WDET-FM (Detroit) is presenting “Essential Conversation with Emery King hosted by Ann Delisi” at the Detroit Historical Museum on May 17. The event is a fund-raiser for the public radio station.
Delisi is a program host at WDET and also works with former NBC White House Correspondent and former WDIV News Anchor Emery King and his production company, Emery King Communications. For the past 10 years they have worked on countless productions together, met with everyone from doctors to legislators and at one time, they shared an office down the hall from Detroit Medical Center CEO (and now Detroit Mayor), Mike Duggan.
Delisi will put her interview skills to work and interview her boss, Emery King, for the first Essential Conversation of 2017. They will talk about Mr. King’s time covering the White House, the press, race, his work with the Michigan Film Industry, Mayor Mike Duggan, Mr. King’s incredible personal story and how he and Ann Delisi came to work together.
On April 19, Washington law firm Wiley Rein announced that former FCC Media Bureau Chief William Lake, a veteran communications lawyer, has joined the firm’s Telecom, Media & Technology practice as consulting counsel. In his new postion, Lake advises clients on media and telecommunications issues, with special attention to navigating the federal regulatory regimes.
Mr. Lake served as head of the Federal Communications Commission (FCC) Media Bureau from 2009 to 2017, advising companies in the U.S. and international communications industries on regulatory, competition, intellectual property and trade issues. Mr. Lake was named to that leadership role following his service as FCC coordinator for the digital television transition in 2009.
“Bill’s intellectual rigor, unique insight and deep experience make him a valuable addition to our TMT Practice and we’re delighted that he is joining the team,” said Kathleen A. Kirby, co-chair of the Practice. “He is an exceptional lawyer, widely regarded for his work at the FCC and his government perspective and private sector experience on critical issues impacting companies in the telecommunications and media industries will be of immense value to our clients.”
Prior to joining the FCC, Mr. Lake was a partner at a large Washington, D.C. law firm, where he led the communications and electronic commerce practice. He also has served as Principal Deputy Legal Advisor to the U.S. Department of State, Counsel to the Council on Environmental Quality and Counselor to the Administrator of the Environmental Protection Agency.
“Wiley Rein has an unparalleled regulatory team with outstanding expertise in transactional and policy issues in the media and telecom sector,” said Mr. Lake. “Their preeminent TMT Group is one that combines regulatory prowess with public policy, international advocacy, trade, intellectual property, government contracts and litigation experience. I am proud to join this team of consummate professionals.”
Mr. Lake served as a law clerk to the Honorable John M. Harlan of the Supreme Court of the United States and the Honorable Henry J. Friendly of the U.S. Court of Appeals for the Second Circuit in New York. He received his LL.B. degree from Stanford Law School and his B.A., summa cum laude, from Yale University.
The latest issue of Beyond the Classroom, the MAB Foundation student newsletter has just been sent out. In this issue, there’s Michigan broadcasting job opportunities, a review of our recent student awards luncheon and an interview with WLNS-TV (Lansing) News Director Jam Sardar.
And, students write about picking the right college, the benefits of local broadcasters and how to make the most of your broadcasting internship.
Read this issue here. Subscribe and receive future issues in your mailbox here.
When you set out to create a new podcast, consider launching it as a pilot program. Commit to a finite number of episodes — ten, for example — and then stop to reevaluate after you’ve published those episodes. If it’s going great, publish a second season. If the concept doesn’t seem to be connecting, drop it and launch a different podcast. Most likely, the results will be somewhere in the middle and you’ll want to tweak the podcast before moving forward. By making a point of stopping to reevaluate and giving yourself the freedom to pivot, you don’t lock yourself into a never-ending commitment.
Looking for some ideas for your station’s first podcast? Here are five to consider:
1. A Passion Topic
Geekshow Podcast. Sometimes, we have on-air talent that is passionate about a specific topic, but they are limited in how much they can talk about it on the air before alienating listeners. If your morning show co-host is a huge wrestling fan, a little can go a long way. But with a podcast, you can free your air talent up to talk about wrestling as much as they want — and they’ll probably enjoy doing so.
A great example of this is the Geekshow podcast produced by Kerry Jackson of the Radio From Hell morning show on X96 in Salt Lake City. Kerry loves geek culture, from superheroes to science fiction, so he launched a podcast dedicated to the topic. Over the years, his podcast has opened many doors for him, including enabling him to get involved with the Salt Lake City Comic Con.
Here is a list of passion topics to consider:
2. A Crossover Podcast
Mega Cast. If you have two members of your airstaff who like working with each other but never get the opportunity to be on the air at the same time because of their respective dayparts, let them do a podcast together. This is what happened when morning man Steve Migliore and afternoon co-host Ted Smith of KISW in Seattle launched the Mega Cast. By enabling your personalities to team up to do a podcast, it allows listeners to get a deeper look at your station’s family.
Consider launching a podcast around one of the following types of events:
Art & Wine Festivals
4. Branded Content
Radio stations. A particularly well-positioned to create a podcast series for a client. For example, if there is a big craft beer festival in your town, you could do a series of interviews with different brewers that will be featured at the event. Release these interviews as a podcast and promote them through the station’s email database, social media channels and an on-air spot schedule. This is a great way for the station to target listeners who are likely to attend the event with unique content.
5. A Podcast for Clients
Consider creating a podcast that isn’t aimed at listeners, but at advertisers and potential advertisers. This podcast series would focus on how clients can get the best results out of their radio spend. For example, one of your DJs might host a series of interviews, including conversations with:
The Program Director on how radio ratings work
The Sales Manager on how to choose the right target audience
The Production Director on how to write compelling commercial copy
The Promotions Director on how to get the most out of on-site events
When it comes to launching a podcast, don’t let the perfect be the enemy of the good. Dive right in with a pilot season and you’ll learn a lot along the way. If you’d like to learn more about these podcast ideas, you can watch this webinar.
This August, Jacobs Media is producing a special track at the Podcast Movement conference designed specifically for radio broadcasters. We’ll zero in on the issues in podcasting that radio professionals need to know about. We hope you’ll join us.
For more assistance on digital or social media, contact MAB Member Services at [email protected] or 1-800-968-7622.
Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy.
By: Chris Lytle, Content Developer InstantSalesTraining.com
So, I thought I’d write another article about closing sales. To get the ball rolling, I googled “best sales closing lines.”
Unfortunately . . .
What came up first were some of the worst closes I have ever seen.
Trust me. I’ll be 80 in 13 years and I’ve been exposed to a lot of bad ones.
This site lists dozens of old school, high-pressure manipulative closes:
Concession Close: “John, if I reduce the price by 10% will you sign the contract today?”
Shame Close: “Your son really deserves the new model, don’t you think?”
I won’t even bother you with the Embarrassment Close or Ask the Manager Close.
Manipulative closes are way past their sell by date.
In Spin Selling, Neil Rackham writes about closing, pressure and manipulation:
“In low value sales, given unsophisticated customers and no need to have a continuing relationship, closing “techniques” can work very effectively. With professional buyers, closing techniques make you less effective. They reduce your chances of getting the business.”
Good advice, Neil.
Look, I’m assuming you don’t have a lot of one-call closes.
I’m figuring you’re calling on sophisticated buyers who meet with many salespeople.
If I’m right, then avoid the closing lines you’ll find by googling “best sales closing lines.”
Like the one I found on this site in an article about the best closing lines for life insurance agents:
The Level With Me Close: Polly, level with me. Have I failed to show you the value of what you’ll receive from your investment? (Then, be quiet.)
I like the “be quiet” part. But that’s it.
I kept looking, though. Ultimately I found this good idea from thought leader and author Dave Kurlin.
“Let’s assume that you’ve decided to ask for the order and ask at the right time. When is the right time? It’s when you’ve touched all the bases. You’ve reached first, second and third and you’re sliding into home plate. You haven’t taken any shortcuts. So, what exactly are you asking. You’re asking if they want your help. You might have to customize it a little. “Would you like my help closing more sales?” This question is a close anyone can execute. But you still have to ask.”
Thanks, Dave. I like it. It’s straightforward and fresh. And it’s devoid of any pressure or manipulation.
“A Success magazine survey of a thousand top sales performers found out that more than half had abandoned any kind of closing technique. 56% of the salespeople said they looked the client in the eye and said something like, “This is right for you. Let’s do it.” And, then, they waited for the client to sign the order.”
It can work, especially if you believe in what you’re selling. Because problems of belief are more critical than problems of technique.
Here are two closes I teach today in my seminars and webinars:
I would like to have you as a customer. Is there any reason we can’t get started? I got that one from the great copywriter, Bob Bly. It works because it states what you want. It invites the customer to tell you if there’s anything standing in the way of moving forward.
What would you like me to do next? It works because it gives the prospect all the control. No pressure.
Oh, I almost forgot: There’s one more shockingly simple close I really like. I wrote a whole article about it.
If you visit this project of mine and like what you see, then use the promo code LINKED at checkout. You’ll like the price unless I somehow fail to show you the value you’ll receive from your investment.
Hmm. Maybe that close isn’t so bad.
Chris Lytle is the author of The Accidental Salesperson: How to Take Control of Your Career and Earn the Respect and Income You Deserve and The Accidental Sales Manager: How to Take Control and Lead Your Team to Record Profits. Because sales managers are pulled in so many directions, Chris built this resource for you.
The MAB keeps watch on FCC filings in our state. Here’s the latest filings we’ve seen.
May 2, 2017
An application for license for cover construction permit of WNUC-LP (Detroit) was filed by North End Woodward CommunityCoaliation.
May 1, 2017
The FCC approved the previously-filed application of Impact Radio, LLC to increase the power of FM translator W246BW (Three Rivers). The translator rebroadcasts the company’s WRCI-AM, also licensed to Three Rivers.
Smile FM has filed an application for license to cover construction permit for noncommercial WAIR-FM (Lake City).
April 21, 2017
The FCC approved the previously-filed sale of WMKG-CD (Muskegon) from Kelley Enterprises of Muskegon, Inc. has sold low-power/class A television station WMKG-CD (Muskegon) to WMKG-TV, LLC.
The previously-filed assignment of license of WDWO-CD (Detroit) from Locuspoint WDWO Licensee, Inc. to TCT of Michigan, Inc. was approved by the FCC.
April 19, 2017
The FCC accepted for filing the application by Radio One to sell its Detroit AM station, WCHB-AM, to Crawford Broadcasting.
Family Life Broadcasting System has made application to modify the construction permit of FM translator W231CV (Holly). Family Life intends to use the translator to rebroadcast WUFL-AM (Sterling Heights). Also filed was an application by Family Life to make changes to FM translator W232CA (Detroit). This translator also rebroadcasts WUFL-AM.
WOOD-TV (Grand Rapids), which recently announced a new streetside studio in downtown Grand Rapids, has opened a second streetside studio, this time in Kalamazoo, to be home base for a dedicated crew that will live and work in the community.
The new Kalamazoo studio is in the Comerica Building at 151 S. Rose Streeet and features floor-to-ceiling windows overlooking Bronson Park. It’s equipped with cameras inside and on the roof, giving a bird’s-eye perspective of downtown.
As part of the expansion, the station has announced that Bradly Gillum has joined the station to work out of the Kalamazoo facility.
Gillum was most recently an anchor and reporter at KCWY-TV in Casper, Wyoming. Before that, Gillum spent nearly a decade as a prosecutor and defense attorney near Denver, Colorado. Gillum will work with photojournalist Nick Ponton, a 15-year veteran of the industry who has been with WOOD-TV for seven years.
In Grand Rapids, WOOD-TV also partnered with the Grand Rapids Art Museum to create the GRAM WOOD TV8 Media Arts Center, which includes a studio overlooking Rosa Parks Circle.
“This new partnership allows 24 Hour News 8, eightWest and Maranda Where You Live to be in the heart of the city throughout the year for big events in Rosa Parks Circle,” said WOOD-TV Director of Operations Kevin Ferrara. “We’ll continue to use our market-leading, technology-driven studio in Heritage Hill as our primary home, but will broadcast the noon newscast daily from downtown.”
“24 Hour News 8 is committed to providing breaking news, weather and investigative coverage to all of West Michigan” said Dan Boers, News Director for WOOD-TV. “Our news team is expanding and we’re excited that it’ll give us a greater ability to be connected to issues that are important to the community.”
Last week the station did live broadcasts from both its new Grand Rapids downtown studio (located at the Grand Rapids Art Museum) and the new Kalamazoo studio.
As part of the opening of its new downtown studio, the station recently looked back on 7 decades of service to Grand Rapids. See video report here.
By: David Oxenford, Wilkinson Barker Knauer, LLP www.broadcastlawblog.com
May is one of the few months without the normal list of quarterly filings and EEO public file reports. But, just because there are none of these regular filings due, that does not mean that the month will be a quiet one for broadcasters on the regulatory front. In fact, far from it. There are obligations for television broadcasters in connection with the incentive auction and the subsequent repacking of the TV spectrum, an FCC meeting that will start two proceedings that could dramatically reduce the regulatory burdens of broadcasters, and comments due on the FCC’s proposal for the next generation of television broadcasting.
In connection with the incentive auction, on May 11, stations that are relinquishing their channels in exchange for compensation from the FCC must file an FCC Form 1875 detailing where payments for that relinquishment will go. After that information is received and processed, the FCC will send an email to the payee asking for bank account information that must be entered into the “CORES Incentive Auction Financial Module.” Stations looking for their auction payouts need to observe these details so the FCC knows where to send their money.
In addition to these steps to ensure that relinquishing stations are properly compensated, those stations that are remaining in operation, but which will have a change in channel as part of the FCC’s compression of the TV band, may elect to forego the reimbursement of their expenses in exchange for a waiver of the TV service rules to allow these stations to offer a non-broadcast service. What exactly this means is open to some question, as all TV stations can already offer some non-broadcast services through the excess capacity provided by their digital channel. Whatever it may mean, stations choosing to take advantage of this provision of the legislation that authorized the auction must file, by May 15, a statement of intent to rely on this provision. The FCC has been urging stations thinking about such filings to contact the FCC to discuss their plans before submitting the request. For more information about upcoming deadlines for stations that are surrendering their licenses or ones that are being repacked, see the FCC’s Incentive Auction Closing and Channel Reassignment Public Notice, here.
The capacity to expand their offerings of non-broadcast services is one of the benefits for TV broadcasters advanced by advocates of the new ATSC 3.0 transmission standard. The transition to the new standard was much discussed at last week’s NAB Convention, and we are sure to write more about it on these pages. But the first step is adopting rules for the service. The FCC’s Notice of Proposed Rulemaking, available here, sets out those proposed standards and asks a number of questions about the regulations that should apply both to the conversion to the new transmission system and to the actual operations of stations once they convert to the new standard that is adopted. Comments on the FCC’s Notice of Proposed Rulemaking are due on May 9, with replies to be submitted by June 8.
Also up for consideration in May, at the Commission’s May 18 meeting, are the two steps toward the further deregulation of broadcasting that we wrote about here. One is a Notice of Proposed Rulemaking seeking to eliminate the main studio rule. The second is a Public Notice, starting the FCC’s Modernization of Media Regulation Initiative, looking at what broadcast rules should be revised or eliminated. Many broadcasters will be interested in commenting on these matters, assuming that they are adopted as proposed in the draft documents released last week.
As always, there are many other regulatory deadlines that we haven’t covered here, including some that apply to specific stations. So pay attention to those deadlines that apply to your operations to make sure that you remain in compliance with the rules that exist – and take the opportunity to comment on proposals to change rules that may impact your operations.