- 5 years ago
New Business Roundtable April 2021
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00:00So without further ado, I will turn it over to our New Business Roundtable.
00:08Shout out to everyone on the call.
00:09We're nearly at 200 people.
00:11And since we launched the New Business Plus campaign, and I want to thank the Beasleys
00:16again for allowing us to do this.
00:18And so all the markets have traveled to, I've heard how much it meant to you and how much
00:23it motivated you to really go out there and get new business during the pandemic.
00:27Collectively, you have written nearly $11.5 million in your business during a pandemic,
00:32which is simply remarkable.
00:34Our top revenue producing AEs are Eric Lipsky from Boston, Adam Moscatel, who you'll be
00:41hearing from today, Dina Herman, who you'll be hearing from today, Danielle Finelli from
00:47Detroit, and Regina Gines from Las Vegas.
00:49So they've produced the most revenue to date.
00:52But today what we're doing is we're focusing on the group of people that have added the
00:56most accounts to our portfolio.
01:00So these eight people that you'll be hearing from today have developed 154 brand new accounts
01:05to Beasley Media, again, during a pandemic.
01:08And they've had at least two new business closes each and every month since October 1st.
01:14So I would like to introduce Dina Herman from Philadelphia.
01:17If you could just wave, you'll be hearing from her today.
01:20Marie Daly from New Jersey, who closed 20 new accounts.
01:24I should have told you that.
01:26Dina is up to 25.
01:28Shannon Schaefer from Augusta, who has closed 20 new accounts.
01:33Joy Smith from Tampa, who also closed 20.
01:36Adam Moscatel, who was 19 yesterday, but you must have got a new close today because you're
01:41up to 20.
01:41Mike Patel from Vegas, who is up to 16 new accounts.
01:47Shelly Fasig from Charlotte, who closed 16 accounts.
01:51And Celeste from Fort Myers, who has closed 17 new accounts.
01:55Did want to take a brief moment and just shout out some of the people that were just kind
02:00of inched out by the people that are on the screen right now.
02:03Jason Myers from Boston has closed 16 new accounts.
02:07And the exciting thing about Jason is he started in sales during the pandemic.
02:11He was a sales project manager and decided that now was the time to do it.
02:16And he closed 16 new accounts during this time.
02:19But he was inched out by Adam, who you see in the screen.
02:22We have Ashley, who was one of the people that came up with the idea that was second place
02:27that Caroline just announced.
02:28She had 16 closes and was just edged out by Marie.
02:31Paul Sullivan out of Boston had 14 new business closes, as did Maurice from Tampa.
02:39And then Heather Coleman, or Colvin, Valerie Frida, and Bidra Grant, and Gary Rogers all
02:48had 12 new business closes.
02:50So huge, huge effort from those people as well.
02:53So thank you again.
02:55And now we're going to dive right into it.
02:57I want to encourage everyone on the call to use the chat button to put in any questions
03:01whatsoever that you want to ask of anyone on the panel.
03:05Actually, they're anonymous, except Larry will know who it is.
03:08If they can use the Q&A box, not the chat box.
03:11Perfect.
03:12So the Q&A box, again, they will be anonymous.
03:15Only Larry will know who it is.
03:19Great.
03:20So the first question I have is developing new business, as we all know, is essential
03:26to what we do every single day.
03:27But it's also the hardest part of our job.
03:29I'd like to open it up to the panel to ask you, really, what motivated you to put in the
03:35extra effort?
03:36What motivated you to have the amazing accomplishments that you had during the last few months?
03:42So, Shannon, I guess I'll start with you, because you're the first face I saw.
03:45So, honestly, it's money is, you know, is one of the main things.
03:54But it's also so, you know, we know that every year some of our business is going to go away.
04:02So you need that new business to make up for it.
04:06Plus, our budgets increase.
04:09So, you know, every year you just have to keep adding that new business to get where
04:14you need to be.
04:15Great.
04:16Excellent.
04:17And how about you, Mike?
04:19It's the same thing.
04:20I'm pretty sure it'll be a consensus.
04:22But the 25% commission bump is just, it's huge.
04:28Because like Shannon said, it's all about the money.
04:31And that's what we're in this for with sales.
04:33So to get a bump of 25% from what we normally have is a godsend, especially during a pandemic.
04:40So that helps out immensely.
04:44Yeah.
04:44Great.
04:45And how about you, Marie?
04:46You can start with money, too, if you'd like.
04:48I'm sorry?
04:49You can start with money, too, if you'd like.
04:51Well, I mean, well, really, my drive for me, it's my family, number one.
04:54And money is a huge factor.
04:56I mean, we're in a pandemic.
04:58I'm sure the first two months were extremely rough for all of us.
05:02And once they announced that 25%, it was rocking and rolling.
05:06I knew that I had to do this for my family, number one.
05:12Great.
05:12And you, Shelly?
05:14Well, for me, so for 20 plus years, I've been in the marketing and promotions and NTR world.
05:21And due to the RONA, I was furloughed and that part of my job went away.
05:27So for me, I'm extremely grateful, extremely grateful to the Beasleys and to Rob and Bill
05:35and Krista, my team here for bringing me back because it's a place I know so well.
05:41So for me, the motivation was just anything but failure because failure and being broke
05:47definitely were not options for me.
05:49Having worked since I was 15 years old, I have to work.
05:53So I'm thinking, okay, I've given a second chance.
05:56I've been saved, recycled.
05:59I've been able to come back to a place I love.
06:01So my motivation absolutely was just to prove to myself that I can succeed at something similar,
06:09but yet very different from what I was doing, even though I was still very involved with
06:12the sales team and the sales efforts and going on cold calls and sales calls, for me, it was
06:18just a personal motivation to not fail, not fail.
06:25Great.
06:25And how about you, Dina?
06:28I think that a lot of time, obviously the money, the 25% was for sure very much at the
06:34forefront of my brain.
06:36I think a lot of times what it did for me is a lot of times we are focused on the day
06:43to day of what we're doing, servicing our existing accounts, which is extremely important,
06:48but it made me focus on making those new calls, making those new connections, because that 25%
06:56is a big difference.
06:58And it kind of shifted my focus and reiterated how important it is to continually make new
07:05business a part of my every single day.
07:08Great.
07:09And Joyce?
07:11It was definitely the 25%.
07:14It was an opportunity to make up for the loss that I had for the previous year.
07:19And of course, add it to my book of business.
07:23And here's something I guarantee you, if we continue this going into the end of the year,
07:27we will blow you out of the water.
07:30Just so you can.
07:31Typical salesperson.
07:32I love that, Joyce.
07:34I'm going to close.
07:35How about you, Adam?
07:41You're on mute.
07:43Keith, it's 25%.
07:44I mean, I have four kids and two mortgages.
07:49So I have an eight-year-old, a six-year-old, a four-year-old, and a 10-month-old.
07:54But being part of 98 Father Sports Hub has afforded me the opportunity to have this big family.
08:00So, and like, you know, I think it's, I was scared because I didn't know, you know, sports, I mainly sell the sports station.
08:09I sell all five stations, but the sports is in Boston, you know, as you know, crazy.
08:13And, you know, businesses were closing, people that were on with me for years and years and years and years weren't open until they couldn't advertise and just left a lot of uncertainty.
08:23And, you know, and then I guess it's darkest just before dawn and, you know, the 25% commission came out.
08:32And that was like an opportunity to be like, all right, I have a chance.
08:35You know what I mean?
08:35I got Mark on a, you know, I was in a tough spot.
08:38And then that was a chance for me.
08:40So, and I think it's all of us, anyone that's involved in this job is a competitor, you know, and you got to, you got to pull yourselves up by your bootstraps.
08:49So when are you, when are you taking Lipski down, Adam?
08:51It's coming soon.
08:52I keep looking at, no, it is.
08:54It's coming soon.
08:54Okay.
08:55Unless you want to make sure.
08:56Another huge deal.
08:57But no, I think I'm going to pass them very shortly.
09:01Excellent.
09:02All right.
09:02We'll round it out with you, Shelly.
09:04I'm sorry.
09:05That's early.
09:05She lost.
09:06My mind cast came up over your face when it happened.
09:13Well, I mean, the consensus is money.
09:15Obviously, we wouldn't be in this job if we didn't have a drive to make money.
09:19But the 25% was definitely amazing and generous on the Beasley's behalf.
09:23And it just shows the company's commitment to reward, you know, our hard work and efforts.
09:27So.
09:29Great.
09:30So, Larry, do you have any questions that you'd like to ask?
09:32Yeah.
09:32Jonathan in Detroit is curious to know from some of you is how important was new business
09:41development to you prior to the 25%?
09:45How much of that of your business was was taken up by that?
09:49And I think that I just started.
09:51So it was extremely important.
09:53You know, so I didn't if I didn't go prospect new business, I wouldn't sell anything.
09:59Um, so that to me was definitely my my focus that even as a seasoned ADE back in West Virginia,
10:05I always made sure I took time out of my day to prospect because new business is the lifeline
10:11of any of our personal business.
10:13But yet the business overall, if you lose focus on that, you won't none of us will succeed.
10:19Great.
10:22Um, the next question I have is why do you think you eight were willing or able to succeed
10:27as much as you did during this time?
10:29What do you think you did differently than the person sitting next to you or a couple aisles
10:33away?
10:33Like, how did you approach it in a different way?
10:36Like, did you have different strategies, different categories?
10:38Um, you know, just, I guess, let us all in on what you think allowed you to have the success
10:43during this time.
10:44And, um, this time, Celeste, I'll start with you.
10:47I'll go in reverse order.
10:48Okay.
10:49Um, I, you know, fortunately Southwest Florida is a different market.
10:53I'm sure Tampa will agree, you know, we've been affected by the coronavirus, but we've
10:59been operating a little freely more than some of the other markets.
11:02So, you know, I'm a relationship seller.
11:05I like to pay on the pavement.
11:06So I still continue to cold cop physically when I could.
11:10And I think that's just kind of, you know, the difference that's made with my new business
11:15is just the tactics I've used since I started 20 years ago is just walk into businesses
11:20and, you know, introduce myself and just keep, and keep at it.
11:23You can't just give up.
11:24And no, today is not a new tomorrow.
11:26Right.
11:27And it's back to basics.
11:28It sounds like.
11:29So that's great.
11:30How about you, Adam?
11:31Um, I, for me, I think it was, uh, you know, reinventing yourself and, you know, and finding
11:39new ways to contact people.
11:41I know that, um, a lot of people, you know, I didn't, I maybe use zoom a handful of times
11:48before, and I had a technology client do a deal with me a couple of years ago.
11:53He's like, Oh, we'll just send out the program over a docusign.
11:55We'll sign it.
11:56I'm like, what's docusign, you know, like I invested in myself a little bit and got
12:01docusign and, you know, I was on a meeting with zoom and it was going past 30 minutes.
12:05So I like went in and bought it there, bought a year.
12:08Um, and then, you know, I bought like a premium subscription to LinkedIn and sales navigator.
12:13So I could really, you know, look at those leads.
12:16And then it was just like the stuff that I was doing around my house.
12:19Like I, I'm like, I, I like power wash.
12:22I bought a power washer.
12:23I hot, I re I, um, hot top my driveway, I seal coat of my driveway.
12:28Right.
12:29And then it just, then people were doing work everywhere.
12:31Then, and my friends are in the trades are like, we've never been so busy.
12:34I'm like, you never, I'm like from what?
12:35So people are at home, like looking at the house, like roof siding, um, you know, all that
12:41type of work.
12:41So I've started focusing on that business, um, and calling on those people, but also being
12:47creative.
12:48Like I have, I know that like, I used to have like stop signs like, Oh, that's maybe pushing
12:53it too much.
12:53Like I have zero issues with like calling people on their phone or texting them.
12:57I think like calling people at work is so hard nowadays.
13:01Email has become like spam.
13:03Um, and if you can get a cell phone number, or even if it's like someone that doesn't deal
13:07with me, I always get their cell phone number because they might not renew, but you can always
13:10text them like, Hey, we have a program going on.
13:12Um, so I think, you know, I think people pretty much know the parameters around using the cell
13:17phone.
13:18Um, I don't inundate people, but I have no problems.
13:21Like some of the, some of the better deals I close, it's like I call them on the cell phone.
13:25I'm like, Oh, here we go.
13:26Here we go.
13:26But, and calling them in off hours and a lot more people were, uh, like I would call the
13:32trades guys around like five or six o'clock, like when they're at home, you know, and they
13:36were, people were a lot more responsive to call them later in the afternoon.
13:38I was calling people at eight o'clock sometimes and, you know, I don't think they're just
13:41at home, you know?
13:43Um, and, uh, I don't know.
13:45I lost my train of thought, but yeah, that was some of the things that I did.
13:48Great.
13:49And Dina to parlay on what Adam was saying, you've had a ton of success in the home improvement
13:53HVHC kind of category as well.
13:55So, um, if you want to expand upon what you did differently than your coworkers and how you've
13:59had success in that category.
14:01Sure.
14:02Um, I think, and this is something I think, you know, at least I can speak for the Philly market
14:07that I know we all are doing, um, is really digging deep into specific categories.
14:12Everybody kind of, a lot of people in our market are really known for very specific categories
14:18or really entrenched, um, in those categories.
14:21So kind of delving deep into a specific category and becoming an expert in that category, um, has
14:28really helped me tremendously.
14:29It's also helped me tremendously, um, as far as networking, um, throughout, you know, that
14:35category, um, some of the things I think I did a little differently, maybe, um, I, when
14:42thinking about that category, I actually ended up giving some webinars for some HVAC associations,
14:48um, in Pennsylvania for, um, a couple of webinars during the pandemic.
14:54And I think that that was helpful in, um, getting myself out there beyond my existing clients,
15:01but in that same category and also gave me some additional credibility.
15:04Um, so I'm, I did a bunch of networking in that arena.
15:09Um, I think actually one of the things that was really helpful, and this might sound a
15:14little funny, but I, I think that this pandemic in a lot of ways, though, everyone was very
15:20separate in, in a lot of ways, it actually made communicating for me easier, um, and more
15:25personable, um, surprisingly.
15:28So for example, um, you know, it was a big commitment before when you made a cold call
15:33for someone to sit down with you, sending someone, you know, calling somebody and realizing, and
15:39they end up giving you their cell phone number because they're not in the office.
15:43That was having a cell phone number and being able to text somebody a quick question or even
15:48a photo, just something that really helped build relationships.
15:52I see that, you know, there's a lot of really nice Beasley backgrounds.
15:56I happen to think that having, being in my home for part of this and having my kids run
16:02in or a dog bark gave me an opportunity to connect with people in a different way.
16:07And I found that a lot of clients were much more open and personable.
16:12And I thought relationship building kind of increased during this time.
16:16Um, so for me, that was, you know, a really big plus and, uh, though embarrassing, sometimes
16:23worth it in the end, you know, when your kids run in.
16:26Um, so that was, I think those things are helpful.
16:29So of your 25 new accounts you developed, how many were in the HVAC home services category?
16:34I don't know.
16:38I'm going to say probably 22, right?
16:42I mean, that category, for those of you on that category is just exploding.
16:46So it's definitely a great, great place to prospect and become an expert in, um, how
16:50about you, Joyce?
16:52Well, for me, I looked at the opportunities that were going on in my market and made a list
16:57uh, prospects to target, for example, October, November, um, political, there was, um, a huge
17:07dollars in the market.
17:08So I targeted local races and issues.
17:11And then November, December, we both into holiday spending that worked really good for
17:17a lot of the local retailers.
17:20And it gave them an opportunity to sort of test drive my stations because we, of course,
17:26lowered some of the rates.
17:27And then of course, go box, we had the Superbowl and there was so much like the promoters, the
17:35restaurants, the bars, everyone wanted to get in on that.
17:39So that was a great opportunity for us.
17:41Excellent.
17:42Great.
17:43And how about you, Shelley?
17:44I know you've been like in tandem with Larry and, um, maybe you can talk a little bit about
17:47that and other things that have made you successful.
17:50So I pretty much base my daily work on the four R's, like I like to call them.
17:57So my four R's are relationships, referrals, roots, and research.
18:04So obviously, so many of us brilliant ones, you know, in this business know that because
18:12of my relationships and being in this market for 25 years, I'm very lucky that I have a
18:16lot of relationships and those people refer me.
18:20And then I'm also lucky in the fact that the roots comes from community.
18:25So I kind of started my own networking, whether it was like the group of people that I walk
18:31my Huskies with or the coffee, the women who drink coffee in my cul-de-sac, same tail ending,
18:37you know, with what Dina said.
18:39I feel like communication has been better than ever because we can't see people.
18:44So even though I might be at a distance, I've kind of started my own little networking groups
18:49every month to share information.
18:51And we all kind of help each other no matter what the category would be.
18:55And I will say that, um, you know, it's really important to research because, you know, there
19:02are so many businesses, like I said, so many small little businesses and new ones coming up.
19:07So I really took advantage of next door neighbor, obviously, you know, Facebook, LinkedIn,
19:15Charlotte business journal, even, you know, reading, I've been reading a lot and more than
19:21I ever had and trying to pay attention to the trends and things opening and closing.
19:26So for me, and it's just constant calling too.
19:29It's constantly calling and, and looking at different hot zips.
19:32And one week I might focus on, you know, a city called Monroe.
19:36And then the next week I might focus on a city called Waxhaw here in North Carolina.
19:41So it's just about focus.
19:43And, and for me, I haven't really been as much concerned with verticals.
19:49I mean, they've been top of mind, obviously, you know, with pets, home improvement,
19:53but I kind of am going after businesses that maybe aren't thought of.
19:59So like I currently have a, an embroidery design company running on the air.
20:05I mean, no one who would have ever thought embroidery, that sounds so boring, but I talked
20:09to this group of moms in my neighborhood and that's what they were doing with their kids
20:13because they're looking for other arts and crafts and things to do while they're home in
20:17their, in their houses.
20:18So that just became an instant, unique, different business to kind of focus on and go after.
20:25And then we did try to, you know, embark and develop this new free commercial program starting
20:32that last fall.
20:34And that, you know, went fairly well.
20:36A lot of people hear the word free and just assume, oh, he's going to run my commercials
20:40for free.
20:41So there was some success in that idea and the others, I don't look at them as failures.
20:48I look at them as they're just not ready to spend now, but still staying in constant
20:53communication.
20:54So I guess it's a good thing that I just have dogs at home because at the end of the day,
20:58I'm really tired of talking to people because I'm trying to focus on the day, you know, talking
21:02to as many people as possible because that, again, that's what it is all about.
21:06Just keeping your funnel constantly full and new.
21:10And even if they don't spend today, they may later.
21:13So you kind of keep them as your side hustle and keep referring back to your side hustle and
21:17checking in on them and still moving forward, you know, with all the other categories and
21:22businesses out there.
21:23That's great.
21:24I love that.
21:25All right, Marie.
21:26And there they are.
21:27There's the dog on cue.
21:28Marie, how about you?
21:31For me, something that I have always done that I've seen great success in is I like to
21:37be a part of networking groups.
21:39I am on the board for two local chambers, a local rotary club here.
21:44And I'm always keeping tabs on all the members.
21:47I always check to see if there's new members, because if there's new members, then they're
21:51looking to network and they're looking to grow their business.
21:53So I'm always the first one in saying, hi, my name is Marie Daly from Beasley Media Group.
21:58Can we talk and talk about your marketing?
22:00And we go from there.
22:01And now whether, you know, they might be not ready to be on the radio, then we also have
22:06our digital assets that might be something for them.
22:08Or maybe they just need a little bit of help to get their social media up.
22:11And I can offer that to them.
22:13It's building those relationships, as you were saying before, and keep going with it.
22:18Great.
22:19Excellent.
22:20And Mike, how about yourself?
22:22For me, it was something that I did sporadically before the pandemic.
22:27And now I do it all the time.
22:28And I will moving forward.
22:30I had a lot of success with when I'm getting the appointment and going in, telling the client
22:36that I've already created a commercial for them.
22:38So I'm walking in already with a spec spot for them.
22:42And for me, I believe it puts a leg up on the competition, at least probably almost in
22:48every market.
22:49But if I'm walking in or any of us are walking in with a commercial already done, the client,
22:54the owner, the president, they know that, wow, this guy or girl has already spent time
22:59about my business.
23:01And they've created a 15, a 30, or a 60-second commercial.
23:05And I would say that's more than half of what I have sold with Direct New Business Plus
23:10has been because of them loving that I walked in already thinking about their business and
23:16having a commercial.
23:17Normally, that's what we think of at the end when they say, OK, now make me a commercial.
23:21Here's my copy points.
23:22So that has been a huge influence on me that I will do all the time moving forward.
23:29And we can expand that to the panel, too, which is helpful.
23:33Great.
23:33And Shannon, we'll finish this question up with you.
23:36So I feel like the pandemic actually kind of helped us in Augusta a little bit.
23:43We did need to come up with new ways of doing things.
23:46Our clients needed to come up with new ways, whether it was going to curbside to just delivery.
23:54I mean, they had to find a way to stay in business, and we needed to help them with that.
23:59We also kind of broke into some new categories with recruitment and manufacturers.
24:07You know, we're seeing a lot more of that in Augusta where, you know, these service industries
24:12and these manufacturers can't keep up, and so they're needing to hire help.
24:18And what better way to do that than with, you know, six powerful radio stations?
24:23So we've actually grown a lot because of recruitment campaigns that we've been able to put together
24:29throughout the pandemic as well.
24:32Excellent.
24:33Great.
24:34Great answers.
24:35All right.
24:36Next.
24:36Do we have any questions, Larry?
24:38Otherwise, I can go to the next.
24:39Yeah, a couple of people wanted to know a little bit more about Dina's webinars and how she set
24:43those up and what resources she had to create them and make them successful.
24:50I was introduced, so it really, I think, comes back to networking.
24:56I had done a lot of, I worked with a lot of dealers through various manufacturers and distributors,
25:04and one of the distributors that I've done a lot of business with, asked me or connected
25:11me with the Pennsylvania Association of Air Condition Contractors.
25:16And he said, oh, I think that, you know, you guys, you've done such great work for us
25:21and for our dealers.
25:22We're a member of this organization.
25:24They're always looking for content to provide to their members.
25:29I wanted to introduce you to them.
25:30And that was really it.
25:32That was the start of the introduction.
25:35And I ended up doing my first webinar in person in Philadelphia right before the pandemic,
25:41like in February, and had, you know, a whole bunch of dealers actually make it there in
25:48person.
25:49And then they asked me over the course of the pandemic, because they really need to provide
25:54any of these associations need to provide content to their members.
25:58So they're crying, like begging for people to do it.
26:01It's not, you know, it, and they said to me, you know, could you continue to do a quarterly
26:06webinar?
26:08They actually ended up even use my husband, they ended up asking him to do a webinar for
26:13SBA loans.
26:14So any of the organizations in, in your area, look into that, because they want people to
26:22speak, they need to provide this content for members, it's considered about part of their
26:27value offering.
26:28And they don't have all that content to provide for them.
26:31So I would definitely say like, that was a great way to kind of get out there in terms
26:36of creating the deck and that kind of stuff.
26:40It was, you know, different, I make the decks myself, they're based on different topics.
26:44And then I work with my team here to sort of, you know, refine them a bit.
26:48So, great.
26:52And Tina, we do have one more question.
26:54Adam Turner wants to know from all of you is, is, he asked, what percentage of your new
26:59business contains a combination of radio and digital?
27:08I'd say mine's probably 50-50.
27:10Mine's probably about 75-80, what most of the stuff I package in, both.
27:22I would say, I'm sorry, I would say mine is about 80-20.
27:29Mine happens to be mostly digital, because a lot of the programs that I'm running for clients
27:36are out of my market.
27:38So I would say majority of, of my new stuff is, is really digital.
27:46And it's definitely a great way to scale digital.
27:49I've seen some of our best sellers like Dina, you know, just sell beyond our market and really
27:53be able to drive a lot of revenue that way.
27:55So kudos to you.
28:00Shelly, Marie, Adam, or Celeste, do you want to chime in?
28:02Or are you about the same?
28:03I would say, I would say 70-30.
28:05I at least try to always include co-branded Facebook.
28:10I'd say mine.
28:11It's about 70-30 here, mostly radio, but of course, still digital.
28:16Yeah, same here.
28:17Mine started out more like 50-50, but now I'm seeing it more heavier digital, now that I
28:25feel more comfortable with all the digital tactics and presenting and talking about them
28:29and how to execute them.
28:30So I'd say right now my focus is really more like probably 60-40, I guess, digital to radio.
28:37But I like to include both.
28:40Obviously, it's great if they do both, you know, and include an endorsement.
28:43It's great to do all the digital tactics, run some 60s, and then do another live endorsement
28:47with the talent.
28:48That's even better to me.
28:51It's a great integrated approach.
28:52That's great.
28:53Yeah.
28:53All right.
28:54We'll move to the next question.
28:56Of all the successes you've had in the last six months, which one are you most proud of?
29:02And the follow-up question is that is what are you planning to do to sustain the success
29:06for the next six months?
29:10We'll let whoever wants to go first, go first this time.
29:13I can jump in.
29:14Mine was the first annual I ever got.
29:17I completely freaked out.
29:18I didn't even understand.
29:20It's like, no, really?
29:20You mean you want to tie this entire campaign for a year?
29:24Like a whole year?
29:25So that was for me very exciting.
29:27And plus, you know, it's a new business that has a ton of competitors, not just radio competitors,
29:35but the same businesses.
29:36I really didn't think I had a chance of securing any of their business.
29:40So for me, it was that.
29:42And just to add on, like what so many of the pros have said, to continue the pace, it's
29:47just, you know, the calls have to be off the charts for me personally, every day.
29:54You know, they really have to be just constant cold call, cold call.
29:58Yes, all the follow-ups and, you know, yes, all the going back to the people that maybe
30:03ghosted on me or didn't return my call, but it's just, and it's just constantly keeping
30:07the funnel going.
30:08So that's why I agree with, I love what Dean is doing with those webinars.
30:13It's genius.
30:14And I just think like everybody said too, I think Marie said, this is just networking.
30:18Networking is so vital.
30:20And I think all of us have such a great opportunity now to do so, especially coming out of, you
30:25know, the pandemic, because so many people are ready to get back into that mingling and
30:30mixing.
30:30And it doesn't have to be in a professional setting.
30:33Like I said, most of the time, mine is at a dog park or in a cul-de-sac somewhere.
30:37But I think if people network as best you can, that's going to really help for sure.
30:43I'll go.
30:45Mine was a realtor.
30:47She signed an annual with John Tesh.
30:49And it's been a very, very successful campaign.
30:53And we've been adding on to it.
30:55So she's now into our sponsorships along with her annual on John Tesh.
31:01And then this is the way that I'm going to plan on hopefully, hopefully keeping her going
31:05is our relationship is fantastic.
31:08She gives me tons of referrals.
31:09So I am always getting an email or a call from her saying, Hey, so-and-so heard me on
31:15John Tesh.
31:16You need to call them.
31:17They want to talk to you.
31:18So that's been my biggest success with that.
31:24Great.
31:24Who wants to jump in?
31:25He's the famous John Tesh from like Evening Magazine.
31:29That guy.
31:31He's married to Connie Selica.
31:33You know, do you know that he created the NBA's theme song?
31:38No.
31:38Yeah.
31:39Huh.
31:40Was it a piano version?
31:42It goes, ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba-ba.
31:47That was John Tesh.
31:48I don't know why I knew that.
31:50Interesting.
31:51And Adam, how about you?
31:53Your biggest, your biggest, the thing you're most proud of and how are you going to sustain
31:57it and take Eric down?
31:58Right.
31:58No, this one actually involved Brian, my sales director, Brian Schneekloth.
32:03I had a guy that I talked to who put solar panels on, you know, the solar panel company.
32:09And he was like, I've had success at a small station down the south coast, like down Cape
32:15Cod where the small stations.
32:17And he's like, you know, I have a guy endorse me.
32:18I put solar panels on his house.
32:20I'm like, yeah, we can do that here.
32:21I mean, it's going to be a little more of an investment, but you're getting a bigger audience.
32:24And I asked every personality on the sports hub and none of them wanted to be like, no,
32:28I'm not putting it.
32:29Like, I actually had him go to one of one Hardy's house and his wife was like, no, we're not
32:33putting those in our house.
32:34And then Zolak's wife was like, we're not putting those because they were all like the
32:37front of the house.
32:38And one of our guys Zolak even has, he was a, he was Drew Bledsoe's backup for the Patriots.
32:43He has a big pool house too.
32:45And the kid was like, if you put them on the pool house, you can even save 50%.
32:49He's like, no, I'm not putting them on the pool house.
32:51I mean, I didn't tell the kid directly.
32:52I'm like, so I was kind of, I was talking to Brian and Brian's again, just write a commercial
32:57with him endorsing them.
32:59Like if you hear, like you don't see, he didn't say he got them, but he's like, oh, I might
33:03get them on the pool house.
33:04And I'm like, duh.
33:05So I wrote the commercial, like the kid was dead in the water.
33:09He's like, I'm like, let me see a couple of weeks went by.
33:10And I wrote the commercial at Zolak and I just like texted it to him.
33:14And then he was like, that's awesome.
33:16And I called him and he's like, yeah, let's do it.
33:17Like, you know, it wasn't actually, no, he's spending good money.
33:21So, but yeah, it was one of those things where to Mike's point, like I've done Mike,
33:26what you've been doing.
33:27It's like, I would spend all this time, like, I want to do this great proposal on this great
33:31deck.
33:32And I think about how I look at stuff.
33:33I like highlight.
33:35I just like go through like cliff notes and you have these great proposals and I get
33:39it and they're great, but I've had, like, I've been able to have, maybe it's like with
33:44the pandemic, I have more time.
33:45It's like go on their website and like read about their company for 20 minutes and then
33:49write a spec spot and then get it produced.
33:52Then you send it to me.
33:53And even if it's like not perfect, the 95, 9% of the time, I'm like, that's unbelievable.
33:58Or even if you have a personality that's, and then like, I had a kid the other day, he's
34:01like, all right, I'm going to do it.
34:02How much is it?
34:03You know?
34:03And I just, and I have almost the opposite.
34:06I have like a cookie cutter proposal now.
34:08Like we customize everything.
34:09And I just plug in stuff to that proposal and just go, especially if it's a new direct
34:14advertiser.
34:15It's not like you have to like impress these agency buyers with like that value of added
34:20value.
34:21What do you have?
34:22You know, it's like, look, you can be on the station and you like this spot.
34:25Like, just don't mess it up.
34:27Like here, we'll do co-branded Facebook and maybe some digital and here, sign.
34:31I'll send you a DocuSign.
34:35We are looking into that for a company for all of those that are interested.
34:40Excellent.
34:41How about you, Marie?
34:42I would say one, one of my favorite success stories was selling our 95, 9, the rat shore
34:50awards.
34:50It was a brand new promotion that we were doing where we were honoring local businesses
34:55and the listeners had to submit the businesses and then vote on them.
34:59Brand new in January, which is typically not always my best month.
35:04And we lost one of our bigger events due to COVID.
35:07So I'm like, all right, how am I going to do this?
35:09I got in contact with Progressive Exteriors, a local new home improvement business, met with
35:15them, brought the spec spot, brought the Futuri one sheets explaining.
35:20Why our listeners need home improvement, and et cetera.
35:24And they signed right there, got the annual from them.
35:28They were so happy and had such great response from being on that promotion with the Shore
35:34Awards that three months later, I was able to get them on the cash contest for WJRZ, signed
35:41them up for OTT and more targeted display advertising.
35:43And they are now one of my favorite clients.
35:46They are, they're my boys.
35:48That's great.
35:49Great success.
35:51Mike and Shannon and Joyce, anything to add?
35:54I can chime in.
35:56I had one of my successes, a brokered radio show.
36:02I had been following this person on LinkedIn, and he always promotes his shows and puts links
36:09to the audio that he ran on another AM station in town.
36:13So I kept following him and then went to that station, looked at what they had, found him,
36:18reached out to him, and told him about my AM station and let him know that he did not
36:25know about the larger audience that I had, my larger reach that I had day and night, and
36:32also that my AM station simulcast into an FM station.
36:36So you're getting two stations for the price of one, unlike where you are.
36:40He loved the second station part of it.
36:43I packaged something together for him.
36:45To this day, we've yet to meet.
36:47He's been on the air for six months, and he had signed a two-year contract with us to have
36:52a one-hour show, and he left where he was and came over to us.
36:56That's fantastic.
36:57And before we turn it over to Joyce and Shannon, I think the thing I've heard over and over
37:01and over again is annual two-year contracts.
37:03You know, I would encourage everyone on this call, like, don't go for the two-week deal.
37:08You know, go for a year.
37:09They can cancel, but it's harder to cancel than it is, I think, to renew 12 different times.
37:15So Shannon, with that, I'll turn it to you.
37:18So mine is Amy Farms.
37:21They are a company out of South Carolina that recruits people to come in and deal with chickens.
37:29And they were running billboards up and down the interstate.
37:36And I reached out to the girl, and with the help of our digital specialist, we did a Zoom
37:42call with her, talked through our radio stations.
37:46It was something she had never thought about doing.
37:50She didn't know the power of radio and digital and how they go hand in hand.
37:55So we wound up getting a radio and digital recruitment here locally.
38:01But then it did so well that she reached back out to us to do her digital marketing for their
38:09facility in Maryland.
38:11So now we also do some digital for her up there.
38:15And again, it's just, I mean, it's done very well.
38:20And they can, you know, get very targeted with the people that they want to bring on to their
38:25company.
38:26That's excellent.
38:27I mean, I talk all the time.
38:28I don't get the pleasure of talking to everybody on this call very often.
38:31But, you know, owning the local market is so key.
38:34Like, you're the ambassadors for our company.
38:36You're out there in the market.
38:37And to be able to get these relationships and expand them outside of your metro with
38:42our digital footprint, I think is the true success that we're going to have in the future.
38:47Because it's, I've just seen the best people are doing that over and over and over again.
38:52You know, getting a relationship in your market and then expanding it beyond the market.
38:56So I would continue, you know, on the local market.
38:59If you haven't checked out Beasley.Digital, I think that'll help give us a lot of street
39:03credibility in the digital space.
39:05So definitely take a look at that as well.
39:08So I guess we have time for like one more question.
39:11So what's the one thing you want everyone on this call to know?
39:13Like, is there something totally different that you want to share or, you know, just
39:19something that you'd like to add that you think the group could benefit from?
39:23I'll go first.
39:25I think with new business, it's just something that you have to do every day.
39:32It's not something you can, you know, do once a week.
39:35I mean, it's, it's, you know, it's been said, it's about filling your funnel.
39:39It's making those connections.
39:40It's making those relationships.
39:43You know, that client might not need you today, might not need you in a month, but six months
39:48from now, you know, you want them to think of you and, and, you know, call you up for
39:53that help that they need.
39:55Great.
39:55Um, someone just asked a question, um, and it's true of all of you.
40:00So, so Shannon specifically, you, you close about three new businesses a month.
40:05How many new businesses do you actually have to call on to get three closes per month?
40:10Um, oh gosh, I probably on average, um, make at least 20 to 30 connections a week.
40:21Yeah.
40:24Yeah.
40:25My, my, I try very, very, very hard to take time every day and set aside time to do, I
40:33mean, sometimes you get interrupted.
40:34Sometimes things you can't help, but for the most part, I try to take at least 45 minutes
40:40and prospecting business or make the phone call or the follow-up or whatever it is.
40:48I actually have a question for the group, um, in terms of, um, categories, I know we mentioned
40:56home improvement and recruitment, but more specifically, I'm so curious about more specifics
41:03about categories that have been successful for, um, for you guys.
41:07And frankly, for everyone else in the company.
41:13Well, for me, I can go first and just say really a couple of mine have been exercise big,
41:19uh, the bar method does a workout here.
41:22So I would say exercise for sure.
41:25Uh, all the stem cell, all the stem cell, uh, businesses are booming in Charlotte, just
41:31booming, uh, and chiropractic for me.
41:34Those are the three big ones, um, that have been really lucrative thus far.
41:40Um, and there's so many and they're so competitive.
41:43So it's, it's great because I think they all offer something different because so many of
41:49them are trying to do chiropractic and stem cell chiropractic Botox stem cells.
41:53So I think there's still something for everybody out there.
41:56So those have been the ones that I've been the most successful with thus far.
42:02I think something too, that's important.
42:04I know in my market is recruitment, um, with everything that's going on.
42:10A lot of people are out off work for a load.
42:13And I've had a lot of owners or sayings that, oh, I would love to do this.
42:20I would love to do this choice, but I don't have the people.
42:23Um, yeah, let's talk about recruitment.
42:25And I think that's going to be very, very big.
42:28So that's a category that I'm going after right now.
42:35I'll go next.
42:36A one that I found myself getting on this past year that I wasn't able to in the previous
42:42years was actually our local tourism.
42:45Jersey is a bit different because everyone comes down to the Jersey shore, but we're at
42:50the Jersey shore.
42:50But what I'm seeing from not just the tourism, but from the counties, from the county governments
42:56to some local, uh, charities, they're getting these grants and they get these grants to spend
43:02the money.
43:03So I try to keep those connections with that.
43:06And any other tactics or things that you want to share, um, you know, Adam, I think you touched
43:17up upon a lot of things that you've done differently.
43:19You never zoomed before you you're looking for a ducky sign, you know, anything like that,
43:24that's like new and different.
43:25A lot of you are seasoned veterans.
43:26You've been doing this a while.
43:27Is there, is there a different tactic or approach that you've taken, um, that you'll continue
43:32to, to use, you know, beyond the pandemic?
43:35Um, so someone said earlier that, you know, because the family is really true.
43:40So I resorted back to the old snail mail, actually sent letters, um, sometimes with a lottery
43:46ticket.
43:46And I'll put a little note in there just says, you know, take a chance and meet with me.
43:50So it's work.
43:51I think one, and this isn't really for me specific to the pandemic period, but, um, I definitely
44:02have gotten a chance to delve more into it, but the co-op piece of, um, marketing is really
44:07something that, um, since I started in this business, I've focused on and, um, I've had
44:14a chance.
44:14It's interesting, you know, that time period at the beginning of the pandemic when, gosh,
44:19I hate thinking back to it, but like that March, middle to end of March, April, May,
44:24when we were all kind of sitting at home writing cancellations, that was really a time that
44:30I, um, cemented some relationships with existing customers.
44:35We had some really amazing, um, programs that we specifically did in Philadelphia.
44:40We kept a lot of things going for our clients, um, even through the pandemic and tried to help
44:45as much as possible and be a resource to them and cementing those relationships.
44:49During that time period, um, enabled me to make more connections, even in the co-op world
44:56and the manufacturing world.
44:58So when I'm working with, for example, like a distributor of anything distributes multiple
45:05lines, multiple manufactured goods, each manufactured line or company brand has its own situation.
45:15So for me, um, that time period where we were kind of twiddling our thumbs, kind of trying
45:21to wonder what was going to be next in the world gave me a lot of time to do research into
45:28different co-op opportunities and kind of expand on that a bit.
45:33Um, and, um, that's been really helpful.
45:35Great.
45:36And I know that the senior people on this call know this, but, you know, RAB has a tremendous
45:39co-op, um, resource as does, um, our Futuri top line partner.
45:44Now they've just added that.
45:45And then from what I've heard, you know, from Dina and other people that have had great success
45:49in that is just finding a local retailer, developing that relationship with the local retailer
45:54and have them introduce you to, um, the different products and services that may or may not.
46:00That's definitely been a successful thing that I've heard of.
46:05Great.
46:06Yeah.
46:06A retailer basically says, you know, when you go to somebody and say, I want to help you
46:12find money, that's not saying I want to take your money or use your money.
46:17That's, I want to help you find money.
46:18And that has been, um, a really important way of just getting introductions to a lot
46:24of different manufacturers, just through your local HVAC guy that comes to your house
46:30or your local painter that comes to your house or whoever it is.
46:34Um, they would love the help and they don't have the time to do it.
46:37And a great idea that I believe came out of Tampa was the supersize your co-op idea, which
46:42is, you know, you can actually find even more money and more advertising for them by saying,
46:46you know, okay, you're going to buy, you're going to spend half, the manufacturer is going
46:50to spend half and then Beasley is actually going to give you an in-kind donation to
46:53supersize your co-op.
46:55So that's a nice way to get your foot in the door there as well.
46:57Great idea.
47:00Excellent.
47:01Anything else anyone would like to add?
47:03We have about six more minutes so we can take final questions or, you know, tips of the
47:07trade that we could do.
47:09Um, one thing as we're thinking, I'm going to just leave everyone on this call, um, to ponder
47:13with is since we started the new business plus commission, we have paid, uh, $2.8 million
47:19in commission.
47:20Um, and that is the commission on the 11.3 million, 11.4 million that we've generated.
47:26So we have three more months left of this.
47:28So those of you that haven't taken advantage of it, I would certainly get going because
47:31there's a lot of money to be had and it really can, um, it can help you, your family,
47:36um, as well as, as well as the entire.
47:42Great.
47:42Tina, Mo, Mo in Tampa want is interested in knowing, and some of you've touched on this
47:48already is what percentage of your week is spent developing new business.
47:59I'm going to go for it now.
48:01For me, for Shelly, I mean, it's, it's imperative.
48:04Number one, I'm new, uh, need to get new business.
48:07I need to establish accounts.
48:08So for me during the week, it's a huge chunk.
48:11It's about probably 60% of my week or more is focused, or probably even 75% is focused
48:19on new business.
48:20It's constant and it will continue to be a huge part.
48:24No matter how long I end up, you know, being lucky enough to stay in sales or work in sales,
48:29it's all about that.
48:30So it's got to be a huge percentage of your week and it's hard to time manage, but I look
48:35at everything like a van hit because I come from that promotional world.
48:39So I've got a van hit.
48:40I've got a series of eight van hits scheduled for the day.
48:43If I'm working 830 to 530, and I just kind of, I'm good at putting things into compartments.
48:48So I know this chunk is my fuse tickets and all my paperwork for digital.
48:53This time is my follow-up calls.
48:55This time is my new business.
48:56So I think you just have to manage your time, whatever works for you and make it fun.
49:01I try to make it fun and give myself a challenge, I guess, because I'm mostly talking to myself
49:06all day if I'm talking to others.
49:08So I try to make it like a promotion throughout the day.
49:14That's great.
49:17Excellent.
49:18Well, thank you, everybody.
49:19Thank you for our panelists for sharing your tips of the trade.
49:22Thank you for everyone on the call that's really contributed to that 11.4 million, a new
49:26business.
49:27Would love to hit the 20 million number by the end of this.
49:30Would love some incentives to maybe try to extend it or do something similar for the
49:35back half of the year.
49:36So help me help you.
49:39So the more successful it is, you know, the better it will be for the go forward.
49:44And just thank you.
49:45Thank you for all that you do.
49:46I know it's been a really, really tough time and it does not go unnoticed.
49:50You know, I personally look at the numbers every day and see all of your names and stars
49:53and lights, and I love seeing that.
49:55So thank you again.
49:57And for those of you that don't know me, you know, let me know what your challenges
50:01are.
50:01You know, I love to fix challenges.
50:03My feeling is, is my job is that I work for you.
50:05So if you have something that's getting in the way of you doing more new business or
50:09being more successful, shoot me a note and help me know what your problem is so I can
50:14try to remove that obstacle.
50:17Great.