Yearly Archives: 2019

Reading – It Can Change Your Life!

While contemplating what our last topic of the year for ENS on Sales would be, I started thumbing through some of the books that I had read and saved over the past 30 years.

They reminded me of when and why I started to read. It was early into my sales career and during our semi-annual goal-setting process. The theme for this particular period was, “How to get better” and the quote used to promote learning was “The man who can read but doesn’t, isn’t any wiser than the man who can’t read”. That quote hit me like a ton of bricks. If you are not already an avid reader, I hope that it has the same effect on you as it did me.

Reading will help you in two incredible ways; you’ll gain knowledge and confidence. These two things, combined with a strong work ethic and a positive attitude, will help you have a great 2020 and beyond!

Here is a list of 20 of my favorite books. The topics vary, but each can help you in life and in business.  I hope you enjoy.

Think and Grow Rich, Napoleon Hill (Getting what you want out of life)

The Richest Man in Babylon, George S. Clason (Financial advice from 8000 years ago)

The Wizard of Ads, Secret Formulas, and Magical Worlds, Roy H. Williams (Advertising and Business)

Mind Gym, Gary Mack (Self-Motivation/Attitude)

Rich Dad Poor Dad, Robert T, Kiyosaki (Advice on financial freedom)

Ice to the Eskimos, Jon Spoelstra (Ideas and creative thinking)

101 Ways to get Luckier (In Advertising Sales), Wayne Ens (Being a better media rep)

Trout on Strategy, Jack Trout (Creating advertising strategies)

The Boys in the Boat, Daniel James Brown (Fiction/Motivation–Team Building)

The Store, James Patterson (Fiction about Amazon. This may scare you a bit)

The Energy Bus, Jon Gordon (On Attitude)

Twelve Pillars of Success, Jim Rohn (Attitude – Motivation)

Winning Every Day, Lou Holtz (Motivation, Life, Faith)

Onward, Howard Schultz (Business)

Ice Cream Maker, Subir Chowdhury (Business, Leadership, Passion)

Leading with Passion, John J. Murphy (Leadership)

Cal Middleton – On Horses and Life, Cal Middleton (Only if you like horses)

Game Plan for Life, Joe Gibbs (Faith and Life)

Christmas Bonus: The Leadership Secrets of Santa Claus, Eric Harvey (Leadership)

We wish each of you a Blessed and Merry Christmas and a Happy, Healthy, Prosperous 2020!

A Politically Incorrect Message

Those of you that have been receiving our ENS on Sales for the past several years, know that at this time of year Wayne posted his politically incorrect “Merry Christmas” message.

Now that Wayne is retired and basking in the Florida sun at Christmas time, it’s my turn to carry on his tradition, although, I will put my own twist on it.

First, I agree with Wayne, that “politically correct’ is an oxymoron. Politicians, to at least 50% of the public, are never correct and now more than ever seem to put more emphasis on getting elected or re-elected than doing what’s right.

However, unlike Wayne, I NEVER agonized over saying “Merry Christmas” to people. If I were to guess, I doubt Wayne ever really agonized over it either, as he is one of the nicest men you will ever meet. I think he was just being “politically correct”!

As they say, “Christmas” (the birth of Christ) is the reason for the season, and “Merry” means to be joyful, to celebrate. So, if by saying “Merry Christmas” I offend you, I apologize, but I am not sorry! I too believe in recognizing the role that history and heritage play in making people, nations, and cultures what they are, and it’s something I am not ready to deny! Likewise, I am not offended at all when a friend believes differently than I. I am simply honored to be called their friend regardless of their religious or political views.

So, as you celebrate this Christmas season, count your blessings. We are fortunate to be working in such a great profession with such talented people. You get to be creative and you play a major role in helping others be successful. While our work is serious, it’s also fun and rewarding. You get the opportunity to help businesses become more successful, and these successful businesses, in turn, employ more people and pay more taxes. You help non-profits do “good” for others, and you help your communities, towns, and cities become more successful.

We entertain and inform people, adding laughter and insight to their lives. We keep them informed, and we keep them safe. Very few others can say this.

In honor of Wayne, we use his politically incorrect words for our closing;

Merry…Happy…Greetings…Wishes…Seasons…Holidays…Christmas… however you want to say it, we wish you a blessed, safe, and Merry Christmas from Wayne, Angela, Rick and Belinda at ENS Media.

Leap Into 2020

2020 is a Leap Year and it’s just four weeks away. Are you ready for it?

Two weeks ago, we discussed the importance of writing your goals on paper. Today, I’m suggesting you ask yourself one question. That question is, “What is the most important thing you can LEARN in 2020 to get BETTER at what you do?”

Is it, read more? Get healthier? Be more organized? Ask better questions? Become better at servicing your clients? Prospect harder or smarter? Create better presentations? Ask for more annuals? Become a better closer? Learn how to sell radio the right way? Get to work earlier? Waste less time? Invest in yourself with training or education?

Pick one thing, write it down, and put it in a place that you can see it multiple times every day. Don’t be afraid of it, in fact, embrace it, AFFIRM it every day!

Our 2020 theme at ENS Media, for ourselves and our clients, is…

“Take Chances – Learn New Things – Fall Forward”

If you’re ready to grow in 2020 and would like to learn new things, start by writing down what you want to learn and get better at.

We would love to help – if you’re looking for new and exciting ways to grow revenue and develop your team, click here to arrange a phone conversation with Rick.

For individual reps as well as entire sales teams, our SoundADvice program can and will position you as THE advertising professional in your market. Click here to read more about our SoundADvice program.

Additionally, our TOMA Surveys and Seminars, Recruitment Seminars, along with our training workshops, ALWAYS receive rave reviews.

To see a complete list of how we can help grow your revenue and train your sellers and clients, go to our website,


I am Thankful for my family,
I am Thankful for my friends,
I am Thankful for my community,
I am Thankful for my career choice,
I am Thankful for my abilities and those who have taught and guided me,
I am Thankful to live in America,
I am Thankful for our neighbors to the North. Canada is a great country full of great people!
I am Grateful for all things,
I am Blessed!
On this Thanksgiving and every day, I hope that you too are Thankful, Grateful and Blessed!

Write ’em Down

It’s that time of year. Time for setting budgets and goals for 2020.

Let’s start with the difference between budgets and goals. Budgets are what you think you will do for sales in 2020. Goals are what you want. There’s a huge difference between what you think and what you want!

The budgeting process is fairly easy. You did this much last year, and you plan on or think you can do this much next year. OK, there’s a little more to it than that, but in a nutshell, that is budgeting.

Goal setting should be much more in-depth on a professional AND personal level.

Setting goals is the time when you reflect on what you accomplished last year and what you want to accomplish next year. Goals are more than just your sales and money. Equally important, or even more so, goals should be about what you want and how you will grow professionally, and what you want personally for yourself and your family.

Goals are the fuel for your fire!

While statistics vary, most professionals agree that by committing your goals to paper, you increase your chances of reaching them by 42%.

Here are some things to include in your goal-setting process:

·      List 5 new clients you want to have on the air by July 1st (the number of accounts/clients can vary)

·      List 10 clients that you want to increase in 2020 by July 1st

·      List 10 clients that you want to add/upsell, i.e. add a station, add digital, add streaming, etc.

·      List 5 things you accomplished in 2019 that you are most proud of

·      List 5 areas of the sales process you need to improve on in 2020, i.e. prospecting, upselling, CNAs, etc.

·      List 5 things you will do to help improve yourself, i.e. read books, attend seminars, be more organized, become healthier, affirmations, etc.

·      List 5 things you want to accomplish for your family in 2020, i.e. new home, car, vacation, savings account, reduce debt, motorcycle, healthier lifestyle, etc.

By consciously thinking about what you want to achieve and then writing it down, you will be on the path to achieving your goals.

Many people have been quoted as saying, “Goals not written down are just dreams”. While there is nothing wrong with dreaming, you’re much more likely to fulfill your goals than you are your dreams!

What do YOU want in 2020? Write ’em down!!