Disc Jockey News September 2016

Disc Jockey News E-Edition SEPTEMBER 2016 • Issue #143

The Monthly Disc Jockey Newspaper

Free Online E-Edition

SEPTEMBER 2016 Disc Jockey News Print Version Contents Page 1: Mike Walter Page 1: Tamara Sims Page 1: Brian S. Redd Page 2: Mitch Taylor Page 4: Joe Bunn Page 5: Kristin Cole Page 5: Allison Farley Page 6: Ron Ruth Page 7: Dave Ramsey Page 8: Dean Carlson Page 9: Alan Berg Page 10: Keith Kokoruz Page 11: Mike Lenstra

Page 13: Ruthie Flaa Page 13: Dan Carpenter Page 14: Jeffrey Gitomer Page 15: Recurrent Hits Page 15: Harvey Mackay Page 16: Top 30 Charts Page 16: Different Spin Page 17: Stevie Ray Page 17: Jeremy Brech Page 18: Dj Kilma Page 18: Matt Anderson Page 18: Dave Ternier Page 19: Rocky Bourg

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There’s Nothing Stealth About This Ninja!

ADJ • American DJ

Bolstered by a super-charged Philips Platinum 5R lamp, the truly unique ADJ Ninja 5RX offers unprecedented levels of power while remaining portable and flexible, providing users with a compact unit capable of seriously far-reaching multi-beam effects!

If there’s anything lighting users want, it’s more power! ADJ’s new Ninja 5RX is a pioneering multibeam effect that features four independently tilting mirrors and a range of color/GOBO effects, as well as a super-powerful Philips 5R lamp! This awesome combination – bolstered by the force of the ultra-bright discharge lamp – gives users the ability to scatter slicing beams of light around the room, stage or dance-floor, for an eyecatching display that leaves guests astounded.

Co-engineered with ADJ, the Philips MSD Platinum 5R discharge lamp is the nucleus of the Ninja 5RX. Fusing this powerful source with tilting mirrors and a tight 5-degree beam angle, the unit offers unrivaled levels of brightness and is able to shoot out cutting beams of pure white or color lighting at every angle imaginable, ensuring an energized display of multi-beam effects with the power to fill entire rooms.

This room-filling ability and accurate mirror movement is in part facilitated by the Ninja 5RX’s stepper motors with micro stepping, built-in tilt macros, and effective Tilt Invert feature – all of which offer users dynamic movement and precise positioning. So, users can easily generate a varied and highenergy lightshow that brings color, movement and a nightclub-style atmosphere to just about any venue or event.

The flexibility of the Ninja 5RX

really comes into its own when users discover the range of GOBO and color options on offer. Across its independent color and GOBO wheels, users have 15 colors to choose from (including harder to reach hues like hot pink, vibrant orange, turquoise and purple) as well as an impressive range of 17 static, fixed GOBOs + open. Furthermore, users can select from three open GOBO settings, each of a varying size (1.5mm, 4mm and 7mm), allowing different sized beams to be created and giving users a choice between a super-tight spot, a more standard-sized open GOBO and a wider dot that’s ideal for bringing emphasis to a certain area or space.

While the multi-beam, mirrored displays generated by the Ninja 5RX make it an ideal centerpiece effect for mobile DJs working parties and events, the sheer power executed by the Philips Platinum 5R lamp mean that it’s also an atmosphere-enhancing product for any club or venue install. And, helping bring extra pure lighting excitement to nightclubs, events and parties, ADJ has equipped the fixture with intense pulse and strobe effects that can be amplified or softened using the 0-100% electronic dimming.

“We wanted to offer our customers a centerpiece-style effect that wasn’t just limited to smaller rooms and events,” explained Alfred Gonzales, National Sales Manager for ADJ USA. “The solution? We’ve taken a high-power Philips Platinum 5R lamp – co-engineered with ADJ – and combined it with precise mirror movement and separate color and GOBO wheels to give users a compact, affordable unit capable of potent, far-reaching multi-beam displays.”

In terms of control, the Ninja 5RX offers users a choice between

three operational modes: Show, Sound Active and DMX-Controlled.

For those lighting users looking to create something highly effective without the need for complex programing, the Show mode features 12 built-in lightshows, each with its own unique qualities for giving guests a night to remember! Ideal for use by mobile DJs and owners of roller rinks, these pre-set displays are also utilized by the unit’s Sound Active mode, which shoots out colorful beam effects in time with music.

For more in depth control, the DMX-Controlled mode gives users access to 1-, 10- and 13-channel DMX settings, allowing them to produce spectacular customized displays of powerful multi-beam effects that can be tailored to meet the requests of a client or venue. ADJ has also ensured that the Ninja 5RX is compatible with its separately sold UC IR wireless remote, as well as with the revolutionary new Airstream IR app, the latter of which enables control of primary settings and effects from the screen of any iOS device.

Thanks to its power, versatil-

ity and budget-conscious price, the Ninja 5RX is perfectly suited to the needs of mobile DJs, touring bands, event organizers, bars, clubs and venues. However, due to the need for DJs and bands to travel with a portable setup, and the space limitations often found inside smaller clubs and bars, it’s also essential that the Ninja 5RX is unbelievably compact and lightweight. Easy to store, transport and install, the fixture weighs in at just 22 lbs. (10kg) and measures 13.25 x 12.25 x 13in (340 x 313 x 333mm) – ideal for taking pure lighting excitement just about anywhere! Ideal for mounting onto truss totems either side of the DJ booth or stage, users can also daisy-chain the power for two Ninja 5RX units at 120V (or five at 230V) for a more expansive lightshow.

Innovative in its power and versatility, but available at a budgetconscious price point, the new Ninja 5RX puts the ability to create highpower, multi-beam effects in the hands of a wide range of users, from mobile DJs to club owners to event lighting designers. Flexible, unique and powerful enough for use in bigger rooms, the Ninja 5RX is another pioneering but affordable product from ADJ! For more information about the ADJ Ninja 5RX, visit: http://www. adj.com/ninja-5rx Make sure to check out the Ninja 5RX product spotlight: http://www.adj.com/content/cat/ ada-product-spotlight/post/ninja5rx-spotlight/ Check out the Ninja 5RX product demo video: h t t p s : / / w w w. y o u t u b e . c o m / watch?v=zhgmJnu8l0k

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Vinyl Revolution: Introducing The PLX-500 Direct Drive Turntable For DJs Pioneer DJ

Extending the family of Pioneer DJ’s turntable models, we’re releasing a new direct drive turntable to offer a more versatile vinyl solution for DJing and leisurely listening at a competitive price.

The PLX-500 is ready to use straight out of the box thanks to its line output, which lets users plug it into their sound system or powered speakers with no need for an external amplifier.

Drawing on our heritage in making high-quality players and turntables, the PLX-500 inherits the layout of the PLX-1000 professional turntable and produces warm, clear analog sound. The high-torque deck is suitable for scratching and comes with everything DJs need, including a cartridge, stylus and slipmat; and its USB out means users can easily make high-quality digital recordings of their vinyl collection in our free rekordbox software. Users can use the PLX500 and the rekordbox dvs Plus Pack to play and scratch digital files when combining them with a compatible DJM mixer and the RB-VS1-K Control Vinyl.

DJs can also choose between the black (PLX-500-K) and white (PLX-500-W) versions to match their set-up or the design of their home.

The PLX-500-K and PLX-500-W will be available in the U.S. and Canada from September 2016, with a retail price of $349.00.

KEY FEATURES OF THE PLX-500 1. High-quality analog vinyl sound The PLX-500 series inherits design features from the PLX-1000 professional turntable to produce the high-quality sound expected from vinyl. The shortest possible audio routing from the stylus to the outputs reduces distortion, and the phono and line outputs mean users can connect directly to their sound system or powered speakers to enjoy warm sound.

2. Easy digital recording A built-in USB output means you can record your vinyl collection to highquality digital WAV files by simply connecting the PLX-500 to your PC or Mac.

Digitizing tracks is easy using our free rekordbox application. Once tracks are in the rekordbox collection, users can play them using the PLX-500 and a rekordbox dvs set-up, on a DDJ controller, or on CDJs via USB. Users can also enjoy them on their mobile devices whenever they want.

Using its audio analysis technology, rekordbox detects the silence between tracks and creates a separate file in your collection for each one, so you can just press play and record a whole album from an analogue source to individual tracks without resetting the recording in between songs. After you’ve finished recording you can name and tag all your new tracks.

How to record your vinyl to highquality digital files: 1.

Connect the PLX-500 to your computer with a USB cable.

2.

Open our free rekordbox application (version 4.2.1).

3. Click the record button in the software and it enters Record Standby mode.

4.

Press play on the PLX-500. rekordbox begins recording when the music starts.

5.

When you’ve finished recording, press stop. A window opens in rekordbox where you can enter information for each track including name and artist. The tracks then appear in your rekordbox collection and you can search for them by name, artist etc.

3. High-torque direct drive turntable for DJ performances and rekordbox dvs

The high-torque, direct drive PLX-500 is ideal for mixing and scratching. Users can also combine it with the rekordbox dvs Plus Pack to play and perform with their digital files when using a compatible DJM mixer and the RB-VS1-K Control Vinyl (available separately).

4.

Dust cover with record sleeve stand Enjoy the vinyl sound of your records and their artwork at the same time thanks to the dust cover that incorporates a stand for displaying record sleeves when open.

5. Layout inherited from the PLX1000 professional turntable The PLX-500 inherits its slick design from the professional PLX-1000 turntable, and users can choose between the black (PLX-500-K) and white (PLX500-W) versions to match the color of their gear or the interior of their home.

How to use rekordbox dvs:

Buy the RB-VS1-K Control Vinyl from a Pioneer DJ authorized dealer or directly from pioneerdj.com (limited countries only). Visit rekordbox.com to download the latest version of rekordbox for free, then buy rekordbox dj ($129.00) and rekordbox dvs ($99.00) license keys. Alternatively, you can subscribe to rekordbox dj for $9.90 per month and get rekordbox dvs as part of your subscription plan. Learn more about rekordbox dvs.

The silver PC-HS01-S headshell that is included with the PLX-500 will be available to buy separately from December 2016 in three color options. Choose from the PC-HS01-K (black), PC-HS01S (silver) and PC-HS01-N (gold) to complement the look of your set-up. Our PC-X10 cartridge or other cartridges can be attached to the headshells (all will be sold separately).

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Tuesday Nights SEPTEMBER 2016

10:00 pm Eastern http://www.discjockeynews.com/live

Live Music & Chat Shows Tuesday Night On #DJNTV Brian S Redd and John Young talk music and the music makers that are important for mobile DJs!

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AUG 2016 HITLIST

The Industry's #1 Source For Music & Music Video

RADIO / TOP 40

Content Warning

COMPILED FROM MEDIA CHARTS AND FEEDBACK WWW.PROMOONLY.COM

DANCE / CLUB

Content Warning

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20

Cheap Thrills Ride This Is What You Cam...

Send My Love (To You...

One Dance Don't Let Me Down Cold Water Treat You Better Can't Stop The Feeli...

Into You Never Be Like You All In My Head (Flex...

We Don't Talk Anymor...

Too Good Closer Needed Me Gold Just Like Fire Sit Still, Look Pret...

Make Me

Sia Twenty One Pilots Calvin Harris Adele Drake The Chainsmokers Major Lazer Shawn Mendes Justin Timberlake Ariana Grande Flume Fifth Harmony Charlie Puth Drake The Chainsmokers Rihanna Kiiara Pink Daya Britney Spears

MSR0416 MSR0516 MSR0616 MSR0716 MSR0516 MSR0416 MSR0916 MSR0716 MSR0616 MSR0816 MSR0516 MSR0716 MSR0716 MSR0816 MSR0916 MSR0816 MSR0716 MSR0816 MSR0516 MSR0916

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20

No Money Needed Me Bring Back The Summe...

I Wanna Know Let It Go Chase You Down This Is What You Cam...

Sex Livin' For Your Love...

Cold Water This Girl Safe Till Tomorrow Bonbon ILYSM Drink The Night Away Sweet Dreams Into You Do It Right One Night In Heaven Body High

Galantis MSC0816 Rihanna MSC0816 Rain Man f./OLY MSC0716 Alesso f./Nico & Vinz MSC0716 NERVO f./Nicky Romero RC0716 Runaground MSC0516 Calvin Harris f./Rihanna MSC0816 Cheat Codes x Kris Kross Amst... MSC0716 Rosabel f./Jeanie Tracy MSC0616 Major Lazer f./Justin Bieber ...

MSC0916 Kungs vs Cookin' On 3 Burners MSC0816 Morgan Page f./Angelika Vee MSC0716 Era Istrefi RC0816 Steve Aoki & Autoerotique MSC0916 Lee Dagger f./Bex MSC0616 JX Riders f./Skylar Stecker MSC0916 Ariana Grande MSC0816 Martin Solveig f./Tkay Maidza MSC0816 Toy Armada & DJ GRIND f./Inay... MSC0816 Mike Taylor MSC0916

1 2 3 4 5 6 7 8 9 10

Trouble Heathens Way Down We Go Bored To Death River Good Grief Dark Necessities Ophelia Wow You Don't Get Me Hig...

Cage The Elephant Twenty One Pilots Kaleo Blink-182 Bishop Bastille Red Hot Chili Peppers Lumineers Beck Phantogram

MRR0516 MRR0716 MRR0316 MRR0516 MRR0516 MRR0716 MRR0616 MRR0316 MRR0716 MRR0716

1 2 3 4 5 6 7 8 9 10

Controlla Needed Me For Free No Limit Wat U Mean One Dance Sorry I Got The Keys LUV Grass Ain't Greener

Drake Rihanna Dj Khaled Usher Dae Dae Drake Beyonce Dj Khaled Tory Lanez Chris Brown

UR0816 UR0716 UR0716 UR0716 UR0616 UR0516 UR0616 UR0816 UR0816 UR0816

1 2 3 4 5 6 7 8 9 10

For Free Controlla Needed Me This Is What You Cam...

LUV MY PYT One Dance No Limit All In My Head (Flex...

Don't Let Me Down

Dj Khaled Drake Rihanna Calvin Harris Tory Lanez Wale Drake Usher Fifth Harmony The Chainsmokers

RR0816 RR0916 RR0716 RR0616 RR0816 RR0716 RR0516 RR0816 RR0716 RR0716

1 2 3 4 5 6 7 8 9 10

From The Ground Up Make You Miss Me American Country Lov...

Peter Pan Different For Girls You Look Like I Need...

Head Over Boots She's Got A Way With...

Fix Rock On

Dan + Shay Sam Hunt Jake Owen Kelsea Ballerini Dierks Bentley Justin Moore Jon Pardi Blake Shelton Chris Lane Tucker Beathard

CR0416 CR0516 CR0516 CR0516 CR0816 CR0116 CR1215 CR0816 CR0116 CR0516

1 2 3 4 5

La Carretera Imaginar Bobo Duele El Corazon Shaky Shaky

Prince Royce Victor Manuelle f./Yandel J Balvin Enrique Iglesias f./Wisin Daddy Yankee

TL0616 TL0616 TL0716 TL0616 TL0716

1 2 3 4 5

Me Va A Pesar Me Va Extranar Espero Con Ansias Si No Es Contigo Todo Es Diferente

La Arrolladora Banda El Limon El Potro De Sinaloa Remmy Valenzuela Banda El Recodo De Cruz Lizar...

La Maquina Nortena

RL0716 RL0816 RL0416 RL0516 RL0716

1 2 3 4 5

Duele El Corazon La Bicicleta La Carretera Bobo El Perdedor

Enrique Iglesias f./Wisin Carlos Vives & Shakira Prince Royce J Balvin Maluma

PL0716 PL0716 PL0616 PL0716 PL0516

1 2 3 4 5

Shaky Shaky Bobo Acercate Chillax Hasta El Amanecer

Daddy Yankee J Balvin De La Ghetto Farruko f./Ky-Mani Marley Nicky Jam

CRB0716 CRB0716 CRB0816 CRB0816 CRB0216

MODERN ROCK

RHYTHM RADIO

TROPICAL

POP

URBAN RADIO

COUNTRY

REGIONAL

CARIBBEAN

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Monday Night DJ LIVE CHAT Disc Jockey News E-Edition Marketplace

MONDAYS AT 8:00 pm CENTRAL ON #DJNTV

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Learn professional level tips, tricks and best practices from some of the industry’s leading experts. Presenters will include touring engineers, applications engineers, product design engineers and more!! The information presented will be hard-hitting, but presetented to ensure that even a novice can learn and apply it. Attendees will enjoy hands-on labs in one of the world’s most advanced loudspeaker engineering facilities.

Discount hotel accommodation information: https://www.countryinns.com/ soundandaudio Shuttles will be provided from airport to/from hotel, and hotel to/from EV HQ. WHEN: Sunday, October 9, 2016 at 7:00 PM - Tuesday, October 11, 2016 at 5:00 PM (CDT) WHERE: Electro-Voice - 12000 Portland Avenue South, Burnsville, MN 55337

Disc Jockey News SEPTEMBER 2016 • Issue #143

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DJ Expo 2016 Recap

It’s Ok To Slow Down

This space is traditionally reserved for my recap of DJ Times’ DJ Expo, but since I already did that on air with the esteemed publisher of this fine newspaper (which you can see on DJNTV. com) I thought I’d focus this article on just one thing I experienced at the Expo, and in doing so, hopefully point out why you should do your best to never miss a major event in our industry and when you attend, get to as many seminars or round tables as possible. The direct show link by the way is: https://www.youtube.com/ watch?v=UCAnPhZ_ob8 DJ Times held over 30 educational opportunities during their four day DJ Expo this year, which means there were a handful of times when multiple classes were going on simultaneously. I’m never a big fan of that because I hate choosing and I always feel like I’m missing out, but that is how I found myself skipping part of the Games Seminar to slip into a smaller conference room to hear DJ Times Editor Jim Tremaine interview producer RedOne. If you only know RedOne from his work with Lady

“Life moves pretty fast. If you don’t stop and look around once in a while, you could miss it.” This quote is from one of my favorite movies and if I need to tell you which one you are way too young to be reading this article! But this 30-yearold quote couldn’t ring truer for me today.

For those of you who know me personally, you may be aware that my husband Jay (business and life partner) was in a cycling accident last month. He was lucky. He suffered a concussion and a separated shoulder, but it could have been much worse.

Part of me felt like the accident was a sign to slow down. I get it, you own a business, you work an unbelievable amount of hours and it is extremely difficult to slow down or take a day off.

You feel a sense of guilt taking a weekend off, you may even feel like something is missing, or “what do I do with myself” if I am not working. I can’t remember the last time Jay and I stayed home an entire weekend without working, but that is exactly what the doctor ordered both figuratively and literally.

It was nice. We watched movies together on the couch, I made him ice cream sundaes, we read books together, we talked about our life, and we went to bed early. It is sad that it took an ac-

By Mike Walter

Gaga, shame on you. He’s produced hits (and songs you probably play at your events) with everyone from Nicki Minaj to Jennifer Lopez. To put it another way: He’s helped packed my dance floors and I’m sure he’s done the same for you.

The hour-long conversation between Tremaine and RedOne—I’m calling it that rather than an interview, because Tremaine did an artful job of keeping the discussion moving without firing questions at his subject—was filled with interesting information as well as the occasional nugget. For example, RedOne talked about the song that single-handedly changed his life: Europe’s “Final Countdown.” He said it is all hooks.

The synthesizer, guitars and big drums just grabbed him. He said he knew when he heard it as a teenager that he wanted to produce music.

When he moved as a 19-year-old from Morocco to Sweden (not coincidently where the band Europe came from) he said he was willing to do anything to break into music, including sleeping on the floor of a studio. When he told that story he punctuated it by repeating, “On the floor.” Then he said, “You know, like a song I made?” which got a big laugh from the attendees. He’s obviously very proud of the work he’s done.

RedOne had some hits in Sweden and was doing well there, but he felt the need—like so many musicians and producers before him—to make it in the Mike Walter Continued On Page 2

NOTE: Video Thu m b nails now wil l be used when we have related videos and you can c lic k on those in the e-edition and PDF fil es to link to the videos!

By Tamara Sims

cident to force us to slow down. I even found him reading outside on our patio the other morning instead of going to the gym as he felt his body needed to rest. A new normal is not a bad thing.

When life throws a curveball at a small business owner it is important to have a plan in place and a team who can take over if you cannot work. We never want to think about the unimaginable happening, but planning before something happens is definitely the key. Of course Jay was still texting his team from the couch during a busy wedding weekend, but they were able to execute every job without him having to physically be there. (Ok maybe he worried a little bit, but that’s only natural.)

And remember you are not alone, especially in this industry. So many of our local industry friends reached out to us to see if we needed help with our weddings. And many of our nonlocal wedding peeps reached out with phone calls, texts and e-mails to help lift Jay’s spirits. I cannot thank those who did enough. You know who you are, friends.

Slowing down is not a sign of weakness; it is a sign of strength. It allowed us to take a look at our business from another perspective and analyze what may be missing. As we reflected, we realized that we needed to bring in a human resources professional to interview our employees to find out what motivates them, what do they like about working for our company and how we can improve to make their work life better. We talked about doing this 2 years ago, but again “who has the time,” always prevailed. So we were forced to make the time and are very Tamara Sims Continued On Page 4

Millennial Novelty Songs

By Brian S. Redd

Inside this issue:

Page 1: Mike Walter Page 1: Tamara Sims Page 1: Brian S. Redd Page 2: Mitch Taylor Page 4: Joe Bunn Page 5: Kristin Cole Page 5: Allison Farley Page 6: Ron Ruth Page 7: Dave Ramsey Page 8: Dean Carlson Page 9: Alan Berg Page 10: Keith Kokoruz Page 11: Mike Lenstra Page 12: Ann Sheybani

Page 13: Ruthie Flaa Page 13: Dan Carpenter Page 14: Jeffrey Gitomer Page 15: Recurrent Hits Page 15: Harvey Mackay Page 16: Top 30 Charts Page 16: Different Spin Page 17: Stevie Ray Page 17: Jeremy Brech Page 18: Dj Kilma Page 18: Matt Anderson Page 18: Dave Ternier Page 19: Rocky Bourg

John Young and I do a broadcast every Tuesday night on Disc Jockey News TV (www.djntv.com).

Towards the end of the show, we play a game where we imagine a dance floor is packed to, say, for example, Footloose.

Then, we invite the audience to request a totally unrelated track. The challenge is to successfully bridge the gap between these two songs as smoothly as possible.

The musical chess game that follows can be pretty interesting. You can wrap up your current set, do a slow song, and start over in a new genre, building to the request. Or, sometimes there is a single choice cut that will bridge these two tracks nicely. Other times, no transition is needed at all. You can just throw on

the request right away without breaking continuity. This is all theory, of course, but it’s a fun exercise that gets our show’s audience thinking about good song transition & set possibilities.

Last night, a couple of tracks were thrown out there that changed the conversation a bit. One of them was Toto’s Africa and the other one was Hall & Oats You Make My Dreams Come True. The reason these tracks caught my attention was because in the past few years, they have both become novelty songs, particularly with Millennials.

I’m not exactly sure how these 2 particular tracks entered the millennial lexicon, but for the most part, they seemed to have traveled thru the time machine by themselves. It’s not like 20-somethings, as a whole, have a new found appreciation for Philly Soul, or even Hall & Oats. They just stumbled on a track that happened to be by the blue eyed soul brothers, think it’s funny or goofy or whatever, and dance like fools when the DJ drops it.

When You Make My Dreams popped up on my request list a couple years back, it was such a dance floor hit that I Brian Redd Continued On Page 4

PAGE 2 • Disc Jockey News • SEPTEMBER 2016

Two Ways And Two Words To Be More Able

By Mitch Taylor

When one hears that question, they may think immediately to if they are “ablebodied”? Or they may think of someone asking them to do something and if they can fit it into their busy schedule or not. Those are true thoughts but I would encourage you to start thinking of “able” in a different context.

Personable Are you personable? Do your actions or words resonate with people? How do you move people emotionally? How can you ensure you are more personable to those you come into contact with on a daily basis? Let’s get down to the nitty gritty of how to connect with someone and be more personable.

What are the 2 most important words in connecting? What might you say to become more personable? Words you can use to draw out what is important to someone?

Really...and?

People love to share stories. When you use the 2 most important words in connecting you genuinely become interested. You want to know more. You gain a deeper level of connection because the person speaking feels engaged and they will go on with their story in greater detail, sharing more intimate details of the Mike Walter continued from page 1 States. He and his wife moved to Jersey City, just across the river from New York City and he was back to square one, struggling to make ends meet and get a break in the business. That break came one day when he met with Epic Records to play a mix of Kat DeLuna’s “Whine Up” that he’d worked on. After the song was over, the label president said to him, “You’re a genius.”

RedOne went on to produce her entire debut album.

After this he was hoping to work with established artists, which is why he was reluctant to even meet with a new singer named Lady Gaga. But when he did, and they connected right away, he agreed to work with her. One of their first productions, “Just Dance,” took eleven months to break. “Anything new takes a while to break,” he told us.

RedOne talked about his enthusiasm in the studio, how he acts like a kid and gets all excited when he and an artist click and create something new and exciting. He said he has to have that connection with an artist and that enthusiasm for a project or he’ll turn it down no matter who it’s with (when Tremaine pressed him to name names, he refused). His attitude in the studio is that once an artist plays a song the way they want it, he encourages them to try something new with it, with the understanding that they can always go back to the original if the experimentation doesn’t work. He said, “In life, there’s always going to be changes,” and it was clear he was talking about everything from producing a single song to moving halfway around the world to start over.

Then he said, talking to the DJs in the

situation and providing you with a greater opportunity to connect on a different subject matter or in a different way.

Memorable Empathy equals excellence. You create connection when you create an emotional experience for your potential client. How can you create an emotional experience for a potential client? How can you ensure that once you both go your separate ways from the connection that you stay memorable with the person?

How can you guarantee that they think about you long after your parting?

Here’s one idea. Hand a card to your clients at end of the sales meeting. This card is good for FREE (insert low-cost high-value offering here) when you use the hashtag #InsertYourCompanyHashtagHere and post about your wedding on Instagram, Facebook or Twitter. Third party advertising is huge and a great way to boost your reach in a market.

Remember, People can only get what you offer from you. It is your unique advantage. In order to capitalize on your unique advantage you must be personable and memorable in every point of contact you may have with someone. The better prepared you are, the more effective and enjoyable the experience can be.

Mitch Taylor is an 18 year veteran of the mobile disc jockey industry, starting out on the cruise ships of Carnival Cruise Lines. He is a member of the American Disc Jockey Association. Mitch owns and operates Taylored Entertainment in the Upper Peninsula of Michigan and can be reached at 906.786.6967 or via email at mitchtaylor@discjockeynews.com.

This Month From DJNTV.com Click on these images from the E-Edition to open the pages

Jeremy Martorano is back with more information on how to use your projectors to make money with gobos!

Michael Joseph looks at the new Z-Jay tablet DJ controller.. think it would work for you? room, “We complete each other.” That statement was met with enthusiastic applause.

I love music and I am always fascinated at how it’s created—how it goes from a single thought to a full blown production. I love hearing about why a song has a certain beat or guitar lick or lyric. So getting to hear firsthand from a man who’s produced so many of the songs I play at my events was an invaluable part of the week for me at DJ Expo. And I even made it back in time to catch some games. When you’re sitting in a room one minute, listening to a world famous music producer, then the next minute rolling a big foam dice as part of a new DJ game, you know there’s only one place you can be: DJ Times DJ Expo. Always worth the trip!

Mike Walter is the owner of Elite Entertainment of New Jersey and a nationally recognized expert in the area of multisystem company development and staff training. You can contact Mike at mikewalter@discjockeynews.com. www.discjockeynews.com 29442 120th St. Grey Eagle, MN 56336 Phone: 320-285-2323 Published by The Disc Jockey News

Editor/Educational Production Manager: John Young john@discjockeynews.com sales@discjockeynews.com 320-285-2323 office 612-597-4499 cell Sales: Rob Drachler 972-325-4470 Cell robd@discjockeynews.com

Bill Hermann joins the Monday night DJNTV team to talk about his experience at DJ Expo 2016.

Fall Schedule of DJNTV Weekly Programming:

Sunday: Sunday’s With Mike Monday: DJNTV Live Interviews • 8:00 pm -10:30 pm Eastern (5 live shows) Tuesday: DJNTV with Brian S Redd and John Young • 10:00 pm Eastern Wednesday: DJNTV Insider Live Music Mixing Show • 9:00 pm Eastern Deadlines: Advertisement deadlines are the 20th of the month. The publication is distributed on the 1st of every month.

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Disc Jockey News • SEPTEMBER 2016 • Page 3

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PAGE 4 • Disc Jockey News • SEPTEMBER 2016

Communication With Those That Refer You

By Joe Bunn

Communicating with hotel event managers/catering managers can sometimes be difficult. In this article, I want to tackle ways to reach out to them that work and ones that don’t. In addition, what to talk and not to talk about once you do get ahold of them.

The first thing to remember is that the folks in these hotels and venues are busy.

Very busy.

They are often tasked with the planning and execution of several events all at once. Not to mention, they are not only answering to their boss at their location, but also their clients for upcoming events.

After being friends with several of them over the years, you would be blown away at how many emails these folks get every day! You think we as DJs do? Nah, not even close. Not to mention, most of the emails that I receive can be answered in two to three sentences. They are getting emails that sometimes require a thesis to answer or lists and lists of questions. Misery! Remember that if they don’t respond back immediately. Be patient. Knowing that, how do you crack through that wall in order to make that much needed connection?

Join. As you know if you read my articles or see me speak, I’m a huge fan of two organizations, NACE (National Association of Catering and Events) and ILEA (International Live Events Association). If either of these are anywhere near your home base, join! And then go to every single meeting ready to meet and mingle. I can assure you that these event managers are there. Their bosses pay for their membership. This is your opportunity to make that coveted first impression.

Enlist help. When I was a young buck chasing girls, my game was ok, not great.

I would always enlist a wingman to help me. I wasn’t great at just going up to a girl and saying “Hey, I’m Joe”. The sole

DJ_News_Jan2016_Outlines.indd 1

purpose of the wingman was to make that first introduction. From that point forward, I was golden. The point of this story is this is the same type of tactic I used when I first joined NACE and ISES. I would hang out with a member that had been involved with the group for a while. They know everyone and they simply introduce you.

Your personality will kick in once that introduction takes place...hopefully.

Mail. Guess what? The US Mail may be struggling, but it’s still effective. When was the last time you got anything in the mail that wasn’t a bill or catalog? Probably a long time. A handwritten letter or birthday card goes a long way with someone that you are trying to make a connection with. Trust me, I still mail a few every single week. It works! You can also use email, but do it the right way! Don’t just go in and search for important people at a venue and blindly email them. Refer to this article, a few paragraphs back. Try to meet them in person and THEN follow up with an email asking them to coffee or lunch.

You can also use mass emailing programs like Mailchimp, but I would reserve that for something like a monthly e-newsletter vs. one to one communication.

Ok, so by now, hopefully you have a foot in the door. Let’s talk about what to talk about and what not to talk about. I always try and set up a coffee or lunch meeting once I make that initial connection.

Once there, I always keep at least ¾ of that meeting light and personal. I ask about where they are from (nobody but me is really from North Carolina). I ask about their family or what other jobs they have had, where they went to school, etc. Like Alan Berg says, “SHUT UP AND LISTEN!” It is important to steer clear of things such as how old they are, or religious or political beliefs. I wish people would do the same on social media, but I guess it’s a free country!

Another thing you don’t want to do is come off too flirtatious. As DJs, we work in a heavily male dominated profession. I don’t know about in your market, but here the planners and managers are usually female. Be careful how you act, mind your body language and what you say. I’m a charming Southern gentleman, but I don’t want to come off as a creeper. Anyway, it

isn’t until the end of our meeting, that I start doing the talking and giving them a BRIEF history of how I started the company, how many events we do each year and how many we have done and would like to KEEP doing at their venue!

Good luck to you and go for the gold!

The Olympics are on as I write this, give me a break!

Find me on Instagram @joebunn or @ bunndjco and on Snapchat @joebunn.

Joe Bunn is the owner of Bunn DJ Company in Raleigh, NC. He is available for consulting and speaking engagements.

His DVD “Marketing the Music” is now available at www.djjoebunn.com. Contact him at joebunn@discjockeynews.com.

Tamara Sims Continued From Page 1 much looking forward to our future and continuing to grow our business.

It’s ok to take a break, slow down, look around and appreciate what is in front of you.

Please feel free to share your comments with Tamara at: tamarasims@ discjockeynews.com Tamara is the Director of Sales and

Marketing for Something 2 Dance 2 DJ Entertainment in Schaumburg, IL, which she proudly owns along with her husband Jay Sims. She has over 20 years experience in the wedding industry and loves creating wonderful wedding memories for her brides and grooms.

Brian S Redd Continued From Page 1 felt like a two-for was in order. I always thought Rich Girl was a stronger Hall & Oats cut, so why not play them back-toback? This is something I’ve done successfully for years with Abba’s Dancing Queen & Take a Chance on Me. So, I gave it a go, but the end result was not what I had anticipated. After You Make My Dreams, I’d lose my young crowd with Rich Girl. However, their parents would come out in droves as if to say “Hey, It’s our turn”.

In the case of Toto’s Africa, this is a strange one. Although it’s a beautiful song and was a huge hit in 1982, it’s down tempo and was never what you would call a floor filler. Today, it almost gets the same response with millennials as Sweet Caroline, where the floor fills up with awkward dancing until the singalong chorus hits, then boom.

As a Gen-Xer, I remember both of these tracks when they were hot. I could reasonably build sets around both of these songs where in theory, everything should work out fine. However, it’s important for me to remember that for a particular generation, these are novelty songs. My theory on playing novelty songs is that they don’t always particularly need a smooth transition. Some-

times, they don’t really go with anything else and seem to work better just being thrown in abruptly between sets. I mean, do you build a set around The Chicken Dance? At best, you follow it up with the Hokey Pokey and then jump back out with a new set.

If you aren’t getting requests for these tracks yet, my guess is that you will very soon. When you do, try not to overthink it. For now, I feel it’s OK to just jump in and out of them between sets…

That is, until Gary Numan’s Cars, Frida’s There’s Something Going On, and Kagagoogoo’s Too Shy are discovered in some college campus storage room or hipster archaeological dig. Then, we’ll have some sets to talk about!

Brian S Redd is a Mobile/Club DJ in Milwaukee WI, DJ Youtuber and an official “American DJ” Artist/ You can reach Brian at: brianredd@discjockeynews.com/

12/10/15 4:36 PM

Disc Jockey News • SEPTEMBER 2016 • Page 5

The Thing (Hopefully Not) Missing From Your Marketing Plan

By Kristin Cole

My favorite topic? Marketing. My favorite job in our company? Also marketing! I live and breathe by our company’s marketing efforts. Though marketing is exciting, motivating, and has short and long term payoffs, it isn’t complete without measurable statistics about how your company is doing. Years ago Jason Weldon encouraged us to track statistics - as many statistics as we could. I have to admit that it took some time before we implemented his recommendation. Now I only wish we hadn’t waited as long as we did to have a detailed list of monthly stats. Today I rely heavily upon these numbers to make our most important business decisions and measure the success of our company. I think the reason we waited longer than we should have to record these was because we weren’t sure exactly what we should be track-

ing. And I wasn’t sure if I had “time” to be looking everything up monthly. I have to say, it has been worth every minute. Here are some tips to help your own statistics tracking: First, have your CRM program do as much of the work as possible. In our program we can build custom reports (and save them for future tracking) that calculates numbers automatically. In other words, I can say, “tell me how many weddings we have booked for 2016” or “tell me how many couples we have met with but haven’t sent in deposits yet”, etc. This creates an efficient way for me to look up the numbers I need, at a glance. Because of this, it takes me 30 minutes each month to gather the statistics I need. This is time very well spent!

Next, track as much information as possible for each couple. This might be in your CRM, in your accounting program, or in a spreadsheet you use to track your clients. Using smart software can help you have easier access to what you need, but if the information isn’t inputted into the program, it won’t be beneficial to you. I feel like this is where a lot of business owners fall short. Many of us don’t want to spend the time (or don’t have the time to spend) filling in

information - but it has to be done! If not by you, then by an office assistant, DJ, etc. Get the information where it needs to go so you can easily have the information you need to see the big picture of how your company is thriving.

Last, know what statistics to track.

This may have been the most challenging step for me and it has evolved as time has gone by. Some of the things we track are: • Total annual weddings booked for this year and upcoming years • Pending weddings (not yet booked, but should) • Total annual private events booked • How many weddings completed in said month • How many private events completed in said month • Number of weddings we referred out because we were already booked (helps us know if we need to add staff) • Number of inquiries we received in said month • Number of consultations we had in said month • Number of consultations, by DJ, that met and either did or did not book • Referral source for each inquiry we received

In this report I only look at event numbers but other reports show us annual revenue, costs, current marketing efforts pursuing, etc. Additionally, I track these items for each of the main services we offer (DJ, dance floors, photo booth, and lighting events). Once this report is completed, we review it monthly with our sales team and reevaluate our strategies for the upcoming month(s). Having a visible way to see these numbers helps keep us motivated, identify areas we need to improve, and celebrate our successes.

If you would like a copy of the spreadsheet we use to track these items, shoot me an email and I will be happy to share it!

Kristin Cole is the owner of Sound Wave Events in Boise, Idaho. Her passion for unforgettable customer experiences, relationship marketing, and online branding have been the driving factor behind the success of her company. She is a committed small business coach and teacher, who helps business owners develop into their full potential.

You can reach Kristin at kristincole@ discjockeynews.com

Magnetizing How amazing is that?! Having the ability to draw people into your message is one of the most powerful characteristics a person can hold. So how does one receive that title?

In our industry, it’s very important to have that little extra bit of charisma that will draw others to you. As Jeffrey Gitomer would say, “More sales are made with friendship than salesmanship.”

After a bit of light research and collaboration, I’ve picked the top 5 most proactive ways to start leading a Magnetic Lifestyle. Starting first and foremost with listening.

Too often I find myself not being perceptive to the information that is given to me by others because I’m too focused on what I’m about to say next. It’s important to remember that the person sitting across from you, that is willingly giving you the time of day, only cares about you if they know YOU care about THEM. Everyone, whether they care to admit it or not, wants to feel important.

If you’re like me and always enjoy being in the spotlight, consider only communicating half of all the thoughts that pop into your head to ensure you’re not overwhelming your friends and consumers (thank you Vickie Musni for the rockin’ advice!) The next time you’re discussing relationship details with an upcoming couple or asking your significant other how their day was, practice doing the following: “Breathe In, Listen. Breathe Out, Focus.”

- Mitch Taylor Now I’m sure you’re all thinking, Well Duh, Allison! Everyone wants to be heard. But ANYONE can listen and NOT EVERYONE has a magnetic personality. This is ultimately true if you choose not to do anything with the information you’ve just sincerely listened to. It’s then your job to put that person’s needs in front of your own. Ask yourself, how can I help this person today?

Step two is LIVE TO SERVE OTHERS.

Each and every one of us are in a position to give back. Did you know a simple compliment can completely change someone’s day? Recently I’ve started a Motivational Monday VLOG that revolves around serving others. I pay attention to my surroundings and current events in my community and use that information to serve those in my area who need a little extra love and motivation to make it through their week. Do you have any idea how blown away a stranger is when you hand them a free cup of coffee on Monday morning?! If you don’t have the means to do something along those lines, I understand, and that’s okay, but the next time you see someone struggling with their day, try sending them a kind message, give them a hug, or give the third magnetic act a go and smile!

I am lucky enough to have some amazing connections in the entertainment industry, and one of my biggest inspirations is Sean “Big Daddy” McKee who taught me to always “Smile as LOUD as you can.” When I see someone smiling in public, it truly makes me want to smile right along with them. It works like the domino effect. The next time you head to the store, try holding the door for someone and smile as they walk in. The reaction (95% of the time) is absolutely beautiful. Ensure your face is sincere and approachable.

Living a magnetic lifestyle is only possible if you love your life. Do you love your life? Why or why not? If you don’t love your life, why haven’t you changed it yet? In order to flourish and blossom into the magnetic person you know you can be, you have to Love Yourself. After all, you can’t pour from an empty cup.

It’s heartbreaking to hear my friends talk about how much they dislike their work environment. What’s even more heartbreaking is knowing that they have no intention to change the path they’re on. There’s no shame in quitting a job that you don’t connect with. Why would you want to spend the rest of your life

working a job you hate? If you’re looking to inspire others, you need to be a person they can look up to. If you’re living a life you don’t appreciate, it’s time to change your lifestyle. Take that leap.

Apply for that job you never thought you’d get. Take Risks! When you set yourself up to discover what you’re really passionate about, you’ll find your dream job and show others it’s possible to work somewhere you love.

And last, but certainly not least, Be Positive! Positive attitude doesn’t just happen. I’ve been studying positive attitude for the past 2 years and it’s still something I have to actively work at if I want to remain an uplifting person.

Stop thinking about what’s holding you back and start pushing towards what’s going to make you better. Double Down on your strengths and accept the fact that not everyone is good at everything.

When you start focusing on the positive characteristics of others, you start to take away their ability to disappoint you. Accepting that everyone is different and that’s a beautiful thing will help you focus on what things in life you need to be doing to be a positive influence for others.

So remember; Listen, Live to Serve, Smile, Love Yourself, Be Positive, and watch a world full of possibilities unfold before you as you transform into the most magnetic person you can be.”

Allison Farley is the Creative Director for the Taylored Weddings team.

She comes with a background in photography and artistry which she draws from in her wedding planning and performances. You can reach Allison at allisonfarley@discjockeynews.com.

She’s Magnetic

By Allison Farley

“Have you ever asked a family member or a close friend what they HONESTLY thought of you? Or better yet, have you ever wondered what kind of a person an acquaintance or a customer truly perceives you as? I find myself constantly pondering the answer to this question.

When I’m in public, I have a reoccurring fear of coming on too strong to a person I just met. Do they think I’m too much?

What are they going to say to their friends later in the day when they mention they ran into me? Or even worse, what if I left such a small impression that they don’t even care to remember or mention our conversation?!

In this day and age, you don’t have much time to make a solid first impression. Typically, a person will give you the first 30 seconds of your initial meet-up before they place a permanent judgement on who you are as a person.

If you could explain yourself in only half a minute, what things would you say? What personal or business related content are you filling your probable purchasers with when they first step into your office?

After reading the book, “The Go Giver” by Bob Burg and John David Mann (if you’re out of the loop, go buy this book now), I’ve been constantly working towards creating the “perfect impression”. At one point in the text, “The Connector” asks our protagonist, Joe, how he would best describe his assistant, Rachel. After thinking about it briefly, Joe responds with the most beautiful complimentary adjective I believe I’ve ever heard;

PAGE 6 • Disc Jockey News • SEPTEMBER 2016

The Client Experience Demystified: “Clientology” Part II

By Ron Ruth

Last month’s article regarding Disney’s science of “guestology”, and how they continually survey park guests to gather demographic and psychographic data for the betterment of their service theme, prompted a number of responses from DJN subscribers.

At the conclusion of the article, and as something of an aside, readers were invited to email me for a complimentary copy of the post-event survey that I use.

I am surprised at the number of requests received.

Quite a few requests, however, came with a question similar to this one: “I already survey but have difficulty getting my clients to return them.

What can I do to improve my return ratio?”

“Clientology,” last month’s reference to Disney’s “guestology,” is an ever evolving practice. If clients are not returning your surveys, there may be a need to re-evaluate your questions. But it may also speak volumes to the relationship you had with the client in the first place.

I believe a strong relationship with a client is as important as the quality of your performance. A true relationship or friendship, however, takes time and effort. It goes far beyond contractual obligations and a single planning meeting.

But, the process of establishing a relationship also allows you to continually build trust and gather psychographic data about a client’s mental state and their varying wants, needs, preconceived notions and emotions.

Simply stated, if you take the time to create and nurture a relationship with your wedding couples, you’ll be better able to track how they feel about the experience you want them to enjoy while the process is taking place and, equally important, how they feel about you and the service you deliver. Those observa-

tions and information will let you know if you are on the right path to assuring that client’s happiness. If not, you can make course corrections that will put the client at ease and reinvigorate the relationship.

When a client likes you for who you are and for more than just the job you performed, they will be eager to help you after the event.

Peter Merkle, a Chicago DJ and friend, once told me that the greatest compliment he receives comes from his client’s guests at the conclusion of a wedding reception. And, it comes in the form of a question; “How long have you been friends with the Bride & Groom?” I couldn’t agree more.

That is a tremendous compliment.

The question alone speaks to the relationship he has with his couples.

And, it’s a safe bet that the question is prompted by the manner in which he addresses the newlyweds throughout the reception. There is a sincere tone to the care he has for their happiness. By the time Peter performs at a Bride & Groom’s reception, he is their creative partner.

When my wife and I return from a vacation to Walt Disney World, we are sometimes asked to complete an online survey. Because we are treated so well during our visit and because every Cast Member goes out of their way to make certain that we are having the most fabulous time of our lives, I’m disappointed when I’m not asked to be a part of the sample group. We love the sincere effort made to know who we are and what we want. We value that relationship and are more than anxious to sing the praises of those that made us happy.

Conversely, I recently had my windshield replaced by a nationally known company. The repairman came to my home, replaced the glass, said “thank

you” and moved on to his next job. He was a nice guy. He did what he came to do and I didn’t really expect him to spend a lot of time getting to know me.

A day or so later, I received an on-line satisfaction survey. Admittedly, I ignored it. Why? I had no motivation to complete it as I wouldn’t be violating a trusted relationship.

A week or so later, I noticed a rattle coming from my windshield that could only be heard while traveling at highway speed. I called the glass company and they sent a “technician” to my home to check it out. The tech immediately discovered that the installer failed to get the trim replaced correctly. After a couple of

minutes of assuring that the pieces had been properly snapped back into place, he offered to go on a test drive with me to make certain the problem was solved.

The nearest highway to my home is 10 minutes away, but it didn’t matter. Thirty minutes later, we returned to my house where I thanked him for his trouble and his time.

Within 4 hours I received another satisfaction survey from the glass company. This one did not go ignored. I was actually a little giddy filling it out because my problem had been addressed with such care and with little more than an investment of time to make certain I was happy. This is just the beginning of a beautiful relationship. Want to guess what glass company I will refer?

We’ve all heard the expression: “Treat your customers as you would want to be treated.” At Disney, a similar statement reads: “Treat the guest as they expect to be treated.” Learn as much as you can about your client.

Knowing what you’ll need to do to exceed their expectations will be as easy as making it happen. Plus, you’ll have a loyal friend for life.

Right now we’re all looking for ways to add value to our services that will make us stand apart from our competition and we want to do that without adding expense. Relationship building is simply an investment of time. Instead of meeting with a wedding client only once before their big day, consider a planning schedule that will allow you to get together on 2 or 3 occasions. Talk about them. Ask questions, lots of questions... but about them! Engage in conversation as though you were talking to a friend.

Don’t be afraid to share a little something about yourself or to share in their excitement.

Build trust.

The rewards are far greater than getting a client to return a survey. Combined with exceptional customer service and a stellar performance, it will become the catalyst for many more referrals.

After all, who isn’t excited about returning a favor for a friend?

Ron Ruth is a 20 year veteran of the wedding and DJ industry and the owner of Ron Ruth Wedding Entertainment in Kansas City. He’s also a self-described “Disney Geek” and a nationally recognized speaker who presents seminars at conferences for DJs and wedding professionals on the topic of delivering quality service. Ron can be reached at 816-224-4487 or ronruth@discjockeynews.com

Becoming A True Servant Leader

Disc Jockey News • SEPTEMBER 2016 • Page 7

By Dave Ramsey

The greatest generals in history knew that wars could not be won without the loyalty of their troops. Likewise, you cannot and will not win in business without the loyalty, respect and determination of your team.

Loyalty is not gained by simply barking orders.

Respect is not the result of instilling a sense of fear in those around you.

Your success depends on their success, and this is one of the underlying principles of servant leadership. I’ve worked hard to build my company on this concept, and now it’s one of the guiding principles I teach in my EntreLeadership Master Series class.

Setting a good example as a leader is paramount to winning over your team. No one likes a hypocrite, so if you’re going to talk the talk you had better make sure you walk the walk.

Fanatical integrity Actions always speak louder than words. By putting forth your best effort every day, always telling the truth, and simply behaving as a respectful and responsible person, you will foster a sense

of loyalty within your team.

Loyalty is born, and a quality culture occurs, when leaders follow through in a professional, predictable and proactive manner on every single issue and opportunity.

Interact and listen Part of being a servant leader is listening to, and interacting with, those around you. Locking yourself away in your office is one of the worst things any leader can do.

Spend time with the troops, and get down in the trenches with them regularly.

Get to know them and their families, and ask their opinions. Just as importantly, surround yourself with other leaders who are willing to tell you the truth instead of what they might think you want to hear.

Think of others Love your team well. When you would expect to be praised, give them praise.

When you would expect a raise, give them raises. And remember, nobody’s perfect — especially you! There are times in everyone’s life when they need a little grace, so be caring and willing to give it. And if one of your team members needs to be reprimanded, do it privately in a prompt and constructive manner. That’s what you would want if you messed up, right?

As a servant leader, you must always strive to think of others. It’s really as simple as following the Golden Rule: “Do to others as you would have them do to you”

(Luke 6:31 NIV).

By following these principles, you can inspire loyalty within your team. This will help turn “employees” into team members, who will stand by your side and help you become more successful than you ever dreamed possible!

Dave Ramsey is America’s trusted

voice on business and money, and CEO of Ramsey Solutions. He has authored seven best-selling books, including EntreLeadership. The Dave Ramsey Show is heard by more than 11 million listeners each week on more than 550 radio stations and digital outlets. Follow Dave on the web at EntreLeadership.com.

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PAGE 8 • Disc Jockey News • SEPTEMBER 2016

Being An Olympian

By Dean C. Carlson

If you have read my columns much over the past several years, you know I managed a very large multi-op. And we used to look for fun, creative ways to build a bunch of ego-ridden DJs into a team that cared and helped other DJs grow. So, in the summer of 2006 we came up with the ‘DJ Olymics’.

No, that’s not a typo - well actually it was, as my sister helped make the medals out of gold, silver and bronze spray painted cd’s. Unfortunately, we didn’t look too closely at the medals until the big event, and found out they had all been spelled wrong, and it became the “Olymics”.

The name stuck, and over the next few years we had all sorts of fun games, like who could set up a system the fastest and so on.

I don’t know about you but I spent a few hours a few weeks ago watching the real Olympics. Wow! And props out to team USA, we grabbed 121 medals overall to China’s 70. Well I always wonder how did they do that, and could we as DJs learn anything from this? Turns out, yes we can.

First off, at some point you have to make a decision that you want to compete. Not only do you want to compete, but then you have to want to compete at a high level. There are maybe 50,000 to a 100,000 DJs in the US. Most of them are amateurs who are content with being just that. From bedroom DJs, to

people who do this part time, and probably more full timers than there really should be.

Need more evidence of this, just look at how many DJs go to DJ conventions every year; Mobile Beat may attract just about 1,000, and of that 1,000 most have come for years.

There are multiple reasons amateurs stay that way, from not thinking they could ever be that great, down to just not wanting to put in the sheer amount of effort it takes to become a world champion.

So you want to be a champion? Now how do you get there? Well, you set goals. Without actively set goals your chances of making it to the big time are dramatically decreased.

Goals need to be measurable, attainable and realistic. I have had this argument with a DJ recently; the fact is not everyone who wants to become a world caliber DJ can. There are some innate abilities that you must have in order to be trained in the first place. Say that you have absolutely no sense of musical timing and have crippling stage fright; I have seen that.

The measurable part really means you need to set check points on your progress, and this shouldn’t be so far out that you never make it to the next plateau. This is the attainable part. You will also need to celebrate when you reach those plateaus. Finally, after you have reached one set, set new goals - in other words rinse and repeat. The first Goal of a potential Olympian might be a race, and if he completes it, he sets another goal to place and so forth. Your first goal in the DJ world is mixing. If you can’t do that part, you will never get to the performance part. Next it might be simple announcements, onto games, into beat mixing, and then opening welcome, etc. Set goals.

Commitment is next. Let’s face it, it’s easy to say you want to be a world class DJ. It’s also easy to set your initial goals and achieve a few. But eventually measurable growth takes longer and longer to see. I haven’t

referred to this book in a few years, but go buy “Mastery” by George Leonard. He is an Akido master, which most martial artists will tell you is the hardest form to master. He talks about commitment, and that you have to learn to love the long plateaus between jumps of noticeable growth. If you can’t do that you will never become a world class entertainer.

You can become good, but my goal has always been the gold. One thing that helps me again is celebrating when I notice those growth spurts, like I shared on facebook last night - and it has been almost a full year since I noticed my last jump. If you haven’t listened to Olympians talk about what they have given up to get gold, it’s worthwhile. Simone Biles never went to all the normal High School things kids do, Michael Phelps had to only eat certain foods, etc.

Once you have set goals and found you do have the commitment to go for gold, next I suggest getting coaching. There is another book on the market that I have read entitled “If Good Intentions Were All We Needed, We Would All Be Rich, Happy and Thin”.

Although books and video help, ie youtube DIYs, are good, they can never replace a real person who is dedicated to helping you grow into your potential. Coaches by their very nature are given feedback rights, meaning it’s a constant loop of you did this good, now work on this. They are not held back by the social niceties of your friends and family. Ron Ruth, Bill Hermann, Jason Jones, Peter Merry, and Mark and Rebecca Ferrell all offer professional in-person DJ training. Tell me how much you have spent on training like that and I can tell you if you even made team USA tryouts for the Olympics, let alone the flight to Rio. This year I spent $4000, and I have already lined up training for next year, and this is after 28 years in the business. The women’s gymnastics team, which won gold, named their group “The Final Five” because their coach is retiring, and it was the final time she will coach an Olympic Team. Coaching is that important.

Repetition is the springboard to success.

Continuing on with gymnastics thought, the

floor exercise lasts 50-70 seconds and some of the gymnasts are dedicated to just that one event. Years of training for 1 minute. How long have you practiced your “Welcome” to the crowd or even narrating the Cake Cutting? Do you pore over every word so it has the most impact? It takes hours of rehearsal to make the rehearsed feel natural. Read that sentence again, I’ll wait. Read it until it makes sense. Carr Hagerman co-wrote a book called “Top Performer” where he talks about learning a performance piece so well that it becomes second nature. Something magical happens at that point; you stop thinking about what you are doing and start an awareness of everything that is around you. The feedback loop of life. Your senses come alive. You start living within your performance and that’s when it becomes something extraordinary.

Nobody truly wants to do scales, but without those scales we could never tackle Beethoven let along perform at Carnegie Hall.

Finally I want to talk about focus. Michael Phelps is a perfect example of this, where no matter what happened out of the pool, Lochte would always finish second to him. As Phelps was getting close to his event the camera would lock in on him in the green room. His headphones were on, hood up and he always had a serious face. He rarely looked at other swimmers. He had - to paraphrase an 80’s tune - The Eye of the Tiger.

He was completely focused at the event at hand. Whereas Lochte was very opposite of this, often joking around, etc. The only time Phelps broke that was after he won the Gold in one event, had to do a podium presentation to get that Gold and get in the pool for another qualifying event in 30 minutes. He barely made that event, then went on to win Gold in it the next day.

So what does that look like for us? Well, catch my next article in October. And be sure to check out my new video series starting soon called Dean’s Bookcase. Good Luck and Great Shows Dean Carlson can be reached at deancarlson@discjockeynews.com.

The Power Of Our Words

By Alan Berg

Regardless of your political leanings, a lesson we can all learn from this election year is the power of our words.

People judge you, and make assumptions from the words you say and write.

From your advertising and marketing, to your website and email conversations, your words have a huge impact on your bottom line. If one prospect decides to not contact you, or not return your email, because of your choice of words, what will that cost you in lost business? As with so many things in your marketing chain, if you could see that business going away, you’d pay a lot more attention to what you say, when you say it, and where you say it.

Red State, Blue State or State of Confusion?

Something I’ve noticed in this, and prior, presidential election years is how people blur the line on social media between their personal/political views and their business writings. What we all have to understand is that both customers and our industry connections may be reading those words. While you may be a great fit for a couple for their wedding, you may have different political or social views. What wasn’t an issue before, may now become one. Who you like, or hate, for president or any office,

shouldn’t have any bearing on your ability to plan their wedding, be their DJ, or cook their food. The key word there is “shouldn’t”. But when any of us decides to get vocal about political, or social issues, on a public forum, we have to understand that it can, and will, affect other people’s perception of us.

Over my many years in the wedding and event industry, I’ve done business with many, many people with whom I have very different political/social views.

For me it’s just part of the incredible diversity of our country that makes it so wonderful. I don’t have to attend your house of worship, or community center, or gun range for that matter, to have a professional relationship with you.

When we break bread, none of those things should matter, at least not to me. While I try to avoid the two taboo topics, religion and politics, they do sometimes come up. But having that discussion over dinner, or at the bar, is very different than having it on social media. The same reach that gives us the ability to connect with prospects, clients and industry connections, near and far, also carries those poli-sci messages near and far.

Enough about me, let’s talk about me

Disc Jockey News • SEPTEMBER 2016 • Page 9

Of course, this isn’t just about politics. If you’ve read my articles, or books, or heard me speak about having better business communications, then you know that focusing on your customers and prospects is key. When they “hear” you talking about them, they listen better. When you ask better questions that

show you care about them and their needs, they listen better, they like you more, and that all leads to better conversion. Turning around your text to focus on them isn’t hard, but it takes intent.

Read the words on your website, out loud, and see if it sounds like a real conversation. Have other people read your emails and see if they “read” your tone as you intended. One thing I’ve found is that it’s hard to proofread your own words. I spend a lot of my time helping businesses like yours improve your

communication. But when it comes to proofing my books, or articles, or website, I need outside eyes to show me how it looks from the other side.

So, pay attention to politics. Take a position, and whatever you do, go and vote when you have the opportunity. I’ve always told my sons that you have to vote if you want to have the opportunity to complain about social issues.

If you choose not to have your voice heard, when you had the chance, then why should anyone listen to you gripe?

The right to vote is taken for granted in our country, when in so many places in the world it’s an incredible privilege, one that people wait in line, for hours and hours.

Have your say, just consider where and when it’s appropriate to have that discussion in public, where you’re mixing it with business. As to my political views, I’ll make them known in the voting booth, as always.

Alan Berg has been called “North America’s Leading Expert and Speaker on the Business of Weddings and Events”. Find out more about his speaking, website reviews, consulting, books, DVDs and audio presentations at http://www.AlanBerg.com - email or call Alan, 732.422.6362

PAGE 10 • Disc Jockey News • SEPTEMBER 2016

My Vitamix Experience

By Keith ‘KC’ KoKoruz

Recently I have gone on a smoothie fix. I have decided to make smoothies a daily part of my life. I have a Ninja blending system at home that is about 5 years old and was shopping at Costco the other day, deciding it was time for a new one and I would bring my old one into the office. I grabbed t h e $129.00 unit off of the shelf and continued shopping. As I turned out of one aisle I was greeted by a Vitamix presentation.

The salesman was set up making smoothies and was asking everyone if they had a Vitamix. It wasn’t too different than watching vendors at a bridal show asking brides if they still needed their service, so I decided to kick back and watch.

As in all sales I watched people come up and take the samples he had made, ignoring his questions and walk away. I watched people completely ignore him walking by as he asked them what they were using at home. He just kept going without missing a beat smiling and being friendly. He was in no way effected by it and he was not a cheesy or pushy sales person.

In the course of 20 – 30 minutes, I watched him make smoothies, ice cream, and soup. During that time he and I engaged in conversation about the unit.

He showed me a sample of the blade assembly and how well built it was. He mentioned it was made in Cleveland not

overseas and that they had 400 people working for the company. He brought up the fact that it had a 7 year warranty. He brought up that 9 out of 10 restaurants own one. I don’t know if that is true but I have seen them in a lot of restaurants, juice bars, etc. He mentioned that during the course of my life, I will replace my inexpensive blenders enough times to have purchased his unit. He even addressed the white elephant in the room, which was the price. He had two units.

One was $399 and the other was $499.

The difference was a timer that allowed you to turn it on and continue cooking, or walk away knowing it would shut itself off. I even asked him if I would find it cheaper on Amazon and he explained that the models he was showing were made exclusively for Costco and they make different models for different retailers so I can’t compare apples to apples.

All I kept thinking to myself was $499 for a blender? That is nuts. How am I going to spend 4 times as much on this blender than on the one already in my shopping cart? I kept thinking that the Ninja is all over the TV with commercials and I was very happy for the most part with the one that I owned. Then I started thinking about the other inexpensive blenders that I had replaced with the Ninja and the more I thought about it, the more I kept thinking that buying the Ninja was a mistake. I walked out of Costco with a Vitamix at 4 times the cost of the Ninja.

Since then I have thought repeatedly about my purchase and why I purchased it. It wasn’t the sales person. It wasn’t the blender. It was the combination of both.

Costco has that same unit on the shelf 7 days a week but I am 100% certain sales go up when they do demonstrations. I kept thinking; how can I take what I experienced with this blender and apply it to my own businesses? A few things kept coming back to me repeatedly.

1. You need to be worth it. Not in

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your head but in everyone’s head. Even if people don’t buy you, they will respect your value. I currently drive a Mercedes.

It has so many amazing features in it that I understand why people love them. The quality of the leather seats alone is significantly better than that in other cars.

The transmission shifts completely differently and so much smoother than the Explorer I owned previously. The windshield has sensors in them and they automatically turn on the windshield wipers, increasing and decreasing the speed as needed, based on the rain coming down.

The Vitamix is clearly a much better blender. There is nothing wrong with an average or even above average blender, but if you are going to sell yourself as the best, you need to be able to prove it at every wedding you are at and to every person that you meet. There is nothing worse than thinking you have paid for the best, and having only gotten average.

2. Your brand and marketing need to support your price point and the quality you provide. If you have an outdated logo, website, literature etc., you will not be appealing to today’s millennial bride and groom. Your website needs to be mobile phone friendly. You need to be accessible to the client when they want to speak to you. I personally hate voice mail. I always find myself wondering when the other person will check it and eventually get back to me. Last week I left 4 voice mails over the course of 9 days with a catering sales manager as their customer, and she never got back to me. I feel like people hide behind voice mail. We all let people go into voice mail that we don’t want to talk to at any given moment. If you are going to be that high end vendor you need to give high end service from beginning to end. It isn’t just about the day of the wedding.

3. You need to be able to hustle and want to hustle. I wasn’t at a restaurant supply store or a high end specialty retailer. I was at an average Costco with a variety of different people shopping from all walks of life. In order for you to be able to book a certain number of

weddings at 4 times higher than your competitor, you are going to need to put yourself out there in front of a lot of people like he did. I listen to wedding vendors all the time talk about how bridal shows, magazines, websites, etc. don’t cater to high end brides. I am not a chef or a high end foodie. Buying a $500 blender made me hurt a little inside at the register but ultimately I saw the value and bought it, and I love it. This man also had ten times the energy and drive of other people there giving out samples to the customers and I am sure he makes 10 times what they do because of it.

4. You need to be ok with rejection, and a lot of it. I watched this man get used by people who felt entitled to his free samples and walk away without giving him the time of day or even a ‘Thank You’, and he kept smiling. The reality is that only a certain percentage of brides will choose to spend the money on your service if it is 4 times that of an average wedding vendor. Even if they see the value, their budget may simply not allow it. Just because they choose to spend it also doesn’t mean that it still isn’t hurting them inside, so you need to be able to ease that pain and reassure them at every point that they made a wise investment in you. In the 30 minutes I was there he sold me and only one other person, one while at least 100 or more people walked by.

We live in a fast paced society where people’s time is their most valued commodity. We have become a ‘need it fast, need it now, and need it to work’ world.

If it doesn’t you are going get negatively reviewed online because of it. Today’s millennial bride and grooms are looking for experiences and our job as a wedding vendor is to sell them our ability to give them that experience - and then give it to them. The question is this, is your product or service worth 4 times that of the average competitor and can you sell it for that and deliver it?

KC can be reached at KC@discjockeynews.com.

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The Way I See It: Keep It Fresh

By Michael J. Lenstra

Story Time The other day a friend and local fellow DJ (I’ll call him Bob, because that’s his name) and I were having a conversation. Actually, I was telling him a story. I had met with a couple who were originally from a bit of a distance from where we are based and they told me they wanted to do something fun at their wedding that they had seen at the bride’s cousin’s reception.

“When the wedding party dance came up,” the bride-to-be said, “the DJ had them dance to a fast song, then, about half way through, he had all of them go out and get someone and bring to the dance floor. Then he asked EVERYONE to go get someone new and bring to the dance floor!!” The bride was floored with the results.

Ah yes, the old snowball, or multiplier, or whatever else that routine is called, dance. I’ve done it hundreds of times.

Bob and I had a bit of a chuckle.

“Have you ever heard of that one?” I asked a bit sarcastically. “Umm, yes,” he replied. “I’ve been doing that for years!’

“I know. So have I, and maybe that’s just the problem,” was my response.

Yes indeed. Here was a wedding at least 100 miles from my home base and the DJ was doing one of the routines I (and Bob) had been doing for years, which told me it was not unique to us, and probably not even in our geographical area. It’s a routine that has probably been repeated by DJs for years from

coast to coast.

SAME OLD, SAME OLD So many times when I have been around of a group of my fellow DJs or have creeped the DJ groups on social media (I’m really not much of a poster), I have heard the same questions come up: “What do you do at your events?”

Many of the same answers inevitably surface: The snowball dance. The shoe game. Playing bride and groom trivia during dinner. Or, every now and then, someone will try to impress the group and post a video on how they broke into the middle of the father/daughter or mother/son dance and put a classic dance mash up together for them.

Some even post their high energy grand entrance videos complete with “Back in Black” blaring in the background as they do their best Michael Buffer (“Let’s Get Ready to Rumble”) impersonation. Seen it. Done it.

Been there. It made me realize why, when talking to another DJ, that he had made the statement that one of the most notable spinners in our area was struggling and should consider moving on from weddings. You see, he reasoned, this DJ has been doing the same tried-and-true routines for going on 20 years, complete with props and choreographed sequences. Today’s millennial couples may not be any more into that nowadays than they are into grunge music. Is it any wonder why a majority of wedding guests sleepwalk through the event or, worse, leave early?

MOO Scott Faver is one of the most recognizable names in the Mobile DJ business. He is known as the Game Master for his creativity and sheer number of interactivities that he produces for his events. He then freely shares them with everyone.

“Many ask why I share my games and why am I not worried others in my market will play my games,” said Scott in one of his e-mail newsletters. “The answer is MOO!”

Disc Jockey News • SEPTEMBER 2016 • Page 11 SPINNING THE WHEEL “What?” you might ask. “Please let There may not be a better example me explain.” Scott writes.

“When I share a game I know that of that than the classic game show others will play it. So I usually remove it Wheel of Fortune. The game show is from my game list, and put myself back in its fourth decade now and has gone into the creative mode to make a new through numerous changes (“I’ll take game. This keeps the entertainment I of- the washer and dryer for $599, Pat”), but even though it has spiced up the fer FRESH! “When a bride asks for a popular game by adding new wrinkles like toss wedding game she has seen before I like ups and prize puzzles over the years, it to ask if she wants her wedding to look has remained true to its original format. like all the other weddings she has been Spin the wheel and guess a letter. Get to, or if she would prefer something it right and continue on. How does that compare with your own business modunique?

“Moo is the herd mentality. It is what el? Have you dared to try something everyone else is doing. I am quick to go new in your performances, yet give the other way, and prefer for the wed- your customers what they have been ding this week not look like the wedding expecting? And don’t just limit yourself to your performance. Have you had a website makeover recently? Is it mobile friendly? How does it come up in terms of page ranking?

What about your marketing materials? Have you been using the same brochure for years? The same logo? Have you been using the same setup at your bridal shows year after year? Have you added more recent testimonials to your marketing materials?

The way I see it, to remain relevant in this thing we call the Mobile DJ business, we need to take I did last week. Nor like the wedding I a constant evaluation of where we are will perform next week.” and where we need to be. We are all too True, most of us are not as imagina- aware that many of the top artists from tive as Scott—that is why he has earned just fifteen—maybe even ten—years his reputation in the industry—but ago (where have you been, Avril Lavishouldn’t we note the underlying ad- gne?) have already seen the high point vice that he is trying to give us, which of their pop career. Times change. Styles is to step out of our comfort zone, to be change. Expectations change. What do distinctive, or at least offer your clients you need to do to keep yourself fresh options so your events don’t seem to be and meet those new expectations? a rerun? A fellow local colleague, John Until next month Deggendorf of Pulse Productions, gives ~ Mike ~ me his take on the subject: “I will admit To get more of Scott Faver’s Games I find myself starting off with the dance & Marketing Tips visit http://www.theportion of a wedding with some of the gamemaster.biz/contact same songs. My wife challenges me Michael J. Lenstra is a 20-plusto find something different, maybe the year veteran of the Mobile Disc Jocksame format but different songs. ey Industry, a full-time entertainer, “I think you have to purposely chal- and owner of Alexxus Entertainment lenge yourself to try something new. in Dubuque, IA. He can be reached at Make micro-changes. Over time they mikelenstra@discjockeynews.com become bigger changes.”

PAGE 12 • Disc Jockey News • SEPTEMBER 2016

The Six Pillars Of Self-Esteem

By Ann Sheybani

When I was younger, I used to look to others, mostly men, to rescue me. I was convinced that, if left to my own devices, I would make some horrible mistake and screw up my life permanently.

I had no idea who I was, what I wanted or needed, or how I felt about much of anything. I figured that the only way to get through life was to please others, so they would love me and take care of me like a baby. That way I would never have to figure these things out for myself.

It wasn’t until I crossed the finish line of my first marathon that I realized I was

able to accomplish enormous things on my own. By enduring obstacles and pain, forging ahead when what I wanted most to do was quit, I met my power.

For the first time in my life, I respected my self. It mattered less what others thought of me because I recognized that I was capable of doing what needed to be done. I no longer felt the need to ride on coat tails.

I give you this overview, as I’ve done a gazillion times before, as an introduction of sorts to the book I read some time ago: Nathaniel Branden’s The Six Pillars of Self-Esteem.

I’m fascinated by the topic of selfesteem because of all those years I had so little of it. I also want to understand at a deeper level what happened to me at that finish line.

By the way, this is an area of my life I’m always working on. I’ve come a long way, Baby, but I’ve got a long way

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to go.

Here is Branden’s preliminary definition of self-esteem, which he breaks into two parts: Confidence in our ability to think, confidence in our ability to cope with the basic challenges of life; and Confidence in our right to be successful and happy, the feeling of being worthy, deserving, entitled to assert our needs and wants, achieve our values, and enjoy the fruits of our efforts.

In other words, the ability to trust one’s self, bank on one’s self, and a sense of deservedness. The very things that had been missing in me when I’d gone hunting for a savior.

The very things I’d discovered crossing that finishing line.

“It is a dangerous moment in history,” Branden writes, “not to know who we are or not to trust ourselves. The stability we cannot find in the world we must create within our own persons.”

And,man, that’s a job.

We need to trust ourselves and we need to admire ourselves, and the trust and admiration need to be grounded in reality, not generated out of fantasy and self-delusion. Which is why I encourage folks to take on a big, hairy audacious goal, so they can create a touchstone, a sense of stability within, for themselves. It’s what that marathon did for me.

In order to develop a strong sense of self-esteem (it’s never too late) we must incorporate certain practices into our daily lives. Branden calls these the six pillars. They include: 1. Living Consciously—the ability to be aware of the environment in some form and to guide action accordingly 2. Self-acceptance—the refusal to be in an adversarial relationship to yourself 3. Self-responsibility—the willingness to take responsibility for your actions and the attainment of your goals 4. Self-assertiveness—the willingness to stand up for yourself, to be who you are openly, to treat yourself with respect in all human encounters 5. Living Purposefully—the willingness to use your powers for the attainment of goals you have selected 6. Personal Integrity—to live up to our own standards, to walk the talk (Notice the emphasis on goal setting.

And on doing.)

Raised by wolves? I urge you to pick up this book. Our parents, unfortunately, were poor role models. Most of them were/are walking the earth with half a pillar. If you didn’t learn these skills in childhood, it’s up to you to master them as an adult. This book will help.

Wake up. No one’s coming. You’re the one you’ve been waiting for.

Ann Sheybani is the author of How to Eat the Elephant: Build Your Book in Bite-Sized Steps. She received her Masters in Creative Writing from Harvard University. One of our certified Book Yourself Solid® coaches, she’s also a book coach with a sales and marketing bent. She helps speakers and coaches create powerful, client-attracting books.

You can learn more about her services at annsheybani.com

Disc Jockey News • SEPTEMBER 2016 • Page 13

Racine Area DJs Come Together For Special Needs Prom

By Ruthie Flaa

May 22, 2016 marked the third year Great Lakes Church in Racine, Wisc. hosted their annual “A Night to Remember” prom event. Every Honored Guest attending the prom was provided a tuxedo or prom dress, hair styling and make-up by professional cosmetologists, a corsage or boutonniere, a ride in a limousine (or other transportation), a walk down the red carpet (complete with paparazzi and cheering fans), a

night of food and dancing, a gift bag, and special memories that will last a lifetime. Each Honored Guest was partnered with another student who served as their host.

David Ley, owner of D.L. Entertainment, along with his good friend and fellow DJ, Jason Rush (Rush Entertainment), worked together as the DJs for the prom night.

“I contacted [Jason] in 2014 when I

PTDJ: Things I Learned From A Comic

By Dan Carpenter

Last weekend I found myself doing a corporate party for a local pharmaceutical factory. It was filled with blue collar factory workers, honoring those with at least five years of service and giving special recognition to the retirees. I was hired to provide music during dinner, have an hour off for a comedian to perform, and then come back and play music for them to dance to for the last two hours. Dinner went well, except they really didn’t need two full hours and so there was a lot of downtime between dinner and the comedian performing. In hindsight I could have had them up and dancing, but that wasn’t what the client wanted, so we waited and some people got bored and went home. At 8 o’clock the comedian was to perform and during the next hour and a half I learned some very important lessons. Unfortunately it was all at his expense.

1. Be on time and don’t make excuses This comedian was hired through an agency. What we came to find out though was that he was from Long Island (about 4-5 hours from us). At 8:15 the comedian still hadn’t arrived. What made matters worse, the people who arranged the party didn’t know where he was, nor if he was even still coming.

At this point, they were pretty sure he was a no show. Fortunately about five minutes later he showed up. His reason for being late; he ran into storms. What

we can learn is that a lot can happen in travel, we need to be prepared. Leave early, arrive early. On time is late. And if emergencies out of your control happen, your plan to be there early will help lessen the issue. If it’s still greater than what you allowed for, then call the client and explain what is happening. Keep them in the loop.

2. Research your audience ahead of time Like I said this comedian wasn’t from around here, so rather than finding out in advance he chose the time when he should be performing to ask what areas were “bad” and which were “rich” in the area, and what this company did. I realize that there is an art form to improv, but that’s not what he was doing; he was last minute building his set. So the first ten minutes of his act were spent feeling out what exactly this audience did for a living. How much better could he have done had he learned what they did and who they were ahead of time? He could have used some techniques to get the crowd engaged without playing twenty questions with his act.

3. Read your crowd I realize that some comedy forms feed off of insults and pushing the envelope as much as possible. However, even if after researching the audience and deciding to go with his act, he should have witnessed what was happening. He was ticking off three quarters of the audience. In fact the only ones really laughing were the manager and his family who had been drinking pretty heavily all night. In retrospect, the first 10 minutes weren’t bad as far as comedy. He started rough with the twenty questions, but then was able to roll that into a few solid jokes. 10 minutes later though and with the brashness starting to show, 15 people walked out. It wasn’t that they needed to leave (the timing was off for that), but

was approached about being the DJ for this event,” said Ley. “I figured we could tag team the event and give the kids an unforgettable night.”

This year’s prom event brought in two extra DJs to help at the pre-prom event and the red carpet walk: Ron Helmick (DJ Big Ron) of BR Productions and Paul Segura of Segura Entertainment.

Being involved in this event was important to this year’s team of four. According to Ley, besides shining a spotlight on the popular event, it provided an opportunity to showcase camaraderie amongst DJs.

“DJs can work together and make the DJ industry better instead of making it a competition,” Ley said. “We all have the same view of working together versus trying to compete with each other.

We are all there for the same reason, and that’s to give the client the best possible show.”

More information about how to be a part of the next “A Night to Remember” prom event can be found at http://www. antrprom.com

you could tell they were offended by his act. It was almost like he was trying to get everyone to leave that didn’t like his style. I guess that’s one way to have a successful event; make it so only the people that remain are the ones who like you. If he had realized what he did in the beginning was working, he could have pulled from more similar material and kept more people around.

4. Respect what you’re given This one ticked me off. I provided a microphone and speakers for him to do his act. About 20 minutes in he started to talk about how the microphone smelled. I take good care of my mics so I knew he was just messing around.

However to get a laugh he made a joke and showed the audience what he said

I did to the mic before giving it to him (rubbing the mic on the backside of his jeans). I almost cut him off right then and there. You are playing with someone else’s equipment, you respect what you have. Granted I know there was no damage, but it still was enough my heart sank for a moment.

There were a few other lessons learned that night as well, but needless to say I felt sorry for the people who hired the comedian. I guess it could have been worse, but it definitely could have gone better. At least I was able to learn a few lessons from it all, and now you did too.

Dan Carpenter can be reached at dancarpenter@discjockeynews.com.

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PAGE 14 • Disc Jockey News • SEPTEMBER 2016

What’s Your “Type”? Mine Is “Sales Successful”

By Jeffrey Gitomer

Everybody talks about “types” of people, in order to try and figure them out.

Salespeople are all taught to mirror, model, and type their prospective customers. Big mistake. My opinion: total manipulation.

Total joke.

Total waste of time. The key word is harmonize.

Not mirror or model. Harmonize is sincere. Mirror or model is manipulative.

Get to know them as a person, not a personality type.

But that’s not what I am writing about.

Instead of “typing” customers and prospects, let’s talk about types of salespeople. What’s your type?

“Eh, wait a second Jeffrey,” you stammer. “I may not want to know what type I am.”

Too bad. This won’t hurt – it will help you see yourself the way others do.

At the top of my list is the “non-conformist and high performer.” You know the type. Makes all the sales. Breaks all the records. Breaks all the rules. Ruffles management. Does it “his way.” The boss doesn’t know how to handle him. Half the sales team loves him. Half the sales team hates him.

Then you have “conformist, compliant, high performer.” The model salesperson. People who get the job done, make big sales, exceed their sales-plan, and follow the rules. You wish you had

a hundred people like this. In my experience, they’re predominantly women. Not to say that men are not conformist/compliant -- but men tend to step outside the lines a lot more than women in the selling process.

Then you have conformist compliant non-producer. For whatever reason, cannot make the goal.

Darn nice guy. Everybody likes him. Customers love him. Only problem is, he can’t close a sale.

Often referred to as “the visitor.”

Finally you have the noncompliant non-performer. He whines about everything. Blames everybody else. Is an accident waiting to happen. Always the victim. The word responsibility is usually as painful as the word accountability to him.

Well, those are the big four.

And obviously there are people who fall between each of these sales types. And their personality plays a role with respect to each persons aggressiveness, assertiveness, self-starting ability, enthusiasm, and attitude. But all of these elements are part and parcel of their result – they “type” the person and their character – as well as their level of performance.

You would think a positive attitude would be part of every salesperson’s makeup. But you would be thinking incorrectly. Many salespeople, especially seasoned salespeople, can be highly productive, yet somewhat cynical.

The reason I’m putting these descriptions in front of you for these types of salespeople, is for you to see yourself.

Your manager, your coworkers, your fellow salespeople, and your customers

already see you. And “type” you. They see the way you dress. They see the way you act. They see your character. They see your personality, and your style. They see how you perform. But rarely do you get to see or evaluate yourself.

So, I am asking you to do that now. I’m

asking how close to “compliant, competent, high performer” can you rate yourself?

I’m gonna throw some other words at you: friendly, helpful, sincere, value-driven, truthful, ethical, and grateful. These are areas of your personality and character that will lead you closer to sales success.

It’s not just a matter of making more sales. It’s a matter of building more relationships -- so that one sale, turns into many. It’s a matter of building your reputation, so that when people talk about you behind your back, they say things that you would like to hear to your face (or that your children would be proud to hear, if they overheard the conversation).

Sales success is not about your performance as of this moment. It’s about the strength of your character that will earn you any success that you desire – over

time.

In my sales career, I’ve had many sales prima-donnas that made big sales, and broke all the rules. I fired every one of them – and every time I did, the rest of the team picked up the slack, and sales always increased.

You see, if you’re the leader (the boss, the owner, the entrepreneur), people are looking at your actions, and will often judge your character as permission to evolve their own, “The boss did it. I don’t see anything wrong with me doing it.” selfjudgment is difficult. And if you ask someone else to judge you, they probably won’t be truthful for fear of hurting your feelings, or their relationship with you.

So, what’s your type? What’s your character? What are you known as? What are you known for? If you can answer all those questions, and are willing to expose yourself to the opportunities that your shortcomings reveal, then you are ready to take the quantum leap – to the type of salesperson that would make your mother, your customers, your boss, and your banker, proud.

Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, The Little Gold Book of Yes! Attitude, and 21.5 Unbreakable Laws of Selling.

His real-world ideas and content are also available as online courses at www.

GitomerVT.com. For information about training and seminars visit www.Gitomer. com or www.GitomerCertifiedAdvisors. com, or email Jeffrey personally at salesman@gitomer.com.

Disc Jockey News • SEPTEMBER 2016 • Page 15

Recurrent Hits For The Dance Floor for SEPTEMBER 2016 http://www.discjockeynews.com •http://www.djntv.com

Pop Recurrents 1 PITBULL Time Of Our Lives f/Ne-Yo 2 ELLE KING Ex’s And Oh’s 3 ED SHEERAN Thinking Out Loud 4 OMI Cheerleader 5 DJ SNAKE & ALUNAGEORGE You Know You Like It 6 THE WEEKND Earned It 7 ONE DIRECTION Drag Me Down 8 R. CITY Locked Away f/Adam Levine 9 TOVE LO Talking Body 10 DRAKE Hotline Bling 11 TAYLOR SWIFT Style 12 ELLIE GOULDING On My Mind 13 DJ SNAKE Middle f/Bipolar Sunshine 14 TAYLOR SWIFT Blank Space 15 SKRILLEX & DIPLO Where Are U Now w/J. Bieber 16 DAYA Hide Away 17 TAYLOR SWIFT Bad Blood 18 MAROON 5 Sugar 19 WIZ KHALIFA See You Again f/Charlie Puth 20 FIFTH HARMONY Worth It f/Kid Ink 21 THE WEEKND In The Night 22 SELENA GOMEZ Good For You f/A$AP Rocky 23 SELENA GOMEZ Same Old Love 24 TAYLOR SWIFT Wildest Dreams 25 SELENA GOMEZ Hands To Myself 26 MARK RONSON Uptown Funk f/Bruno Mars 27 NICK JONAS Jealous 28 JUSTIN BIEBER What Do You Mean?

29 WALK THE MOON Shut Up And Dance 30 THE CHAINSMOKERS Roses f/Rozes 31 ALESSIA CARA Here 32 JASON DERULO Want To Want Me 33 MAJOR LAZER Lean On f/M 34 LUKAS GRAHAM 7 Years 35 THE WEEKND The Hills 36 NICK JONAS Close f/Tove Lo 37 JUSTIN BIEBER Love Yourself 38 THE WEEKND Can’t Feel My Face 39 ZARA LARSSON & MNEK Never Forget You 40 JUSTIN BIEBER Sorry 41 SHAWN MENDES Stitches 42 TWENTY ONE PILOTS Stressed Out 43 JAMES BAY Let It Go 44 G-EAZY Me Myself & I f/Bebe Rexha 45 DNCE Cake By The Ocean 46 ZAYN Pillowtalk 47 FLO RIDA My House 48 ARIANA GRANDE Dangerous Woman 49 FIFTH HARMONY Work From Home f/Ty Dolla $ign 50 MIKE POSNER I Took A Pill In Ibiza

Urban Recurrents 1 TREY SONGZ Slow Motion 2 COLONEL LOUD California f/Young Dolph 3 THE WEEKND Earned It 4 K CAMP Comfortable 5 FETTY WAP Wake Up 6 J. COLE Wet Dreamz 7 RIHANNA Bitch Better Have My Money 8 CHRIS BROWN Liquor 9 FUTURE Where Ya At f/Drake 10 YOUNG THUG Best Friend 11 BELLY Might Not f/The Weeknd 12 CHRIS BROWN Back To Sleep 13 TWENTY88 On The Way 14 FETTY WAP My Way f/Monty 15 FETTY WAP Trap Queen 16 T.I. Dope f/Marsha Ambrosius 17 WALE The Matrimony f/Usher 18 KEVIN GATES 2 Phones 19 YOUNG GREATNESS Moolah 20 JOEY BADA$$ Devastated 21 FETTY WAP Again 22 DRAKE & FUTURE Jumpman 23 MIGOS Say Sum 24 BIG SEAN I Don’t F**k With You f/E-40 25 FUTURE Commas 26 FRENCH MONTANA Lock Jaw f/Kodak Black 27 THE WEEKND The Hills 28 YO GOTTI Law f/E-40 29 BEYONCE Formation 30 JEREMIH Planes f/J. Cole 31 MEEK MILL All Eyes On You f/Minaj/Brown 32 TRAVI$ SCOTT Antidote 33 RICH HOMIE QUAN Flex (Ooh Ooh Ooh) 34 LUKE NASTY Might Be 35 RO JAMES Permission 36 50 CENT No Romeo, No Juliet f/C. Brown 37 FUTURE Low Life f/The Weeknd 38 FETTY WAP 679 f/Remy Boyz...

39 YO GOTTI Down In The DM 40 TORY LANEZ Say It 41 RIHANNA Work f/Drake 42 BRYSON TILLER Don’t 43 FAT JOE & REMY MA All The Way Up 44 O.T. GENASIS Cut It f/Young Dolph 45 JEREMIH Oui 46 DESIIGNER Panda 47 J. COLE No Role Modelz 48 BRYSON TILLER Exchange 49 KENT JONES Don’t Mind 50 FUTURE Wicked

Adult Contempory Recurrents 1 ELLIE GOULDING Something In The Way You Move 2 ALESSIA CARA Here 3 OMI Cheerleader 4 TAYLOR SWIFT I Knew You Were Trouble 5 NICK JONAS Jealous 6 GEORGE EZRA Budapest 7 MEGHAN TRAINOR Lips Are Movin 8 FALL OUT BOY Uma Thurman 9 JUSTIN BIEBER What Do You Mean?

10 HOZIER Take Me To Church 11 VANCE JOY Riptide 12 SELENA GOMEZ Same Old Love 13 ZAYN Pillowtalk 14 MAROON 5 Animals 15 WIZ KHALIFA See You Again f/Charlie Puth 16 ADELE Hello 17 ELLIE GOULDING On My Mind 18 RUTH B Lost Boy 19 TAYLOR SWIFT Bad Blood 20 KELLY CLARKSON Piece By Piece 21 THE WEEKND Can’t Feel My Face 22 ANDY GRAMMER Honey, I’m Good 23 ELLIE GOULDING Love Me Like You Do 24 ARIANA GRANDE Dangerous Woman 25 TAYLOR SWIFT Blank Space 26 TAYLOR SWIFT Style 27 R. CITY Locked Away f/Adam Levine 28 RACHEL PLATTEN Stand By You 29 MEGHAN TRAINOR Like I’m Gonna Lose You 30 X AMBASSADORS Renegades 31 JUSTIN BIEBER Sorry 32 ED SHEERAN Thinking Out Loud 33 ED SHEERAN Photograph 34 JASON DERULO Want To Want Me 35 RACHEL PLATTEN Fight Song 36 MAROON 5 Sugar 37 ELLE KING Ex’s And Oh’s 38 MARK RONSON Uptown Funk f/Bruno Mars 39 FLO RIDA My House 40 TAYLOR SWIFT Wildest Dreams 41 CHARLIE PUTH One Call Away 42 LUKAS GRAHAM 7 Years 43 MIKE POSNER I Took A Pill In Ibiza 44 WALK THE MOON Shut Up And Dance 45 SHAWN MENDES Stitches 46 TWENTY ONE PILOTS Stressed Out 47 BEN RECTOR Brand New 48 JUSTIN BIEBER Love Yourself 49 DNCE Cake By The Ocean 50 JAMES BAY Let It Go

A Little Fear Can Be A Good Thing

By Harvey Mackay

A small village by the sea depended on fishing to survive. Each year the boats they sent out had to go farther and farther from shore to catch enough fish to feed all the villagers.

But as they ventured farther away, they encountered a problem. Their usual practice was to put the fish they caught in big tanks to keep them fresh until they returned home.

But the fish grew lethargic in the tanks, and many died before the boat could reach shore again.

After much thought, one of the crew hit upon a solution: On their next fishing trip, they caught a small shark and placed it in the tank along with the fish.

The shark ate only a few fish, but the rest swam frantically around the tank trying to keep away from the predator – and made it to shore fresh and healthy for the villagers who depended on them.

The moral of this story is that sometimes a little fear is what we need to

stay active and alive. I certainly find that to be true. If I begin to coast, I lose concentration and focus. I perform best when I have a little anxiety or fear. I am sharper and more on my game.

A little fear can be healthy. But fear can hold a lot of people back and stop them from living life to the fullest. I understand that feeling of being afraid.

However, there is only one thing worse than a quitter, and that is a person who is afraid to begin. There are no hopeless situations; there are only people who have grown hopeless about them.

I have a friend who told me “There are 365 ‘fear nots’ in the Bible – one for each day.” Never be afraid to try something new. Remember, amateurs built the ark … professionals built the Titanic. Think about it.

Dale Carnegie said: “Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit home and think about it. Go out and get busy.”

Don’t let fear block your success. If you truly want to learn to control your fear and advance in your career, I have some ideas that have worked for me.

They can work for you too.

• Explore your memories. Look back over your career. What situations have made you feel afraid? Do you see any common denominators? When

was the last time you were afraid to do something and did it anyway?

• Look at your responsibilities. You have a lot of priorities in your life.

Which ones make you fearful? Why are you afraid of them? Dig deep, and keep asking “why” until you are satisfied that you have found the root of your fear.

• Construct a worst-case scenario.

When a certain situation makes you nervous, try to think of the worst thing that could realistically happen. Chances are the reality won’t be as devastating as you think, and examining the possibilities ahead of time will prepare you to avoid the potential pitfalls.

• Shift your focus. When you’re confronted by a task that makes you fearful, stop and think about all the positive benefits it will produce in the end.

Focusing on the outcome helps to put the small worries aside.

• Try new things. At every opportunity, take on a new task or a different responsibility. This will increase your capacity to take risks. It will also expand your skill set and build your confidence.

• Review your risks. Look at some of the risks you’ve taken recently.

Chances are, most of them turned out OK. Figure out what made them work.

Can you duplicate those decisions that

led to success and apply them to other situations?

• Know that your fears will resurface occasionally. Accept this fact, because there will be times when you feel like you are out of control. Outside factors can influence situations adversely. Prepare yourself to handle disappointments and unsettled situations.

Stop and assess the circumstances so you can decide whether further actions will help or hurt.

Not knowing how to control your fear can have disastrous results. Consider the great tightrope walker, Karl Wallenda. He died many years ago in a tragic fall. His widow was quoted as saying: “All Karl thought about for three straight months prior to the accident was falling. It seemed to me he put all his energy into not falling – not into walking the tightrope.”

Mackay’s Moral: Don’t let your fears get in your head – get ahead of them.

Reprinted with permission from nationally syndicated columnist Harvey Mackay, author of the New York Times #1 bestseller “Swim With The Sharks Without Being Eaten Alive,” “We Got Fired!...And It’s the Best Thing That Ever Happened to Us,” and his new book, “The Mackay MBA of Selling in the Real World.

PAGE 16 • Disc Jockey News • SEPTEMBER 2016

Top 30 Music Charts By www.PrimeCutsMusic.com

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30

Pop twenty one pilots Ride Sia Cheap Thrills Calvin Harris This Is What You Came For Adele Send My Love (To Your New…) Major Lazer Cold Water Shawn Mendes Treat You Better Chainsmokers Don’t Let Me Down Drake One Dance Ariana Grande Into You Justin Timberlake Can’t Stop The Feeling!

Flume Never Be Like You Chainsmokers Closer Drake Too Good Charlie Puth We Don’t Talk Anymore Chainsmokers Closer Kiiara Gold Daya Sit Still, Look Pretty Fifth Harmony All In My Head (Flex) Kungs This Girl Pink Just Like Fire Britney Spears Make Me Lukas Graham Mama Said DJ Snake Let Me Love You Katy Perry Rise Gnash I Hate U, I Love U twenty one pilots Heathens Hailee Steinfeld Starving Coldplay Hymn For The Weekend DJ Khaled For Free Tory Lanez Luv

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30

Country Sam Hunt Make You Miss Me Kelsea Ballerini Peter Pan Jake Owen American Country Love Song Dan + Shay From The Ground Up Dierks Bentley Different For Girls Justin Moore You Look Like I Need A Beer Blake Shelton She’s Got A Way With Words Tucker Beathard Rock On William Michael Morgan I Met A Girl Kenny Chesney Setting The World On Fire Billy Currington It Don’t Hurt Like It Used To Locash I Know Somebody Zac Brown Band Castaway Luke Bryan Move Cole Swindell Middle Of A Memory Brett Young Sleep Without You Big & Rich Lovin’ Lately Miranda Lambert Vice Jason Aldean A Little More Summer Jon Pardi Head Over Boots Drake White Livin’ The Dream Old Dominion Song For Another Time Tim McGraw How I’ll Always Be Maren Morris 80’s Mercedes Granger Smith If The Boot Fits Kip Moore Running For You Brothers Osborne 21 Summer Brett Eldredge Wanna Be That Song Chris Stapleton Parachute Florida-Georgia Line May We All

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30

Adult Contempory Justin Timberlake Can’t Stop The Feeling!

Pink Just Like Fire Justin Bieber Love Yourself Charlie Puth One Call Away Shawn Mendes Stitches Adele Send My Love (To Your New…) DNCE Cake By The Ocean Lukas Graham 7 Years Sia Cheap Thrills Ben Rector Brand New Katy Perry Rise Nathan Sykes Over And Over Again Ruth B Lost Boy Rihanna Sledgehammer Rob Thomas Pieces Ruth B Lost Boy Bon Jovi This House Is Not For Sale Charlie Puth We Don’t Talk Anymore twenty one pilots Ride Shawn Mendes Treat You Better Calvin Harris This Is What You Came For Kathryn Dean City Of Angels Florida-Georgia Line H.O.L.Y. Brian McKnight Everything Meghan Trainor Me Too X Ambassadors Unsteady Goo Goo Dolls So Alive OneRepublic Wherever I Go Wrabel 11 Blocks Elton John A Good Heart

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30

Urban Drake Controlla Rihanna Needed Me Usher No Limit DJ Khaled For Free Dae Dae Wat U Mean Tory Lanez Luv Drake One Dance DJ Khaled I Got The Keys Mike Will Made-It Nothing Is Promised DJ Drama Wishing Chris Brown Grass Ain’t Greener YFN Lucci Key To The Streets Kanye West Father Stretch My Hands D.R.A.M. Broccoli Bryson Tiller Sorry Not Sorry Beyonce Sorry Schoolboy Q That Part Partynextdoor Come And See Me Young Thug & Travis Scott Pick Up The Phone Chance The Rapper No Problem Dreezy Close To You Lloyd Tru DJ Khaled Do You Mind Kehlani CRZY Beyonce Hold Up YG Why You Always Hatin’ Game All Eyez Luke Nasty OTW Lil Durk Money Walk Wale My P.Y.T.

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30

Rock Pretty Reckless Take Me Down Green Day Bang Bang Red Hot Chili Peppers Dark Necessities Pop Evil Take It All Metallica Hardwired Chevelle Joyride (Omen) 3 Doors Down Still Alive Blink-182 Bored To Death Prophets Of Rage Prophets Of Rage Korn Rotting In Vain Shinedown Asking For It Deftones Phantom Bride Holy White Hounds Switchblade Disturbed Open Your Eyes Skillet Feel Invincible Hellyeah I Don’t Care Anymore Thrice Black Honey Five Finger Death Punch I Apologize twenty one pilots Heathens Avatar The Eagle Has Landed Zakk Wylde Sleeping Dogs Kaleo Way Down We Go Sixx A.M. Prayers For The Damned Rob Zombie Get High Citizen Zero Go (Let Me Save You) From Ashes To New Lost And Alone Alter Bridge Show Me A Leader Breaking Benjamin Ashes Of Eden Red Sun Rising Amnesia Gemini Syndrome Remember We Die

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30

Alternative twenty one pilots Heathens Cage The Elephant Trouble Kaleo Way Down We Go Blink-182 Bored To Death Bishop Briggs River Bastille Good Grief Green Day Bang Bang Red Hot Chili Peppers Dark Necessities Lumineers Ophelia Beck Wow Head And The Heart All We Ever Knew Young The Giant Something To Believe In Phantogram You Don’t Get Me High Anymore Dirty Heads That’s All I Need Grouplove Welcome To Your Life Weezer King Of The World Nothing But Thieves Wake Up Call Glass Animals Life Itself Barns Courtney Fire Weathers Happy Pills Judah & The Lion Take It All Back Band Of Horses Casual Party 888 Critical Mistakes Foals What Went Down X Ambassadors Low Life Panic! At The Disco Don’t Threaten Me… Struts Put Your Money On Me Hunna You & Me Coldplay Up&Up Coin Talk Too Much

Ditch The Pitch: Why Networking Feels Bad

By Stevie Ray

I am about to make a lot of oldschoolers very angry.

I am about to denounce one of the most venerated traditions in the world of networking.

I am here to say that, when it comes to the elevator pitch, we must ditch the pitch.

For those living under a rock for the past few decades, the elevator pitch is a 30-second prepared statement that is supposed to sum up your business; ostensibly in preparation for the off-chance that you might meet a prospect in an elevator and you only have the length of an elevator ride to make a connection.

Frankly, I have ridden in elevators tens of thousands of times and the only thing people do is stare at the lighted floor numbers.

Nonetheless, I contend that the elevator pitch was the worst thing to happen to networking since the open bar. I must write fast now; there is an angry mob of men in wide ties and square-toed shoes and women in sock buns gathering outside my office with pitchforks and Zippo lighters.

Nothing is better than something To be fair, the impetus behind the elevator pitch was genuine. So many people didn’t know how to respond to the question, “So, what do you do?” that having a prepared response seemed better than nothing.

However, there are many times when nothing is actually better than something. An elevator pitch fails on so many levels that is often destroys trust rather

than builds a connection.

Let’s take the fails one at a time. First, elevator pitches inherently sound disingenuous. Anything that you repeat over and over will eventually sound canned.

And the more we repeat the same phrase, the more we subconsciously speed up the delivery. The faster the delivery, the less genuine you sound. A large part of trust is based on whether people sound genuine.

Second, elevator pitches ignore the listener. When people ask what it is that you do, unless they are just being polite, they are trying to determine if there is enough of a match to pursue a deeper relationship.

Spouting off a 30-second spiel means that everyone you meet gets the same picture of you, regardless of their needs.

If you meet a person who is shy and withdrawn, he or she requires a delivery that is different than the “let’s get right down to bidness” type, who, in turn, needs a different delivery than the “I just want to chat for a while” person. Even the same pitch delivered in different styles cannot satisfy all three personality types.

Reacting in the moment By now you might be asking, “Okay, smarty. How am I supposed to know what to say if I don’t have something in the bag?” I learned the answer to this from an unlikely source.

Being a practitioner of improvisation, I had the opportunity to train with Paul Sills, the founding director of The Second City, one of the more well-known centers of improvisation in America.

Most people know of improvisation, or “improv,” through the TV show, Whose Line Is It Anyway? Improv is a popular style of comedy, but because of its basis in powerful communication

Be Inspired, But Be Creative

By Jeremy Brech

Note: Jeremy wrote this in early August hence the future tense of the DJ Expo: I have been putting together a stellar presentation for DJ Expo 2016 for Chauvet DJ and ElectroVoice. As I look through some of the work we have done recently I can’t help grinning at our results and the success we have had recently. I am looking forward to inspiring DJs in the upcoming weeks with lighting design ideas, helping them set goals in their business and personal growth and also encourage them to improve their understanding of sound with EV. As many people know, I am a giver. I love to help others improve in so many ways and I would do anything for the industry I love. Even though we have been successful I still am inspired by others.

As you might have read, Mike Walter has a great article last month regarding a group that I am a part of called Think Tank. The question came up a couple

of weeks ago on how it was helping the industry, so here is my short version. It is nice being able to idea share without other DJs telling you how stupid you are and getting ridiculed by a bunch of idea sharers. To help others inspires, and as we work together it allows us to share our talents and ideas with the rest of the industry; to push ourselves hard and to share as professionals at conferences and across the many medias. We gain confidence because we know that anything is possible and we don’t have to be vulnerable to negativity. That is what inspires me to give back to so many across the industry.

What is inspiration? Inspiration is a “push yourself” motivation to become better than you were before you saw an idea. It is what drives your creativity and makes you work harder towards a goal. Many times we work so hard, only to see that we have been ripped off. This is a two part

Disc Jockey News • SEPTEMBER 2016 • Page 17

skills it is quickly gaining attention as a training tool for business.

Toward the end of his life, Sills conducted master’s classes for improv professionals. At the start of the week-long course I attended, he said to my group, “We’re going to practice improv, but for Pete’s sake don’t make anything up.”

This had many of us looking at our brochures to make sure we were in the right place.

“But sir,” one student said, “doesn’t

improv require making things up?”

“No!” yelled Sills (he was a cranky old guy). “Improv is like life. It is reacting in the moment. The worst thing you can do in life is try to control the outcome. That means you are thinking ahead. When you think ahead, you ruin the ‘right now.’ Thinking ahead will cause you to script out what everyone should say and do. We call that ‘playwriting,’ and it is the opposite of being in the moment. Playwriting leaves your partner out of the picture.”

The student pressed on, “But then how do we know what to say?” Paul’s answer is the one philosophy that should lead all interactions between people. He said, “Simple. Your partner will tell you exactly what to say to make the interlesson for everyone. First, make sure you are keeping track of your work, whether it is pictures or content on your marketing materials, facebook quotes, or even your branding. I had a conversation with a DJ friend in my market - come to find out that their content was copied

by another DJ in our market. I didn’t ask the details so I can’t point fingers, but it goes to show that inspiration can easily be stolen. Coming up with content that is specific for you or your company is just that; “specific.” You can’t duplicate someone or something. It is like when a

action a success. All you have to do is listen. The trouble is, most people don’t listen. They just wait to talk.”

Don’t just wait to talk, listen We spent the entire week not learning what we expected. We learned how to listen. Sills was a master at seeing if you had a script silently running through your head. He would stop us in the middle of an exercise by yelling, “If you want to be a playwright, send us the script so we can memorize it for you.

Be in the moment and let your partner play, too.”

To teach being in the moment in my networking workshops, I have the participants play a game where one person stands in front of a group of six others. Each person asks the same question, “So, what do you do?” The person who is “it” has to answer the question, but with a different answer for each person in the circle.

People usually panic at this rule, so I just remind them that, as long as they listen to the manner in which the question is asked, the answer is given to them in the way the question is asked. If you find yourself saying the same thing over and over, you aren’t in the moment; you are playwriting.

Networking is nothing more than kids meeting on a playground and making stuff up. Kids don’t overthink every new encounter, they just greet, talk, and play. Stay in the moment, and ditch the pitch.

Stevie Ray is a nationally recognized corporate speaker and trainer, helping companies improve communication skills, customer service, leadership, and team management. He can be reached at www.stevierays.org or stevie@stevierays.org. client asks us what makes us different than our competition. All I can say is, “I don’t know, I have never seen them perform. All I can tell you is what we do best.” So after I had heard of this content copy I decided to do a search on about 7 of our main photos on our website. Come to find out 19 photos were being used more than 55 times. I followed some of our pictures to websites, and found other pictures of ours on the same sites.

The point I am trying to make here is that I am a giver, and I want to inspire others to push themselves and not take credit for un-accomplishments.

Please visit my website for inspiration, watch the DJ Jer Shop Time videos. When you see me, please come shake my hand and tell me what you are doing in your business. You will probably inspire me! My biggest ask is please don’t take from others. Stepping off soap box now…

Jeremy Brech is Owner/Entertainer/ Lighting Designer of DJ Jer Events and Lighting Design. Jeremy can be reached at: jeremybrech@discjockeynews.com.

PAGE 18 • Disc Jockey News • SEPTEMBER 2016

5 Reasons You Need To Rebrand Your Image!

By DJ Kilma

I remember years ago feeling completely stuck in my brand when someone suggested I do the craziest thing. He told me I should just start over. I could have cried right then and there. “Seriously? After all these years of work… just start over? I would feel like a complete failure!” What I didn’t realize at the time is that I out grew my brand.

It was like I’d lived in a one bedroom condo for the past 5 years and even though I now had a partner and little one on the way… I was still holding onto this place I’d put so many renovations into.

Letting go of the brand meant leaving behind all the hard work over the years, or so I thought. But as I dived into these 5 issues, I realized this was my best solution for an evolving sound and changed goals.

1. YOU’VE OUT GROWN YOUR BRAND Maybe you feel like you don’t have another square inch of space to utilize in your brand. You’ve exhausted your resources and it’s time to expand which mean you’ll need more space. It doesn’t mean you can’t take along many of furniture (lessons) you’ve purchased but that in order to grow you have to let go.

(Maybe it’s that kitchen reno.)

2. YOUR DEMOGRAPHIC HAS CHANGED Connect with DJ Kilma at http:// www.DontKilmaVibe.com or on any social media outlet at KilmaMusic.

Mylie Cyrus (whether you enjoy her music or not) is a great example of a brand whom’s fans were changing.

Many of us remember Hannah Montana but like the actress under that wig, her fans were growing up and their tastes were changing. She could continue to play along with the younger audience or use the opportunity to start fresh and that’s just what she did.

3. YOU’VE CHANGED MUSI-

CALLY MC Flipside is another fantastic example of someone that changed direction through out the years. He was infamously known in the drum and bass community as MC Flipside touring alongside Freak Flow all over the world.

His style unique and rhymes like no other. Later in life he choose to follow his passion in house and techno music.

While he did not choose to change his name he did re-branded his image. Using his previous experience in the industry he is now known as a reputable record boss, producer and dj in the house & techno community.

4. THERE IS TOO MUCH BRAND CONFUSION For me, I’d been this bass head dj for a decade. Every one knew the brand for drum and bass and when I started dabbling into other music it caused the question of, “Who is SW@T, really?” Someone could come to one of my shows and not be sure as to what they might hear me play. That meant some people may not enjoy the new direction I was going in and feel disappointed when I had no desire to play drum and bass. It was time to cut the cord. Thus Kilma and the #DontKilmaVibe brand was born.

5. YOU’D LIKE TO GET AWAY FROM AN OLD IMAGE Maybe you don’t want to change your alias but your brand image. You started off your brand with what you thought was a great logo but now can see totally unprofessional and unrelated to what you do now. Maybe many your tunes were inconsistent and website constantly out of date. Maybe you want to get away from a bad reputation and you feel you need to step away from an old look and start fresh.

The thought that I really let hold me back was, “But now I have to start all over again!” What I realize as I started doing more research, was that the knowledge I’d gained through out the years meant I would actually be able to propel a re-brand farther in a shorter period of time. If I looked back at how I started up my original brand I saw many mistakes, poor investments and wasted time that I could have handled differently. Now I had an edge. I knew what I had to do and I was going to brand with

a bang this time around. And I’m telling ya, so can you!

Need help with your re-brand?

I can help you with creating a brand image, figuring out your target demographic and how to cater to them while staying true to your desired goals. I also help artists find press, negotiate better

wages and manage their social media accounts. Whether you need the training to do it yourself or want to hire someone to do the job so you can focus on your music, I’m your girl!

Connect with DJ Kilma at http:// www.DontKilmaVibe.com or on any social media outlet at KilmaMusic.

Ignite Your Drive and Courage

By Matt Anderson

Knowing how to get referrals - how to do anything - means nothing unless you act on it. The biggest obstacles to taking action are lack of desire and fear: of failure, of rejection, of success (amongst others). In Angela D u c k w o r t h ’s new book, Grit, she says to stick at something long enough to succeed we need passion, practice, purpose and hope.

Your primary solutions are drive (which connects from passion and purpose) and courage. And, for developing the skill of getting referrals: practice! So to help address these, I’ve compiled some questions to help you connect these qualities to a larger vision or goal for your life.

There are no right answers, only your authentic responses. By all means pick and choose, but please understand there is a strong agenda behind each question intended to unearth your drive, to remind you of your own courage and ability to persist at something that matters to you.

1 What 5 things do you value most in your life?

2 What are 3 things you had to practice often to ever get good at? (professional skill, sport, foreign language, musical instrument, hobby) 3 Who are you at your best?

4 At what points in your life have you regarded yourself most highly?

Explain why. Circle the character traits

that come up.

5 What are some of the gutsiest things you’ve done in your life? List at least 5 things - conversations you’ve had, actions you’ve taken, times when you went against the crowd or admitted something wasn’t working for you and you made a change. Then: reflect on where is that person today?

6 What would do you if you knew you couldn’t fail?

7 What are 3 things you could do to get more meetings in the diary?

8 In 30 seconds or less, write down the 3 most important goals in your life right now.

9 At what point in your life did you feel most motivated? List 3 reasons why.

10 Write down 3 or more things you would do to grow your business if you knew you couldn’t fail. Prioritize the top three.

11 What one-sentence inscription would you like to see on your tombstone that would capture who you really were in your life?

12 10 things I want to achieve in the next year...

• Now take a few minutes to read over your responses and underline or highlight all of the things that struck you the most.

• Secondly, rewrite these key phrases.

• Third, answer this question: “What have I learned about my drive and my courage?”

Lastly, identify one next step and take it within 24 hours.

Matt Anderson is the author of ‘Fearless Referrals’ at: http://www. http://www.thereferralauthority.com or at: Matt.Anderson.intl@gmail.com

Are You Really Asking?

By Dave Ternier

When you ask a me “how?” or “what’s the real difference between a $5000 DJ and a $1000 DJ?” what is it that you’re truly asking? Are you asking me if there is a switch you can flip so that 6 months, 12 months, 24 months from now you can be experiencing similar “success”?

Or, are you asking me to talk with you about the days where I’m hustling from 8:00 AM – 2:00 AM trying to refine something that I don’t think is good enough in my business process — even though it would satisfy most others?

Maybe you are asking me about the Thursday nights after fire department prac-

tise where I skip out on drinks with the boys because I’ve got a client meeting on Skype or some other work that needs to be done?

Or are you asking me about the small little house my family and I live in with no garage that upsets me more often then you might know, but because it costs us less money, we are able to place our financial resources elsewhere?

Are you asking me how I take care to dress professionally because I want the person filling up my gas tank, taking my money at the grocery store, passing my burger to me at the drive through to think of me as a professional? (Take that word off your website by the way… “professional” means ZERO when YOU say it… it only carries weight when it is discovered through your intentions, your actions, your motivations and the results you create.)

Or are you asking me about the Daves and Bills and Bryans and Glenns and Jeremys and Alexes and Vickies and Mikes and

Marks and Mitchs and Kathryns and Jims and Chrises and the countless others who I surround myself with to coach, encourage

and inspire me?

Or are you asking me to tell you about the fact that I very seldom watch TV because it’s not contributing anything measurable to my current life/work goals? (If you need to, get rid of your couch… seriously.)

Maybe you are really asking me about

the workshops I’ve taken and the little, tiny bits of growth that I’ve experienced in each one, only after my failures and deficiencies have been exposed?

Are you asking me to tell you that you should look at your glass as half full instead of half empty because happier and more willing prospective clients will be attracted to you if you’re even just a little bit more positive?

Or…maybe you don’t actually want to know any of those things.

Would they make you feel uncomfortable? Insecure? Fragile? Less of a person?

The questions are valid and we should all be discovering the answers.

You NEED to ask these questions… if you are really, truly, ready for the answers.

Based in Manitoba, Canada, Dave Ternier is a single operator DJ/MC for his company, Special Request Weddings. Dave Ternier can be reached at DaveTernier@ discjockeynews.com.

Mic Checka!

By Rocky Bourg

Continuing on my That’s a Buncha B.S./ Coulda-Shoulda-Woulda been avoided tour, I return to the 21 Tales1 “article,” offered by (Vapid) People’s Magazine, for the next debunking, as it might be. According to the recount, someone, maybe Bruce Wayne, Minnie Mouse or an honest politician, attended a wedding at which the “the groom’s father did a toast when the groom and bride were at the altar and said, ‘I’m glad I made it out here today. I just want you guys to know that I have cancer and I’m going to die soon. Congrats to my son and his beautiful bride. Enjoy your time!’ Everyone was in complete silence.

Silence…Uh, Yeah! Sadness, unfortunately. Justifiable disappointment, Yabetchuraszz!

No loving, considerate, proud parent would do that. (Anyone see a common thread from last month’s article). That is the act, imaginary and contrived IMnotsoHO, of an individual whose participation, importance and contributions were ignored, dismissed, and/or neglected. See “Do They Feel the Love” from Disc Jockey News, July 2016 for suggestions on avoiding such ignorant, dismissive and neglectful treatment of family members.

Here we will address the specific and uniquely important responsibility of the MC/DJ, specifically for a Wedding, that being, allowing use of and providing microphones and access to them. The best use of a microphone is often leaving it off and dormant. Our most valuable contributions should include things we prevent, avoid, block and thwart, and done with almost complete invisibly. The best and only way I have discovered to tender those benefits is via detailed and painstaking planning rooted in knowledge and consideration.

Most people requesting the mic have good intentions, most and good being the precarious quantifiers. Parents love their children, siblings cherish their brothers and sisters, other family friends care deeply for each other and they all are want to express openly their emotions.

That, in and of itself, is a selfless, loving, and generous intention.

“Hell is full of good intentions or desires.” (Saint Bernard of Clairvaux, 1091-1153)…still rings true in 2016.

Our charge, if we expect to be valued and respected for our art, craft, and performance, is to use our tools and equipment to produce opportunities that are not hell bound but that can and will yield complete success for all participants. We should not simply and lazily surrender a microphone under selfish-serving disclaimer that we are not responsible, and disregard the audience’s attention and enjoyment, nor risk the decorum and propriety of the celebration, not to mention the dignity of every requestor.

Not everyone is suited, capable or responsible enough to demand the full attention, of everyone in attendance, that a microphone provides. DrUncles, InebriAunts, and other pickled partiers are a primary example of peeps whose alcohol driven requests, often incoherent

demands for the mic should be thwarted.

If you need proof of the possible embarrassing, inappropriate, immature, vulgar and unnecessary consequences, may I introduce you to Google or YouTube.

But intoxication is not the only fuel for flawed mic usage. Some people have no sense of propriety, many people fear public speaking more than death or taxes, others have language, speaking or verbal communication problems that can create embarrassment for the speaker, the audience, and/or the guests of honor. Consider all those when relinquishing the mic.

Yet despite all the potential pitfalls, it is more often than not advisable to provide this weapon of mass communication to those capable of and whose unselfish

Disc Jockey News • SEPTEMBER 2016 • Page 19 intentions will likely produce moments ment and a sense of propriety, consider of unbridled love and affection, adulation the ramifications of the potential/likely and respect, and/or appropriate humor for actions and outcome and then imagine an receptive and appreciative audience. if your children, parents, or anyone you The willingness and knowledge to deter- hold in the highest esteem were in your mine that is what separates a masterpiece audience and ask yourself, “Would I want to be responsible for forcing those from a paint by numbers exercise.

The art, talent and true value in this important, cherished individuals to expeprocess, that we can and should provide, rience such a public display?”

The “Golden Rule” never made anyis to be the responsible, aware, and considerate gatekeeper for everyone in at- one look like a emboldened fool!

1http://www.people.com/article/21tendance. To accomplish this important duty, we must accept the inherent and weddings-gone-wrong Rocky has been fortunate to and hapnon-transferable responsibility our clients entrust us with and we must exercise pily served and entertained for New Ormature judgement and apply a level of leans celebrations since 1985ish. He is a propriety that seems, sadly, so very un- member of N.A.M.E, owns and operates DJ Music by Request and can be reached common in these Me-istic times.

I’ll close with the following for any- at 985.80ROCKY or email at rockyone/everyone to apply as they deem ap- bourg@yahoo.com. propriate: When you are presented with circumstances that require mature judge-

PAGE 20 • Disc Jockey News • SEPTEMBER 2016

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