Revenue Momentum Summit – Atlanta 2018

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REVENUE MOMENTUM SUMMIT  •  Friday, FEBRUARY 9th  •  8:30a – 5:00p

Both commercial and non-commercial stations face the challenge of connecting with listeners in a way that has a financial return. From selling air time, to digital space, to monetizing content streams, what is working and what does the future of Christian radio fundraising and revenue look like?

Let’s dig in on what it takes to be effective. Spot copy, storytelling, and strategic partnerships are just a few of the things that we’ll explore as we strive to grow fundraising and revenue for both commercial and non-commercial Christian radio.


“Ask Without Fear!”
Marc A. Pitman  •  The Fundraising Coach

Asking for money is as scary for people as death and public speaking. But it doesn’t have to be! Learn a simple “R.E.A.L.” method that takes much of the fear out of the process. This workshop is perfect for nonprofit radio employees and volunteers and will give you proven techniques to improve your fundraising skills.

You’ll learn a 4-part system to structure your solicitation, actual phrases to use during your solicitations, and a powerful way to overcome objections, even before they happen!

Marc A. Pitman helps leaders, especially in nonprofits, lead their teams with more effectiveness and less stress. The author of Ask Without Fear!®, he is the founder of The Concord Leadership Group and He’s also the executive director of and an Advisory Panel member of Rogare, a prestigious international fundraising think tank.

Called “The Johnny Appleseed of Fundraising,” Marc’s expertise and enthusiasm engages audiences around the world and has caught the attention of media organizations as diverse as Al Jazeera, SUCCESS Magazine, and Fox News. Marc’s experience also includes pastoring a Vineyard church, managing a gubernatorial campaign, and teaching internet marketing and fundraising at colleges and universities.

“Beyond the Hashtag: Maximizing Social Media to Maximize Your Funding”
Nils Smith  •  Chief Strategist Social Media+Innovation, Dunham+Company

The average social media user in the United States spends two hours a day across multiple social networks. So the question isn’t if you’re maximizing social media, but rather how well you’re maximizing these platforms to engage your listeners. Learn how to effectively integrate social media into your cross-channel funding strategy with Nils Smith, Chief Strategist Social Media+Innovation at Dunham+Company, and author of The Social Media Guide for Ministry.

Nils joined the Dunham+Company team in 2016. With his extensive background in social media, innovation, and communication, Nils helps our clients create more  impact through the latest social media and online best practices.

Before coming to Dunham+Company, Nils worked as the Innovation Pastor at Community Bible Church in San Antonio, Texas, one of the largest and fastest growing churches in the country. While there, Nils led a talented team that grew their church’s online engagement. He pioneered their use of mobile apps and TV apps, and built the online church platform that now reaches 12,000 people in 400 cities each week.

He is the author of The Social Media Guide for Ministry, and his work has been featured in a wide range of publications. Nils is regarded as a world-leading expert at the crossroads of social media and nonprofit strategy, and his expertise serves our clients every day.


“Put Their Money Where Your Mouth Is”
Michael Tedesco  •  Sales Manager, Star 99.1

Your station needs revenue and you’re trying to figure out where to go next. Add another Pledge Drive? Maybe sell more spots?? These could be the answer or you could monetize the things you’re already doing! Join us as we discover ways to generate funds that your listeners will actually enjoy, through great radio promotions.

Michael began his career in Christian Radio in 1994 at KCMS/Seattle where he started in Sales (with a desk, a phone and a yellow pages) and managed to get enough clients on the air within two months to preserve his job. Four years later, he took on Promotions and Marketing and helped raise the station cume from 112,000 to 454,000. The next year he went to GMA to learn how to promote concerts and began promoting profitable shows for KCMS. He also took on the website and added a live weekend on-air show to his list of duties. The next year he launched a Community Relations Department to go about doing the things they ought to be doing as a Christian Radio Station (serving the community).

In January 2008, he accepted an offer to become Brand Manager for K-LOVE Radio. There, he led a team of 36 Promotions Managers in 16 offices across the U.S. They changed their focus to guerrilla marketing to increase cume and started teaming up with nonprofits to engage with listeners. With the assistance of Scott Smith they launched “Make A Difference Tours” where each quarter they would go into a different market, bring artists, and team up with listeners to make their cities better places to live. At the end of 2013 Tedesco moved to Director of Business Development where his team increased revenue by 372% in less than four years.

In October of 2017 he moved to New Jersey to serve as Sales Manager of Star 99.1/NYC.

“Your Station Matters: Selling the Value of Your Station to Your Community”

Whether you are a commercial or non-commercial station, your goal is to provide a strong ROI for your partners and that may mean challenging them to do more with their budget.  One key is helping your partners understand the significant value your station brings to your community.  That requires a foundation built on relationships with businesses and donors. How do you create long-term, sustainable relationships?  We’ll hear from radio leaders in commercial sales, business underwriting, and donor relations on what it takes to generate and grow revenue for their stations in today’s climate.

Chris Lemke, WCSG/Grand Rapids  •  BJ O’Neal, WAY-FM  •  Jennifer Paepcke, Salem Media Group
Moderated by Paul Martin, Advocace


“Why Donors Think You Don’t Care: Messaging 365 Days a Year to Keep and Gain Partners”
Jack Eason  •  President, The Heart Share Group
Loving on donors isn’t a one time a year, or two time a year experience. Most of us are good at communicating to donors when we need their support, but what about the other days of the year? What are donors hearing when they listen to our station? Are we communicating our “need” for their support all year long? Do we even understand that is what we should be doing? The Heart Share Group’s Jack Eason will share how your non-comm station can craft messages and storytelling to keep and gain partners 365 days a year.

“The Radio Railroad – Copywriting that Moves People”
Sterling Tarrant  •  Production Director, KSBJ
Sterling will touch on the marketing fundamentals that are needed to craft a message, plus give you a simple mind picture.  One that will help you remember the elements you need to create effective spots for either commercial or non-commercial radio.  You’ll also get a chance to practice the techniques. Take-home materials include a one-sheet to help you remember the concepts, and a bonus planner to help you plan the messages you need for before and during a Sharathon. Get ready for a session that will be fast moving, highly creative, with tons of fun practical tips…and one participant will win money!

“Lean into Alexa”
Bob Thornton  • Owner, Radioservers, LLC  |  National Programming Manager, Stephens Media Group/PD, KXOJ Tulsa
In this session we’ll show you the apex of the smart-speaker experience in terms of generating revenue and then we’ll show you how you can use more of your digital assets to create sponsorship, internal promotion and fundraising opportunities through apps, smart speakers and websites.






Thursday, February 8
Capitol Christian Music Group is excited to host attendees of the Atlanta Momentum Summits for an evening of food, friends and fun with their artists! Following the conclusion of the Programming Summit on Thursday, attendees will be bussed to Venkman’s for dinner and performances from Chris Tomlin, Crowder and Riley Clemmons. At the end of the night the busses will return guests to the the CMB host hotel, Courtyard Atlanta Midtown.


Gold Member – Free to one or all Summits  //  Please register your free admission.
Silver Member – $109 for 1 day Summit OR $199 for 2 day Summit Bundle
Non Member – $159 for 1 day Summit OR $279 for a 2 day Summit Bundle

Momentum Summits include a full lunch on the day(s) registered.

*Registration closes on January 31st. NO walk up registration will be accepted at any CMB event. CLICK HERE for more information about CMB membership levels, benefits & pricing.


Grace Midtown
642 Northside Dr NW
Atlanta, GA 30318


Courtyard Atlanta Midtown/Georgia Tech
1132 Techwood Drive NW
Atlanta, GA 30318
*Our hotel room block has expired. Please contact the hotel for availability.
Parking is $11 per night


Suggested Arrival/Departure – Plan your travel to come early/leave late as there will be evening events both Wednesday and Thursday before/after the Summits
Airport –
 Hartsfield–Jackson Atlanta Airport
Ground Transportation – You will need to make arrangements to/from the airport and the event location



CMB’s mission is rooted in our faith in Jesus Christ and our desire to equip Christian music broadcasters.  We acknowledge that all sponsors, speakers and event partners may not affirm our statement of faith.  However, we believe that their participation will strengthen CMB’s overall mission and Kingdom objectives.

Doug Erickson  •  @dougerickson1
Content Consultant, Erickson Media

Doug is a former Major Market award winning Program Director of the Year. He was VP of Programming for one of the first large consolidated radio companies before leaving to open his consultancy. He works with most of the largest media companies in the world but, uniquely, he consults everyadult format, including News/Talk, where his stations have won the distinguished Edward R. Murrow Award for excellence in journalism. Doug helped NOSTALGIE, an OLDIES-based station in Paris, become the fastest-growing radio station in French history. While you are in Nashville, you can hear one of his American clients, MIX 92.9! Also uniquely, Doug limits his client list to 8 per year so that each gets virtually unlimited market access.



John Frost  •  @JohnFrost3
Partner, Goodratings Strategic Services

John Frost has been a successful major market disc jockey and program director for such companies as CBS, Gannett, Cap Cities, Westinghouse, Multimedia, and Sandusky during his 40+ years broadcast career. In the last decade and a half, John has been involved in the dramatic growth of Contemporary Christian radio, bringing mainstream programming strategies and research principles to help grow and develop some of America’s most successful Christian music stations including Z88.3 in Orlando, Salem’s Fish stations in Los Angeles, Portland, and Atlanta, CRISTA’s Spirit stations in Austin and Seattle, and many more. CMB honored John in 2004 with the Scott Campbell industry achievement award. Radio and Records and Christian Radio Weekly have recognized John as one of the most influential people in the Christian music industry.



Justin Wise  •  @JustinWise
Founder/CEO, Think Digital

Justin Wise helps people share what matters most. As the Founder & CEO of Think Digital, Wise and his team help clients through online coaching programs and done-for-you digital marketing. He speaks on the topic of digital marketing strategy at national conferences such as the Digital Media Summit, CLA Internet & Ministry Technology Summit, and the Nonprofit Leadership Academy. Wise lives in Des Moines, IA (by choice), with his wife and three children.



Wally  •  @wallyshow
Morning Show Host, WAY-FM

Wally hosts mornings on the WAY-FM radio network. He’s been entertaining listeners for more than two decades with the belief that “Content is King”. Wally came to Christian radio as host of “Total Axxess” on WAY-FM in 2007. Since then, The Wally Show has grown to air during morning drive on the entire WAY-FM network, plus other affiliate stations across the country.



Louie Giglio  •  @louiegiglio
Pastor, Visionary Architect and Director of the Passion Movement

Louie Giglio is Pastor of Passion City Church in Atlanta, GA, and the Founder of Passion Conferences, a movement gathering collegiate-aged young people since 1997 in events across the US and around the globe. Most recently, Passion hosted over 40,000 people at Passion 2016 in Atlanta, GA and Houston, TX, uniting students in worship and prayer, and raising awareness for modern-day slavery. In 2008, Louie and his wife Shelley led the team that planted Passion City Church, a local community of faith with the DNA of the Passion movement. Their desire is to inspire this generation to live for what matters most.



Rick Dunham  •  @rjdunham
President & CEO, Dunham+Company and ShareMedia

Rick is a 38-year veteran in fundraising and organizational development for nonprofit organizations. After serving for 11 years in nonprofit management and fundraising leadership roles, Rick began his consulting career in 1989. In 2002 he founded Dunham+Company, which has become a global leader in providing fully integrated fundraising strategy for nonprofit organizations. Today, Dunham+Company serves over 50 organizations in the United States, Canada, United Kingdom, South Africa, and Australia, providing integrated fundraising and marketing strategies. Rick is the author of Secure: Discovering True Financial Freedom and If God Will Provide, Why Do We Have to Ask for Money? He has also been published and quoted in USA TodayDallas Morning NewsWashington Post and numerous other publications.



Ty McFarland & Sterling Tarrant
@TyMcFarland  •  @sterlingTKSBJ

Ty is the Program Director at KSBJ in Houston, and over the last 27 years, has enjoyed serving alongside the talented crews at WGTS in Washington, D.C., K-LOVE/Air1, and KTSY/KTFY in Boise/Twin Falls. He loves radio, and the opportunity to make a difference in a format that points people to the Lord. He admires creativity that connects to people’s hearts, for a good purpose. Ty is married to his high-school sweetheart, Tonya, and has a daughter, Audrey, 11, who is his favorite kid in the whole world.


Sterling Tarrant has been in Christian radio since 1988. He’s worked at stations in Indianapolis, Orlando, Rapid City, Colorado Springs, and Houston. From 1998 to 2008 he was the Senior Creative Producer in Broadcasting at Focus on the Family where he was in charge of all the Creative and Dramatic promos and radio spots. Sterling is a Certified Professional Commercial Copywriter from the Radio Advertising Bureau, a graduate of Roy Williams “Wizard of Ads” Academy, and winner of multiple awards. Sterling has also been a Program Director, Music Director, Special Projects Director, Account Executive, and an On-Air Personality, but his first love is production. He loves to create messages that connect to people’s hearts, and for decades he’s honed that craft. Since 2008 he’s been leading production at KSBJ in Houston.



Dan Young  •  @DanonSOSRadio 
SOS Radio Afternoon Show Host – Music & Creative Services Director

Dan Young is the Music and Creative Services Director for SOS Radio Network, based in Las Vegas. His 15-year radio career includes awards from CMB, NRB, and GMA. Edison Research named him one of their ’30 Under 30′ up-and-coming broadcasters in 2011. He started out in mainstream radio, but likes Christian radio better. Dan also serves as a host and coach for ShareMedia, and repeats toll-free phone numbers in his sleep.



Matt Stockman  •  @mattstockman 
Director of Programming, CRISTA Media (KCMS, KFMK, KWPZ, KCIS, Pure Music Radio, Sky Country Radio)

Matt has served as the Director of Programming for CRISTA Media for over 4 years, leading a team of talented communicators to create compelling radio, so that people who are lost might encounter Jesus. Matt and the CRISTA Media Programming team have recently been recognized with the CMB Major Market Radio Station Of The Year Award for 2016, for their efforts at SPIRIT 1053 in Seattle. Prior to joining CRISTA, Matt served on the mission field leading a Christian radio network in Barcelona, Spain, and with the Billy Graham Evangelistic Association in Western North Carolina. He’s most passionate about using his talents and experience in communication and development to help others (whether broadcasters, missionaries, or church leaders) connect in meaningful and authentic ways with the cities they’re called to serve.



Brant Hansen  •  @branthansen 
Storyteller, CURE International, Radio Host, & Author

Brant is the host of the creatively titled “Brant Hansen Show”, which is syndicated on more than 200 stations. He’s also an author for HarperCollins Christian Publishers. His second book is due out this fall: Blessed are the Misfits (Great News for Believers Who Are Introverts, Spiritual Strugglers, or Just Feel Like They’re Missing Something). He and his wife, Carolyn, live in Harrisburg, PA near the headquarters of CURE International.



Randy Lane  •  @TheRandyLaneCo 
Talent Coach, The Randy Lane Company

Randy’s radio career began as a DJ in college where he became fascinated with Top 40 morning legends Rick Dees and Scott Shannon. Alongside his on-air work, Randy has served as Program Director at KYSR/Los Angeles, WKQX/Chicago and WRQX/Washington, D.C. The Randy Lane Company was launched in 1996 and has directed radio and TV personalities including Ryan Seacrest, Jimmy Kimmel, Kidd Kraddick, Jamie & Danny Bonaduce, Billy Bush, Mancow, The Bert Show, Lex & Terry, Mark & Brian, Ace & TJ and scores of others in every format.



Lisa Williams  •  @godsradiogirl 
Host, Life with Lisa Williams

Early in 1990, Lisa was begging God to tell her why she is on the planet. After pounding on Heaven’s door for several weeks, she clearly heard “Christian Radio”. She has been pounding on PD’s doors ever since. God has allowed her to do radio from Missouri, Iowa, North Carolina, Florida, New Jersey, California, Indiana, and now in Colorado where she creates a daily syndicated show for Christian music stations. Privileged to have worked with extraordinary PDs and coaches, Lisa loves loving her listeners by being a human being alongside them. Podcasting, talent coaching, improv, and publicly speaking also fill her time. She’s Darin’s wife, JD & Jesse’s mom, and GodsRadioGirl. You can find her at



Mandy Young  •  @air1Mandy 
Middays, Air1 Network

The oldest of 6 kids, Mandy fell in love with radio at Cedarville University. After graduating in 2000 with a degree in Communications, an internship landed her a full time job at WJQK in Grand Rapids. She worked her way up from voicing commercials to the morning show…where she spent 5 years as co-host. In 2009 she became the morning show co-host for the Air1 Radio Network. 8 years later, she’s still at Air1, but now in mid-days…the dark circles under her eyes thank her for the shift change. Like most in radio, Mandy has a side gig. She started “Young Productions” in 2005 and has voice tracked for 15 stations, done voice work for radio dramas, tv and radio spots and 2 books. Spending time with her family is her favorite. Her husband Rod and kids Jack (15) Owen (13) and Mamie (4) provide her with love, laughs and a ton of show prep!



Lisa Barry  •  @labarry
Middays – 98.5 KTIS/Minneapolis and Spirit 105.9/Austin

Lisa Barry is the Midday radio host at 98.5 KTIS in Minneapolis/St. Paul and on Spirit 105.9 in Austin Texas.  She was worked with Eisabeth Elliot for 9 year as the announcer and copywriter for Gateway to Joy.  Lisa has a passion for radio education and inspiring the next generation of DJ’s.  She has bachelors degree in Communication with an emphasis in Broadcasting and has more than 30 years of experience in radio.   She lives in Minneapolis ‘where all the women are strong, all the men are good-looking, and all the children are above average’ (said Garrison Keillor).  She and her husband Ken have three daughters.


Beth Bacall

Beth’s been blessed with the opportunity to work as an on-air personality on many great radio and television stations for over three decades! She started on the air a few years before her now 26 year-old daughter was a glimmer in her heart. Minneapolis, Chicago, San Francisco, New York City, and Atlanta have welcomed her on amazing frequencies like KFRC, KYCY, Jammin 105 (WWPR), WKTU, Star 99.1 (WAWZ) and now The Fish Atlanta (WFSH), where Beth works afternoon drive. Beth molds her coaching strategies to fit each talent’s unique and special personality, knowing it’s a priviledge to be involved in their life.


Doug Erickson

Doug is a former Major Market award winning Program Director of the Year. He was VP of Programming for one of the first large consolidated radio companies before leaving to open his consultancy. He works with most of the largest media companies in the world but, uniquely, he consults every adult format, including News/Talk, where his stations have won the distinguished Edward R. Murrow Award for excellence in journalism. Doug helped NOSTALGIE, an OLDIES-based station in Paris, become the fastest-growing radio station in French history. His American clients include one you can hear this week, MIX 92.9

Also uniquely, Doug limits his client list to 8 per year so that each gets virtually unlimited market access. Doug is a former missionary kid, has been married to his wife, Shannon, for 38 years, and has one adult son and a wheaten terrier dog, all of whom currently live in Denver. 

You can learn more about Doug, his philosophy and his clients HERE.



Chuck Finney

Chuck Finney can’t remember a time in his life when radio wasn’t playing either in his head or on a nearby device. His dad was in radio in Cincinnati, so he began loving the whole enterprise as a little kid. Right out of college, he led a station team that began doing radio research.
He spent a lot of time in AC, News/Talk, Sports, Country and even classical radio—but came to Christian radio with Salem’s KLTY in Dallas where, as Program Director, he led a team that brought the station to record audience levels. He also served as National Program Director for Salem’s Fish CCM stations, and they won many awards, including NRB Music Station of the Year, the CMB Major Market Station of the Year and even the NAB Marconi Award for Religious Station of the Year.

Chuck has also served as Chairman of Christian Music Broadcasters and is currently on the Radio Committee of the NRB. Last year, he received the Scott Campbell Lifetime Achievement Award from Christian Music Broadcasters. He and his wife Lynda live in the Dallas-Ft. Worth area and have two wonderful daughters.



Alan Mason

Alan is known for his four decades of involvement in media and organizational leadership.   Currently President of EMF (K-LOVE and Air1), he’s also been a DJ, Program Director, Group Program Director, Vice President, and General Manager, Chief Operating Officer, co-founder of Goodratings Strategic Services and, of course, Change Agent.
Driven to help others succeed, he consulted some of the top radio stations in the nation in widely diverse formats in the areas of programming, marketing, research and leadership strategies.  He was on the forefront of emerging formats such as Smooth Jazz, 60’s Oldies, Adult Alternative, Jamin’ Oldies and Christian AC.
Alan is an active contributor to the industry and has presented at the National Association of Broadcasters, Radio & Records conferences, the Country Radio Seminar, the National Religious Broadcasters, Radio Ink conferences, the Gospel Music Association, and Christian Music Broadcasters, where he was on the board of directors for two years. He’s published in Radio & Records, Radio Ink, Christian Radio Weekly, All Access and has received several broadcasting awards.
Alan says his greatest achievements are his 49-year marriage to his wife Becki, and his two children, nine grandchildren, and four great-grandchildren. His passions include family, genealogy, travel, helping people think clearly about their strategy, tracking major social shifts impacting media and changing culture by helping people understand John 13:34, “A new command I give you: Love one another. As I have loved you, so you must love one another.” 



Gary Haugen  •  @garyhaugen

Gary Haugen is CEO and founder of International Justice Mission.

Before founding IJM in 1997, Gary was a human rights attorney for the U.S. Department of Justice, where he focused on crimes of police misconduct.  In 1994, he served as the Director of the United Nations’ investigation in the aftermath of the Rwandan genocide. In this role, he led an international team of lawyers, criminal prosecutors, law enforcement officers, and forensics experts to gather evidence that would eventually be used to bring the perpetrators of the genocide to justice. Gary received a B.A. in Social Studies from Harvard University, and a J.D. from the University of Chicago.

Gary has been recognized by the U.S. State Department as a Trafficking in Persons “Hero” – the highest honor given by the U.S. government for anti-slavery leadership. His work to protect the poor from violence has been featured by Foreign Affairs, The New York Times, the New Yorker, The Times of India, Forbes, U.S. News and World Report, the Guardian and National Public Radio, among many other outlets.  He is the author of several books, including Good News About Injustice (Intervarsity Press) and, most recently, The Locust Effect: Why the End of Poverty Requires the End of Violence (Oxford University Press)Gary was invited to share the themes of The Locust Effect at the annual TED Conference in a talk entitled: The hidden reason for poverty the world needs to address now.

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