Disc Jockey News September 2019 • Issue #150
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PAGE 2 • Disc Jockey News • September 2019
It’s DJ Expo Time In Atlantic City! By Mike Walter
DJ Times’ annual International DJ Expo took place in Atlantic City last month. I’m here to report that once again, it was an educational and exciting few days for our industry. Here are my highlights: S e m i nars: I’m too humble to say my seminar, “Why People Dance,” was a highlight of the week (I’ll let others do that) so let me list a few that I believe were. In a breakout room on Wednesday afternoon, DJ Times’ editor Jim Tremayne interviewed legendary DJ Nicky Siano. If you don’t recognize the name Nicky Siano, shame on you. He was a pioneer club DJ back in the day and one of the people who were at the very forefront of our industry. Tremayne (who is as knowledgeable about music history as anyone I know) walked Siano through the highlights of his career, and it was great to hear him (Siano) talk about it all from his firsthand perspective. A particularly thrilling moment for me came when Siano told the story of how he and other club DJs helped break the record “Love’s Theme.” That story appears in my book On This Date In Music and Siano pretty much told it exactly as I do in the book. Other highlights from the educational tract include Rachel Lynch and Nick
Call me old fashioned or extremely optimistic for the asking, but when did we get to a point where as wedding industry professionals, we are more worried about our own reputation than the good of the client? Are the days of surprising a bride or groom with a lovely gesture from a family member behind us? Does everything we do for a wedding need to be documented, approved, and signed off? Can we no longer take calculated risks that may result in a moment that will be cherished forever by a bride or groom? If this is where we are in 2019, it makes me sad. To give some context to the above, the other day I stumbled upon a social media thread from a DJ that at first made me smile, but as I read more, and comments started coming in, it made me sad. The start of the thread read: “Just got off the phone with the FOB for this weekend requesting to change the Father/Daughter dance as a surprise to the Bride. My initial thought was to accommodate the request, but then I started wondering if the Bride would be upset we changed her selection. I also don’t want her to think our DJ made a mistake and played the
away in it all. And you can also go broke if you let yourself, buying this new façade and that new controller. Well this year, as I walked the aisles, I tried to remember what it was like almost 30 years ago when I went to my first DJ convention. I took my time and let it all sink in. We work in a great industry. And so many manufacturers want our attention (and dollars) that they’ll promote their products for us at an expo like DJ Times produces. I took some time to play with some new products that are available (spoiler alert, I should be getting the new Roland DJ-707M controller soon!) and also to chat with some of the reps I’ve gotten to know through the years. It’s a loud room, and while some people find that annoying, I find it exciting and I tip my cap to DJ Times for putting a convention like this together just for us. I can’t even count how many DJ Expos I’ve attended and participated in through the years, but I will say this, it’s always one of the highlights on my annual professional calendar, and I look forward to it every August. If you’ve never attended one, subscribe to DJ Times’ newsletter, so you don’t miss their 2020 dates when they’re announced. And I hope to see you there! 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.
the DJ speak with the groom to see what type of relationship the Bride has with her Dad and if she would be excited about being surprised. The DJ liked this idea best and said he would report back on social media as to how everything turned out. The result: The Groom said it was fine to switch the song and the DJ agreed as long as it was documented in writing via e-mail that the FOB was copied on. A crucial flaw, in my opinion. Why you may ask? The FOB’s kind gesture now had to be approved and documented. He may now second-guess himself….. A few days later, after all of the controversy on social media… the FOB contacted the DJ and said he changed his mind. Coincidence… maybe, maybe not? I understand both sides of the argument, but speaking as a girl who no lon-
ger has her father and for many brides who do not have the honor of their father walking them down the aisle, I can 100% say I would have been over the moon if my Dad surprised me with a song that was special to us. And I would have been so grateful for my DJ for helping create that surprise. 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.
Spinnelli’s seminar about social media (chock full of useful advice and takeaways). Joe Bunn’s Art of Efficiency seminar and Jordan Marshall doing two different seminars, one on branding and one on Mitzvahs. Marshall, who also performed with Big Daddy at the end of the Entertainer of the Year competition and spun a set at Harrah’s pool, is easily this year’s “breakout star” at the Expo. Attendees who hadn’t heard of him before that week no doubt have a new influencer to pay attention to. Evening Activity: It’s probably a sign of aging, but I gauge the networking opportunities at DJ conventions more these days by who I can have a nice quiet dinner with and less on how late I can stay out partying. That being said, Harrahs, this year’s location for the Expo, is a great spot. It offers plenty of quality restaurants as well as a few conveniently located bars for a quick cocktail with an industry peer or two. I followed the ageold advice and didn’t have any meals alone (except for my postrun coffee and muffin breakfast every morning – I’m way too sweaty after a run to be social) and loved catching up with so Mike Walter with Nicky Siano many great people this year. As for the organized activities, I The Expo Floor: I’ve often said hung at Harrah’s Pool on Monday night there’s nothing more thrilling than the for a while until my ears couldn’t take it first time you walk an expo floor at a (another sure sign of aging) and checked large DJ Convention. It’s an attack of out the Peavey and Bose sponsored party the sense. Between the booming music on Tuesday and then got to be a judge at and the lights and lasers cutting through the Entertainer of the Year competition. the smoke-filled air, you can get swept
Surprise or Not? By Tamara Sims
I don’t really have the space here to go into what happened at the end of that show, nor am I probably the right person to report on it (being the past producer of the competition). But suffice to say that while it wasn’t the greatest moment for our industry. I feel Jake Jacobsen redeemed himself by explaining everything the next day and correcting whatever mistakes had been made the night before. There are lessons to be learned from it (which Joe Bunn and I discussed on our PhDJ Podcast, episode 136) and I believe Jake will bounce back strongly next year.
wrong song. Thoughts?” The first response was not heartfelt: “Who’s name is on the contract?” Others chimed in saying if the FOB isn’t paying, then he doesn’t have a say in changing the Father/Daughter song. How cynical we’ve become in an industry where we are lucky enough to make a living creating memories of a lifetime. And one of the worst pieces of advice was: “Run it by the Bride and say her Dad would like to surprise her with the song.” Correct me if I’m wrong, but of if the Bride knows about, then it is no longer a SURPRISE! One of the best responses suggested
September 2019 In This Issue:
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PAGE 4 • Disc Jockey News • September 2019
Business Is Business. Art is Art By Mitch Taylor
“Business is business, and art is art. You can support whatever art you want if you run a successful business.” That’s a quote from Jon Taffer, of Bar Rescue fame. Many of my friends in the DJ industry look at what we do as “art.” I would agree to that to a point. We are artists in our own right with what we create. However, if you don’t handle the business side, you’re going to have a VERY expensive hobby, or at worse, you may find yourself living out on the street. If you want to be able to affect the world in the most positive way you can, one of the best ways to do that is to be frugal with money and then give. I see MANY DJs who have to have the latest gear out there when in reality it won’t make them any more money WHATSOEVER. It’s cool to have the latest controller or new light, but that’s not what is going to drive your business. Invest in marketing. Invest in sales. Invest in your performance. Invest in your operations. Invest in almost every other facet first before your gear. Don’t get me wrong, gear is important, and you want to be sure you have quality gear and backup equipment, but they won’t make you more money. Let’s look at a way you can affect your cash flow in a more positive way and be frugal with your money. For every $1000 you charge for an event, what if you just took $10 and set it aside in a completely separate account and never touched it? Would you REALLY miss the $10? Probably not. Yet many companies aren’t profitable. If you
started that exercise and over your next 50 events did this, you’d have $500 cash saved up. What if you could do the same exercise and set aside $20? You’d have $1000. I think you get the point, but there are many DJs I’ve talked to over the years who say they can’t afford things, but yet if they just had the discipline to follow this little exercise, they’d have the money to support their art when they needed it. Another hack to ensure you follow through on the business to be able to support you as an artist is to ensure you are not getting screwed by running a business. What do I mean by that? If you’re a single op and your balance on your contract is due two weeks out, and a client cancels their wedding on you 30 days prior, the chances of collecting that balance are slim and none. If your agreement final payment date coincides with the last possible date that people would normally book you for that date (i.e., three months out, four months out, two months out what have you), then you don’t have to worry about chasing the money. Now... this doesn’t mean you have to be heartless. I have clients who end up needing to cancel or postpone and I tell them we are happy to transfer your funds to a future date pending our availability. The point is, however, that calendar dates are your inventory. Once August 31st, 2019 is gone it’s gone, and you can’t recreate it again. So protect your business, your inventory, your lifestyle, and ensure that you can support the arts and provide for your family. 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.
This Month In The DJ Spotlight By Kilma
This month on the DJ Spotlight I chat with Confetti The First, DJ Ripley, Fahjah and Rel McCoy. All whom which have very different backgrounds, experiences, and interest in music which always keeps things interesting here on the series, adding insight and value on another level. Starting off with Episode #55 where I get to know Confetti The First and how things came to be for her. She speaks about the importance of being seen, having the courage to put yourself out there, and how showing people it’s possible can inspire others to take on the new challenge. She leaves us some onpoint information about social media, marketing, and knowing when to take a step back. In Episode #56, we dive deep into the history of women in music and how DJ Ripley herself is literally writing women back into it. She shares some
eye-opening information and crucial tips on accountability vs. safe spaces. This interview was by far one of my favorites to date as she shares a plethora of information and insight. When we hit Episode #57 with Fahjah, Winnipeg local DJ and producer, he chats about how an unplanned experienced at a music festival left a huge impact on his musical taste, production and views on mental health. He even shows his love for Winnipeg with a friendly reminder about how lucky we really have it here in a smaller city. Ending things off with Episode #58 chatting with Rel McCoy producer, DJ, rapper, and writer. If that isn’t long enough, he also teaches others. In this episode, he talks about why he enjoys helping others, a surprising talent of his and why he thinks there is a crossover between artists and DJs. 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
Disc Jockey News • September 2019 • Page 5
Expectations – How Can You Hit A Target You Can’t See? By Alan Berg
When you’re the customer, how do you judge whether a company, product, or service has done right by you? It’s a matter of your expectations going into the encounter. Your expectations are a product of your past experiences. It’s your combined experiences with other businesses, not just in that industry, but all of your previous experiences. That means that each of us has a unique set of experiences that we use to judge our next experience. And that creates an invisible target for each business to meet or exceed. This is going to be the best… I was once dining at a steakhouse with a group from work. These were the top executives, and many were world travelers. The waiter went into a speech about the steak we were about to have, where it was raised, etc. and then said: “This is going to be the best steak you’ve ever had!” Oh really, how did he know that? Better yet, how could he know that? I looked around the table and saw people who have eaten Kobe beef, in Japan! Was this steak going to be better than that? What’s the benchmark you want to set? When Lexus cars first came to the United States, they wanted to create a
showroom experience, unlike their competitors. So, instead of studying other luxury car dealerships, they studied other luxury experiences. They went to Ritz Carlton and other luxury brands to see the kind of experience their target customer was used to having. Umpqua Bank (a Pacific Northwest regional bank) did a competitive analysis. They wanted to know what their banking competitors were doing so they could improve upon the experience for their customers. They called their report: Competitive Rules and Policies – ‘CRAP.’ They decided to not follow the competition in their old ways and went about creating an entirely new banking experience. What do your customers expect? When people visit your website, they’re not comparing the experience just to others in your category. They’re not even comparing your site just to other wedding and event vendors in other categories. They’re comparing the experience to every other website they visit. An online experience is an online experience. The fact that they’re shopping for their wedding doesn’t matter. Is that an unfair benchmark? Maybe, but do you do the same thing when you’re the customer? Most likely, you do. Take off your blindfold If that’s their benchmark, and each couple or customer has a unique set of experiences, how do you hit a target you can’t see? Well, actually you can see a lot more than you think. Start with the most popular sites for customers like yours. You should already have a pretty good idea about who is your target audience. What are the demographics (age, sex, level of schooling, etc.), geographics
(where do they live) and psychographics (how and where do they shop)? I wrote about this in my first book: “If your website was an employee, would you fire it?” It’s the first of the (subtitle of the book): “5 things you wish you knew before you made your website, and how to fix them now!” You should know much of this about your customer, because if you don’t, how can you find more people like them? For instance, if you know that your target customer is a 28-year old, engaged woman, who lives in your city, has a college degree and shops at places like Target and Amazon, you have a good amount of data. Take a look at the Target and Amazon websites. Take a look at The Knot and WeddingWire (and any other popular wedding website in your city or country). Take a look at Facebook, Pinterest, and Instagram. Take a look at sites popular with that demographic, such as Sephora.com (makeup), Etsy (crafts), and Forever 21 (clothing). And then, take a look at your site. Does your site continue the same graphical approach? Are you using a similar font? How many different fonts are you using? How many colors are those fonts? All of those sites have a white, or very light, background, and usually a dark gray, sans-serif font. How about your site? Most of the color on those sites comes from the images, not the site design. Other than for a highlight, you’ll rarely see white text on a dark background. Can you hear me now? Next, pay attention to the unique voice on each of those sites. Brands differentiate themselves partly by using a unique voice, just as each of us has our own, unique voice. Does Target have a different voice than Macy’s or WalMart? Yes. Does Hyundai have a different voice than BMW? Yes. If I were to read the text on your site, out loud, does it sound like you speaking to your target audience? Are you using the same vocabulary, or did you put SEO (search engine optimization) first and your site reads like a list of keywords, spoken by a robot? The first thing that will attract your visitors are the images. The next is what you say and how you say it. Very few, or any of us has a monopoly on our product or service. We all have a monopoly on being unique selves, so flaunt that. Write to them as if you were speaking to them in-person, or on the phone. They already have expectations about you At a recent The Knot Pro Experience, I heard a speaker say that “Nearly 95% of shoppers read online reviews before making a purchase.”And “93% of local consumers use reviews to determine if a local business is good or bad.” That’s not surprising these days. For years I’ve been saying that your brand is defined by your reviews. Marty Neumeier, from The Brand Gap said: “Your brand is not what you say it is. It is what THEY say it is.” They can see where your bar has been set Your reviews describe the outcomes of doing business with you. When prospects read your reviews, they’re being given an expectation of what you might do for them. This is true for restaurants, car mechanics, doggie daycare and yes, wedding professionals. If your reviews talk about how responsive you were to their messages, they expect that you’ll be responsive to their messages. If your reviews talk about how creative you were,
and that you brought their vision to life, they expect that you will do the same for them. They can see where your bar has been set. They have a better idea of what you can do than you can of what they expect. However, if you’re using short reviews all over your marketing and advertising (the keywords here being ‘short’ and ‘all over’) then you’re setting that expectation. If you’re getting new reviews from recent couples (because recency is one of the most important factors with reviews), then you know what prospects are reading about you. And if you know what they’re reading in reviews, yes good and bad, then you know where the bar is being set. Are you a Lurker or Participant? Do you reply to your good reviews, as well as any less than stellar ones? Replying to good reviews is a great way to set the bar even higher. Many or most of your competitors aren’t replying to good reviews. They’re lurking around, reading them, but not getting involved. Replying to good reviews, in a very personal way, shows potential customers that you’re engaged in the process. It’s like the difference between greeting them in your showroom, versus having them walk into a space where no employee, or owner, is visible. If you’ve never replied to your good reviews, don’t fret. You don’t need to go back and reply to all of them. Start with the first five on each site. According to The Knot: “The increase in purchase likelihood occurs within the first ten reviews, and the first five reviews drive the bulk of this increase.” Action, action, we want action Where should you start? If your website isn’t providing a modern experience, similar to what they’re getting on other sites, you’re probably losing business. If you have Google Analytics (or another website analytics program), you should be able to see if people are coming to your site, how long they’re spending, and how many and which pages they’re visiting. A short site usage, with few pages, is a possible sign of a poor user experience. A high Bounce Rate (when someone visits your website and leaves without looking at any page, other than the one on which they’ve arrived) is a possible indication of a poor initial experience. Try to use professional photos that show people interacting with your product or service. And use short reviews on every page (throughout the page, not just at the bottom). If your website is older and doesn’t have a good user experience, it probably costs you more in lost business, than a new site would cost. If you don’t have recent reviews, recent photos that show results and you aren’t replying to their good reviews; you’re probably losing some opportunities as couples pass on your online storefronts. You won’t get a chance to have a conversation with them about their wedding or event if they don’t get through those sites and through your own website. And of course, if you don’t reply quickly, and personally to their inquiries, someone else will! Set the bar higher and then work to exceed that, every time. 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 • September 2019
Defining And Articulating Your Purpose By Ron Ruth
Delivering an amazing, “WOW!” customer experience is not just about having a solid process in place for the delivery of that experience; it also requires an unwavering commitment to your company’s purpose. Purpose can be defined as an attitude; your attitude and the attitude of those who work for you. And, purpose is reinforced through company culture. I’m a huge fan of the Disney brand. The Disney purpose statement reads, “We create happiness by providing the finest in entertainment for people of all ages everywhere.” It’s simple, concise, and is the foundation on which everything they do is built, especially the guest experience they provide. When you watch a commercial for one of the Disney Theme Parks, what do you see? You see happy guests. There’s no mention of what they “sell” in the way of thrill rides, attractions or entertainment. As a matter of fact, their latest, theme park marketing push comes with the tag line of “happiness begins here.” When someone mentions the “The Happiest Place On Earth,” where does your mind go? The happiness guests enjoy is the experience Disney provides. And, guests pay $125 plus per day for that happy experience even though they could pay less to ride a roller coaster at Six Flags. Disney’s
commitment to their purpose of delivering happiness is not only a direct reflection of the company’s purpose; it is their answer as to “why” the company exists and drives the inner culture and top-down attitude of every cast member. Apple is another great example of delivering an amazing, “WOW!” customer experience. Apple’s purpose is to think differently as a computer manufacturer and in turn, change the way people think about and use computing devices. Do Apple customers stand in line for hours on end to buy a phone? No. they stand in line to purchase the experience of using whatever innovative device Apple has created. They want to get their hands on the next big thing because it provides a feeling of stature and they feel good using it. Those customers will also pay more for that experience even though they can easily purchase a competitor’s phone or PC with many of the same features at a cheaper price. Even my long-time mechanic and small business owner, Dave, understands the need to define and articulate a purpose for his business. Dave’s purpose reads, “We’re not just keeping our customer’s cars running, we’re keeping their lives running.” Without their car, Dave feels his large and loyal customer base won’t be able to get where they need to be at what could be the most important times of their daily lives. That’s why he meticulously screens the mechanics he hires, makes certain they remain enrolled in on-going training, and only have quality tools to work with. That commitment to purpose is what allows Dave’s business to thrive. Ask most business owners “Why are you in business? What is your purpose?”
the typical response would be something akin to “I’m in business to make money, of course.” That’s nice but as can be learned from companies like Disney, Apple, and even Dave’s Service, making money is actually the end result of your purpose. And, the more focused your business is on committing to your purpose, the greater the returns will be. So, what is your purpose? What is your attitude? What is your “why?” What do you want your customers to feel when doing business with you? What emotional connection do you want to make that will set you apart from the competition? The answer to those questions will become the foundation on which you’ll produce an amazing, “WOW!” experience for your customers. Your purpose is a direct and unmistakable reflection of whatever beliefs you hold close to your heart. It is your conviction and attitude. As an example, if part of your purpose is like Disney, to provide the finest in whatever product or service you provide to your customers, then everything you do within your business must be with the intent of fulfilling that purpose of providing the finest---first and foremost! Your purpose is all-encompassing and affects every decision you make from the equipment you purchase to the suppliers you choose to work with to the continuing education you receive to the customer you choose to work with. Your purpose is your moral compass and a non-negotiable belief system that must be adhered to by everyone on your team from upper management to the most novice new hire. That level of conviction means that you are ready
and willing to take a pass any time anyone wants you to do anything that goes against your purpose. Remember, it is the foundation on which the customer experience you provide will be built. If you take shortcuts that weaken that foundation, everything above it will be in jeopardy and could come tumbling down. Yes, it’s that important. So how do you define and articulate a meaningful purpose statement for your company? Your purpose is not a roadmap to making a profit. As Simon Sinek states in his “Start With Why” TED Talk, “Making a profit is a result. It’s always a result.” Besides, how many staff members and customers will rally around a purpose statement that reads, “We believe in making money.” That is a far cry from a statement of purpose that defines your company’s culture and core values. Let’s start with defining your “why.” What is your belief? Why do you do what you do? What is the unwavering promise you’re making to your customers? Is it to make people happy, to create memories, to change lives, or to do something even more valiant? What needs are you fulfilling for your customers? Try asking yourself the following questions. Do a “mind dump” onto a blank piece of paper when answering these questions. Write down anything and everything that comes to mind, no matter how silly it may seem. Above all, don’t censor yourself. What is the end emotion delivered by the product or service we sell? (i.e., happiness, security, memories) Through what means is that emotion achieved? (i.e., focus on details, enterRon Ruth Continued On Page 8
Finding Work-Life Balance
Disc Jockey News • September 2019 • Page 7
By Harvey Mackay
Two friends were talking about their aspirations. Both had spent several years at the same company, enjoyed the work and the culture, and made advancements in their careers. One friend was surprised to hear that the other had recently turned down a big promotion. He asked, “Are you sure you made the right decision? A move like that could’ve put you on easy street. Those opportunities don’t come around often.” “Most people would agree with you,” the friend replied. “But I have a different take on the matter. I believe there is more to life than having a fancy title or a big paycheck. “There’s a price to be paid for that corner office. Long hours, a lot of travel and expectations that would require sacrifices I’m not willing to make,” he said. “The truth of the matter is that I already have my dream job. The money is good, the work is fulfilling, and the work/life balance allows me to always be home in time for dinner. I’ve never missed one of my son’s baseball games, and I’ve never left work at the end of the day mentally drained.” “I never thought of it in those terms,” the first friend answered. His friend continued, “Most of us spend so much time chasing after the success that we don’t recognize what we already have is more than enough.” Some of you reading this story will wonder if the friend is absolutely brilliant, totally lacking ambition, or just giving in to the pressures of life. I would say none of the above! This person has figured out better than most how to set priorities. Instead of living for work, she understands the concept of working to live. It’s a trend that will not go out of style any time soon. Studies show that Gen Xers and Millennials are looking for work-life balance as they begin their careers or search for new opportunities. Ryan Jenkins, author of “The Millennial Manual: The Complete HowTo Guide to Manage, Develop, and Engage Millennials at Work,” identifies work-life balance as one of 47 strategies central to working with the next generations of workers. He explains why: It defines success. Millennials don’t view climbing the corporate ladder or owning tangible items (job title, house, salary, car, etc.) as success. Instead, success is having control over how and when they work and accumulating various life experiences, which are enabled by a better work-life balance. They’re always on. Millennials are the first generation to enter the workforce with access to technology that enables them to seamlessly work remotely, and are eager to capitalize on technological capabilities to create more flexibility and balance. They’re moving up. Nearly onethird of Millennials say that managing their work, family, and personal responsibilities have become more
difficult in the past five years. Almost half of Millennial managers around the globe reported an increase in their hours at a time when many are moving into management and starting families (compared to 38 percent for Gen X and 28 percent for Boomers). They’re dual income. Millennials are almost twice as likely to have a spouse or partner who works at least full time than Boomers (78 percent versus 47 percent). “The bottom line is that Millennials are entering a stage of life when they are marrying, buying homes and having children at the same time that the demands of work are increasing, while they are equipped (and sometimes expected) to work 24/7. It’s no wonder that Millennials value work-life balance higher than all other job characteristics such as job progression, use of technol-
ogy and a sense of meaning at work,” Jenkins says. Generational expert Giselle Kovary concurs: “Many Millennials don’t necessarily want to set clear boundaries between their work and their life. For a lot of people in this generational cohort, they prefer ‘work-life integration,’ an overall blending of work life and home life to allow time for both. This blurs the lines between work tasks and personal activities which can include a person doing online shopping, checking social media, going to the gym or taking their dog for a walk during work hours while responding to work emails on evenings and weekends. “As organizations shift into a new world of work, virtual teams and the ability to maximize flexibility through technology will become increasingly commonplace. Those organizations
that capitalize on this and embrace the benefits will be able to attract and retain Millennials and high performers from all generations.” Mackay’s Moral: Learn how to balance, not juggle, your work and life. 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 • September 2019
A New Perspective On Winning… And Losing By Jeffrey Gitomer
Simon has autism. Simon loves to win. Actually, Simon needs to win and thrives on coming in first. Simon also HATES to lose, and some of his autistic symptoms manifest themselves when he can’t claim, “I WON!” or even, “I DID IT!” You know how kids are. They’ll yell, “Race you to the tree!” when they’re already halfway there, and in full stride. When they reach the tree, they triumphantly scream, “I WIN! I WIN!” without regard for how they won. Simon is the epitome of that scenario. Simon is eight years old. Yesterday, Simon and I were on his 6-foot-rimheight basketball court. He shot the ball twice, missed, and stomped off the court. Sulking against a nearby tree, I coerced him to return by offering him consolation and help. NOTE: Sulking, not responding to communication, and being alone are natural tendencies in people with autism, especially children - but they can sometimes be mitigated. I got Simon back on the basketball court by offering him “the secret” of making more baskets. The lure of making a basket was evidently more attractive than resisting my coaxing. I lifted him up and let him dunk the ball. He smiled, thought about it, and said, “I
can’t be lifted every time. I have to do it myself.” He’s correct, but I gave him a temporary win - a fleeting “feel good” moment. You can argue whether I did the right thing or the wrong thing, but my goal was to get him to return, get a basket, and feel better about himself. I did, he did, we did. After making the basket, he took off running. “I’ll race you to the corner!” He won, and told me so. Twice. Winning isn’t everything. Or is it? Kids wanna win every time. Period. Adults want to win too, but realize they can’t win every time, especially in sales. THOUGHT: Do you need to win, or just do your best? If you’re a runner who has run a road race, it’s likely you didn’t win the race. But you may have run your best time! Road races are about being and doing your personal best, and it’s a classic example that parallels selling. Both require lots of preparation, specialized training, a great attitude, the thrill of competing, and the exuberance of finishing the race. No sulking or blaming. Salespeople are NOT alone, even though you may think you are. In a 10K road race, even though you compete alone, you still have people handing you water every mile and cheering you on. It’s being and doing your BEST first, in order to have the possibility of winning second. Winning is also vital to how you handle not winning. Resilience is paramount in everything you are and do in the game of life - especially sales life and sales leadership. In a game where you only win 3
Commit To Differentiation By Brian Kelm
Do you ever feel like you are spinning on a hamster wheel? Confused and not knowing what direction to go? If so, you are not alone. Many people have compared the world we live in to a rat race. A place where we are just trying to survive on a daily basis. How is that working out for you? The disappointing part of this whole thing is that many feel that this rat race is the only way to be successful in your personal and business life. NOT TRUE AT ALL. There is another path available if you choose and commit to it! Differentiation is the path I’ve chosen to take with my life and how I view everything. We all have twenty-four hours in a day, and you can choose to either compete or differentiate. By investing in creating your own path, you are doing your own thing, and not getting caught up in the drama. Take a stand for your life, business, and the world you live in. It begins with your beliefs, mindset, who you surround yourself with, and your “WHY” everywhere in life. What I’m talking about is a unique way to look at your life, business, and
world. Become authentic to yourself by differentiating everywhere in life! Stop fighting the social norms, “ways you need to be,” and listening to those that have no bearing on your life and how you live it! For a life of differentiation and choosing to look at things differently, remove these things from your life forever: 1. Any drama! 2. General interest groups on social media! Turn off notifications! 3. Blame and excuses anywhere around you! 4. Pity party people 5. Those who take NO action 6. Those not committed to serving customers the same way as you! 7. People that don’t positively contribute to you! 8. Negative beliefs about yourself and why you can’t! Choosing a life different than others isn’t easy, yet once you choose and live it, you will never look back! Unleash your unique skills, talents, and abilities to the world and never feel that you have to conform or be anybody other than your authentic self! ” 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
out of 10 times, at best, you need to have a winning game plan (or a losing game plan) for the other seven. (Unless you’re still cold calling…Then you need a winning/losing game plan for 99 out of 100 times.) Here are a few suggestions for rethinking winning, losing, and being your best: • Learn and strategize how to win next time rather than lamenting the loss this time. • Spend as much time planning more practice as you do telling everyone how you lost one you should have won, and adding the blame, “If it wasn’t for blah, blah, blah, I would have won.” • Talk to people that win more than you do. And build winning relationships with them by sharing your best strategies. Maybe even give them a lead or two, or a shared commission. Simon is not my child, but I love him. He has taught me so many lessons about patience, stubbornness, frustraRon Ruth Continued From Page 6 tainment, experiences) • Who or what, specifically, will be most likely to enjoy the end result? (i.e., young people, seniors, pets) • Why do we serve our customers in the way that we do? • Why are we in this industry? • Why did we start this business? • What image of our business do we want to convey? Don’t rely solely on your responses. Ask people close to you or past customers who enjoyed what you did for them to answer some of these questions and compare them to yours. If you see some similarities …that’s exciting. You may also see some things you missed or hadn’t thought of. An outside perspective can be so valuable! The answers will help you write and refine your purpose statement, so it lines up with the needs and desires of your customers. Your purpose statement should be unique to your business, and it will take time to perfect. Don’t be in a rush just to throw something together. Make it short (no more than a sentence or two), en-
tion, losing, winning, achieving, trying, rewards, smiling, and hugging that I lost count. The next time you lose, ask yourself this simple yet all-powerful question: Did I do my BEST? If you did, the wins will begin to come. If you didn’t, you’ll blame the world for your lack of effort. 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.
gaging, and concise. Over the years, your purpose statement will evolve with your business; its essence will become your identity; who you are as a person, a business, and as a brand. It is your non-negotiable. It also defines the experience customers, and customers can expect to have in your care. To quote Simon Sinek, “The best marketing messages don’t say what we do or even how we do it, but why we do it.” It’s also a promise to make a difference in the lives of your customers. “We’re not just keeping our customer’s cars running, we’re keeping their lives running.” To learn more about “How To Speak Fluent ‘WOW!:’ The Language Of High-Spending, Loyal Raving Customers.”---the customers you want to attract most to your business, please visit my website at http://RonRuth.com or email me at RonRuth@DiscJockeyNews.com
Disc Jockey News • September 2019 • Page 9
Just Kidding By Dean C. Carlson
Come October, I will be starting my 31st year of DJing. I’m 53 years old right now. My shoulder hurts, and I now see a chiropractor typically 5 to 8 times a year. I thought I was going to die after pulling three back to back shows. It took me four days to recuperate. I’m a tad overweight, and if I don’t work out before the harsh grind of wedding season, I become a run-down pile of mush by November. But even considering all of that, today I make it a point of letting my inner child run wild. What does that even mean? Why should you consider that also? Well here are a few things I have noticed as a DJ as I have grown older. First, in all my Joker voice, “why so serious?” As teenagers, we can’t wait to get older, and then it hits us, older isn’t better, its just a different playing field, and it lasts a lot longer than our youthful one. As we grind on through life, life itself tends to shape us, and society seems to conform us. But we don’t need
to let that happen, in fact, I implore you to do just the opposite. We have the ultimate happy job and yet it doesn’t seem to show to those around us, because we have forgotten what it’s like to see the world through a child’s eyes. To have a child’s eyes is to see the world full of wonder that is all around us. If you have ever had children of your own, think what it was like when they were 2-5 years old. Everything is a BIG deal. Even though your dad was right next to you when you first rode a bike without training wheels, you probably said: “Look, Dad, I’m doing it!” That pure raw excitement, and we have let its grip go to be conformed into “Oh another thing just happened.” Search Youtube for Audry Nethery. She’s a little girl who LOVES to sing. First off, notice how carefree she is in all of her videos. A vital lesson for the performing DJ. I have gone thru periods of time that I have literally thought to myself, “I’m too good to do that now!” Loosing that carefreeness changed me for several years, and not for the better. It honestly took me a few years to pinpoint what it was, and it was my lack of wonder at what I was doing. When the DJing feels more like a job than a joy, it might be time to make a change. Second, as you watch any of her vid-
eos ask the question of who is she performing for? Some of the videos I believe she is younger than four years old; there is no way she knows how vast a world Youtube is. The simple answer is she is performing for the sheer joy of it. Because it makes her feel good. We, as DJs, might have it all backwards, I know for me personally I might only feel joy when I know I have the crowd eating out of my hand. And yet, when performing with authentic joy, the response can be equally fulfilling at any time. Looking at the world in wonder rather than disgust can have a life-changing effect on you personally let alone your clients. I have a friend who used to work with me, and when he is booked, he refers me, and all I hear about him is how awesome he is. Now I have three times the number of years in the business. I spend more on training and utilize it more than he does at my events, yet his clients rave about him. What I have learned is that he might be the nicest person on the planet. He is happy, at least in public all the time. And that is what he chooses to let shine. He loves his gear and is always getting new stuff — kind of like a kid on Christmas. I saw a comedian just this morning who demonstrated the power of living life, letting your inner child out. He did
this bit that eventually came to this part where he was explaining about kids and new shoes. “Look at my new shoes he said…. Look how much faster I run in them…” It was never the shoes; it’s always the attitude. Coming back to living with a child’s wonder isn’t as easy as just saying you are going to do it. Like any habit, it takes a diligent effort at first before it becomes the norm. Some of us have years of being squashed down like a bug to overcome. Start small, take one small thing and think to yourself, “how would a 2-year-old look at this? How would he react? What would he do with it?” Then jump a few years to 4 and ask those questions again; they will be different answers. Have you ever watched kids come you and look at your mirror ball? That wonder is raw, and they are so excited, they try to catch the light spines as the whorl around the dance floor. It’s amazing. But why should you even attempt to recapture those feelings? Well because its what people see in you. Not like on facebook or your website. No, when they see you, your body language screams stuff and maybe not here I come. We are in the entertainment business. Our job is to help others for a few moments get back to their inner child. To take them someplace they have maybe never been, and we can’t do that unless we ourselves are there also. Let the crazy loose. Good Luck and great shows. Dean Carlson can be reached at deancarlson@discjockeynews.com.
PAGE 10 • Disc Jockey News • September 2019
The Way I See It: Changing Pace By Michael J. Lenstra
BRIDAL SHOW NUMBERS Last month I opted out of a bridal show that I was a part of for the past 12 years. In that time, not only did I participate in the show, but I was also the musical sponsor and part of the planning committee. I was actually part of the event for even longer than the event technically existed. Seven or eight years b e f o r e the bridal show was established, a store in our local mall wanted to push their wedding accessories and dresses to the mothers of the brides and grooms, so they came up with the idea of having a small, in-store bridal fair. That first show attracted a whopping six brides (but I booked two of them). After a couple of years, they hooked up with our local newspaper to co-promote the event and moved the show to a more open space within the mall, which attracted more engaged couples and more of the general public. However, there was a management change at the store, and the new team decided against continuing the program, so the local paper took over complete control, moved it from the shopping mall, and expanded it to a full-blown annual bridal show. At its peak over 200 couples reg-
istered to attend the show. In recent years, however, that number has been in steady decline. It failed to reach even half of that number last year. Some say it’s a sign that fewer weddings are taking place, others cite an increase in the number of bridal shows in the area, and a few even speculate that Pinterest and online shopping are the reason for the downfall of the event and others like it. But in reality, it’s not just the dwindling number of participants that inspired my decision to bow out—it’s not even the fact that my math tells me only 3% of the weddings I have booked in 2019 came from that show. Rather, it’s a completely different number: my age. PASSING THE SPEED LIMIT Years ago, when I coerced my wife into letting me tackle this DJ thing as a full-time career, she asked how long I thought I could do it. I told her I felt I could still be relevant up until at least 55—at which time I’d look into winding down and start looking for another 8-5 job to take me to retirement age. However, I’ve now surpassed that selfestablished marker by five years. And truthfully, I’ve surpassed even my own expectations in those years. 2018 was a record breaking year for me in terms of both events booked and the bottom line—even though I have long since quit doing gigs like high school dances, endof-the-year fun days, and bar gigs. And though our bookings are slightly down in 2019 (but still up from the 2014–2017 average), 2020 bookings are already way up. Still, I’ve always had that fear of sticking around too long. I’ve seen other people in the industry who have told me as they cross that big 6-0 the
phone stops ringing and the gigs dry up. I’ve always felt it is far better to leave on top on your terms than being forced out because nobody wants you anymore. But maybe it’s the customers, and not me who ultimately will decide that. I’ve never wanted to be that old dude trying to look hip to those less than half my age. But surprisingly, inquiries keep coming in. And maybe that’s a testament to the fact that I’ve never made being “hip” a priority. I am what I am—I dress professionally, but not in the latest fads. I play current hits, but not music that strays outside my comfort zone (i.e., songs where every other word would be bleeped on the radio). I interact with the guests, but to complement the music—not to overshadow it as if I’m the main attraction. When the show is over, I go home to my wife rather than staying and partying like it’s still 1999. Maybe that’s considered “square,” but so be it. And since young couples—I’m to the point where some of my recent brides and grooms have been classmates of my children—are still hiring me maybe that authenticity (keeping it real, as the young folk say) is what’s keeping me in the game. And then there’s my wife to consider. She did say some years ago that she did not mind being left home most Saturday nights since the kids were home and they always seemed to do something together, but when they were grown and gone, she stated she didn’t much like the idea of being a weekend widow—and for that reason I have been taking more Saturdays off recently, though, thanks to
the trivia events that we’ve focused on growing the past few years that mainly take place during the workweek. It frees up some weekend time. The way I see it, there’s opportunities yet for Mobile DJs over 60, you just need to find the right events with the right demographics. I know the day will come when my DJ career will end. How will that happen? I’m not sure, but I’ve been putting options in place – and those do not include doing bridal shows anymore. While it’s important to have a plan, plans can evolve. I thought I’d be done by 55. Yet now I’m 60, and the business is still doing well—bookings are near our all-time highs, and we’ve been recognized with multiple awards for our service in just the past few years. That’s given me the time and freedom to plan my eventual exit from the DJ world – or at least segue to different types of events. What’s most important to me is that I do it on my terms—not because the industry says I’m too old, not because no one has called to book us for a gig in the past five months, but because I feel it is time. And trust me, there’s still a little sand left in my hourglass. 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 • September 2019 • Page 11
Top 50 Charts for September 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 SHAWN MENDES & CAMILA CABELLO Senorita 2 LIZZO Truth Hurts 3 ED SHEERAN & JUSTIN BIEBER I Don’t Care 4 SHAWN MENDES If I Can’t Have You 5 BILLIE EILISH bad guy 6 KHALID Talk 7 POST MALONE Goodbyes f/Young Thug 8 JONAS BROTHERS Sucker 9 TAYLOR SWIFT You Need To Calm Down 10 ED SHEERAN Beautiful People f/Khalid 11 ARIANA GRANDE & SOCIAL HOUSE Boyfriend 12 LEWIS CAPALDI Someone You Loved 13 5 SECONDS OF SUMMER Easier 14 JONAS BROTHERS Only Human 15 DAN + SHAY Speechless 16 SHAED Trampoline 17 SAM SMITH How Do You Sleep? 18 MAX Love Me Less f/Quinn XCII 19 THE CHAINSMOKERS Call You Mine f/Bebe Rexha 20 BLANCO BROWN The Git Up 21 NF Time 22 ELLIE GOULDING & JUICE WRLD Hate Me 23 ZARA LARSSON All The Time 24 LIL NAS X Panini 25 MARSHMELLO & KANE BROWN One Thing Right 26 MILEY CYRUS Mother’s Daughter 27 NORMANI Motivation 28 ONEREPUBLIC Rescue Me 29 CHRIS BROWN No Guidance f/Drake 30 KASKADE & MEGHAN TRAINOR With You 31 SAM FELDT Post Malone f/RANI 32 MONSTA X Who Do U Love? f/FrenchMontana 33 HERVE PAGEZ & DIPLO Spicy f/Charli XCX 34 DELACEY My Man 35 ILLENIUM Good Things Fall...f/J.Bellion 36 DJ KHALED Just Us f/SZA 37 KYGO & WHITNEY HOUSTON Higher Love 38 LIL TECCA Ransom 39 KATY PERRY Never Really Over 40 KATY PERRY Small Talk 41 JONAS BROTHERS Cool 42 STEPHEN PUTH Look Away 43 Y2K & BBNO$ Lalala 44 TWENTY ONE PILOTS The Hype 45 DOMINIC FIKE 3 Nights 46 MAREN MORRIS The Bones 47 SAWEETIE My Type 48 NCT 127 Highway To Heaven 49 AVICII SOS f/Aloe Blacc 50 TAYLOR SWIFT Lover Urban 1 OFFSET Clout f/Cardi B 2 YOUNG THUG The London f/J. Cole/T. Scott 3 CHRIS BROWN No Guidance f/Drake 4 DABABY Suge 5 DRAKE Money In The Grave f/Rick Ross 6 POLO G Pop Out f/Lil Tjay 7 MEGAN THEE STALLION Cash S**t f/DaBaby 8 CARDI B Press 9 SAWEETIE My Type 10 YFN LUCCI All Night Long f/Trey Songz 11 WALE On Chill 12 KHALID Talk 13 LIZZO Truth Hurts 14 MEGAN THEE STALLION Hot Girl Summer f/N. Minaj... 15 DJ KHALED You Stay f/Meek Mill... 16 DABABY Baby Sitter f/Offset
17 MEEK MILL 24/7 f/Ella Mai 18 ARI LENNOX BMO 19 DJ KHALED Wish Wish f/Cardi B/21 Savage 20 YK OSIRIS Worth It 21 SUMMERELLA Pretty Bitches In The Trap 22 PNB ROCK I Like Girls f/Lil Skies 23 AFRO B Drogba (Joanna) 24 BIG SEAN Single Again 25 TORY LANEZ, QUAVO & TYGA Broke Leg 26 LIL TECCA Ransom 27 BLAC YOUNGSTA Cut Up 28 LAYTON GREENE Leave Em Alone 29 QUEEN NAIJA Away From You 30 JHENE AIKO Triggered 31 ROTIMI Love Riddim 32 JESSIE REYEZ Imported w/6LACK 33 KOFFEE Toast 34 TROUBLE She A Winner f/City Girls 35 QUALITY CONTROL/LILBABY/DABABY Baby 36 BEYONCE Before I Let Go (Homecoming Lv 37 LIL NAS X Old Town Road 38 BANDO JONEZ Wet f/Saint LaRon/Polow Da Don 39 FRENCH MONTANA Wiggle It f/City Girls 40 TYLER, THE CREATOR Earfquake 41 POPLORD Call Me Daddy f/Lil Baby 42 MARLO Soakin Wet f/City Girls/Offset 43 LIL NAS X Panini 44 AMBJAAY Uno 45 BIG K.R.I.T. Addiction f/Lil Wayne,Saweetie 46 NLE CHOPPA Shotta Flow 47 THE BONFYRE U Say f/6LACK 48 FUTURE 100 Shooters 49 RICK ROSS Gold Roses f/Drake 50 MUSTARD Ballin’ f/Roddy Ricch Hot Adult Contempory 1 SHAWN MENDES If I Can’t Have You 2 ED SHEERAN & JUSTIN BIEBER I Don’t Care 3 JONAS BROTHERS Sucker 4 LEWIS CAPALDI Someone You Loved 5 PANIC! AT THE DISCO Hey Look Ma, I Made It 6 TAYLOR SWIFT You Need To Calm Down 7 SHAWN MENDES & CAMILA CABELLO Senorita 8 DAN + SHAY Speechless 9 KHALID Talk 10 BILLIE EILISH bad guy 11 SAM SMITH & NORMANI Dancing With A Stranger 12 P!NK Can We Pretend f/Cash Cash 13 ED SHEERAN Beautiful People f/Khalid 14 ONEREPUBLIC Rescue Me 15 SAM SMITH How Do You Sleep? 16 KATY PERRY Never Really Over 17 JONAS BROTHERS Only Human 18 MAREN MORRIS The Bones 19 LIZZO Truth Hurts 20 FITZ & THE TANTRUMS 123456 21 KELSEA BALLERINI Miss Me More 22 GOO GOO DOLLS Miracle Pill 23 ROB THOMAS Can’t Help Me Now 24 TAYLOR SWIFT ME! f/Brendon Urie 25 ELLIE GOULDING & JUICE WRLD Hate Me 26 FOR KING & COUNTRY God Only Knows 27 KASKADE & MEGHAN TRAINOR With You 28 JONAS BROTHERS Cool 29 DEAN LEWIS Waves 30 ARIANA GRANDE & SOCIAL HOUSE Boyfriend 31 DOMINIC FIKE 3 Nights 32 X AMBASSADORS Hold You Down 33 LIL NAS X Old Town Road
34 POST MALONE Goodbyes f/Young Thug 35 INGRID MICHAELSON Missing You 36 MAX Love Me Less f/Quinn XCII 37 MADDIE POPPE Made You Miss 38 DAVE MATTHEWS BAND Come Tomorrow f/Brandi Carlile 39 DELACEY My Man 40 KYGO & WHITNEY HOUSTON Higher Love 41 ZARA LARSSON All The Time 42 WHITNEY WOERZ Little Bit More 43 MARSHMELLO & KANE BROWN One Thing Right 44 BLANCO BROWN The Git Up 45 THE CHAINSMOKERS Call You Mine f/Bebe Rexha 46 5 SECONDS OF SUMMER Easier 47 JOHN.K If We Never Met 48 LAUREN DAIGLE Rescue 49 ALEXANDER CARDINALE Simple Things f/C. Perri 50 TAYLOR SWIFT LoverCountry 1 JUSTIN MOORE The Ones That Didn’t Make It.. 2 JASON ALDEAN Rearview Town 3 LUKE COMBS Beer Never Broke My Heart 4 LUKE BRYAN Knockin’ Boots 5 DAN + SHAY All To Myself 6 DIERKS BENTLEY Living 7 CARRIE UNDERWOOD Southbound 8 CHRIS LANE I Don’t Know About You 9 COLE SWINDELL Love You Too Late 10 RUNAWAY JUNE Buy My Own Drinks 11 B GILBERT & L ELL What Happens In A Small Town 12 CHRIS YOUNG Raised On Country 13 CHRIS JANSON Good Vibes 14 MATT STELL Prayed For You 15 KEITH URBAN We Were 16 RUSSELL DICKERSON Every Little Thing 17 KENNY CHESNEY Tip Of My Tongue 18 RASCAL FLATTS Back To Life 19 LADY ANTEBELLUM What If I Never Get Over You 20 TIM MCGRAW Thought About You 21 MIRANDA LAMBERT It All Comes Out In The Wash 22 GARTH BROOKS & BLAKE SHELTON Dive Bar 23 MORGAN EVANS Day Drunk 24 THOMAS RHETT Remember You Young 25 FLORIDA GEORGIA LINE Talk You Out Of It 26 MIDLAND Mr. Lonely 27 HARDY Rednecker 28 JIMMIE ALLEN Make Me Want To 29 OLD DOMINION One Man Band 30 JON PARDI Heartache Medication 31 DUSTIN LYNCH Ridin’ Roads 32 JORDAN DAVIS Slow Dance In A Parking Lot 33 RYAN HURD To A T 34 ZAC BROWN BAND Someone I Used To Know 35 TRISHA YEARWOOD Every Girl In This Town 36 DYLAN SCOTT Nothing To Do Town 37 BLAKE SHELTON Hell Right f/Trace Adkins 38 TRAVIS DENNING After A Few 39 BRETT YOUNG Catch 40 SCOTTY MCCREERY In Between 41 KANE BROWN Homesick 42 JAKE OWEN Homemade 43 GONE WEST What Could’ve Been 44 RILEY GREEN I Wish Grandpas Never Died 45 CAYLEE HAMMACK Family Tree 46 LOCASH One Big Country Song 47 INGRID ANDRESS More Hearts Than Mine 48 KING CALAWAY World For Two 49 MICHAEL RAY Her World Or Mine 50 CHASE RICE Lonely If You Are