August 11, 2017
Free Subscription to Chris Lytle's Sales Training
Chris Lytle, Instant Sales Training! 
Lytle will be conducting two sessions at the KBA Conference!   
As a KBA member, you can have full access to Instant Sales Training.

Your free subscription will expire at the end of 2017, so you are urged to take advantage NOW!

Via Instant Sales Training, members can get an archive of 75 pre-planned sales training sessions. Then, each week you'll get an email from Chris to let you know about the new sales Instant Sales Training session.

To sign up, put "Kentucky" in the subject line and email 
the full name and email of the person who does the bulk of your sales training.

You can also link to Supercharged Sales Management now. It is a compelling 53-minute video to make 2017 your year.

As a bonus, you will receive access to all of the webinar recordings. of this year's webinar series. Train new people or retrain your veterans with these sales sessions:
  • Preventing and Overcoming Broadcast Sales' Toughest Objectives
  • More First Meetings: Getting in to see Those Hard-to See- Prospects
  • Advanced Consulting Skills for Broadcast Advertising Sales People
  • How to "Talk" Advertising with Your Prospects and Customers Today"
You can brush up on your sales management skills with these webinars:
  • Running Sales Training Sessions That Really Increase Sales
  • Twelve Sales Management Lessons You Shouldn't Have to Learn the Hard Way
  • Scarce Talent: Finding and Hiring the Best Salespeople
  • The Coaching Imperative: How Great Managers Get More Loyalty and Production from their Sellers.
Additionally, you will not want to miss Chris Lytle's sessions at the 2017 KBA Conference!
Tuesday, October 10, 2017
Back to Basics and...Beyond! The New Fundamentals of Selling Broadcast Advertising 
At the end of this fast-paced, highly-detailed session, your sales team will have new skills and gain proven strategies for selling new business and upselling current advertisers. From this seminar, you will gain:
  • Understanding of the local advertiser's dilemma
  • How to "talk advertising" instead of spewing rates, ratings, and station information
  • The BIG QUESTION to ask yourself before every meeting or presentation
  • The Advertising Masters: 7 people who made a powerful contribution to advertising and why they are important to you today.
  • What to put on the first page of any written presentation and what to leave off....and much more!
Building Relationships Your Competitors Can't Steal  
Chris Lytle's promise is a bold one: his sessions contain more useable information per minute than any sales seminar that you have ever attended. He's noted for cramming his presentations with immediately applicable information. This is a superb opportunity to differentiate your salespeople in a crowded marketplace. In this seminar, you will learn:
  • The missing metrics: 3 key measurements that every salesperson needs to track
  • How to determine the strength of your current business relationships
  • Three powerful new ways to think about closing sales
  • Using these zero pressure closes to secure sales and strengthen business relationships
  • Performing " Sales Pipeline Angioplasty" to get stalled deals moving and dead deals out of your pipeline.
  • How to answer the buyer's five unasked questions early in the meeting and instantly differentiate yourself from the competition.
  • Becoming less vulnerable to being commoditized and having stolen on price.
    Stay tuned for more conference updates! 

Henry's Travels across the state continued this week in Western Kentucky. Accompanied by District four KBA representative Mark Buckles,  site visits were conducted at K105 in Leitchfield,  WAKY and WKMO in Elizabethtown,  WMMG in Brandenburg and WCKQ in Campbellsville.


Celebrating Jim Phillips

Today, Henry will be traveling to Grayson, Kentucky to celebrate and commemorate the retirement of Jim Phillips, WUGO/WGOH Radio News Director. Jim is retiring after working 70 years in broadcasting which encompasses the areas of newspaper editor, broadcaster and journalist. The KBA is pleased and honored to be a part of this momentous occasion and to honor a true broadcast pioneer!
Conference Updates and Reminders!

This is a reminder that all attendees must register individually for the KBA Conference. You may register online or download the KBA registration form and email to Each week, the KBA will be focusing on different sessions of the program. So stay tuned!

This year, attendees will have the opportunity to experience a cruise on the Belle of Louisville with music by Tony and the Tanlines, visit Maker's Mark Distillery and have the opportunity to experience a bourbon tasting by Four Roses retired Master Distiller, Jim Rutledge. You will not want to miss the fun and excitement that awaits you at the 2017 KBA Conference.

This year, you must register by September 1, 2017.  At that point, the room block will be closed. If you have not registered by that date, you and/or your station will be charged a $100.00 registration fee per person.
This registration fee includes anyone that comes to the hotel and registers onsite as well.  If you register onsite at the conference, a hotel room is not guaranteed. We appreciate you adhering to this new policy. When working with hotels, we have deadlines we must meet for food and beverage and meeting space. Your adherence to this guideline will  assist us in having a wonderful 2017 KBA conference.

Today is the final day to submit nominations for the 2017 KBA Awards! Nominations must be received by COB today to be considered.

T o submit a nominee: state the award that you are nominating the person(s) for and give a brief overview of the accomplishments of the individual(s). Your contact information must be included. Nominations can be emailed to, faxed to (502) 848-5710, or mailed to 101 Enterprise Drive, Frankfort KY 40601.     

Winners will be announced October 10th at the KBA Annual Conference in Louisville.The Kentucky Broadcasters Association award winners are selected by a committee appointed by the organization's Chairman and shall be comprised of three representatives of member stations and the sitting executive committee.  Nominations for awards may be made by employees of any member station or by members of the awards committee.

Al Temple Award: Presented to those individuals who have made outstanding contributions to the Kentucky Broadcasters Association over an extended period of time.  Their volunteer service is an invaluable part of this organizations success and ability to serve its members. The award is named in honor of the extraordinary service of Al Temple a pioneer secretary-treasurer of the KBA.

Kentucky MIC Hall of Fame Award:
Presented to those individuals who have made outstanding personal contributions to the broadcasting profession in Kentucky. Since this award is considered to be the highest award given by the KBA to recognize accomplishments in Kentucky broadcasting, recipients are hereby inducted into the KBA Hall of Fame.

J.T. Whitlock: Life Service Award:
Presented to members retiring or leaving the profession who have earned perpetual membership and recognition as a result of their contributions to Kentucky broadcasting. Participation in conventions shall be at no cost to recipients of the Life Service Award and their spouse. The award is in honor of a life of service by J.T. Whitlock, longtime KBA Executive Director / Secretary-Treasurer.

Ralph Gabbard Distinguished Kentuckian Award: Given to present or former Kentuckians who have earned fame or acclaim in their field of endeavor and presented in recognition of the value of those achievements and accomplishments to the state and nation.  This award is in honor of distinguished television broadcaster and former Kentucky Broadcasters Association Chairman Ralph Gabbard.  

To review past award recipients,   
click here

The KBA has produced a 2017 membership directory.  Directories are available online and a hard copy will be available soon. To access the online directory, visit and click on the Member Directory tab. The password is kba@directory17. If you do not see yourself or your company, listed please contact Liza by emailing or Karen at  

The center of the eclipse is right here in Kentucky later this month in Hopkinsville.  The official time is 1:21 Central Daylight Time, 10 miles to the Northwest of Hopkinsville where complete darkness will last the longest ( two and a half minutes). The entire area around Hopkinsville/ Christian County is in a state of " not knowing exactly how many folks" will descend withing a 30 mile radius of Hopkinsville.  All motel rooms are full for miles around. From Madisonville, some 35 miles north of Hopkinsville to many places in Nashville, Tennessee, an hour from ground zero.
Traffic is the main concern of police agencies in and around Hopkinsville. There will be eight times as many police officers on the streets of the city, plus the Sheriff's and Kentucky State Police.  They are all beefing up their personnel. Countless meetings with city and county officials have been held starting over a year ago. 
Schools in Hopkinsville and Christian County will be closed Monday, August 21 and Tuesday, August 22. There are over 20 concerts and festivals planned the previous weekend (August 18-20) as the eclipse moves across the U.S. from Oregon to South Carolina. Among local radio and TV stations, there will be a countless number of journalists, including the major networks on hand to report this once in a lifetime event. 
Residents of Hopkinsville and the surrounding area are encouraged to get gasoline for your automobile, have prescription drugs refilled, plus purchasing groceries several days ahead of August 21st. With the possibility of 100 to 200  thousand individuals ( nobody knows for sure) coming to Hopkinsville, local official are urging citizens of Christian County, it at all possible, not to travel in and around Hopkinsville the day before, the day of and the day after the eclipse.

Local officials have expressed concern about the possibility of prostitution and human traffickers as well with an event of this magnitude.

The KBA would like to thank Mike Chadwell, WHOP General Manager and WHOP Sports Director, Todd Hamilton who helped with this information. They both concur that the overwhelming concern is the "bulge" in traffic congestion but nobody knows for sure how many visitors will show up in late August for this afternoon eclipse.  

The Kentucky Broadcasters Association presents...
Radio Advertising Bureau's
How To Develop Effective Local Advertising Strategies

One-Hour, Live SELLER Webinar

(11:00 am Eastern/10:00 am Central/9:00 am Mountain/8:00 am Pacific)
(4:00 pm Eastern/3:00 pm Central/2:00 pm Mountain/1:00 pm Pacific)
Presenter: Jeff Schmidt, RAB's SVP/Professional Development
97% of people selling radio advertising today don't have a degree in marketing or advertising. With the proliferation of new ways to advertise, local advertisers are inundated with salespeople and shiny new toys. Now, more than ever, it's critical for today's broadcast professional to be an expert resource on marketing and advertising for local businesses.


Join: and Enter as a GUEST using your FIRST AND LAST NAME.

Audio: over computer or 800-244-2500, PIN 550122#
NOTE: AdobeConnect recommends using Internet Explorer. If you do not have Internet Explorer, Safari is the next best.   

Contact Adobe Support at: 800-422-3623. International support numbers are available at . To contact RAB, call 800-232-3131 or email

FREE LBS Training!  

Are you using this FREE member benefit? KBA offers access to the LBS Weekly Sales Videos free to all members! Your station's whole sales team can have their own personal LBS accounts at no additional cost! If you need login information, simply contact the KBA and we will be glad to help you get started. Don't miss out on these wonderful trainings!

This Week's 3 Videos: Sales Killer, Real Time Bidding, Negotiation
Sales Killer: Mark Levy discusses an EASILY avoidable issue that could be causing you to lose sales before you even walk through a client's door!
Real Time Bidding: Mark Landon explains how to make online ad networks drive results for your customers' online display ad campaigns. This session offers great insight in an easy-to understand format that you will be able to use to explain to your advertisers!

Negotiation: Paul Weyland discusses the art of negotiation in this two-part series!

Happy Selling!

Has your station scheduled an ABIP Inspection this year?
This is now a FREE Member Benefit.
Call the KBA office (888) 843-5221 or click here for details.
This service could save you thousands of dollars in FCC fines

In This Issue
Quick Links
Email Henry
Mark Your Calendar for These 2017 Events!

KBA Board Meeting
October 9, 2017

KBA Annual Conference
October 9-10, 2017
Louisville, KY

KBA Training Roadshow with P1 Learning
November 13-17
eCast Distribution
Did you know you can add all team
members at your station to the eCast distribution list?
Simply send a list of all email
addresses that need to add to
EAS Schedule
The next required monthly test will be Aug. 16 at 12:07am and will originate from EOC.
Wedding Planning with Pem
This eCast is sponsored by
"Wedding Planning with Pem," a
sweet fit for your advertisers.

Thank You PEP Sponsors

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Kentucky Broadcasters Association | | | 101 Enterprise Drive
Frankfort, KY 40601