Tuesday, August 29, 2023 – 1:00pm – 3:00pm
Management / Leadership Session
Valued and Valuable…Every Leader’s New Goals
In a world that seems uncertain and upside down, nothing is more important to our business than a strong team. However, it is often too easy to get so focused on everything we have to do that we neglect our most important assets. This session will focus on our focus. Yes, you read it correctly! Sometimes we need to be more focused on being focused, and putting our attention to the people who make it all work. This session will remind you of areas that can have an enormous impact on those around you…and your bottom line. Prepare to walk away with a clearer vision of how you should lead in the months ahead.
Tuesday, August 29, 2023 – 3:00pm – 5:00pm
Simple Customized Proposals that are Guaranteed to Grow Your Revenue
Would you be interested in something that was guaranteed to raise your closing percentage, help you make more money and improve how you are viewed by your clients? Certainly, we all agree that we would want to hear more. Yet, there is a problem. We often take the short cut that does not accomplish any of the things outlined above. Delivering a customized proposal to a client that is based on information you have gathered and clearly outlines what they are trying to accomplish is the single most impactful thing a salesperson can do to grow revenue. From gathering the information to delivering the proposal, this session will focus on simple steps to help you become better. Oh, and you will hear the magic question that makes it all come together! Recommended for all sellers and managers.
Derron Steenbergen is the President and Founder of the Swagger Institute. The Swagger Institute specializes in fundraising, sales and leadership training, motivational speaking and business and nonprofit consulting. He is also the Chief Revenue Officer of Commonwealth Broadcasting Corporation. Commonwealth Broadcasting owns and operates 17 stations in Kentucky. Steenbergen has over 25 years of broadcast sales experience, beginning as a local direct rep and advancing through the ranks of sales management. His years training sales people led to the formation of Swagger. Recently Steenbergen saw a need to incorporate and adapt his sales expertise into winning strategies for the nonprofit arena, and formed Golden Rule Fundraising, the nonprofit division of Swagger Institute.
Steenbergen enjoys teaching simple steps that can help sellers and fundraisers make more magic in their careers. His high energy, audience involved seminars are making huge impacts with people across the country, both in person and virtually. Steenbergen has recently been called “the most relatable sales guy in the country,” “the Joel Osteen of sales” and “the modern day Zig Ziglar.” He is also the past chair of the Kentucky Broadcasters Association where he served several years on the KBA board. He is active with many civic organizations throughout South Central Kentucky. Steenbergen is a graduate of Western Kentucky University, married to Krista Steenbergen and has three daughters, Logan, Lyn Dawsyn and Landry. When he is not working, Derron enjoys relaxing with a good cigar.
Digital Dot Connector
Tuesday, August 29, 2023 – 1:00pm – 2:00pm
Connecting the Dots: How Social Media, Blogging, and Podcasting Fit Into Your Station’s Digital Strategy
DESCRIPTION: Facebook? TikTok? Search engine optimization? Google Analytics? With so many new tools available to broadcasters, it’s easy to feel overwhelmed. In this session, Seth Resler, Digital Dot Connector for Jacobs Media Strategies, will show you how to bring of all of your station’s different digital tools together in a single coherent strategy that impacts the bottom line.
- The strategy that ties your different digital tools together
- How to figure out which digital platforms should take priority and which can be put on the back burner
- How to connect your digital tools back to the bottom line
Tuesday, August 29, 2023 – 2:00pm – 3:00pm
Lead Generation for Radio Salespeople
DESCRIPTION: Is your sales team still finding leads through prospecting? The way advertisers buy ads has changed radically over the past 30 years; so should your lead generation techniques. In this session, Seth Resler, Digital Dot Connector for Jacobs Media Strategies, will show you how to use the internet to generate better sales leads for your radio station.
- How the internet changed lead generation and how your station can take advantage of this
- How to keep your sales team from wasting their time on cold leads
- How to use lead nurturing and lead scoring to generate higher quality leads
Seth Resler is a 25-year broadcasting and podcasting veteran who worked on the mic and behind the programming desk at radio stations in New York City (WXRK), Boston (WBCN), Seattle (KNDD), St. Louis (KPNT), Providence (WBRU), and Silicon Valley (KEZR) before crossing into online marketing. As the digital strategist at Jacobs Media, Seth works with radio stations across the U.S., helping them design and implement action plans that combine websites, social media, email marketing, search engine optimization, content marketing, lead generation, and other online tools. Seth is currently the Vice-Chair of the Michigan Association of Broadcasters Foundation.
Tuesday, August 29, 2023 – 3:00pm – 5:00pm
You Aren’t in the Media Business Anymore
- The broadcasting industry is changing, and successful broadcasters will adapt to take advantage of new opportunities.
- These opportunities include unlocking the value of audience beyond selling advertising – the presentation will provide a new way of looking at accomplishing this and will provide a model for broadcasters to follow.
- Understanding how the audience is changing is also important – results from the recently released Techsurvey 2023 will provide clarity on audio and video streaming, podcasting, in-car entertainment, and more.
- Finally, examples of how broadcasters from across the US have adopted this new model will be shared.
Paul Jacobs is the Vice President/General Manager of Jacobs Media, which for forty years has provided programming, digital, and revenue-generation consulting and research to commercial and public radio stations, including NPR, APM, and numerous public media stations. The company is credited with the creation of the Classic Rock radio format for commercial radio, and its consulting and research studies for public radio and Christian radio.
In a career in broadcasting and consulting that began the day after he graduated from Michigan State University, Jacobs began his career on the sales side of the business, working at and running radio stations in Dallas and Detroit. In 1991, Jacobs joined his brothers Fred and Bill at Jacobs Media to run the company.
In 2008, Jacobs also became the President of a new mobile application development company – jācapps. The company was formed to create mobile apps for radio stations, including many of the leading public radio stations. It is one of the largest mobile application developers, with over 1,300 apps developed worldwide.
Jacobs Media is recognized as a leading visionary in the radio industry. Its daily blog – the JacoBLOG – has become a must-read, identifying trends and helping set the agenda. They have been at the forefront of championing radio’s future in the car, digitally, and in mobile devices.
Paul is a frequent speaker at various conventions around the world, including the NAB/RAB Radio Show, numerous state broadcaster association conventions, and at public radio conferences including PRPD and PMDMC.
Paul is a past Board Chair of Greater Public, as well as the past Board Chair of the Michigan Association of Broadcasters Foundation.
Paul was a 2016 inductee into the Michigan Broadcasting Hall of Fame, was the 2019 recipient of the Conclave’s Rockwell Lifetime Achievement Award, and in 2021, was awarded the Distinguished Alumni Award from Michigan State University’s ComArtSci department.
In 2022, Paul and his brother, Fred, received the National Radio Award from the National Association of Broadcasters, the highest honor awarded in the radio industry.
Let’s Grow Leaders
Wednesday, August 30, 2023, 9:00am – 12:00pm
Winning Well: Practical Human-Centered Leadership that Gets Results
Do you ever wish your team had more energy, would get more done, or solve problems on their own? It’s tempting to demand more, tighten control, and micromanage to get more results out of your team…but there is a better way. WINNING WELL is a practical leadership strategy to achieve breakthrough results that really last. Get results while keeping your team (and yourself) energized, motivated and inspired. You’ll learn 6 concepts you can’t lead without and practical tools to become a more trusted leader who builds high-performance, high-engagement teams. Join award-winning author, David Dye, for this interactive workshop as he uses humor and real-life examples to guide you and your team through the art of inspiration, influence, and lasting impact.
David Dye helps human-centered leaders find clarity in uncertainty, drive innovation, and achieve breakthrough results.
After two decades as an executive and elected official, David, and his wife, Karin Hurt, founded Let’s Grow Leaders, a training firm focused on human-centered leadership development for those determined to get breakthrough results without losing their humanity. Leaders, they found, were hungry for practical tools and leadership development that sticks.
Since 2013, Karin and David have helped grow tens of thousands of leaders in 14 countries with their live leadership development programs and keynotes. They also provide clean water to the people of Cambodia through their Winning Wells philanthropic initiative.
David is an award-winning author of four books including:
- Courageous Cultures – How to Build Teams of Micro-Innovators, Problem Solvers and Customer Advocates
- Winning Well – A Manager’s Guide to Getting Results—Without Losing Your Soul
David also hosts the popular podcast, Leadership Without Losing Your Soul.