Disc Jockey News August 2019 • Issue #150
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PAGE 2 • Disc Jockey News • August 2019
It’s DJ Expo Time In Atlantic City! By Mike Walter
My reminder email from Joh Young about my article this month mentioned that this would be the issue distributed at DJ Times DJ Expo. I always get a little excited when I write an article that is handed out at a DJ convention, especially one I am speaking at. I’ve been stopped in the hallways plenty of times in Vegas or Atlantic City by a DJ holding a copy of the Disc Jockey News and complimenting my latest article, so I know the connection between writer and reader can become very real when they meet in person. Plus, it’s not too much of a stretch to think at least one attendee is sitting in my seminar and reading my article at the same time. So if you are reading this in Atlantic City, welcome to the Grand Daddy of them all. The biggest, loudest, and longest-running DJ gathering known to man. Glad you made the trip. I hope we have a chance to meet this week. This is the perfect month to talk about music mixing, which is a topic I still see bandied about on social media from time to time. It’s perfect because if you are at DJ Times, you’ll probably be overwhelmed by the number of great DJs who are mixing and scratching and overall, doing things you may not be able to do. DJ Times DJ Expo, because
of the magazine’s focus on the club world, is the mecca for this part of our industry. Unfortunately, I see too many mobile DJs who have the attitude that, since they aren’t spinning at clubs, beat mixing isn’t a thing they need to worry about. Please, allow me in the space I have here, to refute that opinion. Let me begin with one of the first comebacks I get when I mention the importance of mixing: programming is even more important. I will actually concede that point. Given a choice, you’re better off playing the perfect song next, mixed in poorly, then playing a horrible song that you mixed in perfectly. But why does it have to be a choice? It’s like a baseball player saying he’d rather hit well then field well. Practice both! The best DJs I know are incredible at programming AND can beat mix with the best of them. So stop hiding behind your programming skills and come to grips with the fact that you could excel at both aspects of the business if you put your mind down to it. And that is the key to getting better at mixing. Practice. Set up your gear in your basement or garage and play away. Record your practices and then listen back. Where were you off? Where were you on? And while you’re listening, seek out some great DJs that you know and try to find their SoundCloud or MixCloud pages. And listen to their mixes. See how they focus on phrasing as much as matching beats. When and how they use effects. And how they structure their sets. With the technology that is available to us today, there is no reason every DJ in the industry
Goals Are Gold! By Tamara Sims
I know, I know...how many articles can you read about “Goal Setting.” The answer: not enough! After attending last month’s Marquee Show in Chicago, I was excited to see KC’s seminar on this very topic of setting goals. One of his opening quotes from Harvey Mackey, “A goal is a dream with a plan and a deadline,” is inspirational and something we can all relate to no matter what size business we own. I was shocked to learn that only 3% actually set goals. And for those of us who do set goals, many of us continue to fail. But why? The biggest mistake when setting goals: We don’t write them down. If we write down our goals, we have something tangible we can refer to from time to time, and once we complete a goal, we have that satisfaction of crossing the goal off our list. I can totally relate, as I am a huge fan of lists! Grocery lists, packing lists, daily task lists, etc. Lists help me stay focused on my business and personal life. Taking this a step further (and scarier), KC suggested making your goals public, so you have even more accountability and motiva-
tion from your peers. Another reason we fail: Our goals are too vague. Make sure your goals are specific. Instead of saying I want to network more, set a goal of how many networking events you plan on attending this year. This leads to your goals being measurable, which is key to success. Another problem is when we set too many goals. We become overwhelmed and unfocused, and we eventually give up. If goal setting is new to you, then start small. Keep a list of daily achievable goals. Once you have conquered small goals, you can take the next step
shouldn’t be at least average at mixing. Put in some hardcore rehearsal time, and you’ll be well above average. In a seminar I did recently I pinpointed four main talents we need to be great Mobile DJs: Mixing, Programming, MCing, and Interaction. I asked the attendees to think of these as the four tires on their vehicles. If I told you on your next drive home you were going to blow a tire, would you care which one? Probably not, right? Because any of the four will force you to pull over and change the tire (or, call roadside assistance and wait). Those four skills are as equally important at our events. And if you are a true professional, you won’t neglect one because you excel at another. You won’t rest on your MCing skills and dynamic level of interaction and then ignore the music. Nor will you stop focusing on improving your microphone skills because you’re incredible behind the gear. True professionals work on the weakest part of their game because they don’t want to have any weaknesses.
For many years now, DJ Times has ended their Expo with a set by Skribble. I believe he’s slated to perform again on the final night, immediately following the Entertainer of the Year competition. If you’re in AC, you owe it to yourself to check him out. He’s a veteran who has mastered to craft of mixing and scratching. He is creative and fun, and he always puts something together that attendees can learn from (as well as be entertained by). Watch Skribble and then see how high the bar is set. Then when you get home, work on getting a little closer to that level. You don’t have to be as good as someone like him, but focusing on the art of mixing will only make you a more sought after DJ in your market. 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.
and create monthly goals, yearly goals, and eventually 5+ year goals. And don’t forget to set a “due date” for each goal. How many times have you heard a friend say, “I’m going to start running,” or “I’m going to quit smoking?” Those are excellent goals, but if you don’t set a specific date, you end of convincing yourself it’s ok to start tomorrow or the next day, and thus your goal is never achieved. Is one of your goals to book more Friday weddings next year? Set a specific date that you want to accomplish this goal. As the time gets closer, perhaps you can increase your communication with outstanding leads for Friday’s or offer a promotion. Whatever it takes to get you closer to your goal’s due date. And
never give up! So if one of your goals for 2020 is to attend a conference, KC just announced the Marquee Show will be held again in Chicago from July 20-22, 2020! Happy Goal Setting! 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.
August 2019 In This Issue:
Page 2: Mike Walter Page 2: Tamara Sims Page 4: Mitch Taylor Page 4: Kilma Page 5: Alan Berg
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Page 6: Ron Ruth Page 7: Harvey Mackay Page 8: Rob Ferre Page 8: Brian Kelm Page 9: Jeffrey Gitomer
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Disc Jockey News • August 2019 • Page 3
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PAGE 4 • Disc Jockey News • August 2019
When Nothing Goes Right... By Mitch Taylor
As I look back on the last twelve months of my life, I am reflective on what I have gone through. But Mitch, why are you doing this in July (it’s now August as you read this)? You don’t have to wait until the end of the year to be reflective. You can be reflective at any time of the year you see fit. I chose the last twelve months as it was almost twelve months ago to the day of this writing that my world was turned upside down. It began actually slightly earlier in the month when my friend Eric and his family traveled up to the UP from Metro Detroit to spend some time with my family on the 4th of July. However, this wasn’t any ordinary trip of friends gathering over the holidays for fireworks, food, and fun. I knew that was the last time I would ever see him again. Eric had been diagnosed with cancer a few years back, had beat it once, but the cancer had come back with a vengeance. He and his wife did not want to know what stage he was at, but during a treatment a practitioner let it slip that he was at Stage IV. I had been a mentor to Eric since the year 2000. I had trained him as a DJ, he and his family spent every 4th of July with my family here in the UP (sans two years), I was Best Man at his wedding ten years ago... we were tight. Seeing my friend dying and knowing this was the last time you would ever see him in your home again is not something I would wish upon you
whatsoever. Shortly after Eric and his family headed back to Metro Detroit, I knew he was on borrowed time. A few weeks later, my wife and I were headed to Australia for me to keynote the DJAA conference in Adelaide, Australia. We happened to drive by the same road my sister-in-law Kristy lives on and see a For Sale By Owner sign. Now my sister in law lives on a beach on the shores of Lake Michigan here in Escanaba, and my wife and I have always wanted to retire somewhere where we can hear the waves crash. I turned to my wife after we passed the small white sign as she said “Oh look... there’s a house for sale down Kristy’s road” I replied, “Do you want to stop?” She said, “No…….” Yes. I turned around and stopped. We toured the home even though their Open House hadn’t actually started yet. We discussed it all the way on our drive down to Chicago. We decided we couldn’t buy a home when we were on the complete opposite side of the world, and we would see if it was still available when we got back and make a decision then. Long story short, the house was still available when we got back, we negotiated, and we bought the home. Fast forward to October of this past year. I finished up a big conference we provided AV and entertainment for and got back home on October 19th. Eric passed away on October 22nd. I dropped everything (including packing up the home I had lived in for the past 16 years) and drove to Detroit to assist the family and be at his wake and funeral services. I
This Month In The DJ Spotlight By Kilma
This month on Ask Kilma we touched on trying to make others happy, understanding motivation quotes, why you need to work hard even when the competition is not, the proper investments and why redefining your goals is crucial, not just at the beginning of a new year. Starting off with Episode #78 on the trouble with trying to make everyone else happy, first. Sometimes as business owners, we want to strive to be the best DJs while also taking on too much. In this episode, we chat about the issues in saying, “Yes” to everything and everyone and how to say, ‘no’ when it doesn’t feel right for you. In Episode #79 it is all about motivational quotes and how they can really confuse artists that are trying to go after the life they want. We chat about how to figure out what these quotes mean to you and exploring the deeper meaning behind them so that you can start using them towards your career today.
When we hit Episode #80, that’s when things really heat up. Why bother trying if you are locally at the top of your game. Might seem obvious to some but anyone could surpass you and your efforts so not continuing to up your game could mean a serious loss in business when someone else is will and doing that. Next up is episode #81 with investing in the things that will save you time, money, and energy. I chat about how the record pool I recently got into didn’t just save me all of this but actually MADE me some serious cash. Ending things off with Episode #82 on breathing that magic back into your career. A viewer asks about whether or not they should put down the headphones because they’ve already accomplished everything they set out to do, five years ago. Kilma gets right to it with goal planning and the importance of redefining our dreams on the regular. 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
had to see my Best Man duties through. A week later (October 29th), my family left the only house our kids have ever known and moved to a home that needed a complete gut and remodel. Five days later, I was flying to New Orleans and running education for the Mobile Beat Photo Booth Expo Cruise. I went through the gamut of emotions; from extreme grieving due to the loss of a dear friend to the emotional roller coaster of leaving our
only family home, to the excitement of moving into a new home on the shore of Lake Michigan, to setting sail on a family workcation. OK... that’s great Mitch, how does this apply to me? The next time you say you don’t have the time, that you can’t handle it… think again. Your capacity to handle things can completely expand when you are put under pressure. You DO have the time...you’re just not using it wisely. I thrive under pressure. I get focused. It’s where I do my best work sometimes. Here are my quick three tips to get through a daunting task or time in your life.
Don’t sweat the small stuff. Hint: It’s ALL small stuff. If it’s not life or death, it’s small. You can’t be under the intense pressure all of the time. Pause. Take time to think about what is going on and how you’re reacting (or maybe overreacting) to it. Don’t let emotions run your decision making. Emotional decision making leads to the worst decisions you can make. You must keep emotions out of the task at hand, and focus on how you can serve yourself or other people best. When nothing goes right, GO LEFT. We weighed many options before making the move we did for our family. In the end, we decided to go left, do something we’ve never done before, and move into a fixer-upper and go through a complete remodel. None of us know when our time will end. In the end, where we spend our time is what will become of our legacy. My family chose to go left, and we haven’t looked back. I hope these tips are helpful to you and the next time nothing goes right... you choose to go left. Mitch Taylor is an 18 year veteran of the mobile disc jockey industry, starting out on the cruise ships of Carnival Cruise Lines. He is a member of the American Disc Jockey Association. Mitch owns and operates Taylored Entertainment in the Upper Peninsula of Michigan and can be reached at 906.786.6967 or via email at mitchtaylor@discjockeynews. com.
Disc Jockey News • August 2019 • Page 5
Stop Selling and Help Them Buy! By Alan Berg
If I ever write another sales book, this will likely be the title: “Stop Selling and Help Them Buy!” In many industries, businesses have to do a lot of cold calling and prospecting. You’d spend a lot of your time trying to identify people and businesses, who might be interested in your business offers. While that’s true for corporate events, non-profit events, and some others, the wedding industry is mostly a reactive industry. Sure, you have to advertise and market yourself so that you can be found, and that involves putting yourself out there where your target customers are looking. But, for most sales people in the wedding industry, the sales process starts when the email comes in, the social media message arrives, the contact form gets filled out or the phone rings (I know… if only!). Get off the bench… you’re in the game! You can’t see if they’re looking at your social posts, unless they comment on them, like them or leave you an emoticon. You can’t see if they’re looking at your online advertising, unless they click through or submit an inquiry. You can’t see who is looking at your website, unless they contact you. However, once they do contact you, they’ve
raised their hand and shouted: “I need what you’re selling!” At that point, they don’t need to be sold. They need you to help them get the outcome that they desire. They don’t want music; they want their friends and family to dance the night away. They don’t want flowers; they want to create a sensory experience of colors and beautiful aromas. They don’t want a cake; they want an art-piece that reflects their theme, colors, and personalities. Stop selling WHAT you do By the time you get to have a conversation with them, don’t sell the bulletpoint list of what you do. Everyone in your category (caterer, videographer, planner, etc.) has a very similar list. As a matter of fact, when I’m reviewing websites, I see many generic-looking lists of services. I could take the logo off the list of one wedding pro and put it on any of their competitor’s sites, and their competitor could fulfill it. Don’t go through a sales pitch of that list. Find out the outcomes they desire, and talk to them about how you’re going to help them get those outcomes. When you have someone paint your house, do you ask what kind of brushes they’re going to use? When your car needs servicing, do you ask what kind of tools the mechanic is going to use? When you eat at a restaurant, do you
ask what kind of oven they’re using? Of course not. What you care about is that your house looks beautiful, your car runs smoothly and that your food looks and tastes great. Those are the outcomes. Find their WHY A sales conversation is not a sales pitch. A sales pitch is a script. Actors
read the same script, every time. You shouldn’t be doing that with your customers. A real sales conversation is more like an improvisation, where you react to what the other person or people are saying. I know a few wedding pros who have taken improv classes to get better at reacting in the moment, whether in the sales appointment or at the wedding or event. If you’re the one doing most of the talking in a sales conversation, you’re not learning much about what they want or need. That only happens when you ask good questions, and then really listen to their answers. Given the chance, they’ll tell you the outcomes they desire. You just have to give them the chance. When you assume… Human nature often gets in the way. You do this all the time; this is the first time they’re doing it. So, your memory of what your other couples and customers have wanted, and what you’ve done for them gets in the way of your listening. It’s called the “Curse of Knowledge.” Sure, many of the outcomes that this couple desires are similar to what others have wanted. But if you’re not really listening, you’ll make assumptions and miss their buying signals. When you’re the customer, you don’t want the salesperson just going through the motions? Of course not. You want them to be genuinely interested in finding out the outcome you desire. Have you ever had a salesperson who you felt wasn’t listening to your needs and wants? I’m sure we all have at one time or another. How did that make you feel? Valued? Cared for? Important? Not in the least. Have you ever had a highpressure salesperson who you felt was all about the sale, and not really interested in the outcomes you desired? I know, I have. I’ve walked out of more than one shop, car dealer, or mattress store, to escape the high-pressure tactics. And let’s not put everyone in the same bucket. I’ve also had great experiences in shops, car dealerships, and mattress stores. Asking for the sale isn’t high-pres-
sure If you’ve asked them good questions, and really listened to the answers, then it’s incumbent upon you to ask for the sale. That’s still helping them buy. As long as you’re not pushing products or services on them that they don’t need to get the outcomes they desire, you’re helping them buy. Suggesting products or services they haven’t asked about is still helping them buy, as long as they want the outcomes those products and services provided. Since most wedding and event customers are novices, they may not know what’s available. So, tell them about possible alternative or enhanced outcomes, and then help them get those outcomes. Ask for the sale These four, short words will propel an average salesperson to another level. I see it all the time in my sales training. You go through your sales pitch, maybe even ask really good questions and listen to the answers, but you don’t ask for the sale. Maybe you feel it’s being pushy. Maybe you’re intimidated. Maybe you’re afraid of rejection. Whatever the reason, learning how to ask for the sale is the key to selling and profiting more. If you change your mindset from “selling” to “helping them buy,” you’ll learn how to get over that hump. What’s your expectation? Another issue I often see is salespeople that don’t expect the customer to buy on the first appointment, or through email, or at a wedding show. You get what you expect. If you expect they won’t buy, you’re going to be right most of the time. If you expect that they might buy, you’ll be right much of the time, as well. If you’re confident that they’ll buy, you’ll be right even more of the time. That confidence comes from experience, and also from learning how to listen better and noticing the buying signals. Most things are less scary once you’ve tried them. One of my venue clients had only closed one couple on the first appointment the year before they had me in for sales training. The following year they closed 17 couples on the first appointment, and last year they closed 37 couples on the first appointment. What was once scary has become the expectation. What’s your expectation when you get an inquiry? You didn’t cold-call them; they reached out to you. They’ve eliminated most of your competitors, who are sitting on the sidelines and will probably never know this couple is interested in your services. They must like what they’ve seen, read and heard about you, or they wouldn’t have reached out to you. So, don’t sell them anything… just help them buy the outcomes that they already think you can provide. That’s helping both of you! 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
PAGE 6 • Disc Jockey News • August 2019
Give Better Human Service By Ron Ruth
Welcome to another lesson in “How To Speak Fluent “WOW!” the language of the high-spending, loyal, raving customers you want to attract to your business. My goal is to help you enjoy tremendous success in your interactions with the people who have entrusted you to exceed their expectations on what will be one of the most important days of their lives. Although as consumers, we never say it out loud, we typically gravitate towards companies that provide solutions to our problems, towards individuals we trust and businesses that share in our core values and belief system. Equally important, we choose businesses that make us feel special; like we are more than just dollar signs that feed their bottom line. That’s why it’s not enough as a business owner to simply have a purpose. You must commit to it to prevent any doubt in the customer’s mind that you are authentic, the real deal, what they see is exactly what they get. Faking it for the sake of getting the job will only hurt you and your business. Will your commitment to your purpose assure that you will always close the sale? Sorry, but no. But when you do succeed, there won’t be any misconceptions on the part of your customer as to what they can expect from you. If they choose your
service over others, you’ve achieved the first steps in creating a lasting, trusting relationship with individuals who will become your greatest asset in acquiring future business. According to the White House Office of Consumer Affairs, on average, loyal customers are worth up to 10 times as much as their first purchase. So when you present yourself to your customers and potential customers, what do you want them to see? This question is not directed as much to your physical appearance as it is to your persona and your character. What are your strengths and weaknesses? How focused are you on being creative and an innovator in your area of expertise? Do you invest in improving your skills and talent? If you claim to be a “professional,” how do you project that? Are you quick to blame others when thing don’t go as you’d like or are you pro-active in finding solutions, so you’re not placed in those situations in the future? How do you approach challenges, and how well do you overcome difficult situations? How willing are you to accept that being the best is a journey and not a destination? Are you capable of being honest and transparent to a fault? More importantly, what measure of respect do you give to your couples and to their wants and needs? Are they nothing more than dollar signs, or do
you treat them as people? I know you may be puzzled by why I asked that last question, but it’s one that seems to get overlooked by so many in our industry. Any business with customers is in the “people” business. That should be made into a sign for every of-
fice wall. Yes, we all want those “people” to become our “customers” or “clients” but the road to making that happen and to assuring their on-going happiness on their journey with us will be far easier if we treat them as “people,” first. So what exactly does that mean? It means that when you interact with a customer, are
you talking at them or with them? Are you capable of engaging in a conversation instead of a sales pitch or a show of expertise? Are you really listening to what your customers have to say and responding genuinely---as one person would to another---as people who have a shared interest would speak with one another--not afraid to just be yourself? Always remember the customer experience is based on emotion, on how you make your customer feel. Are you making them feel like “just a customer” or another number in the queue? Or, are you demonstrating an authentic, vested interest in achieving their goals? In other words, are you working with or for your customers? There is a huge difference. According to a survey conducted by Genesys Global Survey, by far the most requested improvement from customers was “Better Human Service” from the companies they do business with. In another survey conducted by the worldwide management consulting firm, McKinsey & Company, respondents noted that 70% of buying experiences are based on how the customer feels they are being treated. Call me crazy, but I contend that the “WOW!” customer experience won’t Ron Ruth Continued On Page 8
Don’t Crack Under Pressure
Disc Jockey News • August 2019 • Page 7
By Harvey Mackay
Once upon a time, there was a king who wanted to pick the wisest person among his subjects to be his prime minister. He decided to put three finalists to an unusual test. He placed the three candidates together in a room at the palace, and told them the door had been fitted with the most complicated lock ever designed by the Royal Locksmith. “Whoever is able to open the door first will be the Prime Minister,” the king declared. The pressure in the room was palpable — the three set to work immediately. The first began to work out complicated mathematical formulas in search of the secret combination. The second scoured thick volumes on lock construction. The third sat quietly by a window, lost in thought. Watching the clock and feeling the need to come up with a solution as soon as possible, the first two worked feverishly to open the door, growing ever more panicked. But then, something unexpected happened. The third candidate walked over to the door and simply turned the handle. With no effort, the door swung open! It had been unlocked all the time. For the common sense and activist approach, the king named the third person to the coveted post. Such a shining example of grace under pressure convinced the king that he had indeed chosen well. Pressure . . . stress . . . angst – call it whatever you want. Let it take control of your mind, and you will struggle to open every door that you need to walk through. You must learn to master that pressure or stress in order to make it work for you. An article in “Bits and Pieces” describes how certain types of stress can actually be good for you. Citing the Mother Nature Network, the article explains how moderate and intermittent amounts of stress, such as a project deadline that gets moved up, can actually help us become more aware of our situations and motivate us to find creative solutions to problems. In addition, it teaches us how to operate outside our usual comfort zone. Life will hand us occasional curveballs. Understanding how to approach them is the first step to navigating the next one that will inevitably present itself. True, it may throw us off balance at first. But reacting appropriately and swiftly becomes more manageable each time. “That’s how we build the resilience muscle,” said Jack Groppel, co-founder of the Johnson & Johnson Performance Institute. “Stress is the stimulus for growth, and recovery is when the growth occurs.” According to “Psychologist World,” it is perhaps unsurprising that the workplace is a key source of stress because we spend much of our lives at work. A recent survey published by the American Psychological Association found that as many as 70% of Americans reported suffering from
workplace stress. Separating workrelated tasks, such as resisting the urge to catch up with emails in an evening, from leisure and family time, can help prevent workplace stress from spilling into other areas of your life. The article goes on to say that despite the negative effects of stress, it can also impact our performance in more positive ways: “The pressure we feel to meet a deadline, accomplish a goal or meet the demands of a schedule, for example, can motivate us to improve our performance.” Indeed, the Society for Human Resource Management found that more than half of workers who put in more than 40 hours a week do so not because
of pressure from management, but because those demands are self-imposed. For them, working hard isn’t necessarily so much a stressor as a source of fulfillment. I personally thrive on pressure. The more balls I’m juggling, the more I feel like I’m spending my time well. I turn pressure into purpose. True, there are necessary tasks and projects that I don’t relish and work to finish simply so I can cross them off my list. The payoff comes when I see that list with a number of accomplishments at the end of the day. That’s my motivation. Learning how to deal with pressure and stress is critical to your health and success. Whether that means an at-
titude adjustment, a job change or a heart attack is up to you. Don’t make your situation more difficult by doing things the hard way. In other words, walk right up to the door and try the handle first. Mackay’s Moral: Pressure turns a diamond in the rough into a precious stone. 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.
PAGE 8 • Disc Jockey News • August 2019
Don’t Drop the Mic By Rob Ferre
There is a new trend out there, and it’s not one that DJs love, it’s literally dropping the mic. I’ve had this happen to me at weddings and even at corporate events. People think they are being clever when they drop the mic after making an epic toast or roast. I see it everywhere in pop culture, including commercials, and there was even an American musical reality competition television series called Drop the Mic. The person dropping the mic thinks its funny but us DJs on the other end think it’s rude, stupid and overplayed. But microphones can also be dropped unintentionally; they can roll off tables and straight on to the ground. So how do we combat this trend? How do we rescue our microphones from being destroyed? I have some simple solutions and some solutions that might even get you more referrals. Solution #1: Buy foam covers for all your wireless microphones. The microphones that are dropped the most are the wireless microphones. I have a foam cover on most of my microphones, which serves multiple purposes. I do have other DJs who work for me, and sometimes the perfectly spherical mic heads come back dented. A simple foam cover prevents that and protects the head, plus it acts a great wind cover. Lastly, it picks up all the debris and spit that may come from someone’s mouth. It might sound gross, but it’s true! You can easily replace a $5 foam cover, not a $100 mic head. Protect your microphone heads first with the foam cover.
Solution #2: Buy an anti-roll microphone ring. This is a smaller rubber ring that you place around the top of the microphone that is often square shaped on the outside. This shape prevents the natural rolling and gravity from taking over. If someone were to give a toast and gently place the mic the table, it could still roll off. I have seen this happen too many times. I’ve seen a variety of different types of rings from $5 to $20 with different colors to match your corresponding tape that mic use to identify your microphones on your mixer. Solution #3: Have a wired microphone on a stand. I know this isn’t foolproof, but the way I have done it is by getting a Shure 55 microphone with a screw-on microphone attachment with a quick-release button. I’d say nine times out of 10 the person speaking on the mic has no idea how to release the microphone or disengage it from the stand, but they don’t need to. I tell you for toasts the person giving the toasts may have notes in one hand and a drink in another. Now they have both hands free for their drink, notes, and even props. Having a microphone on a stand even gets me referrals from photographers and videographers. They love the look of the microphone and second the toaster is planted behind the mic and isn’t wandering. Vi d e o g r a phers hate having to follow those type of people who just wander all over the place. Sure there are limitations when you have a large room and not enough cable to the mic stand, but when it works, it looks and sounds great. Solution #4 is to bring a pillow or a burner microphone. If you know in advance the best man wants to drop the mic, why not let him have some fun if you bring a pillow and place it behind the head table where no can see you can have a fun visual gag with him dropping the mic. Make sure you have a pillow
with immediate give so the microphone doesn’t roll off the top of the pillow. I’ve also heard this idea from fellow DJs where they charge the couple a $100 towards a microphone they can keep after it is dropped. Find an inexpensive microphone and let them drop it all they want. You might sacrifice audio quality but let them know that.
I have had my fair share mic drops and moments of frustration. So my solution is to get creative and not mad. Accidents will happen but be preventative before you need to get angry and send someone a bill for a new microphone. You can connect with him at RobFerre@discjockeynews.com.
Be Willing To Pay The Price! By Brian Kelm
“Be willing to pay the price!” (In everything you do) This is one of the most profound and transformative lessons that changed my life. It can do the same for you if you fully commit to it with integrity on a consistent basis. There’s so much noise in the world and our industry about what is right and wrong and who is honest, real, and legitimate. Along with who to believe, learn from, and trust with your professional development. For best results, step away, create your path; live in what makes you different and fully embrace those differences for a lifetime! Everything in your life: business, success, fulfillment, and anything you want is up to you. This will always be so; carve out your space, believe in yourself, and live your best life.
Decide right now that you are willing to do to get where you want to be in your personal and professional life. This included understanding the skills, talents, knowledge, and risks needed at the level you are looking to attain. Without a willingness, commitment, integrity, and responsibility, none of what you want is possible. That’s why paying the price is so powerful, rare, and empowering! If you are willing to take ownership of everything in your life consistently, in time, amazing results will be yours! For those of you that want to be different, transform their business, and move the industry forward, put all of the responsibilities, ownership, and actions on you! Be the example, take scary risks, live outside your comfort zone, and show the world what’s possible! Ask yourself every day, “Are you willing to pay the price?” 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
Ron Ruth Continued From Page 6 come from simply treating your customers as human beings. Say what? We are in a highly creative industry. Customers come to us for our creative expertise. They share their ideas with us, and in return, we provide creative solutions that bring their ideas to fruition. That give and take is called collaboration. Collaborators do not differentiate themselves with different titles. They share in one--creative partners. The term creative partner changes the dynamic of the relationship you have with those you’ve always called customer. Creative partners share equal ownership and a mutual buy-in towards success. Partners are trusted, respected, and provide a sense of security. If you think of yourself as a creative partner to your couples as opposed to a service provider, it also impacts the way in which you do what you do, as well. A job transforms into a creative endeavor that provides opportunities for you to maximize your talent and skill and can, consciously or subconsciously, improve the way you prepare for a performance and in the way you perform. When a couple contracts you for their event, immediately thank them for inviting you to be their creative partner. As their creative partner, let them know from the very beginning (of what you want to be a long-lasting relationship) that you are as invested in the success of their event as they are. Make them feel secure knowing that you have their back and will only do what is in their best interest. Let them feel special knowing that you’re not just hearing their ideas but really listening so you can help them build on their dreams. As your creative partners, you want them to feel secure knowing that you are always available to assist them in any way you can. Your
reward will be of mutual respect. That’s what creative partners do, and that collaborative mindset and attitude will vastly change you and your business for the better and provide an unprecedented “WOW!” factor that elevates the experience you provide to your customers--your creative partners---far above all others. “Today, consumers call the shots. With globalization and the internet providing nearly unlimited choices, power has shifted from corporations to consumers. This shift makes it nearly impossible for companies to sustain differentiation based solely on price or product. The only option that remains is the customer experience. Consumers want personal and engaging experiences that develop into relationships. Much like the trials and rewards of personal relationships, when done right, brand relationships can grow into lifetime commitments. When done wrong, they can lead to painful breakups.” – Oracle. com As always, I welcome your questions and feedback. Feel free to reach out to me through the email address that follows. Ron Ruth has been on the front lines of weddings celebrations for over 25 years as a Disc Jockey and certified, Wedding Entertainment Director®. He’s a well-known speaker and workshop facilitator in the DJ and wedding industries, a client experience designer and coach and a self-described Disney “Geek.” Get Ron’s FREE e-book, “The Client Experience Demystified” at RonRuth.com. You can reach Ron at 816-224-4487 or RonRuth@DiscJockeyNews.com
Want Some More? All You Have To Do Is Up-sell!
Disc Jockey News • August 2019 • Page 9
By Jeffrey Gitomer
Walking through Seattle’s Pike Place Market (where the inspiration for the book FISH! came from, and also the location of the original Starbucks), I couldn’t resist the Queen Anne cherries. Huge and just picked. “Give me a half a pound,” I said with positive anticipation of eating them as I walked around. The young woman running the fruit stand obliged, and weighed them. Then she showed me the inside of the paper sack, 25% full of cherries. “Are you sure that’s enough?” Startled at her question, I smiled and said, “Make it a pound!” She smiled, complied, and showed me the now half-full bag. Her eyes were locked between my eyes and the bag. She kept jiggling the bag looking at it, showing it to me, and looking right at me. I knew what was coming, and was thinking about my answer when she asked again, “Are you sure that’s enough?” “Make it a pound an a half,” I said as I smiled. “How about an even two pounds, and a few extra on the house?” she shot back without taking a breath between my answer and her offer. “Deal!” I said. She put the two pounds in one bag,
and my lagniappe in a separate bag so I could see (and eat) my “extra.” I loved the exchange. I love being sold. And I loved the way she up-sold me. “Are you sure that’s enough?” Simple, yet powerful. I walked away smiling and eating. After about ten minutes, I couldn’t stand it anymore. I HAD to go back to the cherry stand and find out more. I waited for one customer to pay, and then I anxiously said, “I couldn’t help but ask about your line ‘Are you sure that’s enough?’ It’s a very powerful up-line. How often do you ask it to customers?” “I ask every customer, every time.” WOW! It was a GREAT line delivered by a shrewd saleswoman at a hole-in-the wall fruit cart. Low overhead, high profit, fueled by up-sell. Great product. Simple to sell. Followed by a second sales process to sell more. The up-sell – or should I say the science of the up-sell – is all-important as relates to volume and profit, especially in these times. Business might be down, but not the cherry business. No one told her the economy is tough for farmer’s markets, or she just ignored it. Think about the emotional appeal that this woman gave me to entice me to take more money out of my pocket. Brilliant. Nice story, huh? Now it gets ugly. Your sales are down. You still have
customers buying from you, but not as many, and not as much. In these times, especially, after you have completed a sale, you have to ask yourself these two words: “What else?” And after you discover what else, you have to figure out the emotional appeal that will add on to your sale. Here are the hard questions: • What percentage of customers buy 100% of your existing product line? • What are you asking of your cus-
tomers AFTER you have completed the sale? • What are your strategies to maximize the size (dollar amount) of your sales?
• What is your emotional appeal for more or greater sales? • How consistent are you in asking for more business? • What are your opportunities? Or should I say LOST or MISSED opportunities? • What could you change about your presentation that will begin to show what other great items your customer might consider? Answer those, and you’re on your way to creating up-sell opportunities! I’m lucky. In 1974, my dad, the late, great Max Gitomer, taught me the secret of up-selling. He said, “Son, when their wallet’s open – empty it.” Simple wisdom is often the most powerful. “Are you sure that’s enough?” has created a whole new thought process for me, and I hope it spurs a few ideas for you. 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.
PAGE 10 • Disc Jockey News • August 2019
Rants and Good-Byes By Michael J. Lenstra
SAYING GOODBYE: PART 1 For a number of years, area DJs took part in an annual ritual some called the “pilgrimage to Platteville.” This was a gathering of local DJs who attended an expo held each spring in Platteville, Wisconsin and checked out the latest in sound and lighting technology. The show’s sponsor, M o u n d City Music (later to be renamed Lifeline A/V), started the show out at a small retail store just off of Main Street but moved to it to a brand new facility near the turn of the century. The new location featured a warehouse big enough to pull a full semi in, which served as a demonstration area dedicated to DJ-related equipment. At each expo, employees and product representatives showcased several different lines of lights, speakers, and other sound equipment for the mass of attending DJs. But then, one year, the show stopped. Why? It could have been because the company was growing so rapidly in its main focus, which was installing commercial sound systems for churches, schools, and event centers. Or it could have been because many of those who attended the pro-
gram each year were delighted to see the newest technology in person, hob knob with their fellow jocks, feast on the free refreshments, but then went home to their computer and purchased whatever caught their fancy elsewhere for a few dollars less. Over time, part of that massive warehouse was converted to office space. Then the product lines got smaller. Then the warehouse was cut again in favor of tech space. Now the area dedicated to DJ equipment that used to fill a warehouse has been downsized to a spot no bigger than an average living room, and rumor has it the company is now taking offers to sell off what remaining DJ-related gear they have. Lifeline’s retail executive Dean Goninen explains that it’s a matter of practicality. In the same way, Mobile DJs would rather book a high paying wedding or bar mitzvah on a Saturday night than a bar gig or birthday party. Lifeline’s commercial installation business is much more profitable than selling DJ equipment, and so their space is better utilized for that endeavor. That’s true, I suppose, but there is also the truth that today’s DJ is more likely to remain parked in an office chair to check out some of the latest equipment by reading customer reviews and watching a product demonstration video on the computer than he or she is to actually see the piece in person before making the purchase online. CANNIBALIZING OURSELVES “We’re cannibalizing ourselves!” That’s how Mitch Taylor, Director of Education for Midwest DJs Live, put it in an address to the attendees at the show in Milwaukee just a few months ago. Like the situation at Lifeline, the
vendors who sponsor the many expo shows have seen fewer and fewer DJs making purchases of their products there, thus meaning there are fewer and fewer product vendors willing to attend and sponsor those shows. “We cannot put this show on without the support of the sponsors, so we need to support them,” he scolded. “But instead we make the purchase elsewhere online to save, what, twenty bucks?” I’m proud to say that I have purchased at least 75% of my equipment from a local shop. I purchased another 20% at trade shows I’ve attended, and the remaining 5% or so has been purchased online. Clearly, times are changing. I’m going to miss having the opportunity Lifeline offered to see products in person and up close before making my decision. I guess it’s just hard sometimes to say goodbye. SAYING GOODBYE: Part 2 But even harder than saying goodbye to a business is saying goodbye to a friend. I first met Dave around 1996 or 1997 when we were both starting out in the wedding business, he as a photographer and me as a DJ. The two of us discovered that we worked very well together, and I looked forward to every opportunity we had to be working the same event. During those wedding receptions, we would talk during the dinner hour about business, and later those conversations moved on to more personal things. I told him at one point that I had entered the world of the Internet and contracted with a local business to build a website. I also told him about the struggles I was having with that local business, which had an owner who was impossible to get ahold of and would not return phone calls and emails, but was quick to bill me every month. When Dave found out what I was being charged, he said, “WHAT? I can build a site for you, and it wouldn’t cost you half of that!” He gave me his card, and I called him up the following Monday. That was our first call. Many more would follow. Dave did build a website for me, and when it went live, I have to say I was so much happier with it. Over the years he then taught me how to make changes to the site on my own. In fact, nearly everything I know about computers came from Dave. He was my go-to guy for anything tech-related. He also became our unofficial family photographer. He took his first family photo of all of us when my youngest daughter was only 2. She turned 20 last month. (He also took her high school senior portraits just a couple of years ago.) The last picture Dave took for me was a
portrait of my wife and I just over this past holiday season. More than being my own personal 24/7 tech line and photographer, though, Dave became a close friend. Our marathon phone conversations became somewhat legendary. If we were in high school, I guess I would describe him as my BFF. As our business models changed over the past few years, we no longer worked together as much, and thanks to his excellent teaching my computer skills finally developed to the point that I did not have as many reasons to email or call … but I did anyway, just to talk. Our last exchange was via emails on Monday, July 1, right after the weekend. It was one of those “How was your weekend, did you get hit with that big storm?” kind of thing. That was just before 10 a.m. Later that day I saw an incoming call from his number, but since I never touch my phone over the family dinner hour, I let it ring. After clearing the table and checking my phone, I saw he left a voice message, but when I checked the transcript the message said, “Mike, this is Jeremy, Dave’s son …” and I knew. I knew even before I read the rest of the transcript, listened to the message, or returned the call that Dave was gone, even though he was in perfect health. The only time Jeremy had ever called me was when I was doing his wedding some years ago—and that call did not come from his father’s phone. Apparently, a couple of hours after we had exchanged the emails, Dave was spotted by a passerby lying next to his lawnmower, dying of an apparent heart attack. So instead of performing at the wedding, I was scheduled to do the following Friday, I instead delivered the eulogy at my friend’s funeral service. CONCLUSION Some of us like to tell the story of how we’ve achieved our successes, but the truth is, none of us ever do it alone. Somewhere along the line, there has been a hand out to help us up the ladder. Dave was one of those hands The way I see it, whether it’s a vendor or a friendship, appreciate what you have when you can because there’s no guarantee it’ll always be there. Until next month. ~ Michael ~ Michael J. Lenstra is a self-described Wedding DJ and is celebrating over 25 years in the Mobile DJ industry. He is a full-time DJ/Entertainer, and is owner of Alexxus Entertainment in Dubuque, Iowa.He can be reached at mikelenstra@discjockeynews.com
Disc Jockey News • August 2019 • Page 11
Top 50 Charts for August 2019
The Weekly Printable Charts (Top 50, Recurrent and Billboard Singles) are available at http://www.DJNTV.com/charts Sponsored by iDJPool.com Pop 1 ED SHEERAN & JUSTIN BIEBER I Don’t Care 2 KHALID Talk 3 BILLIE EILISH bad guy 4 SHAWN MENDES If I Can’t Have You 5 JONAS BROTHERS Sucker 6 PANIC! AT THE DISCO Hey Look Ma, I Made It 7 LIZZO Truth Hurts 8 SAM SMITH & NORMANI Dancing With A Stranger 9 SHAWN MENDES & CAMILA CABELLO Senorita 10 TAYLOR SWIFT You Need To Calm Down 11 POST MALONE Wow 12 KATY PERRY Never Really Over 13 LIL NAS X Old Town Road 14 5 SECONDS OF SUMMER Easier 15 POST MALONE Goodbyes f/Young Thug 16 HALSEY Nightmare 17 DAN + SHAY Speechless 18 BRYCE VINE La La Land f/YG 19 LEWIS CAPALDI Someone You Loved 20 JONAS BROTHERS Cool 21 JONAS BROTHERS Only Human 22 ED SHEERAN Beautiful People f/Khalid 23 THE CHAINSMOKERS Call You Mine f/Bebe Rexha 24 MAX Love Me Less f/Quinn XCII 25 DJ KHALED Just Us f/SZA 26 ED SHEERAN Cross Me f/Chance/PnB Rock 27 MARK RONSON Find U Again f/Camila Cabello 28 SHAED Trampoline 29 MARTIN GARRIX Summer Days f/Macklemore/Stump 30 BAZZI Paradise 31 BLANCO BROWN The Git Up 32 MILEY CYRUS Mother’s Daughter 33 BILLIE EILISH When The Party’s Over 34 ELLIE GOULDING & JUICE WRLD Hate Me 35 ZARA LARSSON All The Time 36 MARSHMELLO & KANE BROWN One Thing Right 37 TWENTY ONE PILOTS Chlorine 38 A BOOGIE WIT DA HOODIE Look Back At It 39 TAYLOR SWIFT ME! f/Brendon Urie 40 KASKADE & MEGHAN TRAINOR With You 41 ALLY BROOKE Lips Don’t Lie 42 TRAVIS SCOTT Wake Up f/The Weeknd 43 LIL NAS X Panini 44 TOVE LO Glad He’s Gone 45 DELACEY My Man 46 SAM SMITH How Do You Sleep? 47 AVA MAX So Am I 48 HERVE PAGEZ & DIPLO Spicy f/Charli XCX 49 AVICII SOS f/Aloe Blacc 50 CHRISTIAN PAUL Strong Urban 1 KHALID Talk 2 MEEK MILL 24/7 f/Ella Mai 3 DABABY Suge 4 CHRIS BROWN No Guidance f/Drake 5 CITY GIRLS Act Up 6 OFFSET Clout f/Cardi B 7 CALBOY Envy Me 8 YK OSIRIS Worth It 9 YOUNG THUG The London f/J. Cole/T. Scott 10 POLO G Pop Out f/Lil Tjay 11 DJ KHALED Just Us f/SZA 12 YELLA BEEZY Bacc At It Again f/Quavo... 13 CARDI B Press 14 DRAKE Money In The Grave f/Rick Ross 15 SAWEETIE My Type 16 AFRO B Drogba (Joanna)
17 LIL NAS X Old Town Road 18 BEYONCE Before I Let Go (Homecoming Lv 19 MEGAN THEE STALLION Cash S**t f/DaBaby 20 PNB ROCK I Like Girls f/Lil Skies 21 LIZZO Truth Hurts 22 YFN LUCCI All Night Long f/Trey Songz 23 TRAVIS SCOTT Wake Up f/The Weeknd 24 DJ KHALED You Stay f/Meek Mill... 25 PJ One Missed Call 26 YG Go Loko f/Tyga & Jon Z 27 ARI LENNOX BMO 28 BANDO JONEZ Wet f/Saint LaRon/Polow Da Don 29 TYLA YAWEH High Right Now 30 JHENE AIKO Triggered 31 TORY LANEZ, QUAVO & TYGA Broke Leg 32 POPLORD Call Me Daddy f/Lil Baby 33 ROCKIE FRESH Must Be f/Chris Brown 34 JESSIE REYEZ Imported w/6LACK 35 BLUEFACE Daddy f/Rich The Kid 36 BLAC YOUNGSTA Cut Up 37 SHORDIE SHORDIE Betchua (Bitchuary) 38 NICKI MINAJ Megatron 39 LONDON ON DA TRACK & G-EAZY Throw Fits 40 24HRS Back Out f/Ty Dolla $ign... 41 KOFFEE Toast 42 LIGHTSKINKEISHA Believe Dat 43 ROTIMI Love Riddim 44 QUEEN NAIJA Away From You 45 DABABY Baby Sitter f/Offset 46 TROUBLE She A Winner f/City Girls 47 TYLER, THE CREATOR Earfquake 48 WILEY/STEFFLON DON/SEAN PAUL Boasty f/Idris Elba 49 DJ KHALED Wish Wish f/Cardi B/21 Savage 50 MARLO Soakin Wet f/City Girls/Offset Hot Adult Contempory 1 ED SHEERAN & JUSTIN BIEBER I Don’t Care 2 JONAS BROTHERS Sucker 3 PANIC! AT THE DISCO Hey Look Ma, I Made It 4 SHAWN MENDES If I Can’t Have You 5 AVA MAX Sweet But Psycho 6 P!NK Walk Me Home 7 DAN + SHAY Speechless 8 SAM SMITH & NORMANI Dancing With A Stranger 9 LEWIS CAPALDI Someone You Loved 10 KATY PERRY Never Really Over 11 TAYLOR SWIFT You Need To Calm Down 12 SHAWN MENDES & CAMILA CABELLO Senorita 13 KHALID Talk 14 THOMAS RHETT Look What God Gave Her 15 BILLIE EILISH bad guy 16 TAYLOR SWIFT ME! f/Brendon Urie 17 ANDY GRAMMER Don’t Give Up On Me 18 ONEREPUBLIC Rescue Me 19 LIL NAS X Old Town Road 20 ED SHEERAN Beautiful People f/Khalid 21 MADDIE POPPE Made You Miss 22 INGRID MICHAELSON Missing You 23 FITZ & THE TANTRUMS 123456 24 MAREN MORRIS The Bones 25 JONAS BROTHERS Cool 26 HALSEY Nightmare 27 FOR KING & COUNTRY God Only Knows f/Echosmith 28 KELSEA BALLERINI Miss Me More 29 ELLIE GOULDING & JUICE WRLD Hate Me 30 LIZZO Truth Hurts 31 JONAS BROTHERS Only Human 32 GOO GOO DOLLS Miracle Pill 33 MADONNA Crave
34 MARK RONSON Find U Again f/Camila Cabello 35 MAX Love Me Less f/Quinn XCII 36 KELLY CLARKSON Broken & Beautiful 37 DAVE MATTHEWS BAND Come Tomorrow f/Brandi Carlile 38 JAMES ARTHUR Falling Like The Stars 39 ALESSIA CARA Out Of Love 40 MILEY CYRUS Mother’s Daughter 41 P!NK Can We Pretend f/Cash Cash 42 ROB THOMAS Can’t Help Me Now 43 DOMINIC FIKE 3 Nights 44 DELACEY My Man 45 5 SECONDS OF SUMMER Easier 46 X AMBASSADORS Hold You Down 47 POST MALONE Goodbyes f/Young Thug 48 MARSHMELLO & KANE BROWN One Thing Right 49 POST MALONE Wow 50 THE CHAINSMOKERS Call You Mine f/Bebe Rexha Country 1 ERIC CHURCH Some Of It 2 LUKE COMBS Beer Never Broke My Heart 3 MAREN MORRIS Girl 4 DAN + SHAY All To Myself 5 BLAKE SHELTON God’s Country 6 JASON ALDEAN Rearview Town 7 JUSTIN MOORE The Ones That Didn’t Make It.. 8 CHRIS YOUNG Raised On Country 9 LUKE BRYAN Knockin’ Boots 10 FLORIDA GEORGIA LINE Talk You Out Of It 11 CARRIE UNDERWOOD Southbound 12 RUNAWAY JUNE Buy My Own Drinks 13 BRANTLEY GILBERT & LINDSAY ELL What Happens In A Small Town 14 COLE SWINDELL Love You Too Late 15 DIERKS BENTLEY Living 16 KEITH URBAN We Were 17 CHRIS LANE I Don’t Know About You 18 TIM MCGRAW Thought About You 19 RASCAL FLATTS Back To Life 20 RUSSELL DICKERSON Every Little Thing 21 MORGAN EVANS Day Drunk 22 MATT STELL Prayed For You 23 CHRIS JANSON Good Vibes 24 LADY ANTEBELLUM What If I Never Get Over You 25 CARLY PEARCE Closer To You 26 GARTH BROOKS & BLAKE SHELTON Dive Bar 27 KENNY CHESNEY Tip Of My Tongue 28 MIRANDA LAMBERT It All Comes Out In The Wash 29 HARDY Rednecker 30 JIMMIE ALLEN Make Me Want To 31 MIDLAND Mr. Lonely 32 BROTHERS OSBORNE I Don’t Remember Me (Before..) 33 ZAC BROWN BAND Someone I Used To Know 34 DYLAN SCOTT Nothing To Do Town 35 RYAN HURD To A T 36 THOMAS RHETT Remember You Young 37 JORDAN DAVIS Slow Dance In A Parking Lot 38 OLD DOMINION One Man Band 39 TRISHA YEARWOOD Every Girl In This Town 40 DUSTIN LYNCH Ridin’ Roads 41 JON PARDI Heartache Medication 42 TRAVIS DENNING After A Few 43 TENILLE TOWNES Somebody’s Daughter 44 BRETT YOUNG Catch 45 MITCHELL TENPENNY Alcohol You Later 46 SCOTTY MCCREERY In Between 47 BRAD PAISLEY My Miracle 48 JAKE OWEN Homemade 49 LOCASH One Big Country Song 50 MICHAEL RAY Her World Or Mine