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?
31:37No.
31:38Yeah.
31:39Huh.
31:40Was it a piano version?
31:42It goes, ba-ba-ba-ba-ba-bum, ba-ba-ba-bum, ba-ba-ba-bum, ba-ba-bum, ba-ba-bum, ba-ba-bum.
31:47That was John Tesh.
31:48I don't know why I knew that.
31:50Interesting.
31:51And Adam, how about you?
31:52Your biggest, the thing you're most proud of?
31:55And how are you going to sustain it and take Eric down?
31:58Right.
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.
32:16And 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,
33:03I might get 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.
33:16He'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 had 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.
34:14It'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?
34:41I would say one, one of my favorite success stories was selling our 95.9, the Rats 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?
35:08I got in contact with Progressive Exteriors, a local new home improvement business, met
35:15with them, brought the spec spot, brought the Futuri one sheets explaining why our listeners
35:21need 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 Awards
35:35that three months later, I was able to get them on the cost cash contest for WJRZ, sign them
35:41up for OTT and more targeted display advertising.
35:44And they are now one of my favorite clients.
35:46They are, they're my voice.
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 know
36:25about the larger audience that I had, my larger reach that I had day and night, and also that
36:32my 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 for
36:51to have a 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.
37:04You know, I would encourage everyone on this call, like, don't go for the two-week deal.
37:08You know, go for, go for a year.
37:10They can cancel, but it's harder to cancel than it is, I think, to renew 12 different times.
37:14So, 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.
37:30And 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, but then it did so well that she
38:04reached back out to us to do her digital marketing for their facility 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 company.
38:26That's excellent.
38:27I mean, I talk all the time.
38:29I don't get the pleasure of talking to everybody on this call very often.
38:32But, 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 our digital footprint,
38:43I think, is the true success that we're going to have, you know, 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 credibility 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?
39:17Or, you know, just something 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, 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.
39:47But six months from now, you know, you want them to think of you and, you know, call you up for that help that they need.
39:55Great.
39:56Someone just asked a question, and it's true of all of you.
40:00So, Shannon, specifically, 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?
40:10Oh, gosh.
40:13I probably, on average, make at least 20 to 30 connections a week.
40:21Yeah.
40:24Yeah.
40:25My, I try very, very, very hard to take time every day and set aside time to do.
40:33I mean, sometimes you get interrupted, sometimes things you can't help, but for the most part, I try to take at least 45 minutes and prospecting business or make the phone call or the follow-up or whatever it is.
40:48I actually have a question for the group.
40:51In terms of categories, I know we mentioned home improvement and recruitment, but more specifically, I'm so curious about some more specifics about categories that have been successful for you guys and, frankly, for everyone else in the company.
41:09Well, for me, I can go first and just say, really, a couple of mine have been exercise, big, the Bar Method, there's a workout here.
41:22So, I would say exercise, for sure.
41:25All the stem cell, all the stem cell businesses are booming in Charlotte, just booming.
41:32And chiropractic, for me, those are the three big ones that have been really lucrative.
41:39Thus far, and there's so many, and they're so competitive.
41:44So, it's great, because I think they all offer something different, because so many of them are trying to do chiropractic and stem cell, chiropractic, Botox, stem cell.
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, I know, in my market is recruitment.
42:07With everything that's going on, a lot of people are out, off, for a load.
42:13And I've had a lot of owners or sayings that, oh, I would love to do this, I would love to do this choice, but I don't have the people.
42:24But let's talk about recruitment.
42:26And 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.
42:36One that I found myself getting on this past year that I wasn't able to in the previous years was actually our local tourism.
42:45Jersey's a bit different, because everyone comes down to the Jersey Shore, but we're at the Jersey Shore.
42:50But what I'm seeing from not just the tourism, but from the counties, from the county governments, to some local charities, they're getting these grants, and they get these grants to spend the money.
43:03So, I try to keep those connections with that.
43:06And any other tactics or things that you want to share?
43:16You know, Adam, I think you touched upon a lot of things that you've done differently.
43:19You've never Zoomed before.
43:21You're looking for a ducky sign.
43:23Anything like that that's, like, new and different?
43:25A lot of you are seasoned veterans.
43:26You've been doing this a while.
43:27Is there a different tactic or approach that you've taken that you'll continue to use, you know, beyond the pandemic?
43:36So, someone said earlier that email is really true.
43:40So, I resorted back to the old snail mail, actually sent letters, sometimes with a lottery ticket.
43:47And I'll put a little note in there just says, you know, take a chance and meet with me.
43:50So, it's work.
43:52It's it.
43:55I think one, and this isn't really for me specific to the pandemic period, but I definitely have gotten a chance to delve more into it.
44:04But the co-op piece of marketing is really something that since I started in this business, I've focused on and I've had a chance.
44:15It's interesting, you know, that time period at the beginning of the pandemic when, gosh, I hate thinking back to it.
44:20But like that middle to end of March, April, May, when we were all kind of sitting at home writing cancellations, that was really a time that I cemented some relationships with existing customers.
44:35We had some really amazing programs that we specifically did in Philadelphia.
44:40We kept a lot of things going for our clients, even through the pandemic and tried to help as much as possible and be a resource to them.
44:47And cementing those relationships during that time period enabled me to make more connections, even in the co-op world, in the manufacturing world.
44:59So, when I'm working with, for example, like a distributor of anything, distributes multiple lines, multiple manufactured goods.
45:09Each manufactured line or company brand has its own situation.
45:15So, for me, that time period where we were kind of twiddling our thumbs, kind of trying to wonder what was going to be next in the world, gave me a lot of time to do research into different co-op opportunities and kind of expand on that a bit.
45:33And that's been really helpful.
45:35I know that the senior people on this call know this, but, you know, RAB has a tremendous co-op resource, as does our Futuri top line partner now.
45:44And then from what I've heard, you know, from Dina and other people that have had great success in that, it's just finding a local retailer, developing that relationship with the local retailer, and have them introduce you to the different products and services that may or may not have.
45:59So, that's definitely been a successful thing that I've heard of.
46:06Yeah, a retailer basically says, you know, when you go to somebody and say, I want to help you find 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.
46:19And that has been a really important way of just getting introductions to a lot of different manufacturers, just through your local HVAC guy that comes to your house, or your local painter that comes to your house, or whoever it is.
46:34They 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 is, you know, you can actually find even more money and more advertising for them by saying, you know, okay, you're going to buy, you're going to spend half, the manufacturer is going to spend half, and then Beasley is actually going to give you an in-kind donation to supersize 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 trade that we could do.
47:09One thing, as we're thinking, I'm going to just leave everyone on this call to ponder with is, since we started the New Business Plus Commission, we have paid out $2.8 million in commission.
47:20And 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 there's a lot of money to be had, and it really can help you, your family, as well as the entire community.
47:42Great.
47:42Any last thoughts?
47:43Tina, Mo in Tampa is interested in knowing, and some of you have touched on this already, is what percentage of your week is spent developing new business?
47:59I'm going to go for it now.
48:01Well, for me, for Shelly, I mean, it's imperative.
48:04Number one, I'm new.
48:06I need to get new business.
48:07I need to establish accounts.
48:08So for me, during the week, it's a huge chunk.
48:12It's about probably 60% of my week or more is focused, or probably even 75% is focused on new business.
48:20It's constant, and it will continue to be a huge part, no 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.
48:33And it's hard to time manage, but I look at 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 if I'm working 8.30 to 5.30.
48:44And 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 all 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 in new business.
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 back 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.
49:49You know, I personally look at the numbers every day and see all of your names and stars and 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 are.
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 being more successful,
50:10shoot me a note and help me know what your problem is so I can try to remove that obstacle.
50:15Great.