Disc Jockey News July 2019 • Issue #150
Subscription is valid thru date above on the label
The Monthly Disc Jockey Newspaper
$25.00 for 12 issues
PAGE 2 • Disc Jockey News • July 2019
Lessons From A DJ Hike By Mike Walter
I just got back from the ARM DJs conference in Tennessee. This is my fourth time speaking there and I love it! Robbie Britton organizes an awesome regional show that has a great vibe of sharing and networking. The day before the education began, I did a hike to the Ramsey Cascade along with a few of the show’s attendees. It was a challenging hike, featuring a four-mile climb of 2,200 feet to reach a rather picturesque waterfall. Along the way, one of the guys I was hiking with, Jamie Bodie, said something that stuck with me. We were all getting fatigued towards the end of the climb, and he said, “Tired legs make bad decisions.” It reminded me instantly of a running mantra I often use late in a long run: “Form fights fatigue.” Tired legs do indeed make bad decisions. As you get tired on a hike, you tend to forget the fundamentals and the next thing you know you can turn an ankle stepping on a loose rock or trip over a raised root that you would have seen earlier in the hike. Jamie’s pronouncement was a great reminder for all of us, and I’m happy to say we all finished the hike with no injuries (save for a few sore muscles). But as I often do, I started thinking of Bodie’s advice in a larger context.
It’s an important lesson in efit from a little shakeup business as well as our perfrom time to time. sonal lives. When we tire, And if you find yourself we often cut corners, make burnt out from an incredbad decisions, or take no ibly busy stretch, my runaction when something is ning mantra can also apcalled for. So be aware of ply to your business. Form that. Avoid burn out and does indeed fight fatigue. when you are overly faWhile running, that simtigued, realize it’s probably ply means to pay attention not the best time to be makto the basics. Straighten ing big business decisions. your back, pump your arms What do we tire from? a little more. Make sure Overwork is the most obyou’re lifting your feet. In vious. And I know this pabusiness, you can also get per will reach you right afback to basics. This might ter June which is, for most mean reading a sales book in the industry, one of our or attending an improv busiest months. So you’re class. Something to brush probably thinking, thanks up a skill that might have Captain Obvious. My June been neglected during your was insanely busy too. But busy time. Or maybe, for I try to avoid burnout by multi-ops, it means calling doing little things like geta staff meeting just to reitting to bed a little earlier erate some basics to your and making sure, even in crew and remind everyone crunch time, to get a little of your mission statement. Me Time. Lack of breaks, Another great way to even if it’s just an afternoon avoid getting tired in busioff, can turn a busy period ness is attending a conferinto an unbearable stretch. ence. I always come back And that can often lead to from a DJ conference with bad decisions. So be sure to a recharged battery and exschedule some time away, tra enthusiasm about the ineven when your schedule dustry. And I’m not alone. is jam-packed. Or you may From Left to Right: Matt Johnson, George Panzitta, Randy Many attendees tell me it’s find yourself burnt out. one of their main reasons Bartlett, Jamie Bodie, Michael Walter Redundancy can be tirefor going (new ideas and sake but rather for your own sanity. Just some too. Think about all the networking being the oththings you do for your business. Are you like any good trainer will recommend ers). So if you find you need a boost, doing them the same way you’ve done mixing up exercises and working differ- take a look at your calendar and try to them for years? If so, switch things up. ent muscle groups in a workout routine, work a show or two in this year. For I’m not promoting change for change’s tasks we do for our businesses will benMike Walter Continued On Page 4
Do You Have A Fab Four? By Tamara Sims
We all have fond memories of starting our own small business. For Jay and I, we rented a tiny office inside a photography studio to meet clients, we gave clients our home phone number to reach us any time, and we even made house calls. Paperwork was actual paper, and our small team of DJs carried a huge case of CDs to each event. We spent Saturday afternoon at the local Tower Records checking out new CDs to add to our collection; life was much simpler then. We did our own payroll, bookkeeping, and taxes. Over time, as our company grew, it became apparent that we needed to seek out experts to handle our payroll, taxes, insurance, accounting, etc. Many of these experts have been with us over ten years, and we recently added a Human Resources consultant to round out our “Fab Four” as we continue to grow. Working on your business vs. working in your business is something small business owners struggle with daily. We want our hands in everything, but we must realize that we are not “experts” in every aspect of our business. Some of
us excel at sales, some at marketing, and some at production and management. I still recall a Mobile Beat seminar we attended years ago by Jorge Lopez. In that seminar, he encouraged all of us to make a list of the things we don’t enjoy doing. That list would serve as a job description for a new employee. If you are just starting out and don’t have the financial resources quite yet to hire someone, you can always retain a professional for a designated amount of hours who can assist with your bookkeeping, payroll, or human resources. This monetary investment will pay you
back ten-fold in time and stress and will allow you to focus on the things you excel at in your business. Where to start? Perhaps, the first member of your “Fab Four” is a financial professional. It’s important that you have a grasp on your numbers from day one, as overspending and poor decisions can cripple your business. Developing a relationship with a financial advisor that looks out for the best interest of your business is key. The rest of your “Fab Four” will ‘come together’ as you continue to grow and prosper. Now get back to working
on your business! 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.
July 2019 In This Issue:
Page 2: Mike Walter Page 2: Tamara Sims Page 4: Mitch Taylor Page 5: Alan Berg Page 6: Ron Ruth
www.discjockeynews.com www.djntv.com 29442 120th St. Grey Eagle, MN 56336 Phone: 320-285-2323 Published by The Disc Jockey News
Editor/Educational Production Manager/ Sales For DJNews and DJNTV John Young john@discjockeynews.com 320-285-2323 office 612-597-4499 cell
Page 7: Harvey Mackay Page 8: Jeremy Brech Page 8: Kilma Page 8: Brian Kelm Page 9: Jeffrey Gitomer
Deadlines: Advertisement deadlines are the 20th of the month. The publication is distributed on the 1st of every month. Subscriptions: Subscriptions to the Disc Jockey News are only available for DJNTV Insiders with a monthly or annual membership package. Canadian subscriptions will start January of 2020. Subscribe online at: http://www.djntvinsider.com Advertising: Our ad takers have no authority to bind this newspaper and only publication
Page 10: Mike Lenstra Page 11: Recurrent Charts Page 12: Different Spin
of an advertisement shall constitute final acceptance of the advertiser’s order. Disc Jockey News is published monthly by John Young DBA the Disc Jockey News, 29442 120th St., Grey Eagle MN 56336. Periodicals Postage Paid as Sauk Centre, MN and additional mailing offices. POSTMASTER: send address changes to Disc Jockey News, 29442 120th St., Grey Eagle, MN 56336.
Disc Jockey News • July 2019 • Page 3
PAGE 4 • Disc Jockey News • July 2019
How Does the NFL Apply To Your Business? By Mitch Taylor
Last year I vividly remember my friend being distraught about how his team lost in the last second of a game. As the final seconds were ticking away, his team was ahead, and he was happy. The other team LITERALLY had only a 2.6% chance at that point to win the game. Then, just like that, the other team made the play necessary to snatch victory from the jaws of defeat. How does that apply to your DJ business? Two NFL franchises playing through the final minutes, keeping the momentum going, they never stopped busting their butt to try to win. That is also the key with you and your business. From a sales standpoint, you can’t stop the follow-up. You can’t just you know, follow up once, twice, three times, you’re done. 1, 2, 3 times
of follow up is NOT going to win you the business. Let me share with you an example. We had a bride contact us literally, last November, TWO YEARS AGO. She just booked us two days ago! Now had we not had some sort of follow up in place, had we not had some sort of social media campaigns, where she had liked our page and was still continuing to stay in touch with us, she probably would not have booked with us. Originally, she was only interested in a photo booth. Now she bumped to entertainment and photo booth. That’s awesome. In regards to the actual business cycle, you can’t rest on your laurels, you have to be getting better. How do you get better? You immerse yourself in training whenever you can get it in areas where you’re weakest. Maybe it’s sales, maybe it’s not. Whatever area you need help in, you and your team should constantly be striving for that next level, versus being complacent and sitting on your laurels. The NFL player who won that game for his team, he had to keep his balance. You do as well. If you lose your balance, your business (and the win) will
come crashing to the ground. You can’t have so much forward momentum that you fall flat on your face because you weren’t properly balanced in business. Balance (and mental health) is a REAL thing. Balance is 100% necessary to reach your goals. You must be ready to show up and work at your craft 100%. If you’re not 100%, maybe it’s time to take a mental or physical break just to recharge your batteries. Most every professional athlete has an off-season and a time to recharge. You need one as well. Don’t get so busy working and grinding that you forget to enjoy life. I encourage you, if you’re still breathing, you’re still kicking in the game of sales, keep the follow up goMike Walter Continued From Page 2 many reasons, you’ll be happy you did. As I was finishing this article up, I heard one more statement that kind of ties it all together. At the first wedding I DJed after returning from ARM DJs, the Best Man quoted the groom as saying, “Never quit before the miracle.” The groom was 48, and this was his first marriage, so the running joke was how long he’d held out. But the Best Man went a different direction. He talked about how the groom never settled and always believed the perfect woman was out there for him. When she finally came along, it was the miracle he’d held out for. When I heard that line, I thought of the waterfall we hiked to. There were moments we thought about turning back before reaching it. Storms were rolling in, and there was some question about whether we’d make it back down
ing. Stay in touch with your clients until they say no. Maintain a strict follow-up plan and keep your balance to keep moving towards that end goal. Keep striving for improvement and above all else, always keep believing in yourself. 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.
the mountain before they did. But we pushed on, and when we finally immerged from the trail to see the Ramsey Cascade, we were all pretty happy we did. I often council business owners who are at some incredibly frustrating part of their career, and I’ll encourage them to hang in there. Running a DJ company can be maddening at times. But it can also be extremely rewarding. Next time I’m having a conversation like that, I’ll add, “Never quit before the miracle.” 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.
Disc Jockey News • July 2019 • Page 5
It’s Different, But Does That Make It Wrong? By Alan Berg
I’ve been around the wedding and event industry long enough to see many different business models. From solopreneurs (we used to call them Mom & Pop shops) to large businesses with many employees and/ or locations. None of them is right for everyone. Your business model can, and likely will change throughout the life cycle of your business. I know many DJs, planners, and photographers who started out as just solo owner/operators. They grew their business to many employees and then decided to go back to just them, later in their business’ life cycle. When I started my private practice of speaking, sales training, and consulting, I made a conscious decision not to hire any other speakers, trainers, or consultants. I was at a point in my life where I didn’t want to have those other responsibilities. That’s why my website is AlanBerg. com and not our official company name (Wedding Business Solutions LLC). Had I wanted to have other speakers, consultants, or trainers on my staff, I would have chosen a different business identity. That would be different. Not better or worse, just different. But that’s not the way we do it! Every so often a new company pops up that has a different business model than yours. I’ve seen it many times, in my 25+ years around this industry. Early in my career selling wedding advertising, I had a customer with a wedding photography business. The owner didn’t shoot weddings, although she had been a wedding photographer. She just ran the business and had a stable of photographers from which to match with couples. She had a large, successful business. The solopreneur photographers in her area hated her. They had all sorts of reasons why, which mostly came down to some variation of: “That’s not the way we do it!” Maybe not, but did that make it wrong? If her customers were happy with what they were getting, then it was right for them. I was VP of Sales at The Knot when David’s Bridal was started. The small dress shops hated them, complaining of cheaply made dresses, lack of customer service, etc. Their prices were undercutting the local shops and brides were shopping there, despite the lesser quality merchandise and customer service. It was certainly different, but did that make it wrong? I had that discussion with many independent dress shops at the time. They threatened to pull their ads if we allowed David’s Bridal to advertise. While I felt their pain (their world had been rocked), pulling their ads was only going to accel-
erate their pain. Cutting off their own lifeline of leads would make their situation worse. The answer was for them to evolve into a world of co-existence with this new business model. Beat them at the things they could do better (quality, the customer experience, etc.) and the customers who valued that would buy from them. You can’t win them all It always comes down to the priorities of the customer. If they don’t place a high value on quality and the customer experience, and that’s all you have to offer them that’s different, then the lower price will win, almost every time. If they perceive that buying from you is the same as buying from a lower-priced competitor, then the lower price will win. We all go through the same thought process when we’re the customer. All new cars will get us from point A to point B, with reliability and safety, yet some people pay more for some brands, anyway. Similarly, you’re looking to attract customers who value the differences between the experience of buying from you versus a competitor. There’s always someone with a lower price. As a matter of fact, when you were new in business, it was likely you that had the lower price. I remember having that conversation with my friend David Merrill (an extraordinary event designer and producer) at ILEALive in Denver last year. David started his business in his garage and has grown it to an international success. He said that he can’t now look down on someone who does the same thing now, just because he’s a success. Sure, their business model is different than his, but that doesn’t mean it’s wrong. His business model has surely evolved over the years. Make your own business obsolete, before someone does it for you I’m always trying to reinvent my business, partly to keep it fresh for you, and partly to keep it interesting for me. Whether it’s a new logo, updated website, presentation topic, or book, I want to avoid becoming stale or outdated. There’s always someone out there who wants a piece of my audience. I’m in the process of rebranding my sales training to YourPersonalSalesTrainer.com. What are you doing to stay current? What makes your customer want to come back and see what’s new, whether it’s on your website, in your social media or in your shop/office? Thanks for nothing! I once got a call from a friend who runs a 9-piece band. He had just received his annual Couple’s Choice award. While he was happy about it, he thought it had less value because a competitor, who is a large, national company that books DJs and other services, had received theirs as well. If they could get it then, he supposed, it diminished the value of his award. I disagreed with him. His customers were not their customers. Someone who is shopping for a value-priced DJ is not the same person shopping for a 9-piece band, which was many times the price of the DJ. His customers were judging the value of what they received versus what they had paid,
and so were the other company’s customers. If the other company was delivering a product, service, and experience that satisfied their customers, for the price they paid, then they too deserved their award, and it didn’t dilute his award. Just because it was lower-priced didn’t mean their customers weren’t happy with the value they’d received. Nordstrom’s exists in a world with WalMart, and Mercedes Benz exists in a world with Kia. Some of it has to do with price and some not. You’ll likely see Mercedes Benz cars in a WalMart parking lot, and Kia cars in a Nordstrom’s parking lot. Just because you can afford to pay more doesn’t mean you will. I highly recommend reading/listening to the book “The Paradox of Choice” by Barry Schwartz for insight into how people make decisions. The latest offender! I recently had a long-time consulting client complaining to me about a new competitor. Their business model was very different than his, their prices much lower and, in his view, their tactics were unethical. But were they? They are certainly different, but that alone doesn’t make them unethical. Are they playing by different rules? Maybe, but that too doesn’t make it wrong, just different. I told him that the customers were validating their business model. If there weren’t a market for what they were selling, the competitor would fade away. Just as brides continue to buy from David’s Bridal (despite their recent financial troubles), couples are buying from his new competitor. The competitor is using outside contractors to provide their services, and those contractors are validating the business model by accepting the work. If there were no contractors
willing to work for those rates or under those terms, the business model would fail. Different doesn’t mean wrong. Adapt, don’t adopt One of the common themes I hear at my National Speakers Association conferences is: “Adapt, don’t Adopt.” Look at what others are doing and then adapt what you see to fit your business… or don’t. What works for the other company may, or may not work for you. Just copying what they’re doing could be a recipe for failure for you, even if it’s wildly successful for them. Want to sell more? Lower your prices to match the competitor. Can you sustain your business that way? Probably not, that’s why you charge what you do. Can the competitor? Maybe yes, maybe no. Just as with an iceberg, you don’t know the full story, only the part you can see. The swan is gliding gracefully across the water, but you don’t see it paddling frantically under the water. Your mission is to go about being the best YOU that you can be and find customers that value your uniqueness. There will always be new competitors, but don’t chase every shiny new object. You don’t want to be like the Lemmings, following each other off a cliff! And, last metaphor, it’s said that if you’re not the lead dog in a dog sled team… the view never changes. Be the leader! 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 • July 2019
The Carousel of Progress: Securing Your Great Big Beautiful Tomorrow By Ron Ruth
“There’s a great big beautiful tomorrow, shining at the end of every day.” These are the opening lyrics to the theme song of what could well be considered the most historic attraction at the Magic Kingdom inside Walt Disney World, “The Carousel of Progress.” I say “most historic” because, as most of you may know, Walt died before WDW was built. Yet it is still the only attraction inside the theme park that Walt Disney, himself, personally created. That means it is also the only WDW attraction that Walt touched. According to Disney lore, Walt deemed it his favorite attraction and stated that it should never cease operation. “The Carousel of Progress” is a 21-minute stage show, originally built for the 1964-1965 World’s Fair in New York. The show entertains guests with a story that depicts the evolution of technology from four different eras. It starts with the turn of the 20th century through modern times; from the advent of the gramophone in the early 1900’s to the high-def, high-tech gadgetry of today. That story is told in four acts by a family that is actually a cast of very human behaving audio-animatronics figures; one of Walt Disney’s greatest and most innovative creations. The most concise summary of the attraction comes from
the WDW website and reads: “During each era, learn how the technological marvels of the day have made life more convenient, comfortable and fun—and paved the way for even more new and exciting innovations.” Unlike a vast majority of the rides and attractions at Disney World, “The Carousel of Progress” is one of the few that is not based on fantasy or fiction. You see, Walt was a visionary who saw the good of technology, but he was also a realist who understood that technology should never be used to replace human interaction. That’s why he insisted that cast members be approachable, courteous, and pro-active in assisting guests with their needs. Imagine that Walt or those who have followed in running the organization thought otherwise. With Disney’s grasp of technology, a day at the theme parks could be much different. Instead of seeking out assistance from happy and helpful cast members, a guest’s questions would be addressed by robots disguised as audio-animatronics characters. It might be a novel experience once, but would that experience be exceptional enough to make you want to return? You may think that taking technology to that level sounds far-fetched but think about the last interaction you had with a voice prompt phone system. When I call my local cable company, as an example, the recording that guides me through the maze of prompts practically begs me to hang up and not bother the human that will eventually answer my call. The robotic messenger reminds me over and over again how much they’d prefer it if I were to go to their website to take care of my problem or question. How inane
is that when the very reason I might be calling is because my internet has quit working? The sad thing is that by the time a real person answers, the perception I’m left with is that I’m no longer a customer, I’m an inconvenience. That feeling is not one that produces a positive or even an enjoyable experience for the consumer and makes it all so easy to defect to another service provider. If the technological advancements of the DJ industry were featured in a “Carousel of Progress” attraction, we’d all be amazed at how far we’ve come over the last 25 years or so. From turntables to digital sound and power draining halogen lighting to energy-saving LED effects, we’ve made the tools of our profession more convenient, comfortable, and fun. And, over the next decade, we’ll most likely see even more technology come along that will lighten our load while producing an even greater audio-visual experience for our clients and their guests. Where we’re doomed to fail, however, is by letting technology remove the human interaction and relationship building that are the primary delivery systems of a “WOW!” customer experience. Today a number of DJs use online planning forms as their prime means of communicating with a client prior to an event. The supposed reason is that it makes the planning process easier for the client. But, let’s be real for a minute, for some DJs, it becomes an excuse for them to not invest time in actually developing a trusting relationship with the client, as well. Unfortunately, that lack of interaction and relationship building is a short-cut that can also lead to serious miscommunication with adverse
outcomes that produce a less than desirable experience for the client and the DJ, alike. I’ve recently seen more than a few posts on several social media sites from DJs bemoaning how they arrived at the venue to find that they were expected to set-up in a corner of the room instead of in front of the dance floor. Others have complained of an unexpected need to run long distances of power cords to power their equipment. Some have publicly criticized their clients online and during the event for inviting a large number of children instead of being pro-active and doing something to keep them entertained. There have even been DJs who object that their client asked them to do something during the event that they were not prepared to do even though they should have been talented and innovative enough to deal with the situation. DJs want the convenience of puck-sized uplighting fixtures, but act surprised when people, especially children, play with them. The list of complaints goes on and on, but where does the fault lie? Who should have known the right questions to ask? Who should have taken the time to communicate in advance? Who should have visited the event venue in advance to discuss needs and alternative solutions? Who is ultimately responsible for reducing the need to expect the unexpected? Who should be more cognizant of the fact that what may be convenient for one instance is not practical in every situation? In the end, who is responsible for investing time into creating a rapport with the client that could help avoid these unpleasRon Ruth Continued On Page 10
The Best Questions Get The Best Answers
Disc Jockey News • July 2019 • Page 7
By Harvey Mackay
A monk was strolling through the garden at a Zen monastery, listening to music. He stopped near another monk, who motioned for him to remove his earbuds. “What are you doing?” the second monk said. “I’m listening to music and meditating,” answered the first. “Do you have permission from the master to do this?” the second monk asked. “But of course,” replied the first monk. “I find it hard to believe the master would allow you to do such a thing,” the second monk said. “I was denied this very privilege just yesterday.” “How did you raise the question with the master?” the first monk asked. “I approached him and asked, ‘When I am meditating on my walks through the garden, is it OK to listen to music?’ The Zen master told me, ‘Absolutely not.’ “ “That’s odd,” the first monk replied. “I approached the master and said, ‘I’m listening to music while I’m walking in the garden. Is it OK for me to meditate?’ and he replied, ‘Certainly.’ “ Sometimes the answers you receive are determined by the questions you ask. Scientists and detectives know how to ask questions that produce results. They also know that sometimes the answers they get lead to additional questions. It’s the only way to discern the answers that they need, not just the answers they expected to find. Managers can learn much about asking the right kinds of questions to reach a solid conclusion. The subtle difference here is that the questions need to be framed so that they don’t come across as threatening or demeaning. Employees also need to have the freedom to ask questions of their managers that clarify the purpose of a project or establish the best way to proceed. Honest communication is the first step in asking and answering questions. There are three types of questions that will facilitate clear and open lines of communication. Repetitive questions. Sometimes you have to keep asking the same question to find the answer you need. For example: “When can I expect your report/response?” Next week. “When next week?” Probably Thursday. Each question will get you closer to a definite answer. “What else?” questions. These questions elicit additional information by exploring surrounding issues and specific concerns. “What conclusions does your report reach? What else did you find out? What else concerned you? What more could we do to handle that problem?” “Why?” questions. Asking “Why?” forces you and the other person to look at the underlying issues. “What caused the report to be late? Why couldn’t you get the information you needed? Why did you have trouble confirming your conclusions? What could we have done to help you?” On the flip side, learning how to answer questions completes the circle. Give every inquiry your best reply
once you are sure you understand the question. Again, clear communication is critical. Make sure you understand precisely what you are being asked so that you can best answer the question. Don’t be intimidated when a higherup who has less knowledge of the topic at hand asks you to explain further. Take it as a compliment and share what you know. Answer succinctly and provide relevant information. Leave out details that do not relate to the question at hand, unless you are asked for additional thoughts. Be careful not to be arrogant. Complicated language and technical terms are fine if your audience understands them. Before you get too fancy, consider how your answer will help
the questioner. Finally, don’t be afraid to admit that you don’t know the answer. But offer to do further research to find the information requested. A manager overheard a salesperson tell a customer, “Gee, we haven’t had any for a long time. I don’t think we’re supposed to get any more until the end of the month.” The customer said thanks and headed toward the door. The manager was horrified and caught up with the customer, telling him, “Come back next week. If we don’t have it by then, we can make a special order for you.” The customer looked puzzled and walked out the door. The salesperson was embarrassed.
The manager railed at the salesperson, “How many times have I told you not to let a customer go without an invitation to come back? Now, what exactly was he asking about?” “Rain,” the salesperson replied. Mackay’s Moral: Be careful what you ask for – if you want the right answer. 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 • July 2019
Preparing To Fly By Jeremy Brech
I recently had visited with an entertainment company about the prep work and design we put into each event. There was quite a silence as I was discussing our game plan and prework before each event. As I finished, they just said, “We typically fly by the seat of our pants…” What does that mean, flying by the seat of your pants? Here is how we “Fly by the seat of our pants.” When we sit down with a potential client, there is a lot of discussion to figure out who they are and what they expect from their event. This isn’t just for weddings, but every type of event we do. As you ask questions and LISTEN to your client, it will prepare you for the next set of questions to qualify your client’s results. That is called actually listening to your client. And if you have done this correctly, you know exactly what you need to do to execute their results. Now that you have qualified them as a good fit and you have explained how you can assist them, it develops
into planning with your client. As you build and create through the planning process, you start to design a little more. You really begin to tighten up schedules or create a better, more refined design. If it is a DJ event, you hone in on music for the right moments as well as the style they are trying to create. All of the pre-planning and discussions are for one thing and one thing only. To allow you to fly by the seat of your pants… Maybe there is a better way to say it. Flying by the seat of your pants means being unprepared and improvising for any situation. I think that it can be a bit of a good thing, but imagine how great your events could be if you were able to be in the moment. Instead of unprepared and scrambling to cover the bases, you are so prepared that if something comes up or a change needs to oc-
This Month In The DJ Spotlight By Kilma
In this months’ DJ Spotlight we spoke to artists Nicky Genesis, Marty McFly, Shane Patrick Riley, Miss Momentum and Lori J Ward. In our first interview with Nicky Genesis, she speaks on the importance of taking time to meditate, slow down, and be present both in life and when on stage. What really stood out to me in this interview was not only her ability to do this even in a highly stressful moment but that it’s a pattern with these high performing artists. The more success DJs I speak to about efficiency in their careers, the more we heard about DJs taking a moment to get clarity and perspective. When speaking with Marty Mcfly, an old school cat from Toronto, he really drives into his love for DJing and the amazing life long friends he has built throughout the years. What I adore about Marty was his genuine love as a performing artist, connecting with others, and being right there as a party-goer. He shares his original mixtape promotional ways, with a completely different concept from the normal social media promo we are so often pushed to do. This man had made a career for himself far before this became the norm and many of the promoters that hire him appreciate it to the fullest even to this day. Shane Patrick Riley takes us on a journey through time and into his stu-
dio. Compelled to learn and grow as an artist and the best version of himself, Shane chats about how he has utilized skills he has learned from professionals outside the DJ industry. This has made him highly efficient, consistent, and accountable as a producer and DJ. If you are a music maker, you’re going to want to hear about his process in the studio and how he allows limits in music making to output more tunes, at a higher rate more quickly. The interview I had with Miss Momentum was wonderful because we got a look into both sides of the spectrum. Her full-time job is DJing weddings, corporate events, and clubs. She is also a very passionate electronica DJ, and she loves to perform at festivals and other underground events. I really appreciated her ability to see the benefits of working in both industries and how she finds joy at both forms of artistic expression. Her take on song requests is genius. Lori J Ward gets deep on making sure you are actually ready for the busy working, traveling DJ lifestyle BEFORE you go full force. She speaks on her experience and how she took time off to get clear about what was and wasn’t working for her. Her self awareness and vulnerability on the subject is eye-opening and on point. I just know you’re going to walk away looking at the industry different after this episode. 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
cur, you are not stressing and you are ready for anything. You aren’t preparing to fly by the seat of your pants, but better yet preparing for the unexpected. We always tell clients that things are going to happen, but it is what we do about the situation that allows guests never to realize something went wrong, or there was a revision to the event. Think about it like this. Your DJing an event and the couple is in the middle of their first dance... Your computer locks up.. What do you do? Of course, you can get on the mic and say six words I cannot stand, “There was nothing I could do.” Again, if you just
fly, you will create a delay or an awkward situation, or you could have special music as a backup on your phone, with an aux jack on channel 3 on your DJ controller. This will obviously have some delay but will get you back up and running much quicker. Have you ever been in the middle of a presentation and even though you check the batteries, the body pack looked to be good to go, or maybe you are just getting little cut outs or interference? When we are working with a client who paid great money to have a celebrity speaker in we will double mic them. Even if they are using a high-end headset mic, we will also slap a label on them just in case. So there is a difference between flying by the seat of your pants and being prepared for anything. Stress levels! Jeremy Brech is Owner/Entertainer/ Lighting Designer of DJ Jer Events and Lighting Design. Jeremy can be reached at: jeremybrech@discjockeynews.com.
It’s Yours If You Want It! By Brian Kelm
You are your own leader. Create your own path and believe in yourself enough to take action consistently. You must create your own voice, values, beliefs, personality, and style that is authentically yours. There is no long-term success or fulfillment in copying others. Once you determine your own path and point of view, the next thing to do is have the discipline of commitment to live it. The more you become in touch with this, you will feel inside your heart if what you are doing is authentic to yourself or insincere and fake (just an act). No matter the type of DJ, Entertainer, talent or professional you want to be, it’s possible if you fully commit, are willing to do what it takes and know that the best investment you will ever make is in yourself. In my world and vocabulary, blame and excuses don’t exist. I’m either on stage performing at an event or in a class of some kind at all times. (Thank You to my dear friend and mentor Bill Hermann for this mindset) Life will always show up in the form of distractions, timing, responsibilities, and why you can’t do something. This is how humans are wired instead of making no excuses and take action no questions asked. Look at this way, if a customer wants you for their event, they will find the financial resources and make the necessary arrangements to guarantee having your services. The same scenario applies to each and every training and development opportunity that comes your way. Actions will always speak louder than words! You will always have full control of your mind and actions. Never let any-
body or anything interfere with this sacred space. Only surround yourself with great people, content, mentors, training, and the type of professional you want to become. Consider the following realities whenever you are resistant in taking a course, body of training, or pushing yourself to get better at your craft! 1. You can always make more money – The training may not always be available! 2. You have to want it – Putting your butt in that seat takes something, and if you commit you are on the right path! 3. Commit for a lifetime – Developing yourself personally and professionally is a life-long quest and journey! 4. “Someday” doesn’t exist – Every moment of your lives is in this moment. Say “YES” now and be rewarded forever! 5. Be your own leader – Nobody is going to do the hard work for you. 6. Your word is your bond – Integrity. If you say you are gonna do something, do it! 7. Your voice is entirely your own – This is what makes you different and unique! 8. The only “YES” you need is yours. There will always be more people telling you reasons not to than those pushing you to become the best you can be! 9. Disregard the drama and opinions of those doing nothing to better themselves! 10. The only person it has to make sense to is you – An idea, a thought, or the class you want to take, etc.! Be willing to do what it takes to get where you want to go in life and business. You have a voice – use it and never let anybody or anything stand in your way. Your journey and experience are your own – create it that way! 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
The Proposal And The Sale Are Miles Apart
Disc Jockey News • July 2019 • Page 9
By Jeffrey Gitomer
“Sounds good, send me a proposal.” How many times have you heard that? Too many. So you run back to your office, put together a proposal, send it to the prospect, and start the follow-up process (and the prayer vigil). Or do you? R e a l ity: The sale should be solidified before the proposal is written. Your proposal should be the essence of what has been decided by you and your prospect. It should solidify the sale. How many proposals do you win? How many did you lose? If you lose way more proposals than you win, it’s much more than just the proposal. It’s the proposal process. Count the wins. Count the losses. That’s the scorecard, baby. Your scorecard. Ouch. And when you win proposals, how profitable are they? Are you telling your boss, “Hey let’s go in real low on this one so we can get the business, and then six months from now, boy we can really lose some money,”? Ouch. REALITY: Once you lower the price, customers expect a low price all the time. Proposals are there because buy-
ers think they’ll get the lowest price or the best deal by pitting one company against the other. Your job is to make yourself a winner before the proposal happens by creating conditions or terms that preclude others from either bidding or winning. The first thing you need to do is determine if it’s a price proposal or a value proposal. If they’re going to take the lowest price only, you’re going to lose, even if you win. Because the lowest price is the lowest profit. It may even be no profit. The challenge: Can you create a profitability formula or a productivity formula, measured against what you do, that sets a standard for the proposal? A formula that your competition must meet or exceed regardless of initial price. You need to convince your buyer that there’s a long term cost, not simply a short term price. Are they only buying your price or taking the lowest bid? If so, they just need a one sentence proposal, and you don’t need me. Try this: Don’t do it...at first. When someone asks me for a proposal, the first thing I say to them is no. That always shocks people. And besides, proposals are a pain in the butt. I ask the person if they are taking notes. They say, “Yes.” I say, “Well, let me just sign the notes.” I continue by saying we need to pick a date to begin. And 30 percent of the time the prospect will say, “You’re right.” The other 70 percent of the time the prospect will insist on a proposal. But I’ve just won 30 percent of the busi-
ness without submitting a paper. And there’s a reason for this. I have sales balls and you may not. The reason proposals are there is to lower risk to the buyer, and potentially to lower the cost. But in the final analysis, many proposals can be eliminated if your prospect feels that your price is fair, and that their risk is low. If the risk is low and the reward is high, the answer is always obvious. Before the decision is made, it’s important to your customer that they know what your product or service will be like after it’s been delivered. This will take away all risks and all fear. And it may also take away the price-only decision process. The keywords: Value messages on video testimonials. Customers only buy for an hour or two, but they may use for years. So you say to your customer, “Mr. Jones, I’d like to add a clause to the proposal that insists on proof of salespeople’s claims. I am asking you to require five testimonials in video form so that you’ll know any claim a salesperson makes has been validated by a customer, and it’s not just a sales pitch or a proposal.” The video testimonial is a powerful piece of support. And—depending upon the quality—can be the difference between sale and no sale. 2.5 thoughts on testimonials: 1. Testimonials reduce the risk of purchase. 2. Testimonials are the only proof you’ve got. 2.5 Testimonials must be included in every proposal.
Winning proposals are solidified by dynamic sales presentations. Proposals should be the solidifying factor, not the sales pitch. The proposal should document what has been said and agreed. The proposal should confirm the sale and all the claims you made about it. Does yours? Your proposal process is not a regurgitation of your price list. It is not a document to see how much of your profit you can give away. It is not something you prepare to beat the competition. Your proposal is the gateway earned business. It solidifies a valuedriven sales presentation that begins or extends a relationship where everyone profits. The minute you lowball a price, you’ve gone from a relationship sale to transactional sale, and the next person who low-balls your price will beat you. And beat themselves. Don’t just win the proposal. Win the value. Win the profit. And win the relationship. 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 • July 2019
The Way I See It: Let’s Talk Music By Michael J. Lenstra
I recently received an email that went like this: 1. “Are we able to provide you a list of songs we would for sure like played at the reception, as well as those that we would want to place on the ‘do not play’ list?” 2. “What would you do to motivate the crowd if no one is dancing?” Better judgment kept me from responding to question 2 first by saying, “Throw away your music list?” It’s a dilemma that we often face: Clients who want control over the music played at their event, but then state their goal is to have everyone dancing! I’m not sure if they realize what an oxymoron this is. Kind of like saying I always do that sometimes. How many people and how much they dance is somewhat tied to how much control of the music list they (the client) wishes to have. I recently met with a bride-to-be who brought her 6-year-old daughter with her. Like many others, she told me that her definition for success at her wedding reception was to see everyone dancing, then a bit later stated how her daughter was really looking forward to this part of the wedding because Mommy told her to start making a playlist of songs she wanted to hear at the wedding. Can you
see where this might be a problem? At another recent wedding, I received an extensive list for the event, most of which consisted of today’s hip hop and R&B. I had no problem with that, but the couple included 51 songs that were marked as MUST PLAY on the list. I reached out to the couple and explained to them that we could play most of them, but since the reception timeline only allowed for three hours of dancing–which included the “special moment” dances, the anniversary dance, and the bouquet toss—that would probably force some of those songs to be played during dinner. That meant we might be listening to “Get Low,” “In Da Club,” and “Mo Bamba” while Grandma and Aunt Marian were feasting on their chicken leg. They reconsidered and pared their MUST PLAY list down somewhat. Still, I knew this might be a problem when I saw their guests arriving that evening and realized that the median age was going to be around 40. Clearly, their list did not match their demographics. Unfortunately, many wedding couples tell themselves that the list they are compiling includes songs that “everyone will dance to,” but their definition of “everyone” is their wedding party and friends of that generation. We stuck to the list until many of their guests started requesting songs from other genres, and they relented. Still, even though they seemed happy at the end of the night, there were only 50 to 60 guests out of maybe 175 still in attendance at the end of the night.
THE ANSWER? Recently I began answering those email questions on dancers and the music list by replying: “There are three factors that help determine how many of your guests that we can get on the dance floor: • The Music List • The Moments • The Dress When we talk, I can explain those to you.” When we meet, I explain to them that the music list, while it has to match their demographics, is not as important as the moments that we can create at their event, and if that event is a wedding then I reiterate how important the presence of the
dress is—”The Dress” being the code name for the bride. If “the Dress” is on the dance floor a good portion of the night, that will draw guests out to join her (sometimes it’s the groom, but not as often). However, if she decides she’s not a dancer and would prefer to sit out on the balcony that overlooks the lake, then that’s most likely where we will find a majority of the guests. I then leave them with one of the lines contained in Michigan DJ Dan Nichols’ classic guide 17 Things You Might Want to Consider to Have a Great Party, which is “Respect the musical opinions of your local professionals. They do this for a living. You’ve got a lot of people from all over your family tree that want to have a good time, so let your deejay exercise all his or her tools and really work his or her craft.” I’m continually amazed that those who are planning an event don’t feel they need to come up with a recipe for the cook because, hey, the cook is a professional and knows how to cook for hundreds of people; they don’t question the photographer on what settings he or she will be using because, hey, the photographer is a professional and should know what he or she Ron Ruth Continued From Page 6 ant circumstances and so many other issues? Clients want and expect a “WOW!” experience from you. If you don’t provide it, they’ll look for it someplace else---and they’ll pay more for it. Why? Because they value the experience more. An exceptional customer experience is based on emotion, how you make the client feel valued, special, as though the experience you provide is exclusive to that individual. That’s difficult to do if you rely more on technology than human interaction or if you’ve made the process one that discourages relationship building. As we continue to spin on our own “Carousel of Progress,” remember that the good that new and innovative technology creates will make it harder for some DJ businesses to survive. We’re already embroiled in a battle with the ease of using Spotify. But imagine what technology tomorrow will bring to make it even easier for a client to consider alternatives to fill their entertainment needs. The need to make your client feel
is doing. But when it comes to playing the music that will get the lion’s share of their guests to dance, why not trust the DJ? MORE ON MUSIC Mobile Beat Magazine recently unveiled their annual Top 200. I compared it to the DJ Intelligence Top 200 that came out in January of this year. With the exception of one or two songs, the top 25 is pretty much the same tracks, although maybe in different positions. I was surprised to see though that some of the tunes that I never seem to play anymore, unless requested, still rank so highly. Songs like ABBA’s “Dancing Queen” or Bon Jovi’s “Living on a Prayer” never seem to be something I cue up without being requested—and truthfully I have not seen much so far this year on those supplied music lists. Even Journey’s “Don’t Stop Believing,” a solid number 3 on both charts, has been a rarity on request lists and one I seldom reach for anymore. Other songs I always seem to play and that consistently work for me, but are buried deep in those charts or not there at all, are things like “Club Can’t Handle Me” by Flo Rida, “Dear Future Husband” from Meghan Trainor, or “Die Young” by Kesha. On the oldies side of things, it may be Sweet’s “Little Willy” or the Grease hit “You’re the One That I Want.” Which gets me to think: Are those “Top 200” songs still floor packers and I have just gotten bored of playing them? If that’s the case, then I have to ask, for those that mix, is it your audience that wants the mixes or are you just bored of playing the same songs from beginning to end? The way I see it, that’s something worth thinking about. 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
as though they are a valued consumer as opposed to an inconvenience is more important now than ever. We can’t nor should we want to stop progress in our industry, but you can’t treat it as a shortcut to success either. Doing so will keep you from truly understanding the needs, wants, and expectations of our clientele. Those DJs who place great emphasis on creating an exceptional experience for their clients will have a far better chance of securing a “great big beautiful tomorrow, shining at the end of every day” for themselves and their businesses. 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
Disc Jockey News • July 2019 • Page 11
Top 50 Recurrent Charts for July 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 AVA MAX Sweet But Psycho 2 HALSEY Without Me 3 POST MALONE & SWAE LEE Sunflower 4 ARIANA GRANDE 7 Rings 5 BENNY BLANCO, HALSEY & KHALID Eastside 6 PANIC! AT THE DISCO High Hopes 7 KHALID Better 8 5 SECONDS OF SUMMER Youngblood 9 MARSHMELLO Happier f/Bastille 10 POST MALONE Better Now 11 KHALID X NORMANI Love Lies 12 ELLIE GOULDING X DIPLO Close To Me f/Swae Lee 13 MAROON 5 Girls Like You f/Cardi B 14 ARIANA GRANDE thank u, next 15 DUA LIPA New Rules 16 BAZZI Mine 17 LAUV I Like Me Better 18 ZEDD/MAREN MORRIS/GREY The Middle 19 BAD BUNNY MIA f/Drake 20 CARDI B I Like It f/Bad Bunny/J Balvin 21 ARIANA GRANDE Breathin 22 POST MALONE Psycho f/Ty Dolla $ign 23 NF Let You Down 24 CHARLIE PUTH Attention 25 CAMILA CABELLO Havana f/Young Thug 26 SELENA GOMEZ Back To You 27 CAMILA CABELLO Never Be The Same 28 DEAN LEWIS Be Alright 29 ZEDD & ALESSIA CARA Stay 30 ARIANA GRANDE No Tears Left To Cry 31 CALVIN HARRIS & DUA LIPA One Kiss 32 DEMI LOVATO Sorry Not Sorry 33 ARIANA GRANDE God Is A Woman 34 JUICE WRLD Lucid Dreams 35 SHAWN MENDES There’s Nothing Holdin’ Me... 36 HALSEY Bad At Love 37 POST MALONE Rockstar f/21 Savage 38 G-EAZY & HALSEY Him & I 39 SHAWN MENDES In My Blood 40 TRAVIS SCOTT Sicko Mode 41 BRUNO MARS & CARDI B Finesse 42 DRAKE God’s Plan 43 TAYLOR SWIFT Delicate 44 LIAM PAYNE Strip That Down f/Quavo 45 BAZZI Beautiful f/Camila Cabello 46 MAX Lights Down Low f/Gnash 47 MARSHMELLO & ANNE-MARIE Friends 48 NIALL HORAN Slow Hands 49 ED SHEERAN Perfect 50 BEBE REXHA Meant To Be f/F.G.L. Urban Recurrents 1 MEEK MILL Going Bad f/Drake 2 21 SAVAGE A Lot f/J Cole 3 LIL BABY & GUNNA Drip Too Hard 4 MEGAN THEE STALLION Big Ole Freak 5 MEEK MILL Dangerous f/Jeremih, PnB Rock 6 LIL BABY Yes Indeed f/Drake 7 DAVIDO Fall 8 TRAVIS SCOTT Sicko Mode 9 LIL WAYNE Uproar 10 ELLA MAI Shot Clock 11 TORY LANEZ & RICH THE KID Talk To Me 12 CARDI B Money 13 ELLA MAI Trip 14 YO GOTTI Put A Date On It f/Lil Baby 15 DRAKE Nice For What 16 FLIPP DINERO Leave Me Alone
17 JACQUEES You 18 LIL DUVAL Smile B*tch f/Snoop & B.Greezy 19 GUCCI MANE/BRUNO/KODAK Wake Up In The Sky 20 CITY GIRLS Twerk f/Cardi B 21 DABABY 21 22 PARDISON FONTAINE Backin It Up f/Cardi B 23 CHRIS BROWN Undecided 24 BLUEFACE Thotiana 25 QUEEN NAIJA Karma 26 KODAK BLACK Zeze f/Travis Scott & Offset 27 KENDRICK LAMAR LOVE. f/Zacari 28 GOLDLINK Crew f/Brent Faiyaz/Shy Glizzy 29 BLOCBOY JB Look Alive f/Drake 30 DJ KHALED F/RIHANNA/B. TILLER Wild Thoughts 31 KENDRICK LAMAR HUMBLE. 32 CARDI B Ring 33 TYGA Taste f/Offset 34 ELLA MAI Boo’d Up 35 POST MALONE Wow 36 G-EAZY No Limit f/A$AP Rocky, Cardi B 37 DRAKE In My Feelings 38 NICOLE BUS You 39 JUICE WRLD Lucid Dreams 40 YELLA BEEZY That’s On Me 41 MIGOS Stir Fry 42 CARDI B I Like It f/Bad Bunny/J Balvin 43 DRAKE God’s Plan 44 DRAKE Nonstop 45 RODDY RICCH Die Young 46 DRAKE Mob Ties 47 ANGELICA VILA More In The Morning 48 LIGHTSKINKEISHA & BSMYTH Ride Good 49 LIL KEED Nameless 50 GUNNA Speed It Up Hot Adult Contempory Recurrents 1 PANIC! AT THE DISCO High Hopes 2 HALSEY Without Me 3 ELLIE GOULDING X DIPLO Close To Me f/Swae Lee 4 MAROON 5 Girls Like You f/Cardi B 5 MARSHMELLO Happier f/Bastille 6 5 SECONDS OF SUMMER Youngblood 7 LAUV I Like Me Better 8 DEAN LEWIS Be Alright 9 LADY GAGA & BRADLEY COOPER Shallow 10 ZEDD/MAREN MORRIS/GREY The Middle 11 LOVELYTHEBAND Broken 12 LAUREN DAIGLE You Say 13 TAYLOR SWIFT Delicate 14 IMAGINE DRAGONS Thunder 15 IMAGINE DRAGONS Whatever It Takes 16 SHAWN MENDES There’s Nothing Holdin’ Me... 17 MACKLEMORE Good Old Days f/Kesha 18 ED SHEERAN Perfect 19 ED SHEERAN Shape Of You 20 THE CHAINSMOKERS Something Just Like This 21 P!NK A Million Dreams 22 MAX Lights Down Low f/Gnash 23 PORTUGAL. THE MAN Feel It Still 24 CAMILA CABELLO Never Be The Same 25 SELENA GOMEZ Back To You 26 IMAGINE DRAGONS Believer 27 BEBE REXHA Meant To Be f/F.G.L. 28 CAMILA CABELLO Havana f/Young Thug 29 POST MALONE Better Now 30 LUKAS GRAHAM Love Someone 31 CHARLIE PUTH Attention 32 SHAWN MENDES In My Blood 33 P!NK What About Us
34 DAN + SHAY Tequila 35 HALSEY Bad At Love 36 WEEZER Africa 37 ZEDD & ALESSIA CARA Stay 38 IMAGINE DRAGONS Natural 39 DUA LIPA New Rules 40 ARIANA GRANDE 7 Rings 41 MAROON 5 What Lovers Do f/SZA 42 ARIANA GRANDE Breathin 43 NIALL HORAN Slow Hands 44 KHALID X NORMANI Love Lies 45 FOSTER THE PEOPLE Sit Next To Me 46 ARIANA GRANDE No Tears Left To Cry 47 ARIANA GRANDE thank u, next 48 MAROON 5 Wait 49 DEMI LOVATO Sorry Not Sorry 50 ARIANA GRANDE Break Up With Your Girlfriend Country 1 MORGAN WALLEN Whiskey Glasses 2 KANE BROWN Good As You 3 ELI YOUNG BAND Love Ain’t 4 LUKE COMBS Beautiful Crazy 5 CHASE RICE Eyes On You 6 JASON ALDEAN Girl Like You 7 LUKE COMBS She Got The Best Of Me 8 JIMMIE ALLEN Best Shot 9 OLD DOMINION Make It Sweet 10 SCOTTY MCCREERY This Is It 11 BRETT YOUNG Here Tonight 12 RUSSELL DICKERSON Blue Tacoma 13 JORDAN DAVIS Take It From Me 14 GEORGE STRAIT Every Little Honky Tonk Bar 15 DAN + SHAY Speechless 16 THOMAS RHETT Sixteen 17 DUSTIN LYNCH Good Girl 18 JON PARDI Night Shift 19 MICHAEL RAY One That Got Away 20 DAN + SHAY Tequila 21 KANE BROWN Heaven 22 OLD DOMINION Hotel Key 23 LUKE COMBS One Number Away 24 KENNY CHESNEY Get Along 25 RILEY GREEN There Was This Girl 26 KANE BROWN Lose It 27 DUSTIN LYNCH Small Town Boy 28 CHRIS YOUNG Hangin’ On 29 KANE BROWN What Ifs f/Lauren Alaina 30 JORDAN DAVIS Singles You Up 31 BEBE REXHA Meant To Be f/F.G.L. 32 DIERKS BENTLEY Burning Man f/Brothers Osborne 33 LUKE BRYAN Most People Are Good 34 D LEE MURPHY/K CHESNEY Everything’s Gonna Be Alright 35 LUKE BRYAN Sunrise, Sunburn, Sunset 36 LUKE BRYAN What Makes You Country 37 BILLY CURRINGTON Do I Make You Wanna 38 DIERKS BENTLEY Woman, Amen 39 JASON ALDEAN You Make It Easy 40 THOMAS RHETT Unforgettable 41 LUKE COMBS When It Rains It Pours 42 JASON ALDEAN Drowns The Whiskey f/M.Lambert 43 MITCHELL TENPENNY Drunk Me 44 THOMAS RHETT Life Changes 45 LANCO Greatest Love Story 46 CHRIS JANSON Fix A Drink 47 CHRIS STAPLETON Broken Halos 48 KENNY CHESNEY All The Pretty Girls 49 SCOTTY MCCREERY Five More Minutes 50 DYLAN SCOTT Hooked