SAN DIEGO – After 38 years of service in newspaper advertising, senior account executive Mike Fahey, a high-profile presence selling print and digital advertising in Ocean Beach, Point Loma and La Jolla, has retired.
Fahey originally was employed with San Diego Community Newspaper Group (Mannis Communications) and most recently with Number Six, a partner with Times of San Diego.
Fahey’s journey in the newspaper advertising business began in 1987 when he joined his friend David Mannis and his partner to help them start a pennysaver-type paper in the Imperial Valley called the Valley Shopper. There, he cut his teeth on advertising sales and learned all phases of the publishing business.
After 10 years, he moved back to San Diego and started selling advertising for the Peninsula Beacon, part of the San Diego Community Newspaper Group. He worked there for 28 years.
Fahey noted he will miss his work family, adding that some of his co-workers have been there as long as he has – all 28 years. “In today’s work world, that’s pretty amazing,” he said.
As an advertising sales rep, Fahey said you’ve got to not only believe in yourself, but in what you’re selling. “I’ve always believed that the papers were effective, that they do what they say they’re going to do.”
Fahey added that the role involves consulting as well as sales. “Just like any other job, you have to enjoy it. In this case, you have to enjoy talking to people and helping them with their business.”
Fahey noted that sales reps need to be committed, patient and “rejection-resistant” to survive and thrive. “You have to be persistent and just have to let the negative stuff run off. Not listening to the rejection is important, too, because in most cases, it’s going to be one out of 10 (new businesses) that are actually going to advertise with you. But it does get easier as you add more regular advertisers.”
Fahey gave kudos to the Ocean Beach community, noting that working with them has been like being part of an extended family.
“There are people here I’ve been working with for 20 years,” he said. “Once you get past that initial resistance, it ends up turning into like a relationship. I know everyone on this block (of Newport Avenue). It’s like walking in and talking to a friend.”
Added Fahey, “The Ocean Beach MainStreet Association is amazing in how well they support local businesses and have been really helpful connecting me with businesses and supporting the Beacon.”
On Jan. 22, Fahey was one of several people presented Milestone and Community Partner Awards at the Ocean Beach MainStreet Association’s annual community celebration.
The sales industry has become a little more difficult over time, pointed out Fahey. “Over the years, it’s been a little more difficult because there’s so much competition, like online advertising. When Number Six took over the advertising last year, we were able to provide the digital services we had been competing with.”
Sales is one of those occupations that just “never shuts off,” Fahey said. “People are calling you at all hours, and there are deadlines that you’ve got to deal with. But it is rewarding knowing that you’re helping people build their businesses. “
As newspapers and digital journalism change and face challenging times, Fahey is optimistic that the profession that’s sustained him for more than a quarter century will continue.
“I still think there’s a place for it,” he said. “Digital is a good addition to it because it just reinforces the print. There’s always going to be a place for community newspapers.”
Advising others interested in pursuing an advertising career, Fahey counseled: “It’s great, but a lot of work. You’ve got to enjoy talking to and helping people. It’s a numbers game. The more people you see, the more people you talk to, the better you’re going to do.”
Did landing a difficult client give you a sense of fulfillment? “It feels good,” Fahey replied. “I enjoy talking to people and hearing their stories.”
When asked what he intends to do more of now that he’s retired, he said he wants to spend more quality time with his large family and grandkids, which he wasn’t able to do enough of while working. Fahey also plans to get more mountain biking in and give pickleball a shot. Traveling more is also on his bucket list.
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