ENS on Sales

ENS on Sales is Rick's free weekly tip for Media Reps and Managers.  We provide short, useful advice every week to help guide media reps and managers to become better at what they do.  Many managers tell us they find the tips as useful topics for sales training, and media reps find some of the topics useful as client leave-behinds.  We address topics such as:

• Time Management
• Ad Writing and Creativity
• Creating Strategy
• Effective Advertising
• Prospecting
• Motivation
• Goal Setting
• Best Selling Practices
• And much more

Sign-up to get your free copy in your email every week.  You are also welcome to view our archives on the right.

Current ENS on Sales Issue:

“You Can’t Grow Without Radio”

(And He’s Got the Receipts)

There are a couple new clips making the rounds in radio land right now. And it’s not coming from anybody inside the radio industry.

It’s coming from one of the biggest advertisers in America. John Morgan, the founder of Morgan & Morgan – a law firm that’s grown into the largest personal injury firm in the country (probably the world) has a pretty blunt take on advertising:

“You can’t grow without radio.”

That quote comes from a recent article in Radio Ink titled “John Morgan’s Advertising Truth? You Can’t Grow Without Radio.”

This Isn’t Theory. He’s Walking the Walk.

Morgan has been using radio for over 35 years. And he’s willing to tell the world that Radio is a must-have if you want to grow.

His company spent an estimated $350 million on advertising in 2025 alone (Radio, TV, Billboards, Streaming TV, Streaming Audio, Google, Facebook, etc.) – with plans to go even higher.

That’s not dabbling. That’s commitment.

And when someone at that level says:

• “I don’t spend money for no reason… I buy radio because it works.”
• “I can tell my story… I can grow my business.”

…it should stop every advertiser (and you) in their tracks.

Morgan isn’t saying “radio is magic.” He’s saying something deeper – and more important:

Growth requires reach, repetition, and story.

Radio delivers all three:

• Reach → You can touch a lot of people quickly
• Repetition → You stay top-of-mind over time
• Story → You can actually say something meaningful

Here’s another quote from John Morgan…

“Nothing’s about today… everything’s about tomorrow.”

That’s not a media statement. That’s a business philosophy. He knows what it takes. He’s proof that “getting famous” with broadcast advertising is about consistency and investing properly in it.

One Last Thought

When a local business owner pushes back on radio, it’s easy to get defensive. Don’t. Just remember:

You’re not arguing an opinion. You’re representing a medium that helped build a national brand spending hundreds of millions of dollars a year.

And sometimes the most powerful thing you can do is simply say:

“Hey… don’t take my word for it. Take his.”

******* Which is even more reason to record your team’s client success stories and use them in your presentations!

Starting right after you click the link on that John Morgan Radio Ink article.

NEVER Stop Learning – Get Better Every Day!
Duane Christensen & Rick Fink
ENS Media
www.ensmediausa.com

If you’d like to learn how our SoundADvice program can help your entire Radio sales team open more doors, protect more clients, and create more revenue, simply email [email protected] to request a pdf with all the details and pricing. And it costs LESS than 3 lattes a week.