Disc Jockey News April 2019 • Issue #150
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PAGE 2 • Disc Jockey News • April 2019
Beat hired me to run MC Workshops this year as part of their additional education for attendees. What’s an MC Workshop, you ask? Good question. It’s an interactive workshop that features various DJs and MCs getting on the microphone, performing something (typically, but not strictly, bridal party introductions) followed by yours truly offering feedback. I highlight the positives and offer suggestions on ways to improve. I’ve done this for many companies throughout the country, and it’s always a fun and educational experience. By the way, if you’re interested in bringing me in to work with your team, head to my website, DJMikeWalter.com and click on the consulting tab for more details. Over the course of three days, I’d estimate that a hundred different DJs grabbed the microphone and performed. I saw it all. Some MCs blew me away with their poise and presentation skills, and all I could do was highlight what I saw as their strengths and point out why they are clearly the tops in the market. Other MCs fumbled through even the simplest introduction and showed no pizzazz or enthusiasm. I tried to be tactful in these situations, being mindful of the added stress involved in this type of workshop and giving credit for at least stepping up and grabbing the microphone. My biggest takeaway from the experience is the difference between those who got involved and those who didn’t. There were a number of times when I finished my critique of one MC and would ask who was
next. Sometimes an eager hand went up. Other times I stared at a full room of DJs for a good minute or two before someone sheepishly raised a hand. I recognized faces that sat in the workshop for hours and hours and never got on the microphone while there were others who participated multiple times throughout the week. Why is that? Why, when presented with an opportunity, do some people race to get involved while others are reluctant. Our company was doing a bridal show performance recently, and at the last minute, one of our DJs couldn’t make it. I had to shuffle the song order (every one of our DJs at a bridal show gets a different song to perform) and while I was doing that one of my newer DJs walked by. I asked him if he wanted to take two songs in the show that day and he replied, “if you really need me to.” I went, “Nope. I don’t,” and gave the extra song to someone else on staff who was, shall we say, a bit more eager for the opportunity. I was in a similar situation at the beginning of my career at Star DJs when a veteran DJ couldn’t make a showcase. He was scheduled to do a high profile spot in the show, and I immediately spoke up and said I could handle his role. I was given a chance, nailed it, and became part of the steady rotation for that coveted position. I don’t tell that story to pat myself on the back, but just to point out that there are two ways to handle opportunities. And, as the saying goes, fortune favors the bold. And that’s the lesson I choose to share with you this month. Get involved. Step up. Volunteer. When a door opens, rush through it. Take the mic and show your
talents. Fight through the nerves and anxiety and perform. I think the most common feedback I offered during these MC Workshops was “you be you” because I never want to change someone’s personality when they’re performing. I’ll never be someone I’m not and neither should you. But you’ll never have the chance to show the world who you are as an entertainer if you sit in a workshop and don’t get involved. And the more you face your fears, the less scary they become. I know this from experience. I used to get terribly nervous presenting a seminar for my peers. And while I still get some backstage butterflies, I’ve conquered the worst of my fears by confronting them. The more you do, the easier it becomes. I really hope Mobile Beat brings me back next year in this capacity. From the feedback I received, a good number of attendees loved these workshops. Many, in fact, told me they were the best part of the conference. So if you’re in attendance next year, and I’m in a room waiting for performers to perform and MCs to MC, I hope you’ll raise an eager hand and get involved. I think it says a lot about who you are as an entertainer and how eager you are to improve your skills. After all, isn’t that the reason we go to conferences? 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.
consider providing a range or an average price your couples spend on your services. Do you have an “availability checker” on your website where couples can quickly see if you are available? Make it easy for them to contact you. Are your reviews easy to find on your website? If not, you better get to work as 80% of couples consider reviews to be very important in their decision-making process. Another fun fact: Couples hire 14 wedding vendors on average, and 72% hire a DJ for their wedding. That is great news for us!!! I have always believed that there is enough business for all of us and we should not feel obligated to say, “Yes” to every couple that walks through the door. If you feel a couple is not the right fit for you and your company refer them to a colleague who better fits their needs. It always feels good to help each other and do what’s best for the client. Do you offer Ceremony Services? If
your answer is no, stop reading this article and put together a Ceremony package now! Only 25% of couples get married in a religious institution. If you aren’t providing ceremony services, you are alienating 75% of couples and leaving money on the table. It’s time to discuss the dirty little “B” word we try to avoid during our sales meetings—the budget! According to WeddingWire, on average, couples underestimate their wedding ceremony and reception budget by nearly 45%. While this may come as a surprise, 1 in 3 couples acknowledge that their initial budget is not always realistic and more of a starting point (as it’s often set before making some major decisions like location, venue, guest size, etc.). 65% of couples go on to create a more detailed budget as they become educated on vendor expenses. The average wedding cost is $38K, with our New York friends significantly higher at $50K. That’s a lot of cupcakes! The good news for us is that 50% of couples spend more than they planned with the top 2 reasons being: 1. The initial budget was not realis-
tic-$500 DJ anyone? and 2. They fell in love with the things they needed to have during the planning process. Another win for the salespeople out there as we are in the business to make couples fall in love with our companies, right? The average price couples are paying for a reception DJ is $1200, (remember it’s an average from a small town in Iowa to the Big Apple), but that is significantly higher than the $500 DJ’s that were more prominent ten years ago. Utilize the data that is out there and continue to prosper this wedding season. Knowledge is power even for this number hating Midwest gal! Please feel free to share your comments with me at: tamarasims@discjockeynews. com or tamara@something2dance2.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.
Will You Step Up And Take The Mic? By Mike Walter
My April article for this fine publication is usually a recap of Mobile Beat’s big DJ conference in Las Vegas. I typically write about the seminars and offer my best takeaways, as well as recap the showroom floor and the evening entertainment. This month I’ll have to leave those details to someone else because other than my own presentation (delivered as the Day One Keynote) I saw no other seminars and was in bed way too early to enjoy the evening activities. And other than a quick spin around the expo floor, I didn’t take the time to meet or greet any of the vendors there. You may be thinking I phoned in this expo and spent my time in Sin City laying by the pool or gambling at a blackjack table. You’d be wrong. I worked my butt off all week, and I’ve got one big takeaway to share from it. Besides presenting a new seminar entitled “Why People Dance” (which, may I say, was well-received and highly praised afterward and which, may I also say, I’ll be presenting at ARM DJs in June and DJ Expo in Atlantic City in August) Mobile
Stats, Stats, Stats! By Tamara Sims
I’m usually not much of a math person or a statistics person (just ask my husband Jay), but when WeddingWire releases their annual Newlywed Report I am always intrigued by the results. Don’t worry, I won’t bore you with stats about how many brides wore white or how many changed there last name, but I will share with you the data that can help you plan for the upcoming Spring and Summer wedding season. We complain every year about not doing enough weddings during the first quarter and having to turn away business from May-October. And here is why; the top 5 wedding dates in order are October 19, September 14, May 4 (May the 4th be with you), October 12 and October 5. How does this help me? You can let your staff know early in the season that they must be available to work those dates creating maximum availability and supply on the “hot dates.” Encourage your staff to take their vacations January-April. Last month I discussed the importance of your website being up to date and mobile-friendly, and according to the following stats, it’s more important now than ever before. 80% of wedding planning is done, and 39% of that planning is done on a mobile device. What are couples searching for when they start planning online? The top 5: Price, Reviews, Photos, Availability, Responsiveness, and location. Is pricing on your website? If you are antipricing on your website, you may want to
April 2019 In This Issue:
Page 2: Mike Walter Page 2: Tamara Sims Page 4: Mitch Taylor Page 4: Rachel Lynch Page 5: Ron Ruth
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Can You Learn From Your Scars? By Mitch Taylor
Have you ever thought about your scars? Now you may think...scars? That’s kind of an odd topic for a DJ News article, and I would tend to agree with you, but hear me out. We all have scars, like them or not. I’ve got a scar on my wrist that I’ve had since I was 11 or 12 years old from a time when I had a knife in the woods when I was very young. Another one on the same wrist I see almost every day that was from when I flipped my bike at around the same age. Scars remind us of where we were at different places or events in our lives. They bring us back to things that we have done, maybe we’re proud of, maybe we’re not. They remind us who we were and our thought processes at that time in our lives, good or bad.
Scars make us who we are. Without going through that situation, without going through that moment in time in our lives, we wouldn’t be the same person as we are today. Scars are more than just physical, they’re emotional too. They bring you back to a time in your life when you were affected deeply by someone or something. They have shaped you as a person. We shouldn’t look at it as a standpoint of, “Oh, I wish I would have done that” or “I wish I wouldn’t have done that.” Be grateful for the fact that you did it, that you can move forward from it, and hopefully proud of those lessons learned from your scars. What are some of the lessons from the scars you’ve had in your life? Scars are not just physical or emotional in your personal life, but also in your business life. What are some of the lessons you’ve learned from scars in your business life? Maybe it’s a falling out with a colleague that taught you not to trust everybody. Perhaps it’s a
lesson you’ve learned from a former employee who has proven to you that you can trust some people to treat you fairly
and follow through on their word. The whole point of your scars is how you learn from them. People say that if you don’t know your history, you’re bound to repeat it.
How did you become better from that situation? What did you gain from having that scar? Let that scar be a daily telltale reminder to you of what you went through, how to handle that situation the next time you have it happen to you, and how to move forward from it. What were some of the life lessons you’ve learned from your scars, either physical, emotional or business related? Reach out and let me know at mitchtylor@discjockeynews. com. Thanks for reading. 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.
Dinner Music Secrets By Rachel Lynch
Dinner music is an excellent opportunity to gauge what type of crowd you have and help set the tone for the night. Think of dinner and cocktail music like paint primer. The better job you do to prep the wall, the better the finished outcome will be. DJs who have a great dinner or cocktail crate may do a decent job with a “set it and forget it” playlist as they have built the list with years of experience. Since they feel that they already put in the work ahead of time they may decide to use dinner/cocktail downtime to time to
eat, relax a bit before the party, use the phone, smoke, etc. Sadly, this mindless and relaxed approach is a missed opportunity for DJs to connect with the guests in a subtle but powerful way. Adding to this passive approach is the assumption that nobody is actively listening to the Dj because they are engaged in conversation or enjoying food and drink. I disagree completely. Dinner time is when a Dj should work the hardest to understand who is in front of them and what music directions they can approach later on. Dinner/cocktail time is a smart way to take risks and try different stuff to see how it feels. Dinner/cocktail music can be a fun part of the evening if a Dj is really focused on the task. Things I ask myself during dinner/ cocktail music: How engaged are they? Who are my dancers? Who is there for the free food only? Who is taking advantage of the
open bar? Who’s sitting with who? Who are my “party people”? What are the age groups here? Are there any cultural considerations? Who’s signing lyrics while sipping their wine? Are there foot taps from anyone? Is anyone bobbing their head? Are people smiling? Etc. Nonverbal cues during dinner will absolutely
help a DJ smash the night. Don’t miss the chance to own your audience. You can find Rachel’s articles each month on the Promo Only newsletter. You can sign up at http://www.promoonly.com to catch it each month! Rachel Lynch can be reached at rachellynch@discjockeynews.com.
Best Times To Thank Your Customers By Ron Ruth
We’re all taught at a very young age the importance of being polite and saying, “thank you,” when someone has done something nice for us. That acknowledgment of gratitude becomes one of the first habits we learn as kids. Yet in business, saying “thank you” is so often forgotten or undervalued. My wife, Deb, and I recently had some remodeling work done on our home. We hired a contractor who was referred to us to head up the project. He was a nice guy who only stopped by our house on occasion to check on his crew of guys who managed the sub-contractors that did most of the work. 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). My only disappointment is that it’s now been quite some time since the remodel was completed and we’ve not received any sort of thank you for having chosen his business over countless others or for all the money we spent in the process of doing business with him. He never even scheduled a time to come see the end result of the project. He sent his assistant to take photos instead. Beyond making my wife and me feel unappreciated and disrespected as consumers, it ticks us off that he’s made us feel like nothing more than a transaction. Sadly, the contractor wasted what could have been a lasting, referral generating relationship. 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 she doesn’t feel a sense of loyalty to him or his business, she’ll be looking for a different contractor. 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. In this age of informality, manners can seem like they’ve gone the way of the Model-T. But saying “thank you” in the business world may be more important than you think. Sure, it’s a polite gesture, but it can also make or break a deal or business relationship. Research indicates that when you say “Thank you” to your customers, they’ll spend more money and enthusiastically tell their friends about the exceptional service and products you delivered. For the past few years, I’ve been writing articles about the value and benefits of delivering “WOW!” customer experiences. Those experiences make your customers feel valued, special and as though the experience was designed solely with them in mind. Showing appreciation is an important part of that experience. Without it, your clients are not going to feel beholden to you or your company. Customers don’t choose who they do business with based solely on products and what they cost, there are other things at play. As a matter of fact, 68% of customers say that businesses lost them as a customer because they felt unappreciated. Not taking the time to say, “Thank you!” to your customers is one of the worse reasons ever for losing business and revenue. It’s everyday etiquette and such a simple courtesy that takes just a moment. It costs nothing, not even effort. But, the rewards to your business are greater than you ever imagined. Five Best Times to Thank Your Customers:
Disc Jockey News • April 2019 • Page 5 1.) It all begins with the first contact. or “We appreciate your patronage” don’t reWhen a potential customer calls you, emails flect a true appreciation. Think about it. As you or stops by your place of business, begin soon as you say “business,” you have just your side of the conversation by thanking made a customer realize that, yes, despite them for reaching out to you. They may have what rapport you might have, at the end of reached out to any number of other busi- the day, they represent a business transacnesses. A simple show of appreciation could tion. That immediately diminishes the expeautomatically set you apart from the others. rience and relationship you worked so hard And, don’t forget to thank them, again, at the to build. Instead, acknowledge each of your end of your conversation or correspondence. customers individually and make your ap2.) If you’re like me and ask for an ap- preciation personal by addressing specific pointment, make certain you thank your examples of what you’re thanking them for. prospective customer upon their arrival for When it comes to the final correspontaking the time to meet with you. I also send dence, write it by hand and don’t use comthem an email the following day with anoth- pany stationery or include a business card. er note of appreciation to them for taking the Use a thank you card that reflects your pertime from their busy schedules to meet with sonality, and that won’t be confused as a me. Although I remind them I am always marketing piece. It’s far more personal than at their service should they have additional an email and maybe something they share questions or concerns, this particular note is with others. not a plea for their business. In my opinion, 5.) In reality, show appreciation to your that would dilute the sincerity of my grati- customers often. I’ve never known anyone tude. to say “That person was just waaay too ap3.) Offer thanks at the time a customer preciative.” On the flip side, forgetting or purchases your product or service. Each time neglecting to say “Thank you” is looked they contact you, your reply should always upon as bad manners. Not only does it upbegin with a “Thank you” to let them know set people, it makes your business look bad. you’re never too busy to be of assistance. The act of saying “Thank you” is more than Without that show of gratitude, you take a a statement of gratitude. It is a sign of rechance on them avoiding communication spect to the other person and proof that you altogether. If that happens, you could lose do not take them for granted. valuable insight into how you can better deWe can forget how easy it is to make liver the experience you want them to enjoy. someone’s day. A simple thank you or per4.) Send a personal note of thanks when sonal note can have a powerful, lasting and the job is complete. Studies have shown that meaningful impact on a customer and help almost half of customers attribute a good create an emotional connection they won’t customer experience to personalization, and soon forget. a good customer experience is what will Ron Ruth has been on the front lines of keep delighting your customers. When your weddings celebrations for over 25 years as customers are happy, they’re bound to come a Disc Jockey and certified, Wedding Enback to your brand. And since customers will tertainment Director®. He’s a well-known pay more for a product or service from busi- speaker and workshop facilitator in the DJ nesses that provide a better experience, the and wedding industries, a client experience personal touch you deliver through polite- designer and coach and a self-described ness also adds to your bottom line. Disney “Geek.” Get Ron’s FREE e-book, So, when the job is done, don’t thank “The Client Experience Demystified” at customers “for your business.” Above all, RonRuth.com. You can reach Ron at 816do not send a form letter that addresses your 224-4487 or RonRuth@DiscJockeyNews. customer as “Dear Customer.” Overused com sayings like “Thank you for your business,”
PAGE 6 • Disc Jockey News • April 2019
You Can’t Change Someone’s Mind By Alan Berg
I’m right, and you’re wrong! That attitude is a recipe for disaster in business and in life. If you want to keep your significant other happy, telling them that they’re wrong is, let’s just say, not a good plan. S i m i l a r l y, if you want to keep your customers, and employees, happy, telling them they’re wrong is counter-productive. The fact is that you can’t change anyone else’s mind. It’s not yours to change. It’s theirs. What you can do is provide them with the information they didn’t have, and then they may decide to come to a different conclusion. How and when you provide them with that information is more of an art than a science. Every political ad is trying to provide us with information either about their candidate, or their opponent, to get us to change our minds. Which is more effective on you? The positive information, or the negative? While I would rather hear what you can do for me, instead of why the other business or candidate is bad, those negative comments do affect. Please ignore that statement My wife watches a lot of crime dramas on TV, which means I watch crime dramas on TV (did I mention that I’m happily married?). Many of you can picture the courtroom scene where a prosecuting attorney says something, the defense attorney objects, the judge allows the objection (“sustained”) and then instructs the
jury to disregard what they just heard. That’s impossible. You can’t un-hear something. Now it’s up to the defense attorney to provide information that will get the jury to change their minds about what they’ve just heard. When we hear conflicting information, we take into account the sources and decide which is more believable, trustworthy and/or influential. We also look at the amount or strength of the information. Let’s say you were looking for a restaurant while on vacation. You go to your favorite source (Yelp, TripAdvisor, Google, OpenTable…) and do a search. One restaurant comes up at the top of the search, but it’s a “sponsored” listing, meaning they paid to be there. Do you assume them to be the best? Probably not without some corroborating evidence, in other words, did they also come up in organic results, or do they have a lot of reviews and a good rating. When it comes to reviews there are three things that matter: 1) the number of reviews 2) the average rating/score and 3) the recency. Who’s right? I travel extensively, so I also eat out a lot. When I’m searching for a restaurant, I’ll do a search for something in the area, maybe put in a few filters if I/we have a preference for a style, and see what comes up. Knowing that it takes a lot for me to give a 5-star rating to a restaurant, I’m fine with looking at 4’s and 3.5’s. If there aren’t a lot of choices in that range, I’ll work my way down. But I also look at the number of reviews, as I know that with a few total reviews, one low rating can bring the average down. I’ll read the low rated review to see what that person or those people had to say. If it’s just a total rant, I’ll usually ignore it. But if it’s articulate, and specific in their critique, it will influence my decision.
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How’s the Mac n’ Cheese? I was driving in Florida this week when we passed a Bar-B-Que place. My sister and brother-in-law, who live in the area, hadn’t seen this place before, and they love BBQ. So, I looked it up on Yelp and TripAdvisor to see the reviews. After reading a few reviews, we started to get a picture of the food and service. The ribs were a universal favorite, with every review having very positive and emotional comments. The Mac n’ Cheese was hit or miss, mostly miss. The more reviews we read, the more we wanted their ribs, but not their Mac n’ Cheese. Then I came across someone who loved the Mac n’ Cheese. Huh? Every other review that had mentioned it had a complaint (not enough cheese, too chewy, no flavor, etc.). How could it be that this one person was in opposition to all of the other comments? Maybe she liked hers with only a little cheese, or under-cooked. Maybe it was her past experience with Mac n’ Cheese – it’s just like her mother made for her when she was a little girl. Did it change our minds about the Mac n’ Cheese? If we went to this restaurant were we likely to order the Mac n’ Cheese? No. The scales were already tipped against that. The only things that would have possibly changed our minds is if all of the negative Mac n’ Cheese reviews were old, and the positive one(s) were more recent, or if recent reviews talked about how they didn’t use to like it, but now they have a new Mac n’ Cheese recipe, or chef, and now it’s great. When you don’t know, what you don’t know It’s the same when your prospects are looking for someone in your category. It’s not just THAT you have a lot of great reviews, it’s WHAT those reviews say. What are the adjectives that they’re using when they rave about you? What are they saying about your competitors? Reviewing a wedding isn’t the same as reviewing a restaurant., but the psychology is similar. Potential customers are reading and are influenced by the specific words and phrases that your past customers are using in their reviews. If those words and phrases resonate with them, they’ll be more likely to contact you. If they don’t, they’ll move on (and you may never know they were interested in the first place). How can you change their minds? As I said in the beginning, you can’t actually change the mind of your prospects. You can only provide them with the information they didn’t have, and they can choose to come to a different conclusion. First, you have to have their attention, which is fleeting. Then you have to present that information in a way that is easy to consume. Many of you have heard me say that your brand
is defined by the words of your past customers. Your reviews and testimonials are your brand. And many of you are using reviews and testimonials on your websites and in your marketing. Are you putting them where you have their attention? Are you making them easy to consume? Is anybody listening? If you’re putting them on a testimonials page on your website, check your analytics report to see if anyone is actually going there. In my consulting, I have never seen a testimonial/reviews/kudos page that has a significant amount of traffic. Most are 1% to 2% of that site’s traffic, with many being well under 1%. That makes sense since we all know that you only put the best comments there, so why should we leave the page we’re on to go see your Love-fest? Some of you have them on your sites, but down low on the page. How often do you get to the bottom of a web page these days? Not that often, and neither do your site’s visitors. You need to put them where they’re already looking, where you already have their attention, high up on the most popular pages. And then you have to make them easy to consume by making them very short. The longer they are, the less likely they’ll be read. I like to use the metaphor of a speed-bump in the road. It’s one line, and it makes you slow down to continue down that road. If you use one-line review snippets throughout the page, supporting your other site copy, it will slow your readers down, but not stop them. We want them to continue down the page as we influence them that they’re in the right place and get them to take the action that we make clear (email, fill out your contact form, text, chat, etc.). You’re not going to get them to pick up a phone and call you just because you want them to. They’re on a web page, they’re much more likely to take a digital next step (email, text, chat, contact form) than change to a phone call. They’re the customer, and they’re driving this process, for now. They’re only one click of their BACK button away from one of your competitors. Give them a reason to stay. Then give them a reason to move forward and contact you. But don’t try to change their minds, it’s not yours to change. 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
Lessons For Life And Business
Disc Jockey News • April 2019 • Page 7
By Harvey Mackay
In every speech that I give, every column I write, every person or group that I mentor, my goal is to leave my audience with plenty of take-home value. I could teach from a textbook, and give lots of facts and case studies, but I don’t. I use stories because people can easily relate to the points I make. Here’s some food for thought. K n o w who has your back. We can learn much from observing geese in flight. First, people who share a common direction and a sense of community get where they are going more quickly and easily because they rely on the strength of each other. Second, stay in formation and accept help when it is needed and offer help when others need it. Third, geese instinctively share the task of leadership and do not resent the leader. Fourth, when a goose is sick, wounded, or shot down, two others drop out of formation to follow it down to earth to protect it. They remain with the wounded bird until it is well or dies. Teamwork. Many years ago in Austria, they had a custom that helped villagers size up the future happiness of a newly-married couple. After the wedding at the local church, the village women would escort the bride and groom to a nearby forest and stand them before a large tree. They would then hand the young couple a two-handled bucksaw and ask that they use it to fell the tree. The closer the cooperation between the man and wife, the shorter the time it took for the tree to come down. And the older villagers wisely reasoned that the shorter the time, the happier the young couple would be – because they had learned that most valuable of marital lessons – teamwork! Never assume your boss knows everything. A young executive was leaving the office late one evening when he found the CEO standing in front of a shredder with a piece of paper in his hand. “Listen,” said the CEO, “this is a very sensitive and important document here, and my assistant has gone for the night. Can you make this thing work?” “Certainly,” said the young executive. He turned the machine on, inserted the paper, and pressed the start button. “Excellent, excellent!” said the CEO as his paper disappeared inside the machine. “I just need one copy.” Know when to keep your mouth shut. A little bird was flying south for the winter. It was so cold the bird froze and fell to the ground into a large field. While it was lying there, a cow came by and dropped some dung on him. As the frozen bird lay there in the pile of cow dung, it began to realize how warm it was. The bird was actually thawing out and began to sing for joy. A passing cat heard the bird singing and came to investigate. Following the sound, the cat
discovered the bird and promptly dug it out and ate it. Lessons: (1) Not everyone who dumps on you is your enemy. (2) Not everyone who gets you out of a mess is your friend. (3) And when you’re in deep doo-doo, it’s best to keep your mouth shut! Be sure there is a problem in the first place before working hard to solve one. One beautiful day, a bus driver started his route. No problems for the first few stops – a few people got on, a few got off. At the next stop, however, a big hulk of a guy boarded. Six-foot-eight and built like a linebacker, he said, “Big John doesn’t pay!” and sat down at the
back. The five-foot-three driver didn’t argue. The next day the same thing happened – Big John got on again, refused to pay, and sat down. The same thing happened day after day. This grated on the bus driver, who became increasingly angry over the way Big John was taking advantage of him. He signed up for bodybuilding and self-defense courses and became quite strong. So on the next Monday, when Big John once again got on the bus and said, “Big John doesn’t pay!” The driver stood up, challenging him, “And why not?” Surprised, Big John replied, “Big John buys a bus pass.”
Mackay’s Moral: You can learn from experience – yours or someone else’s. Reprinted with permission from nationally syndicated columnist Harvey Mackay, author of the New York Times #1 bestseller “Swim With The Sharks Without Being Eaten Alive,” “We Got Fired!...And It’s the Best Thing That Ever Happened to Us,” and “The Mackay MBA of Selling in the Real World.
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PAGE 8 • Disc Jockey News • April 2019
Who Is Defining You
truss totems with two moving-head LED gizmos to put on top. My comment was, “That’s great - now you look like every By Dean C. Carlson other DJ in the world. Was that what you Ok, breaks over - did you miss me? then that I found out there was a much were going for?” I literally have more 2019 marks the start of my 30th year bigger world of DJs out there than just than 800 DJ “friends” on Facebook, and DJing. Never in my wildest dreams did me. As you can imagine - or maybe you I have lost track of how many DJs have I ever think I would have this type of have done this yourselves - instantly I gone to that exact look and set up. Who is longevity in any career I chose, let alone started sizing myself up against everyone defining you in that case? Your industry? DJing. Over those years I have “re-in- I met. Although I was the big fish in my Also in my market I know another DJ v e n t e d ” company, I realized I was a little min- - in fact, a lot of you know him - and he m y s e l f now finding my way in the big ocean out rarely brings any lights. He is the highest s e v e r a l there. paid DJ I personally know. If you think times. Although I could go on about all the I am saying you should all get rid of any At first, changes made over the last few years, lighting, well no, I’m not. But before inI was so I say all this to show that I to have had vesting a large chunk of your hard-earned naive that some interesting times finding out who I cash, maybe you should ask ‘who is setI was just am as a DJ, and on a ting my standards’? happy to bigger scale defining It happens all the be myself. what my company is time in our indusThen my now. The idea for this try. There is a saying fame rose, article sparked when I here in Minnesota; and I felt was re-reading “Sell‘Do you know why I needed ing the Invisible” by fishing lures look so a per- Harry Beckwith. I cool? Not to catch sona, so highly encourage refish, but to catch fishI became reading books several ermen’. Fish don’t DJ NRG. years after you have spend money! Again, Come to find out there are a lot of DJs read them, just to see I’m not saying you who thought that was original in the ear- if you picked up anyshouldn’t look at ly ‘90s…thanks, Prince. what is happening thing. After a lull in my popularity in the late in our industry, but “Selling The Invis90’s I clearly thought I needed another ible” is about marketif you really want to new image, so after seeing the “Phantom ing the service indusstick out to potential Menace,” I became DJ Vyseroy. It was try, which we fit into clients why would then that I actually thought I should start very nicely. Early in you look like every a business to go along with the personal- the book, a question other DJ? ity and I created “VYS” (see Vyseroy) or he asked has thrown Let me give you Vibrate Your Soul Entertainment. How- me deep into thought. one more example. ever, in 2003 the wheels came off the “Ask: Who is setting Go to any bridal show bus, and that life was over. I thought I your standards - your and look at every DJ would never DJ again. booth there. What do you see? Almost industry, your ego, or your clients?” Well, thanks to treatment, and a boss In the midst of all this, I was having a every last one of them has lighting of who took a chance on a just-cleaned-up conversation with a close DJ friend in my some type and speakers. Those same DJs meth junkie, I was hired at Pro Sound market. He was so giddy. He had just sold are trying to convince brides who have and Light Show in Duluth, MN. It was all his old lights and bought brand new just a few moments with them that ‘they are different’…and yet all the DJs looked the same. At the Duluth Bridal Show this last year there were 7 DJ companies, and all but two had moving heads on totems (obviously not including me). I honestly wish sometimes I could go back in time and be the first incarnation of me as a DJ. Not knowing what you don’t know was fantastic. In fact, it allowed me some freedoms that today I have to fight for in order to ‘be me.’ I was so creative and willing to take chances.
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Realistically the only thing that mattered was if I rocked the crowd that night or not. My advice to old me, if I had to do it all over again, would be to check the ego. No one likes a person whose ego is visible. In fact, my bet is ego-driven people have very few real friends. We all have some type of ego, but it is our choice on what we do with it. Clients can spot that from a mile away, and although that ‘shtick’ might be ok for the clubs, when you have to earn a living with that as a driving characteristic of you, well, then good luck. So that leaves me with our clients. I can’t define what they want for you because I don’t know what clients you have or want, and that might be the best place to start. Ask yourself who are your ideal clients? How much do they make, where do they live, what do they drive? What kind of hobbies do they have… etc? Then put yourself in their shoes and take a collective ‘oh crap’ look at yourself and your company to see if it all fits. Too often we ask our clients to fit into the mold we have made, when it is we who should be looking at our clients and finding out their mold. The more molds you can open yourself to fit into the more business you will get. I’ve been pretty proud of my company over the last few years. We have stretched ourselves for our clients. But some of the best ideas and most creative events we have worked at have been a result of putting the client’s desires first. I ask them “What are your dreams about the day, what have you seen that you like, how about what you don’t like? If money were no object what would you like to do?” A lot of time the boxes we create for ourselves and our clients happen because we don’t ask enough questions, or are afraid to try something new. If I had to define myself, I would say the only loose box I put around my company is that we help design creative events. From what I have found in my area, people are starving for something different. Even if its just one night for 6 hours. Good luck and great shows. Dean Carlson can be reached at deancarlson@discjockeynews.com.
Vulnerability Is Necessary Discomfort By Brian Kelm
Strive to be as vulnerable as you can every day! Opening yourself up to others is a practice, takes time to develop, and real discipline! If you are not vulnerable, it’s very difficult to feel anything. There is NO LIMIT to how vulnerable you can be and how far you can bring your true feelings, emotions, and thoughts forward. The whole goal is to replace the scary and fearful for the discovery of your unique voice, skills, and true self. This is all within you as an entertainer/ performer and needs to be brought to the surface to identify what you currently feel and where you are going. Confront things that are uneasy and difficult to look at are exactly what needs to hap-
pen for true growth, development, and for your vulnerability to emerge. Like anything of substance in life, you can’t have the reward without the work and commitment. Be all in every day, and you will gradually start to win your days and control how you experience them! Once your vulnerability becomes familiar, you will set out to make it your norm every chance you get! The space you are in creates the opportunity for your vulnerability to be witnessed and experienced. As professionals, we need our comfort zone to be in the uncomfortable. The more that this is practiced, the easier and more fluid it gets. Be willing to risk who you are now for who you can be in the future. It is up to you and only you to make it happen in your business and personal lives! Brian Kelm, CWEP, CGWP, WED Guild is a 25+ year wedding entertainment and planning professional that has been all over the United States. Based in Wisconsin. Serving Anywhere. He can be reached at briankelm@discjockeynews.com
Close More Sales With Video By Rob Ferre
One of the best ways you can get the attention of potential clients is through video and even better close the sale. There are plenty of resources out there that will help you stand out. So there are plenty of ways you can use video from promotional footage to educational. Let’s start with promotional. Step one get footage of you in action. You can do this a variety of ways, hire a professional, work with the videographer at your event or bring your own camera. However you do, just get video. Working with the videographer at an event is the best way to go. I often collaborate with my videographers on collecting footage. I will give them access to mixer and audio feeds for their videos. I will also let them know the music I was using through the event. I also give them a heads up every time something is about to happen. Work with them and befriend them because they will make you look good. Repurpose that video a promotional piece for youtube, Instagram and your website. I have done all three. I also have made an interview style type of video that introduces me to the client. Keep videos to either 2 minutes or 1 minute. If you just want to tease them 30 seconds is great. Everyone’s attention spans are lessening in this high paced digital world. Hit them hard and fast which may lead to inquiry or consultation. Educational videos that help your cli-
ents know what type of services you offer. You can create videos of your light set up and how that enhances their event or video of the planning process and music curation. You can create simple videos on apps like Magisto and Animoto where you can post them on social media. You can also use templates that are on iMovie or any desktop software platform. Get your clients acquainted with your products and services. I also suggest keeping these videos short and under 5 minutes. One way I use video is through Soapbox or Loom which is a desktop plugin for the Chrome browser. You can record your screen and send them a link to the video. This works great to instructional videos on how to use your planning forms or music playlist makers. If you use DJ Event Planner, DJ Intelligence or Vibo this is a great resource. Last seal the deal or getting their attention through video. There are some apps out there to do some custom messaging that can put a smile on your clients face. Get creative with these videos and apps to make yourself stick out. One app I like is Ditty. You can put in custom text, and the app will sing the text to a variety of songs. Imagine your client gets a message from you saying “Your wedding with us with totally epic” sung to the Star Wars theme song. I know it sounds silly, but how unique would that be. Find ways to be different. You can also use the iPhone app Clips which will do live subtitles as you talk and you can do a killer background in any location. So imagine sending this to a potential bride, and she can read the subtitles while at work and not have to turn up the volume. These are just a couple of ideas you can use to make yourself stand out. Close more sales and let the video do the work! You can connect with him at RobFerre@ discjockeynews.com.
Disc Jockey News • April 2019 • Page 9
This Month With #AskKilma By Kilma
In this month’s Ask Kilma series we touched on everything from being pushed out of your industry to willing leaving groups and projections behind to start new endeavors. Starting off with episode #61 an #AskKilma viewer spoke on his feeling of deceit and disappointment in his team and feelings of resentment. My focus was to ask him to look at the bigger picture, what was his end goal and how could he arrange or let go of projects that were no longer serving him to focus in on the ones that he was truly passionate about. This redirection got him to stop worrying about what everyone else was doing and put his energy where it counted. In speaking with him after the episode, he had already been taking steps and action in this, having conversations with his team and noted changes happen very quickly. In episode #62 an avid mixtape curator who was absolutely rocking it in the DJ set world was being led to believe that she should shift her focus to production and leave behind her mix series. Even though, it was helping her to gain more DJ gigs. My conclusion was to question her relationship with this person and continue to do what SHE felt was right for her brand. Note: The tricky part, when people we
respect give us conflicting ‘advice’ is to think about what their true motives may be, especially if this ‘thing’ is gaining you much success. She chose to continue her mix series while dabbling into production. We can’t wait to hear what she comes up with. When we move on to Episode #63, we chat with a fellow that finds him selves distracted by comparing himself to others, instead of remembering what his goals are. I gave the example of driving on the road and how when you don’t watch your own lane because you’re worried about the cars around you, that can be when you go off route. I also gave the example of using a mentor, someone to help direct you back on your path if you find yourself drifting. Last but not least we end things off with #64 where a viewer talks about breaking up with the band. I share a story about my experience doing this, and how we never truly know how people will respond, all we can do is come at those conversations with love and empathy - remembering that our goals are more important than pleasing the masses. At the end of the day, we can all succeed together or apart. Support can look different for everyone. DJ Kilma Sunday DJ Spotlight: https://djntv.com/category/sundayspotlight/ #AskKilma Monday Tips: https:// djntv.com/category/askkilma/ If you would like to be part of the Sunday DJ Spotlight Interviews with DJ Kilma, please share a short bio and a suggested topic with Kilma at the email below. You can reach Kilma at kilma@ discjockeynews.com
PAGE 10 • Disc Jockey News • April 2019
The Way I See It: The Book By Michael J. Lenstra
The midlife crisis: The point in life when you realize that you have more days in your rearview mirror than you do in your windshield. When you realize that most of life’s major decisions have been made and your biggest accomplishm e n t s have already been achieved. Your major milestones have alr e a d y passed. That point in life when you come to terms with the fact that who you are now is probably how you will be remembered. Some men, when reaching that point, may try to regain their youth and dye their hair, get a tattoo, or start chasing pretty young girls again. Others may take on a huge debt and buy that sports car they’ve always dreamed of or get a leather jacket and purchase a Harley. For me, I wrote a book. I first brought the subject up with our publisher John Young back in 2015. I proposed the idea of pulling together some of my previous articles and combining them into one book format–sort of like a Greatest Hits album. After tossing around the idea for a bit and looking through five years of my past articles I shelved the project, deciding I really did not have enough strong material at that time. However,
last year, in the wake of some upcoming milestones, I began to revisit the subject. I realized that in August 2018 I would be celebrating 10 years as a fulltime Mobile DJ, and on April 9, 2019, it would be 25 years since I loaded up my Toyota pick-up and headed out to a county bar and did my first event under my own company banner, Alexxus Entertainment, thus marking my silver anniversary as my own boss. In between those dates I also became a sexagenarian, which is not as racy as you might think. It only means I’ve reached the Big 6-0. Yep, I turned 60, or as I like to term it, I’ve reached level 60. That sounds more like an accomplishment than just a reminder that I’m getting older. Since I am now in my eighth year as a staff writer for the Disc Jockey News, I also had far more material to choose from, so I touched base again with John and discussed the idea with him a second time. He was on board, mentioning he had even had a similar thought of maybe someday running a reprint of some past articles from the paper just to illustrate where we once were as an industry and where we are now. With his approval, I started my quest.
First, I debated the structure. Would this be more of an autobiography or just a reprint of my past articles? I nixed the autobiography angle for a few different reasons. (1) It would entail a lot more undertaking to construct a manuscript. (2) My primary wish was to see a collection of what I felt have been my best past articles. And (3) I’m not sure that I’m that interesting and that the masses really want to read specifically about me. Like my approach to weddings, I prefer not to be the upfront star of the show but rather somewhat the silent facilitator. My ultimate goal was to put something together for our Mobile DJ community that would be fairly entertaining and yet contain something useful to help fellow colleagues in their own DJ careers. With that decided, I began combing through past articles and submitted them to my proofreader, Chris Feldman. I decided to break the book into different sections and find articles that best fit under those topics. Once those selections were made, Chris edited the articles chosen to make them consistent with each other in style. I then imported them into a book template and uploaded them to KDP Publishing, Amazon.com’s publishing division. After reviewing four proof books to get all of the spacing issues corrected and make final changes, I submitted the completed project for final review on
March 23. The book contains four sections. The first features articles that involve a different way of seeing things, such as what we as DJs could learn from a prostitute or how something mentioned in an episode of the TV show Cheers relates to our business. The second is some of my personal views and opinions on the issues in the DJ industry, including the extensively researched three-part “Needle” series I wrote in 2017, which I consider my best work. The third includes personal stories– and lessons learned–from some of my events through the years, such as how simply being nice to the right person at the right time proved to be a big boon to my business and how I made the leap from weekend DJ to a full-time entertainer. The final section contains some closing thoughts both about where I see my career now and how personal experiences have changed that view in the past few years. Each chapter includes the original publication date of when it appeared in the Disc Jockey News and a highlighted block of text that refers to the lesson–or the moral of the story– that I’ve learned and would like to pass along. The way I see it, whether I sell 1,000, 100, or even ten books is immaterial. It’s just an answer to my own midlife crisis. It’s something that I wanted to leave behind to an industry that has been so much fun to be a part of–and it’s a lot cheaper and safer than a Harley. ~ Michael ~ Michael J. Lenstra is a self-described Wedding DJ and is celebrating over 25 years in the Mobile DJ industry. He is a full-time DJ/Entertainer, and is owner of Alexxus Entertainment in Dubuque, Iowa.He can be reached at mikelenstra@discjockeynews.com
Disc Jockey News • April 2019 • Page 11
Top 50 Recurrent Charts for April 2019
The Weekly Printable Charts (Top 50, Recurrent and Billboard Singles) are available at http://www.DJNTV.com/charts Sponsored by iDJPool.com Pop Recurrents 1 IMAGINE DRAGONS Whatever It Takes 2 G-EAZY & HALSEY Him & I 3 LOUD LUXURY Body f/Brando 4 IMAGINE DRAGONS Thunder 5 IMAGINE DRAGONS Believer 6 CALVIN HARRIS & DUA LIPA One Kiss 7 BRUNO MARS & CARDI B Finesse 8 WHY DON’T WE 8 Letters 9 NIALL HORAN Slow Hands 10 THE WEEKND & KENDRICK LAMAR Pray For Me 11 ARIANA GRANDE No Tears Left To Cry 12 KYGO X SELENA GOMEZ It Ain’t Me 13 BEBE REXHA Meant To Be f/F.G.L. 14 MARSHMELLO & ANNE-MARIE Friends 15 ZEDD & ALESSIA CARA Stay 16 DJ SNAKE/SELENA/OZUNA/CARDI B Taki Taki 17 DRAKE God’s Plan 18 MAX Lights Down Low f/Gnash 19 NF Lie 20 POST MALONE Rockstar f/21 Savage 21 THE CHAINSMOKERS F/K BALLERINI This Feeling 22 LIAM PAYNE Strip That Down f/Quavo 23 ARIANA GRANDE God Is A Woman 24 SHAWN MENDES In My Blood 25 ED SHEERAN Perfect 26 JUICE WRLD Lucid Dreams 27 DEMI LOVATO Sorry Not Sorry 28 TAYLOR SWIFT Delicate 29 HALSEY Bad At Love 30 ZEDD/MAREN MORRIS/GREY The Middle 31 CHARLIE PUTH Attention 32 CAMILA CABELLO Never Be The Same 33 BAZZI Beautiful f/Camila Cabello 34 SHAWN MENDES There’s Nothing Holdin’ Me... 35 CAMILA CABELLO Havana f/Young Thug 36 NF Let You Down 37 SELENA GOMEZ Back To You 38 POST MALONE Psycho f/Ty Dolla $ign 39 ARIANA GRANDE Breathin 40 LAUV I Like Me Better 41 DAN + SHAY Tequila 42 CARDI B I Like It f/Bad Bunny/J Balvin 43 BAZZI Mine 44 DUA LIPA New Rules 45 TRAVIS SCOTT Sicko Mode 46 MAROON 5 Girls Like You f/Cardi B 47 POST MALONE Better Now 48 KHALID X NORMANI Love Lies 49 5 SECONDS OF SUMMER Youngblood 50 MARSHMELLO Happier f/Bastille Urban Recurrents 1 CARDI B Bodak Yellow 2 H.E.R. Focus 3 FUTURE Mask Off 4 BRUNO MARS That’s What I Like 5 CHILDISH GAMBINO This Is America 6 YO GOTTI F/NICKI MINAJ Rake It Up 7 FRENCH MONTANA Unforgettable f/Swae Lee 8 TRAVIS SCOTT Yosemite 9 RICH THE KID Plug Walk 10 KENDRICK LAMAR LOYALTY. f/ Rihanna 11 GUCCI MANE I Get The Bag f/Migos 12 COCA VANGO Sauce All On Me 13 MIGOS Walk It Talk It f/Drake 14 KENDRICK LAMAR HUMBLE. 15 CARDI B Be Careful 16 QUEEN NAIJA Medicine
17 THE CARTERS Apes**t 18 BLAC YOUNGSTA Booty 19 DJ KHALED F/RIHANNA/B. TILLER Wild Thoughts 20 H.E.R. Could’ve Been f/Bryson Tiller 21 MIGUEL Sky Walker f/Travis Scott 22 MIGOS Stir Fry 23 KENDRICK LAMAR LOVE. f/Zacari 24 JUICE WRLD Lucid Dreams 25 GOLDLINK Crew f/Brent Faiyaz/Shy Glizzy 26 BLOCBOY JB Look Alive f/Drake 27 SHECK WES Mo Bamba 28 CARDI B I Like It f/Bad Bunny/J Balvin 29 TYGA Taste f/Offset 30 DRAKE God’s Plan 31 YG F/2 CHAINZ, BIG SEAN, NICKI Big Bank 32 DRAKE In My Feelings 33 G-EAZY No Limit f/A$AP Rocky, Cardi B 34 YELLA BEEZY That’s On Me 35 TORY LANEZ & RICH THE KID Talk To Me 36 ELLA MAI Boo’d Up 37 DRAKE Nice For What 38 DRAKE Nonstop 39 JACQUEES You 40 CARDI B Ring 41 LIL DUVAL Smile B*tch f/Snoop & B.Greezy 42 LIL BABY Yes Indeed f/Drake 43 ELLA MAI Trip 44 LIL WAYNE Uproar 45 QUEEN NAIJA Karma 46 FLIPP DINERO Leave Me Alone 47 GUCCI MANE/BRUNO/KODAK Wake Up In The Sky 48 TRAVIS SCOTT Sicko Mode 49 MEEK MILL Dangerous f/Jeremih, PnB Rock 50 KODAK BLACK Zeze f/Travis Scott & Offset Hot Adult Contempory Recurrents 1 MARSHMELLO & ANNE-MARIE Friends 2 MATT NATHANSON Used To Be 3 ED SHEERAN Castle On The Hill 4 LUIS FONSI & DADDY YANKEE Despacito f/Justin Bieber 5 BRUNO MARS & CARDI B Finesse 6 NF Let You Down 7 KYGO X SELENA GOMEZ It Ain’t Me 8 SAM HUNT Body Like A Back Road 9 AJR Burn The House Down 10 GEORGE EZRA Shotgun 11 MAROON 5 Wait 12 CHARLIE PUTH How Long 13 FOSTER THE PEOPLE Sit Next To Me 14 HALSEY Bad At Love 15 KHALID X NORMANI Love Lies 16 DEMI LOVATO Sorry Not Sorry 17 ARIANA GRANDE No Tears Left To Cry 18 MAROON 5 What Lovers Do f/SZA 19 ZEDD & ALESSIA CARA Stay 20 JAMES ARTHUR Say You Won’t Let Go 21 DUA LIPA New Rules 22 NIALL HORAN Slow Hands 23 P!NK What About Us 24 POST MALONE Better Now 25 CHARLIE PUTH Attention 26 IMAGINE DRAGONS Natural 27 IMAGINE DRAGONS Believer 28 CAMILA CABELLO Havana f/Young Thug 29 ARIANA GRANDE Breathin 30 WEEZER Africa 31 BEBE REXHA Meant To Be f/F.G.L. 32 CAMILA CABELLO Never Be The Same 33 SHAWN MENDES In My Blood
34 IMAGINE DRAGONS Thunder 35 DAN + SHAY Tequila 36 SELENA GOMEZ Back To You 37 THE CHAINSMOKERS & COLDPLAY Something Just Like This 38 SHAWN MENDES There’s Nothing Holdin’ Me... 39 PORTUGAL. THE MAN Feel It Still 40 LUKAS GRAHAM Love Someone 41 MAX Lights Down Low f/Gnash 42 IMAGINE DRAGONS Whatever It Takes 43 ED SHEERAN Shape Of You 44 ZEDD/MAREN MORRIS/GREY The Middle 45 MACKLEMORE Good Old Days f/Kesha 46 ED SHEERAN Perfect 47 TAYLOR SWIFT Delicate 48 LOVELYTHEBAND Broken 49 LAUV I Like Me Better 50 5 SECONDS OF SUMMER Youngblood Country 1 MORGAN WALLEN Up Down f/Florida Georgia Line 2 MORGAN EVANS Kiss Somebody 3 CHRIS STAPLETON Broken Halos 4 SCOTTY MCCREERY Five More Minutes 5 OLD DOMINION Written In The Sand 6 TYLER RICH The Difference 7 CHRIS JANSON Fix A Drink 8 KENNY CHESNEY All The Pretty Girls 9 DARIUS RUCKER For The First Time 10 MAREN MORRIS Rich 11 LUKE BRYAN Sunrise, Sunburn, Sunset 12 LUKE COMBS When It Rains It Pours 13 DYLAN SCOTT My Girl 14 FLORIDA GEORGIA LINE Simple 15 KIP MOORE Last Shot 16 BLAKE SHELTON I’ll Name The Dogs 17 BRETT YOUNG Mercy 18 DYLAN SCOTT Hooked 19 MITCHELL TENPENNY Drunk Me 20 BILLY CURRINGTON Do I Make You Wanna 21 JASON ALDEAN Drowns The Whiskey f/M.Lambert 22 DIERKS BENTLEY Woman, Amen 23 KANE BROWN What Ifs f/Lauren Alaina 24 LANCO Greatest Love Story 25 THOMAS RHETT Life Changes 26 D LEE MURPHY/K CHESNEY Everything’s Gonna Be Alright 27 BEBE REXHA Meant To Be f/F.G.L. 28 THOMAS RHETT Unforgettable 29 JORDAN DAVIS Singles You Up 30 JASON ALDEAN You Make It Easy 31 DUSTIN LYNCH Small Town Boy 32 LUKE BRYAN Most People Are Good 33 OLD DOMINION Hotel Key 34 CHRIS YOUNG Hangin’ On 35 DIERKS BENTLEY Burning Man f/Brothers Osborne 36 KANE BROWN Lose It 37 KENNY CHESNEY Get Along 38 LUKE COMBS One Number Away 39 KANE BROWN Heaven 40 RUSSELL DICKERSON Blue Tacoma 41 DAN + SHAY Tequila 42 DAN + SHAY Speechless 43 DUSTIN LYNCH Good Girl 44 THOMAS RHETT Sixteen 45 LUKE BRYAN What Makes You Country 46 JORDAN DAVIS Take It From Me 47 LUKE COMBS She Got The Best Of Me 48 JIMMIE ALLEN Best Shot 49 SCOTTY MCCREERY This Is It 50 JASON ALDEAN Girl Like You