Revenue Momentum Summit – Atlanta 2018

Registration is now closed.

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

Breakouts

“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.

 

 

PERFORMANCES BY

    

EVENING EVENT

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.

PRICING

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.

LOCATION

Grace Midtown
642 Northside Dr NW
Atlanta, GA 30318
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HOTEL

Courtyard Atlanta Midtown/Georgia Tech
1132 Techwood Drive NW
Atlanta, GA 30318
404-607-1112
*Our hotel room block has expired. Please contact the hotel for availability.
Parking is $11 per night

TRANSPORTATION

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.

The team at 94.9 KLTY has served the Dallas/Fort Worth community for over 35 years. In 2020, the need was never greater. Through their local campaigns, Christmas Wish and Speak Love, they were able to assist many families who were impacted by not only the pandemic, but by hard times in general. The Speak Lovecampaign helped first responders, teachers, servers, food service staff, and many more within the community throughout the year. In 2020 94.9 KLTY’s Christmas Wish campaign brought Christmas joy to hundreds of families in the DFW area. They provided vehicles, food, toys, and other forms of relief to families in their community. They could not have reached any of these needs if not for their listeners and their generous donations to 94.9 KLTY’s nonprofit programs. In total, Speak Love and Christmas Wish raised more than $160,000 for those in need in Dallas/Fort Worth. They also recognized those sacrificial front-line workers and first responders who keep our community safe. Each week, 94.9 KLTY honored them, raised funds throughout the summer, and then presented each first responder with a check as a token of their gratitude. With countless families in need because of the pandemic, 94.9 KLTY also helped the Tarrant Area Food Bank distribute food essentials on multiple occasions in September, October, November. It is 94.9 KLTY’s sincere honor to serve our listeners in Dallas/Fort Worth.

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LIFE 96.5 seeks to empower and serve the Sioux Falls area by reaching out in faith to help make it a better place to live and work. They want to lead their listeners to Jesus and help them grow in their faith through opportunities to love and serve others. In January 2020, LIFE 96.5 listeners donated over 950 brand new baby items during the Sioux Empire’s Largest Baby Shower. The Baby Shower grows every year, demonstrating their community’s love and support of the couples who are choosing life for their unborn children. LIFE 96.5 listeners, in partnership with Dacotah Bank, provided gift cards and cash donations to the Sioux Falls School District social workers to meet the needs of 1,000 homeless students. LIFE 96.5 also invited listeners to participate in a city-wide prayer parade, where they prayed for health care and government officials while driving past hospitals, schools, and city government offices. During the months of September and October 2020, LIFE 96.5 listeners provided over 250 twin sheet sets and 100 mattresses to the Sioux Falls Sleep in Heavenly Peace organization for children who are sleeping on floors. Through LIFE 96.5, listeners also made a difference in the lives of patients spending Christmas at Avera Behavioral Health Hospital. Each patient received a Christmas stocking filled with gifts and a note of encouragement. In addition, each Saturday morning LIFE 96.5 staff host Life Connection, a program featuring community leaders and discussing the needs and concerns of the Sioux Falls Community.

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89.5 KVNE exists to glorify God by encouraging people, connecting their community, and pointing people to Jesus Christ. When their community was turned upside down by COVID, they knew they had to jump into action and mobilize their listeners to make a difference for Christ. To best serve their local community, KVNE held multiple drives to support local ministry partners and those most impacted by the pandemic. They collected 1,500 gift cards (totaling more than $15,000) to benefit those in need because of shutdowns, gathered over 12,000 diapers for foster families, and collected 150 care packages for senior citizens. They also collected 1,032 fans for the Salvation Army and over 1,000 pairs of shoes for kids heading back to school. Additionally, listeners donated 1,512 care packages for the homeless in East Texas, and KVNE hosted two blood drives to help those fighting the coronavirus. People across East Texas needed connection during the pandemic, so they organized a social media outreach, called Praise Defeats, a coordinated time where listeners shot videos of themselves singing “Raise A Hallelujah.” The videos were shared thousands of times, as they deepened their community’s connection. In addition, KVNE launched a Hispanic Christian music station (Fuzión), started a worship station (Lift Worship), and began a Bible Teaching Station (The Well) – all to help people grow in their faith. God allowed them to impact His Kingdom in profound ways and serve their local community powerfully during an unprecedented time when people needed hope like never before.

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Since 1986, The JOY FM has made community service a hallmark of its ministry to listeners – first in Sarasota, and then expanding to Tampa, other Florida markets, and most recently to Atlanta and Middle Georgia. Even with this growth, community outreach remains hands-on, with legacy events like T-Shirts for Turkeys, which helped feed more than 28,700 families in all markets served last year. 2020 created new challenges for serving, so The JOY FM innovated several service projects to accommodate contactless delivery and social distancing. JOY Drop and Restock, a brand-new outreach, collected 30 tons of food to restock local food banks hit hard by the pandemic. Partnering with Natalie Grant and Hope for Justice, Team Freedom approached a grand total of $1,000,000 in 2020 to fight human trafficking. As listeners faced political rhetoric and serious questions about race and justice, as well as practical challenges like hybrid classrooms, The JOY FM programming (on terrestrial signals, as well as its LF Radio and JOY Worship platforms) responded with a recommitment to our mission of “Helping You Find JOY.” Resources for listeners, such as the Off Air with Carmen podcast, was provided to help listeners wrestle with big questions like Christian citizenship. Possibly The JOY FM’s most relevant community service effort for 2020 was prayer. The JOY FM’s Prayer and Crisis Referral service interacted with 620,936 listeners in need of prayer or help. Of those calls and texts, 4,949 listeners reported praying to place their faith in Jesus Christ.

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“Hope Starts Here” is more than The Light FM’s tagline. It’s their mission. In 2020, they were intentional in regularly offering community-needed resources and hope-filled encouragement. They hosted their 5th annual Make a Difference training to encourage listeners to share God’s hope and saw 14 people begin a personal relationship with Jesus. The Light FM also visited eight local Law Enforcement agencies to share words of encouragement and care baskets. They partnered with East Tennessee Children’s Hospital and artists of Winter Jam for a private concert and time of prayer with families battling pediatric cancer. The Light FM listeners from five different cities donated 258 wheelchairs, 262 crutches, 259 walkers, 71 transport chairs, and 66 canes to Wheels for the World, which brings mobility and the hope of Christ around the world. During stay-at-home orders, The Light FM began offering free monthly virtual events, including: a graduation ceremony, featuring artists and Bible teachers; a conference with Crown Financial on how to manage finances during the pandemic; Girl Talk LIVE, a women’s event with worship and Bible study; God’s Hope in Crisis training with chaplains of the Billy Graham Rapid Response Team; a pastor appreciation event for local churches, featuring Chip Ingram and Matthew West; and a Family Christmas Night with live music, games, and a devotion from The Light FM staff. Even throughout the pandemic, The Light FM also found ways to be out in the public, safely, with six drive-in events featuring movies and live music.

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2021 Membership Exclusives

January – Your 2021 Radio Goals – Virtual Event
February – SURPRISE BENEFIT 
March – Radio Station Field Trip
April – A Webinar for YOUR Board
May – Virtual Mentoring Event
June – SURPRISE BENEFIT at Momentum
July – Salary Survey Webinar
August – Fundraising Webinar
September – Creative Images
October – Techsurvey Webinar
November – Radio Station Field Trip
December – Virtual Christmas Party

*subject to change

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Paul Cameron began his career in radio prior to graduating from the University of Wisconsin Oshkosh in 1980, starting his first job in 1979 as part-time on-air talent at WMKC 96.7FM (an adult contemporary station). In 1980 Paul moved to part-time on-air talent for WHBY-AM 1230 (a news/talk station), and while still working there, began working part-time for WEMI 100.1FM. In 1981, he went full-time for WEMI and over the years served as program director, music director, station manager, and director of radio operations. In 2002 he assumed the role of executive director and general manager for Christian Family Radio, now known as The Family Radio Network. Since 2016 Paul has been chief operating officer and afternoon on-air host. He was part of the transition from one full power station to five full power stations and six translators, all in Wisconsin. Paul has given back to his community by serving on several local boards in various capacities, including The Emergency Shelter of Appleton, The Community Clothes Closet of Menasha, and Loaves and Fishes of the Fox Valley. He also serves on the Wisconsin Broadcasters Association Board of Directors and has been a fundraiser host with ShareMedia/Dunham+Company since 2002.

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Rob Dempsey has been serving the HIS Radio Network listeners faithfully since 2000, currently working as operations manager and morning show co-host on the HIS Morning Crew with Rob & Lizz. Rob worked as a security guard at television studios for the Home Shopping Network before he was called into the radio ministry. Now, Rob’s personal stories of overcoming obstacles, walking through a long journey to health, and stepping out in faith and selflessness inspire his listeners. Some know him as the guy who lost 140 pounds to overcome obesity, others know him as the 16-year-old kid kicked out of his home to live in the streets, and others know him as being a foster and adoptive parent. Rob and his wife’s kids range from a 34-year-old war hero, 25-year-old social media marketing specialist, 19-year-old honors college student, a 12-year-old they adopted in November 2009, as well as many foster children throughout the last 9 years. Recently, Rob has been on a health journey which included two surgeries, one a major reconstructive surgery. These past two years have been a challenge for Rob, but he continues to show that through God, anyone can become an overcomer.

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Since 1989, Mike Harper has faithfully impacted East Texas on-the-air at 89.5 KVNE, where he serves as VP Communications and morning show host. He began as a volunteer weekend DJ, driving from 90 miles away. Mike advanced the cause of Christian radio by serving several years on the steering committee for CMB, and he has taken part in every NCRS/CMB since 1999. According to Nielsen, Mike and Carrie in the Morning has been the #1 Morning Show for a decade (#1 Persons 12+) propelling KVNE as high as an 8.3 share and helping KVNE become the #1 rated station in the Tyler/Longview market. During that time, KVNE won 8 Station of the Year Awards (CMB & NRB). Additionally, Mike and his co-host Carrie Parsons have been awarded “Best Morning Show in East Texas” for 9 years in a row. Mike has shaved his head to reach a pledge drive goal, donned white tights and a cape “for the children,” and stood on top of a building during a remote broadcast. He has daily arrived faithfully at 5:00 am and braved ice, snow, hail, and tornados in an effort to keep his listeners safe, encourage them, and point them to Jesus.

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Bryan O’Neal has spent a lifetime entertaining, encouraging, and spreading God’s love to millions over the airwaves, landing his first radio job in 1972 in mainstream Top 40 radio. In 1978 Bryan hosted and produced Portland’s first CCM’s 30-minute radio show on Top 40 62-KGW. He then teamed up with his good friend Bob Anthony to plan a full-time CCM station in Santa Rosa. Eventually that station became K-LOVE. After K-LOVE moved to Sacramento, Bryan became their full-time employee #13 in 1994. In 1998 Bryan worked as the program director for another CCM station, KPAM/Pamplin Media. In 2001 Bryan teamed up once again with Bob Anthony at EMF’s Air1. Bryan was instrumental in moving Air1’s entire Portland staff to the new building in Rocklin, where he worked as operations director and then program director. In 2005 Bryan worked a short stint at KTSL in Spokane, and then became the music director and afternoon host at 89.7 KSGN in Redlands, California. Bryan O’Neal has worked as the program director at KSGN and co-host with Brandi Lanai for nearly 10 years of Bryan and Brandi in the Morning. Bryan hung up his headphones for retirement in March of 2021.

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Bill Scott is one of the founders of Vidare Creative, a fundraising consulting company which helps Christian radio stations, through their 365 plan concept, raise the funds they need to grow. Bill has been a part of Christian radio for 39 years. He’s worked at WCIE, The JOY FM, and WAY FM as a production director, on-air talent, program director, and station manager. Bill co-hosted Dawson McCallister Live, which aired on 500 radio stations each weekend. Bill began ZJAM, a syndicated show that aired on 350 stations in the USA, Canada, the UK, and Guatemala each weekend. Bill’s latest show was Xtreme Talk Live, airing each Sunday night on over 200 radio stations. Bill has hosted 700 fundraisers on Christian radio in the UK, USA, Canada, Australia, and New Zealand. Bill also runs Men of Radio, a Facebook group with over 600 men from Christian radio. For the past three years, he has hosted the Men of Radio Winter Retreat in McCall, Idaho, with the focus of getting to know other men on Christian radio so they can walk through life together. Bill Scott believes passionately in Christian radio, and he has dedicated his life to see it grow.

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