Disc Jockey News Subscription is valid thru date above on the label JANUARYJANUAR 2017Y 2 •0 Issue17 •#147 IS SUE # 147 The MoThent hMonthlyly Di sDiscc J Jockeyocke Newspapery News paper $25.00 fo$25.00r 12 forIs 12su issueses

You’ll Thank Yourself Later PAGE 2

New Year - New Marketing Plan! PAGE 5 Lighting-The Good, The Bad, The Ugly PAGE 18

Free Online DJ Training 40 Seminars On: Performance, Business, Music, Branding, Marketing, Weddings And More From Industry Pros. January 29th Starting At: 3:00pm ET www.djntv.com/minisessions PAGE 2 • Disc Jockey News • JANUARY 2017 You’ll Thank Yourself Later Invest In Yourself By Mike Walter By Tamara Sims There’s a billboard on the New Jersey its toll on me, but I do stay active, which Happy New Year! Booking season over the country sharing knowledge and Turnpike heading into New York City I think is the key to overall health. My has arrived which means fewer events learning how to improve business from that reads “You’ll Thank Yourself Lat- office is half a mile from my bank, so ex- here in Chicago. The first quarter is one two of the leaders in our industry. er.” I think it’s for some kind of retire- cept for the coldest days, I usually walk of the best times of the year to think about My primary focus at Something 2 ment plan (which would make sense), my deposits over. And I walk my dogs. how you are going to invest in yourself. Dance 2 is sales, so learning from Mike but I guess And I do some pushups and situps in the What conferences will you attend in Walter on how to sell multiple services that shows a morning. I’ll never look like Marcello 2017? What was invaluable to me. I often struggle flaw in ad- with my shirt off, but staying healthy is b u s i n e s s to find the balance between overwhelm- v e r t i s i n g , the key to me operating at my best, and or self-im- ing a client with too many options and considering I the key to staying healthy is to avoid the provement leaving money on the table by not shar- remember the dreaded couch of doom. My goal is to books have ing all of our services. Mike made a catchphrase get up after an hour of writing and do you been great point about focusing on the con- and not the something. You don’t go for a walk or p u t t i n g venience of one-stop shopping and the specific com- short run and then, voila! you’re in great off read- synergetic relationship between ser- pany. I pass shape. It’s a slow and steady process, ing? What vices that are housed under one roof. it all the time and I believe the future me will thank me n e t w o r k - Your client needs photography, DJ and and those for it. ing events Lighting, so why not make it easy for words stick 3. Showcases. were you them to buy multiple services from one with me. I We have ten showcases scheduled too busy to vendor? If they seem overwhelmed dur- always want for the first quarter of the year. Show- attend in ing the initial meeting, book the service to be doing cases are a pain in the you-know-what. 2016? What most important to them and give them something that the future me would We set up our gear, we bring our DJs industry mentors have you wanted to the option to add on additional services thank me for. You do too, right? out, we work our you-know-whats off, reach out to but never made the time? at a later date when they are feeling less Last year at this time I was spend- and it’s all for the possibility of future Now is the time, friends! overwhelmed. ing every Tuesday night training two work. There are no guarantees. We do If you don’t take a moment to block So what should you be doing after new MCs, Thomas and Alex. No one some shows that are poorly attended and out some time on your calendar now, you make the sale? Mike suggested was paying me for my time; I’d put in we get nothing out of them. But we do you will find yourself in the same place scheduling several follow up/check-in a full day at the office then head home plenty that are packed and we book a at the end of this year. Too busy, too e-mails throughout the year to keep the and meet the two of them in my base- bunch of events. And when we get to a tired, too apathetic and too complacent. bride engaged with your company and ment (which is where I train now that I busy weekend in June and the schedule I know that feeling all too well. As a on-track with her planning. You can no longer have the big old warehouse), is jammed and I look and a quarter of the matter of fact, at the end of last year also use these e-mail follow ups to gen- and we’d spend an hour or two working weddings came from showcases, that’s my husband Jay surprised me by taking tly remind them of additional services on bridal party introductions or honing when I look back and thank the past me me to my second PhDJ workshop with you offer such as lighting, photo booths their skills on a line dance or voicing up for doing all that work with no guaran- Mike Walter and Joe Bunn in Raleigh. I and videography. a song. By the spring of last year they tee. I know some DJs who complain that was nervous about attending and leav- Wouldn’t it be great to know what a were ready to headline their own events. business is down, and when I ask them if ing the office for a few days—a com- bride is thinking? Well, our afternoon For the rest of 2016 they each did about they’ve done some extra shows to make mon feeling among business owners as of PhDJ included a panel of brides as- 30 parties. If I could go back, I’d thank up for it, they look at me kind of strange. we often tend to be micromanagers. But sembled by Joe Bunn. This. Was. In- “2016 Me” for putting in the time and I don’t lament that business is down. I the minute I arrived for our first work- valuable. We all submitted questions effort. There are certainly no guaran- go and chase more work so we’re never shop, I couldn’t have been more grate- and received honest answers in real- tees when you train a new DJ. They can Mike Walter continued on page 5 ful to be in a room with DJs from all Tamara Sims continued on page 5 fizzle out before they get to the starting line—or worse, right after—or they get started and move to California a year The January 2017 Issue: later. But I believe in the power of train- ing my own DJs, and the vast majority Page 2: Mike Walter Page 12: Dan Carpenter of the time it’s worked out, which is how I’ve built my staff. I thank all those Page 2: Tamara Sims Page 12: Alan Berg past “me-s” who put in the time and ef- fort to train all our current DJs. Page 4: Brian S. Redd Page 14: Jeffrey Gitomer So, as 2017 begins, what am I doing that my future self will thank me for? And what can you be doing that your Page 4: Mitch Taylor Page 15: Recurrent Hits future self will thank you for? Here are a few things I’m doing (hopefully you Page 5: Kristin Cole Page 15: Harvey Mackay have your own list, but if not, feel free to copy mine): Page 5: Mark Sanborn Page 16: Top 30 Charts 1. Writing. I noticed last year how our company Page 6: Ron Ruth Page 16: Different Spin website had fallen off page one in com- mon Google searches for DJs in our Page 7: Jeremy Brech Page 17: Dave Ternier area. It’s because I haven’t been dili- gent about adding content. So I rolled up my sleeves and got to work. I set Page 8: Ruthie Flaa Page 17: Stevie Ray a goal for myself and also for my sales person, Kris. We each have to contribute Page 9: Dean Carlson Page 18: Joe Bunn two blog posts a week to our website. Blog writing is time-consuming, and Page 10: DJNTV Mini Sessions Page 19: Matt Anderson it’s not the type of thing that pays off in- stantly. But I already see some results, Page 11: Mike Lenstra and with consistent practice, I’m sure it’ll continue and only get better. One of the biggest challenges for Kris and me www.discjockeynews.com Deadlines: Advertisement deadlines are the Photos: Photos can be submitted to the Disc 29442 120th St. 20th of the month. The publication is distrib- Jockey News via email. Photos must be in is subject matter. We both scour the in- Grey Eagle, MN 56336 ternet for wedding related stories—any- uted on the 1st of every month. jpg format with a minimum of 1500 pixels Phone: 320-285-2323 (300 dpi at 5 inches wide) for publication. thing that will give us ideas. We blog Published by The Disc Jockey News Subscriptions: Subscriptions to the Disc about our own personal events. We blog Editor/Educational Production Manager: Jockey News are $25.00/year for US ad- Disc Jockey News is published monthly by about some of our DJs’ events (especial- John Young dresses. Subscription forms and foreign rates John Young DBA the Disc Jockey News, ly when our photography company is [email protected] are available on the website. 29442 120th St., Grey Eagle MN 56336. Pe- working with our DJ company, because [email protected] riodicals Postage Paid as Sauk Centre, MN we know we’ll get great images). We 320-285-2323 office Advertising: Our ad takers have no authority and additional mailing offices. blog about music and wedding trends 612-597-4499 cell to bind this newspaper and only publication of an advertisement shall constitute final ac- POSTMASTER: send address changes to and whatever else we can come up with. Sales: ceptance of the advertiser’s order. Disc Jockey News, 29442 120th St., Grey 200 blogs in 2017. That’s our goal. Rob Drachler Eagle, MN 56336. 2. Staying Active. 972-325-4470 Cell Press Releases: Press releases can be I don’t run as much as I used to. A de- [email protected] emailed to the Disc Jockey News at pr@dis- cade of long-distance running has taken cjockeynews.com Disc Jockey News • JANUARY 2017 • Page 3

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www.electrovoice.com © 2015 Bosch Security Systems, Inc. PAGE 4 • Disc Jockey News • JANUARY 2017 Who Are You Trying To Impress? fact, I really like all of them. Milwaukee WI, DJ Youtuber and an of- By Brian S. Redd How about you? Who are you trying ficial “American DJ” Artist/ You can When you put together a light show, abilities or our experience in organizing to impress? reach Brian at: brianredd@discjock- sound system, mobile DJ setup or even a events that will run smooth and worry- Happy New Year! eynews.com/ mix, who are you trying to impress? Your free. Whatever our client’s wishes are, Brian S Redd is a Mobile/Club DJ in g u e s t s ? it’s our job to turn this all into reality. Your cli- Answer 3 – Yourself ents? Your- I’ve been a DJ for a long, long time. Education And The Pool self? I’ve seen it all. I’ve heard it all. Well, I thought not really, but I’ve seen and heard a lot By Mitch Taylor this was an more than the average party-goer. If it (Writer’s Note: This content first ap- in doesn’t involve any risk. What’s the interesting impresses me, it stands to reason that it peared in #LiveAt755 Episode 13 on De- better option? q u e s t i o n , should be impressive to everyone else in cember 19, 2016.) Alright, Mitch, that’s all well and so I posted attendance. When you good. How do I know what pool (edu- it on Face- Impressing yourself isn’t particularly are at the cation) to get in? Answer: Research. book the self-indulgent. For most, it’s holding pool, you’ll What areas of business do you need the other day. your overall product to a higher standard. see all kinds most improvement on? If you need a The verdict This can be expressed through your light of people. sales coach, “Hi! I’m Mitch Taylor. in the com- show, sound system, music programing People sun- Find me at TayloredSales.com.” If you ment sec- / mixing skills or mobile setup. This is ning them- need marketing help, check out fellow tion was taking great pride in what you do. selves, talk- DJ News Writer Joe Bunn and his DVD split, and everyone had good explana- We do need to be careful here, ing, relaxing, “Marketing The Music.” Page one of tions behind how they answered it. though. We should always ask ourselves playing on Disc Jockey News hails one of the best Answer 1 – Your Guests if what impresses us is good for our audi- their phones. minds on Operations: Mike Walter. When it comes to a successful party, ence as well. I mean, if we are impressed Here’s a Need Performance training? Marbecca how good can it be if most everyone isn’t by earth-shaking bass, flying line arrays clue. You can Method from Mark and Rebecca Ferrell having a great time? from large trussing rigs, concert worthy do that any- and DJ News’ own Bill Hermann has I’m not always playing my favorite intelligent light shows and scratching, where. Who is making the most of their benefited me tremendously. Want help songs. Sometimes I’m not mixing them would this be a wise choice for every experience, getting the most out of their on how to keep more of your money? in a way that’s particularly challenging, event? A small, elegant wedding recep- hard-earned money, spent to be where Visit Jason Spencer at Profithood.Acad- either. I am, however, doing my absolute tion, for instance, would surely appreci- there is a pool? Answer: Those actually emy. best to play tunes that will get the best re- ate something more understated. in the pool. Alright, Mitch, what does a Are you tired of watching from the action possible from the audience that’s I believe the key here is empathy for pool have to do with being a DJ? Answer: table and chairs on the side of the pool? in front of me. your client and audience. Impress your- Plenty. Consider this your “push,” your invita- The same thing could be said about self as long as you don’t do this at any- The pool is education in your field. In- tion to jump right into what’s available my lighting setups. As DJs, I think we one else’s expense. stead of immersing yourself in the read- to you. 2017 is here. Are you going to tend to be a bit jaded about certain ef- Bonus Answers ily available knowledge that exists (the be in the same exact place you were last fects. Sure, red and green cluster lasers There were a few other answers peo- pool), most find an opportunity to find January that you are right now? Don’t may not be much of a WOW factor for us ple submitted, such as impressing vend- an excuse not to. Around the pool, you’ll be. Take action. Do it now. Dive into anymore, but most people don’t see stuff ers. This is just good business. If you hear excuses like “How much chlorine is what exists for you or you’ll find your- like this every day. To them, this could can be helpful and easy to work with, in the pool?” “The water is too cold” or self in the same freezing cold position actually be an amazing visual effect. chances are you’ll get referrals from oth- “My hair will get wet” or “I don’t know watching everyone else enjoying the Just because we’re not particularly er wedding professionals, including the how to swim.” fun and opportunities that exist by im- impressed doesn’t mean our audience venue itself. Here is the reality. If you want to mersing themselves in the knowledge isn’t in complete awe of what we’re do- A few suggested that they like im- learn how to swim, you have to get in the that is readily available right now. ing for them. pressing other DJs. Although this may pool. If you want to learn how to better Mitch Taylor is an 18 year veteran Answer 2 – Your Client have been a tongue-in-cheek response, your business in any field, you have to of the mobile disc jockey industry, start- They are the ones who pay you, so there is some real relevance to this. Per- take advantage of the educational oppor- ing out on the cruise ships of Carnival it would be wise to make sure they are sonally, I’ve been the DJ for more wed- tunities that exist for you right now. My Cruise Lines. He is a member of the happy. dings of other DJs than I can remember. four-step formula for life was explained American Disc Jockey Association. Many clients have a vision. To some I’m the first guy they thought of, and at MBLV20 last March; Risk. Opportu- Mitch owns and operates Taylored it’s a particular selection of music. Oth- that’s pretty cool. When I work with nity. Action. Reward. Sure, you can “dip Entertainment in the Upper Peninsu- ers may want custom lighting or a cer- other DJs, I guess I am trying to impress your toe in,” but by doing that, where la of Michigan and can be reached at tain look and feel to our overall mobile them with how I handle the evening. will your business actually be in a month, 906.786.6967 or via email at mitchtay- systems. Maybe it’s our hosting/emcee There are no wrong answers here. In six months or a year? Dipping the toe [email protected].

DJ_News_Jan2016_Outlines.indd 1 12/10/15 4:36 PM

I DJ NOW • Print Ad • “We Know What Feeds You” • 4c • 10”W x 5”H • Ad Runs in DJ NEWS in Jan/Feb/March 2016 • 631-585-1100 x7460 Disc Jockey News • JANUARY 2017 • Page 5 New Year - New Marketing Plan! By Kristin Cole New Year – New Marketing Plan! this year. Implementing one new strategy these types of things on my Facebook; year. Reviewing your plan on a regular I love the beginning of a new year – a at a time allows you to track it’s effective- I will attend these 3 networking groups basis will not only keep you accountable time to reflect on the year that has passed ness more accurately. Here are some strat- each month, etc. but will also allow for change as the year and to make plans for an awesome year egy ideas to get you started: 5. What will success from this market- develops. ahead. It’s exciting! One of my goals this - Wedding Shows ing strategy look like for my business? Step 5: Evaluate year is to stop shotgun marketing. You - Vendor Networking How will I track success of this strategy? As important as it is to have a mar- know – that shooting in the dark mar- - Social Media Posting / Ads / Cam- 6. What is the cost of this strategy? keting plan, it won’t make long term keting, the “oh paigns (Facebook, Instagram, Snapchat) Will it fit into my budget? impact if you don’t track your results. I should post - Rebranding (new website, new logo, Step 3: Make a calendar EACH AND EVERY campaign you run this right this etc) Once you have detailed out all of your or strategy you use should be tracked second because - Paid Online Advertising (Google Ad strategies for the year, put your plan all (think Google Analytics, asking clients I finally had Words, WeddingWire, The Knot, etc) in one place. I always start with a com- how they heard about you, etc). How a good idea” - Search Engine Optimization (SEO) prehensive monthly grid calendar where I successful was it? Did it bring you real marketing. I’m - Blogging can outline my campaigns and tasks with time returns? Evaluate your success and over it. The - Email Campaigns a monthly view. From there I 1) Auto- you will know where to put your market- best market- - Industry or Community Networking mate what I can: like email newsletters ing time and money. If you would like ing plans and - Promotions or Giveaways (may use in my email program and standardized a copy of my Facebook campaign track- campaigns are multiple platforms to promote) Facebook posts in a program like Hoot- ing sheet, email me and I will send you ones we think - Other Marketing (Radio, Billboards, suite. 2) Set up reminders in my calen- a copy! about before it Newspaper, Mailings, etc.) dar or email for other items: like every Wishing each of you great success in is time to im- Step 2: Detail it out Wednesday write a blog post on a recent your businesses this year – looking for- plement them. Create a separate Document or event and 3) Calendar the rest in my ward to hearing about your success! Thoughtfully planning our marketing Spreadsheet (with individual worksheets) Google calendar so I can see things com- Kristin Cole is the owner of Sound means we have more control and higher for each strategy. Write out how you will ing up and plan for them. I like having Wave Events in Boise, Idaho. Her pas- rates of success. Here are some helpful implement each strategy. Record answers the printed, comprehensive version so I sion for unforgettable customer experi- steps to create a successful marketing to these questions: can see everything at a glance and the au- ences, relationship marketing, and online plan this year: 1. Why is this strategy important? tomated reminders to keep me on track. branding have been the driving factor Step 1: Choose your platforms 2. Who am I trying to market to Step 4: Review Monthly behind the success of her company. She What avenues of marketing will you through this strategy? Each month take time to review your is a committed small business coach and utilize this year? Choose your top 5-6 3. How often do I want to utilize this written marketing plan. Is it working? teacher, who helps business owners de- strategies - the ones you know will bring strategy throughout the year? Do you need to make any adjustments? velop into their full potential. You can you success. If you want to expand your 4. How will I use this strategy? This is This plan isn’t set in stone and you can reach Kristin at kristincole@discjock- reach, choose one other strategy to try where you get more specific – I will post change things as needed throughout the eynews.com

Mike Walter Continued From Page 2 Can You Keep Your Staff From Walking? down. vestments grow, so I’d just as soon put 4. Hiring. money away for the future then spend By Mark Sanborn Unlike last year at this time, I don’t it on something frivolous. I know the Everything we accomplish hap- leaders exude competence—by their ac- have any young guns in training. So I future me will thank me for that (he’d pens not just because of our efforts tions, by their appearances and in every- know I need to get somebody. I believe I better). I know people who are very but through the efforts of others. The thing they undertake. should always be looking for that “Next comfortable in their retirement. They biggest dif- 3 Connection – When we act effec- Great DJ,” and if I don’t already have travel and enjoy life to the fullest. I try ference be- tively as leaders, those around us bond them in the pipeline, then I have to go to do those things while I’m working, tween people with us—not because of our position or find them. That’s what I’m doing this but I also like to sock some away so the who manage title in the organization but because of winter. Placing a few ads and interview- future me won’t have to get a job as a others versus their relationship with us. ing for our assistant role. I’d like to find Walmart Greeter. (Unless I want to. I people who Once you’ve developed these 3 C’s in two or three people who have the poten- think I’d be a good Walmart Greeter.) lead others is your relationships with others, you will tial and get them working (even in the There are a few things I’m doing to- how they de- be capable of leading. As a leader, titled slow months) so that maybe by summer day that I’ll thank myself for later. Do velop those or not, your job is to act as a thermo- time I will have spotted that next trainee you have different things you’re doing? under them. stat, not as a thermometer. Industrialist or two. I talk to some DJs who tell me If so, I’d love to hear them. Feel free As all Harvey Firestone said, “You get the best they just can’t find talent. And when to email me or reach out via social me- l e a d e r s out of others when you give the best of I ask them how many Craigslists ads dia and let me know what the future you know, un- yourself.” So give it your best. they’ve placed, I get that same strange will be grateful for. titled or not, Leadership Action Points: look. You have to throw the net out there Mike Walter is the owner of Elite leadership is power with people, not 1 Express your appreciation before you catch anything. Entertainment of New Jersey and a na- power over people. Do you build peo- To act like a leader, celebrate the suc- 5. Saving. tionally recognized expert in the area of ple up or tear them down? Encourage or cess of those around and under you as if I’ve always been fairly frugal with multisystem company development and discourage others? Try to be the hero, it were your own. my money, so this has come naturally staff training. You can contact Mike at or make 2 Ask to me. I don’t have “champagne taste,” [email protected]. heroes out others what and I get a satisfied feeling when my in- of those motivates a r o u n d them Tamara Sims Continued From Page 2 you? W h e n time. Here’s the most important crite- emails and texts. As a non-millennial, Accord- was the last ria in booking a DJ: a fun website with I do miss phone conversations, but I ing to re- time any- actual wedding photos that is easy to understand I must adapt to the chang- s e a r c h e r one asked navigate. We also covered the dreaded ing times or be left behind with the old Tom Rath at Gallup, the number one you what motivates you? Don’t make pricing question and 100 percent of the folks! reason why people quit their jobs is assumptions about what motivates your brides on the panel said they wanted to I thank you for investing your time in lack of appreciation. Everyone wants team either. see some type of pricing on the website. Disc Jockey News and reading my ar- to feel significant, to be recognized for 3 Collaborate I have often wondered if our brides ticle. There is more to come next month what they do. It’s important to make When it comes to decision-making, appreciate the level of detail our DJ En- as I share what I learned during day two people feel appreciated. It’s even more the oft-used acronym TEAM is true: To- tertainers put into the wedding, so I was of PhDJ. important to let people know that there gether Everyone Accomplishes More. happily surprised that every bride felt Invest in yourself, Invest in your is someone who believes in them, so 4 Practice diplomatic confrontation that the music selection was just as im- future, Invest in making 2017 the best much that he or she will not let them be Rather than confronting the person, portant as the organization and timeline. year for you and your business! less than they can be. consider what behavior of his or hers They used the term “peace of mind” Please feel free to share your com- The 3 C’s of Power with People: needs to change. Confront the problem, many times, which made me smile. I ments with Tamara at: tamarasims@ 1 Character – Those who wish to not the person. specifically asked the question about discjockeynews.com influence others understand how im- Mark Sanborn, CSP, CPAE, is presi- email communication and how many Tamara is the Director of Sales and portant character is. When establishing dent of Sanborn & Associates, Inc., an follow up emails or check-in emails are Marketing for Something 2 Dance 2 character, it is critical to remember that idea studio dedicated to developing too many. The brides all agreed that if DJ Entertainment in Schaumburg, IL, the opposite of humility isn’t pride; it is leaders in business and in life. Mark is they have a great relationship with their which she proudly owns along with her self-absorption. Few people can lead or an international bestselling author and vendors, they do not mind receiving husband Jay Sims. She has over 20 years inspire others, at work or at home, when noted expert on leadership, team build- emails and newsletters periodically. I experience in the wedding industry and they are self-absorbed. ing, customer service and change. was happy to hear that, since commu- loves creating wonderful wedding mem- 2 Competence – People who act as nication this day and age is limited to ories for her brides and grooms. PAGE 6 • Disc Jockey News • JANUARY 2017 The Client Experience Demystified: A Recap By Ron Ruth At the beginning of last year, 2016, my time to enjoyed them each month, I’ve put attitude. Your purpose is not to make a prof- foundation of delivering extraordinary ex- resolution as a writer for Disc Jockey News together a final recap of what I think are the it. As Simon Sinek also points out, “Mak- periences. The term itself will change your was to focus more on providing substan- four most important takeaways from that ing a profit is a result. It’s always a result.” mindset and provide an additional layer of tive information that would be of benefit series of articles titled: “The Client Experi- As an example, if part of your purpose is to confidence for your client to enjoy. It says to you and your business in the long term. ence Demystified.” provide the finest in entertainment, then ev- that you are as invested in the success of To do that, I posed the question as to what Extraordinary Client Experiences erything you do within your business must their event as they are. Your shared reward information I could provide that would be Are Based On Emotional Connections: be with the intent of fulfilling that purpose, will be a mutual respect for one another. of greatest interest and value to you the You’ve chosen friends that make you feel first-—everything from the equipment you By respecting your relationship with a col- reader. Out of the handful of responses I re- good about spending time with them. Your purchase to the continuing education you laborative attitude, you will vastly change ceived from DJs, I found a common thread mentors and business associates are people receive to the clientele you contract. Your your performance and your business for in topic suggestions that happily falls into who make you feel secure because you share purpose is always a non-negotiable. That the better and provide an unprecedented my area of expertise. a mutual trust and respect. You continually level of conviction means that you are ready wow factor that elevates the experience I heard from several DJs who responded do business as a consumer with others who and willing to take a pass any time anyone you provide to your clients—your creative in very similar make you feel appreciated with every con- wants you to do anything that goes against partners—far above all others. fashions. Al- tact. Without the positive feelings or emo- your purpose. Remember, it is the founda- Consumers Will Pay More For An though their tions these interactions create, you’d feel tion on which the client experience you pro- Extraordinary Experience: To fully ap- wording was no loyalty to remain in those relationships vide will be built. Your profit comes as a preciate the value and importance of pro- different, the and move on. Chances are, if you didn’t feel result of committing to your purpose. If you viding an extraordinary client experience, sentiment was some sort of immediate emotional connec- take shortcuts that weaken that foundation, just look at these statistics from the 2011 essentially the tion at first contact, you wouldn’t have been everything above it will be in jeopardy— Customer Experience Impact (CEI) Re- same. “I feel in those relationships in the first place. especially if those customers who came to port that explores the relationship between like I have got- Your brides or any other clients you work you because they felt a shared belief are left consumers and brands from a survey con- ten myself into with want to enjoy those same warm, fuzzy to feel that they were mislead. ducted by Harris Interactive. According to a rut and want feelings with you. Although the qualities of Bad News: You’re not going to fit in that report, 86 percent of consumers will to connect the products and/or services you provide with everyone. Good News: The great ones pay more for a product or service from more with the are extremely important, their value takes never do. Go be great! businesses that provide a better customer brides. I would second place to the emotional connection They’re Not Clients. They’re Creative experience. Let that number soak in for like to stretch myself more with each event. you make with your customer. That connec- Partners: Call me crazy but I contend that a minute as you also consider that an ex- How do you connect on a better level in tion can determine the strength and length the better client experience won’t come traordinary client experience costs you your pre-meetings? How do you take that of their relationship with you and it drives from simply treating your clients as clients. little to nothing to provide even though connection and apply it to their reception? passion, loyalty and advocacy. In the busi- Say what? We are in a highly creative in- it can greatly impact your bottom line in How do I lead a bride into a more creative ness world, the emotional connection your dustry. Clients come to us for our creative a negative way if your clients just aren’t situation on the formalities?” clients feel they have with you is directly expertise. They share their ideas with us feeling it. For me, the standout words are “con- proportionate to how they feel about the ex- and, in return, we provide creative solutions Thank you so much for being a faith- nect” and “connection.” One definition of perience of doing business with you—now, that bring their ideas to fruition. That give ful reader. I look forward to addressing the word “connect” is “to get along well, and in the future. That’s why successful and take is called collaboration. Collabo- other topics of interest this year. I also develop a good rapport with somebody.” corporations like Zappos, Disney, Dell, Ap- rators do not differentiate themselves with invite you to join me at Mobile Beat Las For business owners it can also be defined ple, Nordstrom, Virgin Atlantic, Southwest different titles. They share in one: creative Vegas. I’m bringing a brand new presen- as “developing and maintaining a trust- Airlines, Starbucks and Amazon focus so partners. The term creative partner changes tation titled “#inspiramaginativity: The ing relationship with clients.” Taking both heavily on creating an amazing client/cus- the dynamic in the relationship you have Inspiring, Imaginative and Creative Guide definitions a step further; to “connect” with tomer experience. with those you’ve always called clients. to Delivering Extraordinary Client Experi- any other human being as a friend, lover “The Goal Is Not to Do Business With Creative partners share an equal owner- ence$.” You can catch that presentation on and retailer or as a service provider “is de- Everyone Who Needs What You Have;” ship and a mutual buy-in towards success. Thursday, March 16, 2017 at 9:00 am. To pendent on emotion or how you make the It Is To Do Business With Those Who Be- Partners are trusted, respected and provide register for MBLV21, please go to http:// other person feel.” lieve What You Believe:” That is one of a sense of security. If you think of yourself MobileBeatLasVegas.com So throughout last year, I aimed my ar- my favorite quotes from marketing leader as a creative partner to your couples, as op- Ron Ruth is a 20 year veteran of the ticles at how to better connect with your Simon Sinek, and it speaks directly to who posed to a service provider, it also impacts wedding and DJ industry and the owner of clients by improving upon the experience should be the recipient of the experience the way in which you do what you do, as Ron Ruth Wedding Entertainment in Kan- you deliver to them—the kind of experi- you design and deliver. More importantly, well. A job transforms into a creative en- sas City. He’s also a self-described “Dis- ence your clients will pay more to enjoy it speaks to why it is so important for you deavor that provides opportunities for you ney Geek” and a nationally recognized and where they feel valued and special, as to first be able to articulate your own “why” to maximize your talent and skill and can, speaker who presents seminars at confer- though the experience was created solely and purpose—your beliefs—so you even consciously or subconsciously, improve the ences for DJs and wedding professionals with them in mind. An experience that ex- know who it is you most want to cater to as way you prepare for a performance and in on the topic of delivering quality service. ceeds expectations and transforms satisfied a business. The more focused you are on the way you perform. Ron can be reached at 816-224-4487 or clients into raving fans who will share their your purpose the greater the returns will be. By thinking of your clients as creative [email protected] experience with others who will also want Your purpose is a direct and unmistak- partners, you’ll be amazed at the unexpect- to enjoy that same experience with you. able reflection of whatever beliefs you hold ed opportunities that present themselves to If you missed those articles, or took close to your heart. It is your conviction and tap into the emotional connection that is the Disc Jockey News • JANUARY 2017 • Page 7 What Do You Really Offer? By Jeremy Brech My team does a great deal of creative Client B they needed to visit with us if workshop helped me grasp these con- value yourself and the non-materialistic work for our clients. We love to create they really wanted to create an amazing cepts. They didn’t want our services, parts of your business. What do I value? themes. A key factor in our sales meet- event. We were flattered and set up a call just our creativity, and all the work that Creativity. ings is un- with Client B. We talked for about 15 goes with that. I reached out to Client Jeremy Brech is Owner/Entertainer/ derstand- minutes, they sent over pictures of the A to explain my predicament and they Lighting Designer of DJ Jer Events and ing the facility we would be working with and completely understood. Lighting Design. Jeremy can be reached “ t h e m e ” we walked through some of the event Everything you do for your client has at: [email protected]. of every details. They asked, “How can you help value, and you need to make sure you e v e n t — us?” I mentioned some of the lighting even wed- elements that we could create to make d i n g s . this “Hollywood” themed gala. Client M o s t B asked if I could send over some pics brides say to show the DJ. I asked Client B what they don’t they meant, and they explained that they have a have a local DJ who provides uplighting CUSTOMCUSTOM GOBOS GOBOS theme when, in actuality, they do. It all in their area, and they want to keep their comes down to their colors, décor, cen- business local. I have a great amount of terpieces, the room they picked, the mu- respect for that and completely under- sic that is played and even the wedding stood. I went on and talked about design dress and men’s attire. We as entertain- options that wouldn’t interfere with the ers, or event designers, have to look at DJ who was going to do their lighting. the potential and create a theme out of The moral of the story? The client it. We do extensive research. But those wasn’t interested in the results I could $59.95$59.95 things aren’t what it is about; it is about create for them, they were interested in any sizeany stock size stock gobo gobo$9.95 $9.95 what we really offer for our clients. My the results they believed anyone could good friend Mitch Taylor has embedded create for them. I waited, and eventually this in me and has taught so many great sent Client B this email: people across the world about selling Hey [Client B], what we offer, not what we have. It sounds like you have things for this I had a reality check this week. At event pretty figured out. The only thing least once a month, my team provides we would be able to bring to the table sound, lighting, video and a great deal of would be creative by developing your creative work for one of our large corpo- theme. Since you are pretty set with your rate clients. I put a lot of trust in them, uplighting guy, I don’t know if we would and they put a great amount of trust in be able to provide much insight. Thank me as well. They planned a big “Thank you for the opportunity and your time. You” gala for their donors, and our main We love creating theme events, so we client (Client A) sent our name over hope we can assist in the future. to another branch (Client B), which is To Client B, the only thing I could about two hours from us. Client A raved offer were answers and creativity. Bill about our work and dedication and told Hermann’s “Entertainment Experience” PAGE 8 • Disc Jockey News • JANUARY 2017 Paying It Forward: DJ Mikey Mike Spreads Hope To Fellow DJs By Ruthie Flaa December 2016 was a challenging brand new,” Gardner stated. “I definitely for this angel of a guy,” Gardner said in month for DJ Michael Gardner of Coast- appreciate DJ Mikey Mike for helping a Facebook post. “When [Mike’s] home al Event Lighting and Productions. But me out [and] for getting me restarted.” was flooded recently, many people in even the worst situations can have the In his video, Susca described his ac- our industry. . . helped him to rebuild. most surprising outcomes. It all began tions as an example of “paying it for- This industry is the best. Mikey Mike with $14,000 worth of DJ equipment ward,” a concept which entails giving is the best.” stolen from Gardner’s van the night and lending to someone in hopes that To see Susca’s Youtube video, visit before a show. A few weeks later, DJ they will lend the same thing to others in Mikey Mike Susca came to the rescue. need. As a result, the “payback” doesn’t

http://www.youtube.come/user/direct- sound. For more information about Mi- chael Gardner and Coastal Event Light- ing and Productions, visit https://www. that he no longer needed. facebook.com/coastaleventlighting. “I don’t know what I would have done for needed equipment if it wasn’t

In an act of selflessness and generosity, come in the form of money but in the Susca pulled together a large variety chain reaction of helping others. of DJ equipment for Gardner—every- “If [the equipment] doesn’t work for thing from LED lighting, MP3 play- [Mike], he can pay it forward as well,” ers, speakers, headphones and miscel- Susca explained in his video. “Maybe laneous gear—in order to get him back you guys can do the same thing,” Susca on his feet and, in turn, give Gardner an said, encouraging his Youtube viewers opportunity to assist someone else. to find ways to “pay it forward” ina In a Youtube video uploaded by Sus- similar way. ca, both men come together to describe Susca had recently experienced a the situation and showcase the equip- similar loss after a flood in his home. ment Susca provided Gardner. In fact, Susca told his viewers that the “It’s horrible losing money and equipment lended to Gardner was all equipment, especially when half of it is equipment that had survived the flood Disc Jockey News • JANUARY 2017 • Page 9 4K By Dean C. Carlson This past November I had the privilege the same things? This is also the problem zone, meaning you’ll just drop your prices you are worth it? You don’t have to have of attending Bill Hermann’s Entertain- of being at the national average of $1200 when things get a bit rough. So I told Bill the same reasons I have, but you have to ment Experience. Bill is not only, sort of to $1400 per event mind you, and my $0 to and Mark, and then before our car left the see them as a valuable asset of you. And in my mar- $400 difference from that doesn’t equate parking lot I put it out on facebook. Al- more importantly what can you do this ket, but he to being different or better. To a potential though I didn’t say what it was directly, year to make the move from ‘I think I also has client, I’m just more expensive. all the right DJ people knew immediate- am’, to ‘I am’? been my Ok back to Bill, and I promise this will ly what I meant. This is something that Although your worth is most impor- friend for all make sense in a few more sentences. I learned while staying clean off drugs tant for you, you also have to look at what the past As we were leaving The Entertainment for the past 13 years; accountability. All it looks like for the clients. I mean how 12 years. Experience my direct-market friend, Mark these people are now rooting for me, and does a 4K DJ perform for clients is an en- Naturally Cpin, (best DJ name ever, it’s pronounced willing to help me make this a reality. And tire additional list. But equally important, at some “spin”), Bill, and myself started to have a now I have written this article and 2000 what does a 4K event look like. Heck Bill point dur- final conversation in the parking lot when more people know about it. doesn’t even bring lights to an event most ing the Mark purposely let it slip out of the bag Second on the list for me was I have of the tim so it isn’t ‘things’ necessarily. t r a i n i n g what I was charging to Bill. Believe me, to believe it. It’s one thing to say it, and How does the first touch of your company someone not only throughout the workshop had I another to actually believe it. If I don’t be- feel? Website, paper, marketing material, b r o u g h t been thinking hard about this, but even be- lieve it with every fiber of my being, well phone messages, email response, even re- up price, fore. But the look on Bills face, coupled then I would never be able to sell myself sponse times. What are you willing to do and no with everything else I already was think- to potential clients. They will see right to make it 4K event? I am currently pick- it wasn’t ing, made me say that I would be raising through my disbelief like a wet napkin. ing apart all of those details and maybe I Bill, but my rates to $4,000 per event. Truth be told This is true for any price you put out there. will write an article about that when I am all the I still mean it. It wasn’t just something Here is the deal for me - by the time this done, but a lot of the performance things usually excuses came out. “Not in my I said. There are several reasons why I article is printed I will hit the ripe age of are personal touches only you can create market” yada yada yada. Now Bill is at came up with 4K - the number one be- 51. With any luck I probably have 10 to15 or do - and if you are like me they are XXXX.xx price point, an exciting num- ing that clients will be taken aback for a years left DJing, so if not now, when? I what help make you a XXXX.xx DJ. ber, might I add, but he said something moment or 12. Their wondering ‘why so don’t have time to waste anymore. I’m sure there are many DJs thinking interesting that made me look at my prob- much’ gives me that separation from the Then there are just the facts. I have to themselves, “not in my market” Look lem with price just a little different, which pack that actually, believe it or not, will be been a DJ for 28 years now. I have per- at people like Mitch Taylor; Escanaba, I’ll tell you in just a bit… easier to explain. formed 3800 events, I have more train- Michigan, is smaller than you think, and You see I have been charging between So what did Bill say during the work- ing than probably just about any DJ in then how about Sioux Falls, South Da- $1400 to $1800 hundred this past year. shop that really got me to make such a the upper Midwest other than a handful, kota? There are several companies there Some of you might be gulping at that bold declaration? He said that when he I write for this paper, I have spoken on a charging more than the national average price thinking that’s pretty high, but in decided he wanted to jump his price to national level to DJs many times and been by a considerable amount. Excuses are general I have several problems with it. XXXX.xx, and mind you it is higher than graced with several DJ awards, I have a just mechanisms your brain uses to keep First off, two DJs who used to work for the 4K I decided to go to, the first thing he book of perfect reviews - so many they you stuck in what you always have done. me and that I consider great friends are did after making the decision was to write all don’t fit anymore - and yes I mentor T.S. Eliot once said “Only those who will charging more, and they call me their down what a XXXX.xx DJ looked like. other DJs. What is all that worth? Why risk going too far can possibly find out mentor. How does that look? Second, one And that is what I started to do, and if you have I bothered all these years attempting how far one can go” I am done being of them is in my direct market, and I know decide to make an exciting jump like this I to take myself to the next level if I am just stuck in the middle of the pack, I will dare of at least 2 more that are getting close, would also suggest it for you, too. going to consider myself a middle of the to risk it all, for if I do not take a risk I will which puts me either below the pack or in First thing I did was to make this in- pack priced DJ? When would I be good not have lived. Bank On It. the high middle. High middle becomes a crease something that wasn’t hidden or enough for that price if not now? Well the Dean Carlson can be reached at dean- tough selling point, because aren’t I just personal, because when you do that it’s answer is I am worth it, and the time is [email protected]. like XYZ company and don’t you all do just too easy to slide back into the comfort now. What would be on your list of why PAGE 10 • Disc Jockey News • JANUARY 2017

Sunday January 29, 2017 http://www.djntv.com/minisessions The Line Up: (all times Eastern) 3:00 PM Sean McKee 8:00 PM Steven Parry 3:15 PM Dave Ternier 8:15 PM Dustin Reichert 3:30 PM Bill Hermann 8:30 PM Alan Berg 3:45 PM Jimmy Spin 8:45 PM Jordan and Barry 4:00 PM Chris Hintz 9:00 pm David Hoyt 4:15 PM Arnoldo Offermann 9:15 pm Art Sanchez 4:30 PM Shani Barnett 9:30 PM Howie Darkstar 4:45 PM Andy Powell 9:45 PM Jeremy Martorano 5:00 PM Jake Palmer 10:00 PM Mauro Luna 5:15 PM DJ Tutor 10:15 PM Michael J. Lenstra 5:30 PM Rob Peters 10:30 PM Jason Spencer 5:45 PM Tom Heath 10:45 PM Jason Jones 6:00 PM Ron Helmick 11:00 PM Kristin Cole 6:15 PM Carr Hagermann 11:15 PM Jeremy Brech 6:30 PM Mitch Taylor 11:30 PM Jason Jani 6:45 PM Jared Wade 11:45 PM Ken Day 7:00 PM John Simmons 12:00 AM Mike Walter 7:15 PM Ron Ruth 12:15 AM Dr. Drax 7:30 PM Rob Ferre 12:30 AM Steve Sharp 7:45 PM Michael Joseph 12:45 AM Randy Bartlett Disc Jockey News • JANUARY 2017 • Page 11 The more popular episodes average close bread and butter.” The Way I See It: Going Live At 7:55 to 500 views and the show has already But lest you worry he’ll run out of gained a group of steady followers in ideas or topics, he sees no shortage of By Michael J. Lenstra just a few short weeks, like Kasey Keller either. “Material exists all around us,” It’s not uncommon in this digital age dio—live in the morning and did a five of Sound Entertainment in Bettendorf, Mitch emphasized. “I vividly remember for your inbox to be filled every morn- minute segment on. . . whatever?” Mitch Iowa. a conversation I had with a friend who ing with tidbits and information to get reflected in a recent interview. The idea “I really enjoy tuning in for Live at now lives in Seattle. ‘Isn’t it weird,’ he you started for your day: tips of the day, needed a unique name and an ideal time 7:55,” said Kasey. “It’s a great way to get said, ‘that on a scale of music there’s quotes of the day or your daily Bible of the day that would work in both his your day started with quick little nuggets only so many notes but music is always verse. schedule and that of the audience he was and get your mind set for the business evolving?’ There’s different clips and A d d hoping to attract. As a former radio per- day ahead of you.” And, Kasey added, different sounds and different ways of M i t c h sonality, he decided the mornings were “It’s also nice that Mitch keeps it right [creating it]. Ta y l o r ’s most ideal. around the five-minute mark, so it gives “So I guess, for me, it’s the same with content to “It was actually in the shower one you a little taste of what you need to or topics. There are always different topics, the list— morning where I came up with the name,” could do differently in your business, but, different things we can relate to because but with he said, thus explaining the title and the at the same time, it makes you want to of the experiences that are happening a twist. time slot. Also, “It’s the only time of day dig deeper into the issues at hand.” around us. And so we just share those On Dec. I could commit to,” he stated with a grin. Joe Locke of Hits DJ in Rockford, Il- experiences or what we’ve gone through 1, Mitch “I wanted it to be a morning thing with linois, another regular follower, added: or our take on those and that’s a new launched that daily inspiration, that morning kick- “I have always respected Mitch’s reputa- topic or angle at looking at something.” his latest start. I decided that I was going to do it tion in the DJ business. He’s a great sales One thing noticeably absent from the c o n t e n t - broadcast is any product endorsements, d r i v e n and that, Mitch said, is a conscious ef- p r o d u c t , fort. “Live at “I’m a firm believer that you need to 7:55,” for have free offer, or a low cost, low bar- the mobile DJ. Rather than ending up rier entry offering. That concept came to in your inbox, though, Mitch goes live me from Michael Port of “Book Yourself on his Facebook page—www.facebook. Solid.” I’m hopefully sharing nuggets com/MitchTaylor—Monday through and hopefully people are getting a kick- Friday at 7:55 a.m. Mobile DJs, or any- start out of it because, if you give freely one in sales for that matter, can begin to someone, hopefully they will find that their day with a tip or a bit of informa- content valuable and hopefully they’ll tion. It’s a concept that he’s been kicking say down the road, ‘You know what, if around for a while. A few years ago, a that’s pretty valuable I wonder what else workshop with transformational come- he has available?’” dian Kyle Cease helped inspire Mitch The way Mitch sees it: “My goal is with the idea. “Kyle helped push me to strictly to inspire and give back, and if I get my message out to a larger audience,” can provide something that will change he said. He also credits Michael Radicel- someone’s mindset or move someone li of Rock the House DJs in Cleveland, at least for a month during the weekdays, guru, and sends out some great ideas forward in their business or their life Ohio, and our own front page columnist, Monday through Friday, live at 7:55!” to help work with our clients and pros- then I’ve succeeded and it is worth the Michael Walter, for helping him pursue So each morning Mitch gets to work pects.” For this reason, Joe makes time to time I’ve invested into it.” the concept. a little earlier than usual to kick off the tune in nearly every morning. Well said by one of our community’s Even though he was already running program. The show originates in the Mitch’s original intent was to do the most giving persons. a full-time multi-op DJ business and be- Eastern Time Zone (6:55 CST), or, for daily live show for the month of Decem- Until next month, ing administrator to two sales-focused some in the Western Time Zone, the ber and see where it went from there. Oth- ~ Michael ~ Facebook groups—Sales for Event Pros middle of the night for them; however, it er factors have come into play, though. Michael J. Lenstra is a 20-plus-year and Creating Connections—in addition can be viewed later in the day on Mitch’s “For me, it is about balance,” he states. veteran of the Mobile Disc Jockey Indus- to authoring a book, doing speaking Facebook page: https://www.facebook. “The winter time finds me more often fo- try, a full-time entertainer, and owner of engagements and hosting workshops, com/mitchtaylor cusing on speaking or producing content. Alexxus Entertainment in Dubuque, IA. Mitch was still looking for yet another The show’s topics range from staying April to October is pretty much slammed He can be reached at mikelenstra@disc- avenue to help guide his fellow wedding in contact with past clients to prospecting with weddings. That’s why you don’t see jockeynews.com professionals and customer service reps. for new ones to creating value. But sales a lot from me in those months because “What if I went live—just like ra- and motivation are the recurring theme. we’re running Taylored Weddings, our PAGE 12 • Disc Jockey News • JANUARY 2017 PTDJ: The Process To Get Bigger By Dan Carpenter I’ve been in business now for 16 mic, a phone, and my script created a ing it from the back by the console, they we need. This way you get the action years. I love what I do, but I realize it’s problem with only two hands. So, then are on the stage. They move away when shots you need immediately and don’t time to step up my game. I’ve kind of I tried something where I would bring they aren’t supposed to be in the spot- have to wait on the photographer to hit a ceiling for how I perform. There down the music, walk out in front of the light, but before they talk again, they do hopefully agree to share their pictures. are numer- crowd, start talking and then begin walk- so from a vantage point that says “look That’s where I stand right now. I’ve ous ways ing back to my console so I would be at me, I’m about to say something im- met with a friend of mine who ex- to im- there at just the right time to press play portant.” pressed interest in helping me out. He’s prove, but on the music. This has been my course That brings me to the biggest thing not looking for anything full-time, just the big- of action over the past few months and it I’ve had to do for my business since I’ve a few events to help and make a little gest/best works ok, but still not the greatest. As I started. I need to hire someone. This extra cash. Our first event together thing I can looked back on the other MCs to see how person will be responsible for playing won’t be until the end of April so there do is find they were able to pull off being in front music when needed, but also to run the is plenty of time to train together and a way to of the crowd I realized they had some- sound board and helping to make sure I make sure that this will in fact work. be a better one running the board while they were sound good. One of the reasons I hadn’t Even if he decides that this isn’t for MC. in front of the crowd. It then dawned on added anyone before was after they are him, it gives me a chance to experi- O v e r me, if I want to be able to take my MC done running the console for the special ment and see how having help behind the course skills to the next level, I have to get out events, what on earth was I going to do the board can allow me focus on being of a year from behind the console for more than a with them for the remaining 2+ hours? a better MC. Worst case scenario, he I’ve talk- few brief moments. Some of the DJs I watched had people backs out on me, and I’ll do what I’ve ed with I’m sure some of you reading this are that were actual mixers and so I thought been doing until I find the right person and studied a lot of DJs and how they great emcees and you’ve never come out maybe that was the type of person to to help. handle commanding a crowd. I’ve real- from behind the console. That some of bring on board. Most of the DJs in my If you have tips that you’ve used to ized the best way to set myself up as a you may even have built a console so area that can actually mix are either bring someone new on, please share. professional emcee is to find a way to that it works like a podium would for a already in business for themselves or I’d love to pass them along to our read- be in front of the crowd. I’ve tried dif- public speaker, but it’s what you DJ from would rather be in the club scene and so ers as well. ferent ways to obtain this. I started by as well. All those are well and good, but pulling them away from either of those Dan Carpenter can be reached at connecting my phone to the Virtual DJ I’ve realized that to go to the next step can be challenging. Then I talked to a [email protected]. remote, so I could be out there and still someone else needs to be at the controls. couple of DJs that use their assistant play the music at the appropriate times. Think about it; when you watch a host to handle some mixing, but also to get I found this worked ok, but holding a for an awards program they aren’t do- those all-important publicity shots that First World Problems By Alan Berg The battery on my iPhone dies faster have. We decided to volunteer for Habi- and not getting the result you desired. sert in the restaurant. I hope the battery when I wear my Apple watch. That’s a tat for Humanity, as we both love to use “I’ve never made a bad decision. I’ve dies on your phone when you need to classic ex- tools and build things. We didn’t go to a just had bad results.” take one more photo. I hope it’s a little ample of a third-world country, we went to Omaha, I love that quote by William Green- too cold in your house and you have to “first-world Nebraska. Omaha is a very nice city and blatt. None of us has a do-over button. put another blanket on the bed. Why? problem.” If not one that you’d automatically as- We can’t go back in time and make a dif- Because if those are the worst of your you’ve never sociate with poverty. I had been going ferent decision. All we can do is learn problems next year, it’ll be a great year. heard that there for many years for business, and from it, and make better decisions going I look forward to hearing your stories of expression, a had only really seen middle-America. forward. Successful people don’t stop success and your stories of failure. Let’s “first-world The unemployment rate was relatively trying new things when they experience toast to them both! problem” is low, new houses were popping up and a failure; they don’t give up when they Alan Berg has been called “North s o m e t h i n g old buildings were being revitalized into hit a roadblock. They persevere, because America’s Leading Expert and Speak- that a person condos, restaurants and shops. that’s what success is. er on the Business of Weddings and in a third- I was very surprised to see the neigh- I wish you lots of first-world prob- Events”. Find out more about his world (devel- borhood change as we drove to the lems speaking, website reviews, consulting, oping world) Habitat offices. You see, I never had a My New Year’s wish for you is that books, DVDs and audio presentations country would never say—and probably reason to go to North Omaha. The of- you have lots of first-world problems. I at http://www.AlanBerg.com - email or wouldn’t understand. People who are fices were out west where the new con- hope they run out of your favorite des- call Alan, 732.422.6362 wondering if they’ll eat that day aren’t struction was happening. North Omaha worried about having “nothing good to has boarded up houses. It has gang vio- watch on TV.” lence. Who knew? Certainly not me. It I recently visited Mumbai, India, wasn’t like Mumbai, where the poverty Subscription Form and I was struck by the close proxim- intertwined with the affluence. My son You can subscribe to the newspaper and have it delivered ity of poverty and wealth. I travel a lot, was surprised to see people going into and I see both poverty and wealth, but the boarded-up house next to our build to your mailbox each month along with the E-Edition! Or, never intermingled the way it is there. site. We were both surprised to hear the you can subscribe online at: www.discjockeynews.com In most major cities, poverty and wealth stories from the Habitat staff about a Print and E-Edition: 1 year, 12 issues: $25.00; are separated. You can tell when you’re single mother living with her children 2 years, 24 issues: $50.00; 3 years, 36 issues: $75.00 in a wealthy area, and you can tell when in a basement apartment with dirt floors. Lifetime E-Edition only: $125 for lifetime online access you’re not. Not in Mumbai. As you ride This wasn’t the 1800s, it was the 2000s. from one place to another, you pass five- We ended up doing Habitat three years Please mail this form with a check to: star hotels and extreme poverty, almost in a row in Omaha, before he headed off randomly. New apartment buildings rise to college and all the first-world prob- Disc Jockey News next to ramshackle huts protected by tin lems that come with that. roofs and plastic sheeting. Why am I telling you this? Mixed emotions As we close out another year, we tend Business Name: ______This was my second time in Mum- to reflect on our triumphs and failures. bai, and both times I was struck with I hope you’ve had both. I know I have. Contact Person: ______mixed emotions. On one hand, I feel Both triumphs and failures come from very lucky to have been born where I opportunities and taking action. You Address: ______was. I wasn’t born with a silver spoon can’t have either unless you try some- City: ______State: ______Zip: ______in my mouth, but I’ve also never known thing. Yes, sometimes bad things happen poverty or real hunger. On the other to good people (like health issues and email:______Amount Pd: ______hand, I also feel guilty when I’m there. car accidents—both of which I’ve had). I get to go back home to my first-world Proactive people aren’t luckier than the ___ 1 year ___ 2 year ___ 3 year ___ Lifetime E-Edition problems, including the flight delays rest of us. Proactive people aren’t sitting and expensive airport food. around waiting for someone or some- Mail This Form In To Subscribe: It’s all about perspective thing to improve their situation. Proac- Disc Jockey News; 29442 120th St, Grey Eagle, MN 56336 When my younger son was turning tive people are acting on their ideas, not 16, I wanted to try to explain to him sitting on them. As I said in my last post: Contact Phone Number: _____-_____-______just how fortunate we are to live where failure isn’t a bad thing. It’s just an unin- Or Subscribe Online by PayPal at www.discjockeynews.com we do and to have the opportunities we tended consequence of trying something Disc Jockey News • JANUARY 2017 • Page 13 PAGE 14 • Disc Jockey News • JANUARY 2017 A Referral: The Most Coveted Prize In Selling Besides A Sale By Jeffrey Gitomer Everyone tells you to get referrals. nation of your preparedness, the strength is an advantage. Having web presence is tation have you got? “Don’t forget to ask for a referral.” of your relationship with the person giv- an advantage. Not having personal in- How valuable are real referrals? One Horrible strategy. Totally offensive, ing you the referral and execution of formation is a fatal mistake. third-party introduction and endorse- for the most part. Borderline rude. And strategy to build confidence and rapport 5. You don’t have to sell at the first ment is worth a hundred presentations, asking the same customer twice is a before the sales process begins. meeting if your customer is with you. if you know what you’re doing. death wish. Here are 8.5 rules and guidelines to In fact, the less selling you do, the more Jeffrey Gitomer is the author of My defini- ensure your success: credible you will appear. You only have twelve best-selling books including The tion of a refer- 1. Approach with care, be prepared, to establish rapport, gain confidence and Sales Bible, The Little Red Book of Sell- ral: The name don’t move too quickly. Timing is ev- arrange a second, private meeting where ing, The Little Gold Book of Yes! At- and contact erything. Don’t appear to be too anx- you can get down to business. titude, and 21.5 Unbreakable Laws of information ious to get the sale (money). Proper set 6. Try to get the prospect to prepare Selling. His real-world ideas and con- provided pro- up will breed a long-term relationship information for your private meeting. If tent are also available as online courses actively by (more money) instead of just a sale. you can get the prospect to gather and/ at www.GitomerVT.com. For informa- someone you 2. Arrange a three-way call, then a or compile information, you have an in- tion about training and seminars visit have a rela- three-way meeting. Setting the stage terested prospect who will be willing to www.Gitomer.com or www.Gitomer- tionship with for the first meeting/communication can talk and listen. CertifiedAdvisors.com, or email Jeffrey (most likely make it or break it. All three people to- 7. Don’t send too much information personally at [email protected]. a customer) gether will set the perfect stage. Your in the mail or email. The mail who believes customer will sing your praises and help and the email, like the phone, a third party would be willing to, or make the sale in front of the referral. are not where a sale is made. would benefit from, doing business 3. Connect socially. LinkedIn and the It’s just a sales tool. Send just with you – and are willing to introduce entire suite of social media. Subscribe to enough to inform, create inter- you and provide a testimonial. whatever – their blog or ezine. And keep est and make a meeting. “I know a guy looking for…” in mind when they see you connect, they 8. Write a personal note to “Here’s someone to call…” will do the same. Rule one: Be at least the referral within 24-hours. Those are not referrals – they’re one notch higher in social profile than Brief, but positive. Don’t leads. your customers and prospects. Not hav- slobber all over the note with Suppose you actually do get a re- ing solid social presence is a fatal mis- thanks, and thanks again. Just ferral. Ask, beg, get one proactively, take. tell him or her it was nice to earn one (the best way), whatever. Let’s 4. Get personal information about the get acquainted, and you’re say you have the referral in hand. Now referral before you make the first con- looking forward to the next what? tact. Start with mother Google and ad- meeting. No one tells you that part. What do vance to cousin LinkedIn and all other 8.5 Deliver! Failure to fol- you do next to ensure the sale? How members of the online social family. low up and deliver as promised do you approach this person? How do Don’t just look for information, look for makes you and your customer you maximize the selling power of a re- similar interests, similar people and sim- look bad to the prospect. Fail- ferral? And what do you risk with the ilar situations. Common ground will es- ure to deliver also eliminates wrong approach? tablish immediate positive rapport. Link any chance of another referral. Here’s a strategy that will work. starters: Business information, personal This rule is the most important CAUTION: It’s significantly slower information, recent successes, likes, last of all. It’s a breeding ground than you would like, but it will work. vacation, children’s schools and home- for your relationship and your The key is not just patience, it’s a combi- town. Having their personal information reputation. What kind of repu- Disc Jockey News • JANUARY 2017 • Page 15 Recurrent Hits For The Dance Floor for JANUARY 2017 http://www.discjockeynews.com • http://www.djntv.com

Pop Recurrents Urban Recurrents Adult Contempory Recurrents 1 SKRILLEX & DIPLO Where Are U Now w/J. Bieber 1 YO GOTTI Law f/E-40 1 GEORGE EZRA Budapest 2 ADELE Hello 2 OMARION Post To Be f/Chris Brown&Jhene 2 ZAYN Pillowtalk 3 COLDPLAY Hymn For The Weekend 3 THE WEEKND The Hills 3 ALESSIA CARA Here 4 WIZ KHALIFA See You Again f/Charlie Puth 4 MIKE WILL MADE-IT & RIHANNA Nothing Is Promised 4 OMI Cheerleader 5 RIHANNA Needed Me 5 RIHANNA Bitch Better Have My Money 5 ELLIE GOULDING Something In The Way You Move 6 DRAKE Hotline Bling 6 FETTY WAP Trap Queen 6 BEN RECTOR Brand New 7 FIFTH HARMONY Worth It f/Kid Ink 7 CHRIS BROWN Grass Ain’t Greener 7 FALL OUT BOY Uma Thurman 8 TAYLOR SWIFT Wildest Dreams 8 FETTY WAP Again 8 R. CITY Locked Away f/Adam Levine 9 DRAKE Too Good f/Rihanna 9 BEYONCE Formation 9 FIFTH HARMONY Work From Home f/Ty Dolla $ign 10 DAYA Hide Away 10 RO JAMES Permission 10 SELENA GOMEZ Same Old Love 11 SELENA GOMEZ Good For You f/A$AP Rocky 11 TRAVI$ SCOTT Antidote 11 CHARLIE PUTH We Don’t Talk...f/Selena Gomez 12 LUKAS GRAHAM 7 Years 12 DRAKE & FUTURE Jumpman 12 TAYLOR SWIFT Bad Blood 13 THE WEEKND Can’t Feel My Face 13 YOUNG THUG Digits 13 ELLIE GOULDING On My Mind 14 ALESSIA CARA Here 14 LUKE NASTY Might Be 14 ANDY GRAMMER Honey, I’m Good 15 WALK THE MOON Shut Up And Dance 15 FUTURE Commas 15 GAVIN DEGRAW She Sets The City On Fire 16 SELENA GOMEZ Hands To Myself 16 JEREMIH Planes f/J. Cole 16 JUSTIN BIEBER What Do You Mean? 17 MAJOR LAZER Lean On f/M 17 FETTY WAP My Way f/Monty 17 WIZ KHALIFA See You Again f/Charlie Puth 18 JUSTIN BIEBER What Do You Mean? 18 FUTURE Low Life f/The Weeknd 18 THE WEEKND Can’t Feel My Face 19 PINK Just Like Fire 19 BRYSON TILLER Sorry Not Sorry 19 MAROON 5 Sugar 20 JAMES BAY Let It Go 20 RICH HOMIE QUAN Flex (Ooh Ooh Ooh) 20 RACHEL PLATTEN Stand By You 21 SELENA GOMEZ Same Old Love 21 MEEK MILL All Eyes On You f/Minaj/Brown 21 JUSTIN BIEBER Sorry 22 THE WEEKND The Hills 22 FETTY WAP 679 f/Remy Boyz... 22 ELLIE GOULDING Love Me Like You Do 23 FLUME Never Be Like You f/Kai 23 RIHANNA Work f/Drake 23 TAYLOR SWIFT Style 24 JUSTIN BIEBER Love Yourself 24 KENT JONES Don’t Mind 24 ADELE Hello 25 JASON DERULO Want To Want Me 25 LLOYD Tru 25 MEGHAN TRAINOR Like I’m Gonna Lose You 26 ARIANA GRANDE Dangerous Woman 26 DJ KHALED I Got The Keys f/Jay Z/Future 26 MARK RONSON Uptown Funk f/Bruno Mars 27 THE CHAINSMOKERS Roses f/Rozes 27 TORY LANEZ Say It 27 MIKE POSNER I Took A Pill In Ibiza 28 ZAYN Pillowtalk 28 YO GOTTI Down In The DM 28 FLO RIDA My House 29 ZARA LARSSON & MNEK Never Forget You 29 J. COLE No Role Modelz 29 X AMBASSADORS Renegades 30 SHAWN MENDES Stitches 30 DAE DAE Wat U Mean 30 COLDPLAY Hymn For The Weekend 31 JUSTIN BIEBER Sorry 31 FAT JOE & REMY MA All The Way Up 31 RACHEL PLATTEN Fight Song 32 ARIANA GRANDE Into You 32 DRAKE One Dance f/Wizkid & Kyla 32 LUKAS GRAHAM 7 Years 33 G-EAZY Me Myself & I f/Bebe Rexha 33 DESIIGNER Panda 33 JASON DERULO Want To Want Me 34 DNCE Cake By The Ocean 34 FUTURE Wicked 34 TAYLOR SWIFT Wildest Dreams 35 TWENTY ONE PILOTS Stressed Out 35 JEREMIH Oui 35 ED SHEERAN Photograph 36 FLO RIDA My House 36 BRYSON TILLER Don’t 36 ELLE KING Ex’s And Oh’s 37 ADELE Send My Love (To Your New... 37 O.T. GENASIS Cut It f/Young Dolph 37 CHARLIE PUTH One Call Away 38 DAYA Sit Still, Look Pretty 38 BEYONCE Sorry 38 JUSTIN BIEBER Love Yourself 39 FIFTH HARMONY Work From Home f/Ty Dolla $ign 39 BRYSON TILLER Exchange 39 DNCE Cake By The Ocean 40 MIKE POSNER I Took A Pill In Ibiza 40 USHER No Limit f/Young Thug 40 SHAWN MENDES Stitches 41 SIA Cheap Thrills 41 DRAKE Controlla 41 THE CHAINSMOKERS Don’t Let Me Down f/Daya 42 SHAWN MENDES Treat You Better 42 YFN LUCCI Key To The Streets 42 TWENTY ONE PILOTS Stressed Out 43 CALVIN HARRIS This Is What You... f/Rihanna 43 DJ DRAMA Wishing f/Chris Brown/Skeme... 43 WALK THE MOON Shut Up And Dance 44 TWENTY ONE PILOTS Ride 44 YOUNG THUG & TRAVIS SCOTT Pick Up The Phone f/Quavvo 44 JAMES BAY Let It Go 45 THE CHAINSMOKERS Don’t Let Me Down f/Daya 45 TORY LANEZ LUV 45 TWENTY ONE PILOTS Ride 46 DRAKE One Dance f/Wizkid & Kyla 46 KANYE WEST Father Stretch My Hands 46 PINK Just Like Fire 47 KIIARA Gold 47 DJ KHALED For Free f/Drake 47 CALVIN HARRIS This Is What You... f/Rihanna 48 JUSTIN TIMBERLAKE Can’t Stop The Feeling 48 RIHANNA Needed Me 48 ADELE Send My Love (To Your New... 49 GNASH F/OLIVIA O’BRIEN I Hate U, I Love U 49 CHANCE THE RAPPER No Problem f/Lil Wayne... 49 X AMBASSADORS Unsteady 50 MAJOR LAZER Cold Water f/Justin Bieber, M 50 D.R.A.M. Broccoli f/Lil Yachty 50 JUSTIN TIMBERLAKE Can’t Stop The Feeling Strive For Excellence, Not Perfection By Harvey Mackay The great Greek sculptor, Phidias had York harbor two years later as a gift from there is nothing more I can do. I’ve done • Delegate. Many perfectionists mis- high standards when he was carving the the people of France to commemorate the best I can humanly do, so there is no takenly believe that they – and only they statue of “Athenia” for the Acropolis 100 years of American independence. reason to stress out and be nervous. I take – can complete the task at hand. Allow about 2,400 years ago. Yet many years later, when helicop- my lead from my longtime friend, Coach other people to assist you, which will He was busy chiseling the strands of ters can hover close overhead, it is clearly Lou Holtz: “Ability is what you are ca- improve the odds that a group will more her hair at the back of her head when an evident that the sculptor meticulously fin- pable of doing. Motivation determines easily reach excellence. onlooker commented, “That figure is to ished every detail of the lady’s coiffure what you do. Attitude determines how • Know what’s important. Ask your- stand 100 feet high, with its back to a and crown without “cheating” in any area well you do it.” self, “What’s most important about this marble wall. that could not be seen from the ground. Clearly, attitude is central to assessing project?” Consult with friends, col- Who will Clearly Bartholdi was a perfection- your ability to do the best you can do. To leagues and your boss. Analyzing your ever know ist. He wanted to create a thing of beauty move from strict perfectionism to the pur- objectives, then narrowing down key what details that was perfect from every point of view suit of excellence, may I recommend you points and agreements, allows everyone you are put- and over any period of time. He did his consider these suggestions: to measure his or her performance accu- ting behind absolute best because he could. That’s a • Be realistic. When you find yourself rately. there?” good principle to follow when creating becoming frantic about a goal, stop and One note of caution: When you think P h i d i a s anything of lasting value. ask, “Is this goal really worth all the frus- you’ve arrived at excellence and can now replied, “I “Perfect” may be the ultimate praise, tration I’m experiencing?” You cannot do relax … BEWARE! Contemplate the will.” but trying to attain perfection can cause your best work when you are preoccupied lesson learned from the window washer P e r f e c - stress, hinder efficiency and create unnec- with worry. of the Empire State Building in New tionism or essary conflicts with the people around • Establish clear expectations. If York. After doing a superb job with the a waste of you. A more productive goal is excel- you know what’s expected of you, you windows on the 116th floor, he made the time? Or is it lence: meeting the highest standards can better track your progress and draw mistake of stepping back to admire his inspired more by pride in one’s work? I agreed upon for oneself or by a group. boundaries when needed. Then you can work. vote for doing the best you can at every I wish I knew who delivered this move forward with the project instead Mackay’s Moral: Never apologize opportunity, regardless of your line of choice quote, attributed only to an of trying to alter it just for appearance’s for doing your best. work. anonymous source: “Excellence can be sake. Reprinted with permission from na- Perhaps because works of art of- achieved if you . . . risk more than others • Identify your triggers. Learn to rec- tionally syndicated columnist Harvey ten outlast the artist’s lifespan, the cre- think is safe, love more than others think ognize the factors that lead or contribute Mackay, author of the New York Times ators are more inclined to strive for ut- is wise, dream more than others think is to your perfectionist thinking and be- #1 bestseller “Swim With The Sharks ter perfection. When Frederic Auguste practical, and expect more than others haviors – and avoid them. That does not Without Being Eaten Alive,” “We Got Bartholdi completed his 152-foot-high think is possible.” mean you give any less than your best Fired!...And It’s the Best Thing That Ever Statue of Liberty in 1884, there were no I find that if I set a goal for myself, – just be aware that you can undermine Happened to Us,” and his new book, airplanes or helicopters to inspect its de- get the best coaching available, practice a terrific outcome by nit-picking minor “The Mackay MBA of Selling in the Real tail from the air. It was installed in New the right concepts and give it all I’ve got, details. World. PAGE 16 • Disc Jockey News • JANUARY 2017 Top 30 Music Charts By www.PrimeCutsMusic.com Pop Country Adult Contempory 1 Ariana Grande Side To Side 1 Keith Urban Blue Ain’t Your Color 1 Brett Eldredge Baby, It’s Cold Outside 2 Maroon 5 Don’t Wanna Know 2 Brett Eldredge Wanna Be That Song 2 Josh Groban Have Yourself A Merry Little… 3 Alessia Cara Scars To Your Beautiful 3 Tim McGraw How I’ll Always Be 3 Train This Christmas 4 Chainsmokers Closer 4 Carrie Underwood Dirty Laundry 4 Pentatonix Hallelujah 5 Weeknd Starboy 5 Blake Shelton A Guy With A Girl 5 Sia Cheap Thrills 6 Hailee Steinfeld Starving 6 Florida-Georgia Line May We All 6 Pink Just Like Fire 7 Bruno Mars 24K Magic 7 Old Dominion Song For Another Time 7 Adele Send My Love (To Your New…) 8 DJ Snake Let Me Love You 8 Thomas Rhett Star Of The Show 8 Shawn Mendes Treat You Better 9 MGK x Camila Cabello Bad Things 9 Dustin Lynch Seein’ Red 9 Justin Timberlake Can’t Stop The Feeling! 10 Sia The Greatest 10 Granger Smith If The Boot Fits 10 Neil Diamond The Christmas Medley 11 twenty one pilots Heathens 11 Chris Young Sober Saturday Night 11 Charlie Puth One Call Away 12 Rihanna Love On The Brain 12 Little Big Town Better Man 12 Jordan Smith You’re A Mean One, Mr. Grinch 13 Niall Horan This Town 13 Maren Morris 80’s Mercedes 13 Maroon 5 Don’t Wanna Know 14 Jon Bellion All Time Low 14 Eric Church Kill A Word 14 Elizabeth Chan Ghost Of Christmas Past 15 X Ambassadors Unsteady 15 Brad Paisley Today 15 Jennifer Nettles Little Drummer Boy 16 Zayn & T.Swift I Don’t Wanna Live Forever 16 Chris Stapleton Parachute 16 DNCE Cake By The Ocean 17 Rae Sremmurd Black Beatles 17 Jon Pardi Dirt On My Boots 17 X Ambassadors Unsteady 18 Martin Garrix & Bebe Rexha In The Name Of Love 18 Michael Ray Think A Little Less 18 Straight No Chaser Feels Like Christmas 19 Shawn Mendes Mercy 19 Lauren Alaina Road Less Traveled 19 Nelson This Christmas 20 Weeknd I Feel It Coming 20 High Valley Make You Mine 20 Rascal Flatts Let It Snow 21 Adele Water Under The Bridge 21 Brantley Gilbert The Weekend 21 G.Brooks/T.Yearwood Santa Baby 22 John Legend Love Me Now 22 Garth Brooks Baby, Lets Lay Down And Dance 22 Chainsmokers Closer 23 Dua Lipa Blow Your Mind 23 Kelsea Ballerini Yeah Boy 23 John Oates Children Go Where I Send Thee 24 Drake Fake Love 24 Josh Turner Hometown Girl 24 Lukas Graham 7 Years 25 Hey Violet Guys My Age 25 Luke Bryan Fast 25 Jennifer Nettles Do You Hear What I Hear 26 BeBe Rexha I Got You 26 Chris Janson Holdin’ Her 26 Rascal Flatts Hark! The Herald Angels Sing 27 Lukas Graham You’re Not There 27 Trent Harmon There’s A Girl 27 Andra Day Winter Wonderland 28 Lady Gaga Million Reasons 28 Dierks Bentley Black 28 Adele Water Under The Bridge 29 Flume Say It 29 Darius Rucker If I Told You 29 Bruno Mars 24K Magic 30 Britney Spears Slumber Party 30 Craig Campbell Outskirts Of Heaven 30 Rob Thomas Pieces

Urban Rock Alternative 1 Rae Sremmurd Black Beatles 1 Highly Suspect My Name Is Human 1 Judah & The Lion Take It All Back 2 Drake Fake Love 2 Ghost Square Hammer 2 Kings Of Leon Waste A Moment 3 Partynextdoor Come And See Me 3 Volbeat Seal The Deal 3 Blink-182 She’s Out Of Her Mind 4 Luke Nasty OTW 4 Metallica Atlas, Rise! 4 Green Day Still Breathing 5 Lil Uzi Vert You Was Right 5 Avenged Sevenfold The Stage 5 twenty one pilots Heathens 6 Amine Caroline 6 Green Day Still Breathing 6 Cage The Elephant Trouble 7 Young M.A. Ooouuu 7 Shinedown How Did You Love 7 K.Flay Blood In The Cut 8 Dae Dae Spend It 8 Red Sun Rising Amnesia 8 Coin Talk Too Much 9 21 Savage & Metro Boomin’ X 9 Disturbed Open Your Eyes 9 Head And The Heart All We Ever Knew 10 DJ Khaled Do You Mind 10 Five Finger Death Punch I Apologize 10 Empire Of The Sun High And Low 11 Big Sean Bounce Back 11 Breaking Benjamin Never Again 11 Lumineers Cleopatra 12 Rob Stone Chill Bill 12 A Day To Remember Naivety 12 1975 Somebody Else 13 Rihanna Sex With Me 13 Chevelle Door To Door Cannibals 13 Saint Motel Move 14 Mila J Kickin’ Back 14 Beartooth Hated 14 Grouplove Welcome To Your Life 15 Rihanna Love On The Brain 15 Korn Take Me 15 Red Hot Chili Peppers Go Robot 16 Future Used To This 16 Dinosaur Pile-Up 11:11 16 Jimmy Eat World Sure And Certain 17 Weeknd Starboy 17 Sixx A.M. We Will Not Go Quietly 17 Andrew McMahon In… Fire Escape 18 Khalid Location 18 In Flames The Truth 18 Catfish And The Bottlemen 7 19 Dreezy Wasted 19 Kings Of Leon Waste A Moment 19 Strumbellas We Don’t Know 20 Bruno Mars 24K Magic 20 Starset Monster 20 Coldplay Hymn For The Weekend 21 Migos Bad And Boujee 21 Pop Evil If Only For Now 21 Fitz & The Tantrums Roll Up 22 Kevin Hart Push It On Me 22 Red Hot Chili Peppers Go Robot 22 Bob Moses Tearing Me Up 23 PartyNextDoor Not Nice 23 Metallica Moth Into Flame 23 twenty one pilots Heavydirtysoul 24 O.T. Genasis Push It 24 Gemini Syndrome Remember We Die 24 Dirty Heads Oxygen 25 Jeezy All There 25 Green Day Bang Bang 25 Bishop Briggs Wild Horses 26 Mary J. Blige Thick Of It 26 Sick Puppies Where Do I Begin 26 Highly Suspect My Name Is Human 27 Beyonce Hold Up 27 Devour The Day The Bottom 27 Revivalists Wish I Knew You 28 DJ Esco Too Much Sauce 28 Pretty Reckless Oh My God 28 Dreamers Sweet Disaster 29 Gucci Mane Last Time 29 Through Fire Breathe 29 Milky Chance Cocoon 30 Usher Rivals 30 Adelitas Way Ready For War 30 Capital Cities Vowels Disc Jockey News • JANUARY 2017 • Page 17 I do for work. This was, without any doubt ference and a third coffee meeting is just a An Unexpected Surprise in my mind, something I did not anticipate few weeks away.) By Dave Ternier (although, maybe in hindsight, I should So tuck aside your ego, stop thinking About a year ago, during dinner with leadership and speaking skills. I am con- have). you’re a great public speaker just because some good friends, I was introduced to a tinually amazed at how simple, yet how Before I go into this, I’ll first state the you (maybe) MC weddings, and join husband and wife couple that my friends educational, it is to be taking on these following: I’ve spent much of the past 6 Toastmasters. There will be multiple clubs (past weddings roles. years working on many facets of how I in your area (there are over 15,900 clubs clients, actu- For example, since performing the role present myself from what I wear, to my worldwide in 142 countries) so it’s impor- ally) brought of grammarian, I now take more active facial expressions, how I listen, my tone tant that you find one that has a group of with them. Af- notice of unusual words I hear in every- of voice, what I say, etc. The efforts I have people you can mesh with. These people ter our initial day life, often making note of them in or- been putting forth toward all of these skills will become your supporters, your moti- exchange of der to look up their full meanings later on. have brought me great strides ahead from vators, and they will help you discover de- pleasantries, This expansion of my use of the English where little Dave Ternier used to be. (I’ll ficiencies in your presentation skills you we moved language will help me communicate more write about that one day, but you probably are probably blind to. In addition to that, on to topics effectively whether in a sales consulta- won’t believe me.) With that being said, you won’t find a more friendly and safe around work, tion, a networking meeting or my actual here is what surprised me. environment to do this in. family, etc. performance at events. Learning more The work I do as a DJ/MC, became It is important to understand that not all At one point, about your primary language is never a an unusually popular topic at the tables Toastmasters clubs are equal, but as Scott the woman waste of time. where I sat. Here I was, in a crowd of peo- Faver, a staunch advocate of Toastmasters m e n t i o n e d Each Toastmasters member is provided ple who were learning to become better shared with me, “Like any profession or that she’d just with a Competent Communication manu- (public) speakers and many who were al- networking group, there are good and then joined a Toast- al and a Competent Leadership manual. ready amazing speakers, telling them that there are great. Take the time to visit and masters club at The Competent Communication manual I MC for a living (in addition to my role as find the group that is right for you.” Even work. This was provides the assigned series of speeches a DJ of course). That I speak for a living. a lesser quality group will provide incred- a brand new club just getting going and each person is required to complete with And I am at a Toastmasters Conference. ible experience, unless you choose to have she was excited to help get it started. instruction on how to prepare and how to For those reading this blog outside of a bad experience. After a few questions about her Toast- present them. Your imagination is given Canada, remember that very few DJs in Oh and by the way, the leading sales masters group, I enthusiastically asked if just enough space to flourish within the this country MC weddings, so for most of expert in our industry, Mitch Taylor, has I could come to a meeting as her guest. I’d structure Toastmasters provides to its the Toastmasters Conference attendees I spent seven years with Toastmasters and always wanted to try out Toastmasters, members. This makes everything about spoke with, the very notion that I might do even served a term as an Area Governor. but hadn’t yet done so. Almost immedi- speech preparation much less daunting this full time for a living was mind blow- Leading sales expert… Toastmasters… ately, I began to recognize the possible and in fact, very manageable. I’ve only ing to them. In fact, one person even told coincidence? Doubtful. (Mitch and his benefits for me professionally, as both a presented two speeches so far, but have me that they’d thought of trying to work Creating Connections podcast partner, business owner and performer. Little did learned A LOT through the process of as an MC for part of their living. Vickie Musni, recently hosted an episode I know then, one of the greatest discover- preparing and presenting each one. So here is my advice (this is specifi- titled “More Than You Might Expect” ies would come at my first Toastmasters Last month, I attended my very first cally pointed towards Canadian DJs, but where they discussed Toastmasters.) Conference a whole year later. Toastmasters Conference. It was the fall truly, it is applicable everywhere): Head over to the Toastmasters web- I would sum up Toastmasters briefly conference for the district our club is part If you are a mobile DJ that also per- site, punch in your zip code, postal code by calling it a bite-sized commitment of, District 64. The conference took place forms the role of MC and you want to or postcode and it’ll tell you which clubs with potential for huge growth. In my over a Friday evening and all day that meet more people that already respect exist in your region and when they meet. case, the commitment is 60 minutes, ev- Saturday at a local hotel in the area and the art of public speaking, JOIN TOAST- Stick with it and you will be amazed at the ery two weeks. Our club meets on the attracted between 120 – 140 people (I’m MASTERS! opportunities that might come your way first and third Tuesdays of the month guessing). The networking benefit of attending and the people you’ll meet. from noon – 1:00 PM. Many clubs meet The theme of this conference was this conference and meeting people who For an incredible peek into what an ac- weekly and some meet for 90 minutes. “Face Your Fears” and in fitting perfectly were already sold on one of the major tual Toastmasters club meeting looks like, This varies from club to club, depending with that theme, it ended on the Saturday skills I bring to weddings, was such a check out this video. on the members’ needs and wants. night with an exciting performance from beautiful surprise. Any of you who are So what are you waiting for? You will Before I get to the conference, I will world renowned escape artist, Dean Gun- long time readers of my blog already know further hone your MC performance, busi- say a few quick things I like about Toast- nerson. The speech contests that took how much I love networking, but this ness networking and DJ sales skills. What masters in general. place showed me just how much work truly came as an unexpected surprise… could possibly be wrong with that? In addition to the actual people pre- I need to do (even though I earn a good that I would be walking into a group of And just like my own experience, you senting speeches (between 1 and 3 peo- portion of my living from speaking at people who already “get” what I do. I am may become unexpectedly surprised. ple), there are a variety of leadership weddings) and the seminars were a real feeling very confident about many of the Based in Manitoba, Canada, Dave roles that need to be filled for each meet- inspiration to where public speaking can connections I made at that conference and Ternier is a single operator DJ/MC for ing. Those roles, such as timer, grammar- take people. can’t wait to see what opportunities come his company, Special Request Weddings. ian, evaluators, toastmaster, etc. allow What I didn’t expect though, was how of them. (I’ve already met for coffee with Dave Ternier can be reached at DaveTer- individual members to focus on specific people were going to react to me and what two of my new connections from that con- [email protected].

the time. Not every friendship will last a something to other people.’ Don’t Collect Receipts, Build Equity lifetime. Some aren’t supposed to. Not ‘So Jackson, you be a young man By Stevie Ray every date will end in marriage, and not for now. Date different ladies, take on I had a conversation some time ago now, as we would both be working on every job will last until you retire. But new jobs; see where your fancy takes with Jackson, a friend of mine. It was the lawn: ‘Jackson, there are two ways even the people you meet who will just you. But there will come a time when one of those to go through life, collecting receipts or be receipts should be treated as though you need to start building equity so you talks where building equity. Receipts are faster, eas- they deserve your equity. There is a time don’t end up with nothing but a pocket- you cover ev- ier and usually more fun, but they don’t in life when you want to think seriously ful of receipts.’” erything from give you anything at the end. Building about what kind of equity you are build- That’s the kind of story that puts the how we had equity takes planning, discipline and ing.’ conversation on pause. It is also the kind the best ideas hard work, but you get more for your ef- ‘To be sure, dating is easier than mar- that sticks with you. I know, because to fix the na- fort in the long run.’ riage. If things get tough while dating, that talk took place about 20 years ago, tional debt to ‘Take relationships, for instance. you can jump. And dating is a lot more and it is still fresh in my mind. “Were you There are a lot of pretty women, and fun because of the excitement of always So what does this have to do with good at sports there will always be someone who will meeting someone new. There is also a business? Maybe nothing, maybe a lot. as a kid?” catch your eye. And, for a while, you lot less stress when you don’t have to I certainly have a list of employees, cus- It’s funny should date and have a number of re- think about where you two are going and tomers and clients who might feel like how two guys lationships. It teaches you who you are how you will handle the future. Dating they were little more than receipts to talking over and what you can offer somebody. But is easy because it doesn’t involve any- me. It’s true that not every relationship coffee seem dating is just collecting receipts, not one except the two of you. You get to is meant to be lifelong. You can’t marry to have a greater bank of wisdom than building equity. Equity is something you only think about yourself. How great is every client or staff member. However, the president, Congress and all of our have at the end. It is something of value; that? But I have yet to meet a person that when I remind myself that there is a big friends combined. And, since business something you own. Receipts are just a spent their life that way and felt really difference between being treated like mirrors life, we folded a lot of the con- pocketful of paper. Dating leaves you good about themselves in the long run.’ just another receipt instead of valuable versation into how we behaved in our with pocketful of receipts; quick memo- ‘The same is true for work. You equity, I think I do my job better. respective careers. ries of short encounters. Marriage builds can jump from here to there, collect- Stevie Ray is a nationally recognized When we started talking about how equity.’ ing receipts along the way, but I haven’t corporate speaker and trainer, helping we made big decisions, Jackson said, ‘Every relationship you have in met too many people who do that and companies improve communication “If I am ever at a loss as to which di- life, whether at work, at home or with are happy at the end. They never stuck skills, customer service, leadership, and rection to go, I always think of what friends will either be collecting receipts around long enough to have a real im- team management. He can be reached my father told me the entire time I was or building equity. Now, there is noth- pact, to make a difference. That’s what at www.stevierays.org or stevie@stevi- growing up under his roof.” Jackson ing wrong with receipts, as long as you equity is: making a difference so you erays.org. leaned back and said, “I can hear him know that receipts are what you want at know that your time on Earth has meant PAGE 18 • Disc Jockey News • JANUARY 2017 Lighting: The Good, The Bad, The Ugly By Joe Bunn I’ll be honest with you, I’m not a think is used to control tools normally, I touched a little bit on the lights As I said, I’m far from a lighting lighting guy, I’m a DJ. In fact, until but I used it to make my lights go dark. I use, but let’s talk about how to use expert, I really just want to rock dance recently, I always ran my lights on Just search “Power Maintained Latch- them properly. For uplighting, I rec- floors. But over the years, the role of sound or auto mode. Sometimes I ing Foot Switch” on Amazon. For $30 ommend amber since it seems to go the DJ has taken on many different still do depending on the event type. it’s a steal. If you’re more of a con- with most décor. I leave them static roles. PA guy (for running ceremony Nonetheless, I’ve learned a lot about trol freak, then you’re going to want through dinner and usually change mics), wedding planner (when there using light- to learn DMX to some degree. Re- some of them near the dance floor to isn’t one) and even lighting tech. ing as a DJ cently, my buddy Jeremy Brech and I sound mode during dancing (if the I’m always happy to answer your over the past had an hour-long phone call about the client approves). As for the dance questions. Just shoot me an email or 30 years. Chauvet Xpress 512 and Show Xpress floor lighting, if I use them with the find me on social media. First and software that I hooked up to my extra Chauvet Show Xpress software (men- Joe Bunn is the owner of Bunn DJ f o r e m o s t , computer. After that call, I was able to tioned above), then they are used for Company in Raleigh, NC. He is avail- let’s talk effectively control my light show and the special moments like intros, cake able for consulting and speaking en- briefly about even program it to go to the door for and first dance. If I don’t do the pro- gagements. His DVD “Marketing the the technol- the grand entrance, to the cake for the gramming, they don’t even come on Music” is now available at www.djjo- ogy. When cake cutting and to the center of the until after dinner when open dancing ebunn.com. Contact him at joebunn@ I first start- dance floor for the first dance! With a begins. As I said, the last thing you discjockeynews.com. ed out as a little help from a friend (or, technical- want is the bride to look green or have youngster, ly, YouTube), you’ll be able to master little spots all over her dress during a the only DMX just like you mastered DJing. special moment like her first dance! lights that anyone had were an Aveng- er effect (Google it, total classic) or just old school par cans. Well, guess what? They were heavy, hot, the bulbs would cost you a fortune, and they blew out often. Nowadays, almost everything is LED-lighter, cooler and will last forever with more features. Lately, I have been using three dif- ferent types of fixtures for our events (which are normally weddings or cor- porate events). I use white Chauvet EZ Par 64s for our uplighting, a Bliz- zard Weather System for a dance floor wash and a Chauvet Intimidator Duo Spot 155 for moving heads. Let’s talk a little bit about uplight- ing first. If you aren’t offering this service as an add-on—and when I say add-on, I mean getting paid for it, not just “tossing it in”—then you are missing out on a golden opportu- nity. This will pay for itself in no time. Not to mention, uplighting makes the room, the photos and you look better. Do a little research, but I’ve found the Chauvet ones more than do the trick. Most of my guys drive small SUVs or cars, so they carry them in soft carry bags vs. road cases. As for the dance floor lighting, for a while a few of us were just using the Chauvet GigBar IRC for folks that wanted a basic dance floor lighting add-on. I’ll be honest, it was an OK concept, kind of an all-in-one light show with strobes, laser and a derby type effect on each side. Here’s the is- sue: those derby lights and that laser will leave spots on people all night long, and guess who hates that? Pho- tographers. Trust me, they are going to be cussing you out when it comes to editing photos and trying to get the light spots off the bride’s dress. Just go for a nice wash type bar like the Chauvet 4Bar or Blizzard Weather System instead. However, sometimes that isn’t quite enough or the look that the cli- ent had hoped for. That’s where the Duo Spot 155 comes in. The beauty of this fixture is that it has two moving heads on a short bar with a hole in the middle. I use an Ultimate light stand (not speaker stand), slide the 155 over the top down about eight inches, and then add the Blizzard on top of it. One stand, one plug to the wall, and boom, done, light show! If you want a little more control, the Blizzard comes with a wired foot ped- al board that allows you to black them out, freeze, change to auto or sound. That way, if you go into a slow dance, you can kill them. To kill the 155s I found a pedal on Amazon, which I Disc Jockey News • JANUARY 2017 • Page 19 7 Surprisingly Useful Tips About Giving Gifts To Business Connections By Matt Anderson I listened to a podcast with John be incredibly powerful and not just for c) Plan ahead not an option or something that can Ruhlin the author of Giftology. He business relationships. Ryan Hawk, You can do this in your personal be swapped for a different gift. He be- runs a company that organizes gifting the person I heard interview Ruhlin on life too for gifts but planning ahead lieves it makes a surprisingly positive strategies for large firms and profes- his podcast The Learning Leader, gave might help you budget differently. Part difference. Google is well known for sional sports teams. Before reading an amazing personal example of some- of this is reconsidering where you cur- its creative and caring treatment of its these, I want to thing he did for his wife’s birthday. rently spend money and reconsidering employees too - this type of gift can emphasise that He asked her friends to write letters its impact and value. Ruhlin mentions contribute significantly to quality of the purpose of telling her why they loved her and then that many people spend a lot cumula- life and retention. gifting does not he compiled them into a book. He said tively on coffees and meals out, even Hopefully this gives you a couple work if it’s ma- many of the letters made him cry. This golf and sporting events without real- of good ideas about ways to impact re- nipulative, but gift was a surprise gift that had a colos- izing that some of that money could lationships in the future. when it’s done sal impact on his wife. make a bigger impact with those few Matt Anderson is the author of with the right b) Apply the 80-20 law to your net- key people that can make the biggest ‘Fearless Referrals’ at: http://www. intentions, it work difference to our business. thereferralauthority.com or at: Matt. can have an un- Gifting isn’t about buying things 7. Give to your employees [email protected] usually positive for everyone. If you choose just the Ruhlin’s company insists on pay- impact on rela- key people in your network, it can be ing for each employee to have their tionships. much more affordable. house cleaned every other week. It is Here are some useful tips: 1. Gifts should be as personalized as possible Whenever possible, put as much thought as you can into what is near and dear to that person’s heart. The best gifts do not reflect your agenda but something that person truly cares about. 2. No gifts between Thanksgiving and December 31st His company NEVER sends gifts to business associates during this time. He says it is a waste because there is too much “noise” in people’s lives and your gesture will go largely unnoticed especially compared to: 3. Plan for randomness People love unexpected gifts. Rob- ert Cialdini, the author of Influence has researched this exten- sively. We expect gifts on our birthday and at certain holidays. But we love to be surprised by a gift. Ruhlin believes that over 50% of the impact of a gift is the surprise. 4. Never put your logo on a gift Doing this detracts from your show of gratitude. The gift is about them not you. Is it a marketing gimmick or a real gift? He says that most people will use something far more if it does not have your logo on it although he does suggest that people might like it if it has their name on it (depending on what it is). The other point he makes is if you were buying a wedding present for someone, you would not inscribe your family’s name on their gift and that the same principle applies with other gifts too. People will not forget who gave them something if it’s meaningful. 5. Consumable gifts are not the best The problem with food, wine, and flowers is that once they are consumed, you are forgotten. You get to make just one impression. Also, some people do not drink alcohol or share that taste, eat meat or they have certain allergies that prevent them from enjoying what you send. Ruhlin tells the story of a woman who was sent a ham for one holiday but she’s a vegetarian. So while there are exceptions to this rule, it is worthy to note that Ruh- lin’s company never sends consum- able gifts. 6. What to do when you’re on a low budget It can be a bit intimidating to hear a lot of elaborate gift ideas when fi- nances are tight. Here’s what Ruhlin suggests: a) Write really thoughtful hand- written notes. Do 5/week and set aside an hour for them. Thoughtfulness can PAGE 20 • Disc Jockey News • JANUARY 2017

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