Paid Remotes Are Not A Given ...

It's all in the details and how you explain things to people. A lot of times we hear the word, "no" and it is natural to take it personally. But it is usually no more than a judgment made in the moment based on factors involving "The Big Picture." I always tell people it is their job to follow directions and for the bosses to make decisions. But it doesn't mean not to ask questions for a better understanding of why the answer is no.

Give It Time For 'No' To Become 'Yes'...

I remember a jock running into my office and screaming, "You really did use my idea." It was a funny moment because originally I had told him his promotional idea was good, but the timing was all wrong. He took it as a no and six months later, I surprised him by implementing his idea of Count the Music for free cash. Here is an e-mail exchange with a personality who hears "no" a lot when it comes to getting paid remotes.

Jock: My show gets good ratings. My OM is always telling me what a difference I have made since coming on board. I have been here almost two years and if I am doing so well ... how come I don't get many remotes? They told me I would get remotes; I am lucky if I get one a month. Sometimes I get requested but if it falls on the time of my air shift, my OM says it's more important I am at the station to do my show.

Coach: Did they put in writing the number of remotes you would get?

Jock: No, they just told me I would get my share. The guy I replaced used to get a lot.

Coach: This kind of thing is delicate and a constant source of irritation at stations. I used to always try and get a jock in rotation, and make sure sales made clients aware any new personalities. No matter what the market, I would hear from sales about clients requesting this or that air personality; I would respond with, "what if," and convince a salesperson to have clients name a backup in case the first choice was unavailable. It is important for station personnel to get along, but collusion and an occasional kickback does happen between some salespersons and air personalities. Too many requests are not from a client, but personal requests from a salesperson ... or the worst-case scenario, a personality working a deal with an existing client behind the back of sales and programming.

Jock: Maybe some kind of collusion is going on, I do afternoons and can't see how an evening-drive jock can get more remotes than me. I keep hearing "no" to any reasons why I don't get more. Sometimes the OM says the time I work limits my opportunities.

Coach: In a fair and balanced radio world, remotes would be assigned on an even rotation basis except for an actual verified client request. You need to have your OM and Sales Manager allow you to come to a sales meeting and talk to the salespeople about your expertise at handling remotes. Yes, I know your Nielsen numbers are great, but this business is not always about ratings; sometimes it's relationships, timing and playing the game. By the way, what your OM said about your shift being a problem might not be a lie.

Jock: How does me doing afternoons cost me paid remotes?

Coach: I am not saying it does, but let me give you an example. There was a young lady I hired for middays who had a tough time getting remotes. As soon as she arrived, I maneuvered her into some good situations, including allowing her, on occasion, to broadcast her whole show from client locations. Unfortunately, nothing was ever enough and she managed to alienate sales, a couple of clients and worst all, fellow personalities. Eventually she stopped getting requested and it became increasingly hard to get her anything.

Jock: So, you let her do her paid remotes during her regular show time.

Coach: Yes, but I gave sales the idea of a full-blown remote so they could upcharge for more money. There is a huge dollar amount attached, a built-in cost to cover an ISDN line, and money to pay the Board Op. Trust me, these full-blown live remotes did not happen often. These types of remotes should never be done by phone.

Jock: I think my station should make sure we get an equal number of remotes. I hear too many, "no, we'll get to it" or "we're working on it."

Coach: In the big picture, a station is not your personal agent and the main concern is the daily presentation from the studio. I talked to another OM and he has the same policy as many OMs/ PDs; his jocks understand being in the studio and on-air is the #1 priority.

Jock: I understand what he is saying, but it still not fair. I would think my numbers and time-slot would make me an important part of the big picture. Some of these guys around here get three and four remotes a month. So how should I approach the OM to get him to even consider the same type of full-blown remote thing at our place? I am thinking he is going to just say no and that things will work out; it's been two years and I have seen nothing different. That includes the over-the-air quality of some of remotes.

Coach: Bring it up in your next one-on-one with your OM; don't do it in a jock meeting. Above all, do not be confrontational ... present it to him calmly. You mentioned your station's remotes don't sound right; is it technical or in the presentation?

Jock: Technical. Something is off, we use these little cheap flip cellphones.

Coach: Who does the physical set-up with remotes?

Jock: Usually it's either the assistant promotions director or one of the part-timers.

Coach: You need to pay attention to see if it's a persistent problem or something that only happens when certain people do set-up. It could be how the monitors are positioned, your cellphone, or something technical. Either way, explain it to your OM when you meet. However, I would think the OM is aware and has been trying to get the problem solved. Office politics is everything at any business, I hope you have not been rubbing too many people the wrong way when it comes to remotes.

Jock: I'm just standing up for myself. The other air-personalities talk about how our remotes sound, but I am the only one to ever bring it up in meetings. However, I will take your advice on trying to tread lightly and dealing with the OM one-on-one and not bringing up my remote situation or the sound of them in meetings any more.

Conclusion

Never count on remotes as a constant revenue source. Remember, being on the air in radio can lead to all sorts of outside opportunities. I know personalities who teach school, do commercial voiceover work, work as auctioneers, operate mobile DJ services, and some have even taken part-time non-radio jobs in various fields. Stay within the stations guidelines for outside jobs, but be proactive with yourself as a product.