Disc Jockey News Subscription is valid thru date above on the label FEBRUARY 2017 • Issue #148 The Monthly Disc Jockey Newspaper $25.00 for 12 issues PAGE 2 • Disc Jockey News • FEBRUARY 2017 The Leads You Generate Investments Pay Off By Mike Walter By Tamara Sims It’s late January as I sit down to write about what they already think of you. 2017 is well on its way, and last nology, it takes less that 10 minutes for this article, and we are knee-deep in Someone in their inner-circle said good year’s investment in PhDJ continues to an applicant to find out what your com- selling season. It’s the usual cycle here things about you. That’s a very positive pay off. In last month’s article, I prom- pany has to offer. If someone cannot in the North East. It’s cold and dreary, first step. It doesn’t mean the sale is in ised to share what I learned as a pupil invest 10 minutes of their time before so not a lot of events take place, but we the bag, but it means before you begin, during day two of PhDJ. Here we go! the interview, will they really be worth are inundated you’re already a leg-up. It behooves you The first quarter of the year is the your investment? Ask them why they with incom- to ask more questions about the referral. perfect time would like to work for your company. ing leads and “What exactly did you friend say about to seek new Have them share their hopes, dreams in full-on us?” is a great way to explore this type of talent, so and past experiences with you. Do they selling mode. lead and get them talking about you and of course have any long-term goals? Do they see We are meet- sharing what they already know. It’ll my intelli- themselves in a different career path ing with a lot also give you an insight into why they gent friend five years from now? And don’t dis- of couples, called. If you hear that “you throw a and front- count their body language, eye contact showcasing great party” it tells you something differ- page partner and facial expressions. This generation every week- ent than if you hear that “you were very Mike Walter is easy to read, as they typically do not end and gen- nice.” Both are compliments, to be sure, began Day hold back their feelings. erally trying but they also tell you where you need to two by dis- Another important thing to observe to fill our start filling in the blanks for this client. cussing one during the interview: Can they keep calendars for The last type of lead I want to discuss of his favor- their phone out of sight or are they con- 2017 and be- in this article is our favorite kind. It’s ite topics: stantly fidgeting, looking at their phone yond. the client who responds to “How did Millennials. or, even worse, responding to text mes- So with a keen focus on sales, this you hear about us?” with “We saw you To be honest, I had never heard of the sages? If they have the ability to en- month I want to discuss the different at a wedding!” Think about what that word “millennials” until I attended a gage during the interview and not be types of leads we generate and how our answer already infers. They like you. seminar by Mike many years ago. This distracted by technology, this is a very approach to each one differs. Right? They must! They wouldn’t be time he put a very important spin on the good sign. You must look for the clues. I’ll begin with the most passive lead. calling if they thought you were terrible. topic by focusing on hiring and inter- Remember, a bad hire is worse than no When we ask the all-important ques- Heck, they wouldn’t even be contacting viewing this very complex generation. hire. tion, “How did you hear about us?” you if they thought you were mediocre. Our company recently surveyed our The second half of our morning was and the response is “We saw your ad in They must have liked you, so you are off own millennial employees and we were spent learning from various wedding ___” or “a Google search,” we know we to the best start you can be. These are the very surprised that money was not the vendors in Raleigh, with a panel that have to start from scratch and explain sales where it’s safe to say it’s yours to number one motivation factor when se- Joe Bunn put together. Profession- everything and anything we can do for lose and the only way this client doesn’t lecting a job. Flexibility, time off and als included photographers, catering this person. The natural assumption is book you is if you blow them out of positive reinforcement were most im- managers, venue managers and wed- that this type of client will decide based the water with price or if you somehow portant. Mike focused on all of these ding planners, and we were given the solely on price, but I reject that. Just be- screw up the sale. (Don’t call them back characteristics and how to incorporate opportunity to ask questions and learn cause someone didn’t come to us from when you promised you would or some- them when preparing interview ques- how to become better vendor partners. a more qualified source, doesn’t mean thing equally unprofessional.) tions. Teamwork was a common theme dur- they don’t value entertainment. It just I meet with my two full-time sales Ask open-ended questions so they ing the panel. Making each other look means they found us and we can as- people every week and we look over can express themselves. Did they take good and not throwing another vendor sume, plenty of other companies, so it’s our leads and discuss strategies for ap- the time to research your company? under the bus should be a significant time to start relationship-building. Mike Walter continued on page 6 Let’s be honest, with today’s tech- Tamara Sims continued on page 6 The biggest way to do this, of course, is to start asking questions and finding out what this client’s vision is for their event. There’s the old adage that we have one mouth and two ears and we February 2017 should use them accordingly. I believe in that, and I love discovering the vi- sions of a new couple and seeing if Elite In This Issue: Entertainment will be a good fit. And I’m also aware when it comes time to proving we are the right company to Page 2: Mike Walter Page 8: Ruthie Flaa work with. When it comes to a passive lead like Page 2: Tamara Sims Page 9: Keith KoKoruz I’ve described, we better have lots of ammunition. Online reviews? We have Page 4: Brian S. Redd Page 10: Joe Bunn plenty of them, and we’ve broken them down by specific entertainer so clients Page 4: Mitch Taylor Page 11: Mike Lenstra can read up on the one or two MCs they are considering. Video footage? We Page 5: Jason Spencer Page 12: Dave Ternier have plenty of that as well. In fact, we do our best to show each client a video Page 5: Jake Palmer Page 14: Top 30 Charts from the location they’ve chosen for their event. Pictures? We have those as well. It helps that we have affiliated Page 5: Kristin Cole Page 14: Different Spin companies that shoot video and photog- raphy so we are constantly updating our Page 6: Ron Ruth Page 15: Recurrent Hits promotional material. Showcases? We do them all year long, but especially in Page 7: Jeremy Brech Page 15: Harvey Mackay this busy selling season. We are out there almost showcasing every weekend, so if a client wants to see us in person, they have the opportunity. I believe if you 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 want to sell to a client who has never Grey Eagle, MN 56336 seen you at an event, or even gotten a 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. word-of-mouth referral about you, these Published by The Disc Jockey News Subscriptions: Subscriptions to the Disc are the tools you need to be successful. Editor/Educational Production Manager: Jockey News are $25.00/year for US ad- Disc Jockey News is published monthly by Speaking of word-of-mouth, that’s John Young dresses. Subscription forms and foreign rates John Young DBA the Disc Jockey News, the next type of lead we take. Some- [email protected] are available on the website. 29442 120th St., Grey Eagle MN 56336. Pe- one who has heard of us, but never seen [email protected] riodicals Postage Paid as Sauk Centre, MN us first hand. These leads are stronger 320-285-2323 office Advertising: Our ad takers have no authority and additional mailing offices. than the previous kind because you 612-597-4499 cell to bind this newspaper and only publication of an advertisement shall constitute final ac- POSTMASTER: send address changes to can assume a friend, family member or Sales: ceptance of the advertiser’s order. Disc Jockey News, 29442 120th St., Grey acquaintance has “vouched” for you. Rob Drachler Eagle, MN 56336. And that adds weight to your credibil- 972-325-4470 Cell Press Releases: Press releases can be ity. Before you even begin your rela- [email protected] emailed to the Disc Jockey News at pr@dis- tionship-building with this person, think cjockeynews.com Disc Jockey News • FEBRUARY 2017 • Page 3

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www.electrovoice.com © 2016 Bosch Security Systems, Inc. PAGE 4 • Disc Jockey News • FEBRUARY 2017 Sub Size Matters! How Can I Serve Them Better? By Brian S. Redd By Mitch Taylor What’s the best subwoofer for small I decided to try a lighter weight 12-inch Booking season is in full swing for nior Teller lets the new teller know that to medium sized wedding reception? I powered sub for my solo gigs. Maybe those of us in the Midwest. It’s time to the customer is a regular at the bank that just had this conversation with a DJ from with just a little bit of low end fill, I get our minds right to serve our poten- she knows so there is no need to see I.D. Florida, and could break that 100 person event bar- tial clientele. The new teller carefully processes the a l t h o u g h rier and do larger gigs by myself. It’s very transaction in the computer and pivots the an- The first time I road tested this sys- i m p o r t a n t to the window as she turns on her mi- swer to this tem, I knew I had a winning combina- that you ap- crophone and camera. She says, “I’ve question is tion. I wasn’t knocking plaster off the proach every got you all set Mr. Smith.” She lifts her very much walls, but that much needed low end fill interaction hands in the air and holds the money out a matter of was there. When I walked to the back with a client as she counts back to Mr. Smith “Here’s o p i n i o n , of the room, you could barely hear bass. with a blank $20, $40, $60, $70 and $75. Thanks for here’s mine: However, there was a decent amount of slate. Of stopping, Mr. Smith, and come back and A pow- “boom” on the dance floor. In fact, it course you see us whenever you need money.” ered 12- sounded better up front than when I ran don’t forget The Senior Teller stands there a little inch sub- that 15-inch sub. the info you stunned. Unbeknownst to both of them, w o o f e r So, what’s up with that? Of course, a know about their Branch Manager was watching the should do 15-inch sub is going to move a lot more this person or new teller in action. She went up to both the trick. air around than a 12-inch sub. How- couple, however, you can’t be thinking of her teammates and said, “Wow, great This is ever, without getting too geeky on you, about the upcoming ballgame with your job! I think you have a future here.” something I discovered quite by acci- this has to do with throw. Turns out, the kid that night, the last two appointments What was different here? The Senior dent. When I was building the first micro throw on my 15-inch sub ended up in the that didn’t book with you or the fight you Teller was stuck in her ways. The Se- system, my main objective was a light- rear seating areas. Whereas, the throw had with your spouse. Each interaction nior Teller was doing everything she has weight system I could carry, transport on my 12-inch sub ends up putting that is a blank piece of paper with one fo- always done — the same routine. Not and set up by myself. I thought, well, bass sweet spot a lot closer to my dance cus: How can I warm, not congenial, maybe I could do smaller events of 100 floor, and that’s where I want it. serve them bet- not being of service people or less unassisted with a pair of When I explain this concept to ter? to the customer. The two-way eight-inch powered speakers. people, the biggest objection I get is How did I new teller thought Just a few days after my eight-inch that they just want more bass than a come to this about how she would speakers landed on my doorstep, I had 12-inch sub can deliver, and who can realization? In want to be treated in a 150-person wedding reception. Look- blame them? A good work-around for the book “The this situation. The ing at the speaker’s specs, I discovered this would be to use multiple 12-inch Closers” by new teller worked that the horns were delivering just as subwoofers. This way, you move a lot Ben Gay III, her job to the benefit much power as my 12-inch two-way more air around, but your throw doesn’t one of the last of the customer and tops could. So, my roadie and I decided change. In other words, it’s more bass, sentences in the represented her em- to try them with one of my 15-inch pow- but it’s still landing right where you book is “Sum ployer well. She took ered subwoofers. want it. Tertius.” The responsibility for At first, the results were quite im- Don’t get me wrong, if you want to phrase is Latin, the transaction. She pressive. We had more than enough fill an entire area with bass for some- and it trans- owned her part in the highs and lows to fill the entire venue. thing like a festival or even a school lates to “I am business. She put her Then, about mid-way thru the night, dance, the bigger subs are a great solu- third.” Basi- customer first. I went to the bar at the back of the room tion. However, for the average wed- cally, if you al- Are you stuck to grab a soda. That’s when I heard “the ding, corporate event, holiday party or ways put your in your ways? bass.” It sounded incredible. I mean, any event held in a standard-sized ban- clients’ needs When was the you could really feel it. quet hall where you want full sound on ahead of your last time you Out of curiosity, I walked over to the the dance floor along with conversation own, you will took a look at dance floor to see what it sounded like areas elsewhere in the room, it’s my come out ahead your business there. If it sounds that good at the bar, opinion that you just can’t beat the little way more often from an outsid- it has to sound amazing up front. The 12-inch subwoofer. than not. This er’s perspective? opposite was true. Although you could Brian S Redd is a Mobile/Club DJ shift in mindset A C T I O N still kind of hear bass, it wasn’t nearly as in Milwaukee WI, DJ Youtuber and an is necessary to ITEM: Stop rich and full. official “American DJ” Artist/ You can always have a reading right That 15-inch sub was a lot more than reach Brian at: brianredd@discjock- heart for exemplary now. Think of I could physically handle by myself. So, eynews.com/ customer service. an aspect of your Let’s look at an ex- business that you ample of how to ap- haven’t changed proach this: in years — hope- Subscription Form A new teller starts fully that’s not You can subscribe to the newspaper and have it delivered at a bank. She trains too easy for you. to your mailbox each month along with the E-Edition! Or, with a Senior Teller Now think about and they are working it from a cus- you can subscribe online at: www.discjockeynews.com the drive thru togeth- tomer’s perspec- Print and E-Edition: 1 year, 12 issues: $25.00; er. They are going tive or, better yet, 2 years, 24 issues: $50.00; 3 years, 36 issues: $75.00 through procedures ask someone you Lifetime E-Edition only: $125 for lifetime online access when a car comes up trust out for cof- and sends their trans- fee. Tell them Please mail this form with a check to: action through the why you do that pneumatic tube. The a certain way Disc Jockey News Senior Teller greets the customer by say- and ask for their input on how it could ing “Hello” and then listens as the cus- be made better. If you have a rockstar tomer asks to cash a check. The Senior team, invite everyone in for a meeting Business Name: ______Teller then shows the new teller how to and ask them what they feel could be process the transaction in her computer, improved in your company. You may Contact Person: ______then counts the money and puts it in the just be surprised. You may get a whole Address: ______envelope. The Senior Teller turns on her new way of approaching your business microphone and cameras, sending the and be able to grow beyond your cur- City: ______State: ______Zip: ______money back out to the customer saying, rent state, all while fostering employee “Here you go. Please verify and sign and loyalty. email:______Amount Pd: ______have a good day.” Mitch Taylor is an 18 year veteran The new teller thinks about this and of the mobile disc jockey industry, start- ___ 1 year ___ 2 year ___ 3 year ___ Lifetime E-Edition wonders if that’s how she would want to ing out on the cruise ships of Carnival Mail This Form In To Subscribe: be treated. She believes, “I am third.” Cruise Lines. He is a member of the Disc Jockey News; 29442 120th St, Grey Eagle, MN 56336 She takes on the next transaction and the American Disc Jockey Association. person in the drive thru wants to cash Mitch owns and operates Taylored Contact Phone Number: _____-_____-______a $75 check. She greets the customer Entertainment in the Upper Peninsu- Or Subscribe Online by PayPal at www.discjockeynews.com warmly. “Good morning, how can I help la of Michigan and can be reached at you today?” The customer says, “I’d like 906.786.6967 or via email at mitchtay- to cash this $75 check, please.” The Se- [email protected]. Disc Jockey News • FEBRUARY 2017 • Page 5 Salary Vs Hourly: Deciding How To Pay Your Event Team By Jason Spencer Have you ever asked yourself, “How the hours of your staff to reduce your costs. time. By starting low, you avoid the risk of and need the day of an event, as well as the should I pay my DJs, MCs and back office LOYALTY overpaying. However, they will have stron- support from a friendly face during the plan- support team?” I suspect that if there’s more If you must cut costs as mentioned ger sense that you care about them because ning stages. than just you in your company, then this above, your staff may begin to lose their you’re working to provide them with a LIMITING thought has crossed your mind more than trust in you and decrease devotion to your steady, reliable paycheck on a regular basis. When paying by the hour, your employ- once. The company. Culture plays a big part of any It is also possible to keep steady salaries ees may only perform at their peak when consideration successful company. If you can provide an low by building quarterly bonuses around they’re on the clock. Essentially, they may of paying an employee with a salary, the employee feels your business goals. When the employee only be there for the paycheck. For salaried e m p l o y e e security in their job. He or she will begin to plays a critical role in boosting your rev- employees, you can add other job tasks, es- hourly vs. treat it more like a career and will be loyal enue, you now have the added cash on hand pecially for those employees who have add- salary is a to you and your growing business. They will to pay more to the employee. If you need ed incentive for a quarterly bonus. Adding decision that take ownership to succeed in the tasks they more insight on creating business goals, these tasks to a salaried employee reduces can be easily perform. read “The Great Game of Business” by Jack the need for administrative overhead posi- overwhelm- SIMPLICITY Stack. tions, thus cutting other overall costs in the ing to any The starting wage for hourly employees FREEDOM organization. professional is usually much more straightforward given Depending on the size of your company, While recently advising several enter- event busi- the local market. That could be minimum you may pay a salary to your higher level tainment companies on improving their ness owner. wage, it could flex based on the tasks at sales team and managers, but your DJs, profitability in the past year, I have found As you hand (e.g. sales consult vs. performing at an MCs and labor may remain hourly (or sea- that people easily account for 70-80 percent determine the event), or you could use the opportunity to sonal 1099 contract). Leaning on previous of the overall operating expenses in their pros and cons of paying your team hourly start new employees at a higher wage than points, the loyalty of your upper-level em- business. Consider all the pros and cons wages versus salary, let’s look at six points your competition, which could lead us back ployees means that clients should see regu- closely, and feel free to contact me direct- of contention. Keep in mind you can con- to the prior point of loyalty. lar, consistent and engaging contact with ly if you’d like to have a frank discussion sider 1099 contact, if appropriate, or straight UNCERTAINTY them. This will build rapport with the client about your numbers. commission for sales teams — but we won’t On the other hand, it can be difficult to and ownership with your salaried employee. Jason Spencer is a Certified Profit First dive into that here. determine an appropriate starting salary. If Conversely, hourly staff that only has Professional and founder of Profithood SPEED you have a trusted bookkeeper or accountant, little responsibility outside of showing up to Academy. He has over 20 years of wed- As the owner of your business, you will they have formulas which should be able to work directly with your client on the event ding and event industry experience and is have the ability to adjust your budget and guide you on this a little. You also have the day may enjoy this freedom over the securi- the owner of Spencer Weddings and Enter- monthly expenditures much faster when you option of approaching your employees with ty of a regular salary paycheck. Determining tainment in Northern California. He can be are paying hourly wages. If for some reason a lower starting salary and agree to a perfor- who is the regular point of contact ensures reached at 916-264-9777 or by email at ja- you need to cut payroll, you can simply cut mance and wage review in 30, 60 or 90 days your clients are getting the service they want [email protected]. Eyes Bigger Than Your Stomach... Start From The HEART By Jake Palmer By Kristin Cole Are your eyes bigger than your stom- commitments that I think I should be able Since it is the month of LOVE let’s talk with? Does it capture their attention and ach? Ever bite off more than you can to do, but I find it more and more difficult about marketing from the HEART. When leave them wanting more? If you are un- chew? Let your mouth write checks your to pull off. I think it’s like the old expres- designing your marketing campaigns and sure about what your target demographic body can’t cash? You could insert any sion: “Jack of all trades, ace of none.” designs, starting from the HEART can is looking for in marketing messages - number of typical clichés here that would So, if you’re like me, you have a great help keep your messages focused on your ask! Contact a few of your past clients or help to make my point. idea, a new product or service, a side ideal client. I have found that when I a person you know in that demographic Sometimes we try to do too much. I venture or maybe just a cool hobby you market from the HEART, I more easily at- and ask what draws them in, what they know this has always been a problem for would like to try that just doesn’t seem to tract the type of like. You could set up a quick survey for me; maybe it’s pan out the way you hoped. Something person I want to them to take, allow them to choose their something that seems to hold you back from giving it the work with and favorites of various ads, or ask them to is holding you full attention it needs. Is it poor planning, connect more give you direct feedback on your adver- back as well. I poor time management, poor execution? deeply with tising. can only imag- Yes. Is it lack of focus, lack of attention each client. That T - Tell a Story - When you tell a sto- ine that right to details or lack of realistic goal setting? makes my expe- ry or paint a picture of what you can do now you’re Yes. Is it possible that while trying to do rience as a busi- for your client, you access a part of their thinking, “Wow, more, be more and provide more as well ness owner and mind that helps them make connections. Jake just made a as improve yourself, your business and employer much Through these connections, decisions are big assuming jump from being ambitious your life that you do more damage than more fulfilling. made - similar to emotional purchasing. to being held down by ambition.” good? Yes. So, in your mar- Telling a story means a bride can see her- Okay, odds are I can’t really read your How could this be? I think we get keting ask your- self in that particular situation, she can mind, but it would be pretty sweet if I spread too thin. Real life gets in the way, self, is my mar- feel the emotions and see the vision of could. See, that right there is what I am hyper-active social life gives way to hy- keting…… what you can do for her. It is more than talking about - that little side step com- per-active family, kids, piano lessons, H - Helpful saying, “I can play your favorite songs ment is why my over-ambitious attitude gymnastics, spouses with careers, houses, - Your message should illustrate how you and have great speakers.” It is describ- gets me into trouble. I have a terrible time cars and the adult reality that this isn’t a are going to HELP your client get what ing a beautiful first dance moment you staying focused. If you have ever spent game. We are not 19-year-old invincible he/she is looking for and how you are the helped create or describing the feel of any time with me in person, you know this know-it-alls anymore. We are still ambi- BEST person to help meet their need. a room you transformed. This skill can firsthand. If not, please believe me when I tious and energetic, however, so we take E - Emotional - What take practice but will pay say it’s an issue. This is why I sometimes on new challenges and adventures. But if do you want your custom- off in big ways! struggle to accomplish everything I want you’re like me, you might overestimate er to feel when they work Much of what we do to, and I have a sneaking suspicion that what you think you can do and underesti- with you or see your work? in our industry is from the it’s not just me as a person, but rather a mate what you need to do. Use high impact imagery heart - and our marketing personality trait — the very same person- At the end of the day, none of it gets and messages to capture should be no different. The ality trait that makes people want to be- the attention it needs, so all of it suffers. them emotionally. Why? better we can express our come entertainers and DJs. See, we are Now I start to feel like maybe the ‘nine Because emotions directly message to the heart of our pleasers, that’s what entertaining is. It’s of all trades’ instead of the Jack, which impact logical justifications brides, the more success making people happy — pleasing them. is a not cool for a person who exists in a to purchase. This basically we will have. In truth, mar- When I first started as a mobile en- very ego-driven business like ours. I can means that when emotion- keting is less about plans, tertainer and radio DJ, I was young and only imagine it’s like an addiction where al connections are made, it is hard for a budgets, and statistics and more about energetic. I could do five things at once you vow not to overeat or drink too much, consumer to say no. Make an emotional reaching our potential clients in a way all day. I could bounce from activity or but then you do and feel like crap, so you connection with your ideal client and your that will capture more than their business task to another. I could juggle an over- overeat or overdrink again to kill the bad ability to close the sale will increase great- - it will capture their heart. Happy month active radio career with three or four job feelings. It’s a continuous cycle. Now I ly! Want more on this subject? Check out of love to all of you! titles in the same building, plus manage to am not going so far as to make that com- this article: http://upfrontanalytics.com/ Kristin Cole is the owner of Sound keep a fledgling mobile business moving parison but merely use the analogy. decision-making-emotional-vs-logical/ Wave Events in Boise, Idaho. Her pas- and functioning, all while maintaining a When setting goals and taking on the A - Accurate- Does your message con- sion for unforgettable customer experi- hyper-active social life with friends, fam- world, remember that it’s important to tain all the needed information? Have ences, relationship marketing, and online ily, girlfriend and hobbies. For several stay focused. Don’t lose sight of what is you checked for errors or typos? If it is a branding have been the driving factor years I did this without a planner or daily important, and don’t try to be too many promotion, do you have terms and condi- behind the success of her company. She schedule calendar. Now that I am getting things to too many people. And by all tions included? Don’t forget your business is a committed small business coach and “more seasoned,” I have noticed that this means, get a good daily planner! name, contact info and the services you teacher, who helps business owners de- is simply impossible. Juggling six or sev- Jake Palmer can be reached at jake- offer. velop into their full potential. You can en things seems more difficult, yet I still [email protected]. R - Relatable - Is your message some- reach Kristin at kristincole@discjock- want to please, so I make promises and thing your target demographic can relate eynews.com PAGE 6 • Disc Jockey News • FEBRUARY 2017 The Why, When, Where And How Of Personalized Recordings By Ron Ruth This month I’m reaching into the Disc much as I can about the bride & groom-to- are today without the influence and support I’ve been using it for years but it comes Jockey News mailbag to answer the ques- be and their relationship to provide them of their dad or mom. I encourage them to with a pretty hefty learning curve if you’ve tions of why, when where and how of per- with ideas for extremely personal touches pretend or envision that they are alone with never used any sort of editing software be- sonalized recordings for wedding celebra- they can use throughout their celebration. their mom or dad (whichever the case may fore. If you’re a Mac user, you might con- tions. This is a fun topic for me since I’ve To get that valuable information, I invite be) moments before the ceremony is to be- sider Garage Band. According to Beebom. been using personalized recordings in one them to my office and conduct a casual but gin. And, they not only have an opportunity com on the interwebs, the following are form or another for a little more than a de- thorough interview of the two of them to- to tell her or him how they feel, they really the “Top 10 Best Audio Editing Software:” cade. gether. WANT to share those feelings in the short WavePad, Audacity, FL Studio, Ardour, Let’s start with the “why” of using per- I also have 3 other reasons for recording amount of time they have. “What would Wavosaur, Adobe Audition, Sound Forge sonalized recordings. The most obvious that initial interview. First, I’ll never have you say?” “How would you say it?” Audio Studio, Steinberg Cubase, LMMS, answer to that question can be found in the to rely on my memory or hand written notes When it comes to “where” to capture the PreSonus Studio One. word “personalized.” As DJs, we are con- (scribbles) because I can always go back recordings, you’ll want the quietest space Some of these software titles are listed stantly on the prowl for personal touches and listen to the recording, again, if neces- you can find. If you plan to invite the cou- as free. Some come with a 30-day free trial. that we can sary. Second, I will often use clips of their ple to your office, make sure you turn off Others come with a pretty hefty price tag bring to a voices as part of up front. Regard- couple’s wed- the love story I less, you need ding to give it write and perform software that a unique flair. at their wedding provides noise And, to truly reception. And, eliminating capa- make a memo- third, the couple bilities and multi- rable impact will sometimes channel recording on a wed- share fun infor- function. Before ding, it’s vital mation about you schedule to emotion- their parents or your very first ally engage the wedding party recording session guests; much that I can use as with a couple, it like a movie or part of their in- is highly advised stage production emotionally engages an troductions. As a that you spend a audience. Personalized recordings are just bonus, the fourth couple weeks (at one way to do that and can be incorporated reason I conduct least) practicing into just about every formality at a wedding an interview and and experiment- reception from the bride and groom’s love record it during ing with your story, to the first dance and parent dances. our first planning software choice. There are plenty of examples of those on session is to begin Something as YouTube but there are also some pretty in- the relationship simple as not credible uses that I’ve seen that you won’t and trust build- anything that has the potential to add am- having the proper find on-line. ing process that will add to the extraordi- bient noise to the recording. That includes mic level setting can ruin a recording. I saw my friend. Peter Merry, expand on nary experience they will enjoy with me computers, hard drives and fans. I even turn If you’d like to know more about the an idea he got from Reno, NV, based DJ, throughout the planning that leads up to the air conditioning up or the heat down why, when, where and how of personal- Larry Williams. He worked a personalized their celebration. during the actual recording time to prevent ized recordings, from the questions to ask recording of a bride speaking to her father For first dance “love drops” or father & unwanted background noise from the fan. to coaching and prep to details of getting into a wedding ceremony. Just as they were daughter or mother & son dance, “appre- Oh, and make sure phones have all been a quality recording and more, I’ve put to- about to head down the aisle, they stopped ciation drops,” I would suggest scheduling shut off. gether a package of information that may at a pre-designated place and the guests those a couple weeks after the first planning Finally comes the “how” to getting qual- be of interest to you. To learn more about (and her father, of course) heard her voice meeting. I say that because it will give you ity personalized recordings. First, you’ll how you can get this valuable information say, “Here we are, dad. The moment you an opportunity to find out just how enthused need a quality microphone. I use a Samson, sent right to your inbox, simply send me an knew would come along.” She continued they are about the idea of doing the record- unidirectional, USB studio microphone. I email at [email protected]. her surprise speaking very briefly about ings. There really needs to be an emotional know other DJs who use high-quality digi- Ron Ruth is a 20 year veteran of the how she found a man much like her dad buy-in by both the bride and groom. With- tal recorders. Although I’ve never tested wedding and DJ industry and the owner of and offered appreciation to him and her out that buy-in, the recordings will sound it, I’ve been told that today’s smart phones Ron Ruth Wedding Entertainment in Kan- mother for all the wonderful things they scripted, staged and insincere. Whatever can capture a quality recording. I’ve used sas City. He’s also a self-described “Dis- had done for her throughout her life. The emotional impact they may have hoped for analog microphones in the past but have ney Geek” and a nationally recognized emotional clincher came with her final re- will be lost and their recordings will come never been happy with the outcome of the speaker who presents seminars at confer- corded words, “here we go,” just as they across more as a novelty than a memorable recordings. They often produce an annoy- ences for DJs and wedding professionals stepped off toward the altar. There wasn’t inclusion. In short, don’t press the idea sim- ing buzz that is impossible to remove from on the topic of delivering quality service. a dry eye in the house (including my own) ply because you think it’s a good idea and the recording. Ron can be reached at 816-224-4487 or and it was the first of many number of per- listen closely for eagerness from both the Second, you’ll need better than decent [email protected] sonal touches included in that celebration. bride and groom. editing software. I use Adobe Audition CC. Randy Bartlett of The 1% Solution fame If the couple is fully committed to mak- is known to record the vows at wedding ing the recordings work, take time during ceremonies and, while guests are enjoying your first meeting to prepare them for the Mike Walter Continued From Page 2 the party segment of the reception, he will process and give them some simple instruc- proaching and following up on each one. the answer puts you on. edit portions of those vows, creating sound tion on how to compose the words that will The very first thing we look at is the re- Mike Walter is the owner of Elite clips that can be played back during the work best with the recording. We’re talking ferral source because, in my experience, Entertainment of New Jersey and a na- closing dances of the evening. The impact about feelings here. So your instructions it dictates so much of how a client needs tionally recognized expert in the area of of hearing the verbal exchange between should be for them to first consider how to be handled. Ask that initial first ques- multisystem company development and the bride and groom is powerful and quite they “feel” about each other. You should tion: How did you hear about us? and staff training. You can contact Mike at memorable. It’s not only an incredible fi- also work with them to speak as though then get ready to follow whatever path [email protected]. nale to the celebration, it brings the event their soon-to-be husband or wife is sitting full-circle by reminding everyone of how in front of them. What are the things they Tamara Sims Continued From Page 2 it all began. see in the other that makes them love that eye-opener for many. effect can occur, resulting in missed I record every spoken word at a wed- person so much? How excited are they that I have never understood the need to photographs, missed entrances and ding reception----from the introductions their wedding day has finally arrived? How bash another vendor on social media to missed opportunities to make an ordi- through the toasts. Similar to what Randy do they see their future together? These are make one look good. Of course, we may nary moment extraordinary. does, I will sometimes edit the toasts dur- just a couple examples of questions that have disagreements with other wedding And speaking of investments, I am ing the party portion of the reception and will bring out emotion in their answers and vendors, but it should not play out in a hoping to see many of you at MBLV incorporate them into the closing songs of voices. I’d also suggest that you record public forum. Whatever happened to 2017 in March. Invest in yourself and the night. I will most definitely do it if the them individually and in an environment the days of picking up a phone and dis- your business will thrive. father of the bride is one of those delivering that doesn’t allow them to hear what is be- a toast. Again, the emotional impact makes ing said. Ask them not to share with each cussing a problem like adults instead of Please feel free to share your com- for a very memorable personal touch that other what they’ve said so can enjoy the airing your grievances for all to see? All ments with Tamara at: tamarasims@ brings the event to a grand finale. spontaneity of the moment when they hear of the panelists agreed that they want to discjockeynews.com So “when” is the best time for you to their new spouse’s words during their first work with team players that are positive Tamara is the Director of Sales and schedule a bride and groom for a person- dance as husband and wife. Keep in mind and genuine. That is how I have always Marketing for Something 2 Dance 2 alized recording session? I think that de- that their visible, emotional reaction will lived my life personally and in business. DJ Entertainment in Schaumburg, IL, pends on how the recording is going to be be as priceless as the words they and their Communication before the wedding and which she proudly owns along with her used and your approach to helping your guests hear. during was extremely important to the husband Jay Sims. She has over 20 years couples discover personal touches they can When it comes to the personalized re- panel. We all have the same goal of pro- experience in the wedding industry and include in their wedding. Personally, the cordings for the parent dances, I instruct viding the best possible experience for loves creating wonderful wedding mem- purpose of my first meeting with a couple my couples to talk about their love for fam- our brides and grooms, and when one ories for her brides and grooms. during the planning process is to learn as ily, how they wouldn’t be the person they vendor fails to communicate, a domino Disc Jockey News • FEBRUARY 2017 • Page 7 What I Learned From Two New Conferences By Jeremy Brech This month I decided to take on two ment and momentum for me and our say thanks is to support a team who will and don’t be afraid to be different than new conferences or conventions. The business plan. As most of you know, it is always support us as a DJ industry. everyone else. It might be scary and it first being The Special Event show and the education in the halls that seems to Don’t be afraid to try something new. might be hard, but believe in it, and you the sec- be the most valuable. Don’t be afraid to take a leap of faith can do great things.” ond being The second show that I attended was and believe in yourself. I watched the Jeremy Brech is Owner/Entertainer/ N A M M . NAMM, in which I was fortunate to DJNTV mini sessions on Jan. 29, and Lighting Designer of DJ Jer Events and I actually provide the lighting production for the right after my session was a good friend Lighting Design. Jeremy can be reached spent more Electro-Voice booth. I have always had of mine Jason Jani. He said, “Sometimes at: [email protected]. time in a lot of respect for the EV team, but af- you just have to take a leap to achieve, California ter getting to know them more and re- this month ally understanding their focus for a large than I did industry of musicians, my respect grew South Da- even more. They have so many moving kota. I parts in the operations but they all have have been the same interest in mind, which is us as CUSTOM GOBOS to numer- consumers. ous DJ conferences in the past, such as Talk about a team that truly cares Mobile Beat, DJ Expo, LDI and also about music, performers and their em- wedding conferences such as Wedding ployees. I was a part of something that MBA and WeddingWire World. I was truly proud of and they provided As I grow my business, I understand that same feeling back to me. I could tell that I need to step outside of my comfort they appreciated my work and the time zone to find what I really want out of my I invested in this project. They respected business. That may be trying a new con- all of the amazing national performers $59.95 ference or, if you have never attended that were a part of their booth and their any size stock gobo $9.95 a conference, going to your first. With success at the show. They treated every- Mobile Beat right around the corner, one like family and made sure that they that might be the leap of faith you take were there for anyone at any time. The to start your journey to the next level. lesson I learned at NAMM was that the Let’s learn a little more about the shows DJ industry is such a small fish in a large that I was fortunate enough to give a try. music sea. The show is huge, and you The first show was The Special Event can’t wrap your head around the exten- or TSE, and it was a huge eye opener for sive size of this show. me as I found an industry much larger In all reality, though, I learned that than I am use to. I truly felt like a small taking care of others and making sure fish in a big sea and that is exactly what you make everyone feel at home should I loved about it. I knew some familiar always be your number one priority. faces, but the best part was meeting peo- This pertains to your staff, your clients ple that I had never met before or even and even your family. A huge thanks to heard their stories. The conference, held Mike Doucot and his amazing team for down in Long Beach, was well put to- the hospitality. Electro Voice truly is a gether and created some great excite- giver to our industry and my best way to PAGE 8 • Disc Jockey News • FEBRUARY 2017 DJ Dustin Reichert: Journeying Through Adversity And Finding Strength By Ruthie Flaa Staring hard times in the face? Dur- had worked so hard on the DJ compa- book, publicly forgiving those that I was learning. ing those moments, DJ and entrepre- ny I didn’t want to just jump ship. But previously angry with. It was amazing. Whether it’s playing with his kids, neur Dustin Reichert would definitely the business side of me prevailed and I The ending that I had struggled with for his dog or taking short breaks from agree with holding on to this cliché but found a way to manage them all togeth- so long suddenly flowed easily. Shortly work just to be with family, Reichert powerful motto: Stay positive. er.” after, the end of the book was written.” still makes time for the simple things, “I have found that [positivity] is the As Reichert puts it, he has plenty of Although PTSD isn’t relatable to ev- even in the midst of chaos, work and key to my successes in life during the “irons in the fire.” But that doesn’t hold eryone, Reichert’s desire was not only to school. At the end of the day, Reichert most dark of times,” find healing in writing, has a deep satisfaction with where his said Reichert. but to encourage and life is now, all that he has accomplished He’s an everyday educate others about and that he can spend his days doing DJ, entertainer and the subject, which can meaningful work. businessman with a be a sensitive one. “I love people,” Reichert said. “And passion for helping “I want people to I love helping people. So doing wed- people. Despite his understand that PTSD dings is my love. I get to see people on successes in the indus- is often more than just the most important day of their lives . try, Reichert’s journey a single traumatic in- . . I get to help make that day special. is not void of trials and cident and more com- With my hypnosis, seeing people truly obstacles. Having a plex than most think, laugh from deep down is so special to background in Crimi- but I also want to put me. I think laughter has a special heal- nal Justice, Reichert a human face to it. A ing component, especially against the once served as a Depu- reasonable face. I want daily stresses of our lives. And I love ty Officer. After being them entertained at speaking and sharing my story in a way shot and injured on the the same time. More that hopefully helps others. I’m always job, he underwent the importantly, I want to amazed at people’s appreciation after process of coping with share with people how I’m done speaking. It’s humbling.” PTSD and eventually to find a positive ap- With a newly-released book and an stepped back from law proach to life despite entertainment industry that changes and enforcement all to- adversity.” expands every day, it’s clear the journey gether. Fortunately, he Reichert is in no way and the growth never end. But Reichert discovered his love for allowing PTSD to have has enough years of experience behind the DJ world. control over his life. In him and is willing to offer some of his “My neighbor fact, he recently started best advice. owned a DJ company, taking classes to fin- “Breath. Smile at what is worth smil- so I approached him ish his Criminal Justice ing at. Realize that chances are you and told him I wanted degree. Now that he is have been through worse, and even if to work some events established as a suc- you haven’t, you will get through this.” with him,” Reichert cessful business man, Learn more about Dustin Reichert at explained. “Eventually many people ask him www.dustinreichert.com. To purchase he said yes and we did him back. Reichert also works for Team- why he bothers to pur- his book, “10-88! Officer Down: The one event together. It was some kind of bonding, a Boston-based company spe- sue his degree again. Reichert’s number story of an officer involved shooting, union party. After we setup our equip- cializing in team building events. While one response? “To tell PTSD it can kiss politics, and his survival of Post-Trau- ment, he walked right to the bar for a Reichert only works a couple events my ass.” matic Stress Disorder,” visit www.10- drink. I was second guessing the choice each month, the event schedules works That, and so he can be a good exam- 88officerdown.com or find it on Ama- at that point. But I was looking for an well with his own. On top of being ple for his children as well as continue zon. income angle.” Teambonding’s “Midwest guy,” a self- Later, a coworker asked Reichert to starter and businessman, Reichert also help DJ for a wedding. Although the does speaking events. official DJ for the event didn’t show “The Minnesota Sheriff’s Associa- up, Reichert took the reins and ran it tion reached out to me about speaking alone. To his benefit, the no-show DJ about my shooting, PTSD and the power and owner of that company eventually of the mind,” Reichert said. “Since then moved on. I’ve shared my story to many criminal “I bought the company and broke justice agencies and recently to schools all ties,” Reichert said. “While building in a different format. I started training in it I worked a lot of rowdy bar karaoke the area of speaking by attending part of shows to build the cash flow. They were the John Maxwell Training and a train- Jack Daniels themed, unofficially, and ing with Anthony Gallie. They have resulted in many hangovers. And really really boosted the momentum of my there was no money in it. After seven speaking and organization.” years I dropped it since I was able to re- Because of the speaking events and place that income by providing bubble their success, Reichert found that his parties. It was a third of the equipment story would be well-suited for the page for less time and more money — and as well as helpful in aiding his healing no hangovers. Dropping bar shows also process. allowed me to have a clearer mind and “[The story] is too much to tell in run it like a business.” one sitting, and I was trying to tell it all. Getting his foot in the door was only A friend suggested that maybe I write the beginning. In 2005, Reichert went things down to help organize them. So I on to buy Spirit Unlimited Professional did. And it helped a lot. And the speak- DJ Entertainment, a company in busi- ing events went much smoother because ness since 1976. of it. And then one day I realized that I “We focus mostly on weddings and had a book.” special events for DJing but do smaller Reichert’s book, “10-88! Officer events at times too,” Reichert said. “I Down,” details his experiences with work as one of the DJ Entertainers for PTSD and the shooting itself. During the higher packages and have a small the writing journey, after adding more staff that I train and manage as well.” anecdotes and making the revisions, Desiring to further expand his busi- Reichert still believed something in his ness and experience as an MC and en- story was missing. tertainer, Reichert absorbed as much “I realized that I still wasn’t letting training and knowledge as he could go and that anger was holding me in a find. Eventually, he ended up in a class prison. On the thirteenth anniversary learning the art of hypnotism. [of the shooting], I woke up in Portland, “While sitting in that class, I looked Oregon after an event and went to the around and smiled and thought, ‘This local Japanese Garden. I found a peace is totally for me!’” Reichert said. “I hit there and knew it was time. I wrote up the ground running from there. But I a long post and [shared] it on my Face- Disc Jockey News • FEBRUARY 2017 • Page 9 managing people, Elite Entertainment con- cessful in business, he writes, he speaks, he It’s DJ Mike Walter.. Not Walters tinued to grow and prosper. Mike will tell trains new staff in the evenings, and yet, By Keith ‘KC’ KoKoruz you his formula: Find great people with he still makes time for himself as well as A lot of people reading this article have Paul Geiger who were the “Core 4” at Star great personalities and a work ethic to his wife. He watches TV, attends concerts perhaps seen Mike speak, read Mike’s DJs at that time. Mike eventually came to match. From there, he will train them to be- and ball games, goes to dinner, runs every books or Facebook posts, purchased his work inside the company under Rick Galdi, come great DJs. Some will stay and some day and plays with his dogs. I am most im- DVDs, attended his PHDJ workshops and the vice president of Star DJs, and later be- will move on. This is just a part of life. pressed with how he is able to balance his even read came the Director of Operations. The very first time I ever saw Mike life.” his articles “He embraced the responsibility of be- speak, he had a graphic on his power point When he speaks at various DJ conven- in this very ing in charge of other entertainers,” Mur- that said, “Talent Moves On.” I was so re- tions, Mike’s passion for the DJ business n e w s p a - phy said. lieved to find someone who had the same is one of the things that makes him so ap- per, since While this may not seem like a big deal philosophy. For years I had attended semi- proachable, as was the case with DJ Joe he has to some of you reading this, his job was nars at DJ expos that talked about tying Bunn. been on to oversee a com- up your staff with “He loves music, loves being a DJ, run- page one pany that was do- contracts to pre- ning a DJ company and helping other DJ forever as ing 50-75 jobs per vent them from company owners. That’s passion,” said o p p o s e d weekend. His job leaving, and I Bunn. “Soon after meeting him, I flew him to being was to make sure never understood down to Raleigh to help me with my own buried in every DJ knew it. Mike spoke my growing company. Fast forward several the back where and when language. years, and I had an idea to start a workshop where I they needed to be If you treat your to help other DJs. Who was the first per- like to and that they were staff well, the right son I called to join me in this project? Mike think the fully prepared. ones will stay and Walter. Without hesitation, he said yes, and best ar- “Mike was a prosper with your the rest is history!” ticles hap- natural for the DJ company. PHDJ was born and continues to help pen to be. business,” Murphy “I’ve been small business owners grow their DJ busi- The question is, however, how much do said. “It combined working for Mike ness. you know about DJ Mike Walter? his passion for for just about half Today, Mike Walter’s Elite Entertain- His name is usually in a sentence such learning with his of my life — over ment has over 16 DJs and has also ex- as: Did you attend Mike Walter’s seminar? love for people, 20 years now,” panded into photography, with partner- or did you read Mike Walter’s article? and he really fell said fellow DJ and ships in the creation of Elite Digital Images We have to set the record straight. His in love with this friend Tom Mona- as well as video with the creation of Elite name is Mike Walter, not Walters. The business right from the start. Mike and the co. “I can honestly Video Productions. Elite Entertainment of- reason I point this out is because he has Mobile DJ industry were a natural fit.” say I’ve learned so much from him, not just fers photo booths, lighting décor and audio given, and continues to give, so much back After growing as much as he could about being a DJ, but personally. More im- visual production at clients’ weddings and to the industry that his name with an “‘s” with Star DJs and watching the company portantly, he’s helped me become a better special events. gets confusing. Now, let’s talk about Mike dynamics change, Mike decided it was person. It’s very rare to find someone like With over 1400 reviews and a five-star Walter. time to go out on his own and create his Mike — someone who can be a great boss rating on WeddingWire, Elite Entertain- Working at a church as a janitor, Mike own company. Eric Taylor, who had also but also a great friend and mentor at the ment is one of New Jersey’s most respected also attended the Connecticut School of worked for Star DJs, had left and was on same time.” Disc Jockey services. Broadcasting with the dream of one day his own too. Mike joined him, becoming a Any small business owner knows that Is there someone that you think I should being an on air radio DJ. During this time, partner. Eric Lee Taylor was his full name, the hours are long, the work load is never- write about who has helped change your he took a part-time job working for John and his initials were ELT, eventually trans- ending and there is always a list of things to career for the better? Is there someone in Murphy and his up-and-coming Star DJs. forming into Elite Entertainment. Eric re- do tomorrow. However, Mike is one of the our business who you think others should At the time, Star DJs was growing to be- tired from the industry to pursue a career few people who is able to balance his life. know about? Shoot me a note with your come the largest DJ service in New Jersey in public speaking and coaching, and Mike “The thing that impresses me the most suggestions. and perhaps the country. Mike shadowed eventually bought out Elite Entertainment. about Mike Walter is his sense of balance,” KC can be reached at KC@discjock- Murphy, Rick Galdi, Danny Vinies and With Mike’s passion for teaching and said Randy Bartlett. “He obviously is suc- eynews.com. PAGE 10 • Disc Jockey News • FEBRUARY 2017 what the social media channel, you’ll on my @bunndjco Instagram account Building A Following For Bar Gigs get followers if you engage with other (five periods and then the tags in the people. What I mean by that is if you first comment section). It makes it not By Joe Bunn follow people or search hashtags and look so “spammy.” I’ll be honest with you, it’s been my social media channels. I tweet it, start to like and comment on other The final part of the equation is a long time since I’ve rocked a club, Instagram it, Facebook it — all of people’s photos, they will eventually just being out and about around your but some things never change. Let that. I even text the link to some of follow you back. It’s actually psycho- city. If you want to play in these bars me guess, club owners and promoters my friends. If it’s good enough, it will logically proven. It’s sort of like when and clubs, you’re going to have to fre- want a DJ “with a following.” Sound get shared over and over. More listens a neighbor shows up at your front door quent them. Get to know the owner or familiar? Secondly, they don’t want equals more followers equals more at Christmas with a fruit cake and you manager, the door guy and even the to pay you power with club owners. don’t have anything to give them. You DJs. Never talk junk to people about jack. Am I A club/bar owner will want to know frantically search under the tree for the other DJs around town. I promise, right? Basi- if you have a following — meaning, something you can re-wrap and give that will come back to haunt you. Yes, cally, they do people in this town know or care them. It’s the same thing on social me- we know you’re better than they are, want you to about you? These days, gaining your dia. If you follow folks or like their but keep it to yourself. Now get out market their following is going to involve technol- stuff, they are going to want to do the there and get that money! club for ogy. The only way to prove this is with same. Try it. I can’t promise super fast Good luck, DJs! Hit me up if you them, and numbers. Numbers of followers on growth, but I can promise growth. have any questions. when folks Instagram, friends on Facebook, fol- Also, you must hashtag your pho- Joe Bunn is the owner of Bunn DJ don’t show lowers on Soundcloud or Mixcloud. tos, especially anything DJ-related. Company in Raleigh, NC. He is avail- up, they You’ve got to get those numbers up. You can use up to 30 on Instagram. able for consulting and speaking en- blame you. Other than buying followers, which Try ones like #DJ #DJlife #music etc. gagements. His DVD “Marketing the I already I can assure you a ton of DJs do, you People seek out hashtags, believe it or Music” is now available at www.djjo- know I’m can get them organically by trying a not, and you’ll get followers if you use ebunn.com. Contact him at joebunn@ right. In any case, I know I’m knock- couple of different tactics. No matter them. Check out the way I use them discjockeynews.com. ing them, but club/bar shows can be a good source of income for “off night,” but save those Saturdays for making the real money — weddings and big corporate events. Okay, so even after I’ve trash-talk- ed them, you still want some of that bar and gig money? No problem, let me try and help because, in my youth, I did make a ton of money off these places. Granted, it was a different era. There wasn’t a DJ on every corner or in their parent’s basement willing and ready to DJ for free (or a $20 bar tab). I would go into a deserted place on, say, a Tuesday night, look around and tell the manager, “I can put 250 people in here in less than a month. I want every Tuesday night, but I’m taking $5 cover charge from everyone that walks in here, and my boy is run- ning the door.” I don’t think I ever had someone turn me down. They kept the alcohol money and I’d walk out at 2:00 a.m. with about $1500 cash money on a Tuesday. I don’t know if you can pull that off in this day and age of “ev- erybody and their mother is a DJ,” but it doesn’t hurt to try. The other thing you have to remember about “back in my day” (dang, I’m old) is that social media wasn’t a part of the picture. Facebook didn’t exist, Insta- gram didn’t exist. The internet was a baby fledgling. I would go around campus with my staple gun and post flyers I got printed at Kinkos on these big wooden signs. I would call my friends. I would let people know on the mic at my frat gigs. That was my big marketing plan. The first thing a club owner is go- ing to want to know, is if you’re any good. The only way to do that is to send them a mix. Back in my day (ugh, I’m old), I would show up and give the manager or owner a mix on a cassette or, later, a CD. These days if you don’t have a Soundcloud or Mix- cloud page, you’re going nowhere. Once you make your mix, post it right away. I prefer Mixcloud because a lot of my mixes get pulled from Sound- cloud due to copyright issues. When I post the mix, I make sure it has art- work to go with it. Try picmonkey. com or fiverr.com if you can’t design something good yourself. Make sure to tag the mix with the type of mu- sic that it is, and always list out the tracks. Those are all critical steps for getting people to listen and to follow you on Mixcloud or Soundcloud. After making sure the post is right, I share the link to the mix on all of Disc Jockey News • FEBRUARY 2017 • Page 11 The Way I See It: Persistence Pays Off By Michael J. Lenstra In 2008 I decided to say goodbye to me at least, a pain in the backside. It took me a few months but I finally had come demonstrate it to him. I gathered my 8-to-5 job and pursue my mobile DJ I told Bob to go ahead and run with a couple of bookings and I was on my up my laptop, a brochure, and a couple business as a full-time career. I knew the program and if he needed any help way. Or so I thought. of Trivingo cards and did a demonstra- when I did that I was going to need I’d be there for him. I’m happy to say he For every successful booking I had, tion for him. He was willing to give it something more than the weekend wed- is doing exceptionally well with it. He’s the next one would be a disaster. Our lo- a shot and booked me for every other ding to make a viable living. At around averaging 3 to 6 shows a week and does cal Hospice chapter used it for a fund- Thursday. Things went so well that after the same well enough with it to make a living. raiser; we had nearly 80 people in at- only two months he asked if I could do time, an That, of course, still left me with tendance, and it was very prosperous. it weekly. The crowd slowly grew, but associate the initial problem of doing something One of those people in attendance was a we took the summer off because wed- of mine, else besides weddings to derive income member of a nonprofit organization who ding season was in full swing for me Bob, made from, especially during the off months. signed me up for their annual fundraiser. and most bar and grilles in our area lose a career In 2013 I attended the Mobile Beat One of their members was a manager at a lot of their patrons when the weather c h a n g e Convention in Las Vegas. While is nice and the days are longer. We that didn’t shopping around the exhibit floor picked it up again in September work out I came across a program from Digi and the crowds returned. In a mat- and he too Games called Extreme Bingo, ter of a couple of months a couple decided to which was a cross of trivia and of other nightspots called me to c o n c e n - bingo. The software would take ask if I could come do Trivingo at trate on any questions, songs, pictures, their place. Then some of the regu- making a and even video and scramble them lars went back to their employers living as and make up to 199 unique bingo and told them about this thing that an enter- cards with the answers on them. I would be great for their holiday tainer. Together we looked at some of thought this might be the perfect party. Finally the phone was ring- the options (karaoke shows were an em- solution. Not only could I market ing. phatic no for both of us) and stumbled it to some of our corporate clients Next month, I will begin my fourth weekly program. I’m cur- on a new and upcoming trend called who are always looking for cutting a local radio station and he blistered the rently doing it on Tuesday, Wednesday, trivia nights. Bob immersed himself in edge entertainment, it might also be use- upcoming fundraiser on the airwaves. I and Thursday evening and now will be the research on the venture and I began ful as a substitute for trivia nights and worried I would not have enough cards. doing it on Sunday afternoons as well. marketing for more weddings. When as a fundraiser. When I returned home 200 was the maximum I could print. I also have two fundraisers scheduled Bob felt he understood how the pro- from the convention I downloaded the 33 people showed up. So much for this month, another in March, and have gram worked we together approached demo program, did some experimenting the power of radio. just talked to someone about yet anoth- some establishments and nonprofit -or with it, and coerced my teenage daugh- And that was just the way it was. For er fundraiser at the end of April. ganizations and made our pitch. Some ters to let me test it out on them and a every success I had, whether it was a So an endeavor that started in 2013 of those organizations were willing to few of their friends. I then approached fundraiser or an attempt to get it into a is finally paying off in 2017. Noted pub- give trivia nights a try, and we were on our county fair. I had been doing a dif- bar and grille as a weekly event, there lic servant William Eardley IV once our way. ferent program with them every summer was another that just bombed. More than said, “Ambition is the path to success, The program became a success, but and asked if I could slip the Extreme once I came to the conclusion that this persistence is the vehicle you arrive in,” the truth of the matter was, I was not Bingo in a couple of times to see what wasn’t the answer that I thought it would and I guess I have found that to be true. real thrilled doing it. Maybe if we had the reaction would be. They were hap- be, but for some unexplainable reason, The way I see it, in today’s world of in- subscribed to one of the established pro- py to give me the opportunity and the maybe lack of common sense, I pushed stant gratification it is way too tempting grams out there, like DJ Trivia, it would response I got while testing it out was on. to throw in the towel too early on some have been different. But just starting out more than positive. Finally, in January of 2016, I received of our attempts at something new. Stick as full-time entertainers and working on I experimented with it a couple of a call from a past client of mine. He and with it just a bit longer. a shoestring budget made that impracti- more times and purchased the program his wife had recently bought a bar and Until next month, cal, so we resorted to researching and the following year. I decided to use the they were looking for some ways to in- ~ Michael ~ writing our own questions which, to me, name Trivingo, which I thought was a crease their income during the middle made it more time consuming than what bit more of a definitive name. I put to- of the week. “Could I come in and do Michael J. Lenstra is a 20-plus- it was worth. That, and the constant gether a website and Facebook page, karaoke?” he asked. No, I explained, year veteran of the Mobile Disc Jock- stream of people who approached us had some brochures printed up, and karaoke is not one of the things that we ey Industry, a full-time entertainer, with their smartphones to argue a ques- went to visit some of my contacts who I do. But I told him about this other prod- and owner of Alexxus Entertainment tion after a round made trivia nights, to thought might benefit from the program. uct I had and made an appointment to in Dubuque, IA. He can be reached at [email protected] PAGE 12 • Disc Jockey News • FEBRUARY 2017 What is your phone number and when I strongly believe in offering thanks Getting Face Time would be the best time for me to call you? and congratulations to all newly en- By Dave Ternier Thanks, chat soon! :) gaged couples who reach out to me, but “Hi there. My name is Tegan, and I also find that through the power of the The brevity of my reply and lack of would rather have the tone, authenticity I’m getting married on July 21 next year. human voice, I have better odds of con- given choices of action has provided me and sincerity in my voice go along with Are you available, and how much do you necting with people before meeting them with a stunningly high percentage of fa- those words. I believe that any goodwill charge?” than I might through email or messages. vorable responses (well, over 90 percent I might receive from delivering this with Regardless We are live entertainers, full of great per- if I had to guess; I seldom don’t receive a my voice will be more useful when I ask of how those sonality, aren’t we? Generally speaking, reply). While I won’t claim to have all of for the face-to-face meeting. Therefore, I words were de- phone calls also save me and the person I the explanations for that success, the fact have chosen to reserve the honor of com- livered to me, I am communicating with a bit of time. that it is so brief and asks just one simple, municating thanks and congratulations use a sales pro- With each written inquiry received, I easy-to-answer question, probably con- through the authenticity of my voice in a cess that fol- will do one of two things. If a phone num- tributes to the results I’ve experienced. phone call. lows the same ber has been provided, I’ll skip to the next I have also omitted a few common lines Lastly, I’ve used two exclamation g u i d e l i n e s step and call them directly without reply- from my reply on purpose. Things such as points, a casual closing sentence and the each and ev- ing in any other way. If no phone number “Thank you for your inquiry” and “Con- ubiquitous punctuation used for com- ery time. (I’d was provided, I will reply via the medium gratulations on your upcoming wedding” municating a smiling face. Each of those rather call it they’ve inquired through (email, Face- are sentences that have been purposefully elements is designed to communicate something less book, text message, etc.) with one very omitted. My reason for doing this is be- small parts of my personality and to let business like, short and simple email: cause I do not believe they provide a lot of them know that they’re not dealing with but for now, Hey ______! value to the recipient in email form. Ternier Continued On Page 13 let’s leave it at “sales pro- cess.”) The origin of the written inquiry, be it through email, Facebook message, web- site inquiry or text message makes no dif- ference to my process — unless the in- quiry called me directly, which bypasses the written part as detailed below. The three elements I require to make a sale are: A written inquiry, which leads to a phone call, which leads to a face-to-face meeting. My goal with each written inquiry is to make a phone call. My goal with each phone call is to book a consultation. My goal with each consultation is to establish if they are a good fit for me, and I for them. If we, the potential wedding clients and I, agree that we all seem to fit well together, then the details are pre- sented with how to book my services for their wedding. The purpose of this blog post is to describe how I achieve that face time with a potential wedding couple. This is not about how to conduct the face-to- face consultation, but rather, how to get yourself and potential wedding clients to that face-to-face consultation in the first place. Many DJs struggle with the task of scheduling a meeting with a potential wedding couple but insist that meeting in person is an essential ingredient to sell- ing their services. If this sounds familiar, keep reading. As you go through the following de- tails, please keep in mind that this is not the correct way to book a meeting. This is simply how I book a meeting. This is the process I use, and it won’t necessar- ily be yours as well. Adopt what you feel comfortable using and archive the rest for review at a later date. Also, remember that my only respon- sibility is to book out myself because I have no employees and the DJ and MC services I offer sell for a reasonably high dollar figure, beginning at $4000. They are not for everyone, both in terms of ser- vice style and price. Lastly, while most DJs do not require a consultation meeting with potential wedding clients, as DJ services in general begin to sell for more and more dollars, the frequency of face-to-face consulta- tions seems to increase. This might not be your current practice, but as your services move to higher and higher dollar figures, this may become a necessary part of your process. Written Inquiry There are a variety of ways to respond to inquiries, and a lot of DJs are fine with simply messaging or emailing back and forth, in order to book a meeting. I’ve taken on the idea that if someone decides they don’t want to speak with me on the phone, it is unlikely they are a couple I will absolutely love working with. Disc Jockey News • FEBRUARY 2017 • Page 13 Ternier Continued From Page 12 a person who takes himself too seriously. Was that strongly-worded enough? I also need to confirm that I am going to lier, it was, in part, because of this ques- Before you think of using this exact ap- If you’re simply going to use the fol- like them. (Gasp!) With a small chuckle, tion. I will suggest a couple of meeting proach, I would first suggest asking if this lowing suggestions because “Dave said I’ll then segue to a serious tone by say- times for when I know they’re likely not reflects your true personality. so,” then you’re not following the intend- ing that I am looking for wedding couples working or in school. I will have already Phone Call ed purpose of genuinely wanting to get who are willing to collaborate with me on looked at my calendar during the call The phone call I have with a prospec- to know the individual and couple you’re the details for their wedding and put some since asking them the work question. tive bride or groom has one primary pur- about to meet. People’s bullshit meter runs effort into creating everything that is go- (Video chat, using a professional sub- pose: to build some trust and authentic a mile a minute these days, and if you’re ing to happen. And, in order to ensure I scription to Zoom software, is used when connection in just a few short minutes in not real, there is zero chance you’ll get, or continue to love my job, I want to make travel for a meeting between myself and order to book a face-to-face consultation. even deserve, a face-to-face meeting with sure that we’re all going to get along be- the wedding couple is not feasible). One of the most important parts of this them. cause we are going to be spending a lot of There you have it. That is how I book phone call is to be fully in charge of the The Conversation time together ahead of the wedding. a consultation, face time, with a potential context and direction of conversation. If Everyone’s approach is different, but Sometimes I will quickly tell them wedding couple. you lose control of the conversation, you I’ll often begin with discussing something about a situation a few years ago where Very few inquiries I receive don’t go won’t have the chance to properly convey simple about the day of the week, what I was hired by a wedding couple where through with a face-to-face meeting. If what your services are all about, and there they are doing that day, the weather, etc. money was no concern and because Dave I had to guess, 95 percent of the time I is a chance that the potential client won’t (True story, don’t laugh!) Then I’ll often Ternier was simply “the guy to have.” It meet face to face with the wedding cou- be given all of the information they need mention that I heard a rumor that they was a miserable experience for me be- ple inquiring about my services. My local to fully understand their request of you. were getting married (obviously). After cause there was zero collaboration from area reputation, the source of the inquiry When this happens, it is the salesperson’s they humorously confirm this “rumor,” the couple, and I swore that would never or referral and many other variables can fault nearly 100 percent of the time. I’ll offer a sincere and authentic congratu- happen again. I use a lighthearted and firm factor into this result, but even inquiries I don’t mean to tell you that I adopt a lations. We’ll discuss when the engage- delivery for this part. If delivered incor- that are the source of a random Google “sales pitch” frame of mind, but instead, ment took place, how long they’ve been rectly, I will come off as a pompous prick search often lead to a meeting with me. it is for another, even more important together and I’ll ask them other ques- who isn’t deserving of anyone’s time. But, Sometimes I am asked about price, reason. I have come to realize that I am tions and make other comments based on delivered with lighthearted confidence, which I do not typically share ahead of the one and only conduit through which a what’s been shared with me. I’ll briefly based on the authentic caring and connec- the consultation. I share that information potential client can learn as much as pos- ask them about what keeps them busy dur- tion I created in the first part of the call, when I meet with couples, after I’ve ex- sible about me and my services. Having ing the daytime (i.e. their jobs) and I will this puts me into a position very few DJs plained what they might actually receive taken ownership over that idea, if a po- ask how they heard about me. If they told find themselves in. I have implied that I for it. If they ask a second time, I am tential client makes a final decision before me in their initial inquiry, I’ll simply have don’t necessarily need their business, but, always respectful and provide them my being given all of the information about them elaborate on that. if they meet certain benchmarks I’ve set starting price. the services I provide, they may have This conversation is extremely organ- out, they will be given the opportunity to An inquiry —> A phone call —> A been delivered a disservice. That is on ic, often going in a variety of directions. work with me. This is a very powerful po- face-to-face consultation me. Therefore, take control of the phone After maybe 6-10 minutes and after con- sition to be in. Through the tone in my voice, the conversation. Otherwise, the person who firming with them that I am available for If you decided to adopt something sim- sincerity of my questions and the au- you’re speaking with might run it and their date, I will tell them that in order to ilar to this specific part of the conversa- thenticity with how I conduct myself on unknowingly shortcut their way through fully continue the conversation about my tion, I am going to remind you that if you that phone call, the person I am speaking learning what they should be from you. services, we will get together for a face- deliver this incorrectly, you are done. Fin- with understands that I truly care about Before I give you a quick summary of to-face visit. I always share with them that ished. Period. End of story. The moment the people I work with and that I truly the conversation I might have during this my policy is not to accept wedding book- this adopts a “sales pitch” tone or an over- care about my work. As a result, when I phone call, please allow me to state the ings from couples that I haven’t met with confident I’m-too-good-for-you feel, you request the meeting, they nearly always strongly-worded statement: If you don’t in-person. This is the honest truth and is a might as well hang up the phone. Tread say yes! genuinely want to know the answers to the policy I do not waver from. with this idea carefully. Based in Manitoba, Canada, Dave following talking points, stop reading this With a massive smile on my face, I’ll The last part of the phone call involves Ternier is a single operator DJ/MC for blog post now. In fact, send the couple my then continue by saying that the reason for me suggesting a couple of times we his company, Special Request Weddings. phone number and I’ll provide them with this policy is not only for them to discover can meet. If you were wondering why I Dave Ternier can be reached at DaveTer- the experience they deserve. if they’re going to like me, but because brought up the question of their jobs ear- [email protected]. PAGE 14 • Disc Jockey News • FEBRUARY 2017 Top 30 Music Charts By www.PrimeCutsMusic.com Pop Country Adult Contempory 1 Alessia Cara Scars To Your Beautiful 1 Blake Shelton A Guy With A Girl 1 Justin Timberlake Can’t Stop The Feeling! 2 Maroon 5 Don’t Wanna Know 2 Thomas Rhett Star Of The Show 2 Shawn Mendes Treat You Better 3 MGK x Camila Cabello Bad Things 3 Dustin Lynch Seein’ Red 3 Sia Cheap Thrills 4 Ariana Grande Side To Side 4 Little Big Town Better Man 4 Pink Just Like Fire 5 Zayn & T.Swift I Don’t Wanna Live Forever 5 Chris Young Sober Saturday Night 5 Adele Send My Love (To Your New…) 6 Chainsmokers Closer 6 Granger Smith If The Boot Fits 6 Maroon 5 Don’t Wanna Know 7 Hailee Steinfeld Starving 7 Brad Paisley Today 7 Adele Water Under The Bridge 8 Rihanna Love On The Brain 8 Michael Ray Think A Little Less 8 Chainsmokers Closer 9 Ed Sheeran Shape Of You 9 Jon Pardi Dirt On My Boots 9 Michael Buble Nobody But Me 10 Weeknd I Feel It Coming 10 Maren Morris 80’s Mercedes 10 X Ambassadors Unsteady 11 Shawn Mendes Mercy 11 Eric Church Kill A Word 11 Train Play That Song 12 Weeknd Starboy 12 Carrie Underwood Dirty Laundry 12 Alessia Cara Scars To Your Beautiful 13 Niall Horan This Town 13 Luke Bryan Fast 13 Charlie Puth We Don’t Talk Anymore 14 Jon Bellion All Time Low 14 Lauren Alaina Road Less Traveled 14 Bruno Mars 24K Magic 15 Chainsmokers Paris 15 Brantley Gilbert The Weekend 15 Calum Scott Dancing On My Own 16 Bruno Mars 24K Magic 16 Jason Aldean Any Ol’ Barstool 16 John Legend Love Me Now 17 Rae Sremmurd Black Beatles 17 Garth Brooks Baby, Lets Lay Down And Dance 17 Ed Sheeran Shape Of You 18 Adele Water Under The Bridge 18 Kelsea Ballerini Yeah Boy 18 Calvin Harris This Is What You Came For 19 Drake Fake Love 19 Josh Turner Hometown Girl 19 Bon Jovi Roller Coaster 20 BeBe Rexha I Got You 20 High Valley Make You Mine 20 John Mayer Love On The Weekend 21 John Legend Love Me Now 21 Kenny Chesney Bar At The End Of The World 21 Andy Grammer Fresh Eyes 22 Clean Bandit Rockabye 22 Chris Janson Holdin’ Her 22 DJ Snake Let Me Love You 23 Hey Violet Guys My Age 23 Trent Harmon There’s A Girl 23 Niall Horan This Town 24 Lukas Graham You’re Not There 24 Chris Stapleton Parachute 24 Fitz & The Tantrums HandClap 25 Noah Cyrus Make Me (Cry) 25 Dierks Bentley Black 25 Daya Sit Still, Look Pretty 26 Sia The Greatest 26 Darius Rucker If I Told You 26 Nathan Sykes Over And Over Again 27 Flume Say It 27 Runaway June Lipstick 27 Major Lazer Cold Water 28 Fitz & The Tantrums HandClap 28 Craig Campbell Outskirts Of Heaven 28 twenty one pilots Heathens 29 Lady Gaga Million Reasons 29 Dan + Shay How Not To 29 Zayn & T.Swift I Don’t Wanna Live Forever 30 Bruno Mars That’s What I Like 30 Miranda Lambert We Should Be Friends 30 Hailee Steinfeld & Grey Starving

Urban Rock Alternative 1 Drake Fake Love 1 Green Day Still Breathing 1 Green Day Still Breathing 2 Migos Bad And Boujee 2 Metallica Atlas, Rise! 2 Blink-182 She’s Out Of Her Mind 3 Rae Sremmurd Black Beatles 3 Ghost Square Hammer 3 Judah & The Lion Take It All Back 4 Amine Caroline 4 Highly Suspect My Name Is Human 4 Kings Of Leon Waste A Moment 5 Big Sean Bounce Back 5 Shinedown How Did You Love 5 K.Flay Blood In The Cut 6 Luke Nasty OTW 6 Avenged Sevenfold The Stage 6 Lumineers Cleopatra 7 Future Used To This 7 Red Sun Rising Amnesia 7 1975 Somebody Else 8 21 Savage & Metro Boomin’ X 8 Volbeat Seal The Deal 8 Cage The Elephant Trouble 9 Khalid Location 9 Breaking Benjamin Never Again 9 Catfish And The Bottlemen 7 10 Rihanna Love On The Brain 10 Beartooth Hated 10 Coin Talk Too Much 11 Dae Dae Spend It 11 Korn Take Me 11 Rag ‘N’ Bone Man Human 12 Chris Brown Party 12 Starset Monster 12 Andrew McMahon In… Fire Escape 13 J. Cole Deja vu 13 Chevelle Door To Door Cannibals 13 twenty one pilots Heavydirtysoul 14 Rihanna Sex With Me 14 Sixx A.M. We Will Not Go Quietly 14 Red Hot Chili Peppers Go Robot 15 PartyNextDoor Not Nice 15 In Flames The Truth 15 Revivalists Wish I Knew You 16 Kevin Hart Push It On Me 16 Pretty Reckless Oh My God 16 Bishop Briggs Wild Horses 17 Dreezy Wasted 17 Pop Evil If Only For Now 17 Bob Moses Tearing Me Up 18 Lil Uzi Vert You Was Right 18 Bleeker Highway 18 Fitz & The Tantrums Roll Up 19 Jeezy All There 19 Sick Puppies Where Do I Begin 19 Cage The Elephant Cold Cold Cold 20 Bibi Bourelly Ballin 20 Red Hot Chili Peppers Go Robot 20 Bastille Blame 21 DJ Esco Too Much Sauce 21 Through Fire Breathe 21 Dreamers Sweet Disaster 22 Rob Stone Chill Bill 22 Devour The Day The Bottom 22 Milky Chance Cocoon 23 Beyonce All Night 23 Adelitas Way Ready For War 23 Highly Suspect My Name Is Human 24 O.T. Genasis Push It 24 Kings Of Leon Waste A Moment 24 XX On Hold 25 Fat Joe & Remy Ma Money Showers 25 Metallica Moth Into Flame 25 Mondo Cozno Shine 26 Dababy Light Show 26 K.Flay Blood In The Cut 26 Bleeker Highway 27 Big Sean Moves 27 Blink-182 She’s Out Of Her Mind 27 Kaleo All The Pretty Girls 28 Bruno Mars 24K Magic 28 A Day To Remember Naivety 28 Coldplay Hymn For The Weekend 29 D.R.A.M. Cash Machine 29 Art Of Anarchy The Madness 29 Young The Giant Silvertongue 30 Weeknd Starboy 30 From Ashes To New Breaking Now 30 Dirty Heads Oxygen Disc Jockey News • FEBRUARY 2017 • Page 15 Recurrent Hits For The Dance Floor for FEBRUARY 2017 http://www.discjockeynews.com • http://www.djntv.com

Pop Recurrents Urban Recurrents Adult Contempory Recurrents 1 ARIANA GRANDE Dangerous Woman 1 FETTY WAP My Way f/Monty 1 FIFTH HARMONY Work From Home f/Ty Dolla $ign 2 WIZ KHALIFA See You Again f/Charlie Puth 2 FUTURE Commas 2 ZAYN Pillowtalk 3 SKRILLEX & DIPLO Where Are U Now w/J. Bieber 3 CHRIS BROWN Back To Sleep 3 R. CITY Locked Away f/Adam Levine 4 ALESSIA CARA Here 4 BEYONCE Formation 4 JUSTIN BIEBER What Do You Mean? 5 FIFTH HARMONY Worth It f/Kid Ink 5 JEREMIH Planes f/J. Cole 5 ELLIE GOULDING On My Mind 6 DAYA Hide Away 6 FETTY WAP Trap Queen 6 CHARLIE PUTH We Don’t Talk...f/Selena Gomez 7 LUKAS GRAHAM 7 Years 7 2 CHAINZ Big Amount f/Drake 7 FALL OUT BOY Uma Thurman 8 TOVE LO Talking Body 8 USHER Rivals f/Future 8 TAYLOR SWIFT Bad Blood 9 DRAKE Too Good f/Rihanna 9 LLOYD Tru 9 ANDY GRAMMER Honey, I’m Good 10 PINK Just Like Fire 10 DJ KHALED I Got The Keys f/Jay Z/Future 10 MAJOR LAZER Cold Water f/Justin Bieber, M 11 FLUME Never Be Like You f/Kai 11 RICH HOMIE QUAN Flex (Ooh Ooh Ooh) 11 WIZ KHALIFA See You Again f/Charlie Puth 12 SELENA GOMEZ Hands To Myself 12 FETTY WAP 679 f/Remy Boyz... 12 SELENA GOMEZ Same Old Love 13 SELENA GOMEZ Good For You f/A$AP Rocky 13 LUKE NASTY Might Be 13 THE WEEKND Can’t Feel My Face 14 THE WEEKND The Hills 14 KENT JONES Don’t Mind 14 MAROON 5 Sugar 15 JAMES BAY Let It Go 15 BRYSON TILLER Sorry Not Sorry 15 JUSTIN BIEBER Sorry 16 THE CHAINSMOKERS Roses f/Rozes 16 TECH N9NE Erbody But Me 16 RACHEL PLATTEN Stand By You 17 MARTIN GARRIX & BEBE REXHA In The Name Of Love 17 FUTURE Low Life f/The Weeknd 17 TAYLOR SWIFT Style 18 WALK THE MOON Shut Up And Dance 18 DJ DRAMA Wishing f/Chris Brown/Skeme... 18 MEGHAN TRAINOR Like I’m Gonna Lose You 19 THE WEEKND Can’t Feel My Face 19 DRAKE One Dance f/Wizkid & Kyla 19 FLO RIDA My House 20 SELENA GOMEZ Same Old Love 20 DAE DAE Wat U Mean 20 COLDPLAY Hymn For The Weekend 21 JUSTIN BIEBER Love Yourself 21 RIHANNA Work f/Drake 21 ADELE Hello 22 JUSTIN BIEBER What Do You Mean? 22 MEEK MILL All Eyes On You f/Minaj/Brown 22 X AMBASSADORS Renegades 23 ZAYN Pillowtalk 23 DRAKE Too Good f/Rihanna 23 ED SHEERAN Photograph 24 MAJOR LAZER Lean On f/M 24 MILA J Kickin’ Back 24 ELLIE GOULDING Love Me Like You Do 25 JASON DERULO Want To Want Me 25 FUTURE Wicked 25 TAYLOR SWIFT Wildest Dreams 26 ARIANA GRANDE Into You 26 MARY J. BLIGE Thick Of It 26 MIKE POSNER I Took A Pill In Ibiza 27 ZARA LARSSON & MNEK Never Forget You 27 J. COLE No Role Modelz 27 LUKAS GRAHAM 7 Years 28 SHAWN MENDES Stitches 28 TORY LANEZ Say It 28 ELLE KING Ex’s And Oh’s 29 TWENTY ONE PILOTS Stressed Out 29 FAT JOE & REMY MA All The Way Up 29 JASON DERULO Want To Want Me 30 DAYA Sit Still, Look Pretty 30 BEYONCE Sorry 30 CHARLIE PUTH One Call Away 31 JUSTIN BIEBER Sorry 31 YO GOTTI Down In The DM 31 MARK RONSON Uptown Funk f/Bruno Mars 32 G-EAZY Me Myself & I f/Bebe Rexha 32 BRYSON TILLER Don’t 32 RACHEL PLATTEN Fight Song 33 ADELE Send My Love (To Your New... 33 DESIIGNER Panda 33 SHAWN MENDES Stitches 34 DNCE Cake By The Ocean 34 YOUNG THUG & TRAVIS SCOTT Pick Up The Phone f/Quavvo 34 JUSTIN BIEBER Love Yourself 35 KIIARA Gold 35 BEYONCE Hold Up 35 THE CHAINSMOKERS Don’t Let Me Down f/Daya 36 FLO RIDA My House 36 JEREMIH Oui 36 DAYA Sit Still, Look Pretty 37 FIFTH HARMONY Work From Home f/Ty Dolla $ign 37 O.T. GENASIS Cut It f/Young Dolph 37 TWENTY ONE PILOTS Stressed Out 38 GNASH F/OLIVIA O’BRIEN I Hate U, I Love U 38 DRAKE Controlla 38 DNCE Cake By The Ocean 39 MIKE POSNER I Took A Pill In Ibiza 39 DJ KHALED Do You Mind f/Minaj/Brown... 39 WALK THE MOON Shut Up And Dance 40 X AMBASSADORS Unsteady 40 YFN LUCCI Key To The Streets 40 CALVIN HARRIS This Is What You... f/Rihanna 41 JUSTIN TIMBERLAKE Can’t Stop The Feeling 41 USHER No Limit f/Young Thug 41 JAMES BAY Let It Go 42 THE CHAINSMOKERS Don’t Let Me Down f/Daya 42 KANYE WEST Father Stretch My Hands 42 TWENTY ONE PILOTS Ride 43 DRAKE One Dance f/Wizkid & Kyla 43 BRYSON TILLER Exchange 43 X AMBASSADORS Unsteady 44 MAJOR LAZER Cold Water f/Justin Bieber, M 44 DJ KHALED For Free f/Drake 44 ADELE Send My Love (To Your New... 45 TWENTY ONE PILOTS Ride 45 D.R.A.M. Broccoli f/Lil Yachty 45 PINK Just Like Fire 46 CALVIN HARRIS This Is What You... f/Rihanna 46 YOUNG M.A Ooouuu 46 TWENTY ONE PILOTS Heathens 47 SHAWN MENDES Treat You Better 47 TORY LANEZ LUV 47 SIA Cheap Thrills 48 SIA Cheap Thrills 48 RIHANNA Needed Me 48 JUSTIN TIMBERLAKE Can’t Stop The Feeling 49 TWENTY ONE PILOTS Heathens 49 PARTYNEXTDOOR Come And See Me f/Drake 49 ANDY GRAMMER Fresh Eyes 50 DJ SNAKE Let Me Love You f/J. Bieber 50 CHANCE THE RAPPER No Problem f/Lil Wayne... 50 SHAWN MENDES Treat You Better How To Set Your Voice Free By Harvey Mackay When I was embarking on my “sec- your talents, your passion, your original- nify the impact of every communication have marked effects on how your mes- ond career,” public speaking, I had a lit- ity, your authenticity.” you have.” sage is received. tle experience under my belt. I’d been a I was quite fascinated by the anatomy He acknowledges that great speak- The impetus for updating his mas- member of a Toastmasters group, a Dale lessons that form the basis of Roger’s ing and singing are not about being the terwork now is the result of an interest- Carnegie graduate and had made a long research and teaching. When you know best, it’s about being unique. “It’s about ing observation: the advent of television list of speeches to community groups and how your voice works from the inside expressing who you are and what’s par- singing competitions and videos that go various causes. out, and how to best take care of it, your ticularly special about you,” he says. “If viral have “changed the landscape for Sometimes I would speak several attitude will change. As Roger says, “The you learn to use your own instrument singers, offering them new opportunities times in a human voice is set up to speak or sing with confidence, people will open their . . . and opening the public’s imagination day, trying to twenty-four hours a day without getting ears to you and recognize what sets you to the possibilities of where our voices reach as many hoarse or strained or creating any physi- apart from everyone else.” can be.” groups as cal problems.” This updated edition includes tech- Coincidentally, he credits the revolu- possible. My That information was especially help- niques he has developed to help people tion to “The Voice,” the television com- message was ful to me because my voice is my living. with speech disorders such as stuttering petition that asked its judges to do blind often only as Whether I am delivering a speech, mak- and spasmodic dysphonia. auditions, facing away from the contes- good as my ing a sales call, making contacts for chari- “True artistry in speaking comes from tants while they sang. The voice alone voice. table or community causes, or mentoring creating a convincing blend of three ele- did the selling, he said. “All of us real- So I did future entrepreneurs, my voice needs to ments: what you say, the way you say it ized that no matter what you look like, what I always be strong and convincing. and who you are,” Roger says. no matter what your age or background, do when I He helped Reese Witherspoon and Jeff The real take-home for me is that how if you can create the right sounds, people know I can do Bridges find their singing voices when I use my voice is nearly as important as will see beauty, kindness, intelligence better: I went they were preparing for movie roles that my message. We learn how to talk at a and uniqueness in you.” out and hired a public speaking coach. As required them to stretch their limits. He very young age, and I suppose we figure Mackay’s Moral: How you use your it turns out, the fellow I have been work- worked with John Mayer and Gwen Ste- out soon after which cute little voices will voice speaks volumes about you. ing with is more than a coach. He is just a fani to expand their ranges and keep their help us get our way. But through years of Reprinted with permission from na- few ticks shy of a miracle worker. voices in top shape despite demanding school and career, are we really using our tionally syndicated columnist Harvey I’m talking about Roger Love, who performance schedules. voices to generate the best effects? Mackay, author of the New York Times has coached speakers, singers, internet Roger’s techniques are clearly ex- Roger discusses four key emotions #1 bestseller “Swim With The Sharks marketers and plenty of folks who under- plained in his book, which makes it sim- you need to evoke in your audiences to Without Being Eaten Alive,” “We Got stand the power of voice and the impact it ple to practice on your own. He says, “If make them like and believe you: happy, Fired!...And It’s the Best Thing That Ever has on their careers. His updated version you know how to control the pitch, pace, grateful, passionate and confident. But his Happened to Us,” and his new book, of “Set Your Voice Free,” first published tone, volume, and melody of your voice, explanations take readers beyond typical “The Mackay MBA of Selling in the Real in 1999, presents material that helps you can consciously use them to guide descriptions of these emotions. Learning World. readers “showcase the best of yourself – the emotions of your listeners and mag- how to project these key emotions will PAGE 16 • Disc Jockey News • FEBRUARY 2017

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