September 2020 • Issue 192
The Monthly DJ Newspaper
Labor Day By Mike Walter
The idea of celebrating the American worker, and making it a holiday, goes back over a hundred years. And though it’s origins come from union groups, which can be a polarizing subject, few would argue Labor Day is a worthy holiday. It’s a day set aside each year to acknowledge our collective hard work and, in doing so, recognize that a robust economy is dependent on jobs and people performing those jobs.
That’s what makes Labor Day 2020 so unique. Many of us have been forced out of our jobs or had the opportunities to work in our trade severely limited. These next two months are great examples. Without COVID, my company would have done well over 100 events in September. And we would have easily surpassed 150 in October (with its 5 Saturdays and “busiest day of the year” 10/10/20). When all is said and done, we’ll be lucky if we do 50 events these next two months. Combined.
The DJNTV Insider Edition And the amazing thing is, most of my staff wish they were out there performing. The odd party that takes place these days is met with desperate enthusiasm from whoever is DJing it. I know because sometimes it’s me, and I wake up the morning of a party with more anticipation and excitement than I have since my earliest days of DJing (way back when Labor Day was less than a hundred-yearold tradition). Perhaps you feel the same. I know many DJs from across the country that I network with and have become friends with, tell me they feel similarly. It’s like the lyrics from my favorite Eighties High Hair Band, Cinderella: Mike Walter Continued On Page 3
In This Issue:
Page 1: Mike Walter Page 2: Mitch Taylor Page 4: Alan Berg Page 6: Ron Ruth Page 8: Thomas Heath Page 9: Michael Lenstra Page 10: Brian Kelm Page 11: Harvey Mackay
Page 12: Kristin Wilson Page 14: Rob Ferre Page 15: Jason Alexander Page 15: Different Spin Page 16: Rachel Cruze Page 17: Jeffrey Gitomer Page 18: Matt Anderson Page 19: Music Charts
Failure Isn’t Failure
Disc Jockey News • September 2020 • Page 2
By Mitch Taylor
Failure isn’t failure if you learn from it. Someone has to take the risk and prove that something else can be done beyond the status quo. This thought process came to me, believe it or not, by binge-watching ESPN’s 30 for 30 series recently and stumbling upon their episode “This Is The XFL.” Let’s set the scene. It’s 2001. The NFL ratings were doing OK, but it wasn’t the juggernaut that it was 3 to 5 years ago. NBC and the World Wrestling Federation, which at the time was called the WWF and owned by Vince McMahon, introduced the XFL as a joint venture. You may not know this about me, but I’m actually a pretty big wrestling fan, even having been to three Wrestlemanias.
Back then, taking on the NFL was a HUGE undertaking. The 30 for 30 episode goes deep into what was going on at that time with the joint venture, exposing the fact that they didn’t really have
really felt he was invincible (pardon the pun). These two driven gentlemen had a vision for something greater by contrasting the No Fun League that the NFL had become. History now shows us that the
a game plan, they didn’t have coaches or players or anything then, 12 months later, they’re doing it. The genesis of the XFL was the fact that NBC lost their television deal to upstart Fox Sports, and Dick Ebersol of NBC wanted alternative programming. WWF was riding a HUGE high of business at this point, having just gone public and buying out their competition for pennies on the dollar. Vince
XFL had a meteoric rise and came crashing to a close all within 16 months. Let’s examine the how and why of the XFL’s failure. There were many missteps along the way. WWF definitely knew entertainment, and the XFL drew eyeballs and big ratings for its first game. The 2nd game saw a failure of catastrophic proportions for the league Mitch Taylor Continued On Page 5
Disc Jockey News • September 2020 • Page 3 come. So I remain positive about the future, e v e n while I sit home m o r e Saturday nights that I have in decades. This Labor
Day, think long and hard about your career. If you’re like me and can’t wait to get back to working regularly, and not just for the Benjamins, raise a toast to yourself. You’re fortunate enough to have found an industry you love and have a passion for. And that’s why you’re so good at it! Mike Walter is the owner of Elite Entertainment of New Jersey and a nationally recognized expert in the area of multisystem company development and staff training. You can contact Mike at mikewalter@discjockeynews.com.
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Mike Walter Continued From Page 1 “Don’t know what you got, til it’s gone.” Our industry isn’t gone. But it was put on pause for months, and the reopening (at least here in New Jersey) has been slow and inconsistent. A n d here’s my optimistic spin on that. If you wish you were DJing more these days, and not just because of the money you’re missing out on, but because you love rocking dance floors... you love making couples happy on their wedding day... you love mixing music and watching people react when you drop the perfect track at the perfect time, taking the dance floor to one more impossible level . . . you love blowing people away with your light show, transforming a boring banquet room into a high-end night club... you love leaving an event and driving home on that performer’s high we all get after a great party... if that describes you, consider yourself lucky! Do you realize how many workers have Labor Day off and sit around most of the day complaining about their jobs? Do you know how many people punch a clock and hate their careers? Do you know how many people had the opportunity to go back to work earlier this year, but choose the $600 per month extra unemployment because they’d rather sit at home than go to work? Lots. I know plenty of them. I know plenty of people who despise what they do and cross the days off their calendars waiting until they can retire. That’s not me. And if you love DJing, I’m sure it’s not you either. Our industry has suffered greatly. And not just DJs but everyone in the event industry. I am good friends with banquet people and photographers and limousine drivers, and we are all frustrated and broke. But there is a light at the end of the tunnel. The greatest minds in the world are working on cures and vaccines, and as someone who believes in science, I’m optimistic things will start happening on that front by the end of the year. I also look at my 2021 calendar and know I’ll be recouping a lot of that lost 2020 in-
Disc Jockey News • September 2020 • Page 4
It’s Only Like Groundhog Day if You Let It Be By Alan Berg
Does it feel like every day is the same, or is it just me? Sometimes I forget what day of the week it is, or the date, and no, I don’t think it’s just my age, or suffering from what we like to call “CRS” – Can’t Remember S… (you decide what comes next). I’m just not used to being home this much, and there was more of a variety in my schedule on the road. To be fair, when I was traveling a lot, I often didn’t know what day of the week it was, either (CRS?). But this feels different. The more things change, the more they remain the same. Are our days really like the movie Groundhog Day, where Bill Murray keeps waking up on the same day, and living it all over again? Well, let’s see. Today is Sunday, so what have I accomplished? I went for a 2-mile walk while doing French lessons on the Rosetta Stone app, had breakfast, ran some errands (buying more face coverings that, hopefully, don’t fog our glasses as easily), got lunch, had our weekly 4-State/4generation family Zoom call (ages 3½ to 90), made a short video promo, completed a Keynote presentation deck for tomorrow, wished my connections Happy Birthday on Facebook and LinkedIn, and now, I’m writing this article. Is that a normal day for me? Well, I try to work out and do French lessons every day. I wish my connections
Happy Birthday on FB and LI every day. I eat breakfast and lunch, although I don’t usually go out to get it. I’m not usually making daily videos and not always working on presentation decks. It feels like I’m on Zoom calls every day, but not with my family. And I don’t write articles every day. So, today really isn’t the same as every other day, it’s similar. Where’s your focus? So, if our days really aren’t exactly
the same, why does it feel that way? It’s because we focus on the sameness, not the different parts, that is, unless those different parts are memorable. If you landed a big sale (or these days almost any new sale), that would be memorable. If you checked off something notable from your to-do list (whether personal or professional), that would be memorable. If you launched a new website, or significantly updated your current site, that too would be memorable. Many of you have heard me present on or read in my book “Your Attitude for Success”, about the difference between your To-Do List and your Today List. Our Today Lists are the parts that seem to be more like Groundhog Day, mostly because they’re the things in our lives that we have to get done Today. Things like answering emails, paying bills, walking the dog, cleaning the litter box, taking the kids to school (which may be down the hall) or to the park, doing the laundry… those are Today List items. What have you accomplished since March? Your To-Do List items are the bigger picture things. The things that you know you want to do, if you would only al-
locate the time to them. Notice I didn’t say “if you only had the time,” because we’re not getting any more time, we’re just using our 24 hours each day the way we prioritize them. When you break down those big things into little pieces and do even a small piece that moves that project forward, it’s a great feeling, and a memorable event. Writing some words towards that book you’ve been wanting to write is a small piece from a To-Do List. Buying the materials to be ready to paint a room in your home or office, is a piece of a To-Do List item. I finally got around to creating custom editions of my book “Shut Up and Sell More Weddings & Events”; one for Caterers & Venues and one for Disc Jockeys (entertainers, lighting, and photo booth companies). “Snap out of it!” In the movie Moonstruck, Cher slaps Nicholas Cage and yells, “Snap out of it!” When you’re feeling like you’re getting nothing accomplished, give yourself a virtual slap from Cher. You get to prioritize your own time. Sure, sometimes it feels like outside forces are doing it for you, and yes, sometimes you need to put out the fires in front of you. But many times, we get like a deer in headlights, unable to move from what we’re doing, even though we know we should be doing something else. Have you ever gone down the rabbit hole on Facebook, Instagram, YouTube or Amazon, getting “stuck” on that platform, wasting time you later wished you could get back? Just one more post, or page, or video, or product… and poof, another hour gone. Been there, done that. Change your priorities Just as we’re not going to get more time, we’re not going to get those things done unless we change our priorities. They’re yours alone to change. For me, working out in the morning is important, as I know that once my day gets going, exercise will not make it onto my schedule. Similarly, I do the FB and LI birthday wishes first thing, before I work out, that way I know they’re done (and with ‘friends’ all over the world, it’s almost the end of some of their birthdays by the time I get going). I tend to write my arAlan Berg Continued On Page 5
Disc Jockey News • September 2020 • Page 5 Alan Berg Continued From Page 4 ticles (like this one) in the evening or on the weekend, when there’s less distractions from email, texts, WhatsApp, social media and occasionally, the phone. No matter how I try to write these articles, or my books, during the workday, I never seem to give them the undivided attention they need. I used to write them on planes, but that’s off my plate for a while. So, instead of lamenting over how I can’t get them done, I adjust my time to do them when I know they’ll get done. Can you relate? Moving Groundhog Day back to only once a year The actual Groundhog Day is February 2nd, each year. That’s right, only one day where the little town of Punxsutawney, Pennsylvania gets the attention of millions, who want to see if the groundhog will see its shadow. If he, or she, sees its shadow, the legend states that there will be 6 more weeks of winter. If it can’t see its shadow, supposedly spring is on the way! If every day is feeling the same to you, like you’re living in your own version of Groundhog Day, the movie, then I urge you to write a new script. Envision your own remake of the movie, with you as the star, but blow up the premise and change what you do today, and tomorrow, and the next day. The changes don’t have to be big, but it would help if they were memorable.
Make time to eat an elephant Have you ever heard the old adage “How do you eat an elephant? One bite at a time.”? That’s the way to change your script, one little change at a time. Break down those To-Do List items into little bites and do something. Get an accountability buddy and tell her what you’re going to do and have her check in with you to make sure you’re actually doing it. Join a Mastermind Group so you’ll be accountable to the group… and they’ll be accountable to you (guilt is a great motivator). Get a mentor, no matter how long you’ve been in business. Get a coach. The best athletes in the world have coaches, not because they want to get good, rather because they want to get better. The never-ending pursuit of getting better, and more importantly, knowing that you CAN get better, is a great motivator. And, if you feel like you always have a new competitor opening up, then getting better is the best way to stave off the competition, new and established. Remaining stagnant makes it easier for competitors to take market share from you. Adapt or die If these unprecedented times have taught us anything, it’s that we need to be adaptable. OK, they also taught us how important that emergency fund would be (if you have one, good for you, and if you
don’t, now you know how important that will be going forward). Whether you’re revamping your current products and services, or creating new ones, adapting is important, regardless of what’s going on in the wedding & events world. One of my clients said it well: “I’ve always been able to sell my way out of a recession, but this is different.” Yes, it is. A normal recession doesn’t affect the wedding industry as much as other industries. I’ve been around the industry long enough to have seen many, many ups and downs, only for the wedding industry to keep chugging along. Sure, we may have had some bumps and bruises along the way, but nothing prepared us for a total shut down of the industry. If ever there was a time to get creative, this is it. Whether going it alone, or with a Mastermind Group, mentor or coach, start scanning the horizon for opportunities. They’re out there, if your eyes and ears are open to them. Let’s all relegate Groundhog Day back to only February 2nd. Alan Berg has been called “North America’s Leading Expert and Speaker on the Business of Weddings and Events”. Find out more about his speaking, website reviews, consulting, books, DVDs and audio presentations at http:// www.AlanBerg.com - email or call Alan, 732.422.6362
Mitch Taylor Continued From Page 2 when, of all things, an employee forgot to put gas in the backup generator, and when the venue lost power, hundreds of thousands of homes had no football to watch, which drove away the fans by the thousands. That, and of course, the caliber of play wasn’t even close to the NFL. One can chalk those reasons as to the big failure. However, there are always at least two sides to every story. What good came out of the XFL? The biggest success that came out of the upstart league was INNOVATION. The XFL gave us brand new access to players, new camera angles that changed the way the general public watches the game of football. It brought personality back into sports with stars like “He Hate Me.” The NFL learned from the rogue league and improved their production style to match and exceed the XFL standards. How does this apply to you and your DJ business? Take a lesson from Dick
and Vince. You must take risks. One can argue that the XFL wasn’t a very calculated risk, what with trying to create a whole league in less than a calendar year. However, you have to have vision to change the game. What’s your vision for the future of your business? Of your life? Look for ways you can innovate your process. It doesn’t matter what part of your business it is in; just look for whatever it is that you’ve been doing the same exact way forever and ask yourself, “Is this serving my client the best way possible?” If it’s not, innovate it. Ask your clients how you can improve it to their benefit. If they could design that part of your business, what would it look like? One more lesson to take from this is when you fail, fail fast. Then, alter your course and chart a new direction. You have to have measurements in place to know when to pull the plug and when to go get more resources. Vince and Dick
pulled the XFL plug after just one year, even though both committed to a twoyear agreement. XFL The XFL was resurrected this past year and was going well until COVID-19 hit. Vince had the itch to innovate again. I hope you get that itch too in your business, especially during these times. Beautiful things come out of innovation, and it’s up to us to explore deep inside, find inspiration, and grow again in each of our businesses. Mitch Taylor is an 18 year veteran of the mobile disc jockey industry, starting out on the cruise ships of Carnival Cruise Lines. He is a member of the American Disc Jockey Association. Mitch owns and operates Taylored Entertainment in the Upper Peninsula of Michigan and can be reached at 906.786.6967 or via email at mitchtaylor@discjockeynews. com.
Disc Jockey News • September 2020 • Page 6
Don’t Let Adversity Keep You From Fulfilling Your Dreams By Ron Ruth
A few days ago, my wife, Debbie, and I took a much-needed escape from the pandemic thoughts, with a day-cation trip to Marceline, Missouri. Marceline is only a 2-hour drive northeast of Kansas City on two-lane roads that wind through beautiful, peaceful farming communities, and it was also the home to Walt Disney from spring 1906, when he was just 4-years old, to late 1910. Marceline is also the home of the Walt Disney Hometown Museum. Located within a 2-story train station, the museum displays over 4,000 items that come from The Ruth Flora Disney Beecher Collection. Ruth was two years younger than Walt and was his only sister. According to dozens of resources, Walt treasured the time he spent growing up and dreaming in Marceline, where he said he experienced the defining moments of his childhood. He wrote to The Marceline News in 1938, “More things of importance happened to me in Marceline than have happened since—or are likely to in the future.” It was in Marceline, a young Walt sold his first drawing to a neighbor and attended the play, “Peter Pan,” a role he reprised at his elementary school. He recruited one of his older brothers, Roy, to man the ropes and weights that enabled Walt to fly. It was also in Marceline that Walt fell in love with trains and the railroad. His uncle, Mike Martin, was a Santa Fe Railroad engineer. According to lore, Uncle Mike would stop the train very close to the Disney farm, about one mile from the Marceline depot, and give a special toot of the train whistle that summoned Walt to come running and join him as they’d bring the train into the station together. It is said that those early experiences of “riding the rails” is where Walt got a lot
of his stories about the railroad. As a matter of fact, in their 1956 return to Marceline, Walt and his brother Roy sponsored the Midwest premiere of “The Great Locomotive Chase” at the Uptown Theatre in Marceline. The brothers even greeted each and every citizen as they came through the doors. The CinemaScope adventure film, based on the real Great Locomotive Chase of 1862, was a testament to Walt’s love of trains—and Marceline. Walt’s recollections of Marceline’s quaint, shop filled main street inspired the
design of Disneyland’s Main Street USA. His nostalgia inspired many of his films, and most importantly, many of the Disney characters adored by millions today were given birth through his memories of his boyhood in Marceline. In just five words, the town’s motto captures Marceline’s significance to the life and legend that was and is Walt Disney: “Where Walt found the Magic.” There’s so much more Disney history in Marceline that I could share, like having Walt returning to town twice in the 1950s and 1960s to dedicate a swimming Ron Ruth Continued On Page 7
Ron Ruth Continued from Page 6 pool and elementary school that had been named after the town’s favorite citizen. Or how, after the Midget Autopia attraction had been retired from Disneyland in the mid-’60s, he donated it (along with the track) to the city—the only time a Disneyland attraction has ever been in operation outside the confines of the theme park. Walt died shortly after that donation leaving behind his soon tabled work on the Marceline Project, part theme park, part educational center that would have been located on the old, 40acre Disney family farm. As Debbie and I explored the artifacts and history of the museum, I found myself not only setting aside thoughts of the pandemic and the business hardships that have come with it, I also found inspiration… not so much in knowing of Walt’s eventual successes, but in how he overcame a number of adversities along that journey. Through perseverance and resilience, he always came out stronger on the other side. As he put it himself, “All the adversity I’ve had in my life, all my troubles and obstacles, have strengthened me. You may not realize it when it happens, but a kick in the teeth may be the best thing in the world for you.” And boy oh boy those adversities were plentiful. At the conclusion of World War I in 1919, 18-year-old Walt Disney was already a very talented artist that had studied at both the Kansas City & Chicago Art Institutes. After serving in the Red Cross in France, he came to Kansas City with the hope of finding work as a political caricaturist or cartoonist. The first job he applied for in that field was with the Kansas City Star newspaper, but he was sent packing because the editor felt he “lacked imagination and had no good ideas.” In 1920, after a temporary stint at an ad agency, an imaginative and industrious, 19-year-old Disney believed he was ready to start his own animation company. He set up shop in the second story of a building located in midtown Kansas City. With only one employee’s assistance, Walt worked a deal with a local theatre owner to show his cartoons in his movie theatres. The cartoons proved to be very popular and it wasn’t long before Disney was able to hire a number of talented animators to come work for him. In 1921, things were going so well for his company that Disney incorporated Laugh-OGram Studios. But, between the high salaries, Walt was paying his artists and his inability to make a profit on his studio’s expen-
Disc Jockey News • September 2020 • Page 7 sively produced cartoons, plus his ineptness as a money manager, it wasn’t long before Laugh-O-Grams was bogged down in debt. On Jan. 4, 1923, the landlord sued for unpaid rent. Employees began quitting due to unpaid salaries. Disney could no longer afford to pay boarding house rent, so he started sleeping in his studio. He would run up a food tab at the Forest Inn Café on the building’s first floor. Once a week he would pay a dime to take a bath at Union Station. When he was unable to pay his cafe tab, he ate beans from a can and leftover bread at his desk. At times a crumb or two would fall to the floor. Those tiny morsels became a feast to a small mouse living behind a hole in the studio’s wall. Walt was amused by the little creature and would, on occasion, intentionally leave a trail of bread crumbs for the mouse to follow, just so he could observe him. They eventually became “pals.” In July, 1923, with Laugh-O-Gram in bankruptcy, Walt sold his camera and bought a first class ticket on a train bound for Los Angeles to try his hand at directing. But he failed at that, too. However, noticing that there weren’t any animations studios in California, Disney convinced his brother, Roy, to help him set up shop. In 1927, with the adversity of bankruptcy behind him, Disney found his first major success with the creation of a character he created called Oswald the Lucky Rabbit. But that success was robbed from him by a scrupulous film distributor in New York who, through a nefarious contract Disney had signed early in their business relationship, claimed trademark ownership and took over all rights to the character. But Walt was a survivor and didn’t let that adversity keep him down. On the train ride back from New York to L.A., Walt and his wife Lillian had a brief layover in Kansas City where Walt was reminded of the little mouse he had befriended at his old laugh o gram studios. Inspired by that memory, Walt spent the remainder of his journey to LA sketching out his next big enterprise, a cute little mouse that he named “Mortimer” but later changed to “Mickey” at the suggestion of his wife. Three Mickey Mouse cartoons were quickly produced. The first two didn’t sell. Bankers rejected the concept of his famous mouse over 300 times. So Walt added synchronized sound to the last one, Steamboat Willie (1928), and it was immediately a hit. It became the first cartoon to use synchronized sound. Walt quickly earned his way back to the top of his industry and earned his first Oscar for the
creation of Mickey Mouse. Even with his success, Disney still faced challenges in keeping his business afloat. Not only was he overworked, tensions led him to have a nervous breakdown. After taking some time off to recuperate, he returned with a bold new idea: He would develop the first full-length animation feature, which he’d title “Snow White and the Seven Dwarfs.” It was released in 1937 and become a huge success at the box office, yet the films that followed — “Pinocchio” (1940), “Fantasia” (1940), and Bambi (1942) — would end up being flops. What’s amazing is that all of these adversities and setbacks never slowed him down. A lesser man would have quit. Fortunately for all of mankind, he always found a way to bounce back because he also believed, “The difference between winning and losing is often not quitting.” For much of Walt’s life, he faced all sorts of adversity from lack of finances to labor disputes, to a stoppage of income during World War II, to a disastrous opening day (later referred to as Black Sunday) at Disneyland in July 1955. But because Walt was a very determined and resilient visionary, his perseverance through adversity (especially Disneyland) he never gave up and eventually---adversity led to greater successes. But here’s the thing. Perseverance and resilience are not exclusive to Walt Disney. There are a number of notable business owners and entrepreneurs who have overcome adversity through their tenacity and will to succeed. You are no different. Overcoming adversity in your life or business, especially in these difficult and uncertain times, relies on a combination of hard work and a never say die attitude. As Walt would say, “When you believe in a thing, believe in it all the way, implicitly and unquestionably.” Embrace the value of perseverance and resilience knowing, just as he did, that adversity can lead you to more worthwhile activities and even greater successes. Don’t let adversity keep you from fulfilling your dreams. To fully appreciate Walt’s affinity for business survival, I invite you to read “Walt Disney, An American Original” by Bob Thomas. To learn more about “How To Speak Fluent ‘WOW!:’ The Language Of HighSpending, Loyal Raving Customers.”--the customers you want to attract most to your business, please visit my website at http://RonRuth.com or email me at RonRuth@DiscJockeyNews.com
Even DJs Can Learn Online By Thomas Heath
It is 2020. As a global society, we are living in a world of online or “virtual” learning opportunities. Our kids, from kindergarten to graduate school, are learning via zoom or some other platform. When one of the most sought after DJs trainers was unable to move forward with in-person training, many of us were very disappointed. Knowing how this person connects with his students, many (most) of us never thought that he would even consider doing an online workshop. They have a yearly event named the “Hugfest” for Pete’s sake. Mark and Rebecca teach that “it’s not just what you say, it’s how you say it” during their training. It is very personal and very heartfelt. In my mind, it didn’t seem like something that would translate well online. But with all things, we adapt or pay the consequences. So, after much deliberation, they chose to move forward with an online Zoom-based workshop. My team of DJs agreed to be in this very first online MarBecca workshop. I was allowed to “audit” the course while my team attended. I created a safe space in our showroom and tried to recreate the experience as closely as possible. I wanted them to feel like they were in the workshop. Giving them, and the training, the best chance for success. The course started, not surprisingly, with typical Zoom meeting issues. They ranged from sound not working, muted mics, and figuring out cameras and lighting issues. Once everyone got settled in, it was off to the races. I’m not going to go into the details or specifics of Mark and Rebecca’s training. I will say that I was pleasantly surprised by how the training was both pre-
Disc Jockey News • September 2020 • Page 8
sented and received. My team of Masters of Ceremonies each told me that they learned a lot during this workshop. I believe I have figured out why. During this quarantine, I have taken multiple courses, seminars, and workshops online. I will say that while I did learn something from each of them, I believe that I was doing them a disservice. Here’s why. For my team to succeed, I recreated a classroom experience. The setting was a quiet space with adequate lighting. Cellphone usage was only allowed during
breaks. We did everything we could to minimize distractions during their training. That is where I failed myself. There were online classes that I “took” while driving to the store or office. I was probably distracted during those seminars. It’s hard to learn that way. I also took workshops at home. I’ve found over the years that I rarely get any REAL work done at home. That is where all of my distractions live. Dogs, wife, mandolins, games, back deck, kitchen, Thomas Heath Continued On Page 13
Music Thoughts By Michael J. Lenstra
A few days ago, I was talking about music with my friend Chris Feldman, author of The Billboard Book of Number 2 Singles, and he mentioned that rap seemed to be the dominant music genre on the pop charts nowadays. “It used to be just one of a variety of genres,” he noted. “But now it’s mostly rap songs that are in the Top 40. Sure, there’s sometimes an Ed Sheeran, Ariana Grande, or Taylor Swift song mixed in, but the most popular seem to be hip-hop artists.” Sure enough, in 30 of the 35 weeks so far in 2020, the #1 hit on the Billboard Hot 100 was by one of the following: Post Malone, Roddy Ricch, The Weeknd, Drake, The Scotts (with Travis Scott and Kid Cudi), Doja Cat (with Nicki Minaj), Megan Thee Stallion, DaBaby, 6ix9ine (with Nicki Minaj), and Cardi B. In fact, 9 of the top 10 tracks on the U.S. Spotify Top 50 chart the last week in August were tagged as hip hop—and also tagged explicit. But, as I told Chris, that does not seem to be the case when it comes to what people will dance to from my perspective. I’ve now gotten just under ten weddings in since our local area has started to lift some of the pandemic-driven restrictions, and the request lists I’ve been given (from couples, mind you, predominantly in their twenties) have included more than once: Brown Eyed Girl—Van Morrison Old Time Rock and Roll—Bob Seger Who Let the Dogs Out—Baha Men Friends in Low Places—Garth Brooks Paradise By The Dashboard Light— Meat Loaf It could be a local thing since most of my dances are held in the upper Midwest, an area not known for being ter-
Disc Jockey News • September 2020 • Page 9 ribly diverse. However, as I’ve always noted, what people like to listen to and what people will dance to are not always the same thing, which leads me to... MUSIC THOUGHT 2 It seems modern rap has a very narrow appeal when it comes to dancing. I say modern because classic rap songs such as “Push It” by Salt-n-Pepa, “It’s Tricky” by Run-DMC, and “Ice Ice Baby” by Vanilla Ice still seem to get a good response on the dance floor. However, and maybe I’m just not mixing it right, despite the many requests I get for songs like “Mo Bamba,” “The Box,” or something from Post Malone (and I love most of Post Malone’s songs), by the time I get into the second song of a set nearly everyone
has left the dance floor, even though I’ve been assured from some bridesmaid that “everyone wants it.” There are some exceptions, such as “I Like It” by Cardi B, but those exceptions seem rare. This is not to say people around here don’t dance to current music. I get plenty of dancers when I play tracks from Taylor Swift, Bruno Mars, or Flo Rida, but the way I see it, around here, modern rap seems to have as much dance appeal as Broadway show tunes, marching band music, or anything from Billie Eilish. MUSIC THOUGHT 3 The current #1 song in America is “WAP” by Cardi B and Megan Thee Stallion. If you haven’t read the lyrics to Mike Lenstra Continued On Page 13
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Do The Basics Consistently Well By Brian Kelm
It amazes me how easy it is for businesses to improve what they do given that the standard of acceptable service is so low. This is unbelievable to me that basic communication, reasonable hospitality, and care is a stretch for many businesses these days. This is eye-opening and disappointing all at the same time. This was my dining experience on a recent mini-vacation with a couple of family members. The go-to place is a bar-restaurant that is always packed, offers great value, and never had a bad meal. Saturday was the night for prime rib, and I didn’t eat much that day as a result! Upon pulling in the parking lot, I noticed that nobody was there, and no lights were on. We were shocked to find out they were closed. This completely surprised us, and knew it would be hard to find good prime rib anywhere else on short notice. The next place we went to was known for live music with a big outdoor patio. With new management and catering to the boating crowd, we should’ve known what was to come. After getting a table, our server took our drink order. Looking at the menu, it was all deep-fried bar food; no meals or entrees of any kind. The drinks came, and the server said, “another girl would be our server and take our food order.” The girl never came to introduce herself or take our food order. Ten minutes later… still no server. We quickly decided this isn’t right,
changed our minds about eating there, paid, and left. All four of us were very hungry and frustrated, so we went to a third-place that I’ve had drinks at in the past. This place was completely empty and had a nice menu, so we thought. After getting a round of drinks, we went right to ordering. Our meals took a half-hour, and no interaction at all from our server throughout that entire time. Once delivered, half of them were inedible, and the only thing our server could say when she asked about our meals was “sorry” and walked away. No special perk to make it
right or take ownership at all. Eventually, the two meals in question were refunded after we brought it up to her. This whole dining rendezvous for a bite to eat brings up so many thoughts and ways to improve that are so easy to implement if you care enough and take responsibility. The poor service and customer experience we received aren’t exclusive to restaurants; it’s for us. Average is easy when the standard is so low. Average doesn’t create raving fans, loyal customers, or long-term relationships. The two sub-standard restaurants either don’t Brian Kelm Continued On Page 13
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Develop Strong Friends, Relationships To Prosper By Harvey Mackay
A newlywed young man was sitting on the porch on a humid day, sipping iced tea with his father. As he talked about adult life, marriage, responsibilities, and obligations, the father thoughtfully stirred the ice cubes in his glass and cast a clear, sober look at his son. “Never forget your friends,” he advised. “They will become more important as you get older. Regardless of how much you love your family, you will always need friends. Remember to go out with them occasionally or keep in contact with them somehow.” What strange advice, thought the young man. I just entered the married world. I am an adult and surely my wife and the family that we will start will be everything I need to make sense of my life. Yet, he followed his father’s advice, kept in touch with his old friends and made new friends along the way. Over the years, he became aware that his father knew what he was talking about. Even as time and nature affect a person, friends are the bulwarks of our life. Children grow up. When they become independent, they begin their own families. Grandchildren are a blessing, but we can’t expect them to be at our beck and call. And besides, your family will love you regardless of who you are or what you do. Jobs/careers come and go. People can’t do what they did physically when they were young. Parents pass on, but you persevere. Colleagues forget the favors you did. The race to achieve slows. But true friends are always there, no matter how long or how many miles
away they are. A friend is never more distant than the reach of a need, intervening in your favor, waiting for you with open arms or in some way blessing your life. Love your parents, take care of your family, but keep a group of good friends. My good friend Dale Brown, former LSU basketball coach, sent me this story, and it reminded me of a fascinating study by Harvard University that tracked the physical and emotional health of 700 people. They followed these people and tested them (e.g., blood samples, brain scans) for 75
years. Here’s the primary conclusion: “The clearest message that we get from this 75-year study is this: Good relationships keep us happier and healthier. Period,” said Robert Waldinger, director of the Harvard Study of Adult Development. The analysis showed a 50 percent increased likelihood of survival for participants with stronger social relationships. Put simply, if you have healthy relationships, your chances of survival increase by 50 percent. Harvey Mackay Continued On Page 13
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5 Tips for Keeping Focused while Working from Home By Kristin Wilson
Working from home. We’ve all done it, we’re all still doing it, and we’re probably going to keep doing it for a while. As DJs, we never know when the creative bug is going to strike, giving us the inspiration to create a new mix or work on our next event playlist. Sometimes it’s when we’re at the office during business hours, sometimes it’s after a run at 7:30 am, and sometimes it’s at 2:17 in the morning after we’ve watched our friends kill it on Twitch for five straight hours. But how do we spend so much time at home now and still find the drive to stay focused and productive, AND keep our creative juices flowing, when everything seems to change by the hour? Here are some of my top ways to work from home and continue to slay all day. Create a Timeblock - Even when you’re working from home, you should have scheduled “office hours.” This means that every day you “clock in” from 9 am-5 pm (or whatever your workday needs), and everyone knows that these are the hours to contact you about business. That doesn’t mean you can’t start your day earlier, or even break for a meal and come back later. But at least this gives you, your team, and your clients some sort of structure and helps maintain a work-life balance, so your focus isn’t pulled in different directions all day. Listen to a Playlist - There is a part of your brain called the locus coeruleus that handles decision-making. Among other things, it’s impacted by sound, so listening to the right kind of music can increase focus and productivity. Music can also cause a release in dopamine in your brain,
which is scientifically linked to making you feel good and easing stress and anxiety. So for those rough work-from-home days, music can actually help improve your mood, sharpening your focus, and improving your mental and physical performance. The type of music you choose is key as well - mainly something without lyrics, so you don’t get distracted by singing along or googling song lyrics all day trying to finally master the lyrics and flow to “Regulators.” Try classical, spa, or nature sounds. If you aren’t into that, look at electronic music, lofi hip-hop beats, or ambient EDM. Turn off Notifications & Turn on DND - I recommend turning off notifications on your phone. That way you aren’t distracted by text message beeps, email dings, and FaceTime rings all day long. In addition, turn on your Do Not Disturb setting so that no phone calls can come through either. This will help you to stay in your time blocks for maximized focus and productivity mentally. This also allows for you to time block responding to those texts, emails, and calls, keeping your clients and coworkers taken care of when you can give them the attention they need. You can also let people know that you’re not actively looking at any messages until a certain time and cannot break concentration. That way, they aren’t expecting an immediate response, and they can focus on their own tasks. Give certain trusted people who will respect your time blocks a separate way to contact you in case of emergency, or make them a DND exception in your phone settings. Write Down Your To-Do Lists - I am usually the type of person that has an app for everything, and even my to-do list has its own to-do list! However, I’m finding that I’ve simplified my approach to a colorful Sharpie marker and a handwritten paper list in the quiet time of working at home. There is something super satisfying about crossing off each item as I complete it, and being able to look back at the entire list at the end of the day and realize that yes, I did a lot of things to help me succeed during this super stressful time, giving me a sense of accomplishment. When the world seems so unorganized, and I can feel my brain being pulled in 8 different directions, this helps me remind myself of the important tasks to
get to, and that I am, in fact, able to still get things completed and help propel my business forward. Set Boundaries & Stick To Them Once you’ve set your time blocks and office hours - let your family and roommates know. If you need to, post your office hours on the fridge or directly on your home office door. You can also take it a step further and keep your office door closed so that anyone else at home gets the message that you can’t be interrupted. If you don’t have your own office at home, then set clear boundaries with anyone else who shares the space during your working hours. If you have kids at home doing virtual learning or haven’t gone back to school yet, explain why you need the quiet and why you’re not available to help them with everything. If it’s a spouse or a roommate, have a frank conversation about boundaries and listen to their feedback. The respect has to go both ways, so you can’t hunker down in the kitchen and expect silence all day when other people also need access to the shared spaces and necessary snacks. Working out a schedule for your busiest days will help alleviate that stress, and keep a harmonious home! Working from home is hard, especially for DJs who are naturally social beings that feed off the energy of others. But by utilizing the above tips to help keep you focused, you can help yourself stay on track and prevent creative burnout. You’ll be able to set time blocks and boundaries to truly put the energy you need into getting your work done, and keep your business moving in the right direction. Plus it will help us appreciate what we have even more when things start to go back to normal! Kristin Wilson is the CEO for Our DJ Rocks, an all-female DJ company that she started 10 years ago. She now has 10 DJs on her roster, a team of over 35 employees, and two companies. Kristin is a Wedding Pro Educator and serves on the Deans Advisory Board for the Rosen School of Hospitality at the University of Central Florida. She is well-known in the event industry as someone you ‘have to know’ and continues to expand both businesses through constant recruiting and training, seamless operations, a laser focused sales management and leadership. You can reach Kristin at kristinwilson@ discjockeynews.com
Disc Jockey News • September 2020 • Page 13 Thomas Heath Continued From Page 8 and all of my stuff are just waiting to distract me. Then there is the matter of time and priorities. Many of the learning opportunities that I undertook were not anything that I truly invested in. If I didn’t invest in something or didn’t feel emotionally connected to either the trainer or the subject matter, I was merely “killing time.” That time could be doing something more important; practicing my violin, improving my DJ skills, or writing for
Disc Jockey News. Here are some action steps on getting the most out of your online training. 1. Make sure that it is something that you want to learn. Investing time and money will make you pay more attention. 2. Find a space where you can be “distraction-free.” Whether it is in a quiet room in your house that you can lock down in, or a workroom at the Library, be fully engaged in the event. 3. Take the course with a friend. If
possible, find another person that wants to take the course with you. If you can take the course and be in the same room, safely, of course, it is a lot better experience. You can learn online as long as you follow some guidelines and set goals around it. Be safe, wash your hands, and I’ll see you soon. Thomas Heath is the owner of A+ Entertains of Boyne Falls, Michigan. You can reach Thomas at thomasheath@ discjockeynews.com.
Mike Lenstra Continued From Page 9 “WAP” or discovered what WAP stands for, I suggest you check it out. In my opinion, “WAP” is a vulgar song. We’ve certainly come a long way from when radio stations in 1987 wouldn’t play George Michael’s “I Want Your Sex” because it was considered too suggestive. On that front, how many 80s songs can you think of that needed a censored or radio-friendly version? Compare that to today’s music. Where do artists think be-
ing as crude as possible is breaking new ground and being artistic? Its content could be part of the reason why “WAP” hasn’t exactly lit up the dance floors around here. I’ll play it when requested, but I’ve been issued a clean, quick edit version for me. I hope the crowd enjoys all two minutes of a 50% bleeped song. FINAL THOUGHT “Nobody But You” by Blake Shelton is the area’s hot new first dance song of 2020. Just a tip if you have been fortu-
nate enough to be able to return to your craft during this pandemic—and I hope you are or soon will be. Until next month, Michael Michael J. Lenstra is a self-described Wedding DJ and is celebrating over 25 years in the Mobile DJ industry. He is a full-time DJ/Entertainer, and is owner of Alexxus Entertainment in Dubuque, Iowa.He can be reached at mikelenstra@discjockeynews.com
Brian Kelm Continued From Page 10 care about improving or are naïve to believe that they are doing everything right, and customers just don’t come back. Consider these simple lessons to hone and master in your business: 1. Attentiveness – Engage your customers with friendliness. Treat them as you would like to be treated. Use common sense. 2. Take full responsibility for EVERY customer experience – No blame or excuses. Only deliver a higher standard for EVERY customer.
3. Communicate – We are all people so get personal and find out about them. There is always an opportunity to learn about others. 4. Care about your customers – If it’s authentic and genuine, it will be perceived that way. Being fake will be noticed too! 5. Serve – Focus on them, your customers. Make them your world and not a sale. Care about them in your heart so that it’s felt and shared throughout the experience. Get them to feel they are
fully taken care of! There is no better time to raise your standard and transform your customer experience. It all starts and is up to you! Go all in on yourself! Brian Kelm, CWEP, CGWP, WED Guild is a 25+ year wedding entertainment and planning professional that has been all over the United States. Based in Wisconsin. Serving Anywhere. He can be reached at briankelm@discjockeynews. com
Harvey Mackay Continued from Page 11 “Social relationships, or the relative lack thereof, constitute a major risk factor for health – rivaling the effect of well-established health risk factors such as cigarette smoking, blood pressure, blood lipids, obesity and physical activity,” stated the three authors of the study. Good relationships will help you deal with life’s minor annoyances and your most challenging problems. Without good relationships, you’ll have a hard time finding customers, making a sale, securing a job, hiring the right employee and having great friends. As I like to say, you must “Dig Your Well Before You’re Thirsty,” which coincidentally is the title of a networking book I wrote. Here is the most important line in that entire book: If I had
to name the single characteristic shared by all the truly successful people I’ve met over a lifetime, I’d say it is the ability to create and nurture a network of relationships. You can take all my money! You can take all my factories! You can take all my land! But leave me my network of relationships, and I’ll be back to where I was today in three to five short years. I am so convinced of that fact that I’ve worked constantly to build relationships. It has served me every day of my life in ways I could never have imagined. And I am honored to be my friends’ go-to guy when they need a favor, a reference or someone to lean on. If you want one year of prosperity, you grow grain. If you want 10 years of prosperity, you grow trees. But if
you want 100 years of prosperity, you grow relationships. With the coronavirus tipping the world upside down, one thing will remain constant – the relationships we develop over a lifetime. Relationships matter. Mackay’s Moral: In my entire career, I have never once heard a successful person say he or she regretted putting time and energy into working on their relationships. Reprinted with permission from nationally syndicated columnist Harvey Mackay, author of the New York Times #1 bestseller “Swim With The Sharks Without Being Eaten Alive,” “We Got Fired!...And It’s the Best Thing That Ever Happened to Us,” and “The Mackay MBA of Selling in the Real World.
A COVID Collaboration By Rob Ferre
It all started with a simple compliment. A simple moment where I took the time to give a little praise; to say something nice and genuine. That’s how a sad situation turned into a positive opportunity. The 14th of March was the day we received the sad news that Mobile Beat 2020 was going to be canceled. I was devastated that I wasn’t going to have the opportunity to present to my peers in Las Vegas at the final Mobile Beat with Ryan Burger at the helm. Then we got the news that everything was going virtual. So I began scrambling to figure out how to do my presentation virtually as a webinar with potentially even more DJs from around the world logging in to watch this, now free, event. So how did this compliment come into play? Well, on day one of the virtual Mobile Beat show, I was watching the live stream along with my fellow DJs from wherever they were in the world, quarantined in their homes. During the breaks, I would post on social media and comment on friends’ posts on Facebook. I came across a fellow DJ’s post here in Utah, DJ Brady Mac. He simply posted a photo of his virtual set up for streaming music. It looked great, so I was very complimentary. That’s it; I just kept it positive during a time when DJs had their world crashing down on them. Shortly after, he called me on the phone. We started talking about the difficulties we were witnessing on day one of the virtual conference from video to audio issues. He said to me, “you know your presentation doesn’t have to be that way. Why don’t we set up a virtual stu-
Disc Jockey News • September 2020 • Page 14
dio tomorrow morning before the conference starts?” He had the equipment and suggested I call another local DJ, Jason, who had the space at his house where we could set up a studio. Why was Brady so eager to help? Well, I can’t speak for him. But I think it was a lot to do with my positive comment about his setup… although I know he was excited to use his
new video mixer for streaming and this would be the perfect opportunity, so that may have been part of the reason too! The next morning I was woken up by a 5.5 earthquake here in the Salt Lake Valley. I was thinking, “we were just put under lockdown and now an earthquake! What else could go wrong?” But luckily, that wasn’t a sign of disaster for our virtual presentation. I made my way to Jason’s home and in under two hours we set up a full-on live streaming virtual studio with three cameras, video switcher and confidence monitor. It was amazing what we were able to build together within 24 hours of getting the idea. The presentation went off without a hitch on our end and I got many compliments that it was the best virtual presentation of the conference. But I have to give credit to my virtual producers who wanted to collaborate and create an experience like none other. I share this story because it was the start of a trend that I have seen continue throughout our current COVID quarantine shut down. The DJ streams that started popping up online were initially quite mediocre, but then they started to evolve. They developed in a way that only DJs know how: better audio, better video, better streams, even better music! It just got better and better. Not only did I
see DJs’ online activity improving, I also noticed that most of them were openly sharing how they created their studios and streams. Anytime I approached another DJ about their stream, asking how they created an overlay on OBS, for example, they were always happy to give of their time. I believe that it is this collaboration that accelerated the progress of our streams. And I say ‘ours’ because, as a DJ community, I knew we were creating something new and pivoting towards new ways to showcase our entertainment. That buzz word of ‘the pivot’ is everywhere, but I believe DJs do it faster than most professionals in the entertainment world. I have friends who are speakers, stand-up comedians, actors, and magicians who weren’t evolving or pivoting as fast as we were. And collaboration was the key! Another example of collaboration I have observed is DJs in very different places doing streams together. I was a part of the first weekend ‘Stay In Your House Party’ as the MC of the event. It was so much fun to see my fellow DJs from coast to coast doing their sets. Then, the next weekend, I was able to do my own set. It was a thrill and very intimidating to spin in front of my peers across the virtual spectrum, but I grew and became better. I’ve seen DJs run OBS and overlays remotely for another DJ in a different part of the country. I even saw a DJ and a drummer do a virtual performance together from two different places! It is amazing the fun collaboration I am seeing everywhere. All of this started for me due to a compliment. But what I love even more is that a lot of DJs threw their egos out the door and wanted to create something new with each other. We no longer saw each other as competition but a brotherhood and sisterhood, a family of DJs who were all in the same boat. We were all suffering, but we didn’t let that stop us from doing what we do best: entertain! I encourage you to continue this path as well, this spirit of collaboration. We will continue to thrive during this time if we continue to compliment, create, and collaborate. You can connect with him at RobFerre@discjockeynews.com.
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Should You Change Your Prices? By Jason Alexander
So it’s late August, and as you know, the pandemic has devastated that events industry. DJs, bands and everyone else in the events industry never saw this coming. Within weeks, I saw our events calendar wiped clean. I was very bothered initially but then realized that no matter how upset we were, I had no control of the situation. After finally accepting the reality of the way things were going to be, the leads slowly trickled in early June. We’ve seen more leads come in steadily since then. The question is, now, should you change your prices? Should you charge more for 2021 events, keep the same price, or even lower your prices? Lower 2020 & Early 2021 Prices? The answer isn’t easy, of course. It really depends on your financial situation. What I have seen is that a lot of people have lowered their rates. I keep up with the normal rates in our area, as well as the rates of the “big names” in the industry. I’ve noticed that even the big names have lowered their rates, surprisingly. We’ve noticed that prices have been far
more competitive for the remaining 2020 dates (if they still happen). Many people have lowered their rates and understandably so. This is a great time for couples and anyone planning an event. It’s completely a buyer’s market. Clients are getting much lower rates than I’ve ever seen in the last few years. The Problem With Price Wars I get it. Some money is better than no money, especially if you only DJ! The real question is, where do you draw the line? How much is your time worth? How much should you change your prices for your DJ or other services? The problem with price wars is that while the customer wins, you don’t. Even if you win the war, you still lose. Why? You won the race to the bottom, and you won’t be as happy on the day you have to work that event, knowing you’re getting paid much less than usual. You’ll have to show up and perform just as great as you always do, but for much less. I know the feeling, as I’ve done this ONCE before and learned from it. How Much Do You Value Your Time? The real question becomes, how low is too low? How much do you value your time? We all know that a 5-hour wedding is easily 9 hours on the day of, and not to mention all of the time you spend prepping, email exchanges, marketing, etc. So when someone tells us, “we got quoted $600 for a 6-hour wedding ceremony/reception.” I happily say, “wow, that’s a great deal. I would certainly take it if price is your main concern...” What’s interesting is that clients are sometimes surprised by this. I’ll explain why we can’t match that rate, and many
times, they’ll book with us even though we were over their ideal budget! If they don’t book with us, I am okay with it, too. I would much rather have a client who is booking with us because they truly value our services, and not because we had the lowest price! What Did Our Company Do? So you may be saying, okay, good advice, but what did YOU actually do? Did you change your prices for 2020/2021? My wife and I own/manage Austin’s Best DJs & Photo Booths, and honestly, no, we didn’t. We value our DJs and pay them well for their time. The last thing we want to do is have unhappy DJs or photo booth staff simply because we decided to lower my prices, and it may/may not affect their pay. If we eat the cost, we’ll be unhappy. If they eat the cost, they’ll be unhappy. Unhappy staff means possibly having unhappy customers. No thanks. We have noticed that we are not booking as many events, and I always ask about their budgets and other quotes. The competitors’ prices are far lower than before. We choose not to play that game. It may work for you. If you have to do so, I understand entirely. Overall, changing your prices is completely up to you. Just be aware that many of your competitors are changing their rates, too, unfortunately. Do you really want to win the race to the bottom? Jason Alexander is the co-owner and founder of Austin’s Best DJs, a professional DJ & photo booth company that provides music and entertainment for hundreds of weddings and events in the Austin and central Texas area. Jason can be reached at jasonalexander@discjockeynews.com
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4 Ways to Avoid Stress-Spending By Rachel Cruze
As human beings, emotions drive a lot of our financial decisions. And you know what we’re spending a lot of time with during the quarantine? Our emotions. If you’ve had a rough day and you’re feeling angry or sad, you might buy a new outfit because—dang it—you deserve it. If you’re feeling joyful, you might spend as a celebration, but worry about whether you can afford it later. During this pandemic, many people are feeling so fearful they’ve bought the stores all out of toilet paper! These are just a few examples of emotional spending. Believe me, I’ve been there. But we should never base our
spending on whatever we’re feeling in the moment. So, here are four ways you can stop emotional spending dead in its tracks: Window-shop Even window-shopping can release a surge of dopamine, giving your brain the fix it craves. But this way, you get to keep your money. Sleep on it Wait at least overnight before making a purchase over $100. Stop to ask these three questions: Why do I want this item? Will I really use it? Does it fit within my budget? If you’re still excited about the purchase tomorrow, chances are it’ll be there when you get back. Make a budget, and stick to it A budget doesn’t limit your freedom. It gives you the freedom to spend money on what’s important to you. As you’re planning the budget for the upcoming month, decide how much of your income will go toward your true essentials, how much will go toward giving, and how much will go toward your money goals (like paying off debt or building your emergency fund).
After those things are covered, make sure to budget for a little fun. Put boundaries around your social media Follow the people who inspire you, and unfollow the ones who make you feel like you need more in order to be happy. I guarantee you’ll feel better about yourself, and save some money. Half the battle is knowing your tendencies and knowing how to help yourself. As a #1 New York Times best-selling author, host of The Rachel Cruze Show and The Rachel Cruze Show Podcast, Rachel helps people learn the proper ways to handle money and stay out of debt. She’s authored three best-selling books, including Love Your Life, Not Theirs and Smart Money Smart Kids, which she co-wrote with her father, Dave Ramsey. You can follow Cruze on Twitter and Instagram at @RachelCruze and online at www.rachelcruze.com, youtube.com/rachelcruze or facebook.com/rachelramseycruze.
www.djntv.com/virtualexpo2020
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Don’t “Close The Sale” – All You Have To Do Is Ask For It! By Jeffrey Gitomer
Seems too simple. Just ask. In most cases, to get the sale -- at some point, you must ask for it. “Yes, Jeffrey,” you say, “but when do you ask? What’s the perfect time to ask?” How do I know? No one knows that, except you. I can only tell you it’s a delicate combination of the prospect’s buying signals and your gut feeling. How and what to ask are easier to define than when. Since the “ask” is a critical part of the sale, you’d better be prepared with a number of options for the how and what part. Important note: Here’s what never to ask: “What will it take for me to get your business?” or “Where do I need to be to get your business?” Those are insult questions. Great salespeople figure out what it takes, and then do it. More important note: Many salespeople are “ask reluctant.” If this is you, just realize the worst that can happen when you ask is that the prospect says “no” -- which to any good salesperson means “not yet!” Big deal. Ask you chicken! Here’s the WHAT and the HOW. How do you ask for the sale? Here are 7.5 ways… 1. Ask -- What’s the risk? When you ask the prospect what risks are associated in doing business with you, real objections may surface -- or -- (and here’s the best part) there are usually none that come to mind. You say -“Well, Mr. Johnson, when would you like to start not risking?” and the sale is yours. 2. Ask -- When is the next job? If you’re making a sale where there are lots of opportunities (printer, supplies, temp help, construction, graphic de-
sign), you only need to get one job (order) to prove yourself. 3. Ask -- for an indirect commitment. Could you arrange your schedule to be there at delivery? How many people will need to be trained? When can we set up training? (This is the assumptive position, explained in-depth in an earlier article.)
Johnson, I don’t know if we can help you or not -- but if you bring your most important examples to lunch on Friday -- if I can help you, I’ll tell you. And if I can’t help you, I’ll tell you that, too. Fair enough?” Here’s another -- “Mr. Johnson, give me a trial order and let me earn your business. If it’s not everything I claim and more, you don’t
4. Ask -- What’s preventing it? Is there anything preventing you from doing business with us? What’s in the way? What are the obstacles? 5. Ask – Is that the only reason you’re hesitant? If there’s an obstacle or objection ask -- Is that the only reason? In other words, Mr. Johnson, if it wasn’t for (objection) then we could… 6. Ask -- or communicate creatively -- Go to the 5¢ & 10¢ store (pretty much dates me doesn’t it) and buy some plastic fence and a few plastic (rubber) people. Wire one person to the fence that most resembles (or would be non-offensive to) the prospect. Send it in a box to the prospect -- and include a flyer declaring it’s “National Get Off the Fence Week.” Tell the prospect he’s been thinking about it long enough -- and what better time to get off the fence, and place an order than during this special celebration week? Tell him he’ll be helping underprivileged salespeople all over the world by getting off the fence and placing an order. Create some laughter. Have some fun. Make some sales. 7. Create an offer so good that you can end by asking, “fair enough?” “Mr.
have to pay for it. Fair enough?” (“Fair enough” should always be accompanied by a “can’t say no deal.”) And when all else fails: 7.5 Ask -- with humor -- “Mr. Johnson, I finally figured out what it will take to get your business -- all you have to do is say yes! The more adventurous salesperson will add -- “When would you like to do that?” Most important note: Ask for the sale when the mood is right. The worst possible place is in the prospect’s office. Best place is a business breakfast, lunch or dinner. Next, best is your office. Next, best is a trade show. The rule of thumb is: ask early, and ask often. The best way to master the skill is -- practice in front of someone who can say “yes.” Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com.
Disc Jockey News • September 2020 • Page 18
What Lesson Have You Not Yet Learned? By Matt Anderson
There’s a line of thinking that says that life is always trying to teach us something and it will keep trying to teach us this lesson. If it’s an important lesson, it will make us uncomfortable. The problem is we can spend our whole life finding a way not to face and learn this lesson because it feels uncomfortable. And we can even convince ourselves how intelligent we are that we have outwitted it...until we don’t. We run from accountability. We don’t do the things we know we need to because they are somewhat uncomfortable and it’s too easy to say “I don’t feel like it. I’ll wait until some day when…” and that ‘some day’ rarely comes. And we unwittingly find ways to make sure of that by not making the money, losing the weight, changing the job, or leaving the relationship. The misnomer we often use to mask our pain is ‘coping strategy’ – we eat when we’re not hungry, we pour another drink, we watch porn or escape with a movie; we work even more; we over-exercise, we scroll on social media, or we just get ‘busy’ to divert our attention. We are experts at this. And life tries again to wave at us in some way and say ‘pay attention’ – this is an important lesson! Unfortunately, life usually gives us this lesson in a painful way – probably because we keep ignoring it. And when the pain strikes, we have to avoid our autopilot ‘coping strategy’ and, instead, relax and ask a better question, such as ‘what is life trying to teach me here?’ Oprah Winfrey had an eating problem for decades. It was her way of stuffing uncomfortable feelings and memories.
She was sexually molested as a child and teen. Much later in life, her painful lesson in life came when she found herself in her father’s kitchen, making breakfast for one of the men who had molested her! The perverse, extremely painful nature of this situation was what it took for her to realize she had repressed difficult feelings and avoided standing up to people like him all her life. Her only libera-
tion was to start confronting such people whenever they appeared. She said she broke open and broke through and hasn’t stopped. What lesson has taken you the longest to learn? And, more importantly, have you really learned it, so you act on it consistently? Maybe it’s a lesson you haven’t yet learned or applied. Most of us are poor at applying the difference between what we KNOW and what we DO. Knowing isn’t doing. Knowing isn’t doing. Knowing isn’t doing!! It finally hit me today. Last night a client texted me a video about a’ 20-point system’ – a way to measure your daily prospecting and business activity to make sure you thrive. This morning, the audiobook, The Wisdom of Sundays, raised the question: What lesson has taken you the longest to learn? I thought about it and had this uneasy feeling that I knew the answer but that I wasn’t living it fully. I could not put it into words. I hadn’t honestly ‘learned’ it yet. Later, another client emailed me,
wishing me a ‘20 Point Day’. This has never happened before. Ever. I meekly replied that it was on my to-do list – even though it has been on and off for about 15 years, and it’s never been done or executed. Then a prospect texted declining to work with me. I was really stung for many reasons, including my over-confidence that he would say yes as it had come from a slam dunk referral. When I asked him what a rival firm had offered, he wrote back about a points system called the ‘Automatic Revenue Machine.’ (Who wouldn’t want that?!) Remarkably quickly, instead of feeling resentful, I felt relief and said to myself: “Thanks. Yes, that’s what I’m missing.” I think I was so criticized as a child, that as a coach, I have been erratic about accountability for myself and others because I have never wanted to make someone else feel badly like I did as a child. So, I’ve been too nice too much of the time. I’ve been very encouraging – which fortunately helps some people thrive – but too nice to help many people progress, I suspect. Then I ‘suddenly’ remembered a business venture that failed for me five years ago that I concluded had lacked enough metrics to give it the credibility it needed. I’d made excuses for not coming up with any rather than making it happen. I thought about my discomfort with calling people and my endless excuses over the years about how my business model was ‘different’, other sales models were ‘old fashioned,’ and so metrics didn’t apply; there wasn’t a textbook for my business because it was new, that I could figure out a better way to avoid the discomfort of the things I didn’t feel like doing. And on and on. You get the point. I’ve got my big lesson to execute on; now, what about you? It’s reasonably comfortable to read about other people’s challenges. What are you stuffing inside and not learning? Or maybe you have learned it and could be putting it into action even better. Matt Matt Anderson can be reached at http://www.matt-anderson.com
Disc Jockey News • September 2020 • Page 19
Top 50 Charts for September 2020
The Weekly Printable Charts are available at http://www.DJNTV.com/charts Sponsored by iDJPool.com Pop
Urban 1 HARRY STYLES Watermelon Sugar 1 CHRIS BROWN X YOUNG THUG Go Crazy 2 LEWIS CAPALDI Before You Go 2 LIL BABY The Bigger Picture 3 THE WEEKND Blinding Lights 3 SAWEETIE Tap In 4 DUA LIPA Break My Heart 4 MEGAN THEE STALLION Girls In The Hood 5 JAWSH 685 X JASON DERULO Savage Love (Laxed-Siren Beat) 5 DABABY Rockstar f/Roddy Ricch 6 DABABY Rockstar f/Roddy Ricch 6 JACK HARLOW What’s Poppin 7 HARRY STYLES Adore You 7 RODDY RICCH High Fashion f/Mustard 8 SAINT JHN Roses 8 DJ KHALED Popstar f/Drake 9 POWFU Coffee For Your Head 9 LIL BABY Emotionally Scarred 10 GABBY BARRETT I Hope f/Charlie Puth 10 DRAKE Laugh Now Cry Later f/Lil Durk 11 JP SAXE F/JULIA MICHAELS If The World Was Ending 11 CHLOE X HALLE Do It 12 BENEE Supalonely f/Gus Dapperton 12 SAINT JHN Roses 13 DOJA CAT Like That f/Gucci Mane 13 CARDI B WAP f/Megan Thee Stallion 14 MAROON 5 Nobody’s Love 14 POP SMOKE The Woo f/50 Cent/Roddy Ricch 15 JUICE WRLD Come And Go f/Marshmello 15 YOUNG DOLPH RNB f/Megan Thee Stallion 16 KANE BROWN Be Like That f/Khalid,Swae Lee 16 ROD WAVE Girl Of My Dreams 17 TAYLOR SWIFT cardigan 17 CITY GIRLS Jobs 18 TOPIC & A7S Breaking Me 18 KEHLANI Can I f/Tory Lanez 19 BTS Dynamite 19 NE-YO & JEREMIH U 2 Luv 20 JACK HARLOW What’s Poppin 20 MULATTO B***h From Da Souf 21 MILEY CYRUS Midnight Sky 21 GUNNA Dollaz On My Head f/Young Thug 22 SURF MESA ily (i love you baby) f/Emilee 22 J. COLE Lion King On Ice 23 AJR Bang! 23 YFN LUCCI Wet (She Got That...) 24 AVA MAX Kings & Queens 24 BEATKING Then Leave f/Queendome Come 25 BILLIE EILISH my future 25 STAYSOLIDROCKY Party Girl 26 24KGOLDN Mood f/Iann Dior 26 DON TOLIVER After Party 27 KYGO Lose Somebody f/OneRepublic 27 K CAMP What’s On Your Mind f/Jacquees 28 TREVOR DANIEL X SELENA GOMEZ Past Life 28 2 CHAINZ Money Maker f/Lil Wayne 29 AVENUE BEAT F2020 29 YG Swag 30 MEGAN THEE STALLION Savage f/Beyonce 30 MONEYBAGG YO Said Sum 31 LIL MOSEY Blueberry Faygo 31 LIL MOSEY Blueberry Faygo 32 DJ KHALED Popstar f/Drake 32 DJ KHALED Greece f/Drake 33 ASHE Moral Of The Story f/Niall 33 TREY SONGZ Back Home f/Summer Walker 34 CHRIS BROWN X YOUNG THUG Go Crazy 34 JHENE AIKO B.S. f/H.E.R. 35 DIPLO & MORGAN WALLEN Heartless (f/Julia Michaels) 35 TOOSII Truth Be Told 36 DRAKE Laugh Now Cry Later f/Lil Durk 36 ERICA BANKS Buss It 37 LADY GAGA & ARIANA GRANDE Rain On Me 37 LIL DURK 3 Headed Goat f/Lil Baby,PoloG 38 CALVIN HARRIS X THE WEEKND Over Now 38 TYLA YAWEH Stuntin’ On You f/DaBaby 39 BLACK EYED PEAS/OZUNA/J.REY Mamacita 39 QUEEN NAIJA Butterflies Pt. 2 40 ZEDD & JASMINE THOMPSON Funny 40 LIL BABY We Paid f/42 Dugg 41 BLACKBEAR Queen Of Broken Hearts 41 MIGOS Need It f/YoungBoy Never... 42 ZOE WEES Control 42 A$AP FERG Move Ya Hips f/Nicki Minaj... 43 SAWEETIE Tap In 43 RMR Dealer f/Future & Lil Baby 44 REGARD & RAYE Secrets 44 MULATTO Muwop 45 DAN + SHAY I Should Probably Go To Bed 45 HOTBOII Don’t Need Time 46 SIA Together 46 NLE CHOPPA Make Em Say f/Mulatto 47 ZARA LARSSON WOW 47 LECRAE Set Me Free f/YK Osiris 48 J BALVIN/DUA LIPA/BAD BUNNY Un Dia (One Day) f/Tainy 48 MONEY MAN 24 f/Lil Baby 49 BLACKPINK & SELENA GOMEZ Ice Cream 49 JACQUEES Put In Work f/Chris Brown 50 CURTIS WATERS Stunnin’ f/Harm Franklin 50 ROD WAVE Rags2Riches f/ATR Son Son
Disc Jockey News • September 2020 • Page 20
Top 50 Charts for September 2020
The Weekly Printable Charts are available at http://www.DJNTV.com/charts Sponsored by iDJPool.com Hot Adult Contemporary 1 THE WEEKND Blinding Lights 2 LEWIS CAPALDI Before You Go 3 DUA LIPA Break My Heart 4 HARRY STYLES Watermelon Sugar 5 LADY GAGA & ARIANA GRANDE Rain On Me 6 GABBY BARRETT I Hope f/Charlie Puth 7 POST MALONE Circles 8 JP SAXE F/JULIA MICHAELS If The World Was Ending 9 MAROON 5 Nobody’s Love 10 HARRY STYLES Adore You 11 DUA LIPA Don’t Start Now 12 TAYLOR SWIFT cardigan 13 SIA Together 14 AJR Bang! 15 MILEY CYRUS Midnight Sky 16 DAN + SHAY I Should Probably Go To Bed 17 JAWSH 685 X JASON DERULO Savage Love (Laxed-Siren Beat) 18 JAMES BAY Chew On My Heart 19 KELSEA BALLERINI The Other Girl w/Halsey 20 KYGO Lose Somebody f/OneRepublic 21 KANE BROWN Be Like That f/Khalid,Swae Lee 22 KILLERS Caution 23 POWFU Coffee For Your Head 24 ASHE Moral Of The Story f/Niall 25 TREVOR DANIEL X SELENA GOMEZ Past Life 26 ZEDD & JASMINE THOMPSON Funny 27 JOHN K 6 months 28 FOR KING & COUNTRY TOGETHER f/K.Franklin, T.Kelly 29 SAINT JHN Roses 30 AVA MAX Kings & Queens 31 BILLIE EILISH my future 32 BILLIE JOE OF GREEN DAY I Think We’re Alone Now 33 BANNERS Someone To You 34 KATY PERRY Daisies 35 HEAD AND THE HEART Honeybee 36 CONAN GRAY Heather 37 JUICE WRLD Come And Go f/Marshmello 38 GAVIN JAMES Boxes 39 BLACK PUMAS Colors 40 BTS Dynamite 41 GOO GOO DOLLS Fearless 42 AVENUE BEAT F2020 43 BAD WOLVES Sober 44 AMY SHARK Everybody Rise 45 TOPIC & A7S Breaking Me 46 KYGO & TINA TURNER What’s Love Got To Do With It 47 SURF MESA ily (i love you baby) f/Emilee 48 TONES AND I Ur So cOol 49 DOJA CAT Like That f/Gucci Mane 50 ROZZI Best Friend Song
Country
1 LUKE COMBS Lovin’ On You 2 THOMAS RHETT Be A Light f/McEntire, Scott.. 3 FLORIDA GEORGIA LINE I Love My Country 4 KANE BROWN Cool Again 5 LEE BRICE One Of Them Girls 6 KEITH URBAN God Whispered Your Name 7 MADDIE & TAE Die From A Broken Heart 8 JASON ALDEAN Got What I Got 9 TIM MCGRAW I Called Mama 10 JAMESON RODGERS Some Girls 11 JUSTIN MOORE Why We Drink 12 ASHLEY MCBRYDE One Night Standards 13 MATT STELL Everywhere But On 14 CHASE RICE Lonely If You Are 15 HARDY One Beer f/L. Alaina/D. Dawson 16 BLAKE SHELTON Happy Anywhere f/Gwen Stefani 17 PARKER MCCOLLUM Pretty Heart 18 JON PARDI Ain’t Always The Cowboy 19 KIP MOORE She’s Mine 20 RUSSELL DICKERSON Love You Like I Used To 21 MORGAN WALLEN More Than My Hometown 22 DAN + SHAY I Should Probably Go To Bed 23 CHRIS LANE Big, Big Plans 24 BRAD PAISLEY No I In Beer 25 KENNY CHESNEY Happy Does 26 LADY A Champagne Night 27 MIDLAND Cheatin’ Songs 28 CHRIS STAPLETON Starting Over 29 DUSTIN LYNCH Momma’s House 30 ERIC CHURCH Stick That In Your Country... 31 RASCAL FLATTS How They Remember You 32 NIKO MOON Good Time 33 LAUREN ALAINA Getting Good 34 TENILLE ARTS Somebody Like That 35 KELSEA BALLERINI Hole In The Bottle 36 DARIUS RUCKER Beers And Sunshine 37 DYLAN SCOTT Nobody 38 BROTHERS OSBORNE All Night 39 BRETT ELDREDGE Gabrielle 40 JORDAN DAVIS Almost Maybes 41 TAYLOR SWIFT betty 42 BRETT YOUNG Lady 43 MAREN MORRIS To Hell & Back 44 GABBY BARRETT The Good Ones 45 RUNAWAY JUNE We Were Rich 46 PARMALEE Just The Way f/Blanco Brown 47 BRANTLEY GILBERT Hard Days 48 JIMMIE ALLEN & NOAH CYRUS This Is Us 49 ZAC BROWN BAND The Man Who Loves You The Most 50 JAKE OWEN Made For You