KBA WEEKLY NEWSLETTER

JANUARY 6, 2022

KBA TO HOST LEGISLATIVE LUNCHEON

WEDNESDAY, JANUARY 19TH @ 12PM ET

The Kentucky Broadcasters Association invites you to join us for a Legislative Luncheon on Wednesday, January 19th, 12:00 PM at the Capitol Annex Cafeteria in downtown Frankfort. This is an opportunity for you to invite your Representative and Senator to join you for lunch.

Non-Board Members should click the link below to RSVP.

RSVP FOR LEGISLATIVE LUNCHEON

PUBLIC INSPECTION FILE

REPORTS DUE ON OR BEFORE JANUARY 10TH

Quarterly Issues/Programs List Due: All full-power radio, full-power television, and Class A television stations must upload to their Public Inspection File by this date the Quarterly Issues/Programs List covering the period October 1, 2021 through December 31, 2021.

Class A Television Continuing Eligibility Certification: Class A television stations are required to maintain documentation in their Public Inspection File sufficient to demonstrate continuing compliance with the FCC's Class A eligibility requirements. We recommend that by this date Class A television stations generate such documentation for the period October 1, 2021 through December 31, 2021 and upload it to their Public Inspection File.

Quarterly Fundraising Reports: All noncommercial educational TV and radio stations that changed or suspended their regular on-air content to conduct third-party fundraising to benefit a non-profit organization must generate relevant documentation for the period October 1, 2021 through

December 31, 2021 and upload it to their Public Inspection File by this date.

2022 IMPACT BROADCAST AWARDS

SAVE THE DATE: SATURDAY, APRIL 9TH

KBA is pleased to announce that the 2022 Impact Broadcast Awards will be held on Saturday, April 9th at the Kentucky Derby Museum in Louisville.

Watch for contest rules and entry instructions in a special IBA email that will be delivered on Monday.

VIDEO STREAMING CONFERENCE

JANUARY 24TH @ 9AM CENTRAL

Join us virtually for a full day video streaming conference that helps broadcasters develop and enhance their video streaming skills.

Given the current intense competition for high school sports video streaming, radio as an industry must be prepared to entertain and inform their local communities with new technology.

HAPPY NEW YEAR

LEGEYT ASSUMES PRESIDENT & CEO POSITION AT NAB

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The National Association of Broadcasters is the voice for the nation's radio and television broadcasters. As the premier trade association for broadcasters, NAB advances the interests of our members in federal government, industry and public...

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HELD VIRTUALLY JANUARY 26-27, 2022

This January we’re bringing together some of the world’s leading sales trainers to reimagine the future of broadcast sales. Get to know a few of the trainers that will be featured during Rising Above: A Virtual Sales & Management Media Summit.

This virtual day and half media summit will feature experts from Instant Sales Training, Girl Twin Solutions, CreativeReady, Swagger Institute, P1 Learning and many more. Save your seat today by clicking the REGISTER NOW button below.

JEFF SCHMIDT'S SALES TIP OF THE WEEK

DO YOU PROVIDE ESSENTIAL SERVICES?

The continuing stress of the pandemic has given us some new and/or refreshed definitions and terminology. Unprecedented, uncertain, variants, immunity, unusual, and essential services to name a few.

Essential services are the labels government leaders used to determine whether a business could stay open or would be forced to shut down. There was much debate about their definitions. Because we need a little humor, in my home state of Wisconsin liquor stores were considered essential.

Legal and governmental definitions aside, and now that the country is still in the process of being open for business in varying stages, the question for those of us who provide strategic guidance to our clients is are we essential? The definition for that is much more clear. Absolutely necessary and indispensable.

Are you absolutely necessary, indispensable, and vital to your client’s future? The RAB has contact with hundreds of thousands of sellers. Over the years several traits, competencies, and actions have clearly become differentiators between those who are indispensable to their clients and those who are perceived as vendors.

Ideas
Information
Objective, non-sales driven input and supportive
Empathy, expertise and problem-solving skills
Offering help before being asked
A relationship beyond the contract

It was legendary sales trainer Don Beveridge who made this claim about being indispensable:

“You can never maintain a long-term competitive advantage based solely on product and price. It’s what you do beyond the product that will set you apart.”

Here are the problems:

Not a single business owner woke up today and said, “I need some :30’s, :60’s, morning drive, sports, and digital advertising.” That’s not how they think. They woke up with problems, real problems. Can I open safely? Will my customers come back? Can I protect my employees? Do I have enough employees? Can I recover from being closed? Those are the problems business owners are facing.

As radio professionals, our problems are earning back lost commissions, finding new business, making the month, quarter, and the year.

You can become an essential service. Focus on solving client problems. Be indispensable to your clients and prospects and watch your problems fade away.

Jeff Schmidt is the SVP of Professional Development at the Radio Advertising Bureau. You can also connect with him by email JSchmidt@rab.com or on Twitter and LinkedIn.