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.
SESSION & SPEAKER INFO
“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 FundraisingCoach.com. He’s also the executive director of TheNonprofitAcademy.com 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.
Courtyard Atlanta Midtown/Georgia Tech
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.