New Account Executive in the Boston Market

[JarodCain]

Good afternoon everyone,

My name is Jarod Cain and I'm new to the boston market. I'm coming in with 2 years of radio selling experience in New Hampshire with both Nassau Broadcasting and Clear Channel Communications.

I'm extremely familiar with the immediate boston area because I have family in and around the city... But I'd like to get an idea of the radio landscape and the listeners who populate it. So Calling all current and former "Radio Vets" from both sides of the station... What words of wisdom do you have for a new AE in Boston? Looking forward to continuing the tradition and joining the Fraternity that is Boston Radio!

JC

 

[Dusty Dale Brooks]

First question: Are you related to Jess Cain?

 

[JarodCain]

Yes. Jess Cain was my grandfather. He and my father, who has been selling radio in Manchester NH for WGIR for 27+ years are the reasons why I decided to get into the business.

 

[Schuyler]

In that case, bubbe, the advice is the same for all newcomers everywhere:

Don't buy a house.


8)

 

[DavidG]

Your Grandfather was a legend in Boston at WHDH --- amazing talent! Wish you well in your pursuits
in Boston, one great radio market.

 

[Dusty Dale Brooks]

Second question: Why are you asking us?

You have great bloodlines, a name that will get you in doors that may be closed to others, and the advantage of having a great "coach" just a phone call away.

The one thing that only you can provide is a work ethic and a commitment to caring for your clients. You show that by making sure that the schedule you sell them, or the plan you recommend, addresses a legitimate need. Need is determined by an investment in the time needed to learn all you can about that advertiser and their competitive situation.

Best of luck, Jarod.

 

[Don Juan]

Good afternoon everyone,

My name is Jarod Cain and I'm new to the boston market. I'm coming in with 2 years of radio selling experience in New Hampshire with both Nassau Broadcasting and Clear Channel Communications.

I'm extremely familiar with the immediate boston area because I have family in and around the city... But I'd like to get an idea of the radio landscape and the listeners who populate it. So Calling all current and former "Radio Vets" from both sides of the station... What words of wisdom do you have for a new AE in Boston? Looking forward to continuing the tradition and joining the Fraternity that is Boston Radio!

JC

What words of wisdom do you have for a new AE in Boston? Looking forward to continuing the tradition and joining the Fraternity that is Boston Radio!

Hi Jarrod....congrats on wanting to work in radio!

Here are my quick-off-the-top-of-my-head thoughts...

Get ready to work your butt off...especially these days.

Get ready to eat, sleep, drink, shower, shave....all the while thinking of how to sell, sell, sell.

Learn from the best...watch other AE's (the successful ones) be a student and drink up all they have to offer. There are some that will share their techniques and strategies, and others who will see you as a competitor. For the ones that won't share....just watch them.

Be willing to learn all the new (sales) technologies and research tools and methods available to you.

Do not take rejection personally. You may have to call on 10 (retail) clients...to get one that might even be interested in talking to you. If you are the sensitive type....this rejection is hard to take.

If you have a significant other....make sure they are understanding of the hours necessary. Try to be employed by the big 4 broadcasters in town. (i.e...Working for say, WFNX, WEZE or WPLM is not going to give you the help and support you need to succeed.)

Bew positive! Be a cheerleader! Be the person everyone is happy to see. Don't be a mope, or a complainer, whiner or negative.

Remember, we are in a new era of radio.