Broadcast Sales: Paul Weyland Communication Strategies

Thank you so much for presenting "32 Accounts Per Month? The New Way To Define Goals For Broadcast Sellers" to our Sales Managers. We were thrilled to have you back in Wisconsin with us and, once again, our members raved about your session! I know our members are looking forward to working with you over the next year again with the new version of E-Lessons. Thank you again, Paul. Can't wait for you to join us in Wisconsin again.
Michelle Vetterkind, Vice President
Wisconsin Broadcasters Association

Thanks so much for a great seminar. I've heard TONS of great comments. People really enjoyed you! I think they really appreciate the humor you incorporate since most seminars can get very boring and dry! I've had lots of people ask me when the first session of E-Lessons will be coming....so they are obviously hungry for more Paul Weyland. Thanks again....it was good seeing you.
Laura Grott, President
Wyoming Association of Broadcasters

...the seminars were a HUGE!! success. Enjoyed spending time with you and look forward to seeing you again!
Louise Munson, Executive Director
Louisiana Association of Broadcasters

Our members, on the evaluation forms, rated you and your seminar - The Ten Secrets to Selling More Local Direct Business - as "excellent". Some of their comments: "quick info - fun - easy to remember" "entertaining, humorous", "easy to follow, to the point, fun, and factual", "the commercial ideas were wonderful", "I could see this guy 2 or 3 times a year and still pick up new information". Thanks for making the KAB look good!
Harriet J. Lange, President
Kansas Association of Broadcasters

Once again, you've exceeded all expectations. The attendees at our Sales Seminars in Seattle, Yakima and Spokane were effusive in their praise for your seminars. You enlightened them and entertained them. They left at the end of the day far better sales people than when the seminar began. Again my thanks for another outstanding presentation!
Mark Allen, Esq., President and CEO
Washington State Association of Broadcasters

I want to thank you for taking the time to come to Iowa in the winter no less, to be a part of our 2004 Mid-Winter Meeting. Your seminar was terrific! Everyone seemed to enjoy themselves and I continue to hear excellent comments about your session. You were successful at interjecting fun into the day, while providing our members with very useful and much needed information...thanks for a job well done! It was a pleasure meeting and working with you, and I hope I have the opportunity to do so again in the future. Thanks so much for sharing your time and talents with the broadcasters of Iowa.
Sue Toma, Executive Director
Iowa Broadcasters Association

Just a quick note of appreciation for your participation in the Industry's 2003 Conference. The Power Breakfast was a hit and a great start to our program, and we thank you for providing an informative and fun address to our members and associates. We have had very positive feedback. We had a very busy couple of days but were very pleased with the end result. The industry was very appreciative of the time you took to participate in our conference.
Joan Warner, Chief Executive Officer
Commercial Radio Australia

I believe that it was last year that Paul Weyland was invited to spend 20-30 minutes with us at NASBA. Based on that meeting, and many of your comments, I hired him. We spent yesterday in Billings and tomorrow we'll be in Missoula. He was a great "find" courtesy of NASBA. If you haven't used Paul yet (hell, maybe I'm the last guy on the list) DO IT! The most positive comments ever for a sales clinic. Most of the comments were along the lines of "I don't know where you found him, but he's the best we've ever had..." And, of course, I found him through you.
Greg MacDonald, President and CEO
Montana Broadcasters Association

Thank you again for the great job you did at our convention in Hot Springs. We've heard nothing but positive comments about your seminar. Several broadcasters said you were the best sales trainer they had ever heard. Others praised your presentation as "down-to-earth, practical and very useful in day-to-day selling." We've had several calls saying, "Get him back as soon as you can....he's great!"

From a personal standpoint, you were a joy to work with. Some speakers are difficult to deal with when it comes to travel arrangements and accommodations—not you! Our seminar location was very inconvenient from a travel standpoint, and I really appreciate your patience and understanding. Thanks again, Jim
Jim McCall, Executive Director
Arkansas Broadcasters Association

Paul Weyland is the best seminar speaker that we have ever had.
Paul did two days for us this week. For folks who had been in the business one week to highly successful 14 year veterans, radio and television alike, they all went away talking on how great the seminar was.
Carl Smith, Executive Director
Oklahoma Association of Broadcasters

Thank you for the Outstanding seminar you presented to the NDBA members in Fargo "How to sell more local direct business in a tough economy". The evaluations were excellent with comments as:
great sense of humor; dynamic; the cliché's were awesome!
I highly recommend Paul Weyland to present his sales seminars to your state!
Beth A. Helfrich, Executive Director
North Dakota Broadcasters Association

You put together a concise, fact-and technique-filled, road-ready workshop. It was always informative, entertaining and worth the investment of each registrant’s time. You made the workshops truly relevant to the attendees in each of the ten cities we visited, from novice to seasoned pro. Your thoughts on delivering superior service to the client and techniques for better account management were timely and well received. An added bonus was your icon system for remembering each part of the 10-step process for building direct business. Radio and TV attendees alike clearly appreciated your approach-you’ve obviously been in their shoes and succeeded. I was delighted with their evaluation of your program and your fine representation of TAB.
Ann Arnold, Executive Director
Texas Association of Broadcasters

We had numerous GSMs compliment you on your “Sales 101” session. It was exactly what they wanted their new account executives to hear. Likewise, your general training session on selling in tough times was a real hit. As our members have more pressure to increase local-direct sales, this session really gave them a fun, nuts-and-bolts process that they could use no matter what their style or station structure. From a meeting planner’s perspective, you were great to work with.
Michael Steger, Vice President
Michigan Association of Broadcasters

I have seen Paul Weyland in action and highly recommend his sales seminars to you.
Please feel welcome to call me for any additional information.
Richard D. Novik
New York State Broadcasters Association

Thanks again for doing such a great job for us! It was the best program of this type we've ever had for our membership. Great information that everyone can use immediately to generate additional dollars. Everyone is really looking forward to the E-Lessons and seminars for next year.
Don Hicks, President/CEO
Missouri Broadcasters Association

We enjoyed having Paul Weyland conduct his seminar on how to generate more local revenue in these tough economic times. The participants enjoyed the day. Paul was great at keeping everyone’s attention and mixed humor with useful information. I was actually fun! He communicated the information in such a way that it was easily understood and made sense. Another big plus, as a small state association manager, I felt his fees were reasonable. Having managed stations and a business, I felt he could really relate on a personal level. I'm sure we will have Paul back to conduct another session for us in the future.
Marilyn Hogan, Executive Director
Colorado Broadcaster’s Association

Since we have been using the Professional Mediator, we have about an 80% closing rate...and I honestly think if we had qualified the prospects better, our closing rate would have been even higher. We use Paul Weylands CD's and the E-Lessons. Since we first saw Paul in person in a year ago, our billing has doubled.
James Copeland, Operations Manager
WYDL-FM "Wild 100.7, Tennessee

A lot of what you had to offer, I have heard and experienced before BUT your unique presentation, common sense, practical and diligent approach to the most important part of our work – the ability to connect with clients on the two major issues – great creative and responsible R O I – made your seminar priceless. Keep up the great work.
David Di Renzo, Local Sales Manager
Clear Channel Wilmington / Dover, Delaware

I attended your sales seminar in Montgomery, Alabama sponsored by the Alabama Broadcasters Association. I was WOWED! How refreshing it was to hear someone bring us back to the basics of advertising and marketing in radio sales. All of us represent thousands of ears who are eager to buy. The question is are we encouraging the client to make an offer the fish want to eat. Advertising is not about GRP,S and CPP it is about the right commercial at the right time to the right audience. After 30 years in the business it is good to know the basics still work. It's not rocket science. I refuse to be a Chiquita. Great Seminar, Great Information, Great Motivation, I am closing my first sale this week.
Ellis Stewart, Regional Sales Manager
Broadsouth Communications

It was GREAT seeing you again here on Long Island! My General Manager, Salespeople, and I really enjoyed your seminar! You're so very right when you say that Local Direct is where it's at! Congratulations on a job very well done (again)!
Stefan Rybak, General Sales Manager
WRCN / WLVG Radio, Long Island, New York

It was a great pleasure meeting you at Monday's seminar. I was sitting with Stefan Rybak, who has told me so many good things about you. I learned so many things from you and not only was it very informative, it was also entertaining. You are a pleasure to listen to and I look forward to more seminars in the future.
Marie Rakoczy, Local Sales Manager
Business Talk New York™

I thoroughly enjoyed Paul's NPR presentation. I have been in radio since '88 on the commercial side.. the last three years in public radio and I am a HUGE believer in local direct selling. So Paul's presentation was certainly applicable and simplified and allowed me to think of some additional questions that I may look to ask during a presentation. Hey, I bought both his CDs to bring back to the station with me.

What you come to realize in working in different markets is that sometimes, not always, the best information isn't in the largest markets. Sometimes we may even be more lazy than hungry with such a big pie to eat everyday. So to have Paul's message resonate from his market where the conference was held was testament to the fact that good information comes from good sources and not necessarily from the largest or most prominent market source.
Lyle Laver, KCRW Development
Los Angeles, California

[Paul's] was the best seminar I attended throughout the entire NPR conference. He is one heck of a presenter. I did not nod off once! And the material was relevant to me even after 21 years in the commercial and non-commercial biz. I look forward to receiving the newsletters.
Nancy D. Brookshire, Corporate Relations Associate
WUNC 91.5 FM, The University of North Carolina at Chapel Hill

My staff and I had the great fortune of attending your seminar Saturday morning here in St. Louis at the Missouri Broadcasters Convention. You may remember me as the guy who literally rushed the stage and bought your two CDs following your 9am performance. Over the last 30 years, I have had the benefit of taking part in some of the very best training that our industry has had to offer; Jason Jennings, Chris Lytle, Center For Sales Strategy, etc. I can't believe that I had never attended one of your sessions. As I mentioned to you when I shook your hand on Saturday, "you are the most inspirational broadcast sales trainer that I have ever seen!" Our entire staff is still buzzing about the knowledge that you shared. I am responsible for most of the internal training at our radio station. We are anxious to adopt and put your logical and real world approach to work immediately. Paul Weyland has become a new way of life for us. Thank you for all you do and I will be touch.
Clint Hasse, New Business Development Manager
KMOX, St. Louis, Missouri

I'd like to thank you for your AWESOME training event last week. It was very well received and you have set the bar high for our next guests. I look forward to working with you in the future and using you for other group sessions. Our first session could not have gone better...again I thank you for a great event. Your humble servant,
Rob Quinn, VP/Business Development and Market Manager
Entravision Radio

I saw your seminar in Terre Haute last week and it was great! I went back and shared some of the information with my reps and they loved it also. Also we have your cd's and I am going to be using it every morning in my sales meeting. Thanks again for great information and I look forward to seeing you again.
Laurie Buchanan, General Sales Manager
Regent Broadcasting of Peoria, Preoria, Indiana

I just wanted to take a quick second to tell you that I enjoyed your seminar in Terre Haute so very much. You made every aspect of the sales process seem so common sense. Your presentation style is very entertaining and really kept my attention. I look forward to receiving your e-lessons via e-mail and sharing them with my sales staff. Again, thank you for a wonderful day of training.
Angie Ross, General Sales Manager
WKDQ/WYNG/WJLT, Evansville, Indiana

Just a great big thank you! I am so sorry I missed the meeting but my sales team was very pumped up! Each one had something a bit different to say about the training and each of them enjoyed themselves. They are looking forward to your next stop in Indy!
Karen Staley, General Sales Manager
WMDH Radio, Indiana

Thanks for a great and beneficial seminar in Terre Haute on 1/16/04. The staff discussed the seminar and how to apply what they learned on Friday for the entire 2-hour bus trip back to Evansville. You do a great job, oh by the way do you do seminars for clients?
Bob Dakin, Vice President and General Manager
Regent Broadcasting, Evansville, Indiana/Owensboro, Kentucky

I was at the seminar you gave in Warsaw, IN on 1/15 and I can't tell you how much I enjoyed it. I'm a Program Director for the WSBT Radio Group in South Bend and you almost made me want to switch to sales! I was able to adapt a lot of what you talked about to my situation and it certainly gave me a better idea of what my sales staff is up against. I wish there was someone doing programming seminars as well as your sales seminars. It very entertaining, informative and your passion is contagious. Thanks again.
Jim Roberts, Program Director
WSBT Radio Group, Warsaw, Indiana

Thank you for sending the furniture ad to me. It really is a good ad. After hearing it a few times, I've come up with some great new ideas for my furniture store. He has done well with the new campaign since your last seminar in our area. Thanks for giving me a spark. Fondly,
Lynn Beaudoin, Manager, Regional and National Sales
WGMT, Lyndonville, Vermont

We use a selling strategy developed by a local Austin sales trainer, Paul Weyland, and we have found it to be an excellent way to develop the marketing skills of our reps -- down to teaching them how to develop strong copy. Paul Weyland's system has taught us how to manage the client's expectations. We have a very specific mathematic formula that uses the client's average sale to guage what kind of expectation they should have. In a sense, we negotiate an expecation that is acceptable for everyone, and our experience so far is that very few clients are disappointed at the end of the schedule. If a client doesn't have much money, one thing we suggest is that they own a day -- heavily targeting a limited budget works far better than diluting it.
John Hiatt, VP/Market General Manager
Infinity, Austin

I had Paul Weyland come in to do a two day seminar for my sellers to help them learn the way to sell direct business and coach clients on how to write effective copy, and I must say it was the most effective two days I've ever had a staff spend. Paul's insights are right on, his ability to spin a story and keep the attention of our ADD salespeople was excellent, and we were able to bring 23 new business accounts to the group that we had worked for a long time with no success. I recommend Paul for anyone that wants to increase their direct business percentages.
Steve Curtis, General Sales Manager
Clear Channel WSSR, Tampa, Florida

I really enjoyed your seminar at the KBA meeting in Lexington. I have been a long time fan and it was great to see you live "in action." Being in the radio biz for almost 11 years now, I have been exposed to a lot of trainers and techniques, and I most strongly believe in what you speak. Good job, keep "spreading the word." I look forward to getting your newsletter on a regular basis.
Lisa J. Rice, GSM
Clear Channel Radio, Lexington, Kentucky

Paul, A quick note to thank you for coming to NY to speak at the NYS Broadcasters meeting this past Friday, April 25. As a GSM of a television station, this seminar was worth the time investment. All nine of my AE's appreciated your candor, humor and expertise. You hit some hot spots and my staff agreed that the right questions are not asked during the sales call, and that the majority of creative does not get the job done.

Armed with your ROI calculator and a better understanding on how to cut through the creative clutter, I am confident we will see better results with new and regular business development. Thanks again.
Tony McManus, GSM
WNYT-TV Albany, NY

Thoroughly enjoyed listening to your CD. You’re obviously a master at what you do.
Bill Burton, President
Detroit Radio Advertising Group.

Paul, the comments from our sellers, even the veterans, were all positive. Great job.
Pete Dits, GSM
WBAP, Dallas, Texas

What a great seminar.
I am the GSM of the Spanish language radio stations here in Denver. I have been to many training sessions and find most to be "hokey" with guys that have no contemporary experience and tell me stuff they learned in books, not on the streets. Not you my friend.
I have already brought up several points in our Monday sales meeting. We have the added challenge of language to deal with but I believe your approach deals more with human nature and can be applied in any language.
Thanks very much for your time and insight. Regards,
Steve Jonsen, GSM
KMXA/KJMN Entravision Denver

A thousand “thank yous” for your excellent seminar. The information you provided our staff will indeed become an asset of priceless value. You have given my staff a better understanding of what we do and how fantastic our jobs really are.
Todd Hanzelka
Sales Manager

Thank you very much for the very powerful sales seminar today in Tyler. The staff has been talking about it all afternoon and they are extremely excited and feel as if they have been given sight, and frankly they have. Keep up the good work and thanks again.
Chris Jones, Sales Manager
Clear Channel Communications, Inc.
Tyler, Texas

Just wanted to tell you how much my staff has gotten out of the training session that you held for us last month. The information that you covered was very real-life, not just theory and we have been able to apply it on a day-to-day basis. During this time, when agency avails are drying up, the information becomes all the more valuable. I would recommend this session and I look forward to working with you again in the near future.
Mark Bowka, GSM
KCJZ San Antonio

Thank you for your presentation in Marble Falls. I heard and saw it in Bryan earlier this year but this time I heard and saw it through the ears and eyes of my sales staff. They have raved about you and your ideas. Most of them are new and I had them use your CD's before the seminar to help with retention. Your star pupil however is the ever-cynical Waldo. He has been around radio for a long time but is a bit new to his sales position. Waldo believes in you! Please trust that his is one of the most sincere endorsements available.
Thank you again,
Cherie' Griffith, Sales Manager
KKYN/KVOP

Paul, I just wanted you to know how useful your CD has been for working with new reps in the direct selling environment. The breakdown of the sales process included in your CD certainly makes direct selling a simple process for complicated people.
Eric Ogren, Internet Sales Manager
Infinity Internet Group - Austin

I found the training extremely useful for my team. My team's primary focus is selling directly to clients, and all the information that was provided applied directly 100% towards this focus. Please feel free to use my name as a reference.
Thanks Again!
Sean Cantrell, GSM
Time Warner
Houston, Texas

Dear Paul,
I just wanted to follow up and let you know that we are adopting your system. All sales people on our staff will be conversant with the ten steps in educating direct clients. We all saw you on the video conference sponsored by the Nebraska Broadcasters Assoc. about 9 months ago, then my Sales Manager and I saw you again in person at the state convention. We just said this makes too much sense not to make it our own. We bought the CD the staff has the material and we begin immediately to incorporate this in our sales technique.
Craig J. Eckert
Executive Vice President/General Manager
KKPR AM/FM

I, once again, want to tell you how much my sales staff and I enjoyed your seminar here on Long Island. It was upbeat, positive, real, warm, genuine, fun, friendly, relatable and jam-packed with information that was immediately useable on the street. And, boy, do I love The Mediator program! It's simple yet very powerful, makes rates and ratings irrelevant, and gets the client focused on results and return-on-investment. Thank you, again, for everything, Paul.
Stefan Rybak, General Sales Manager
WRCN-FM / WLVG-FMLong Island, New York

Just wanted to let you know how much I appreciated your seminar yesterday. My entire sales staff enjoyed it, and we all took information that we could actually use with us!! (The reports in the ladies restroom were all positive as well.) I love your attitude, your approach, and your refreshing sense of humor. You honestly stand apart from the rest! Besides, anyone that likes Robert Earl Keen has to be a pretty cool person. Hope to see you again in the future.
Thanks again,
Rene' Strong, Director of Sales
Wright Wradio/Weatherford, OK

Paul, your seminar and its corresponding lessons are the only sales training that I have ever taken part of that was 100% on the money. Since hearing your seminar and reading (and re-reading) your lessons, I have done two things: 1) Developed a system that I use on all initial sales calls that helps me learn the pertinent information that I need to calculate an advertisers risk and better explain why they should be doing business with me, and 2) Relayed the advertising analogies (exp. "the under-fished pond") that you depict in your lessons. These analogies make a great deal of sense to the common advertiser and help them have more confidence that they are making a good decision with their advertising budget when they spend it on radio. Because of these two new dynamics, I have seen a growth in my sales, closing ratio and also confidence that I am speaking as a trained consultant and not just a Chiquita! Thank you for your great system...it works!!!"
Will Hays, Account Executive
Broadcast House, Lincoln, Nebraska

Paul Weyland's E-Lessons are a quick, easy and productive tool to guarantee a profitable sales meeting. The E-Lessons focus our staff on excellent information presented clearly in an interesting format. I consider them just one more reason why my membership in the Wisconsin Broadcasters Association is valuable.
Roger Utnehmer, President and General Manager
DoorCountyDailyNews.com
Sturgeon Bay, Wisconsin

Please pass along my thanks to Paul for this year's E-Lessons. They continue to be the single most popular service we've ever provided for our membership. Our members love them and incorporate them into their sales training for new hires and as refreshers for more experienced sales people. Thanks again.
Don Hicks, President/CEO
Missouri Broadcasters Association

At the risk of coming off like a "boot licking lackey" who loves everything you do, I do love the new E-Lessons which began a week ago here in Nebraska. The consistency of having our sales meeting dovetail with the "Paulspeak" which we have learned over the past two years is great.
Craig J. Eckert, Executive Vice President/General Manager
KXPN-AM/KKPR-FM, Kearney, Nebraska

This is written to endorse the Paul Weyland E-Lesson series. We purchased the series for New York stations in 2003, and renewed it in 2004. Our members indicated real value in the E-Lessons, which they insert into weekly sales meetings. We email them to our stations on a monthly basis in order to keep in constant contact with them. It's a great Program and has our enthusiastic support.
Dick Novik, Vice President
New York State Broadcasters Association

Paul...we are getting a tremendous response from sales managers and staff on your E-Lessons. The material is great for sales meeting discussions and the testing is proving to be very positive. Veterans and newcomers alike are sending compliments.
Rich Wyckoff, President
Pennsylvania Association of Broadcasters

Hello! I just wanted to drop you a line to thank you for the advice and guidance you gave me at the beginning of the year. After seeing your seminar, we spoke on the phone about some obstacles that I am facing as a seller for a local, independent station. During our conversation, you mentioned the magic number 32. You told me if I had 32 active clients on, I would be to the point of maintence and service. After we hung up the phone, I drew a big "32" and taped it next to my telephone. Well I am NOT at 32. I am at 25. Until now, I have never made it past 19. I am still shooting for 32 by the end of the quarter. That's just seven more clients! I am quite sure I can do this. Thanks for your help and positivity.
Dilara A. Unalan
WWCD/CD101-FM, Columbus, Ohio

Just wanted to send you a quick note to let you know how much I enjoyed your sales seminar in Knoxville on 4/27. It was really great. I wish it had been two or three days long! I took twelve pages of notes! I was the very handsome (and modest), bald, African-American gentleman that sat on the talkative side of the room. I started my TV sales career this past August after 22 years as a director and production manager. I'm sure you know what a rollercoaster ride sales can be; and I'm still in my infancy. I just wanted to make sure you knew that you reached me. Thank you for the knowledge, the encouragement and the inspiration to press on and strive for the best.
Harold Shepherd
WDSI Fox 61, Chattanooga, Tennessee

I just wanted to let you know that I closed a New Local Direct Client today using your Paul Weyland Sales Process and Mediator. Using your system, I was able to justify the measly $20,000 per month schedule over the next 6 months. (That is $120,000 in new direct business for the mathematically challenged) I accomplished this in two meetings with the client. Thank you, again, Paul for your tutelage. Your training really works!
Clark Smith
WHNS Fox Carolina, Greenville, South Carolina

I was very impressed with your presentation in Syracuse on October 15th. I found it very informative and educating. It was extremely refreshing to hear someone who actually knew what we saw on a daily basis and didn't find it necessary to preach about meaningless topics in a vague manner which is common to most training seminars. I found it astounding that instead of lecturing on the implicit basic of a sales situation, you educated us on the reality of the situation in a witty and enlightening fashion.
Michael D. Estrich
Citadel Broadcasting Company, Ithica, New York

Paul, I was especially pleased to attend yesterday's seminar in Decatur, Alabama. You did a great job with the overview, creative, Mediator, and closing business. Your sense of humor really carried the day and truly made it a memorable and, I'm sure, business generating event for those who attended and put into practice what you teach. Your web site is very impressive and packed with information--I plan to revisit soon. Regards,
Samuel Abraham
News Radio 960 WERC, Birmingham, Alabama

I also wanted to tell you that I enjoyed both of your seminars in Lincoln, NE. It is very seldom that a high quality speaker makes it to this market; in fact, you are the first speaker in eight years that has made a positive impression on me.
Travis A. Filing
Nebraska Broadcasting

I wanted to personally thank you for the great job you did in Hershey, PA last week! I thoroughly enjoyed the seminar, not only did I learn a lot, but I enjoyed it too! I love your logical approach and respect that you present yourself as a "real" person. Thank you again; I look forward to meeting you again.
Katie Holahan
92.5 XTU, Philadelphia

I attended the Louisiana Assoc. of Broadcasters meeting in September in Shreveport. I would like to thank you for a VERY educational seminar. Your opening comment about 23 year old media buyers was a breath of fresh air! Yours was the most informative one day seminar I have been to. Once again, thank you for a very educational day!
Jamie Hammack
Clear Channel, Shreveport

Just a note of thanks for the impression you left in Mason City with me and my clients. I have heard actual quotes of yours as well as ideas from your seminar from the clients who attended. I am more motivated now and am making more money. I directly attribute this to your information during your IBA presentation, sales department presentation with our staff, and the presentation you made to our clients. The portion of info relating to the "message" or production has been especially beneficial and has seemed to stick with those clients that were there. I have just contracted a bank whose marketing manager attended the seminar. She was lost in the confusing world of "advertising" and with your help, I was able to close her. I hope to run into you during my next visit to Austin.
Billy Krefft
KIMT, Mason City, Iowa

I just wanted to drop you a line and thank you for you time and energy during one of the best seminars I have ever attended. I realize that within our industry constant changes are inevitable. One thing that must not change is our ability to demand the most from ourselves in order that our clients receive the finest service. During your seminar in Columbus you touched on so many subjects and through humor and excitement delivered a truly inspirational message to all.

Again thank you for your time, energy, inspiration, ideas and enthusiasm. I will take it with me on the road ahead.
John Clairmonte
Clear Channel, Mansfield, Ohio

I just returned from the Illinois Broadcasters Association Convention. I attended your seminar and loved it. You were wonderful. I really enjoyed the sections about the Business Pyramid Model, the ROI calculator and opening the door with a prospect by saying (I'm paraphrasing here) "I just found a huge hole in your competitors marketing." I will definitely put the information I learned from you into practice.
Janet Jensen, Creative Problem Solver
Mississippi River Radio

Congratulations on your Sinclair seminar yesterday. In my ten years of broadcast sales, your training was the most "logical". Unlike other training I've experienced, yours is grounded in the reality of the current TV market, not in some ideal world where clients have the time to sit down 2,3, or even 4 times for "needs analysis". Your delivery was highly entertaining, but so very relevant. Thank you for speaking to the issue and keeping it simple. By the way, I love the fishing analogy regarding a client's liking or disliking a station's programming - what a great illustration! Thanks again,
Pam Vasilevskis
WZTV Nashville

Paul, I truly enjoyed your presentation yesterday! It was fun and very true! You obviously have a great feel for the client and the spot. Your delivery is funny and keeps your audience listening. I hope to see you in the future here at WBAP! Always remember that it's not ALL about the money ... teaching new people what you've learned is rewarding in itself! (OK ... so the money's fun too.) Thanks again!
Mark Sandy, Account Executive
WBAP 820, Arlington, Texas

Thank you so much for sharing your expertise with us during your recent seminar here in the Pacific Northwest! I've been in radio sales for 2 years and your tips have already helped me relate to direct clients more effectively and efficiently. I'm looking forward to listening to the CD of yours I just ordered, as well!
Amy Kilbreath
Clear Channel Radio, Seattle, Washington

I sat in on your seminar in Terre Haute on Friday. I wanted to let you know that I have been to many sales seminars in the last 25 years of broadcasting both in TV & Radio, yours has been the most educational, and you carry the program very well, with exciting emotion, stories and information. I will use the mediator and invest in a PDA so I can take it out on the street with me. Our stations do not offer lap-tops, so I will invest as soon as I can. Thank you again, for your insight. I am the top grossing sales rep at our stations, but I still learned more from you than most others. Keep up the good work, I be looking for your book to come out.
David Valandingham
Terre Haute, Indiana

I attended your seminar in Athens last Wednesday and was very pleased. I think you're an excellent speaker and one of the best I've heard. I have been to several sales seminars throughout the years and really felt you're presentation was very effective. Keep up the good work.
Denise Warkenthien
WCHZ,95Rock, Augusta, Georgia

I just wanted to let you know how much I enjoyed your recent seminar in Nashville. I found it very informative and have already implemented many of your principles. Thanks and best wishes,
Eddie Linville WBUZ/WQZQ, Nashville, Tennessee

Very educational, very motivational. It is nice knowing I can help cut the crap from our ad copy and put a smile on my customer's face. Thank you for sharing your knowledge. And it was a pleasure being there first and having the opportunity to meet you.
Kim Schlitzer
WGTY, Gettysburg, Pennsylvania

Just a note of thanks for visiting OKC once again. Your seminar is the only professional training course I look forward to every time you visit. Thanks also for the encouragement and the CD you gave me. It just goes to show you can teach this old dog new tricks now that I'm willing!
Kevin
KOMA, Oklahoma City, OK

I attended the OBA seminar you gave in Tulsa, OK on 10/22/03. I just wanted to give you a courtesy note to say thank you for your thoughts and effort to make Tulsa local advertisers successful. I received an email on Monday from my clients thanking me for letting them attend and they felt like it was a good seminar. I understand you spoke with them a few minutes afterwards and shook the owner's hand. I appreciate your personal touch Sir, and I'll look forward in your next visit to NorthEastern Oklahoma again. Best Regards,
Lynette Daniel, Account Executive
KMYZ, Tulsa, Oklamoha

Thank you so much for coming to Charleston today and sharing your experience and knowledge with us. I did commercial sales in the early 1980's, but dreaded going back. Your training today was the pinnacle of three months of coming to the realization that commercial sales can be a positive experience. I look forward to using your relationship cut-above selling approach.
Roger Manning, Account Executive
WEMM, Huntington, West Virginia

Paul, I left Austin FIRED UP!!! I really got alot out of the training last week. You are a great speaker and I love selling radio even more now.
John S. Haggar
WBAP, Dallas, Texas

I so enjoyed your seminar at the Montana Broadcaster's Association. It was one of the most enlightening and refreshing seminars I have ever had the pleasure to attend, and I walked away with many valuable ideas/tools.
Sincerely,
Amy Haggerty
Max Media of Montana

Just wanted to let you know how much I enjoyed the Paul Weyland seminar in Billings. Not only did Paul teach us the basics and do it very well, but did it in a humorous way that really made it enjoyable! He will be hard to beat as far as seminars go and believe me I have been to many others..but Paul is the best!
Clark Fletcher
KTVQ, Billings, Montana

I went through Weyland’s 10 steps with a new direct client who has never advertised on radio before and boy was he impressed! In fact, I am now his radio "consultant" and will help him with his advertising decisions. So, take off that knucklehead sign taped to your back - erase it from your forehead - and take some time to learn Weyland’s 10 steps.
Linda Shepherd, Account Manager
94.5 The Buzz, Houston, Texas

PAUL, THANK YOU ! THANK YOU! THANK YOU!! Your spot and concept significantly helped me to close this business; we ended up doing (3) 2 week flights over a 10 week period !! $21,0000 !!!!
Mark Tyree/Clear Channel
Lexington, KY

After attending your seminar in Austin, I've received your emails and think they have a tremendous value, especially to this 71 year old "Rookie in Radio". I have met or exceeded my personal goals every month since. Thank you for sharing your knowledge.
Respectfully,
Larry Smith
Plainview Radio, Plainview, Texas

I wanted to tell you where the "Paul Weyland 10-Step Program" has gotten me thus far in Radio Sales. Since January 1, 2003 to now which is almost 7 months...I have put a total of $788,960 on the books as of 6/25/03. This is the first time I have EVER sold radio! On EVERY SINGLE SALES CALL I go on, I show advertisers the 10 steps to understanding radio. You're the man.
Chris Valletta, Marketing Advisor
KRLD News Radio 1080

Outstanding. I like it. This is the most productive e-mail I've received in years.
Larry Todd, Austin, Texas

Thanks Paul, you're ALWAYS so full of great and unique ideas. I'm soooo glad you're doing this newsletter! I have 2 of your CDs and have been to 1 seminar. I love your copy ideas! I've never seen better....you make selling radio fun for me. Thanks again!
Dana Sanchez, KMMO
Marshall, Missouri

I attended your seminar in Decatur Al. in Jan. 2003. I just wanted to let you know the techniques you taught us worked for me. I went to see a client the Friday following the seminar and used your techniques. He wanted to spend $1000 a month and after using the mediator and other techniques you taught, he ended up spending $3,000 per month with me. It really feels good not to be a Chiquita any more...Thanks a million and best wishes.
Bridget Penny
Account Representative Lite 96.9
Huntsville, Alabama

I just wanted to thank you for the great knowledge you have given me. I have never learned so much in one day. your seminar was FANTASTIC! I have already used your ideas in several of my encounters with my customers and guess what IT WORKS! I am now re-writing all my commercials and doing my best to not be a Chiquita because that is exactly what I WAS.
Rhonda Tidmore
Sales Rep
KKBI/Q102 Radio

.....Rocks!!
That was the best half day seminar that I have been to since I can remember. I would definitely recommend it to anyone. I think if everybody selling direct used his approaches, our industry as a whole would evolve to a much more credible level and be more welcomed by retailers.
Douglas W. Hansen
KZOK 102.5 FM and X-treme Talk 1090 AM, Seattle

I just got back home after the best day of training I can remember. No, I’m not blowing smoke…You’ve done a wonderful job summing up what we should be doing every day. The best part, it’s simple…so I can remember it and retell the story. I’ve been through a lot of good training over the last decade, buy usually it’s somewhat intangible so I leave and can’t remember what I was excited about. I spend the majority of my time with local direct clients and you hit it on the head with the psychology of what we do. Thanks for a great day.
Whitney Dodson
LBJS Company
Austin, Texas

Just wanted to email you and say "thanks!" again for the info at yesterday’s seminar in Yakima, Washington that you gave us. Today I was with a transmission shop account who didn't want to buy and I went thru your info with him. I've got to admit that there were times yesterday that I thought what you were presenting was too basic. But this account didn't think so and I walked away with a $12,000 order. Not big by big market standards, but a solid account for this market. And the commission off that will pay for my family's vacation to Disneyland.
Mike Haugen KVEW ABC TV Kennewick, WA

Just read my weekly Radio Business Report. I must state for the record your column in RBR on 'Why Radio Advertising Doesn't Work" was one of the finest I've read in close to 10 years.
Never have cared for guest editorial. Yours was a winner. Even emailed remarks to my own sales staff on it to use when they are marketing RBR to clients. I especially agree on the Mismanaged expectations section. YES!
Thanks,
Jim Carnegie
Publisher
Radio Business Report

Just wanted to say thank you for the seminar last Saturday. I have been selling for over 4 years and have applied your techniques to several new direct clients this week and guess what, it works. I have always been a firm believer in educating my clients, but you have helped me to take that to the next level with the ROI theory. Thanks again and I have recommend that you do your seminar for the entire Clear Channel Denver sales group so look forward to me sending you more business.
Jeremy Trout
KHOW Radio – Denver

I just wanted to thank you again for speaking last Saturday. It was one of the most enjoyable seminars I've been to and everyone in my office agrees.
Christin Stansbury
KMOM (Mother 96.1)

I can't tell you how much the training has helped my sales approach. I was able to put the elements you teach into effect the very first week after the seminar and have already seen results. I also appreciate the follow-up you have provided in making yourself available for consultation beyond the seminar.
Tim Smile
850 KOA Radio
Clear Channel Colorado

I wanted to express to you how helpful that day was to my sales efforts. My enthusiasm and confidence have grown knowing I can approach clients with a proven return on investment formula. I've used this approach a number of times since then and can honestly say prospects have been more willing to listen. Your creative ideas have also been very helpful. The seminar was by far the most interesting and effective TV sales tool I've ever experienced.
Dave Pringle
KOAA TV
Colorado Springs.

I have already begun to master the breakdown on x% and cume breakdown in my area. It has already made a $ 6000 dollar difference in my first week of using it. ( Thank You )
Thanks!! A Million
Cliff Bone

Loved your article - Why Radio Advertising "doesn't work"- You took the words right out of my thoughts!!!! Thanks for spreading the word! YOU HAVE TO OWN SOMETHING!
I love it!
Rock on!
Renda A. Baird
Marketing Consultant
ABC RADIO

As a 21 month "veteran" of Radio sales, your seminar was, for me, one of the best training sessions I have attended. Your method makes so much sense, especially for me, as most of my business are direct clients. You have educated me to educate my clients in lingo they can understand. Three words for your Desktop Mediator, FAB U LOUS!
I read ( print and re-read several times) everything of yours that I can find on e-paper and visit your website as time permits. I look forward to the next time you are in the Omaha area. Waitt Radio is very training oriented, perhaps you could make a proposal to be a part of our next corporate training.
Melanee Wilhelm
Waitt Radio – Omaha

Hello!! My name is Bobbi Jo Jackson and I attended your Seminar in Roanoke on 10/3 and I have to say that I was very impressed. I learned more that day than I have learned with all of my other training. It would be great to be able to work with you on a daily basis. You are incredible at what you do. I hope to be as knowledgeable as you some day. Your CD is really helping.
Bobbi Jo Jackson WMEV

I really enjoyed your seminar in Roanoke Virginia last week. It was the best I've attended in my 18 years in the broadcast business, thanks for the advice.
Mickey Johnson

I would like reiterate to you by saying how much I enjoyed your seminar. I have been in radio sales now for about three years and the information, expertise and the manner in which you presented it was outstanding, but most importantly very useful! I hope you will doing some more seminars in our region. Take care and continued success.
Gene Million
Account Executive
WSLC-FM 94.9

Paul, just wanted to drop a note to say thank you, I have been in radio sales for over 10 years now and have been to see tons of trainers you my friend are by far the best. I believe armed with the new information you gave today, we will be able to at least tripple our sales over the next year. Thank you for the pay raise.
Sincerely
Michael A Knauf

Thanks so much Paul. You're seminar was the best I've ever been to and I've been to a lot. I love direct biz! This will help me do even better!
Tracy Ulrich
Cox Radio, Inc.

I have to say the Paul Weyland videos were some of the best training I have ever received in my 15+ years in radio sales. Thank you!
Don Jardine
Clear Channel

Yep, I think you are great and one of THE top radio sales trainer I have seen. You keep me grounded when the business gets so complicated (I'm the top biller at my station for 10 years and the previous station for 8). Thank you so very much.
Linda Miller
Account Executive
KDKA Radio

Paul Weyland is President of Paul Weyland Communication Strategies. He can be reached at (512) 236-1222 or by email at paul@paulweyland.com