James Catledge

The radio station is in Salt Lake, but I don't want to drive up there every day. I want to handle accounts in Utah County where I'm going to go to school, where my apartment is. And he says, well, we got a guy down there. I said, what if I outsell him? Will you give me Utah County? He goes, well, you can both be in Utah County. I said, okay.

The radio station is in Salt Lake, but I don't want to drive up there every day. I want to handle accounts in Utah County where I'm going to go to school, where my apartment is. And he says, well, we got a guy down there. I said, what if I outsell him? Will you give me Utah County? He goes, well, you can both be in Utah County. I said, okay.

He says, we also have some orphan accounts in Utah County that they no longer advertise with us. I'll give you that binder full of orphan accounts. And so what I did is I needed the history on how much they had spent. And I built a chart who had spent the most over the longest period of time. Those would be the ones I would start with. And what I did, we had cassette recorders back then.

He says, we also have some orphan accounts in Utah County that they no longer advertise with us. I'll give you that binder full of orphan accounts. And so what I did is I needed the history on how much they had spent. And I built a chart who had spent the most over the longest period of time. Those would be the ones I would start with. And what I did, we had cassette recorders back then.

He says, we also have some orphan accounts in Utah County that they no longer advertise with us. I'll give you that binder full of orphan accounts. And so what I did is I needed the history on how much they had spent. And I built a chart who had spent the most over the longest period of time. Those would be the ones I would start with. And what I did, we had cassette recorders back then.

I wrote the commercial. before I do visit one. And I got the morning announcer who's famous on the radio. Okay, Mark Van Wagner was the guy's name. I'll never forget this because no one knows I'm doing this and you're not really allowed to do this. I get him to record the copy as though it's a sold commercial. I haven't even visited the place yet to try to pitch it.

I wrote the commercial. before I do visit one. And I got the morning announcer who's famous on the radio. Okay, Mark Van Wagner was the guy's name. I'll never forget this because no one knows I'm doing this and you're not really allowed to do this. I get him to record the copy as though it's a sold commercial. I haven't even visited the place yet to try to pitch it.

I wrote the commercial. before I do visit one. And I got the morning announcer who's famous on the radio. Okay, Mark Van Wagner was the guy's name. I'll never forget this because no one knows I'm doing this and you're not really allowed to do this. I get him to record the copy as though it's a sold commercial. I haven't even visited the place yet to try to pitch it.

But I want the commercial recorded by a good, soundy disc jockey. I've written the copy. I like the copy. He likes the copy. Only people who ever approach the morning or afternoon drive car are people who have sold ads. Well, he's assuming these ads are sold. I don't have the discussion about where they are or aren't.

But I want the commercial recorded by a good, soundy disc jockey. I've written the copy. I like the copy. He likes the copy. Only people who ever approach the morning or afternoon drive car are people who have sold ads. Well, he's assuming these ads are sold. I don't have the discussion about where they are or aren't.

But I want the commercial recorded by a good, soundy disc jockey. I've written the copy. I like the copy. He likes the copy. Only people who ever approach the morning or afternoon drive car are people who have sold ads. Well, he's assuming these ads are sold. I don't have the discussion about where they are or aren't.

I go down with my cassette recorder that I purchased, play these ads, and I'm getting people to say, wow, who produced that? I say, well, I had a morning guy do it. And he said, we don't even have a contract with you. I said, not yet. I said, but I know if you see it the way I see it, you wouldn't want to do business with anybody else. Who else is writing your ads ahead of a relationship?

I go down with my cassette recorder that I purchased, play these ads, and I'm getting people to say, wow, who produced that? I say, well, I had a morning guy do it. And he said, we don't even have a contract with you. I said, not yet. I said, but I know if you see it the way I see it, you wouldn't want to do business with anybody else. Who else is writing your ads ahead of a relationship?

I go down with my cassette recorder that I purchased, play these ads, and I'm getting people to say, wow, who produced that? I say, well, I had a morning guy do it. And he said, we don't even have a contract with you. I said, not yet. I said, but I know if you see it the way I see it, you wouldn't want to do business with anybody else. Who else is writing your ads ahead of a relationship?

And so I ended up having this, Gene Harvey Chevrolet is my very first client down in American Fork, Utah. And they're laying big bucks out for advertising. And it's an orphan. And I'm restoring all the orphans. So eventually, it took six months. I'm the number one guy in Utah County. I go back to my guy and I said, my sales manager, all these names are coming to me, the memories of these fellows.

And so I ended up having this, Gene Harvey Chevrolet is my very first client down in American Fork, Utah. And they're laying big bucks out for advertising. And it's an orphan. And I'm restoring all the orphans. So eventually, it took six months. I'm the number one guy in Utah County. I go back to my guy and I said, my sales manager, all these names are coming to me, the memories of these fellows.

And so I ended up having this, Gene Harvey Chevrolet is my very first client down in American Fork, Utah. And they're laying big bucks out for advertising. And it's an orphan. And I'm restoring all the orphans. So eventually, it took six months. I'm the number one guy in Utah County. I go back to my guy and I said, my sales manager, all these names are coming to me, the memories of these fellows.

And I said, look, I need my clothes dry cleaned. I don't have time to iron clothes. He says, here's what you do. Go down and get a 50% cash, 50% trade account under dry cleaners. I said, okay, so basically all his ad dollars are half in trade, half in cash. He goes, exactly. They'll do it for 50% to be on the station. I said, what if I do it at my favorite restaurant? He says, okay, 50-50.

And I said, look, I need my clothes dry cleaned. I don't have time to iron clothes. He says, here's what you do. Go down and get a 50% cash, 50% trade account under dry cleaners. I said, okay, so basically all his ad dollars are half in trade, half in cash. He goes, exactly. They'll do it for 50% to be on the station. I said, what if I do it at my favorite restaurant? He says, okay, 50-50.

And I said, look, I need my clothes dry cleaned. I don't have time to iron clothes. He says, here's what you do. Go down and get a 50% cash, 50% trade account under dry cleaners. I said, okay, so basically all his ad dollars are half in trade, half in cash. He goes, exactly. They'll do it for 50% to be on the station. I said, what if I do it at my favorite restaurant? He says, okay, 50-50.