April 2020 • Issue 187
The Monthly DJ Newspaper
You Can Do This! By Mike Walter
On Tuesday, March 24th, I spoke to a client on the phone, and she said those five magic words we all love hearing: We’d like to reserve you. I was sitting at my dining room table at the time (which has become my makeshift office during the “shutdown”), and I opened an app on my phone and processed her credit card. When we hung up, I literally ran up and down the hallway of my house, shouting: I took a deposit! I took a deposit! I
took a deposit! My dogs didn’t know what to think. It was the first deposit we’d taken in four days and the first since New Jersey had implemented their version of “shelter in place,” basically shuttering all but essential businesses (and despite my objections, my little old DJ company is not considered essential). After I was done celebrating, I sat back down at the table and made a social media post about it. Then I considered what had just happened. I’d probably not gotten that excited about a single booking in over 25
The DJNTV Insider Edition years. Not since my earlier days at Elite, when a deposit meant the difference between making my rent that month or dipping further into my savings, have I celebrated a deposit like that. And that’s a shame. Every time a client says those five magic words, I should rejoice. We should rejoice. It’s a vote of confidence in our talents and abilities and experience. It’s another opportunity to do what we love doing and to make some pretty good money doing it. I promised myself, sitting right there at my dining room table, that I would never get complacent about a booking ever again. Maybe I won’t go running up and down a hallway shouting at the top of my lungs Mike Walter Continued On Page 3
In This Issue:
Page 1: Mike Walter Page 2: Mitch Taylor Page 4: Chris Hintz Page 5: Rob Ferre Page 6: Ron Ruth Page 7: Jeffrey Gitomer Page 8: Thomas Heath Page 9: Alan Berg
Page 10: Brian Kelm Page 11: Harvey Mackay Page 13: Michael Lenstra Page 14: John C. Maxwell Page 15: Larry Widget Page 15: Different Spin Page 17: Music Charts
What’s Your Experience?
Disc Jockey News • April 2020 • Page 2
By Mitch Taylor
Recently I was dining at a hotel restaurant for breakfast and was shocked to see that a three-egg omelet was $20. While at first, I was thinking of turning around and going across the street to get McDonald’s, I decided to continue. Why? Everything about this restaurant spoke FIRST CLASS. The surroundings were impeccable. The waiter was extremely polite and cordial, asking us how quickly we had to make it to our next event in the morning. The menu had soufflés and other higher-end options with top ingredients listed in their offerings. I thought to myself, “Let’s see what a $20 omelet tastes like.” Our food came, and it was absolutely
phenomenal. The eggs were fluffy; the vegetables were not too over or undercooked. The meat was seasoned perfectly and tender. The cheese was melted just enough to pull in all of the flavors of the
business with raving fans, they will be willing to help out, especially if you can provide them with a small token of your appreciation. Mitch Taylor is an 18 year veteran of
omelet together. What does this experience have to do with you? Everything. What’s your presentation? Look at all of your service offerings and see if they are congruent. Does your website match the level of service you offer? Think like your ideal customer or, better yet, create a focus group from your past customers. How? Ask them. If you’re TRULY building a
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 • April 2020 • Page 3 Mike Walter Continued From Page 1 (especially once we’re back in our office), but I will pause and reflect and be happy and thankful that one more client has put their faith and me and my company. That’s one of the things I am trying to do during this time. I have begun a new routine, making myself promise to do things throughout this shutdown to stay busy and productive. I refuse to retire to my couch, watching endless Netflix series to pass the time. And as the days go by, I realize that some of the things I’ve begun doing need to continue once we get back to some semblance of normalcy. Celebrating each and every deposit is one of those things. Here are a few others: Calling friends: I have been calling friends on a much more regular basis than usual. Not just texting to say “hey” but calling to see how they’re doing and if they need anything. Why has it taken a pandemic for me to do this? It shouldn’t have, and I’m vowing to myself that I’ll continue this after the shutdown. I have a ten-minute ride to and from my office, the perfect length of time for a quick check-in with someone. And with the Bluetooth in my car, it’s actually easy to chat and drive. This is one of those pandemic habits that I’ll continue afterward. Working Out: I’ve stepped up my game in this department a lot the past few weeks for two reasons. First, because I find myself with a lot of extra time on my hands, and also because I know that if I get the coronavirus, my overall fitness will make a big difference between it being a bad cold or something much much worse. I have a home gym in my basement, and I’ve taken to cycling and lifting weights with a passion. And I’m already seeing the results and liking it. Can I dedicate this same hour a day once the shutdown is over? Hell yeah! And I will. Especially between now and beach season. Focusing on Positivity: I had this thought recently: it’s easy to be an optimist when life is good. But that attitude gets significantly tested during times of struggle. I’ve always been a “glass-halffull” kinda guy, but in all honesty, my life is pretty awesome. I make great money doing something I love, and I have a wonderful wife and family. Why wouldn’t I wake up most days with a smile? But these past few weeks, as we’ve seen so many events postpone (and some cancel) and been forced to close the office and work from home, that outlook has been seriously challenged. I’ve found myself tapping into my reserves of positive en-
ergy and especially using reminders of gratitude to prop it up. And I like that. When life returns to normal, I’ll continue this practice, spending a few minutes every morning reflecting on things I’m thankful for and reminding myself that, no matter what challenges lay ahead, I’m ready to face them head-on. If anything, I used to be a passive optimist. From now on, I am going to an active optimist. I think any difficulty we go through in life is lessened if we take lessons away from it. After this is all said and done, we’ll all say, “well, that sucked.” But if we can also add, “but at least I learned . . .” or “but at least it taught me to . . .” or “but at least it got me in the habit of do-
ing . . .” then I think the experience will be less harmful. I won’t say it’ll all have been worth it, because I don’t think any lesson we learn during this time will be worth the loss of life and livelihood that the whole world is experiencing, but at least it won’t have been a total washout. Stay safe and healthy dear reader. Here’s hoping my next month’s article is about an event I just DJed. 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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Disc Jockey News • April 2020 • Page 4
Educate Yourself And Stay Humble By Chris Hintz
18 years. From birth to kindergarten to the prepubescence of puberty to high school graduation. Eighteen years seems like such a long time when you young. Yet ask any parent, and they’ll tell you that life goes by in a blink of an eye. It would be best if you never looked back… But if I did... This year marks the 18th year of Pinnacle Productions. Like raising a child starting and growing a business requires an incredible amount of patience, you’re not sure if you’re making the right choices, and you pray that you are on the right track to creating something great. But as my business would graduate this year, I can confidently say that this
is so much better than I could have ever planned it to be. You’re not supposed to look back with regrets, and I don’t have any, but there is some advice I would give my younger self. Forget balance, find focus. I know balance is a buzz-worthy term for work, life, recreational harmony. If I could offer my younger self some counsel on the subject, I would say... Focus on where you are, and WHY you’re here... Spend time at work focused on the objective. Find the solutions to make your employees, your clients, and yourself confident in the choice to align with you. When you’re at home, BE at home. Focus on your wife, your family, your relationships. They deserve the best parts of you, not what’s leftover. Pursue your passions. Your work and family will fill most of your life, as they should. However, the spice and joy in life are found when you satisfy your curiosity or pursuit of happiness. Know your metrics. Like most new business owners, I thought that the money I was charging my clients was MINE! That whatever money that was leftover after an event was my profit! I thought that debt was an essential part of scaling my business, and by adding more people and more gear, I
was doubling, tripling, or quadrupling my profit. I couldn’t have been more wrong had I tried. My words of wisdom to 28-year-old Chris would have been to KNOW what your hard costs are. That value isn’t provided by having others exploit your nativity and generosity. To charge what you were worth and overdeliver that value. Repeat the process. Lastly, document what you’re doing young bald one. A business is not sellable if everything is stored in your brain without giving anyone a key. Your success in a business with employees depends on your ability to convey what needs to be done, how it needs to be done, and when it needs to be done. Yet, it would help if you let your people find the way that works best for THEM. Give them the win! Don’t take it from them. A great business depends on an entire team committed to delivering the core values of the brand they love. Nothing good comes from only your efforts. Educate yourself and stay humble When I first became a DJ, I had NO business being a DJ. I had no idea what a great DJ was, but I know that everyone I had ever talked to said: “You’re amazing.” How awesome, right? Well... Not reChris Hintz Continued On Page `12
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Now Is The Time To Innovate And Create By Rob Ferre
Let’s be real here; we all have a lot of free time on our hands now. The DJ News is going to bring you news and trends that are happening right now, so let’s talk about it. This COVID 19 situation has put the majority of out of work for the time being. Our job works best when we have an audience. Right now, we can’t play to those audiences, so what are you going to do? Well, I am seeing a lot of innovation and creation in the DJ, speaking, and event space right now, which is fabulous. I love seeing people being tested and forced to do things differently. I don’t only see this in relation to our work but to our relationships. I am now connecting more than ever with fellow DJs and speakers via zoom. This has forced me to focus on the business and personal relationships I have fostered over the years. With the cancelation of Mobile Beat, they had to pivot and do it virtually. This was a tough call to cancel the event, but it gave way to an excellent opportunity to reach more people from all over the world to do the event virtually. More DJs were able to see the presentations and enjoy the education, which is still up online for free for a limited time, so check it out. I had to pivot and do my presentation virtually for MBLV, which opened up an amazing collaboration with two fellow DJs here in Utah. I went to my friend Jason Gibson’s home to set up a virtual studio on the heels of a 5.7 earthquake that morning. Brady Mac, another DJ, had the idea to bring in his Roland video mixer and send the feed back to the MBLV stream.
We had three cameras, up-lighting, confidence monitors, and audio all set up within two hours of my presentation. It was fabulous, and I have received amazing feedback. I do credit my success to Jason and Brady for their initiative and enthusiasm to set up the virtual studio. This couldn’t have happened without creativity and collaboration. As a professional entertainer, our current circumstances have not allowed op-
portunities to work or perform live. My brain was practically short-circuiting with stir craziness when I noticed everyone around me experiencing something similar. An idea hit me. An idea that allowed people a mental escape and some therapeutic sunshine, all while remaining socially distant. I call this idea “Doorstep DJ” dance parties - socially distanced without being socially distant. My assistant and I collaborated to beta test this idea in her neighborhood. The guidelines for these events are simple: Stay on your front lawns or doorsteps Joining families need to be 6 feet apart from other families Limit the event to a half hour Donate my services - I want to create a community service and give people some joy in their new normal of “Stay Safe, Stay Home” DJ from the trunk of my car with battery-powered equipment How did our beta Doorstep DJ dance party turn out? We were featured on the news, full of smiles, laughter, sunshine, and, of course, dancing. Many communities have since reached out to me for socially responsible block parties. I’m
incredibly proud of other DJs across the country who are leading similar outsideof-the-box movements, like Graham Silver and Ryan Oettinger in California, along with Dan Blankowski in Georgia. Every day now, we are seeing things that wouldn’t have happened if the world were “business as usual.” I am seeing DJs streaming their sets in new, creative ways. I have seen DJs not only try different platforms like Facebook, Instagram, and Twitch, but also have themed sets. I am seeing themes like Nick Spinelli’s 70s and Dave Galloway’s family-friendly. My friend, DJ Lex, is streaming on Twitch - a platform with excellent sound quality for interactivity and less restrictions on music. He can also receive tips. Now that DJs are streaming online, they are leveling up their streaming gear and home studios. How can you be creative with this innovation? How can you serve your clients? How can you monetize your services, and when should you monetize them? Here are three ideas for streaming your services. Stream music for weddings/events that were postponed/canceled. When our weddings cancel, I offer them the opportunity for me to host a celebration virtually with introductions, toasts, and spotlight dances, followed by an hourlong virtual dance party all on Zoom. Reach out to past and existing corporate clients and offer a happy hour dance party, music to help them work, or midday virtual games. You can share playlists or interact live for them. Create some levity for their virtual conferences or meetings. Record the audio on your sets when you stream music. You now have content to share on SoundCloud or mix cloud to share with future clients and fans. I know we are in a place we never could have predicted. Now is the time to concentrate on creatively innovating for the betterment of our entire industry and society as a whole. Let’s share those ideas and start acting on them. I will be seeing you virtually! You can connect with him at RobFerre@discjockeynews.com.
Disc Jockey News • April 2020 • Page 6
Make A Difference In The Life Of Your Customer By Ron Ruth
Seize Every Opportunity To Make A Difference In The Life Of Your Customer. “It’s about service to others, cause that’s what it means to be human. Everything about our make-up, our biology, and our anthropology is designed to get us to look after each other.” — Simon Sinek A couple of weeks ago, I was in a big rush to get out of the house and on my way to an early morning meeting. And yet, even though I was running a bit late, I allowed myself just enough time to stop by the local coffee shop to get my morning dose of caffeine. After I placed my order and gave the barista my name for the cup, I stepped to the cash register to pay and put my hand in my right pants pocket---to discover it was empty. So, I reached into my left pants pocket to discover it was also empty. “No problem,” my brain told my hand. “Try your jacket pockets.” EMPTY! I could feel my mouth forming a nervous smile as I ran my hands through several more laps of every pocket I had in every stitch of clothing I was wearing. I eventually patted myself down like a cop looking for contraband, hoping my wallet or a little bit of cash would magically appear like a rabbit out of a hat. “I’m so sorry,” I said to the guy standing in line behind me who was getting agitated that it was taking me so long to pay. Embarrassed, I finally gave up the search and told the barista to cancel my
order. It was ever so apparent that in my rush to leave the house; I left my wallet and cash on my nightstand. So, as I headed towards the door to leave, I heard someone behind me call my name. When I turned to see who it was, I saw the barista with a big smile on her face, motioning for me to return to the register. In a very pleasant and understanding tone, she said, “It’s OK, Ron. I’ve got you covered,” before sending me on to the pickup station to collect my drink. The awkwardness I had been feeling
was suddenly replaced with a feeling of delight. No longer embarrassed, I smiled back at the barista and thanked her for her very kind consideration and for making my day. What I realized while waiting for my drink was, although the barista respected me as a customer, she was serving me as a fellow human being, and at that moment, she truly made a difference in my life. The cheerfulness I felt that morning stayed with me that entire day as I Iooked for ways to pay that incredible feeling forward to those Ron Ruth Continued On Page 12
Disc Jockey News • April 2020 • Page 7
What Is The Value? Where Is The Value? Who Perceives The Value? By Jeffrey Gitomer
You have been making value perceptions and value judgments your entire life. You may call them decisions, moments of truth, or actions. Intuitively they focus around value – and your perception of it – or the weight you put toward it as these decisions or actions are taken or made. It’s the same in sales, but in the selling process there are two values of perception and two value judgments. One is the value perception and judgment you make, and the other is the value perception and judgment the customer makes. Obviously the customer’s value judgment and perception rules the selling process. However, you, the salesperson, have a major impact on how the value is perceived and ultimately how their judgment is made. Your value judgments come from: • How you feel about your company. • How you feel about your product. • How you feel about yourself. • How you feel about the customer and their buying process. You’ve placed a value on yourself that reflects in your selling skills, your attitude, your belief system, your truthfulness, and your ethics. If you are willing to compromise any of those, you’ll never be a successful salesperson in the long term. That’s you. And then there is the customer. Whether they’re an existing customer or a prospect, they’re making all kinds of value judgments about you, your product, and your company – in that order. Much of their judgment about you is being made during the presentation itself, but as the digital age progresses many of these perceptions and judgments are made way before you (the salesperson) enter the scene. These days, Mother Google can create preconceived value notions that don’t sim-
ply revolve around your product or your price; that’s just one part of the equation. Your personal reputation and your company’s reputation play a major role in the customer’s perception and judgment of value. MAJOR UPSIDE-DOWN CLUE: Every salesperson uses Google to find more information about the company and the person they are going to meet. That same salesperson NEVER takes the same amount of time to Google themselves to see what the potential customer is finding out about them. It’s a major mystery to me why salespeople still believe they are invisible. Meanwhile, your reputation (and/or lack of it) is totally available to the customer way before you ever enter their office. The majority of salespeople, most likely including you: • Do not have a business Facebook page. • Have never tweeted. • Do not have a personal website. • Do not have a blog. • Do not have a YouTube channel. • Have less than 500 LinkedIn connections. What could they (you) be thinking? It will take your prospective or existing customers less than one minute to do a complete Internet search on you, and it’s most likely you have never done one on yourself. Your sales hang in the balance. WRONG THINKING: People with no internet presence, people with no brand presence, and people with little personal reputation will all make the feeble excuse that the customer is only buying price any-
way. They (you) are foolishly incorrect. If your customer is looking to make a value judgment before you arrive, what are they going to find? NOTE WELL: If a customer is looking to make a value judgment or value perception during your presentation, a good portion of that will occur way before the presentation takes place. I’ve just given you a re-definition of the word “value” by adding the words perceived (perception) and judgment. These are the words your customer mentally uses as he or she is deciding. Notice I have not used the words “add” or “added” when referring to the word value, nor will I ever. Your biggest job as a salesperson is to create you own value and reputation in the marketplace, so that when your prospective customer is looking for information about you, it will credibly be there. I have listed the value-based elements you need to succeed. I am challenging you that youprobably don’t have them, and now it’s time for you to make your own value judgment if it is worth the investment of time to create them. In my opinion it’s not an option, it’s an imperative. Show me the value, and I’ll give you the sale. 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.
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Why Do We Pivot By Thomas Heath
“May you live in interesting times” is a translation of an old Chinese curse. Eerily fitting considering the state of our world today. It is a chance for all of us to look back on what we have been missing out on. The old: “I wish I had time to do...” excuse has been pretty much removed for most of us. One of the items on my “deserted Island bucket list” is to learn to use vinyl as a DJ. For many of you, this is where you started in the DJ industry. For me, however, it was a laptop on a table. I would create a playlist, and the program I used (WinAmp) had a plugin to do a crossfade between each song. It did a decent enough job, and nobody ever complained. People danced and had a good time at our weddings and events. But I felt disconnected from the music. PIVOT Eventually, I purchased my first controller, the Numark MixTrack Pro (which I still have btw). As a musician, using the controller helped me to feel more connected to the music I was playing. I realized that I was doing much more than programming music; I was performing for the people in front of me. As I was setting up for a wedding, my beloved controller fell off the table, and the crossfader and headphones both stopped working. That was one of the most difficult weddings I had to perform. I wasn’t as practiced as I am now in mixing with waveforms, so I taught myself how. Because the Mixtrack doesn’t have pads, I also didn’t use a lot of cue points. Because of that, I teach ALL of my DJs to mix using only waveforms and to create cue points in their most popular songs.
Disc Jockey News • April 2020 • Page 8
PIVOT Soon I moved up to the Numark NS6. It was about that time that my business was starting to grow into a multi-op, so I bought two more NS6s. I then took the time to teach my new DJs how to use it. I never REALLY grasped how to utilize all of the features, but our team was one of very few in our area that even used controllers. It became part of our marketing and sales process—no more “DJs sitting at a table pressing play on a laptop” for us. We started to feel like real DJs, and other vendors began to take
notice. But I knew there had to be more. PIVOT In 2016 I attended my very first industry convention in Las Vegas. Patrick, one of my DJs, and I went to Wedding MBA. We met some amazing people on that trip. When I got back, I decided that the NS6 wasn’t good enough, so I bought a DDJ-SX2. It was the industry standard, everybody was using it, and I didn’t like it at all. PIVOT Since then, I’ve begun using Denon Thomas Heath Continued On Page 13
Disc Jockey News • April 2020 • Page 9
Don’t Sell What They Expect To Get, Sell Your Results By Alan Berg
When you go to a nice restaurant for the first time, do you expect good service? Of course you do. Do you expect the food to be good? Yes, or you wouldn’t have come there. When you sat down, did you expect there would be linen on the table, silverware, glasses, salt & pepper shakers, a napkin, and maybe a centerpiece of some sort? Most likely you do. And when you sit at that table, do you give any thought to how the linen arrived at the restaurant, who put it on the table, who set the table and washed the glasses? No, you don’t. You just sit down on a chair that someone placed there and proceeded with your dining experience. Restaurants don’t sell the tables, chairs, linen, etc. On the surface, they sell food. In reality, they sell the experience of dining in their restaurant. An experience that you can’t or won’t get anywhere else. Chain restaurants try to create a repeatable, consistent experience from location to location. However, even if the floorplan and décor are exactly the same, the experience will still differ. Why? It’s the people, not the stuff Every restaurant has a different manager, different staff, and different customers. The people dining in that restaurant, at that time, will never be duplicated. I was recently in a restaurant in Orlando with some friends. The waiter was very good. The food was very good. But, there was a very large group next to us, and they were very loud. That made it hard for our group of 7 to hear one another. We could go back and sit at the same table, have the
same waiter, order the same dishes, and have a totally different experience. Restaurants aren’t selling food; they’re selling the unique experience of dining with them. So, what are you selling? Similarly, caterers and venues aren’t selling food. I think most of you will agree with that statement. So, why do so many venues and caterers have food photos all over their marketing and websites? Any talented chef can cook delicious food and make it look great. Don’t you expect that your caterer can cook delicious food? When you look at a food photo, can you tell how the service will be? Can you tell how responsive they’ll be to your inqui-
ry? Can you tell how you’ll feel about the experience of doing business with them? No, you can’t. Don’t sell what they expect When I’m doing consulting and sales training, with businesses like yours, too often, I see packages that list bullet point after bullet point, of what your prospects expect to get. Professional service is expected. High quality is expected. The latest equipment is expected (I’m talking to you DJs). If I take the logo off your price page, how many other companies can fulfill the list of services in your packages? I didn’t ask how many will do them as well as you, or even better than you. How Alan Berg Continued On Page 16
What You Value = What You Invest By Brian Kelm
Everybody does the talking with his or her dollars. No matter how these dollars are spent, they are entirely your own. We all have to make sacrifices in life to get us where we want to be, choose where we want to go, and take the necessary actions to make that happen. There is a distinction between investing and spending money. Investing is commonly strategic and well thought out with long-term plans attached to it. A foundation surrounding it that continues to deliver a return on investment as it is used.
The money you earn from your business can only go so far with bills, the mortgage, and the necessities of life. The remainder is the target here. Think assets that keep appreciating. There are very few things these days that appreciate and education/training is one of them. Longevity does pay off down the road only if you commit, are willing to do the hard work, and apply whenever possible. Remember, the choice is and will always be yours in who you want to become and how you will get there. Developing your-
Disc Jockey News • April 2020 • Page 10
self and honing your skills and talent is a life-long journey that has no end! It all begins with you and what you value; moreover, if you want to invest in yourself or not. Put your hard-earned money to good use! There has never been a body of education I’ve regretted or never learned from. Once you have the education and skillset, it’s yours forever, and nobody can ever take it away from you! As my mentor and dear friend Bill Hermann, says, “Be in a class or on stage at all times.” What will lead you to where you want to be? Only you can do the work
and take the actions to decide for yourself! You decide with your dollars. Where do you see your education dollars going, and why? 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
Calling Sales Phone Users
Disc Jockey News • April 2020 • Page 11
By Harvey Mackay
More and more people are working from home in the midst of this current national emergency. Between their computers and phones, an incredible amount of business is being conducted. Now more than ever, these devices are keeping companies open for business. I’ve always felt that the phone is one of the most awesome tools we have available, especially to salespeople. We’ve all had years and years of experience using a phone, so why are so many people bad at using it? Here are a few tips I’d like to pass on to you with the help of Art Sobczak, president of Business By Phone. Art has helped sales professionals prospect and sell effectively by phone for more than 35 years. The first objective of every sales call is to have a plan of what you want to accomplish. Prepare your questions and decide how you want to persuade a prospect into taking action. Art also advises you to have a “secondary objective for each sales call … something you’ll strive to accomplish at minimum, every time.” It could be as simple as sending the prospective customer your literature. Always treat the gatekeeper or call screener with respect. Ask for their name and use it. Gather as much information as you can about the gatekeeper as well as the decision-maker. Knowledge does not become power until it is used. Once you reach a decision-maker, it’s important to first ask if this is a good time to talk. Start the conversation with good news and also have a positive close. Focus on the caller and listen to what they have to say. The goal is to pique their curiosity and interest. Art says, “You must answer, ‘What’s in it for me?’ for the listener, or they will im-
mediately begin the getting-rid-of-you process.” If people have questions, be prepared. Have the information handy, or know where you can get it fast. Ask only one question at a time and avoid questions like, “Is everything going ok? What are your needs? Are you having any problems now? How is your service?” Then quantify the problem whenever possible. “How does that happen? How much do you think that is costing you? How much time does that take?” Art says: “Resist the tendency to present. Some reps get so excited when
they hear the slightest hint of an opportunity that they turn on the spigot of benefits.” When it’s finally time to get a commitment to think big and ask large. Buyers will often move down from a large recommendation, but they rarely move up from a small one. Remember to never ask for more than what is in the best interest of the customer. The important thing is to ask for a decision. “Maybe” is the worst answer a salesperson can get because a maybe can last forever. There will always be objections, so Harvey Mackay Continued On Page 16
Disc Jockey News • April 2020 • Page 12 Chris Hintz Continued From Page 4 ally. The most highly respected and admired careers all have agreed upon educational components to validate their talent and ability to perform. Doctors, lawyers, event HVAC people (in Iowa anyway) have to have a certificate of completion or diploma validating and welcoming them as a part of their craft. DJs simply don’t have that! We are all awesome, just ask us. We’ll tell you at GREAT length. Ron Ruth Continued from Page 6 I serve. The random, memorable kindness of the barista is an excellent demonstration of the difference between serving your customers (or being of service to your customers) and interacting with customers as transactions. Think of serving as equal parts of being customer-centric and being human-centric. As humans, we naturally gravitate towards other humans who demonstrate that they have our best interests at heart. That means your business must have the DNA to be empathetic, to be a problem solver, to be a cheerleader for your customers’ success, and to validate that you will always have their best interest at heart. This isn’t just a mindset. It is a nonnegotiable culture that must permeate at the top of your business so it can trickle down to every member of your team. And, it must be reinforced at every turn through training, re-training, and reward. Delighting a customer should not be a cherry-picked perk. It should be the priority with each and every customer interaction at every touchpoint from the first contact through the entirety of their relationship with you and your business. It doesn’t have to be epic. A sincere smile, a genuine show of appreciation, a bit of empathy, or an unexpected helping hand is enough to make a customer---a fellow human being---smile and to make a difference in their lives. Businesses that excel at delighting their customers and being human to the benefit and delight of other humans will also enjoy the residual, business rewards of an exceedingly trusting, loyal, raving customer base. Every day you have the exclusively human ability to make a difference in the life of another by looking after their needs. Seize it! It’s the most human thing you can do, and it will draw other humans to you. To learn more about “How To Speak
My two cents to my younger self would be to invest and seek education in every aspect of your life and your career. If you’re seeking marketing education, go to a marketing conference. If you want to be an amazing Master of Ceremonies, who in the industry is teaching the best way? Seek out the difference makers in the talent you’re focused on developing. Eighteen years of my life have been devoted to this craft. I’m never done learning, I’m never done growing, and
the next 18 are going to be even more amazing than the first. Hopefully, I’ve learned and will apply these principles to my 62-year-old self. If I’m retired and living on a tropical coastline singing “Margaritaville,” I’ll know I was a good student of my current self. Chris Hintz can be reached at chrishintz@discjockeynews.com.
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
The Way I See It: Plan B. Go Live! By Michael J. Lenstra
It’s a time like no other. This virus, this pandemic, has put us all—and many other businesses—on the sideline for the foreseeable future. In this depressing stretch, many have been willing to step forward to offer suggestions on what we can do during this unexpected downtime, whether it’s making some equipment repairs, updating our websites, or reading up on how to sharpen our marketing skills. Some DJs, still with the drive to mix, have decided to keep their skills sharp during this period by setting their equipment up in front of a camera and putting on a show for virtual audiences across the World Wide Web to enjoy. LET’S DO THIS One of those DJs is Brian Harris from Brian Harris Entertainment in Dayton, Ohio. Brian notes that DJs, and even live musicians, have been streaming their performances for some time. However, he noticed an increase in online activity when most of the nightclubs were shut down, and group gatherings were canceled in light of the pandemic. After watching a few live streams himself, he decided to join the fray. So he dusted off an eighties mix he had put together for a mix-off competition at the ARMS DJs Conference last summer, practiced it a couple of times, and set up his camera for his first-ever live stream. The result: nearly 600 views and 200 comments. “Even some of the younger DJs that I don’t think know or like the eighties were loving it,” he said. Brian noted, though, that he needed to be careful. Many streaming DJs have encountered problems because of copyright laws, but Brian believes he has found the solution. “I think the trick is shorter sets or quick mixes,” says Brian. He kept his set to approximately 20 minutes. The live stream was just Brian’s way of giving back in this dark time. “It’s
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hurt our business, obviously, but I feel even worse for the brides who have been thinking about their wedding day for over a year, and now their big plans have been crushed.” Besides, Brian says he loves “just spreading the joy of music in our current state. It helps people take their mind off the negative—and for me it was fun!” THE GARAGE PARTY In Dubuque, Iowa, TJ Wernimont, owner of the single-op biz Excel Entertainment, also felt the itch to get out and play some music. “I was just sitting around on a Friday night—you know, things are depressing right now—and I got this idea, ‘Hey, let’s set up our equipment in the garage and just do a live Facebook stream,’’’ he said. “Music brings hope and fun. If people want to dance, they can just dance in their living room.” His wife thought it was a great idea, but thought maybe he should put up a virtual tip jar via Venmo. “I didn’t want to do that!’ said TJ. Instead, he opted to make the event a fundraiser, encouraging those tuning in to the stream to donate Thomas Heath Continued From Page 8 controllers exclusively. All of our DJs (Except Patrick) are trained on and using Denon. I’ve looked at all of the new controllers coming out and haven’t seen anything that I felt I needed to purchase. And then one day, completely out of nowhere, we were told to stay the F home. PIVOT DJs all over the world started DJing live on Facebook, YouTube, Twitch, and Zoom. I realized, after watching a few, that the ones I was the most engaged with, were the DJs using vinyl. I don’t know if it was the constant motion of the turntables or the skill of the DJs I watched, but I realized that there is something more. Something more that I can do to bring that little EXTRA to my client’s events. PIVOT Clearly, you can see the trend. Peo-
to the workers of a local beauty salon. “These eight girls were just suddenly unemployed,” TJ explained. “It’s tough on everybody.” The stream raised $500 for the salon and was viewed well over 800 times. Both Brian and TJ are planning their next virtual events. Brian is working on a nineties mix for his next stream, and TJ is getting ready for The Garage Party, Part 2. “I love DJing, I love music,” says TJ. “Music, to me, is the element of happiness. If you’ve got music, you can do anything.” The way I see it, it’s the perfect way to give back and keep your skills sharp during this trying time. 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
ple, especially we DJs, pivot almost instinctively. Whether it is in small ways or grand gestures, we pivot when we inherently know something needs to change. It’s our task, quite often, to make sure that no matter what, the show must go on. Changing direction on a dime, being adaptive, and getting out of your head when things go pear-shaped, are skills that are part of who you are. All you have to do is pivot. Thomas Heath is the owner of A+ Entertains of Boyne Falls, Michigan. You can reach Thomas at thomasheath@discjockeynews.com.
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Three Ways to Defeat Distraction in Times of Crisis By John C. Maxwell
My friends, I hope you’re doing well. We’re two weeks into our national “social distancing” practice, and we’ve recently learned that the journey isn’t over. President Trump has extended the order to keep social distancing measures in place through the end of April in the hopes that our collective restraint and discipline will help stop the spread of the COVID-19 virus. Things have changed for all of us, and we’re entering into a new normal— a day-to-day life that most of us have never seen before. We’re working and schooling from home, minimizing our trips out of the house, trying to figure out what our next steps will be. These are unprecedented times. These are not times without hope, however. We have an opportunity before us to reinvent and recharge ourselves, our families, our schools, and our businesses. We have the chance to make a little lemonade out of the lemons that we’ve been handed. We just have to stay focused on the opportunity. Of course, this is a time of great distraction. Maybe you’re at home with the kids, and you’re doing double-duty as both employee and teacher. Maybe you’ve experienced some cutbacks at work and are trying to figure out what’s next for you financially. Maybe you find yourself glued to social media or the news because you don’t want to miss the next big announcement. There
are as many distractions as we allow our minds to discover, which is one of the key pain points during a crisis. So how do we overcome distraction? With traction! Traction is the opposite of distraction; traction means “to draw or pull,” while distraction means “to draw or pull away.” We find traction when we do things that draw toward us what we want in life and we find distraction when we do things that pull us away from what we want in life. There are three main ways that distraction creeps into our lives: Mind Wandering – we lack mental focus and find ourselves drifting from thought to thought. One of the easiest mental rabbit trails we go down is wondering what might happen instead of paying attention to what is happening. We begin to imagine scenarios that have little foundation in reality. Negative Thinking – this is being preoccupied with everything that could go wrong. We begin to see the worst in every situation, choosing to focus on problems rather than opportunities. This kind of thinking creeps into our relationships and disconnects us from others, which only fuels further negative thinking. Uncertainty Anxiety – because we don’t know what will happen next, the burden of not knowing becomes an ever-present anxiety. We live in fear of the “other shoe” dropping, the notion that very worst is yet to come. If our current crisis has revealed anything about us, it’s our illusion that we can control everything. Fortunately, there’s a traction for each of those distractions! Here are three things you can do today to defeat distraction and move forward towards the life you want: Set a Focus – some productivity experts have suggested treating your days at home no differently than your days at work, at least from a priority perspective. You need to be intentional about what you want to accomplish each day, which means you need to set a focus for each day. It may even mean setting a focus for different times of the day— you might need to focus on taking care of the kids early, then focus on work during the middle of the day, and then refocus on the family during the eve-
ning. Do whatever will help you best but stay focused on productive things. Stay Positive – how we think determines what we see and do, so we need to be very intentional about staying positive during this time. That will likely require a change to your information habits—staying off social media during the day or limiting your news intake to the morning or evening—but it will also require talking to yourself when your thoughts turn negative. You will need to challenge the negativity by calling out the positive things that are also evident. Turning your thoughts to what’s good will help you reframe your thinking overall. Rest on Your Certainties – we may not know what’s going to happen from day to day, but there are things we do know, certainties that we must not lose sight of in our lives. I am certain that Margaret loves me; I am certain that leaders must offer hope in these times; I am certain that this too will pass; and as a person of faith, I am certain that there is nothing going on in life right now that is beyond God. Wherever you have certainties in your life, rest on those, because they hold firm even in chaotic times. My friends, better days are ahead of us—we just have to hold on to hope and do our part to usher them in. I hope that you are doing everything in your power to honor the social distancing requirements where you live, and that you take seriously how your behavior impacts your community. John C. Maxwell is a #1 New York Times bestselling author, coach, and speaker who has sold more than 26 million books in fifty languages. The recipient of the Mother Teresa Prize for Global Peace and Leadership from the Luminary Leadership Network, Dr. Maxwell speaks each year to Fortune 500 companies, presidents of nations, and many of the world’s top business leaders. He can be followed at Twitter. com/JohnCMaxwell. For more information about him visit JohnMaxwell. com.
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Guilt Serves No Purpose By Larry Winget
Have you ever messed up? Of course you have. I have. We all have. It’s what people do. Many will tell you that the key is to stop messing up. That can’t be done. The key is what you do after you mess up. I like how my son, Tyler, put it to me many years ago. It’s a quote I have used in many of my books: “When you mess up, big deal. Just admit it, fix it and move on. Other than that, life’s a party.” He was absolutely correct in his advice. But sadly, most people don’t move on. They either don’t know how or choose not to. They stay stuck in the mess they caused, reliving it and wallowing in it. Some even drag others into it. They find themselves unable to move forward. They feel guilty for what
they’ve done and the guilt has immobilized them. This serves no one. So let me make a statement that many are going to want to pick to pieces and argue with me over: Guilt serves no purpose and is a total waste of time. The reason that statement bothers people is that so many are madly in love with their guilt. Guilt brings them comfort. It’s has become their best friend. Some cling to guilt like a security blanket. They wake up covered in guilt and hang on to it all day long until they cuddle up with it again at night to go to sleep. For others, it is the purpose for their existence. In fact, whole cultures and religions are built on guilt. Some folks call guilt a motivator. I don’t buy that. I see guilt primarily as a demotivator. If fact, I can hear every argument that you are going to offer up to me to refute my statement that guilt serves no purpose. Please save them. I stand by my statement: guilt serves no purpose. Give it up. I know you feel bad about messing up. Good. Genuine remorse is always an excellent thing to feel. Remorse shows that you own your mistake and take responsibility for it. You made a mistake, you realize it, and you feel bad about it. All good signs. Now what are you going to do about it? Action is the
answer, not wallowing. Not being stuck. Not lying around beating yourself up or crying with self-pity. Not being paralyzed by guilt. Instead; action. So get busy. If you need to make restitution, do it. If you need to apologize, then do that too. Quickly do what it takes to make the situation as right as it can be. Not everything can be fixed, but don’t let that stop you from trying. Take responsibility and put in the effort to do all you can. If the injured party forgives you for your mistake, be thankful and move on, never to mention it again. If you are not forgiven, move on anyway. After all, you have offered the apology, made restitution and done everything you can to fix it. That’s about all you can do and now the ball is in their court. You have done what you can and it’s time for you to move on. At this point, the only thing left to do is to forgive yourself, which is usually the hardest part of the process, then learn from the experience and commit to do better next time. Remember: The past is just that: passed. Gone. Done. Slipped away. Behind you. Over. Kaput! Not to be repeated. Learn from it and let it go. Larry Winget can be reached at http:// www.larrywinget.com.
Alan Berg Continued From Page 9 many can do everything that’s on your list? In many cases, the answer is that any good company can do everything you do. What makes you different isn’t the bullet point list What makes you different is the intangibles. Anyone with a credit card can buy your camera equipment, your oven, your speakers, your lights, your flowers, etc. I can buy your camera equipment, oven, etc. That doesn’t make me a professional. One definition of a professional is someone who is getting paid to provide goods and/or services. There have to be customers who value those products and services enough to pay for them. If they don’t provide a good outcome, eventually (we would hope), they will go out of business. What separates one wedding professional from the next is the unique outcomes your couples will get if they choose you. They will only have one wedding (that day), so there’s no way to compare, side-by-side, the outcomes they will get from different wedding pros in real-time. It’s their perception of the outcomes they’ll get from you, versus those of others in your market/category, that will determine who they choose. Of course, they have to make that choice long before they get the actual results. You can help them by selling the results, instead of the services/products. In the words of Simon Sinek, sell the Why not the What. Are you helping them check all of their boxes? Every couple has a list of things they want from someone in your category. Some of them are tangible: food, photos, invitations, a dress, etc. Others are intangible: being responsive to their inquiry, a friendly attitude, proactively listening, suggesting new ideas, respecting their culture, respecting their budget, etc. They won’t volunteer all of the things that are important to them, but they will decide whom to choose based upon them. Help them choose you Instead of making yourself look like every other officiant, limo company, or wedding band, create a different experience from the first impression they have of your business. Talk about the results they can expect. Talk about their guests raving about the food for weeks after their wedding. Talk about their dancefloor being packed with their closest friends and family. Talk about how, when their grandchildren (who aren’t even a thought yet) watch their wedding video; it will be like they were there, feeling the love and emotion of the day.
Disc Jockey News • April 2020 • Page 16 It’s all about them A friend of mine, Bruce Turkel, has a great book called “All about them.” Is your website all about you or all about your customers? Does the wording lean towards words like “I,” “we,” “me,” “us,” “our,” and “mine”? Or does it lean towards “you” and “your”? Let’s face it; they don’t care what you’ve done, or how long you’ve been doing it. They can see what you did on the last few weddings. Sure, your years of experience have given you the skills to bring those results. But, what you did 5, 10 or 20 years ago isn’t of interest to them… that is unless you can explain to them how it matters to them. Don’t hide why they should choose you For those of you who’ve read my books, you probably already know the answer. The short answer (ok, not so short) is that your reviews, testimonials, couple’s social posts, thank you emails, and notes are a treasure trove of your Why. So, don’t bury them on a “reviews” page on your website (they’re some of the least viewed pages on a website – check your Google Analytics and you’ll see). Put them on every page of your site, every marketing piece, even in correspondence. The key is to make them short, so people will actually read them. Think of them as speed-bumps, single lines, that Harvey Mackay Continued from Page 11 be prepared for them and resist the tendency to be defensive. Art advises, if you have an indecisive prospect, get their mind off the buying decision and on the problem or pain. For example, “Jan, let’s look at this another way. What would happen if you did nothing about the situation?” Price is one of the biggest objections, but don’t be too quick to offer price concessions. Chances are you will be sending some information out to the prospective customer. Tell them what to look for and make it meaningful. Always summarize the agreed-to actions by both parties to avoid disagreements. Agreements prevent disagreements. Keep your attitude up despite dealing with rejection. Rejection is a part of life. But you can’t let the fear of rejection paralyze you from the start, or you’ll never get any sales. Don’t take rejection personally. Art said: “Imagine every day is the end-of-quota-period day,” noting that sales reps tend to pick up their pace when
your prospects can read, as they scan the wording on your website and in your marketing. No one wants to read paragraphs of your love-fest. Pull out the best soundbites, single sentences, and phrases, and sprinkle them throughout your pages and marketing. Put them where people are already looking, not separated by being on dedicated pages that no one views. Can you find my why? An exercise I do with my mastermind day groups is to have them swap pages of their reviews with another business. Then, I give them 5 minutes to find what it’s like to do business with that other company. It’s amazing how easy it is to feel their Why. Try it for your own business, or better yet, pick a friend and do it for each other. Then, when you start to find those great phrases and sentences, add them to your webpages and marketing pieces to help your prospects really understand what you can do for them, in the words of people that have already experienced it. 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
they reach this time and try to get a few more sales. Take pride in how to properly use the phone because few people in the world do it well. It’s difficult to persuade someone to take action and make a decision based almost solely on the words and ideas that come from your mouth. Make that small marvel of electronics and convenience in your hand, your best friend. Continuously work at improving your phone skills and watch your business improve. It may never replace faceto-face interaction, but a friendly voice makes for a great connection. Mackay’s Moral: You can ring up more business when you dial up your phone skills. 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.
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Top 50 Charts for April 2020
The Weekly Printable Charts are available at http://www.DJNTV.com/charts Sponsored by iDJPool.com Pop 1 DUA LIPA Don’t Start Now 2 BLACKBEAR Hot Girl Bummer 3 HARRY STYLES Adore You 4 THE WEEKND Blinding Lights 5 BILLIE EILISH everything i wanted 6 CAMILA CABELLO My Oh My f/DaBaby 7 POST MALONE Circles 8 DOJA CAT Say So 9 ARIZONA ZERVAS Roxanne 10 JUSTIN BIEBER Intentions f/Quavo 11 THE WEEKND Heartless 12 BLACK EYED PEAS X J BALVIN RITMO (Bad Boys For Life) 13 LADY GAGA Stupid Love 14 HALSEY You should be sad 15 DEMI LOVATO I Love Me 16 SZA X JUSTIN TIMBERLAKE The Other Side 17 KHALID X DISCLOSURE Know Your Worth 18 TREVOR DANIEL Falling 19 RODDY RICCH The Box 20 TAYLOR SWIFT The Man 21 SAM SMITH To Die For 22 REGARD Ride It 23 LEWIS CAPALDI Before You Go 24 SELENA GOMEZ Rare 25 MAREN MORRIS The Bones 26 LAUV Modern Loneliness 27 SURFACES Sunday Best 28 BROCKHAMPTON SUGAR 29 JONAS BROTHERS What A Man Gotta Do 30 THE WEEKND In Your Eyes 31 DUA LIPA Break My Heart 32 PUBLIC Make You Mine 33 NIALL HORAN No Judgement 34 BENEE Supalonely f/Gus Dapperton 35 CHELSEA CUTLER Sad Tonight 36 MEGHAN TRAINOR Nice To Meet Ya f/Nicki Minaj 37 NOAH CYRUS July 38 FUTURE & DRAKE Life Is Good 39 ALI GATIE What If I Told You That I... 40 5 SECONDS OF SUMMER Old Me 41 MONSTA X You Can’t Hold My Heart 42 BRYCE VINE Baby Girl 43 SAINT JHN Roses 44 STATIC & BEN EL, PITBULL Further Up (Na Na Na Na Na) 45 DIPLO & MORGAN WALLEN Heartless (f/Julia Michaels) 46 BRELAND My Truck 47 CONAN GRAY Maniac 48 ELLIE GOULDING Worry About Me f/blackbear 49 POWFU Coffee For Your Head 50 SOFIA CARSON + R3HAB I Luv U
Urban 1 RODDY RICCH The Box 2 FUTURE & DRAKE Life Is Good 3 ROD WAVE Heart On Ice f/Lil Durk 4 H.E.R. Slide f/YG 5 RUSS & BIA Best On Earth 6 MUSTARD Ballin’ f/Roddy Ricch 7 DABABY Bop 8 SUMMER WALKER Come Thru f/Usher 9 MEGAN THEE STALLION B**** 10 YOUNGBOY NEVER BROKE AGAIN Make No Sense 11 ARIZONA ZERVAS Roxanne 12 CHRIS BROWN Heat f/Gunna 13 DABABY Vibez 14 MIGOS Give No Fxk f/Travis Scott 15 LIL BABY Sum 2 Prove 16 FLIPP DINERO How I Move f/Lil Baby 17 USHER Don’t Waste My Time f/Ella Mai 18 THE WEEKND Heartless 19 TROUBLE Ain’t My Fault f/Boosie Badazz 20 MONEYBAGG YO 123 f/Blac Youngsta 21 YO GOTTI H.O.E. (Heaven On Earth) 22 KAYLA NICOLE Move Like A Snake 23 LIL BABY Woah 24 JHENE AIKO P*ssy Fairy (OTW) 25 BANKROLL FREDDIE Drip Like Dis f/Lil Baby 26 WALE Love...(Her Fault) f/B. Tiller 27 MAHALIA What You Did f/Ella Mai 28 JACKBOYS Out West f/Young Thug 29 FIVIO FOREIGN Big Drip 30 PARTYNEXTDOOR Loyal f/Drake 31 RAPSODY Afeni f/PJ Morton 32 POP SMOKE Dior 33 BIG HAVI 9 Times Out Of 10 34 GUNNA Skybox 35 K CAMP Lottery 36 TRAPBOY FREDDY Lil Quita 37 ROTIMI In My Bed f/Wale 38 LIL YACHTY Oprah’s Bank Account f/Drake.. 39 SNOH AALEGRA I Want You Around 40 RODDY RICCH High Fashion f/Mustard 41 SKIP MARLEY & H.E.R. Slow Down 42 PARTYNEXTDOOR & RIHANNA Believe It 43 EBENEZER Flaws And All 44 DEREZ DE’SHON How Many Shots? 45 J.I THE PRINCE OF NY Need Me 46 POLO G/STUNNA4VEGAS/NLE CHOPPA Go Stupid 47 TOOSII Red Lights 48 JACK HARLOW What’s Poppin 49 LIL MOSEY Blueberry Faygo 50 DON TOLIVER No Idea
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Top 50 Charts for April 2020
The Weekly Printable Charts are available at http://www.DJNTV.com/charts Sponsored by iDJPool.com Hot Adult Contempory 1 POST MALONE Circles 2 MAREN MORRIS The Bones 3 MAROON 5 Memories 4 DUA LIPA Don’t Start Now 5 SELENA GOMEZ Lose You To Love Me 6 HARRY STYLES Adore You 7 LEWIS CAPALDI Someone You Loved 8 LADY GAGA Stupid Love 9 THE WEEKND Blinding Lights 10 BILLIE EILISH everything i wanted 11 SHAED Trampoline 12 TAYLOR SWIFT The Man 13 SZA X JUSTIN TIMBERLAKE The Other Side 14 FITZ & THE TANTRUMS I Just Wanna Shine 15 LEWIS CAPALDI Before You Go 16 JUSTIN BIEBER Intentions f/Quavo 17 HALSEY You should be sad 18 SAM SMITH To Die For 19 CAMILA CABELLO My Oh My f/DaBaby 20 DEMI LOVATO I Love Me 21 JP SAXE F/JULIA MICHAELS If The World Was Ending 22 JONAS BROTHERS What A Man Gotta Do 23 PUBLIC Make You Mine 24 NOAH CYRUS July 25 NIALL HORAN No Judgement 26 SAM FISCHER This City 27 MEGHAN TRAINOR Nice To Meet Ya f/Nicki Minaj 28 THE WEEKND Heartless 29 ARIZONA ZERVAS Roxanne 30 LESLIE ODOM JR. Go Crazy 31 ALICIA KEYS Underdog 32 DOJA CAT Say So 33 ED SHEERAN South Of The Border 34 SURFACES Sunday Best 35 BLACKBEAR Hot Girl Bummer 36 ALI GATIE What If I Told You That I... 37 KHALID X DISCLOSURE Know Your Worth 38 BILLIE JOE OF GREEN DAY I Think We’re Alone Now 39 BLACK EYED PEAS X J BALVIN RITMO (Bad Boys For Life) 40 ALANIS MORISSETTE Reasons I Drink 41 DIPLO & MORGAN WALLEN Heartless (f/Julia Michaels) 42 BENEE Supalonely f/Gus Dapperton 43 LOVELYTHEBAND Loneliness For Love 44 ECHOSMITH Diamonds 45 ONEREPUBLIC Didn’t I 46 BAZZI Young & Alive 47 TREVOR DANIEL Falling 48 ASHE Moral Of The Story 49 OLD DOMINION One Man Band 50 LAUV Modern Loneliness
Country 1 LUKE BRYAN What She Wants Tonight 2 BRETT YOUNG Catch 3 JORDAN DAVIS Slow Dance In A Parking Lot 4 GABBY BARRETT I Hope 5 JAKE OWEN Homemade 6 INGRID ANDRESS More Hearts Than Mine 7 KANE BROWN Homesick 8 BLAKE SHELTON Nobody But You w/Gwen Stefani 9 THOMAS RHETT Beer Can’t Fix f/Jon Pardi 10 MORGAN WALLEN Chasin’ You 11 MAREN MORRIS The Bones 12 LUKE COMBS Does To Me f/Eric Church 13 CARLY PEARCE & LEE BRICE I Hope You’re Happy Now 14 TRAVIS DENNING After A Few 15 KENNY CHESNEY Here And Now 16 SCOTTY MCCREERY In Between 17 CARRIE UNDERWOOD Drinking Alone 18 ERIC CHURCH Monsters 19 LOCASH One Big Country Song 20 KEITH URBAN God Whispered Your Name 21 MICHAEL RAY Her World Or Mine 22 KELSEA BALLERINI homecoming queen? 23 JUSTIN MOORE Why We Drink 24 CHASE RICE Lonely If You Are 25 MADDIE & TAE Die From A Broken Heart 26 MIRANDA LAMBERT Bluebird 27 SAM HUNT Hard To Forget 28 JASON ALDEAN We Back 29 CHRIS JANSON Done 30 GONE WEST What Could’ve Been 31 RILEY GREEN I Wish Grandpas Never Died 32 FLORIDA GEORGIA LINE I Love My Country 33 CHRIS YOUNG Drowning 34 ASHLEY MCBRYDE One Night Standards 35 KIP MOORE She’s Mine 36 BILLY CURRINGTON Details 37 JAMESON RODGERS Some Girls 38 JON LANGSTON Now You Know 39 MATT STELL Everywhere But On 40 RAYNE JOHNSON Front Seat 41 LAUREN ALAINA Getting Good 42 HARDY One Beer f/L. Alaina/D. Dawson 43 MIDLAND Cheatin’ Songs 44 ELI YOUNG BAND Break It In 45 LADY ANTEBELLUM What I’m Leaving For 46 RUNAWAY JUNE Head Over Heels 47 OLD DOMINION Some People Do 48 DILLON CARMICHAEL I Do For You 49 CHRIS LANE Big, Big Plans 50 LITTLE BIG TOWN Over Drinking