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Disc Jockey News E-Edition DECEMBER 2016 • Issue #146

The Monthly Disc Jockey Newspaper

Free Online E-Edition

DECEMBER 2016 Disc Jockey News Print Version Contents

Page 1: Mike Walter Page 1: Tamara Sims Page 1: Brian S. Redd Page 2: Mitch Taylor Page 4: Joe Bunn Page 5: Kristin Cole Page 5: Allison Farley Page 6: Ron Ruth Page 6: Justin Miller Page 7: Rick Brewer Page 8: Keith KoKoruz Page 9: Dean Carlson

Page 11: Mike Lenstra Page 12: Dan Carpenter Page 12: Alan Berg Page 14: Jeffrey Gitomer Page 15: Recurrent Hits Page 15: Harvey Mackay Page 16: Top 30 Charts Page 16: Different Spin Page 17: Stevie Ray Page 17: Jeremy Brech Page 18: Matt Anderson Page 19: Dave Ternier


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ADJ Extends Startec Stinger Series With Two Innovative New Party Starters ADJ • American DJ

ADJ has expanded its popular Startec Stinger series of multi-effect “party starter” lighting fixtures with two distinctive units, each capable of filling a large area with dynamic movement, saturated color and unbridled energy. The new Stinger Star and Stinger GOBO each offer 3-in-1 moonflower, wash and laser effects designed to get any party started. The Stinger Star features a unique party dome moonflower effect which projects countless beams of razor-sharp light that sway and spin in a blaze of movement and color. The room-filling effect is powered by six 3W RGBWAV LEDs that project moving beams of light through the dome’s multifaceted surface creating a multitude of dancing shafts of colored light. This unique moonflower effect is complimented by an integrated red and green Galaxian-style multi-beam laser effect. This generates animated patterns – including dots, triangles, circles, hearts, arrows and stars – which are then multiplied by a diffraction grating to create a myriad of laser beam projections that spread out over a wide area. Finally, the Stinger Star also incorporates a color-chasing wash effect that further enhances the unit’s beam output. Surrounding the laser aperture are six 1-watt LEDs: two red, two green,

two blue and two amber; which can be used both for static color washing as well as to create eye-catching animated patterns. The unique circular arrangement of the LEDs allows for continuous spiraling chases which add another dimension to the wash effect. Check out the Stinger Star in action: h t t p s : / / w w w. y o u t u b e . c o m / watch?v=G82iyfYoFRI Also joining the ADJ Startec Stinger range is the Stinger GOBO, this new fixture shares the same laser and wash elements as the Stinger Star, but instead of the moonflower dome it features an innovative sweeping pattern effect. Eight 3W RGBA LEDs are projected through eight different GOBO patterns which in turn are projected through eight lenses mounted to a rotating disc on the front on the unit. This creates a unique effect that involves GOBO patterns sweeping in and out, as well as spinning around, to create an attention-grabbing effect that is perfect for injecting energy onto a dancefloor. Ideal for use on the road by mobile entertainers, as well as for installation in entertainment venues such as bars, clubs, roller rinks and bowling alleys, the Stinger Star and the Stinger GOBO are both flexible fixtures that can be used in a variety of different ways. Each of their three effects can be used in isolation, while they can also be used in pairs or all together at the same time. Check out the Stinger Gobo crate pure lighting excitement: h t t p s : / / w w w. youtube.com/

watch?v=srhNIRqxvw4 Each of the units is supplied pre-programmed with six exciting shows which can run in Show Mode, at a user-defined speed, or Sound Active mode, triggered by the beat of the music. Multiple fixtures can also be linked together using XLR cables for synchronized Master/Slave operation. Both models can also be controlled via DMX, using a choice between either a basic 2-channel or comprehensive 14-channel mode. DMX addressing and mode selection is provided through a menu-driven interface accessed via a 4-digit LED display, and corresponding 4 push buttons, located on the rear panel of each fixture. Both fixtures are also compatible with ADJ’s UC IR Remote (sold separately) and are supplied as standard with an ADJ Airstream IR transmitter which allows their control via the free to download ADJ Airstream IR App. This offers basic control of the effects directly from an iOS phone or tablet. The Stinger Star and Stinger GOBO share the same distinctive casing design and are both robustly constructed from powder-coated metal. The case features a heavy-duty safety loop and flexible multi-angle hanging bracket making these fixtures perfect for permanent installation - mounted on a ceiling or wall - as well as for hanging on a T-bar or truss structure as part of a mobile lightshow. Both fixtures are compact and lightweight; the Stinger Star weighs 10 lbs. (4.4kg.) and measures 16.25” x 8.25”x 9.5” (410x210x238mm), while the Stinger GOBO is a little heavier at 11lbs. (5kg.) but also a little smaller, measuring 16.25” x 8.25”x 6” (410x210x151mm). Each fixture is fitted with IEC power input and output sockets, which means that the power supply for multiple units can be linked (up to 8 @ 120V and 16 @ 230V), reducing the number of cables needed when setting up a multi-fixture lightshow. Also, thanks to their use of LED technology, the units run cool and have no duty-cycle, meaning that they can run non-stop all night long. “At ADJ we’re always looking for ways to make life easier for our customers,” explains ADJ USA National Sales Manager, Alfred Gonzales. “In creating both the Startec Stinger Star and Sting-

er GOBO we’re offering our users two

different options, each providing three eye-catching lighting effects rolled into one single easy to transport fixture. This means quicker setups for mobile entertainers and less cabling for installers. The fact that each of these two units has the same outer casing as well as sharing the same laser and wash effects, means that combinations of the two units can also be used to create larger, coordinated light shows.” Just one Startec Stinger Star or Stinger GOBO fixture is enough to fill a small dancefloor with movement and color, while multiples can be easily linked to create impressive synchronized lightshows. Offering broad color washes, wide-spread moving beams and impressive laser effects, these impactful 3-in1 lighting fixtures are the perfect party starters! For more information on the ADJ Startec Stinger Star, visit: http://www. adj.com/stinger-star For more information on the ADJ Startec Stinger GOBO, visit: http:// www.adj.com/stinger-gobo For more information Contact ADJ: ADJ USA - Tel: 800-322-6337/+1323-582-2650 • info@americandj.com ADJ Europe - Tel: +31 (0)45 546 85 00 • info@americandj.eu Web: www.adj.com


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Disc Jockey News DECEMBER 2016 • Issue #146

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Plan Ahead To Make 2017 The Best

Building Future Relationships

If you’re like many DJs I know and network with, December ain’t what it used to be. Years ago, Holiday Parties would fill the calendar from early December (sometimes late November) through Christmas and even into the New Year. We have found companies and organizations have cut back dramatically and as we glance at our dashboards on DJ Event Planner we see plenty of dates with no events. Sure our Fridays and Saturdays are booked out (I could use about five more DJs on December 2nd, 3rd, 9th, 10th and 16th) but those Tuesday afternoon events and Thursdays with seven parties just don’t exist anymore (for us, anyway). It’s not a horrible thing. I mean sure the extra income was nice but how many of us opened our eyes at about 2pm on Christmas Eve, shot up straight in bed and realized we hadn’t bought one Christmas gift yet? Or packed our gear away after our last December party (New Year’s Eve of course) and then fell into a semicomatose state for the next week, missing all those early wedding bookings because we were still recovering from

As the end of 2016 approaches (and what a long year it has been), it is important to end this challenging year with hope, humility and optimism and continue to build our business and relationships in the new year. Surround yourself with positivity and look for the best in people. And when looking for new vendor partners, these are the Top 10 characteristics I am drawn to. 1. Teamwork-Professionals work well with other vendors to help them get the best results for their clients. They are flexible with last minute changes at events and they always have the best interest of the client. They leave their ego at home and never take shortcuts when it comes to quality. 2. Open-Minded-Top wedding professionals are open to new ways of doing things. When presented with new and innovative ideas, inflexible vendors use the same old crutch phrase “We’ve always done it this way.” Head for the hills when you hear this phrase…it will be like pounding your head against the wall if you are trying to do something outside the box. 3. Passion-They love what they do and it shows in their work. Clients and guests can feel this instantly. I pride myself in the passion I have for our business and I am often complimented

By Mike Walter

32 events in 31 days of December? So while we may not be packing the bank account with company checks, we can use this slower month to get organized and prepared for the year ahead. What have you planned for 2017? Because if you haven’t yet, now’s the time. Here are a few suggestions. Bridal Shows. We all know the Holidays are a popular time for guys to pop the question and that many eager Brides-To-Be get started right away in January making their plans. A great way to get your name in front of these brides is participating in a bridal show or fair. If you’re a loyal reader of this article you’ve heard me talk about how we, at Elite, showcase at many of these events - but you don’t have to go that far. A great looking booth, some informative literature and a long day on your feet chatting up some future clients can be a very beneficial way to fill out 2017’s calendar and even get started on 2018. If you haven’t signed up yet, look at the bridal shows that are planned for your area and pick one or two out. If they happen to be at one of the locations that recommend you, all the better. Not only will you meet some prospective clients but you’ll get some quality face time with someone who refers you. House Accounts. Speaking of people who refer you, if January is a good time for your sales, you can only imagine it’s a good time for them as well. And the more brides they are seeing the more reMike Walter Continued On Page 2

NOTE: Video Thu m b nails now wil l be used when we have related videos and you can c lic k on those in the e-edition and PDF fil es to link to the videos!

By Tamara Sims

on it. Passion cannot be learned; it is innate. Passion trickles down. Employees of passionate business owners share the same level of enthusiasm and dedication to doing the best job possible. 4. Ethical-The best vendors will always do the right thing for their clients and will never throw another vendor under the bus. Recently we had to dissolve a relationship with a wedding planner we have worked with for years after she lied to a bride. We told the bride the truth, which was the right thing to do. Honesty always wins. 5. Detail-Minded-The best in the business understand that every detail can make the biggest difference in making an event ordinary or extraordinary. They put together timelines and agendas for their events and never fly by the seat of their pants. These vendors can be more difficult to work with but the end result is always worth it. 6. Humility-No matter how many awards they have, or how many celebrities they have worked with, or how many conferences they have spoken at or how many keynotes they have done, they are only concerned with the bride and groom they are working with on a Friday or Saturday night. They consider every client a celebrity on their wedding day. 7. Always Improving-The best vendors look for ways to improve the quality of their work. They are never complacent. You will meet these people at networking events, bridal shows, seminars and industry conferences. They learn from others and are always looking at the big picture, focusing on the future. 8. Compassionate Listeners-Listening is a skill. We love hearing our own Tamara Sims Continued On Page 4

Holiday Gift Ideas For DJs By Brian S. Redd

Inside this issue:

Page 1: Mike Walter Page 1: Tamara Sims Page 1: Brian S. Redd Page 2: Mitch Taylor Page 4: Joe Bunn Page 5: Kristin Cole Page 5: Allison Farley Page 6: Ron Ruth Page 6: Justin Miller Page 7: Rick Brewer Page 8: Keith KoKoruz Page 9: Dean Carlson

Page 11: Mike Lenstra Page 12: Dan Carpenter Page 12: Alan Berg Page 14: Jeffrey Gitomer Page 15: Recurrent Hits Page 15: Harvey Mackay Page 16: Top 30 Charts Page 16: Different Spin Page 17: Stevie Ray Page 17: Jeremy Brech Page 18: Matt Anderson Page 19: Dave Ternier

It’s time for the 2016 edition of “Holiday Gift Ideas for DJs”! Feel free to leave your copy of Disc Jockey News laying around the house with items you wouldn’t mind seeing under the tree circled or highlighted…you know, just in case someone happens to notice. DJ Headphones. There are so many choices ranging in prices from under $50 to well over $300. As a main headset, or even a solid backup pair, American Audio’s HP-550 headphones are a great budget option at just under $50. They come in several colors as well, including Lava, Snow, Lime and Black. The DBX GoRack is a very unique pro audio tool that can be used for several different things, such as a microphone mixer, an emergency backup DJ mixer, a cer-

emony mixer, or as an overall sound processor for an audio system. In the USA, if you shop around, the current price of the GoRack is around $30. This is an absolute steal for pro audio processing gear like this and a great piece of equipment for most any DJs toolbox. Does your DJ need speaker stands? Accu-Stand’s SPSX2B gives you 2 speaker stands (speaker tripods) along with a carrying bag for just under $60. These are incredibly light weight and will work with most any 2 way speaker with a pole adapter. If your DJ uses XLR audio / microphone cable, or even XLR style DMX cable (most every DJ does), identifying a bad cable can be a very frustrating process. Colorado Sound ‘n Light (CSNL) just came out with the XLR Cable Tester. This handy little tool makes finding out which cables are good and bad fast and easy. If your cable is bad, it tells you which pin, or pins are the problem. The CSNL website has them for $30. Speaking of cables: Every DJ can always use AC extension cables, and there’s nothing cool about the orange ones. Accu-Cable is specially made for DJs and Brian Redd Continued On Page 4


PAGE 2 • Disc Jockey News • DECEMBER 2016

What Are They Really Buying? By Mitch Taylor

For my wife’s birthday, we went to a very high-end restaurant. Upon perusing the menu, one side of my brain thought “choose the steak...you love steak... it will be good... you’ll be happy”. The more adventurous side of my brain LOVED the description used for their dish entitled Crazy Chicken. It had all of the ingredients that I liked, sides were OK and yet I was inclined to make the purchase of the unknown vs. the known entity. In the end the Marketing worked - however once my meal was done I wasn’t as satisfied as I could have been with the steak, and I was left with a feeling that my meal was a little less than what I was promised in the description. Are you doing the same? In this day and age of competing for a clients’ attention, are you going too far with promises just to earn the sale? Here’s one way to find out. After your meeting for clients who Mike Walter continued from page 1 ferrals you should be getting. So use these next few weeks to, as we call it at Elite, spread some love. Take a banquet manager who has recommended you all year to a nice lunch, or drop off some Holiday gifts to their staff. Schmoozing can be a very beneficial thing so take some time and get out on the road. Education. Have you mapped out which educational opportunities you are going to give yourself in 2017? If not, now is the time. I’ve always believed the credo: “You’re never standing still in life, you’re either moving ahead or falling behind.” And a great way to insure you are moving ahead is to attend a DJ conference or smaller workshop. They are great for learning, networking and also recharging your battery and getting you pumped for the year ahead. I can recommend two in the first half of 2017 that will be very beneficial (and yes, I am biased because I’m contributing to both). The Mobile Beat line-up looks incredible this year. The educational opportunities are going to be awesome and if you didn’t attend it last year then you may not know, but their new location at The Tropicana is so much better than the old spot (at The Riviera) it’s like night and day. Plus, who wouldn’t want to be in Las Vegas in March? Take a serious look at this conference because you’d get a ton out of it. And then in April, I will be back down in Raleigh, North Carolina, with my good friend, Joe Bunn, hosting another PhDJ Workshop. This is two days in the deep end of the pool and we limit attendance so the education and networking is on a small, intense scale. We have taught this content many times and past attendees have raved about it, so we are 100% confident this will take your DJ company to the next level. Look into details at PhDJWorkshop. com. Marketing. One of the things we discuss in depth at PhDJ is marketing because it is so vital to your business.

book you, send out a survey with a promise of a $25 gift card for those who fill it out and return it. Ask them these questions: 1. In researching providers of our products and services, what was most important to you before you decided to go with us? Did the importance of what that was increase or decrease because of our conversation? You ask this question to understand what they were thinking before they met with you on the phone, or in person. What did they value going into your conversation? Ultimately was that still an important factor in their decision or did something else become more important? 2. What was the main reason you chose our services over other options? This question gets to the heart of the purchase... the why behind the buy. Once you understand that, selling to your ideal client becomes easier and you can then adjust your marketing efforts, using the most popular words referenced here by those that fill out your survey to attract other ideal like clients. 3. What would you tell a friend con-

sidering hiring our services? By asking this question you gain knowledge of what their future word of mouth could be, even before you perform their event. Be sure to stay a resource to them by touching base at least once every thirty days with tips to help them in their planning. After their event if you have developed the relationship, proved to be a

Have you made a plan for your marketing in 2017? Have you set aside certain dollars to promote your business, whether it’s traditional marketing like wedding magazines and bridal shows or the newest forms of marketing like increasing your visibility on The Knot or WeddingWire? Are you maximizing your social media presence? To do all of these things effectively you need a plan and now is the time to draw it up so you go into January prepared and ready to attack. Vacation. Part of laying out your year is planning for down time. I don’t want to get political here but right after Trump won the election I read that he

that that was a very noble thing to do. But then I read that he wasn’t going to take any vacation time either and I was like “noooooo!” We all need time away, time to clear our minds and enrich our lives. These moments don’t take us away from our businesses; they make us better and more efficient at what we do. So hopefully that headline was wrong (as so many in the media are – except in this fine publication, of course) because anyone in a stressful job needs to take time away. That includes Donald Trump as much as it does you and me. And as we all know, finding that time can be difficult in our industry because if you don’t plan ahead you’ll find your-

was not going to take his salary while he served as our President. I thought

self booked every weekend. My wife and I are planning a three week, cross-

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resource to them throughout their planning, and delivered on event day, then you can rest assured that they will give you a glowing testimonial, and refer their friends. Continue the relationship after their event by sending them a baby book when they have their first child or send them a gift card on their first anniversary for dinner on you. Now, let’s look at the title of this

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article. What are they REALLY buying? The answers are revealed in your reviews. Ask better, more emotional questions such as the ones listed above. Pay specific attention to the words they use. If they are an ideal client then those words they use to describe your services will be of great use in future marketing campaigns to attract like clients. Like attracts like and allows you to take your marketing dollars and put them into the hands of those whom you have already developed a great relationship with, your past clients. The key is your marketing must be congruent to the product or service you deliver on the daily. 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.

country trip this Spring (that’s right I might be swinging through your town) which I blocked the weekends off for over a year ago. If you haven’t been that forward-thinking, do it now. Take a weekend (or two) and block them off and then plan your dream getaway. I have big hopes for 2017. Elite had a solid year in 2016 and I’m looking forward to even more growth and opportunities as we turn the calendar. But I don’t just cross my fingers and hope things come my way. I plan for them. I seek them out. And then I hustle to go get them. You should do the same, if you really want to succeed. And now, in the month of December, especially if you’re a little slower than you used to be ten years ago around this time, it’s a great chance to make your plan. Put your strategy in place now and then get ready to execute it starting January 2nd. Have a Happy Holidays dear reader. We’ll meet again in the New Year! 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.

Photos: Photos can be submitted to the Disc Jockey News via email. Photos must be in jpg format with a minimum of 1500 pixels (300 dpi at 5 inches wide) for publication. Disc Jockey News is published monthly by John Young DBA the Disc Jockey News, 29442 120th St., Grey Eagle MN 56336. Periodicals Postage Paid as Sauk Centre, MN and additional mailing offices. POSTMASTER: send address changes to Disc Jockey News, 29442 120th St., Grey Eagle, MN 56336.


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PAGE 4 • Disc Jockey News • DECEMBER 2016

Expect The Unexpected By Joe Bunn

Whether you own a multi-op DJ company and book several shows every weekend, or just work as a solo operator, at some point in your career there will come a time when you run into an emergency situation and need to send a replacement DJ. It’s inevitable, life happens; a car wreck, an ill family member, wife goes into premature labor, you blow out your back. Believe me, these have all happened to guys in my company, and I mean good guys, pro DJs, real “soldiers” that show up early and rock the house every weekend…not some kid that wants to get out of a show to go see a hip hop concert that happens to be in town on that weekend. So, what do you do when the unexpected happens? Do you panic? No! Read this article for some tips on being ready. First off, always advance the show with your DJ, whether you do it through automation in DJ Event Planner, or whether you call or email all of your DJs on Thursday before the weekend. Advancing the show with your DJ means simply asking them, “Are you ready for your gig?”, confirming the times, location, and extra services. After all of the shows are advanced, you will have a firm grasp on everything happening that coming weekend and feel more confident to be able to do your own show without getting a phone call in the middle of it from one of your DJs. In addition, this gives you a final “big picture” of everything going on in the coming days show-wise. I’ll mention DJ Event Planner again in this paragraph because unlike back in the day when we had for each of our clients a paper folder containing their planner, contracts, and music list, now

DJ_News_Jan2016_Outlines.indd 1

all of that is stored in DJ Event Planner. Our clients are all required to complete at least the planner and are highly encouraged to do a music list as well. Not only does this have the DJ more than ready before he even leaves his house, it’s the blueprint for a show should he not be able to get there. Several years ago, on a Saturday afternoon, I was at the movies with my kids. I got a phone call from one of my best DJs. I knew immediately something was wrong. I’ve told my guys NEVER to call me on a Saturday unless something is wrong, like you better be on fire in a dynamite factory - that kind of wrong. It turns out this DJ had blown out his back while loading his truck. He was literally lying on the kitchen floor calling me. I immediately left the movie, and pulled up the DJ calendar to see which DJs were still open. I found one, called him, woke him up from a nap, gave him the login for the show, and the gig was handled. How? Easy. He was able to see the times, the couple’s names, the location, their agenda and all of their song suggestions including the “special songs” like first dance, bouquet toss song, etc. He showed up to the gig in plenty of time, introduced himself to the bride and explained the situation, rocked the gig, got a tip and a killer review. She didn’t even mention the switch in the review or ask for any money back from us. She got the same incredible service even though it was not the original DJ she had booked. It’s not something that we want to get in the habit of doing, but like I said, sh** happens. It’s imperative that you have DJs on backup for every big weekend. In other words, if you have 10 DJs on staff, don’t book all 10…that’s going to lead to trouble. Always have at least one guy

on call. He can still make money that weekend if you wish. You can either pay him a flat “on call” fee, or maybe just get him to help out some other DJs on their setups or strikes that evening and have his gear and suit with him just in case he is needed at a full service gig. If you aren’t running a mult-op, know that you too, at some point, are going to need a backup. This is where networking and being a good guy comes in. Years ago I started a local DJ organization. It was one of my proudest moments. My whole purpose was to try and bring together the

DJs that had been at each other’s throats for years. It worked…for a while. That’s another article. My point is that you have to have a short list of local guys that you can call on and trust, should the unexpected happen to you. Do you? Put those numbers in your cell phone right now as VIPs. They will be your first call Tamara Sims Continued From Page 1 voice, but it is important to slow down and listen to the specific needs of your clients and your fellow wedding professionals. Be as passionate about listening as you are about talking about your business and I guarantee you will develop deeper relationships that will continue long after your event is over. 9. Strive for Knowledge-Every mentor I have met in this industry attends conferences, seminars and workshops. Education is a top priority for those who are at the top of our industry. They invest their time and money to master their craft. They cannot read enough business books or watch enough videos. They pride themselves in constantly evolving and learning new things to make our industry the best it can be. 10. Great Attitude-The best vendors always approach each wedding with

the moment that you don’t think you can make a gig. Remember DJs, it only takes one abandoned couple for them to destroy your business. Not only are they going to leave a negative review on every site online, they are more than likely going to report you to the local news (one of those “troubleshooter” type programs) and the Better Business Bureau, not to mention all of their social media channels. Honestly, one wronged bride can take down all that you have built. Get your backup plan in place and do it today! As an Eagle Scout, one of the most important things I learned was the Boy Scout motto “Be Prepared” which I still live by almost every day! Joe Bunn is the owner of Bunn DJ Company in Raleigh, NC. He is available for consulting and speaking engagements. His DVD “Marketing the Music” is now available at www.djjoebunn.com. Contact him at joebunn@discjockeynews. com.

positive, helpful enthusiasm. No matter what obstacles they may face, they expect it to be a great night and always have a smile on their face. This, my friends, I can totally relate to! I look forward to learning from all of you in 2017 and beyond. Happy Holidays! Please feel free to share your comments with Tamara at: tamarasims@ discjockeynews.com Tamara is the Director of Sales and Marketing for Something 2 Dance 2 DJ Entertainment in Schaumburg, IL, which she proudly owns along with her husband Jay Sims. She has over 20 years experience in the wedding industry and loves creating wonderful wedding memories for her brides and grooms.

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Disc Jockey News • DECEMBER 2016 • Page 5

Why Following Up Matters By Kristin Cole

It’s that time of year in the Northern Hemisphere - booking season! This is one of our favorite times of year as we see the upcoming season starting to take shape. As business owners, we experience the booking process through our eyes, but it’s also important to understand how this process unfolds for a Bride. Within a couple months of a Bride getting engaged, she will start planning details and researching vendors. LOTS of vendors. She will likely focus on 2-3 vendors at a time as she reviews websites, asks for referrals on Facebook, and receives recommendations from her friends and the vendors she is meeting with and booking. Most brides will not keep a super organized list of which vendors she is researching, but will fill out contact forms or directly

email the vendors that stand out to her. When she emails you and you respond there is only a small chance that she remembers your name and what your website looks like, or how she felt while researching your services. For this reason, your response email must be personable, direct, and engaging. It must also have all the important information she will need to move to the next step. Once she reads your email she will decide how much she likes you, if you are in her “budget” (a term I use loosely) and what her next step will be. Unfortunately for most business owners, this is where the contact with the Bride ends. If they hear back from the Bride, great. If not, oh well. This is a huge mistake and one I see all too often. This often happens for two reasons. The first reason is because everyone is BUSY. Who has time to keep up with a whole bunch of leads and encourage them to book? It’s hard, I get it. And hiring someone to handle this for you can be costly. The other reason follow up fails to happen is because there aren’t adequate systems in place to handle this easily. It is hard to keep track of who to follow up with, how often, and what to say.

An Entertainment Experience Review By Allison Farley

I went into Bill Hermann’s famous Entertainment Experience Workshop filled with the confidence from my previous 3 successful Wedding Seasons. When asked initially why I was there and what I hoped to gain from this educational endeavor, I proceeded to tell my peers that I felt as if I had plateaued as an entertainer. In my mind, I had reached the ceiling of my potential. I noticed that as my colleagues stood up to inform the rest of us of their reasoning, that they all sounded very similar to what I had expressed. Boy, were we wrong! Before we even left Michigan, Mitch preached to me that I needed to go into this Workshop with an open mind. Well Duh, I thought, isn’t that the case with ALL of the workshops I’ve attended in the past? Little did I know, the amount of space I had opened in my mind for new knowledge looked like a pinhole in comparison to the amount of space that was needed. The type of “nuggets” you think you’ll learn from this experience are not even closely comparable to the actual knowledge you receive. After attending a few MC and Sales based workshops in the past, I figured Bill’s class would be similar. Each teacher/entertainer has their own way of executing an event. I figured we’d sit down as a group, take notes on the exact ways Bill performs an event, and the compensation we assumed we would get from this training alone would just start flying in (if, of course, we dedicated our hustle to the cause). Instead, we were met with options. There wasn’t a right way to do things. Instead, we had to figure out our

own way of doing things. Never in my life have I attended a workshop that allowed me to clearly dive inside my own mind and figure out exactly what kind of a style I was bringing to my clients. What sort of added value made me stand out from the rest by just simply being me? Ever since I began my journey as a Master of Ceremonies, I was under the impression that my age and sex would define me as an entertainer. Subconsciously, I began to create a personality for myself that wasn’t the person I was outside of Weddings. We decided to call that person Veronica. After our first exercise, Bill pointed out the intense switch of personality and swagger I adopt once I get a microphone in my hand. Even though the events I had performed in the past few years had been successful, Mr. Hermann pointed out that in order to reach the next level of my entertainer career, that I needed to be me. The Entertainment Experience opened my eyes to an entirely different way of thinking. The person you are when you walk through the doors at the E.V. Headquarters, is not the same person that walks out 2 days later. It brought me close to a few people in my industry that had the fire and passion to go above and beyond for their clients. It gave me the confidence and self-awareness that I needed in order to rise above the persona I had created for myself unknowingly, and most of all, it reminded me that I am independent, I am strong, I am authentic, but most of all, when I am myself, I am magnetic. If you have yet to sign up for an Entertainment Experience Workshop, I highly recommend you contact Bill Hermann as soon as possible. Allison Farley is the Creative Director for the Taylored Weddings team. She comes with a background in photography and artistry which she draws from in her wedding planning and performances. You can reach Allison at allisonfarley@discjockeynews.com.

What if I said that you would book 20% more Brides if you followed up? What if you could book 40% more Brides? 50%? Would it be worth it to invest some extra time and/or money to make this happen? YES OF COURSE!! So, where do you start? First, decide how often you would like to follow up with your leads. Weekly? Monthly? Maybe 1 week after the initial contact then 1 month later? How long will you continue following up for before you stop completely? Next, what kind of follow ups will you do? A direct email? Phone call? More indirect newsletter? Combination of both? Now, take your notes and turn them into an excel spreadsheet. One week after the initial call/email I am going to email… Two weeks later I am going to send them… etc. From here, decide what you are going to say in each of these contacts. Write out your emails and save them in your email drafts, canned response program (Gmail has one), or Word document. You will save so much time by having these emails pre-written. Copy and paste for each email and include photos, links to your website, and reviews from past cli-

ents when possible. After this, choose a way to automate your reminders of when to contact. Our client management program (Cheetah Business Management Software) has tasks programmed that automate for each client and will pop up reminders for us each day for the tasks we need to do. THIS IS THE MOST IMPORTANT STEP. If you don’t have a way to be reminded automatically to send these emails, they won’t happen like you want them to. As you implement a system like this you will see an increase in your sales and profits. Start this today and see how your 2017 season comes together better than expected! Kristin Cole is the owner of Sound Wave Events in Boise, Idaho. Her passion for unforgettable customer experiences, relationship marketing, and online branding have been the driving factor behind the success of her company. She is a committed small business coach and teacher, who helps business owners develop into their full potential. You can reach Kristin at kristincole@discjockeynews.com

Brian S Redd Continued From Page 1 come in the color every DJ wants - black. They also offer them in silver for those who use aluminum trussing. They come in a couple of different styles and lengths as well. Their 25 foot Black 16 Gauge 3 Conductor Extension Cable can be had for around $13. Does your DJ have a hand cart for loading and unloading equipment in and out of venues? RocknRoller has several different gear carting solutions with prices starting at around $70. These are light weight, transforming, collapsible multicarts that will save your DJ time and energy. Battery powered speakers are a big hit with DJs. They can be used for those places where AC power is hard to come by, like remote cocktail locations or a wedding ceremony on the 18th hole of a golf course. These range in prices as well. The one that I still think is a great

perfect solution. They are specially designed to produce sounds for close range listening (about 5 feet away from the speaker). Pioneer’s S-DJ60X active reference speakers are self-powered, have a variety of input options, and produce a beautiful, warm, natural sound. If you shop around, you can find them for around $170 apiece. I’ve owned a set for about 3 years now and prefer them to offerings at more than twice the price. 3-In-One lighting effects are becoming very popular for the beginner DJ, the turntablist wanting to add an easy light show to their performance, or the mobile DJ who needs small party lighting options. ADJ’s Stinger series offers wash lighting, lasers, and jewel effects all in one fixture. There are 4 options to choose from: The Stinger, The Stinger II, The Stinger Gobo and The Stinger Star. All options are DMX programmable or stand-alone / sound activated and are ADJ

value at under $200 is the American Audio ELS GO 8BT. You get a 4-5 hour rechargeable, replicable battery along with Bluetooth, a built-in MP3 player, a microphone input and several different line input options. This is a budget option and shouldn’t be confused with higher end PA speakers, but for general utility purposes, you just can’t beat it at the price point. A great gift for the DJ who likes to mix, remix, or just listen to music at home, are speakers made for doing just that. Studio reference monitors are the

UC IR remote control compatible as well. Prices range from around $230 to $250. So, there you have it. I hope there’s something Brian S Redd is a Mobile/Club DJ in Milwaukee WI, DJ Youtuber and an official “American DJ” Artist/ You can reach Brian at: brianredd@discjockeynews. com/


PAGE 6 • Disc Jockey News • DECEMBER 2016

Thank You! Thank You! Thank You! By Ron Ruth

As youngsters we’re quickly taught how much people like it when we say “Thank you.” Although I don’t specifically remember the gentle coaxing of my parents, I do remember reminding my very young son, “And what do we say when someone does something nice for us?” By the time we enter grade school, we’ve learned that a proper “thank you” comes with personal rewards. What takes a bit longer to learn is how unappreciated it makes us feel to offer a kindness to another and not get an acknowledgement of that action. We’ve all experienced that moment at least once in our life. It hurts. It leaves a bad taste. We might even hold back on doing something nice for that person or others in an effort to prevent that kind of pain from happening, again. My wife, Deb, and I had some remodeling work done on our home this past summer. We hired a contractor who was referred to us to head up the project. He was a nice guy who we only saw on a couple occasions after we hired his company. He actually employed a small crew of guys who managed the sub-contractors that actually did most of the work from installing new floors, counter tops and appliances in our kitchen to a total makeover of our downstairs bathroom. In some respects I thought of the contractor as being very similar to a wedding planner. A great deal of his personal responsibility to us was to assure that we stayed on budget (we didn’t) and to keep us on schedule so the project would be completed on time (it wasn’t). Overall, we only had a few issues with the quality of some of the materials and the work performed. I should also point out that he made sure that our complaints and concerns were always addressed in a timely manner and that any workmanship that didn’t measure up to our standards was corrected. All in all, it was a job well done. But, we also spent a ton of money,

more money than I had ever anticipated spending with his company. My only disappointment is that it’s now been about 2 months since the remodel was completed and we’ve not received any sort of thank you for doing business with him. He hasn’t even scheduled a time to come see the end result of the project. I’d love to say that his negligence simply makes me feel unappreciated as a customer, but the truth is it also ticks me off. The sad thing for the contractor is that he took what could have been a lasting, referral generating relationship and allowed it all to just fade away. All because he hasn’t taken the time to offer two simple words---“Thank you!” Worse yet for him is that my wife wants to remodel our master bath. Since it is evident to both of us that our business hasn’t been appreciated with this particular contractor, we’ll be looking elsewhere. We might come back to him, but I can’t guarantee it. You see, he traded our steadfast loyalty for a lack of gratitude. You may be thinking that I’m overreacting. “C’mon, Ron. The guy just forgot to say ‘Thank you.’ Get over it. Move on.” If you really think that’s how I should deal with this situation, then you may not appreciate the power of saying “Thanks!” in your own business. Research indicates that when you say “Thank you” to your customers, they both spend more money and tell their friends about the exceptional service and products you deliver, increasing your profits. Throughout this year I’ve been writing articles about the value and benefits of creating extraordinary client experiences, the kind of experience where your clients feel valued, special and as though the experience was designed solely with them in mind. Showing appreciation is a great part of that experience. Without it, your clients are not going to feel beholden to you or your company. Not taking the time to say “Thank you!” to your clients or customers is one of the worse reasons ever for losing business and revenue. It’s everyday etiquette that has been instilled in all of us since we were kids and such a simple courtesy that takes just a moment. It costs nothing, not even effort. But, as has been mentioned, it’s also one of the most important ways to build a solid relationship with clients.

When should you offer appreciation? As often as possible. I’ve never known anyone to say “That person was just waaay too appreciative.” On the flip side, forgetting or neglecting to say “Thank you” is looked upon as bad manners. Not only does it upset people, it makes your business look bad. Why do you think couples invest so much time sending out thank you cards for the gifts they receive? The act of saying “Thank you” is more than a statement of gratitude. It is a sign of respect to the other person and proof that you do not take them for granted. It all begins with first contact. When a potential client calls or emails you, begin your side of the conversation by thanking them for reaching out to you. They may have reached out to any number of service providers. A simple show of appreciation could automatically set you apart from the others. And, don’t forget to thank them, again, at the end of your conversation or correspondence. If you’re like me and ask for an appointment, make certain you thank the couple upon their arrival for taking the time to meet with you. I also send them an email the following day with another note of appreciation to them for taking the time from their busy schedules to meet with me. Although I remind them I am at their service should they have additional questions or a concern, this particular note is not a plea for their business. In my opinion, that would dilute the sincerity of my gratitude. It should go without saying but be sure to offer thanks at the time a customer or client purchases your product or service. Each time they contact you, your reply should always begin with a “Thank you” to let them know you’re never too busy to be of assistance. Without that show of gratitude you take a chance on them avoiding communication all together. If that happens you could lose valuable insight into how you can better deliver the experience you want them to enjoy. Thank your clients for getting date sensitive materials to you on time. Thank them for keeping you top of mind when it comes to changes and updates to schedules and items you may have discussed and considered completed. And when the job is done, never thank your customers for their business. Well that sounds coun-

ter to everything I’ve just said, doesn’t it? But, bear with me a moment. Yes, it is vital to thank your customers, but make it personal to them. Avoid typical language and stand out by addressing specific examples of what you’re thanking them for. Above all, do not send a form letter that addresses your customer as “Dear Customer.” Over used sayings like “Thank you for your business,” or “We appreciate your patronage” don’t really do much to personalize your thanks, either. Think about it. As soon as you say “business” you have just made a customer realize that, yes, despite what rapport you might have, at the end of the day, they represent a business transaction. That immediately diminishes the experience and relationship you worked so hard to build. One last thought on offering thanks; when it comes to the final correspondence, write it by hand and don’t use company stationary. Use a card that reflects your personality. It’s far more personal than an email and, if you’re anything like me, I find handwritten thank you notes written to me from my couples to be so personally valuable that I prominently display them for a time before filing them away for future reference and enjoyment. Trust me when I say your customers will be inclined to do the same with a sincere handwritten card of thanks from you. Thank you for another year of being an avid supporter of my writings and those of my fellow DJN contributors. As you go about the new year, explore ways of appreciating your customers and clients more fully. Spend time appreciating your relationships, your business, your family, the world, and most of all, appreciating yourself as much as I appreciate you! Happy New Year! Ron Ruth is a 20 year veteran of the wedding and DJ industry and the owner of Ron Ruth Wedding Entertainment in Kansas City. He’s also a self-described “Disney Geek” and a nationally recognized speaker who presents seminars at conferences for DJs and wedding professionals on the topic of delivering quality service. Ron can be reached at 816-2244487 or ronruth@discjockeynews.com

What To Do When Crazy Enters Your Company By Justin Miller

The crazy I refer to is a person. Despite some very rigid hiring requirements and processes, e v e r y once in a while, crazy finds his way into our company. Over 100 employees have been part of this company since I started it and this somewhat comes with the territory, but it can still surprise you every once in a while. We had someone no-call, no-show last weekend and therefore get fired. We did cover it with another staff member but have a strict policy that there are no

second chances for this type of offense. This person fell completely off the grid for several days, until he sent this flaming torch via text to his manager… I’m assuming you all fired me. Good choice. I didn’t believe in your company to begin with but honestly I want to speak a bit on that point; you have no direction whatsoever and It’s terrible. You spread yourselves so thin and are always in a context of constant “hire hire hire” to trap idiots into Justin’s bullshit. I don’t care about his company and his growth. I don’t agree with his policy as a business owner. He is bad at business and you need to deal with that. I don’t care if I burn a bridge with saying what I say ... I won’t sit here and defend my actions because I feel like you shit on me and my skills by adhering to “company policy.” Obviously the policy doesn’t work if your overturn rate is so high. Just realize that this company is crap, if you were really legit like you made it sound you wouldn’t have had any problems. It would move like an ef-

ficient machine... You people act as if you’re an established corporate entity…. You aren’t. I’ve handed my card out to plenty of people spanning the entire sales demographic and none of them have heard of you. Fun stuff, right? If this hasn’t happened to you yet, it will. Some haters are actually a sign of success. But there are some lessons to be learned here. 1. You can’t want it more for them than they do themselves. This employee was actually only with us a few weeks, appeared to be rock solid and was going to be fast-tracked. We still slow down because often true colors come out over time. 2. Hire slow, fire fast. This also means we are ALWAYS hiring. We are ALWAYS looking for good people and don’t like to be in a place of NEEDING people fast. So yes hire, hire, hire when the right people come along and do everything you can to make them come your way.

3. It isn’t about me. It is about the customer. If somebody is focusing too much on the inside and not on the customer then they have the wrong attitude for customer service. It is not about your skills. It is about what you can do for the customer. 4. Adhere to your policies 100% or there is no point in having them. 5. It isn’t about fame. The only people you need to care about knowing you are your potential customers, which should be very targeted. Bottom line, develop a thick skin. Eliminate the negative and keep on your mission. We also had a good employee put in two weeks notice as he moves on with his life and career in another direction. We wish him the best and there is not much story there. That happens too, and you should be of service to that type of employee and encourage their personal growth. You can reach Justin at: justinmiller@discjockeynews.com.


The Busiest Time Of The Year By Rick Brewer, GetMoreBrides.com We have come to the busiest time of the year…or at least it should be. We should be busy with some holiday parties as well as the occasional wedding that occurs while families are together. Most of all, we should be busy with preparing for our best year yet. Here are some ideas of what we should be doing to prepare. We b s i t e review. We should be constantly looking at websites and trying to find ways to improve traffic and conversion. More importantly we should be constantly looking at the measurements. If you are not regularly (I recommend this be a weekly task) measuring the traffic on your site, then you potentially have room for improvement. My recommendation is that you install and use Google analytics to understand trends, spikes and the vast amount of information which matters. If you have not installed this, hire someone from Fiverr. com (costs you $5- get it a fiverr….) and get it installed. Further, consider hiring some trained outside eyes to go through your site. Simply asking people on a Facebook group is not a great idea, in fact, it is a bad idea, because while some may be trained and know what to look for, you mostly will get 25 opinions from 10 different people which will leave you potentially frustrated and confused.

Referral review. You should have a list of people who regularly refer you. Now is a great time to review how that went from the previous year and how you can improve for the year ahead. My goal for clients is to get 20 people sending at least one warm lead per month. That may seem little, it may seem huge, either way, form a strategy that will build relationships of trust with these good folks and then follow that strategy. One of the key elements of that strategy should be reciprocation. If someone sends you a client who books, that could be potentially worth $250 of advertising that you didn’t have to spend (the average booked client costs anywhere from $100- 300 in marketing costs, not to mention all the work that goes into it. One further note, if you are not sure how much each client costs in marketing costs, simply add up all of your expenses related to marketing, and divide the amount of paying clients into that number. This number may surprise you. Marketing review. Of course this needs to be done every year, and now is a great time to review what you’ve spent and how that spending performed for you. Might be time to take a new look at old mediums, or time to reconsider some that are not working well for you. Either way, get your finger on the pulse of what you are doing with your very important marketing dollars. If you are not sure if something is working or not, and your gut is not sure (I ask my clients, when they are unsure, what their gut tells them) or your web metrics cannot indicate movement, that should be your answer. I will also tell you that posting in free places (I see this bad be-

Disc Jockey News • DECEMBER 2016 • Page 7 havior all the time, where a vendor will my wish is for you all to have a phenompost to other vendors and thought that enal 2017 with your businesses Rick Brewer is the Nation’s Foreis a productive move) or you are relying on “word of mouth” (word of mouth most expert at Marketing and Selling to is great but 9.9 out of 10 people who Brides. You can sign up for Rick’s Free say they are getting their business from Weekly “Marketing To Brides Tip of the word of mouth do not have a good strat- Week” on his website, www.getmoreegy of how they will continue, yet alone brides.com increase that number) is not a strategy that will be effective for very long. May you and your families have a great holiday season that is filled with good food, laughter and memories and

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PAGE 8 • Disc Jockey News • DECEMBER 2016

Jazmine Gonzalez Is A DJ You Should Know, Admire, And Learn From By Keith ‘KC’ KoKoruz

Like most of us in this industry, Jazmine fell into it by accident. While in college her roommate was an interactive dancer for a Chicago based bar mitzvah DJ company. One of their staff members never showed up to a party and her roommate called her, telling her they needed someone to pass out glow in the dark necklaces and prizes at a bar mitzvah. She jumped into the car to come to her roommate’s assistance, and to her surprise fell in love with being a part of people’s parties. She went to work for the company and became a dancer, then one evening an emcee didn’t show up and they tossed her the microphone and she rocked the party. She then became an emcee for the company. At the end of college she decided it was time to hand the microphone back and start looking for a real job. She had also run the course of her advancement with this company and could grow no more with it. After leaving the company, she started getting phone calls from past clients, party planners, etc. asking if she would do a party for them. She said yes and H.Y.P.E. Productions was born. H.Y.P.E. stands for How You Prefer Enter-

tainment. It has been her philosophy that every client should have their celebration based on the parameters that they want from their entertainment company. She customizes what her performers wear based around the theme and/or the colors being used in the décor. She customizes the music, the games, and the details around each client’s wishes. Since her beginning, she has expanded into becoming the premier bar/bat mitzvah entertainment company serving the Chicagoland area. H.Y.P.E. Productions is now a multi-million dollar multi-op service with a team of performers that include DJs, emcees, dancers, percussionists, etc. In addition to DJ services she also has created and owns two different bands that

she offers to clients. She has also created an interactive entertainment novelty business called Excite which offers games shows, video games, karaoke, carnival games, led ping pong, and led 20 person foosball table, lounge furniture, etc. to clients. She has had the honor of working all over the country for corporate clients such as Google, Costco, Chicago White Sox, Chicago Bulls, New York Giants, NFL, as well as hundreds of amazing families celebrating oncein-a-lifetime celebrations. She is also a two-time DJ Times DJ Expo, DJ of the Year. This past November she has embarked on the largest project of her career. She purchased a 31,000 square foot bar and live performance venue on 3 acres of land

formerly known as Cubbie Bear North. Construction is currently underway on this multi-million dollar project to convert the space into a raw loft styled special event venue called Loft 21. Loft 21 will feature raw contemporary décor as well as state of the art sound, lighting, and video. This event space will be used specifically for social, charity, and corporate events. They have events scheduled at Loft 21 starting as soon as April of 2017. From passing out glow in the dark necklaces to owning what is going to be the Chicago North Shore’s hottest new special event venue, Jazmine Gonzalez is the American dream come true and someone that everyone in our industry should know, admire, and learn from. Stay tuned for a follow up article in May of 2017 after Loft 21 has officially opened and you can see the before and after pictures. KC can be reached at KC@discjockeynews.com.


Disc Jockey News • DECEMBER 2016 • Page 9

Book Em Dino By Dean C. Carlson

When I was a young kid the biggest cartoons on TV were the Flintstones and Scooby Doo. I wasn’t the coolest of kids, coming out of my mother ’s w o m b with nerd glasses on and all, so when kids picked on me they used to say to me “Dino, daddies home!” over and over and over again. I hated it. Eventually I embraced my full uncoolness and became a book worm. It was a great escape from all that was wrong in my world. I read probably 30 books a year, and even took a speed reading course where I got up to 1500 words a minute with 95% comprehension. I’m sure, because I skim read, that’s why my spelling and grammar went down the tubes. Today I still am an avid reader of books. If readers are indeed leaders, well then, I’m the president. Earlier this year Dave Ternier suggested I read The Go-Giver by Bob Berg and John Mann. That, coupled with a seminar I heard a few years back when another speaker recommended the same thing, led me to start giving books to people. Since July I have given out 8 of them, with the last given to my new Aussie friend, Bradley

Kjeldsen, whom I gave Purple Cow by Seth Godin. With Christmas right around the corner I thought I would challenge my readers to go ahead and give 3 people the gift that might change their lives. It’s pretty easy, really. Find someone in your life that either you want to inspire or possibly lift them up and just send them a book. No, an Amazon gift card doesn’t work. 3 people is no more than $60, and guess what - you might also find yourself receiving a book sometime, too. And if you really want to get bonus points, give one to a competitor in your market. The challenge of this challenge is finding the right book for the right person. Take Bradley for instance; he and I were having a conversation about some of the unique marketing he does, and Purple Cow came to mind. I found out he didn’t have it and there you go. Also I suggest that it is a book that you have also read so that you can possibly set up

a time for some coffee and discuss the book, thus building a relationship. Dr Henry Cloud wrote a book called 9 Things You Simply MUST DO To Succeed In Love And Life. Principle 5 is called Act Like An Ant. Many years ago I wrote an entire article about this, and to break it down it goes like this. A man bought an ant farm; you know the ones you get as a kid, except when he got it everything was separate. Following the instructions he opened and cleaned out the farm; poured the sand in first and then the lethargic ants that came along with the set up. At first the ants appeared to be doing nothing, but eventually they woke up and started moving around. After 3 days it appeared as if nothing had happened, and the man was called away for a 5 day business trip. When he got back the following week an entire city was built. Ants aren’t very big, and the amazing thing is that they do one thing at a time, and repeat it over and

over until the job is finished. But it all starts with just one grain of sand. We all get blinded by the big picture of life. It can be overwhelming; bills, work, kids, insurance and on and on it goes. I personally have been stopped in my footsteps from that overwhelming feeling. Then I heard about ants. Life is really just made up of a bunch of little things, like the sand that ants move around one piece at a time. And if I start with that in mind and find a piece of sand, just one project and I do it well then the accomplishment of the one task helps me move on to the next, and eventually I end up building a city where there was nothing before. Isak Dinsen once said “When you have a great and difficult task, something perhaps almost impossible, if you only work a little at a time, every day a little, suddenly the work will finish itself.” Every day my goal is to become a better self than I was yesterday. Abraham Lincoln said it best when he said “I don’t think much of a man who is not wiser today than he was yesterday.” Would you like to be better tomorrow than you were today? Well, feel free to email or facebook me at Dean@NightMagicProductions.com I’ll put you on my nice list, and maybe I’ll send a book to you. One final thought; deep into the book on a random page, write a message with your name and phone number on it so that when they reach that point they will call you for a free Starbucks gift card…just don’t tell them, and see who is actually reading your books. Dean Carlson can be reached at deancarlson@discjockeynews.com.


PAGE 10 • Disc Jockey News • DECEMBER 2016


The Way I See It: Let’s Talk Music By Michael J. Lenstra

As DJs, we talk about lighting and sound equipment. We talk about sales and marketing. We talk about software preferences, grand entrances, and love stories. But the one thing we, as a community, don’t seem to talk much about (with the exception of the We d n e s day night m u s i c show on DJNTV) is music. It certainly hasn’t been on the agenda at the few DJ conferences that I have attended, which is funny since the crux of our business is centered on music. It’s also been a topic that has come up more than once as I met with prospective couples in the past year and heard questions like these: • “Do you play any slow songs, because I was at a wedding and the DJ never did play any, and I was pregnant at the time and could not go out and dance to any fast songs with my fiancé?” said one bride to be. • “Do you play music that everyone can dance to, because at our first daughter’s wedding the DJ played a couple of classics at the beginning of the night, then we sat there the rest of the evening?” a soon-to-be father of the bride asked me. • “Can we have a say in the playlist because we were at a wedding and the DJ played like eight Rolling Stones songs?” another couple asked. • “Do you play the whole song, because we were at a party where the DJ kept ending the song early. Sometimes just about the time we would hear a song we like and get to the dance floor he would change it right in the middle.”

was another comment I heard. There may, of course, be reasons for those situations that the prospective client was not aware of (I certainly don’t know of any DJ that would play EIGHT Rolling Stones songs at a wedding purposely!); for example, they may have been dictated by those particular couples However, that too is just speculation. So let’s talk music. More precisely, how do we program it? In my early days, I worked for a large multi-op company. The owner had a music programming formula that he encouraged the staff to use, and it went something like this: Six to eight up-tempo songs Two slow songs Novelties or traditions Repeat The six to eight up-tempo songs were usually broken into two sets, with each set being a certain genre. For weddings, it was typical to open up the dance floor with a set of three to four oldies, often followed by a set of three to four country songs, then two slow songs. You never played fewer than two ballads, just to ensure that there weren’t couples who took so long to locate one another and make their way to the dance floor that they only caught the last 45 seconds or so of the song. However, you never played more than two, so as not to slow down the party too much. Those were followed with a novelty, such as a line dance or the chicken dance. At a wedding, it may be a traditional moment like the dollar dance or a garter and bouquet toss. I’ve long since strayed away from that early formula. Nowadays, I see several different options being tossed around as to how mobile DJs plan their music itinerary. Some still do sets in genres, grouping songs of a specific time period or style of music together. Some rely on matching beats per minute, and a newer method is matching songs by music key. So I had to ask many of my fellow DJs: How do you program your music?

Disc Jockey News • DECEMBER 2016 • Page 11 Do you have a formula? How do guests’ mally) I believe it’s best to keep the sets as varied as possible, especially if requests fit into the picture? For longtime DJ Steve Saltzman, the age group is varied (like at a wedowner of Steve’s Mobile Music in ding)... a slow song here, then a faster Ames, Iowa, using sets is still his prefer- song there, a 60’s oldie there, followed ence: “In most cases I think in terms of by a Top 40 hit there.... I want to see ‘sets’ between slow songs and program crowds get up for one set, then switched [them] to build energy (increasing bpm) by a different crowd at the next set. No, within each set. Each set is typically one we can’t please everyone, but I’ll die to two genres. I look at key occasionally, trying.” As for myself, I’m predominantly but mainly only when trying to beatmix and there is obvious clash between the a wedding DJ and still customarily a sets guy. I most often will run a stretch two songs.” As for requests, Steve offers a popu- of eight, ten, or twelve upbeat songs lar stance among DJs. “Usually requests before I slow things down a bit, most are treated as suggestions rather than often playing a ballad and then a tracommandments and we try to fit them in ditional sing along song (“Don’t Stop when/where/if it makes sense with the Believing,” “Friends in Low Places,” overall plan (bride or groom might get “Sweet Caroline”). I like to start most higher priority in terms of immediacy).” of my dances off with something newer The cornerstone of Steve’s business yet universal enough that most all age demographics know and will dance is formal school dances and weddings. Connecticut wedding DJ Jim Collins to (“Uptown Funk” and “Shut Up and Dance” are perfect recent examples), says it all depends on his mood. “I try sets—sometimes by genre, thus establishing to the younger audisometimes by bpm regardless of genre,” ence that, yes, I do have new music, he says. “Depends on my mood. Which- before I ease back into something a bit ever way, though, I build the energy older. Club or hip-hop music will come from the first song in each set to the last later. As for requests I—like Steve— treat them as suggestions and I phrase in the set.” So sets and bpm seem to be the pre- my request pleas to, “If there is someferred methods for Steve and Jim. In thing you would love to dance to, let Florida, Tampa Bay’s Jeffrey Evan Muf- me know what it is,” therefore planting son has a completely different approach. the seed that I am looking for DANCE “I’d like to think that I’m a good (or tracks and minimizing the chance that adequate) programmer but I have a feel- the guy with the grey-haired ponytail in ing I do it much differently than most of the back of the room will approach me the DJ world,” says Jeffrey. “Because and ask if I can play “Radar Love” by I use MixMeister, I have the luxury of Golden Earring… next. But, the way I see it, programming being able to pre-mix, prepare, and preprogram many of my sets. In fact, I keep music is an art. And like any form of up to five different set templates for dif- art there is no right or wrong answer, as ferent event types: weddings, mitzvahs, long as we all achieve the same result: happy customers. youth, seniors, and general. Until next month “I don’t have any particular genre that ~ Michael ~ I prefer or brand myself with, so when Michael J. Lenstra is a 20-pluspeople ask me ‘what types of music do year veteran of the Mobile Disc Jockyou like to play?’ I tend to get perplexed about the question, wondering if I tru- ey Industry, a full-time entertainer, ly am in a minority in that regard. I’ve and owner of Alexxus Entertainment learned not to pile up songs together of in Dubuque, IA. He can be reached at the same genre and/or rate (unless spe- mikelenstra@discjockeynews.com cifically asked, or if I’m in a club situation).” And Jeffrey concludes: “Again (nor-


PAGE 12 • Disc Jockey News • DECEMBER 2016

PTDJ: The Right Mindset By Dan Carpenter

I’ve run into a lot of different types of DJs over the years, whether it’s DJs down the hall from me at a venue that I’m also performing at, to those that come to the DJ Expo in Atlantic City, to the DJs that troll the various Facebook forums, to those that join us virtually for the DJNTV programs on Monday through Wednesday nights. What I’ve noticed is that, no matter where you find yourself in that spectrum (or even outside of it), you fit into one of two different mindsets; fixed or growth. For a requirement of my full time job, I’ve been reading a book titled Mindset – The New Psychology of Success by Carol S. Dweck, Ph. D. The purpose of the book is to lay out two mindsets, discuss the pros and cons of each, and essentially convince you to live with a

growth mindset. The qualities of a fixed mindset focus on talent. That you either have it or you don’t. I’ve met a lot of DJ/MCs who fall into this category. They feel they are great because they have a talent for being a people person. They feel that because parties come natural to them, that they don’t have to work to make it better. However, when they don’t have great events, they place blame. Maybe it was because the crowd wasn’t a dancing crowd, they hadn’t had enough to drink, it was a long wedding, or any other multitude of reasons. As the excuses continue (or multiple events like this happen), for those that are hard set in the fixed mindset, they eventually turn to themselves. They weren’t talented enough, and basically they suck, so the only possible action they can take next is to quit. The qualities of a growth mindset focus on the effort and work. Talent can get us started, but how we respond to challenges is what makes us great, or not. The advantage of a growth mindset is that we can learn and grow. In Mindset, the author tells of a story where it took a group of people who said they couldn’t draw well at all (and they proved it with a few examples), then after just a 15 minute art course, they were drawing

extremely well. Just 15 minutes under the right guidance and direction and they looked like “naturals.” That gives me a lot of hope. Not because I want to be a great artist, but because it shows that I can improve the areas of business that I feel I’m not that naturally good at (sales and marketing). It’s easy to fall into a fixed mindset. Unfortunately, our guests often help contribute to this when they tell us how great we are. It seems no matter how the event went, people will come up to us and compliment about how much fun they had and how we’re the greatest DJ EVER. Hear words like that and eventually we start to believe it. We start to think we have that natural talent to succeed. Then something doesn’t go right and we believe that if it was talent that got us there, then it must be that we don’t have enough talent to be still truly great. In the past, I was guilty of a fixed mindset. When I had great weddings, I was on cloud 9, convinced that I did everything to make it happen. Then when things didn’t go as I wished, it had to mean that I sucked. However, as I’ve become involved in the DJ community and realized that there are mentors and people I look up to out there who are

better because they WORK to make themselves better, then I can and should do the same. So what happened when I did? My events got even better. Did I still have my difficult parties, ones that didn’t turn out like I had planned them to? Sure, but rather than looking at them as a moment of disappointment, I analyzed them. I looked for what I could learn. What areas were there to improve? Maybe some things were still out of my control, and nothing would have helped make that party ‘over the top’, but it was only in the search for making improvements that I learned what was really happening. I didn’t make assumptions, I did research. The book goes into multiple areas where we can have a fixed versus growth mindset, and it is possible to be growth minded with one area, but fixed in another. If you’re looking for a good read that can give you areas of your life to improve (not just DJing), I encourage you to pick it up. In the meantime, keep your growth mindset up as you read the other fine articles written the members of the DJ News writing team. Dan Carpenter can be reached at dancarpenter@discjockeynews.com.

Success Comes From Action, Not Ideas By Alan Berg

If you’re like me, you have more ideas than time. You may have pages and pages of notes from conferences, books you want to read, and videos you want to watch; now, if you could only find the time for all of it! Well, I hate to break it to you, but with all the modern technology at our fingertips, the one thing we’ll never invent or create is more time. It’s a finite commodity, and every second that passes is one that will never exist again. OK, enough of the gloomy words. I want this article – as with most of mine – to be inspirational and to get you motivated to act. That’s the idea that prompted me to write this. Knowing that you can’t do it all is easy. Deciding to take action on some of your ideas is the important first step in achieving greater success. Success is not a product of having ideas or money. Success comes from acting on your ideas, and since you can’t do them all, it means prioritizing them so you can get started. Too many people get paralyzed trying to do too much. You end up spreading your precious time between too many things, only to complete very few (if any) of them. Let’s start a resolution! As we approach the end of the year, and many of us start making New Year’s resolutions, what I’d like you to do is to resolve to do something that you can finish within the first 2 or 3 months of the new year. Some of your bigger ideas will take longer, but if you break them down into smaller pieces, you can check them off your list and see the progress. The key is not to stop the flow of big ideas. The key is to decide which ones will have

the greatest impact, and then break them down into smaller pieces that you can do now. For those of you who’ve heard me present “Are you too busy to be successful?” or read my book Your Attitude for Success, you know that I’m referring to what I call your To-Do List, versus your Today List. Your Today List items are all of the things you need to do on a daily basis. Things like responding to email, getting ready for this weekend’s weddings, taking the kids to school, grocery shopping, etc. Your To-Do List items are the things that are more big-picture goals. Things like expanding your business, redoing your pricing and packages, redoing your website, etc. Let’s make it personal These aren’t just business things. My To-Do List is things like learning a new language, writing another book and launching a new site with all my audio and video presentations. None of these can be accomplished quickly. The only way to do them is to break them down into small bites. That’s how I wrote my latest book, Shut Up and Sell More Weddings & Events. You don’t sit down to write a book. You write some words today. And then, you find time to write some more words tomorrow, or the next day. Then, after doing that for days, weeks, or months… you have a book, or in my case, a 200-page book. Once I got into the groove, I actually wrote more than I needed for this book, and decided to leave some for another book. I have learned, from writing two other books, that I shouldn’t edit while I write. That slows down the process. Write the words, then go back and have them edited when you’re done. But it’s in the box! When I decided to learn Spanish, I hesitated to buy Rosetta Stone because of the price. Sound familiar? You want to act on your idea, but a price tag is holding you back. When I finally pulled the trigger, and bought and started to use it, I was so upset with myself that I had wasted months of

time where I could have been using it. I did what our customers do, and looked at price first – not return on investment. (See another article I wrote: “I’m a hypocrite, are you?” for more about that topic) Once I started seeing progress, I invested more and more into my goal of conversational fluency. I simply find a few minutes, most days, to learn or practice Spanish. Whether it’s listening to audio books in Spanish in my car or ordering my iced tea in Spanish at McDonald’s (actually happened the other day), I’m on a mission to improve my skills. That’s the equivalent of finding time to write a few words towards your book. Are you investing in your success? What’s on your To-Do List that’s just not moving? Are you looking to make a new website, but just can’t get started? Is the cost of a new website holding you back? Instead of thinking how much it’s going to cost for a new website, think about how much business you may be losing with your current one! A DJ client of mine called me in a panic, to review his current site, and to guide him towards what his new site should be. I asked what prompted his sudden urgency and he told me that a high-end wedding planner had referred a couple to him for their wedding. The couple looked at his current site and went back to the planner and asked for a different referral. The planner assured them that he was the right fit, but they said that they didn’t like his website, and wouldn’t even contact him. That cost him thousands of dollars in lost business; and that’s only the business he knows that he lost. How many others went to his site, didn’t like what they saw, and went away? You can see that it only took one or two lost sales to equal what a new site would cost him. What’s your website costing you? You can’t reap the rewards, if you don’t sow the seeds I get many inquiries about having me do sales training or consulting. I understand that it’s not in everyone’s budget

(which is why I’ve written books). What surprises me is the companies that reach out who are doing, or looking to do, large sales volume, yet they balk at the cost. I had one venue ask me to significantly lower my price, to come and teach their team how to sell more – at higher dollars. I told them that if I did lower my price to get that sale, they shouldn’t hire me, as I’d have no credibility to teach them to hold their prices. They didn’t bring me in this year, but I’m already booked for them for next year! They realized that they had wasted a year of not benefiting from the ideas, and that the investment was small, compared to the potential gain in increased sales. Success comes from action So, what are you waiting for? What’s holding you back from acting on your To-Do List items? For many of you, it’s having too many things on your list. Cut it back to just a few (I have no more than 3 things on my list at any one time), so you can focus all your energies on completing them, instead of diluting your time and energy across too many things. My friend Bruce Hale, a Fulbright Scholar and speaker, says that, “Failure is just an unintended consequence”. You tried something, and it didn’t work out the way you wanted. But he also says that success is often an unintended consequence, because the positive result you got was different – or even better – than the one you had planned. Either way, the common element is action. If you don’t take any action, you’re standing still – or maybe going backwards – as others move forwards. Move yourself forward today. I look forward to hearing your stories of success. 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


Disc Jockey News • DECEMBER 2016 • Page 13


PAGE 14 • Disc Jockey News • DECEMBER 2016

Sales Proposal - Will You Be My Lawfully Wedded Customer? By Jeffrey Gitomer

Tons of time and money is WASTED on sales proposals, only to be jilted, turned down, or worse – left at the altar. Lost love. Lost revenue. Think it’s not you? T h i n k again! How many proposals, bids, and quotes have you sent in your career? How many have you won? How many proposals, bids, and quotes have you sent this year? How many have you won? REALITY: Most proposals, bids and quotes are lost. REALITY: I cannot help you win them all, BUT I can help you win a few more. REALITY: You’re probably NOT talking to the real, final, or only decision maker. REALITY: You’re trying to marry the wrong person. Here is the rock solid strategy to prevent “sales separation.” • Before you propse, ask “HOW” not when? The prospect asks for a proposal. What do you say? What do you ask? Most of you will answer with some greedy, “when will the decision be made,” or “what’s the budget.” Some kind of wallet driven questions. REAL ANSWER: When the prospect asks you for a proposal, you ask, “HOW will the

decision be made?” Not “when.” Not “who.” Not “are you…” Not “do you…” But specifically the word “how.” You’re trying to identify the decision making process. In other words – your path to yes. • Ask “WHO?” When you ask how the decision will be made, the prospect will respond, especially these days, that there’s a committee, and talk about when they meet, and that they decide, yada yada. Then you ask, “Great! Can you tell me their names?” and you write their names down and titles. • And maybe ask, “Do you work from a set budget?” Beginning a money dialog at this point feels OK. Try to find out if they make the budget or just spend it. BIG difference. The person who makes the budget can easily add to it. • THE BIG QUESTION: “Then what?” After the prospect tells you that he, she or a committee decides, your next question is critical in your quest for the real decision maker (because I promise you it ain’t the committee). You ask, “then what?” Listen carefully to that answer because it contains the truth. The prospect will invariably say something like, “well for orders over $25,000 we run it by the CFO, or I just run it by my boss, but he ALWAYS takes our (my) recommendation.” Yeah right. In other words, the prospect or the big committee can’t do anything with out asking their daddy. You respond with, “Great! What’s his name?” Write it down, and go back at it with another, “Then what?” The prospect says: “Well the CFO with orders of more than $100,000, has to run it by the CEO but he ALWAYS takes our recom-

mendation.” Here’s what you’ve just learned: The CFO and the CEO are the decision makers, and the people you are presenting to can’t decide jack squat. They can make a recommendation, they can eliminate you, maybe for the wrong reasons, but they can’t select you and give you the order. Your job is now to get your proposal in the hands of the committee members, the CFO and the CEO with their names on them personally and spelled correctly. IMPORTANT: Get permission from your newly found out non-decision maker, and do it in the way where he or she doesn’t feel like you are going over their head, or around them. Asking for their help and support creates a sense of inner-team, and as long as you have the customer’s best interests at heart, there should be no problem. I think it’s necessary to rewarn you about the phrase, “BUT HE ALWAYS TAKES OUR (MY) RECOMMENDATION.” This is TOTAL BS. If the CFO or CEO has another idea or connection, you will not be chosen. Try this: ask, “If I am chosen by the committee, may I accompany you to the CFO meeting?” At least you’ll get the real answer face-to-face. FINAL REALITY: I learned this strategy very early in my sales career, and still use it today in one form or another. “How will the decuision be made?” followed by, “Then

what?” is the secret formula to discovering and getting your proposal to (and maybe even a meeting with) the real decision maker. Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, The Little Gold Book of Yes! Attitude, and 21.5 Unbreakable Laws of Selling. His real-world ideas and content are also available as online courses at www.GitomerVT.com. For information about training and seminars visit www.Gitomer.com or www.GitomerCertifiedAdvisors.com, or email Jeffrey personally at salesman@gitomer.com.


Disc Jockey News • DECEMBER 2016 • Page 15

Recurrent Hits For The Dance Floor for DECEMBER 2016 http://www.discjockeynews.com • http://www.djntv.com

Pop Recurrents 1 SKRILLEX & DIPLO Where Are U Now w/J. Bieber 2 FIFTH HARMONY Worth It f/Kid Ink 3 TAYLOR SWIFT Wildest Dreams 4 LUKAS GRAHAM 7 Years 5 TOVE LO Talking Body 6 NICK JONAS Close f/Tove Lo 7  DRAKE Hotline Bling 8 COLDPLAY Hymn For The Weekend 9 DAYA Hide Away 10  WIZ KHALIFA See You Again f/Charlie Puth 11 RIHANNA Needed Me 12 JUSTIN BIEBER Love Yourself 13 SELENA GOMEZ Good For You f/A$AP Rocky 14  JUSTIN BIEBER What Do You Mean? 15 SELENA GOMEZ Same Old Love 16 CHARLIE PUTH We Don’t Talk...f/Selena Gomez 17 ALESSIA CARA Here 18 WALK THE MOON Shut Up And Dance 19  SELENA GOMEZ Hands To Myself 20  THE CHAINSMOKERS Roses f/Rozes 21 PINK Just Like Fire 22  THE WEEKND Can’t Feel My Face 23 JAMES BAY Let It Go 24 DRAKE Too Good f/Rihanna 25  MAJOR LAZER Lean On f/M 26  THE WEEKND The Hills 27  G-EAZY Me Myself & I f/Bebe Rexha 28 ARIANA GRANDE Into You 29  TWENTY ONE PILOTS Stressed Out 30 SHAWN MENDES Stitches 31  JASON DERULO Want To Want Me 32 ARIANA GRANDE Dangerous Woman 33  JUSTIN BIEBER Sorry 34  ZARA LARSSON & MNEK Never Forget You 35  ZAYN Pillowtalk 36 DNCE Cake By The Ocean 37  MIKE POSNER I Took A Pill In Ibiza 38  FIFTH HARMONY Work From Home f/Ty Dolla $ign 39  FLO RIDA My House 40 FLUME Never Be Like You f/Kai 41 ADELE Send My Love (To Your New... 42 DAYA Sit Still, Look Pretty 43  JUSTIN TIMBERLAKE Can’t Stop The Feeling 44 DRAKE One Dance f/Wizkid & Kyla 45  TWENTY ONE PILOTS Ride 46 SHAWN MENDES Treat You Better 47 CALVIN HARRIS This Is What You... f/Rihanna 48  THE CHAINSMOKERS Don’t Let Me Down f/Daya 49  SIA Cheap Thrills 50 KIIARA Gold

Urban Recurrents 1 CHRIS BROWN Back To Sleep 2 BIG SEAN Play No Games 3 THE WEEKND The Hills 4 CHRIS BROWN Liquor 5  FUTURE Where Ya At f/Drake 6  DRAKE Hotline Bling 7 FETTY WAP Again 8  YO GOTTI Law f/E-40 9 DREEZY Close To You f/T-Pain 10 CHRIS BROWN Grass Ain’t Greener 11 LIL YACHTY 1 Night 12  FUTURE Low Life f/The Weeknd 13 RICH HOMIE QUAN Flex (Ooh Ooh Ooh) 14  JEREMIH Planes f/J. Cole 15  LUKE NASTY Might Be 16  DRAKE & FUTURE Jumpman 17  FETTY WAP Trap Queen 18 RO JAMES Permission 19  BEYONCE Formation 20  TRAVI$ SCOTT Antidote 21 MIKE WILL MADE-IT & RIHANNA Nothing Is Promised 22  FUTURE Commas 23  FETTY WAP My Way f/Monty 24 YO GOTTI Wait For It f/Blac Youngsta 25 TORY LANEZ Say It 26  MEEK MILL All Eyes On You f/Minaj/Brown 27  RIHANNA Work f/Drake 28  J. COLE No Role Modelz 29 LLOYD Tru 30  DJ KHALED I Got The Keys f/Jay Z/Future 31 KENT JONES Don’t Mind 32  FETTY WAP 679 f/Remy Boyz... 33  YO GOTTI Down In The DM 34  JEREMIH Oui 35 BRYSON TILLER Sorry Not Sorry 36  DESIIGNER Panda 37  FAT JOE & REMY MA All The Way Up 38 O.T. GENASIS Cut It f/Young Dolph 39  DRAKE One Dance f/Wizkid & Kyla 40  FUTURE Wicked 41  BRYSON TILLER Don’t 42 DAE DAE Wat U Mean 43 BRYSON TILLER Exchange 44 DJ DRAMA Wishing f/Chris Brown/Skeme... 45 BEYONCE Sorry 46 DRAKE Controlla 47 KANYE WEST Father Stretch My Hands 48 DJ KHALED For Free f/Drake 49 USHER No Limit f/Young Thug 50 RIHANNA Needed Me

Adult Contempory Recurrents 1 ADELE When We Were Young 2 MAJOR LAZER Lean On f/M 3 NICK FRADIANI All On You 4 ALESSIA CARA Here 5 OMI Cheerleader 6 FIFTH HARMONY Work From Home f/Ty Dolla $ign 7 ELLIE GOULDING Something In The Way You Move 8 BEN RECTOR Brand New 9  ZARA LARSSON & MNEK Never Forget You 10 ZAYN Pillowtalk 11 JUSTIN BIEBER What Do You Mean? 12  FALL OUT BOY Uma Thurman 13 R. CITY Locked Away f/Adam Levine 14 ELLIE GOULDING On My Mind 15  ANDY GRAMMER Honey, I’m Good 16  SELENA GOMEZ Same Old Love 17 BLUE OCTOBER Home 18 WIZ KHALIFA See You Again f/Charlie Puth 19 RACHEL PLATTEN Stand By You 20 TAYLOR SWIFT Bad Blood 21 THE WEEKND Can’t Feel My Face 22  JUSTIN BIEBER Sorry 23 CHARLIE PUTH We Don’t Talk...f/Selena Gomez 24 ELLIE GOULDING Love Me Like You Do 25 MAROON 5 Sugar 26 MEGHAN TRAINOR Like I’m Gonna Lose You 27  X AMBASSADORS Renegades 28 TAYLOR SWIFT Style 29 ADELE Hello 30 MARK RONSON Uptown Funk f/Bruno Mars 31 ED SHEERAN Photograph 32  FLO RIDA My House 33 LUKAS GRAHAM 7 Years 34 TAYLOR SWIFT Wildest Dreams 35 COLDPLAY Hymn For The Weekend 36 CHARLIE PUTH One Call Away 37 JASON DERULO Want To Want Me 38 MIKE POSNER I Took A Pill In Ibiza 39 ELLE KING Ex’s And Oh’s 40 RACHEL PLATTEN Fight Song 41  TWENTY ONE PILOTS Stressed Out 42 SHAWN MENDES Stitches 43 JUSTIN BIEBER Love Yourself 44 WALK THE MOON Shut Up And Dance 45 THE CHAINSMOKERS Don’t Let Me Down f/Daya 46 DNCE Cake By The Ocean 47  JAMES BAY Let It Go 48 TWENTY ONE PILOTS Ride 49 CALVIN HARRIS This Is What You... f/Rihanna 50 PINK Just Like Fire

Hire A Professional By Harvey Mackay

A woman received a phone call at work that her daughter was very sick with a fever. She left the office and stopped by the pharmacy to get some medication, but when she got back to her car, she discovered that she’d locked her keys inside. Desperate, she started to pray: “Dear God, please help me get back in my car so I can help my daughter.” Just then a man pulled up on a motorcycle. He had a long beard and his arms were covered with tattoos. He asked what the matter was, and the tearful mother told him. “Don’t worry,” the biker said. “I can get inside the car.” He went into the drugstore and came out with a coat hanger. In minutes, he had the door open. “Oh, thank you!” the woman cried. “I prayed for someone to help me, and God sent me the kindest man in the world!” Embarrassed, the man took a step backward. “I’m not actually a good

person, ma’am. In fact, I just got out of prison last week for stealing cars.” The woman looked up toward heaven. “Thank you, God, for sending me a professional!” Whenever I need to get something done, and I realize I don’t have the skills for the job, I hire a professional. Maybe you need help designing a marketing piece or a website. Or you are writing a book and need a professional editor. How about public speaking or planning a special event? You will save yourself many headaches and mistakes if you hire a true professional. After all, you want the best results possible. And most of the time, the payoff far exceeds the expense. Professionals are knowledgeable, experienced, focused and most importantly, they are cool under pressure and used to dealing with the unexpected. They are not infallible and still make mistakes, but they are better equipped with dealing with them. We all have specific skills, but we can’t know everything. There is no glory in trying to fix a problem if your efforts only make matters worse. You think you will save time and money? It’s far less expensive to swallow your pride than to choke on arrogance. If I want to learn a new skill, I hire a

professional coach to teach it to me. I want to practice the right concepts, so I won’t get it wrong. Practice makes perfect … not true. You have to add one word … Perfect practice makes perfect. Legendary Dallas Cowboys Coach Tom Landry explains, “A coach is someone who tells you what you don’t want to hear, who has you see what you don’t want to see, so you can be who you have always known you could be.” Over my lifetime, I’ve had numerous professional coaches to help me develop whatever natural talent I may have. I understand that I will never be as good as the coaches I’ve hired, but I can surely improve on my limited abilities. So I go to the people who know what they are doing. I’ve hired professional coaches for public speaking, writing, ideas/creativity, foreign languages, running marathons, golf, tennis, water and down-hill skiing, swimming, dancing, bowling, boxing, scuba diving, ice skating, basketball and many others. I’m not spending a single penny; I’m making an investment in myself. And, believe me, it comes back ten-fold. Many times over the years when I’ve purchased a new electronic gadget, I’ve hired the person who sold me the device and paid them to come to my office to teach me how to use it. Technology can

be difficult for me, so I hire a pro to teach me and take copious notes. Does that seem frivolous? Not to me. The sooner I can be up and running, the more efficiently I can work. The old saying, “time is money,” is so true. Why waste your time and money when so much help is available to enable you to save both time and money in the long run? I’ve been on the other side of the equation too. I’ve been honored to be asked to be a mentor, usually not paid, to help aspiring salespeople and entrepreneurs hone their skills. It’s so rewarding to pass along professional knowledge and experiences. If I can steer someone away from making a monumental mistake, I’m satisfied. I want to demonstrate the highest level of professionalism so that they understand the importance of seeking the best advice. Mackay’s Moral: Admitting your own weaknesses is a sign of strength. 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 his new book, “The Mackay MBA of Selling in the Real World.


PAGE 16 • Disc Jockey News • DECEMBER 2016

Top 30 Music Charts By www.PrimeCutsMusic.com

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30

Pop Chainsmokers Closer DJ Snake Let Me Love You Ariana Grande Side To Side Weeknd Starboy Gnash I Hate U, I Love U Bruno Mars 24K Magic twenty one pilots Heathens Alessia Cara Scars To Your Beautiful Hailee Steinfeld Starving Maroon 5 Don’t Wanna Know X Ambassadors Unsteady Sia The Greatest Major Lazer Cold Water Jon Bellion All Time Low Martin Garrix & Bebe Rexha In The Name Of Love Niall Horan This Town Rihanna Love On The Brain Shawn Mendes Mercy Fifth Harmony That’s My Girl MGK x Camila Cabello Bad Things Frenship Capsize D.R.A.M. Broccoli Pitbull Greenlight John Legend Love Me Now Zara Larsson Ain’t My Fault Dua Lipa Blow Your Mind Kanye West Fade Adele Water Under The Bridge Rae Sremmurd Black Beatles DNCE Body Moves

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30

Country Brett Young Sleep Without You Florida-Georgia Line May We All Old Dominion Song For Another Time Brett Eldredge Wanna Be That Song Jason Aldean A Little More Summer Keith Urban Blue Ain’t Your Color Tim McGraw How I’ll Always Be Cole Swindell Middle Of A Memory Carrie Underwood Dirty Laundry Blake Shelton A Guy With A Girl Granger Smith If The Boot Fits Thomas Rhett Star Of The Show Maren Morris 80’s Mercedes Dustin Lynch Seein’ Red Eric Church Kill A Word Chris Stapleton Parachute Chris Young Sober Saturday Night Brad Paisley Today Lauren Alaina Road Less Traveled Michael Ray Think A Little Less High Valley Make You Mine Little Big Town Better Man Brantley Gilbert The Weekend Garth Brooks Baby, Lets Lay Down And Dance Jon Pardi Dirt On My Boots Chris Janson Holdin’ Her J.Nieman & L.Brice A Little More Love Josh Turner Hometown Girl Kelsea Ballerini Yeah Boy Brothers Osborne 21 Summer

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30

Adult Contempory Adele Send My Love (To Your New…) Pink Just Like Fire Justin Timberlake Can’t Stop The Feeling! Sia Cheap Thrills Charlie Puth One Call Away Shawn Mendes Treat You Better DNCE Cake By The Ocean Josh Groban Have Yourself A Merry Little… Train This Christmas X Ambassadors Unsteady Pentatonix Hallelujah Brett Eldredge Baby, It’s Cold Outside Lukas Graham 7 Years Maroon 5 Don’t Wanna Know Bon Jovi This House Is Not For Sale Chainsmokers Closer Neil Diamond The Christmas Medley Michael Buble Nobody But Me Rob Thomas Pieces Jordan Smith You’re A Mean One, Mr. Grinch Charlie Puth We Don’t Talk Anymore Bruno Mars 24K Magic Calvin Harris This Is What You Came For Jennifer Nettles Little Drummer Boy Rascal Flatts Let It Snow Elizabeth Chan Ghost Of Christmas Past Straight No Chaser Feels Like Christmas Calum Scott Dancing On My Own twenty one pilots Ride G.Brooks/T.Yearwood Santa Baby

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30

Urban Rae Sremmurd Black Beatles Young M.A. Ooouuu DJ Khaled Do You Mind Chance The Rapper No Problem Partynextdoor Come And See Me YFN Lucci Key To The Streets D.R.A.M. Broccoli Beyonce Hold Up Weeknd Starboy Young Thug & Travis Scott Pick Up The Phone Luke Nasty OTW Lil Uzi Vert You Was Right Drake Too Good Dae Dae Spend It Tory Lanez Luv 21 Savage & Metro Boomin’ X Amine Caroline Rihanna Sex With Me 2 Chainz Big Amount Rob Stone Chill Bill Mila J Kickin’ Back Drake Fake Love Rihanna Love On The Brain Big Sean Bounce Back Desiigner Tiimmy Turner Mary J. Blige Thick Of It Kevin Hart Push It On Me Young Thug Digits O.T. Genasis Push It Z.Hilfigerrr & Z.McCall JuJu On That Beat (TZ Anthem)

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30

Rock Highly Suspect My Name Is Human Disturbed Open Your Eyes Ghost Square Hammer Volbeat Seal The Deal Five Finger Death Punch I Apologize Avenged Sevenfold The Stage Skillet Feel Invincible Metallica Atlas, Rise! Pretty Reckless Take Me Down Green Day Still Breathing Thrice Black Honey Red Sun Rising Amnesia Shinedown How Did You Love Metallica Moth Into Flame Dinosaur Pile-Up 11:11 Kings Of Leon Waste A Moment Alter Bridge Show Me A Leader Chevelle Door To Door Cannibals A Day To Remember Naivety Green Day Bang Bang Beartooth Hated Breaking Benjamin Never Again Red Hot Chili Peppers Go Robot In Flames The Truth Korn Take Me Korn Rotting In Vain Gemini Syndrome Remember We Die Pop Evil If Only For Now Sixx A.M. We Will Not Go Quietly Metallica Hardwired

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30

Alternative Head And The Heart All We Ever Knew Kings Of Leon Waste A Moment twenty one pilots Heathens Judah & The Lion Take It All Back Grouplove Welcome To Your Life Cage The Elephant Trouble Blink-182 She’s Out Of Her Mind Bastille Good Grief Kaleo Way Down We Go Jimmy Eat World Sure And Certain Coin Talk Too Much K.Flay Blood In The Cut Saint Motel Move Empire Of The Sun High And Low Green Day Still Breathing Red Hot Chili Peppers Go Robot 1975 Somebody Else Andrew McMahon In… Fire Escape Strumbellas We Don’t Know Catfish And The Bottlemen 7 Lumineers Cleopatra Green Day Bang Bang Fitz & The Tantrums Roll Up Coldplay Hymn For The Weekend Bob Moses Tearing Me Up Dirty Heads Oxygen Struts Put Your Money On Me Capital Cities Vowels Bleeker Highway Dreamers Sweet Disaster


Behave As If The Neighbors Are Watching By Stevie Ray

You can’t get through a day lately without hearing, “I’m glad I am not a kid growing up in today’s world. I couldn’t handle all the cell phone cameras, videos, and social media broadcasting every stupid mistake I made.” T h e s e comments are almost always accompanied by a reminiscence of earlier times when life was simpler. A time when people were supposedly allowed to be themselves without the entire world knowing their business. A time when children were to be seen and not heard, instead of now, when kids post a photograph of their meal so all their friends can know just what they had for lunch. And a time when a handshake was as binding as any contract. These sentiments all center around one common theme, we treated each other better back then. People seemed to say “please” and “thank you” more, they opened doors for each other, and seemed generally more civil. Personally, I grew up being taught to open doors for others (men as well as women), and to speak with courtesy. I grew up long before the pressures of instant media. My house had a single land line with one phone in the kitchen and one in the basement, both rotary dial. The strength in my fingers came from learning to type on a manual typewriter in 7 th grade. And our house was the first on the block to get one of those new-fangled kitchen wonders; the microwave oven (for the first three

months, we stood five feet away when it was on, just in case). The neighborhood network I did not learn civility, however, because of the absence of Big Brother’s eyes-everywhere presence. You see, in my day we had something that would put social media to shame. We had an institution more instant than cell phone video; the neighbors. No matter what my siblings or I did while terrorizing the few blocks surrounding our house, it got back to mom and dad, often before we even got home. Many dinnertime conversations included, “Mrs. Tarnow said she saw you kids playing at that house that is under construction. You know the one. The one we said to stay away from.” We kids could place watch guards at every corner, but we never saw Mrs. Tarnow; somehow she always saw us. And if it wasn’t Mrs. Tarnow, it would be Mr. DeFrang, Mrs. Higgins, the Frieds, or some neighbor we didn’t even know existed. So, the truth is, those of us of a certain age did grow up in an era where our every mistake was broadcast. And it wasn’t broadcast to a world of faceless strangers, it was circulated to people who actually knew you. People who saw you only days after you were born when the neighbors would all come over to “see the new baby.” They heard about your every antic over coffee and doughnuts. And the reason the neighbors ratted on you to your parents was that they wanted to see you reach adulthood intact. And, of course, what is a neighborhood without a little gossip? It’s easy to hurt people you don’t know

Building Trust And Great Events By Jeremy Brech

Each year we are fortunate to work with one of our favorite repeat clients on their corporate gala. Let me shed some light on this client so you can understand where we started to where we are now with them and hopefully you gain some nuggets to take away from this. Five years ago this corporate client reached out to me to help them with their fall gala event. It is an appreciation party for all of their staff and surrounding referrals and a way to celebrate the success and appreciation. They contacted me to do up lighting for the venue. Now, if you have been to any of my live seminars you know that I always stress the importance of having uplighting in your inventory. Most of your clients only know about uplighting which means that is the question they are going to ask you. “Do you do uplighting?” Now you better say yes because uplighting is so affordable and can transform a room better than anything else in the line of décor. Again, this is just your foot in the door. Now it comes down to what

do you do with the lighting to make it come alive. LED “uplights” have come a long way. My first set of uplights was the original Chauvet Rain 56 pars. This goes to show my brand loyalty that I have always believed in the Chauvet products. Actually my first ever lights at the age of 15 were the Comet, mushroom (not sure of the actual name), and the Derby. All sound active, all the time. Sorry off track.., here we go. So the Rain 56 lights allowed me to start my lighting career and then as the technology has changed so has our business, because if you don’t your competition will. Now we have over 210 Freedom Hex, 46 Quad IP and a ton of other crazy lights. We had to accommodate our clients and their needs from our design concepts. Okay, back to five years ago. The client booked us for uplighting and gave us orders of this is what we want and here is how much we are willing to spend. I accepted the job and then asked them if they wanted me to provide a little more in-site on their theme. They said sure and we then created a design proposal showing them some options that would fit the theme they were trying to create. Creating a Masquerade party we did our research and add some gold chandeliers, covers for the chandeliers that were in the facility because they didn’t match the theme. We added some contrasting ideas and some personality to the light-

Disc Jockey News • DECEMBER 2016 • Page 17

So, what does this have to do with running a company? Maybe nothing, maybe a lot. Why do employees do things that are bad for the company? Why do some managers treat staff the way they do? Why do we see business leaders at the peak of their careers one day and being indicted for fraud the next? People have a lot of fancy answers to these questions, but I think the answer is simple; anonymity. Quite simply, it is easier to hurt people you don’t know. There was a TV show some time ago in which a married couple received a gift from a mysterious stranger. Inside the box was a metal cube with a red button on top. A note was attached that read, “Every time you push the red button you will receive $10,000 in cash. The money will show up at your doorstep, but you will not know who delivered it. However, every time you push the button somewhere in the world an innocent person will die. You will never know who the person is, and they will not be anyone you know or care about. You can keep the box as long as you like and push the button as often as you want with no consequences. Every time you do, you will receive $10,000 and someone, somewhere, will die.” Of course, the couple was aghast. No way would they cause the death of an innocent person, no matter how much they stood to gain. For the first few weeks, they were diligent. They hid the button away where they couldn’t see it, and they never spoke of it. Then one day, an emergency arouse. (Something along the lines of a life-anddeath medical emergency). Convincing

themselves that it was necessary, and that they would only do it once, they pushed the button. They got the money, the emergency was averted, and soon everything was back to normal. They never heard news about the death. As you might guess, the story progresses; with each new “emergency” being a little less dire, but still worthy of pushing the button. By the end of the story, the couple was pushing the button every day, sometimes because they just wanted extra cash for shopping. Combatting anonymity Most religions and spiritual philosophies encourage followers to “act always as if God were watching.” People in therapy for anti-social behavior are told to imagine that any harmful thoughts they might have are being broadcast to everyone around them. These beliefs are an attempt to combat the one thing that allows us to harm our neighbor, the anonymity that allows people to do bad things. Knowing someone isn’t the only reason we choose to do the right thing, but it can be an important reason. We don’t hurt, harass, cheat, or demean a friend. What if your workplace was like my old neighborhood? Not in the “Mrs. Tarnow is always watching you” kind of way, but in the “we are all neighbors” kind of way. In the end, I act the way I do, not because somebody with a cellphone camera might be watching, but because, in a real sense, Mrs. Tarnow is always watching. Stevie Ray is a nationally recognized corporate speaker and trainer, helping companies improve communication skills, customer service, leadership, and team management. He can be reached at www.stevierays.org or stevie@stevierays.org.

ing, along with some ceiling drapes and a welcoming gobo as guests arrived. We transformed a $1200 uplighting job into a $4200 design event. They were blown away by the results and booked us for next while asking us the question, “How are you going to top this next year?” Challenge accepted! The next year as we started to concept a Haunted House Halloween Gala, the client was willing to raise their budget by a little over double and really gave us free range while keeping them informed with the progress of design. We still allowed them to add or subtract things from the design. A week going into the event they really wanted to know how their money was being spent for the Gala. Again blown away and I would say this was probably one of the most creative projects we had done to date, and once more the questions came up, “How are you going to top this for next year.” The next year was a white out party. The client once again offered a little more in the budget and allowed us to create the design. There wasn’t a thing left undone, except for the florist thought she would be creative and added some greenery to the floating white centerpieces. Let’s just say we haven’t used that florist again. The room was amazing and again, this was noted as the best one yet. So now the next year they wanted to add a little fun into the mix and do a Casino Royal theme. We added gaming and created a breathtaking feel in the room

and a 20 foot walk in Chandelier where the deserts were placed. Now the client is truly putting all their trust in us knowing that we are looking out for them and we will treat them right. Hey we want their business every year . Their budget is now around the $16,000 range for their event, and I get to pick the professionals that I want to work with which is a dream. So as we keep exceeding the expectation the client now has become distant in the planning of the design. We have built their trust and they know we are in their best interest as the designer. Now each year they tell us the theme of the event and ask us where we would like to have it? They ask us how much we feel the design would cost and they approve their budget. This last year’s safari/Jungle Theme brought in $25,000 for the design on our part. I am not writing this article to brag and truthfully I didn’t want to share any dollar amounts, but I wanted to put this into prospective. This goes to show that if you take care of your client they will come back. If you exceed their expectation you can turn a $1200 uplighting job into at $25,000 client. All it takes is Trust, Creativity, and Honesty! What is it that you offer your client? Read next month’s article to learn or understand more! Merry Christmas Jeremy Brech is Owner/Entertainer/ Lighting Designer of DJ Jer Events and Lighting Design. Jeremy can be reached at: jeremybrech@discjockeynews.com.


PAGE 18 • Disc Jockey News • DECEMBER 2016

How Comfortable Are You Asking For Referals By Matt Anderson

Most people are not very comfortable asking for referrals. Your reluctance to ask for what you want greatly limits the amount of business you can generate. While better wording, having a referral system and more strategy about who to ask, centers of influence, and where to network can make a positive difference because it boosts competence, often this is not enough. Why? Because people think about themselves most of the time. They are not waking up and wracking their brains all day long wondering how they can help you. So you need to ask the 98% of them that have not yet referred you! If you really want to bring in more business this year, you must work on the inside job – of believing more and more that it is silly not to ask for what you want. Why shouldn’t you be the one to ask for the business? Are you a good person full of integrity? Do you put your clients’ interests first? Step 1: answer this question: What concerns do I have about asking for referrals? Write down your response. You must be clear on how you’re getting in your own way. The most common concerns are fears that you will be seen as pushy, look needy, say something tacky or spoil the relationship. Some professionals consider it almost vulgar or unprofessional to have to ask for something. Others worry that they might not be able to reciprocate. Your end goal is to focus on an empowering reason to ask rather than an unhelpful one that stops you from generating new business. The concerns you have become beliefs. Unhelpful beliefs must be chipped away at until an empowering one replaces it. For many people this is not an easy transition – this is why new year’s resolutions are abandoned by January 4th most of the time! The wishful thinking for the new year is quickly defeated by old hardwired beliefs. For most people a new belief must be reinforced in our thinking on a regular basis – the post it note by the computer can help! Step 2: Come up with 20 reasons why someone should do business with you. This requires introspection (something high achievers do that most other people think they’re too busy for). How can you expect others to congruently communicate your value in an enthusiastic way if you do not feel that way about yourself? Step 3: What did you get out of that exercise? Which reason means the most to you? Starting today, focus your thinking on the main reason you should ask – not your fear that you will be seen as a sleazy salesperson (because you aren’t one! If you were, you wouldn’t be interested in this topic!) Corey was a client of mine a couple of years ago and after he compiled his list of 20 he told me this: “as I looked it over, I said to myself: ‘if not me, then who?’ Why shouldn’t I be the one ask-

ing for people’s business?” He did not change his belief and lose his discomfort right away. Week by week he asked increasingly more. Week by week he got more referrals because he asked more. Week by week his thinking shifted towards the ‘if not me, then who?’ it became an inspiration to see him become much more assertive. Because he practiced and persisted at this, he got more comfortable. Is this the whole story? No! He learned and used the simple 4 step refer-

ral system I train on. Having a system that works and having better wording that isn’t cheesy built his competence and that built his confidence too. But the most important change that must happen first it to get your head in the right place. You have to believe that you should ask – that is a no-brainer not to ask. And it’s important to know that for most people this belief-changing is a process that takes time rather than an instant change. You can change beliefs quickly but it’s not typical and it’s rarely easy. If it was,

you’d already be doing it. Lastly, know that your concerns are not even 25% true. Don’t fight to be right on this one because it will get you what you currently have. You have empowering beliefs in other parts of your life (health, certain relationships, financial, spiritual) – you need one now around asking others to introduce you more. The fact you’ve accomplished this in one area means you can do it in this area. The fact that vast numbers of others in your field have accomplished this means you can too – if you’re willing to grow and get out of your comfort zone for a little while. Matt Anderson is the author of ‘Fearless Referrals’ at: http://www.http:// www.thereferralauthority.com or at: Matt.Anderson.intl@gmail.com

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I’m Sorry, What’s Your Name? By Dave Ternier

Recently, on my side of the internet, the topic came up about wearing a name tag when working weddings or corporate events as the DJ/MC. I do not wear a name tag when working at events, but am fully aware of many DJs who do…and for some pretty solid reasons I might add. Those reasons haven’t caused me to fully shift my personal choice on the matter, but they’ve certainly provided me some additional food for thought. The purpose of writing about this topic today is to share some equally balanced and useful ideas from both points of view. Seldom is there a “golden rule” that applies to every DJ in the world in every situation, and this issue is no different. Take what you like, and respectfully leave the rest. I’ll share my reason (yes, I have just one) for opting for no name tag, but first, the reasons most DJs are against it… It seems to me that most DJs believe that if they wear a name tag, he or she might become confused for hotel or venue staff. This might be true in some instances, but I think it really depends on the DJ’s style and level of talent development. For any DJ that has attended and implemented MC training from the likes of Mark Ferrell, Randy Bartlett, Bill Hermann or Peter Merry, I strongly believe there isn’t any chance that you might be confused for hotel staff. Your performance and the way you execute that part of your role will speak for itself, thereby separating you from any venue you work with (with or without a name tag). As many of my Canadian colleagues will relate to though, some DJs don’t offer any MC services at all and therein lies a greater possible risk being confused for hotel staff if wearing a name tag. The role that DJ plays may not grant them the opportunity to confidently set themselves apart from confusion with the venue staff. Carefully (and tastefully!) branded name tags might work to eliminate that risk though. My reason for avoiding the use of a name tag is all together different. Due to the personalized nature of my DJ and MC work, I am, with every wedding, actively attempting to blur the line between the guests wondering if I am a family member or long time friend as opposed to someone who does this for a living. Plain and simple, that’s it. I want guests at the wedding to believe I might be a friend of the family they haven’t met yet, or a long lost cousin they didn’t know existed (true story…that question has been asked!). This caters to the almost “intimate” nature of my work and, therefore, I avoid using a name tag because that would “give up the game” so to speak. Without a name tag though, it is true, I am often asked throughout the night, what my name is. Yes, I introduce myself at the beginning of the reception, but only that one time. I can see the benefit to a name tag and have gone back and forth many times over the question. Here are some quality reasons from industry veterans and DJ thought leaders, Bryan Podworny and Jim Cerone. Both of these gentlemen are not only very talented performers and incredible human

beings, but they also command performance fees that are among the highest (if not, the highest) in their markets. So if you think a name tag is “tacky,” just remember that both of these men are being paid very well for wearing theirs. Bryan begins by saying this about wearing a name tag, “Authority and a perceived level of professionalism. Look anywhere and you will see a name tag where authority figures deal with the public. Police, military, managers of stores of all varieties, service technicians. The people wearing them are typically someone that the public can go to find answers and request service. At the events where I am donning a name tag, I am that authority.” Another important reason for Bryan has to do with something that probably affects most of us, “I have a horrible

Disc Jockey News • DECEMBER 2016 • Page 19 time remembering names. I know I’m not alone in this. When I talk to someone, it pains me deeply to not be able to call them by name. I imagine I’m not alone in this either. By wearing the name tag, anytime I come in contact with the public, they can easily recall my name from the badge.” Jim Cerone, also known as the Perfect Host, summed up his thoughts on wearing a name tag by saying, “It’s a conscious, purposeful choice. I should remember everyone’s names, but they shouldn’t have to remember mine. I am there to ‘serve’ and most servers wear name tags so guests can clearly see who they are and why they’re there.” Finally, if you want to step outside of the world where “everyone-is-a-DJ” wearing a name tag might help, says Bryan, “…I’m not the groom’s neighbour’s uncle’s best friend’s nephew who just happens to spin music on the weekend. Wearing something as simple as a name

tag, at these types of events, invokes a little more professionalism in my eyes.” Lastly, Jim has two final pieces of advice if you decide to start wearing a name tag, “…get the magnetic kind so it doesn’t poke holes in your suit. And yes, I shine mine before every event.” Much like some DJs don’t wear suits while working, others will say they couldn’t perform without one. No truly correct answer exists. Consider the ideas, give thought to the points of view, and determine what defines your performance and service style. Then, choose your path accordingly. There you have it. Are you ok with “I’m sorry, what’s your name?” or is a name tag something you might consider? Based in Manitoba, Canada, Dave Ternier is a single operator DJ/MC for his company, Special Request Weddings. Dave Ternier can be reached at DaveTernier@discjockeynews.com.


PAGE 20 • Disc Jockey News • DECEMBER 2016

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Disc Jockey News December 2017 Print Edition  

Disc Jockey News December 2017 Print Edition Page 1: Mike Walter Page 1: Tamara Sims Page 1: Brian S. Redd Page 2: Mitch Taylor Page 4: Joe...

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