football under the stipulation he be traded to the Tampa Bay Buccaneers to reunite with quarterback Tom Brady. There had been much speculation pertaining to Gronkowski’s future after he had worked as an NFL analyst with FOX Sports, and now Rapoport realized he had a monumental scoop – that is, if it was true. Within six minutes, Rapoport verified the story with three sources, contacted his editor and reported to the world Gronkowski’s intentions. The story was picked up virtually everywhere.
“I just think about the job all the time, and I make little lists for myself of things that I need to track down, and I just make a lot of phone calls for it,” Rapoport said. “When I’m working, when I’m not working – my brain is still going on overdrive. It ends up just a brain full of football thoughts, and then I spend the rest of the time trying to figure out what I can learn from it.”
Working for a league-owned entity can sometimes epitomize an inherent conflict of interest. For Rapoport however, he has found working at NFL Network to be hassle-free. He knows, however, the nature of his job means he will not be universally liked.
“Whatever you do, you’re going to report and the people you report on are going to be happy or upset or neutral – or whatever it is,” Rapoport said. “I’m never going to criticize a referee, for instance, because that’s a nuanced thing and people might say, ‘NFL criticizes referees.’ I’m never going to do that, but I wouldn’t do that anyway.”
Rapoport continues to appear on a variety of external media outlets, perhaps most notably The Pat McAfee Show, which recently concluded its “Up to Something Season.” The grand conclusion of the proceedings was McAfee announcing he would be bringing his show to ESPN’s linear and digital platforms starting in the fall.
While McAfee is retaining creative control and has expressed on multiple occasions that his show will not be changing, many have wondered whether insiders employed by other networks will be able to continue making appearances. It is an answer Rapoport himself does not know, nor has he asked about.
“When the news broke, my phone blew up with all sorts of people saying all sorts of different things,” Rapoport said. “I have no idea. I really don’t.”
Even so, Rapoport is elated for McAfee and his team taking the next step in their show’s journey and is genuinely glad to see them succeed. He does not think McAfee’s goal was to reshape sports media, but rather to cultivate a distinctive sports talk program built for fans and today’s generation of consumers.
“You get to know someone and you think they’re a good person and you respect the way they work. Some people have success and some people have a little success and some people don’t. It’s really rare to see someone who has every bit of success that’s essentially possible and deserves every bit of it, and that’s kind of how I thought about Pat. It’s really cool, honestly. He’s built it himself.”
It was on McAfee’s show where another prominent football insider – Mike Florio of ProFootballTalk and NBC Sports – said it would be a matter of “when,” not “if” the NFL would have games seven days per week. While devoted football fans like Rapoport are open to such a proposition, he is not sure the league would ever go that far.
“I don’t even know that it would affect my schedule that much,” he said. “It sort of doesn’t matter. I’ll report all year round anyway.”
Derek Futterman is a contributing editor and sports media reporter for Barrett Sports Media. Additionally, he has worked in a broad array of roles in multimedia production – including on live game broadcasts and audiovisual platforms – and in digital content development and management. He previously interned for Paramount within Showtime Networks, wrote for the Long Island Herald and served as lead sports producer at NY2C. To get in touch, find him on Twitter @derekfutterman.
Face-to-Face Sales Meetings Have Never Been More Valuable
“With the increase in virtual meetings, new buyer preferences, limited time, and better tech, we have our work cut out to get the F2F.”
When did you last attend a face-to-face (F2F) in-person sales call? Let’s imagine for a second.
In New York, Sarah, a determined sports radio salesperson, got tired of chasing a major client for months. Despite her calls, emails, and text, she couldn’t break through to get a meeting.
Throwing caution to the wind, Sarah decided to go for it. She loaded her deck and took her burning desire via airplane to Florida to make the pitch. She showed up unannounced at the client’s office and startled the decision-maker. She was given the meeting and won over the client, getting a substantial annual contract and a movie deal in Hollywood.
We have all seen that storyline. F2F meetings used to be the obvious choice over a phone call, and most buyers were open to that idea. We even conducted market trips to meet our buyers in person and create better relationships.
With the increase in virtual meetings, new buyer preferences, limited time, and better tech, we have our work cut out to get the F2F. Lots of us work and listen from home.
Gartner Research points out that live, in person selling is superior to virtual selling in financial services or, as I think, in radio sales. Now, prospecting new clients F2F is much more difficult. You have never met them, you don’t know who you are looking for, and gatekeepers and remote decision-makers make walk-ins more challenging.
How about getting out and seeing your current or former clients F2F? 65% of outside account executives attain quota, 10% more often than inside reps. Here are some simple strategies to get outside and F2F:
STAY IN TOUCH
Turn the sales faucet on ‘drip’ and contact your current clients with whatever works: phone calls, emails, or texts. Tell them you are checking in to see if anything has changed, give them a local business lead, or share your latest insight on their favorite team. When doing so, tell them you want to meet F2F and go deep into the next quarter’s ad plan or a new idea to get them back on the air. They may start looking forward to your communication.
Schedule an annual review ahead of their busiest time of year to review the upcoming messaging in ads. Go over what worked or didn’t last year. Share a success story of a similar advertiser in another market or show them a new opportunity that fits.
Be upfront that with F2F, we can get more specific, work with better feedback, and partner on hitting their goals. Be the person who looks ahead and helps keep your client focused.
Organize workshops for your current clients. Teach that about streaming, OTT, or Google ads. Get your digital person involved. Let them know you are bringing in other local businesspeople they may want to know or network with and meet F2F! A Mortgage broker may want to meet a realtor who wants to meet a wealthy local businessperson interested in meeting the local head coach. Stand out as a leader in the industry and watch clients brag about working with you.
HIT A TRADE SHOW
Attend trade shows where your current clients will be. This will show you are serious about their business and want to stay current so you can learn and earn. Set up a meeting over coffee or a drink. Share what you learned.
Client Appreciation Events held at your town’s most meaningful events or places. Do whatever it takes to get hospitality tents at big games and concert suites to show appreciation and bond with your current clients. Host a luncheon at the hottest new local restaurant. Focus on providing an atmosphere or experience everyone wants, but not many can attend. Be the exclusive person in town.
GET PERSONAL REFERRALS
Leverage your existing client relationships to seek referrals. Do it in person. Tell them you want to see them and ask for help and advice. Ask for introductions to potential new clients they know, and you will be surprised how much they like working with you.
Bring your Digital manager to them and do a free review of their SEO, PPC, whatever. Working off your client’s pc and bringing them an expert at no charge or obligation is much easier. Watch your partnership grow by providing so much expertise at no extra expense.
Don’t forget the value of F2F meetings. It’s a great way to build trust, connect, and unlock new opportunities. We are in a people business doing business with tons of local directs who still make most of their money serving retail customers F2F. Let’s get out and sell!
Jeff Caves is a sales columnist for BSM working in radio, digital, hyper-local magazine, and sports sponsorship sales in DFW. He is credited with helping launch, build, and develop SPORTS RADIO The Ticket in Boise, Idaho, into the market’s top sports radio station. During his 26 year stay at KTIK, Caves hosted drive time, programmed the station, and excelled as a top seller. You can reach him by email at firstname.lastname@example.org or find him on Twitter @jeffcaves.
All Jason Timpf Needed Was A Moment of Clarity
“I didn’t know it until after I was hired, but they said they played my video for Colin and he knew right away that I could do this.”
There was once a time when Jason Timpf always included Colin Cowherd in his commute to work. As he made his morning drive to a sales job at Verizon, The Herd was appointment listening each morning for Timpf. The ex-college basketball player would marvel at Cowherd’s ability to make relatable references and break down all of the same basketball games he would watch the night before.
One of the unique things Timpf can remember from listening to The Herd during that time was Cowherd saying if FOX ever put someone in front of him, he could tell in five seconds if that individual had the skills to be a host. It was far from a hot take on the Lakers, but still a distinct moment that stuck with Timpf for many years. Little did he know at the time but Cowherd would soon give a five-second evaluation of Timpf’s career.
Jason Timpf was a late-bloomer in basketball. He played college hoops at an NAIA school in Utah, but not until his third year, after being a regular student the first two. After graduating, he pursued a basketball career overseas in India. However, after the league folded, he left the game for a normal job in the States.
There was a real desire for Timpf to get into the sports media business, but he was having difficulties finding the right fit. He wanted advice on the best way to start, but the tips he received just didn’t feel like the right initial path.
“I’d hear, hey, go bang on a radio station’s door and ask if you can work the soundboard,” said Timpf. “Or, try to go to a journalism school. Another big one that everyone was doing was the SB Nation blogs and FanSided blogs. I briefly tried to do that a little bit. But none of it was materializing the way that I had hoped.”
But then the lightbulb went off for Timpf and it happened during the middle of a podcast interview. In October of 2020, Jason Maples of Blue Wire reached out to Timpf to talk hoops on his podcast. It was in the middle of that interview when it all made sense. It felt exactly like the camaraderie he enjoyed with his old teammates and friends talking basketball. It was relaxed, fun and what he used to do for enjoyment. The perfect fit had just found Timpf organically.
“It was, ‘this is it,’” said Timpf. “‘This is how I want to do it.’ It was like a moment of clarity. Like, this is the way I want to talk about the game. Fortunately, I was working in real estate at the time, so I was super flexible, so I literally was just trying to fake it until I made it.”
While Timpf was grinding away on his new platform choice, he was constantly putting out his content on social media. For a handful of years, he had used Twitter as an outlet for basketball talk – not because he was trying to build his brand, but because it was his preferred method of sharing his takes during and after basketball games.
“My wife actually played basketball in college but she, like a lot of people, got out of it and was like, ‘actually I’m so sick of basketball, since it’s all I did growing up, that I’d rather not talk about it,’” laughed Timpf.
As Timpf had built up years of basketball takes on Twitter, he also built up followers. Not a crazy amount, but enough to have regular interactions with several basketball fans. He had no idea at the time, though he remembers occasionally interacting with him, but one of his followers in the beginning was Logan Swaim, who just happens to be Head of Content at The Volume.
Being such a huge fan of Cowherd, Timpf was absolutely familiar with The Volume, a company started by the FOX Sports Radio host. In fact, during his first plunge into podcasts, he quickly took note of how much success The Volume was having with instant reaction and video content. He wanted to emulate what they were doing and would host a Twitter Space after each Lakers game.
Swaim kept up with Timpf’s journey and continued to be impressed with what he saw. He was so impressed, in fact, that a video eventually made it in front of Cowherd’s eyes. It was the moment Timpf had always heard about while driving to his job at Verizon. Cowherd was about to make a declaration on Timpf’s abilities.
“I didn’t know it until after I was hired, but they said they played my video for Colin and he knew right away that I could do this,” Timpf said. “That was a huge boost of confidence for me, because it meant somebody I deeply respected believed I could work in this business.”
Timpf made his dream come true. He was offered a job by The Volume hosting Hoops Tonight. As much of a dream as it was when he was initially hired, the experience since has been nothing but ideal for Timpf. He gets to cover his favorite sport the way he wants to cover it.
“When I first started and Logan and I were structuring out the show, he kinda viewed it as my show would be the slower, more methodical pace, where I work through my thought process of a game. And also that I’d be a guest on other Volume shows for more conversational podcasts. I really wanted to break down pick and roll coverage. It’s just going to take me a while, so trying to do that in a debate show format or conversational format can get hard. It’s a place where I can let more of my crazy depth out. And I can also have a side format where it’s more conversational.”
Timpf has learned prep for podcasts is one of the biggest elements to being successful. As Hoops Tonight continues to draw impressive numbers over audio and YouTube, he’s figured out the best method to prepare for a long-form podcast where he’s hosting solo.
“I digest the game from the simple concept of how the game was won,” said Timpf. “Where was it won? There’s 100-something possessions in this game, there’s seven different storylines and several runs and sequences and sways in momentum, but what’s the one? Usually I’ll target that first in the opening segment of the show.
“While I’m watching the game I’ll take ancillary notes. About five minutes before I record, I sift through everything I’ve written down and limit it down to the things I think are most important. But generally the flow of the show is how the game was won.”
The whole experience has been gratifying and a full-circle moment in many ways for Timpf. Not only has it been vindicating to do things his way and see it become a success, but he’s gotten to do it with someone who he considers an idol.
Sure, Timpf always envisioned growing up he would be talking to Cowherd as a pro athlete, but talking to him as a colleague is certainly the next best thing. So when he got the call to talk with Cowherd during last year’s West Conference Finals, he didn’t hesitate.
“I was so incredibly nervous, as you could imagine,” laughed Timpf. “But I immediately remember him making me feel comfortable and confident. It immediately calmed me down.
“This is probably my favorite part of the entire experience, I think a lot of people think that these networks try to shove people in certain directions and The Volume has given me such freedom to cover the game exactly the way I want to and nobody is telling me to say crazy stuff. Nobody is pushing me in certain directions, it’s like total creative freedom. The way that Logan and Colin have been letting me do me, so to speak, has been so cool. To see my version of what I want it to look like makes me feel vindicated for talking about it the way I want to.”
Tyler McComas is a columnist for BSM and a sports radio talk show host in Norman, OK where he hosts afternoon drive for SportsTalk 1400. You can find him on Twitter @Tyler_McComas or you can email him at TylerMcComas08@yahoo.com.