I Need To Double My Billing in 2026

Bryson Broadcasting International Newsletter

Raising Radio and TV Revenues Worldwide!

1 September, 2025

Greetings from BBI: We are deep in the middle of third quarter. Are you ready to end 2025 on a high note? Give us a call. We help you to raise revenue!

What Clients Are Saying About BBI:

"Pat does what she says she will do. We had Pat in market for a week to train a new seller and I can say she did a wonderful job. The seller who had never sold before said her training hit the mark and went on to say it was the best training that he had ever received form any past employer. She came in ready to train and hit the ground running. Then she spent three days on the street making the new seller feel comfortable. Once she left the market, she has followed up almost daily to make sure the seller was getting it and making sales. I have been blown away with her follow through. She gave us 110%. I would definitely bring her back when we have hired again."

Rick Lambert

First Media Services

A Little About Me

Pat Bryson is an internationally known speaker and trainer specializing in training salespeople and managers. She has consulted stations in the United States, Canada, Australia, Europe and Central Asia. Her career has included on air, salesperson, sales manager and general manager. Since opening BBI, she has travelled extensively and has spoken at most major radio conventions on three continents. Pat is the author of two books, "A Roadmap to Success in High Dollar Broadcast Sales" and "Successful Broadcast Sales: Thriving in Change".

Pat has five times been named one of Radio Ink's Most Influential Women in Radio

I Need To Double My Billing by 2026

Time to change your strategies

There are only two ways to increase your billing:

Sell more clients.
Sell current clients more.

I bet we'd all like to double our billing by 2026. How do we start to do so?

Take a look at your last three months' billing.

What was your total monthly billing?
How many clients did you have on each month?
What was the average $ per client?

Now that you have a number, you may proceed. One way to double your billing looks like this:

Month 1: Your billing is $30,000. Your average billing per client is $1500. You have 20 clients on.

Month 2: Your billing is $45,000. Your average billing per client is still $1500, but you have 30 clients on.

Month 3: Your billing is $60,000. Your average billing is STILL $1500 but you have 40 clients on.

That's a LOT of new clients to find each month. There is an easier way!

Month 1: Your billing is $28,000. Your average billing per client is $1400. You have 20 clients on.

Month 2: You bill $42,000. Your average billing per client is $1750 and you have 24 clients on.

Month 3: Your billing is now $56,000. Your average billing per client is $2000 and you have 28 clients on.

Instead of doubling the NUMBER of clients you have, it is much easier to sell the sold. You do need to find some additional clients, but you also need to sell your current clients more. And I bet if you look at the type of schedules your current clients are utilizing, you will find that many of them are not using OES schedules and are not on consistently. They will receive better results by increasing frequency and consistency AND you will see an increase in dollars without doubling the number of clients you must service. It's a win-win for both!

What new ideas can you bring them to encourage an increase?

Start with a new CNA. What has changed in their business in this past year? Where are they now and where do they want to be in another 12 months? Search for new challenges and pain points they are experiencing. New problems can trigger a need for additional advertising.

Can they add a daypart?

Can they add a day?

Can they add another station?

Can they utilize a digital program?

We have many tools in our tool box with which to create campaigns for our clients. Our customers respond to good ideas. They will give you more of their advertising budgets if you give them a way to increase their return on investment.

As you plan 2026, plan to double your billing. But plan to do it the smart way!

Happy Selling

2025 Is Almost Over!

I'm always interested in how many stations utilize programming consultants, invest in their technical plant, but do not feed their sales staffs. In today's competitive environment, we need to sharpen the skills of everyone on staff, both the new hires and those who have tenure. Our business has changed. Our clients' businesses have changed. We must be better to continue to thrive and to assist our clients in thriving.

Bryson Broadcasting International serves clients in two ways. In addition to in-person market visits, virtual sales training and sales meetings are available for your stations! We will customize the materials to meet your individual needs. Once a month, these sessions will be done live with your staff. The Zoom meeting platform allows for interaction and discussion as we teach the materials.

We also assist in hiring by interviewing and testing applicants to get you the best clay possible.

It's more important than ever for our sales staffs to have great skills. Good skills are no longer good enough. We can raise the skill set of your staff.

To discuss how we may benefit your revenue department, give us a call at 918.810.3068 or email at pat@patbryson.com. Get ready for 2026 with strong momentum and A+ players!

Words to Live By ....

“In the middle of every difficulty lies opportunity.”

Albert Einstein.

A "Must" For Your Sales Library!

What people are saying about this new book:

"Congratulations Pat on another great book. Best book I've read in years on solution-driven sales. I highly recommend it!

Duane Alverson, President (retired)

MacDonald Broadcasting Company

Buy It Now

Sales staffs across the nation and the world!

7 Mountains Parkersburg WV: another stellar group!

The Cyprus crew: Radio people are the same everywhere!

It's the team at KDEX in Dexter, MO. Welcome new AE Christina Cavaness to the stations!

Another excellent sales staff at Williams Media, Enid, OK

We want to help your staff increase revenue!

We at Bryson Broadcasting International are available to help your sales staff achieve its next level of expertise. We customize our programs to meet your needs. As needed, we make use of interpreters and produce sales materials in your language. Our training options include online sessions done live for your staff.

If you would like to discuss your sales training needs, we may be reached at Pat@patbryson.com,

or call us at 918.810.3068.

For more information about BBI, click here.

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