Broadcast Seminar Topics & Testimonials

“HOW TO BECOME THE MILLION DOLLAR MEDIA REP”
(1/2 Day to Full Day)

Why is it that some people are more successful in media sales than others? What qualities do they possess? What knowledge do they have? What habits do they keep that propels them to the top of their game month after month and year after year?

Michael Guld, author of The Million Dollar Media Rep: How To Become a Television and Radio Sales Superstar believes that long-term success in media sales is no accident. His teachings focus on “The Sales of Advertising,” giving you practical hands on advice on how to grow “your” business as well as “The Business of Advertising,” or how to help clients grow “their” business. The takeaway is that once you understand how to help a client grow their business, your business will take care of itself. Guld’s training will show you how!

“HOW TO MAKE AND MANAGE THE MILLION DOLLAR MEDIA REP”
(1 to 1½ Hour Session)

Too often in today’s competitive media environment, the focus of attention is on sales goals. But as the saying goes…“if you spend all of your time watching the scoreboard, the ball is going to hit you in the face!” Like the winning score in a ballgame, achieving sales goals is the end result of playing a great game and having great coaching!

Even in these days of hyper-technological change, your success as a manager will hinge on your ability to build successful relationships…with your clients and with your staff. How do you attract and hire top talent? How do you inspire passion and create loyalty so that your staff will go the extra mile for you and your customers? How do manage groups with generational differences in priorities?

As a former Account Executive, Sales Manager, General Manager and radio station owner, Michael Guld understands first-hand the perspectives of each position and knows how to lead a staff to success. Now he shares his tools and techniques to managers so that they too can achieve personal and professional success.

"EFFECTIVELY MANAGING YOUR MULTI-TASKING DAY"
(1 Hour Session)

In this “get it done yesterday world,” how do you set priorities and manage your professional career in the face of competing demands on your time? With fewer people being called on to do more, how do you distinguish between the urgent and the important? Are all the new technologies, including cell phones, PDA’s, emails and text messages making you more efficient or are you becoming a slave to technology? We are all managers…even if it is not in our title. Those who most effectively manage their time, focus and energy, will get the greatest results.

In this session you will learn how to…

maximize the “return on your time” and minimize “time stealers”
stay hyper-focused on your goals, strategy and execution without getting sidetracked.
most effectively communicate in a new technology world
manage the increasing number of “opportunities” presented to you every day.
take back control by better managing the expectations of others.
compartmentalize your priorities.
play at a higher level by “working smart” instead of “worrying hard”

WHEN THE GOING GETS TOUGH IN BROADCASTING (1 Hour to 1/2 Day Session)

Times are tough in broadcasting! With increasing competition, depressing daily economic headlines and shrinking marketing budgets, it can leave some immobilized and others dazed and confused... scrambling for short term answers . So what do you do when "the going gets tough"? The only answer is "the tough get going." We still have budgets to make, families to support and most importantly clients in need of the marketing services that we offer to help them weather the economic storm.

Take Control of your billing and discover...

How to survive and even thrive (you have no choice) in what is expected to be one of the most challenging years in the history of broadcasting.
How in tough times being a brilliant marketer can trump being a star salesperson (our prospects and clients don't really care how good we are at overcoming objections.
How to successfully prospect and position yourself (not just your station) and build loyalty in a crowded and increasingly skeptical marketplace.
How to create "value based" marketing campaigns to increase your clients traffic, without cutting prices.
How the current "fear and uncertainty" can be used as a powerful trigger for you, your clients and their customers.
What's working and what's not across the country (and lessons learned).

Broadcast Training Testimonials

“WOW! We’ve had the pleasure of hearing some great speakers address the Oregon Association of Broadcasters over the past many years, and some have received pretty high acclaim, but I can say with all honesty – you really tipped the scale this year with your sessions on “How to Become a Million Dollar Media Rep” and “Effectively Managing Your Multi-Tasking Day.” I had both ‘old-timers’ and ‘rookies’ come up and thank me for scheduling you to speak to the OAB. Comments like, “He brought it home.”, “He made me think.”, “Why didn’t I think of that?”, “When is he coming back to the OAB?”, “He was great!” were heard over and over. Michael, “Thank you!” You made me look like a genius for hiring you, and every meeting planner needs that once in a while.”

Bill Johnstone, President & CEO. Oregon Association of Broadcasters

"You received the highest average score from our evaluations of any presenter. Comments included in those evaluations made it clear your presentation hit home. Phrases like “Best speaker we’ve ever had,” “He was Awesome!” and “He was inspiring” describe the feeling of our members. They also thought the content was extremely useful, relevant and as one commented, “This is information I can use NOW.”

Kent Cornish, President, Kansas Association of Broadcasters

"Thanks so much for your keynote address at our Executive Forum! I heard great feedback from our managers in small and large markets alike. “When the Going Gets Tough in Broadcasting” acknowledged the frustration that our stations are facing in the current economy, but also offered actionable suggestions and opportunities for our managers. As someone who remains involved in the industry, you bring tremendous credibility and insight to your presentation. Moreover, your passion for this business is evident, and your approachable style allows you to really connect with your audience."

Chris Merritt, Executive Vice President, Ohio Association of Broadcasters

“All I can say is, I can now echo the great comments I have heard for years from other state broadcast associations. Michael’s background and experience makes him a perfect fit to train new and experienced sales reps. Give him a problem and he will have a solution. We will have him back in the near future.”

Gary R. White, President/CEO, Kentucky Broadcasters Association

"We received great reviews on your sessions and you helped make the convention our best attended ever. I thought the “dual session” idea worked well for our members. Please let us know if we can help your business. You sure did help ours. Thanks again.”

Vance Harrison, President, Oklahoma Association of Broadcasters

“I’ve had the most incredible conversations and e-mails about your presentations! Congratulations and thank you at the same time! I sent a note to my National State Broadcast Association counterparts about the great feedback.” Would you be interested in a repeat performance?”

Sharon Tinsley. President. Alabama Broadcasters Association

“The voices of the radio and television sales account execs who attended your seminar, The Million Dollar Media Rep,” say it all, much better than I can.

“Great presentation…lots of great info!”
“Would you please come and speak to our Ad Club?!”
“Entertaining, fun, educational, easy to follow and learn!”
“I thought it was a great workshop!”

You did an outstanding job and everyone came away energized and loaded with information that they could take back and put right to use. Again, thanks for a job well done!

Mark Allen, Esq. - President & CEO, Washington State Association of Broadcasters

Thank you so much for presenting an excellent seminar today in Seattle. Your passion for radio sales shines through and the information you gave was extremely helpful. I am now ready to not only review the materials you presented but to put those principles to action. Thank you for being a positive testament to radio.

Rebecca Joy, KWPZ - Praise 106.5 FM, Mount Vernon, WA

Just a note from a new fan! Your seminar at the ABA in Little Rock was wonderful! I bought your book, and intend to share it with my sales staff when I finish it. Your mission statement says it all! Even in small town radio, (Camden, AR...population 13,000), I expect to see huge advances! Thanks again for a great seminar.

Donna Bradshaw, General Manager & Sales Manager, Radio Works, Inc., KAMD-KCXY-KMGC

This was easily the best prospecting seminar I have ever seen. My career in media sales began 22 years ago when I was 18. Michael has defined everything I believe to be true and have used to build a successful career in this industry in addition to developing tools to help me quantify that which I could not previously explain. Thank you for your time and work into this presentation. It was well prepared and very well delivered!

Randall Hulsmeyer , Local Sales Manager, WFFT, Fort Wayne, Indiana

“ I didn't want any more time to pass without saying thank you so much for working with the NextMedia group on Wednesday. In our regular Thursday morning sales meeting, I was gratified by the enthusiasm each seller took away from the training session, and the specific lessons each person will adapt to their own personal selling.
It's nice to see the staff pumped up and ready to take on the world ... perfect timing as we go into annual season.

Elizabeth Cushing, Local Sales Manager, NextMedia Group of Wilmington NC

Thanks again for a marvelous presentation that you gave in Madison! I have been in advertising sales for over 20 years & have been at a lot of different seminars/workshops but I must say….I really enjoyed listening to you. I like the way you put humor in your presentation. I came in to the office on Friday and told both of my Managers that it was a GREAT seminar!

Renelle Curran, Sales & Marketing Representative, FOX2548