Doc Holliday on Radio, Sales, and Revenue: Recent Comments

Comment on The Long and Short of Human Memory

Tony Mariani — Tue, 21 Jul 2009 17:13:33 GMT

Great post! I am sending it out to a number of my radio clients.

Comment on Roots

Doc Holliday — Tue, 23 Jun 2009 15:45:02 GMT

Thanks Kathy. If we don't minimize them, greed and arrogance will destroy our way of life. I don't know if you have read much Stephen Covey, but before he wrote The 7 Habits, he researched the history of self-improvement literature in the U.S. What he found was that for the first 150 years, self-improvement literature in the U.S. was all based on developing personal character. After that, a shift occurred and people started promoting what Cover calls 'smile training'. It became all about manipulating others to get what you want.

Covey also writes about the difference between the abundance mentality and the scarcity mentality. The abundance mentality is the belief that there is enough for all of us and if we work together we will all get more. The scarcity mentality is the belief that there is only so much and anything you get means there is that much less for me.You can see which of those mentalities breeds greed and arrogance and which one breeds compassion and consideration. The abundance mentality causes people to seek win/win outcomes. It is a character based way of life. The scarcity mentality causes people to view each other as opponents and enemies to be out-smarted and defeated. It's like telling the rest of the world, "I'm gonna get as much as I can, anyway I can, and screw the rest of you!" That philosophy shows a lack of character.

The scarcity mentality has been a problem in radio for decades. We've been so busy fighting against each other that we haven't found a way to work together to increase radio's total share of advertising dollars. The scarcity mentality also causes us to negotiate with our customers out of ego rather than finding an outcome that allows us both to win. Of course, many of our clients respond in kind. You know the ones I'm referring to. They're the ones that beat us up so badly every time we try to sell them something. And what do we do? We wind up giving the jerks the best deals because we're so afraid that if we don't some other station is going to get their money. We end up with more win/lose and lose/win deals than we do win/win. And the downward spiral continues...

It's become a habit. And now you are starting to see why Covey named his book The 7 HABITS. We need to replace our bad habits with good ones. More of the same will only get us more of the same. But getting other people to change habits is very difficult. That's why it is so much more effective to first change our own habits and then lead by example.

Thanks for being a regular reader. I appreciate your passion and your comments.

Comment on Roots

Kathy — Tue, 23 Jun 2009 14:53:52 GMT

Your comments remind me of our president now. Doesn't matter if you voted for him or not I don't think he is arrogant and many people from all walks of life should sit up and take notice, yes, even your boss....people (read: John Q Public) respond to that kind of thinking....lack of arrogance...helping you make your point even more fully.
Once again, you really get the feel for business Doc and the direction it should go in. Decision makers need to listen to you because I think you'd rather work with rather than for somebody and that in and of itself helps diminish arrogance.

Comment on First Blog

Kathy — Mon, 15 Jun 2009 16:14:28 GMT

I thought I was done commenting on your wonderful insight and road map to our success but here is another gem from your 6/10/09 submission.
Gold. Pure Gold. I was in radio only 2 months in 1985 when the gal that was training me said she felt like an imposter. Taking money under false pretenses. Her feeling was real, but I didn't know how to help her. I just knew I didn't have the same feeling. You see....
I believe. I always have. I believe in radio. I don't know how it got so wide and deep, but it did. I learn something new every day. It's been more than 2 decades and that is the joke around the office. You know Kathy. There she goes again. She's "learning from this experience".
Remember: how do you eat an elephant?

Kathy

If you are great at selling but unable to generate the results your customers need, your career will consist of taking money under false pretenses until you run out of prospects who you haven't previously disappointed.

Comment on Mmmmm...Gravy!

Kathy — Mon, 15 Jun 2009 16:05:38 GMT

old habits will not yield new and improved results.

I emailed myself that quote from your "gravy". I will share with boss when he returns from vacation!

Comment on Mmmmm...Gravy!

Blaine Parker — Thu, 11 Jun 2009 20:25:25 GMT

Doc, you've hit the nail on the head. The "spreadsheet mentality" is blind and mindless. It kills bargain-priced resources and prevents investments that yield returns. We can only hope that radio survives the folly of the beancounters.