1. How to increase your stations revenue and YOUR commission Moderator Jay Jennings – GSM WYCD and WOMC – Detroit, MI Panelists Brad Williams – GM – Federated Media, South Bend and Elkhart, IN Katie Gambill – VP/General Manager -5Star Radio Group, Clarksville, TN Dave Butterfield - Senior Account Executive, WUSN, Chicago, IL

2. What can be done with Toyota – is it an opportunity for Radio? What can be done with Toyota – is it an opportunity for Radio? How to increase your stations revenue and YOUR commission

3. When you meet with a client how can we “speed up the process” When you meet with a client how can we “speed up the process” How important it is to start a meeting with a new advertiser with a needs analysis? How important it is to start a meeting with a new advertiser with a needs analysis? How to increase your stations revenue and YOUR commission

4. CNA’s CNA’s Uncover Marketing Bridges! Business has changed, especially this year! Competition is too busy picking up the crumbs! Perfect lead in to Interactive especially if no Website! How to increase your stations revenue and YOUR commission

5. CNA’s CNA’s We believe in CNA’s so much we offer $20 for each one! Must be reviewed with GSM! Must be completely filled out including Interactive! Includes current Accounts! How to increase your stations revenue and YOUR commission

6. CNA’s CNA’s RESULTS: Big Dollar Presentations! Higher Rates! SPEC Ad’s as part of presentations! More Fun! How to increase your stations revenue and YOUR commission

7. Co-Op – are sellers using the co-op section on RAB – great leads! Co-Op – are sellers using the co-op section on RAB – great leads! This provides phone numbers and email addresses! This provides phone numbers and email addresses! How to increase your stations revenue and YOUR commission

8. Do you ever secure an appointment with a Spec spot? Do you ever secure an appointment with a Spec spot? Brad Williams - “VISION DIVISION” 2 guys hammering out Spec Ad’s 3-5 per week per station= 20total/weekly Brad Williams - “VISION DIVISION” 2 guys hammering out Spec Ad’s 3-5 per week per station= 20total/weekly How to increase your stations revenue and YOUR commission

9. Spec Spots Spec Spots How to increase your stations revenue and YOUR commission

10. Spec Spots Spec Spots How to increase your stations revenue and YOUR commission

11. Spec Spot Results Spec Spot Results $304,000 in New Business 24% Close Ratio v. 14% std. Better Sound ….20% of Hourly PGM How to increase your stations revenue and YOUR commission

12. Is your PD an involved Sales Team Member! Those stations that have a great working relationship between Sales and Programming are doing better than those that don't and have much better ideas to sell. Is your PD an involved Sales Team Member! Those stations that have a great working relationship between Sales and Programming are doing better than those that don't and have much better ideas to sell. How to increase your stations revenue and YOUR commission

13. Online revenue is increasing – every report shows this – what are your doing to get your fair share? Online revenue is increasing – every report shows this – what are your doing to get your fair share? How to increase your stations revenue and YOUR commission

14. New Interactive Department New Interactive Department How to increase your stations revenue and YOUR commission

15. Emerging Categories Emerging Categories Education/Universities, Health Care & Hospitals; Home Improvement; and Restaurants are some of the categories that are performing well in certain markets How to increase your stations revenue and YOUR commission

16. Sending a brief pre-call letter to your prospects before calling for an appointment can not only enhance your credibility and recognition, but it can serve as the template for a successful meeting Sending a brief pre-call letter to your prospects before calling for an appointment can not only enhance your credibility and recognition, but it can serve as the template for a successful meeting How to increase your stations revenue and YOUR commission

17. How does the Country format help you sell more? What has worked best? How does the Country format help you sell more? What has worked best? How to increase your stations revenue and YOUR commission

18. How do you offer great customer service? How do you get your best customers to spend more? How do you offer great customer service? How do you get your best customers to spend more? How to increase your stations revenue and YOUR commission

19. How to close a sale – What works - at the end of a sales conversation, the customer knows everything [he or she] needs to know to make a decision. How to close a sale – What works - at the end of a sales conversation, the customer knows everything [he or she] needs to know to make a decision. How to increase your stations revenue and YOUR commission

20. How to close a sale – How to close a sale – The key is to ask the customer to take action. Simply ask, "Why don't you give it a try?" Don't sit there hoping that somehow, sometime, somewhere, the customer will take action on his own. The sales- person's job is to ask for the order at the end of the presentation.--Brian Tracy, author of The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible and founder of Brian Tracy International, a Solana Beach, California, sales consulting firm The key is to ask the customer to take action. Simply ask, "Why don't you give it a try?" Don't sit there hoping that somehow, sometime, somewhere, the customer will take action on his own. The sales- person's job is to ask for the order at the end of the presentation.--Brian Tracy, author of The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible and founder of Brian Tracy International, a Solana Beach, California, sales consulting firmBrian Tracy InternationalBrian Tracy International How to increase your stations revenue and YOUR commission