October 2020 • Issue 192
The Monthly DJ Newspaper
The Importance Of Follow Up By Mike Walter
I booked a wedding recently where the bride (I’ll call her Mary because that is her name) had initially contacted us in June. Fourteen weeks between her initial contact date and her deposit. I’d had sixteen points of contact with her over that time (most early on) with only one reply, until getting an email that simply said: “Thanks for keeping in touch with us. We’re ready to book. Please send a contract.” And I was re-
minded again about the importance of “Follow Up” and how it doesn’t have to take up too much of your time, energy, or effort, especially with DJ Event Planner. Here’s what I mean: When a client initially contacts us for information, we respond as quickly as possible (which is Sales 101), and we provide them with pricing information on our most popular packages. I know some DJs disagree with this approach. They would rather set up a meeting and find out exactly what each
The DJNTV Insider Edition client is looking for before they quote a price. And I respect that. I just think if a client asks for something, and I don’t provide that information right away, I might seem shady to them. If the client has given us their email and cell phone number, we email pricing and send a quick text that very first day. It was this first email that Mary had responded to way back in June. We end that email with a question and she answered it and then I responded and asked another question. And that’s when she went silent. This isn’t abnormal. Some clients see our pricing and never respond Mike Walter Continued On Page 3
In This Issue:
Page 1: Mike Walter Page 2: Mitch Taylor Page 4: Alan Berg Page 6: Ron Ruth Page 7: John C Maxwell Page 8: Thomas Heath Page 9: Michael Lenstra Page 10: Brian Kelm Page 11: Harvey Mackay
Page 12: Kristin Wilson Page 14: Rachel Cruze Page 15: Jason Alexander Page 15: Different Spin Page 16: Keith KoKoruz Page 17: Jeffrey Gitomer Page 18: Matt Anderson Page 19: Music Charts
Like Attracts Like By Mitch Taylor
Recently I was having dinner with a good friend of mine. We had a younger waiter, and it was a very nice establishment with a 1940s Speakeasy kind of vibe, if you will. While the waiter did a good job, he didn’t necessarily do it in a way that spoke to what that business was going for with their marketing. Like attracts like. Think about your business. Are you delivering high-end, middle of the road, or budget? If you’ve got a DJ business where you’re going after clubs and bars, then all of your staff better know the style of music that fits that bar. They better be able to mix, be outgoing, and talk on a mic to promote something specific and FIT the culture of that club (pun intended). If you’ve got a country
Disc Jockey News • October 2020 • Page 2 bar, you may not necessarily be able to the property based upon how cheap it send a DJ whose favorite music is mum- was. Think about the way you treat other ble rap. Like attracts like. people. You can’t complain then about Going back to my time at the restau- budget brides or budget people when you rant, the waiter did a great job of serv- yourself are living in that mentality. You ing us and was very very talented with can’t complain about people jumping all knowledge of the menu and connecting over you for a discount if you are turning with us as people with friendly banter, around and doing the same exact thing. however, he made one mistake. My colRealize what you’re doing yourself. league asked me You attract what you “What’s his name?” put out. If you’re beto which I replied, ing cheap, your cli“You know, he never ents will be cheap. said.” This is basic, The next time someand should have one asks you about been the first thing a discount, think he said to us. Yes, we about if you are are all human and he the one who is permay have just forpetuating the probgot, but in customer lem, somewhere in service and in busiyour process. Don’t ness in general, the blame it on millendevil is in the details. nials. Don’t blame it Make sure you’re hiring people that rep- on the economy. Don’t blame it on your resent your company that are similar to competition. The only person you have your values and what you stand for. to blame is the one who is staring back at This axiom also goes on the flip side of you in the mirror. Own it. things. The flip side is...how do you treat Mitch Taylor is an 18 year veteran of other people? If you ask for a discount on the mobile disc jockey industry, starting something, but yet you already know the out on the cruise ships of Carnival Cruise discount time is passed, who are you at- Lines. He is a member of the American tracting? I read a post recently from a DJ Disc Jockey Association. Mitch owns who was very negative towards the prop- and operates Taylored Entertainment in erty he stayed at when attending a DJ the Upper Peninsula of Michigan and conference (and it wasn’t the host prop- can be reached at 906.786.6967 or via erty). He complained about the quality of email at mitchtaylor@discjockeynews. the property but yet I’m sure as I’m writ- com. ing this to you right now that he chose
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Disc Jockey News • October 2020 • Page 3 Mike Walter Continued From Page 1 again. I assume we’re out of their price range, which is fine. We’re not for everyone. But we stay on these clients, emailing, texting and calling every five or six days until we get to about a month since their first contact. At that point, if we still haven’t heard anything or been able to set up a phone call or meeting, we change their status to “Lost Sale” in DJ Event Planner. But that doesn’t mean they’ve heard the last of us. We have two statuses for clients who don’t book us. “Cancelled” means they’ve told us they aren’t using us. Cancelled clients never hear from us again. Lost Sale clients are people who have fallen off the map. They’ve just stopped responding. But they haven’t told us “No Thanks.” So we’ve set up a drip campaign for our Lost Sale clients in which they get an email from us every ten days starting at forty days after their initial contact date. These emails are not sales oriented at all. They are informative, soft touch emails that just keep us top of mind, in case, like Mary, they’re just not ready to book yet. The vast majority of Lost Sale clients are exactly that, lost sales. And after they get ten emails from our drip campaign they’ll stop hearing from us. And if at any point they respond to one of those emails with a “Thanks but we’ve already booked someone else,” we’d move them to Cancelled status and they’d never get an email from us again. But till then, clients like Mary are a great example of the efficacy of following up. And using a drip campaign is a great way to do it because those emails go out automatically. Other than the initial time it took to write them, and the brief effort it took to schedule them in DJ Event Planner, they don’t waste any time. It’s as simple as changing a client’s status and then the automation takes over. We’ve also set up a drip campaign for our booked wedding clients. We send out emails every 50 days before each wedding just to check in and say hello (and also mention some of our upgrade options.) So if Mary booked us exactly a year before her wedding, she would get her first email in fifteen days. The subject would simply say: “Your Wedding is in 350 Days!” The email itself would say something like, we hope their planning is coming along not to hesitate reaching out if they need anything. And then we’d ask if they
had considered adding Dancing on the Clouds to their entertainment package. 50 days later she’ll get her “Your Wedding is in 300 Days!”email with a similar message but maybe asking about a Photo Booth. We often have clients tell us they are going to miss our countdown emails. As a sales person, I understand that follow up can be draining. Once a client has ignored six emails, seven emails, eight emails, etc. why bother continuing to reach out? Because sometimes, you get a Mary, a client who wasn’t ready to book when she first contacted you, but months later is. Would Mary
$
have asked for a contract if she hadn’t been hearing from us consistently all summer? Maybe. Maybe not. But I know that that contact certainly didn’t hurt. And since we’ve automated it, it took no effort at all. 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.
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17/09/2020 16:18
What Is The New Normal? By Alan Berg
After every major event, we hear about “the new normal,” but what does that really mean? What is normal? Normal is what feels comfortable. Normal is what feels effortless. Is that really normal? Life isn’t always comfortable or effortless, regardless of what’s going on around us. If there’s anything we can count on, it’s that life will throw us curveballs, usually at the most inopportune time. So why don’t we talk about the new normal when the economy is humming along? Things getting significantly better is a new normal, just as it is when things are getting worse. How full is your glass? One of my favorite Dad-jokes is about the glass-half-full question: “The optimist sees the glass as half-full. The pessimist sees the glass as half-empty. The engineer thinks that the glass is twice as large as necessary for this application.” OK, now that you’ve groaned at my Dad-joke, how full is your glass? Are you an optimist, a pessimist, or are you the engineer? The optimist and pessimist are looking at what’s in the glass. The engineer is looking at the glass itself and wants to know who used the wrong glass. Where’s your focus? All of us have lots of reasons to be a little more pessimistic than usual, whatever usual is for each of us. While many of us have powered through past recessions and tragedies, this is very different. The wedding industry has been called ‘recession-resistant,’ a phrase I’ve used many times over the 25+ years
Disc Jockey News • October 2020 • Page 4
I’ve been in the industry. I’ve seen you power through stock market crashes, recessions, the housing crisis and even the 9/11 tragedy. What we never imagined was being told that you can’t have a wedding reception, at all. That’s why this is different. It’s not that you don’t want to do your job. It’s not that your couples don’t want to get married. This adversary is unlike anything we’ve encountered. (and if you’ve never read the book “Who Moved My Cheese?“, I highly recom-
he increased his advertising, he didn’t cut it back or out. The typical reaction is to look to cut expenses, and too many people look first to advertising and marketing. There’s a big difference between expenses and investments. I’ve spoken and written a lot about this. Expenses are things that you only expect to get value equal to what you paid. When you put gas in your car or truck, you expect to get where you’re going, nothing more, nothing less. When you invest in advertising,
mend it. It’s a very short read about adapting to change.) Are you looking for the opportunities, or a parachute? I got a call the other day from Jay Fitzgerald, an industry friend in California, who has also been in the industry for a long time. He wanted to share with me that his entertainment company has been selling strongly throughout the lockdowns and crisis. He wanted to share what’s been working so that, if the opportunity arises, I can share some of the ideas with you. That’s the kind of generosity that I’m used to in the wedding and event industry. The idea that a rising tide lifts all boats is in the DNA of our industry. You can’t dedicate yourself to helping others celebrate amazing events without being outwardly focused. Yes, this industry has our share of egos as well, but even most of those people are dedicated to creating amazing experiences for their customers. So, what’s the secret sauce? What Jay shared with me was partly familiar and partly new. The familiar part is that he increased his advertising early into the crisis. Yes, you read that right,
you’re hoping to get back more than you invested. I’ve cut back my home TV subscription, that’s an expense. I have not cut back on marketing my business. I’ve increased my advertising. I’m leaning in! Spend more now? Really? In 2009 during the recession, I was on my way to a conference in Las Vegas. When I boarded the plane, I met a wedding pro who was headed to the same conference. I asked him: “How’s business?” He said: “It’s fantastic, and it scares me.” I asked, if business is fantastic, why did it scare him? He said it’s because he didn’t know why business was great, when others around him were crying the blues. After chatting for a while, I realized that he had been keeping his eyes open for opportunities. If someone in his market dropped their higher placement on sites like The Knot and WeddingWire, he grabbed them. What he knew then, and Jay knows now, is that while others are looking for a rock to crawl under, they are taking their market share. And the secret sauce is…? What Jay also shared with me is some Alan Berg Continued On Page 5
Disc Jockey News • October 2020 • Page 5
Alan Berg Continued From Page 4 of the ways he’s adapted his sales processes. He’s doing most of his communications through text. The statistics show that 90% of texts are seen within 3 minutes of when they’re received. Jay said that the open rate for his texts was also around 90%, way more than the 35% for his emails. These are not new stats for me. What’s new is to see someone using them to his advantage. I added texting to my site, through ZipWhip so that people can text my office number (as opposed to my cell phone). Not many people use it, but it’s one more way to reduce the friction in the sales process. Jay also has given his customers more perception of control in the process. He asks them how much deposit they’re comfortable with. He asks them how they’d like to spread out the balance. He reserves the right to not agree to something they might suggest, but most of the time what they suggest is acceptable to him, as well. Many times, they ask him what he thinks, and he gets to drive the process for them. Where’s your victim card? We all have a victim card. We get to choose whether to pull it out and wave it or keep it in our pocket. Early in the pandemic, we all had our victim cards out. That’s understandable as this is unprecedented in our lifetimes. We weren’t around for the 1918 pandemic (the Spanish Flu). We weren’t around for World War I or World War II. Most of us haven’t had to sacrifice our daily lifestyle. We’ve been able to leave our homes, shop where we want, eat out and visit with our friends and family. My dad is 90 years old and he’s used to being able to go out and just do whatever he wants. This is unprecedented for him, too. If you’re fortunate to not have anyone you know, or care about become ill from Covid-19 or die, that’s great. I’m happy for you. If you, like me, know anyone who’s been ill, or has died from this virus, I’m sorry for your pain and loss. It’s OK to pull out your victim card… for a while, but
whether you choose to keep it out is up to you. The new normal is up to you I work with and speak to lots of wedding and event pros, one-on-one, in groups and online. There’s no denying that many people weren’t prepared for an event like this. Despite all of the voices telling us that we should have a rainy-day savings, that’s often easier said than done. And a normal rainy-day fund wouldn’t necessarily prepare us for the storm that we’re experiencing now. But some people were prepared. Some people had money set aside. Some people’s new normal is uncomfortable, but not debilitating. My wings have been clipped, for
now I’m used to traveling, a lot. I flew over 140,000 miles last year and was away almost half the year. I’ve now been home for over 5-months straight, working from my office about 15 feet from the kitchen. Our old routine often involved my wife picking me up at Newark Airport (almost weekly) and stopping at a favorite restaurant on the way home (usually sitting at the bar, having dinner). We haven’t eaten in a restaurant since mid-March. This is a very different experience for both my wife and me. Our new normal is me doing virtual consultations, webinars, remote presentations, etc. Different? For sure. Better, worse or just different? That’s a matter of perspective. I love having more time with my wife (fortunately, she likes having me around as well). I’ve been doing webinars since
2007, so remote presenting is natural for me. Our new normal, while adjusting to significantly less income, has its bright side. Clear the fog and do something positive There is no new normal, there’s only what’s happening now, and what will happen tomorrow… and the next day… just like always. We are always taking our next step from where we find ourselves today. Where’s your victim card now? It’s 5+ months into this crisis, so it’s long enough for you to decide where to keep it. If you’ve read the Serenity Prayer, you know that we need to accept the things we can’t change. We can’t make this go away, so we need to learn how to adapt to it, the way Jay did and the way so many others have. What have you done to move your business forward? Are you trying to get your customers to adapt to you, or are you adapting to them? I don’t mean discounting your services, that’s the easy and defensive way to more, and less profitable sales. Have you reimagined your services and packages? Have you been proactive or reactive with your couples about rescheduling? Have you done anything personally that you’d been putting off? The new normal is not one thing for all of us. It’s what you make it for yourself. And you can choose to make it something better than it is now. It’s all about focus and taking action. So, put your victim card away and find a new normal that’s better than the one you’re experiencing now. I know you can, and I’m here to help! 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
Disc Jockey News • October 2020 • Page 6
What Is Your Plan For Voting November 3rd? By Ron Ruth
By the time you read this article, the nation will be about 30 days away from the November 3rd, 2020 Presidential election. According to https://www.usa.gov/voting-laws, “In the U.S., no one is required by law to vote in any local, state, or presidential election. According to the U.S. Constitution, voting is a right and a privilege.” Are you prepared to make use of your right and privilege? Are registered to vote? Do you have a plan for voting? If you are not registered to vote, there is no time to waste. Depending on the state where you live, you may already be too late, or you may be getting in under the wire if you register right now. Now is the best time to check on your state’s rules. For a state by state list of voter registration deadlines, go to https:// www.vote.org/voter-registration-deadlines/ If you are not sure what your registration status is (or even if you think you know), getting the answer is simple -- and it requires very little time to find out. If you have not voted in the past couple of elections, some states are able to purge you from their list. It is also imperative that you have updated your name if you have gotten married and your mailing address if you’ve moved. To be certain your vote will count, please visit https:// www.vote.org/am-i-registered-to-vote/ Voting will look different this year due to the coronavirus pandemic. Once you’re registered to vote, you can choose to vote by mail or absentee ballot (in most, but not all states). This option is best if you plan to be out of town on November 3rd or your health places you at-risk. But, but, but make certain you check your state’s requirements for both mail in and absentee ballots. Some states require more “proof” of residence than others. As an example, my state of Missouri requires: “For all 2020 elections, any registered Missouri voter can apply for a mail-in ballot and vote by mail. But Missouri mail-in ballot voters
are required to submit a notarized statement with their ballot; however, in two instances, a voter may cast a mail-in ballot without notarization.” Other states may also have unanticipated rules that could nullify your vote. To avoid surprises, check now. On the other side of the spectrum, the state of Washington automatically mails absentee ballots to all registered voters. The voter completes the ballot, signs & dates it and mails it in the return envelope by the deadline. In November, 42 states and the District of Columbia will effectively allow for, at a minimum, no-excuse absentee balloting — mean-
ing any voter, regardless of age, health or location on Election Day will be able to vote by mail should they choose to do so. There are some (yet) unfounded concerns this election cycle that the United States Postal Service “cannot guarantee all ballots cast by mail for the November election will arrive in time to be counted” because of tight deadlines. If in doubt, mail your ballot or deliver your ballot as early as allowed or plan to vote in person instead. As of this writing, early voting is already taking place in IL, MI, MN, MO, NJ, PA, SD, VA, VT, WY. The date on which early votRon Ruth Continued On Page 13
Taming Time
By John C. Maxwell Time is precious. Ask the coach whose team is behind in the final seconds of a game. Ask the air traffic controller in charge of scheduling takeoffs and landings at a major airport. Ask the news reporter who has just received a breaking story from the AP wire. Ask the cancer patient who has recently learned they have only two months left to live. Time management is an oxymoron. Time is beyond our control, and the clock keeps ticking regardless of how we lead our lives. Priority management is the answer to maximizing the time we have. Our days are identical suitcases—all the same size—but some can pack more into them than others. No one has a magical ability to make time, but if our lives have direction, we can make the most of the moments we have been given. Time is more valuable than money, because time is irreplaceable. “You don’t really pay for things with money,” says author Charles Spezzano in What to Do between Birth and Death. “You pay for them with time.” We exchange our time for dollars when we go to work and then trade our dollars for everything we purchase and accumulate. In essence, all we possess can be traced back to an investment of time. Time stewardship is perhaps a leader’s greatest responsibility. In the words of Peter Drucker, “Nothing else distinguishes effective executives as much as their tender loving care of time.” In this article, we’ll look at five characteristics of people who use time wisely. The goal of the lesson is for us to under-
Disc Jockey News • October 2020 • Page 7 stand how to maximize the precious min- recreation. While choosing happiness may utes given to us each day. seem simple and obvious, far too many Five Characteristics of a Wise Steward leaders are trying to prove themselves and of Time validate their worth. These leaders chase #1 Purposeful after power and prestige, and along the People who use time wisely spend it on way, their friendships wither, their family activities that advance their overall pur- is ignored, and they skip vacation after vapose in life. By consistently channeling cation. In the end, any success they earn is time and energy toward an overarching a hollow and lonely achievement. purpose, a person most fully realizes their Family and friendships are two of the potential. We cannot reach peak perfor- greatest facilitators of happiness. Priorimance without a peak purpose. Purpose tizing time to cultivate relationships is a enlivens all that we do. In fact, I believe hallmark of a healthy leader. Likewise, the two greatest days in a person’s life are scheduling leisure combats stress and althe day they are born and the day they dis- lows us to delight in the hobbies that bring cover why. Uncovering purpose helps to us joy. However, in the end, happiness is refine passion, focus efforts, and sharpen an inside job. We are wise to surround commitments. The cumulative result is ourselves with family, friends, and fun, to amplify the achievements of the wise but ultimately we determine our internal steward of time. response to the people and circumstances #2 Committed to Values in our lives. People who use time correctly un#5 Equippers derscore their values with the time they People who use time correctly equip spend. By acting in accordance with their others in order to compound their producbeliefs, they find fulfillment. Failure to tivity. They realize the limitations of indiidentify values leads to a rudderless exis- vidual attainment, and they build teams to tence in which a person drifts through life, expand their impact. By developing an inuncertain as to what they hold dear. Clar- ner circle of leaders and investing in them, ity of values is like a beacon of light, guid- wise time-users multiply their influence. ing the way through life’s twists and turns. Equippers recognize that legacies are carWhen extended to an organization, ried on by people, not trophies. They pour values inspire a sense of broader purpose. themselves into the lives of others and They make work worthwhile. In an or- watch the ripple effect of their leadership ganization, if vision is the head and mis- spread through those they have taught and sion is the heart, then values are the soul. mentored. Equippers seek significance Values endow day-to-day operations and over the long term, which causes them transactions with meaning. to have a vested interest in the success of #3 Attuned to Strengths their successors. People who use time correctly play to Review their strengths. By doing so, they are most As much as we would like, we can’t effective. People don’t pay for average. If find more time—it’s a finite and constantyour skill level is a two, don’t waste sub- ly diminishing resource. However, we can stantial time trying to improve since you’ll learn to spend time wisely. likely never grow beyond a four. However, People who use time correctly are… if you’re a seven in an area, hone that skill, 1.Purposeful because when you become a nine, you’ve 2.Committed to Values reached a rare level of expertise. As Jim 3.Attuned to Strengths Sundberg says, “Discover your unique4.Choosers of Happiness ness; then discipline yourself to develop 5.Equippers it.” You are blessed with a unique set of John C. Maxwell is a #1 New York skills and talents. Find them, refine them, Times bestselling author, coach, and and let them carry you toward success. speaker who has sold more than 26 milI have identified four main strengths in lion books in fifty languages. The recipimy life. I lead well, create, communicate, ent of the Mother Teresa Prize for Global and network. That’s it. I stick with those Peace and Leadership from the Luminary strengths and avoid getting caught up in Leadership Network, Dr. Maxwell speaks commitments outside of those areas. By each year to Fortune 500 companies, presnarrowing my focus to four strengths, I idents of nations, and many of the world’s gain the greatest return on my investments top business leaders. He can be followed of time. at Twitter.com/JohnCMaxwell. For more #4 Choosers of Happiness information about him visit JohnMaxwell. People who use time correctly choose com. happiness by prioritizing relationships and
You Might Be Wrong By Thomas Heath
I am a member of an incredible group of entertainers called the NAC or North American Collective. In that group, we share experiences, ask each other questions, and learn new and exciting things together, all in the spirit of making the industry just a bit better. From time to time, we post email conversations that we have with potential clients that “got away” to improve our communication with leads. One of our members, Eric, posted an email thread in our group that sparked this article. His post included each step from the initial contact to the unfortunate endresult. This soon-to-be bride felt that the way that Eric responded to her follow up was rude in some way. We do have to tread lightly, especially in the sales process, but “rude” isn’t even in Eric’s wheelhouse. In the bride’s first inquiry, she mentioned the following statement. She said, “We are having an intimate wedding of about 50-75 people, and we’re hoping not to spend a whole lot or expect a whole lot from the DJ.” YES, it is something that I’ve received dozens of times as well (I’m sure you’ve gotten it a time or two as well). DJs LOVE it when a couple says that it’s an “intimate wedding” because, in our mind, the knee-jerk reaction is “they’re trying to spend as little as possible.” Without a doubt, this may be the case some of the time. But when we see that in our emails, we automatically go on the defensive. We take it as a personal attack on what we do as a DJ and Master of Ceremonies. When that happens, we start typing. More often than not, the response is a bit like Eric’s was.
Disc Jockey News • October 2020 • Page 8
Eric replied, “Due to the level of service I provide, my policy on pricing is to discuss those numbers once we’ve had a conversation.” This article is NOT about pricing, or when you should provide that information. In the next paragraphs, he talked about what he does and what they could expect when working with him. That is still a perfectly fitting response and one that I have used over the past decade(s). Then, he “jumped the shark” and sent the following. “It sounds like I’m probably not a
good fit though, if you’re not requiring a lot from the DJ. If you change your mind and are interested in learning more, just let me know.” Her response was this. “Well, all I meant was to have simple equipment there and not two DJ(s) like other places... I’m sorry, did I offend you because that was extremely rude. I feel like you’re passing us off before you even got to know us...” The end of her response was an apology for giving Eric the wrong impression of them and their needs. Thomas Heath Continued On Page 13
Dinner and Dancing By Michael J. Lenstra
Dear soon-to-be-newlyweds, Question: What are you having for dinner at your wedding reception? Maybe some combination of chicken, roast beef, pork, or perhaps even a filet and lobster tail, combined with a vegetable, salad, and some type of potato or rice? Right now, you may be saying yes, that’s pretty close—and there’s a reason for that. You see, it’s a combination that will appeal to a majority of your guests. Now, if you were going to serve sushi, or some type of Greek food such as barbouni, dolmades, or kokoretsi—or even a spread from your favorite Asian buffet—you may have a lot of guests stare down at their plate saying to themselves, “What the …. I don’t eat any of this!” They’ll then, as soon as the opportunity presents itself, smile politely, thank you for having them, offer their congratulations, and then scurry as fast as they can to the nearest Burger King. The popular choice is to go with a spread that’s most appealing to everyone and see their palate well satisfied as they celebrate your wedding day with you. Music is the same way. Putting a music menu together that will appeal to a wide demographic is just as essential to help conclude your day with memorable moments and a great celebration. The advent of the digital age has been such a boom for the music industry. There are so many more avenues in which to listen to music and so many more artists that have been able to be exposed. But it also has made many so much more territorial about their choice in music. In the last few years, we have had music lists that have been chock full of tracks from: • Sturgill Simpson • Smith & Thell
Disc Jockey News • October 2020 • Page 9 • Poi Dog Pondering • Red Wanting Blue Stop me if you’re very familiar with these artists and are already dancing in your chair. We’ve also had: • A couple that insisted we play nothing but country music from the beginning to the end of their reception, then were bewildered when they were carrying their gifts to the car with an hour and a half still left for the reception because everyone had already left. • More than one couple tried to preprogram the music for their reception, picking out every song they wanted played and listed in the order in which they had predetermined—then were upset when no one was dancing!
• And then there was the groom who wanted to bring a few of his own CDs to the wedding from a favorite but local band of his that he had come across in college (we had to dig out a CD player for that one). Every time the party would begin to cook he would run up excitedly and tell me to play track five or track three off of a certain CD, but by the time we would get halfway through that song most everyone had cleared off the dance floor. Simply put, it’s like this: People will not consume food that does not appeal to them—nor will they dance to music they are not familiar with. Sometimes what we like to listen to and what will Mike Lenstra Continued On Page 13
Disc Jockey News • October 2020 • Page 10
No Excuses – Make Big Things Happen NOW! By Brian Kelm
There is a great opportunity in front of all of us right now, and for the ever-evolving world. The difference in your commitment will determine your attitude and, therefore, your mindset moving forward! Remember, how you respond to any situation or circumstance is all that matters. You are responsible for everything in your life. Your response will either be internal or external. For best results, look deep inside yourself and take the necessary actions! After my near-death car accident, I realized that excuses and blame are toxic and hold people back in life. Consider making this your mindset and commit to it. None of this has anything to do with anybody else besides who we see in the mirror every day. Now is all we have. Tomorrow isn’t guaranteed to anyone, so take full advantage and get things done immediately! Each of us have talents and skills to hone that help people. Never downplay what you are up to in life and your business just because others are not doing the same. Your potential is yours for the taking! Don’t let yourself off the hook under any circumstances. This is how doubt, struggle, and being resigned shows up. Success is up to us and always will be. We always have a choice in the mat-
ter. In every moment, give up your excuses and blame. Commit to the difference you know you can make! Take action now and every day of your life! Brian Kelm, CWEP, CGWP, WED Guild is a 25+ year wedding entertainment and planning professional that has been all over the United States. Based in Wisconsin. Serving Anywhere. He can be reached at briankelm@discjockeynews.com
Hate, Anger Lead To Danger
Disc Jockey News • October 2020 • Page 11
By Harvey Mackay
Like an old barn, many of us have been around a long time. We’ve withstood a lot of life’s storms, bad weather and hard times, but we’re still standing, even though we find ourselves leaning to one side from time to time. The danger comes when we lean toward anger, bitterness, hatred, cursing and a lot of things we shouldn’t. We need to prop ourselves up away from these leanings so we will stand straight and tall again. This little analogy is particularly appropriate for our times, as we see so much hatred and anger all around us. Those emotions cause so many problems not only in society, but also personally. Hate blocks clarity, clouding our judgment and causing us to be more impulsive and aggressive. Anger can lead to unacceptable actions that we immediately regret. Rather than enabling us to see possible solutions, we become so entrenched in our own position that we become irrational. Experts say chronic hatred and extreme anger can add to our stress and take a toll on our physical and mental health, including blood pressure, liver function and stroke. Apply that to a business, and the results are financially devastating. The cycle is deadly. Psychologists say that carrying hostility around can kill us. Wishing evil on someone does more damage to us than to the objects of our anger and hatred. Joseph Thomas Ph.D., a practitioner, teacher and consultant in Chinese medicine for more than 25 years, says “Hatred affects everything it touches . . . Hatred loses its power when we as individuals and collective units encourage flexibility of mind and body as a valuable asset to all of life.”
Hate has a way of bringing out the worst in people. Whether used as a means to cover up feelings of fear or pain, hatred can quickly become all-consuming. If hate can be taught, so can love. Most of us have experienced feelings of hatred at one time or another. If you have wronged someone, you should make amends or at least apologize. Remember that hatred blocks clarity. It causes you to be more impulsive and aggressive. Hate prevents you from seeing things that may be beneficial in solving prob-
lems. But attacking someone just because of who they are is destructive at every level. Learn to let hatred go, and instead look for positive points instead. On the reverse side, you will encounter people who dislike you for petty reasons or out of jealousy. But don’t let that unjustified hostility get to you. WikiHow offers up some great suggestions on dealing with haters. When you are on the receiving end, your response can often diffuse a bad situation. Beware if you recognize yourself as the bully. Harvey Mackay Continued On Page 13
Show Up Anyway By Kristin Wilson
As a strong personality (Enneagram 3 and also the D in DiSC), when things get complicated, and I get stressed, I tend to turtle up and hide. I do this because I’m afraid… mostly of failure or judgment. I have this subconscious belief that in order to be worthy, I have to be successful, or at least perceived as successful. I recently finished reading Glennon Doyle’s latest book Untamed, and one of the quotes that stuck with me was, “be messy and complicated and afraid, and show up anyway.” I thought OMG - I can’t do that. That’s like showing up and DJing… on stage… naked. Being exposed like that isn’t something I could ever do. But would you agree with me that the world is already kind of messy and complicated right now? Our businesses are turned upside down. It takes extra caution and care to tend to clients, and every situation can easily get difficult. We’re unsure when the next event is happening or if they’re all going to cancel. Sales - what even is sales nowadays? The way we make our living by DJing doesn’t even exist for some of
Disc Jockey News • October 2020 • Page 12
us anymore. Everything we know or have learned is no longer standard. Even how to DJ is evolving. We have to keep putting the blocks on the building. In the midst of this compli-
cated unknown, there is one piece that’s never waivered - the world of DJing is not going out of business. We’re going to have to get used to chillin’ in the uncomfortable. We have to be messy and show up anyway. Who would have ever thought that there would be an app where we could stream for hours and fans could subscribe to your channel and pay to watch you? Now is the time to get over your fear of using services and apps like Twitch. Just jump in and do it! Know that you will probably fail the first time and that’s okay. Be afraid and complicated and mess, and show up anyway. (Just don’t go on twitch naked, please!) If streaming isn’t where you need to focus, then maybe it’s time to up your social media game. Show your face more on IG Stories - be messy, be authentic, use a fun filter, and show up for your clients. If you’re solo, show people how you’re do-
ing, what it takes to make things happen for you right now, and the not-so-pretty back end of your operations. If you’re running a larger multi-op, things right now are just... complicated. Some of that you can definitely share, and some you can’t, but guess what? It’s time to be your authentic self. When you show up to your next leadership meeting or networking event, and someone asks how you are - share with as little or as much discretion as you feel comfortable. You aren’t the only one experiencing this. So be messy and complicated and show up anyway. Honestly, in the game of sales and marketing, pulling back the curtain to show what’s going on is the only way we’re going to be able to stay top of mind with so many other businesses closing and new ones coming into the market. And it’s going to get messy and be So I challenge you. Be messy and complicated and afraid, and show up anyway. This month I did just that. Well, I didn’t show up and DJ naked, but I did show up messy and complicated, and I was definitely afraid. And you know what? It wasn’t as scary as I thought. Kristin Wilson is the CEO for Our DJ Rocks, an all-female DJ company that she started 10 years ago. She now has 10 DJs on her roster, a team of over 35 employees, and two companies. Kristin is a Wedding Pro Educator and serves on the Deans Advisory Board for the Rosen School of Hospitality at the University of Central Florida. She is well-known in the event industry as someone you ‘have to know’ and continues to expand both businesses through constant recruiting and training, seamless operations, a laser focused sales management and leadership. You can reach Kristin at kristinwilson@ discjockeynews.com
Disc Jockey News • October 2020 • Page 13 Ron Ruth Continued from Page 6 ing begins may be as early as 45 days before the election, or as late as the Friday before the election. Early voting is not available in AL, CT, DE, MS, MO, NH. To learn more about early voting availability and deadlines for your state, please visit https://www.ncsl. org/research/elections-and-campaigns/earlyvoting-in-state-elections.aspx Of course, in-person voting will still be an option, but expect extra rules for social distancing and mask-wearing at the very least. Most medical experts suggest you be prepared to arrive at the polls early and wait outside as long as possible. Maintain six feet of distance between yourself and other voters or poll workers. Wear a mask. Wash your
hands frequently. Refrain from touching your face. Ask poll workers any questions you have about safety measures that are in place. Any sick, disabled, or high-risk voter should engage in curbside voting if available. Speaking of high-risk, I’m not sure what polling places look like in your community, but most here in my hometown are primarily manned by senior citizens. There is a possibility that seniors here and where you live may not be able to work the polls due to COVID and because they are considered high-risk. That can mean longer than expected lines and waiting time to vote. You can help by volunteering to work the polls where you live. To volunteer right now, please visit: https://www.
eac.gov/help-america-vote#section-sign-up. Voting is your right and privilege as a U.S. citizen. I will also add, voting is your moral responsibility. Whether you choose to settle on the status quo or want to see a change in leadership, neither is assured unless you vote on November 3rd. To learn more about “How To Speak Fluent ‘WOW!:’ The Language Of High-Spending, Loyal Raving Customers.”---the customers you want to attract most to your business, please visit my website at http://RonRuth.com or email me at RonRuth@DiscJockeyNews. com
Thomas Heath Continued From Page 8 The biggest issue is that Eric never asked them an important question. He never asked them, “Why?” He did what most of us would have done, and that is “wrote them off” as another low ball client. We take offense to the thought that someone doesn’t value what we do, without digging into the reasoning of their words. We need to consider that the couple is having an intimate gathering because they are introverts and don’t want a big
production. Perhaps they have been to many weddings where the DJ made the celebration all about them. Maybe they don’t want all of the lights and flash because their wedding vibe is more low key and personal. If you don’t ask, you’ll never know. The next time you get an email that “pisses you off” from a couple that you feel doesn’t value what you do, pause. Just take a moment to think that maybe the couple is looking for something different. Couples today are seeking out
a connection with a vendor, and sometimes that is more powerful than a massive light show for them. Their wedding is such an important day for them. They want it to be as perfect as possible. Just help them by finding out what they are looking for and keeping your preconceived ideas to yourself. Thomas Heath is the owner of A+ Entertains of Boyne Falls, Michigan. You can reach Thomas at thomasheath@ discjockeynews.com.
Mike Lenstra Continued From Page 9 motivate a large amount of your guests to dance is not the same thing. I ask that you keep that in mind as you are putting together a playlist for your wedding celebration. Yes, I know that we sometimes tire of hearing the same traditional songs at a wedding, but is it any
less traditional than a white dress, flowers, or a beef and chicken dinner? The way I see it, the choice is: Do you want your guests just to listen to your favorite music all night, or do you want your day to end with an extraordinary party? Until next month,
Michael Michael J. Lenstra is a self-described Wedding DJ and is celebrating over 25 years in the Mobile DJ industry. He is a full-time DJ/Entertainer, and is owner of Alexxus Entertainment in Dubuque, Iowa.He can be reached at mikelenstra@discjockeynews.com
Harvey Mackay Continued from Page 11 Ignore them. Bullies try to provoke a reaction, so don’t respond. Don’t engage them in any way. If the hater physically or verbally assaults you, get another person or someone in authority involved. Try not to provoke bullies. Project confidence. Self-confidence is your best defense against a hater because they start to realize they can’t get to you. Stay positive. Avoid haters. Don’t hide, just stay away from situations where you might interact with haters. If you must confront haters directly, explain respectfully where you’re coming from. Prove them wrong. The best way to quiet a hater is to show them up. If they say you can’t do something, do it well. Let their hate fuel your ambition. Nip it in the bud. When you see a sit-
uation escalating, remind the other person that you are willing to work together but only in a respectful atmosphere. Let
that goes on inside people. He said, “My son, the battle is between two wolves inside us all. One is evil and filled with anger, envy and hate. The other is good. It is joy, peace, love, hope, humility, kindness, generosity, truth, compassion and faith.” The grandson thought about this for a minute and then asked his grandfather: “Which wolf wins?” The old Cherokee simply replied, “The one I feed.” Mackay’s Moral: Don’t let hate seal your fate. Reprinted with permission from nationally syndicated columnist Harvey Mackay, author of the New York Times #1 bestseller “Swim With The Sharks Without Being Eaten Alive,” “We Got Fired!...And It’s the Best Thing That Ever Happened to Us,” and “The Mackay MBA of Selling in the Real World.
them know you have no intention of tolerating anything less. As poet Maya Angelou said, “Hate, it has caused a lot of problems in the world, but has not solved one yet.” An old Cherokee told his grandson a Native American legend about a battle
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3 Ways to Reach Your Money Goals (Even in 2020) By Rachel Cruze
To say that 2020 has been a crazy year would be an understatement! It feels like our world has been turned upside down. Some of you have lost income, hours, or even your jobs because of the pandemic. Those financial goals you made on January 1st are out the window because you’re focused on covering your basic needs. I know it might feel like there’s no point in setting new goals for yourself, but here’s the thing: There are things you can control when it comes to getting your finances in order. Wherever you are and whatever you’re feeling about this year, you have plenty of time to get back on track. Here are a few ways to reach your financial goals before 2020 comes to an end. Make adjustments Maybe your New Year’s resolutions weren’t realistic, or maybe your income has been impacted because of COVID-19. Sometimes life just happens. And when life happens, you need to adjust your goals to reflect that. Look at where you are with your money today, and decide where you want to be by the end of the year. Just factor in the amount of time left, and make sure your goals reflect the situation you’re in. You have the power to say, “Hey, my reality at the start of this year is not my reality now. But I’m going to start making progress toward my future today.” By the way, if you’ve lost part or all of your income, your goal now is to get a job—any job. Money flows two
ways: It flows in, and it flows out. You can cut down on expenses, but that’s only part of the equation. You need money flowing in. You may need to take a job outside of your field in order to stay afloat right now. And that’s okay! Get back to budgeting No matter where you’re at financially, a budget is the most important thing when it comes to being successful with money. If you don’t tell your money
prepared. If that’s you, there’s still hope. Start by building a $1,000 starter emergency fund. From there, I want you to pay off your debts, from smallest to largest, regardless of interest rate. This is called the debt snowball, and we see people pay off their debt in an average of 18 to 24 months using this method. Once you’re debt-free, you’re ready to build a fully-funded emergency fund of 3 to 6 months of expenses. Having that
where to go, you’ll wonder where it went. To get started, assess how you’ve spent your money over the past few months. Look for areas where you can cut back, like dining out, groceries, and monthly subscriptions. Now, reassign that money to your bills or goals. I know it’s a bummer to cancel Taco Tuesday and Target runs, but trust me on this. You’ll feel so much less stressed knowing you’re making progress. If you’ve lost your income completely, budget whatever money you have to cover your Four Walls—food, utilities, shelter and transportation. These needs come first. Build an emergency fund If COVID-19 has taught us anything, it’s that emergencies happen. Before the pandemic, 78% of Americans were living paycheck to paycheck.1 So when an emergency hit, they weren’t
cash in the bank can turn a crisis into a mere inconvenience. You don’t have to wait for a new year to set new goals, or make progress toward the goals you’ve set. In order to win with money later, you have to be intentional with it today! As a #1 New York Times best-selling author, host of The Rachel Cruze Show and The Rachel Cruze Show Podcast, Rachel helps people learn the proper ways to handle money and stay out of debt. She’s authored three best-selling books, including Love Your Life, Not Theirs and Smart Money Smart Kids, which she co-wrote with her father, Dave Ramsey. You can follow Cruze on Twitter and Instagram at @RachelCruze and online at www.rachelcruze.com, youtube.com/rachelcruze or facebook.com/rachelramseycruze.
The Future of DJ Music
Disc Jockey News • October 2020 • Page 15
By Jason Alexander
When it comes to DJing, many will argue about what’s most important for a DJ. Some will say the turntables or controller, others may say the speakers or PA, but in my opinion, it is and always will be the music. You can’t play any gigs without a great music library! The Future of DJ Music? I was talking to a DJ friend the other day, and we were discussing music, record pools, and the future of DJ music. You may have noticed that some of the giant companies, like Apple, Google, and Amazon, are changing how you access music. It’s getting harder to simply download music. Yes, you can still purchase and download music from them, but it’s not as easy or user-friendly as it once was. They are really trying to steer you to subscribe to their streaming services: Apple Music or Amazon Music. Spotify premium is actually a great tool to use as well. I know that you likely don’t use Apple or Amazon for your music source. You likely use a record pool. I do, and all of our DJs do, too. However, you have to pay attention
to what these larger companies are doing. They are the innovators and always lead the way. I think that soon, you’ll see that the record pools will start switching to streaming, as well. They’ll likely become like Spotify, where you’ll pay for a premium version, which will allow you to “download” music to play offline. The only bad thing is that if you cancel the premium subscription, you can’t play the music offline anymore. Advantages of Streaming Music What I do like about streaming versus buying is that you have your playlists ready to go on any device or computer, just by logging in! You can also easily discover new music by simply looking at what music is trending or being played the most. I’ve discovered a lot of great music this way. If a client says we like a certain artist, but doesn’t tell you which songs, you can easily look up the artist and see their most popular hits. Another advantage is that your clients can literally create the playlist and share it with you. This reduces the time you spend on prepping for their event. I’ll have clients send us their Spotify list for their wedding prelude, ceremony, cocktail hour, and dinner. They’ll literally create the list, share it with you, and you simply have to download it to play offline (with Spotify). It saves a ton of time! They can create the playlist for the reception, but we won’t play it exactly as they send it, since we’ll mix the music. Doing this eliminates you from having to put together all the playlists. If you have just one wedding per weekend, this may not be a big deal. However, when you have several, this is a great timesaver!
Disadvantages of Streaming Music Obviously, streaming music has its disadvantages, too. Sometimes, you may run into a client or couple who doesn’t use Spotify or whichever streaming service you use. This means they’ll have to create an account. This usually isn’t an issue, but it does happen at times. Other times, clients have their own playlists created on a streaming service we don’t use or have never heard of. So this can be an issue, as well. Another disadvantage is owning the music. Downloading the music for offline play is easy, but you lose access to offline (on Spotify) when you switch back to a free account. Sure, you can still play the music, but it won’t be available without ads or for offline. Apple music does allow you to access the files offline, as well, using iCloud. However, you’ll need to purchase more cloud space to store a lot of music. You can still buy individual tracks from Apple, though. What’s Next for DJ Music? Overall, record pools are still the preferred choice for DJs. However, for mobile DJs, streaming can have its advantages (premium streaming subscriptions). We may see the record pools slowly migrate towards streaming. Software like Tidal will become more popular, and of course, new software may emerge! This is certainly just my opinion and prediction. What are your thoughts? Jason Alexander is the co-owner and founder of Austin’s Best DJs, a professional DJ & photo booth company that provides music and entertainment for hundreds of weddings and events in the Austin and central Texas area. Jason can be reached at jasonalexander@discjockeynews.com
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2020’s Word Of The Year Isn’t COVID, It’s Pivot By Keith KoKoruz
2020 was supposed to be a banner year in the wedding industry. The economy was strong. The convention and conference industry were looking great. National musical, comedy, and theater acts were selling tickets, and then COVID struck. It shut down the live event industry. At first, it was supposed to be only a few weeks to allow the powers that be to become ready for the worst, then it was a few more, and you know the rest. It has forced special event vendors to pivot. Once such industry professional is Scott Faver of the Party Favers located in San Tan Valley, Arizona. Scott realized that now more than ever, client relationships were essential for referrals, and he created In Faver, Marketing Solutions to stay in Faver with your clients. He also created Your Virtual Wedding Entertainment, and he converted his complimentary special event networking group, the
Event Ensemble, to a membership-based group. On the east coast, Xplosive Entertainment co-owner decided to take advantage of the summer weather and purchase an ice cream store that had been closed and added candy to it. Named after his daughter, Haven’s Sweet Shop has quickly become a Point Pleasant Beach favorite local attraction. Here in Chicago, I myself have pivoted, creating a few different additional revenue streams for our companies. Our floral décor company has expanded into the cute Happy Birthday lawn signs that have become popular this year all over the country. Our entertainment company has created Visit With Santa Claus, which is an online Zoom session with Santa Claus this holiday season. It is my belief that there will not be a mall Santa, nor will there be any Breakfasts
with Santa hosted this year. Our wedding show division has added a wedding website called www.TheHowToForTheIDo. com to allow wedding couples the opportunity to find incredible local vendors. It also allows vendors the opportunity to be found by these wedding couples at a fraction of the price of other national wedding websites. Change is never easy, and after spending years building your business, COVID is a real punch in the gut. Like the Rocky Balboa quote, “It ain’t about how hard you hit. It’s about how hard you can get hit and keep moving forward. How much you can take and keep moving forward. That’s how winning is done!” Stay strong my friends. KC can be reached at keithkokoruz@ discjockeynews.com
Keith KoKoruz Continued On Page 16
www.djntv.com/virtualexpo2020
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I’m Sorry, I Didn’t Hear You. Could You Repeat That? By Jeffrey Gitomer
“I didn’t hear you.” No, you weren’t listening. “Our people need to listen better.” No, your people need to understand WHY they don’t listen. REALITY: You quit paying attention for one reason or another, AND blame it on the person talking to you. Two rudes don’t make a right. How do you listen? That’s both a question and an enigma. Listening is one of the BIG THREE in selling, the other two are asking (engaging), and being friendly. If you ask most salespeople, they would admit that listening is their weakest quality. In part due to impatience, but mostly because they don’t know how. Or even deeper, they don’t know the components or factors that make up the “why” of listening. To complicate the listening process even further, there are manners in which people listen -no, not “please pass the salt” manners -- attitude and mood manners. These manners can affect the listening competence level by more than half. There are 3.5 opposite sets of manners of listening: 1. Active or passive. 2. Positive or negative. 3. Open or closed. 3.5 Distracted by other business or personal matters, or not distracted. You can almost get the feeling and meaning of these manners without me explaining them. Listening is also broken down into elements. Each representing a “why.” I have added some additional description
to clarify each element. And defined a few. The good elements of listening are: Listen with the intent to understand. A sermon. A movie. In a classroom. Listen with the intent to take action. Someone giving instructions. Listen with the intent to learn. A teacher. A trainer. A seminar leader. Listen with the intent to enjoy. Music. Sounds of nature. Waterfalls. A crackling fire. Listen with the intent to remember. Driving directions. A website address. A phone number.
WHO you’re listening to can have a huge impact on the quality of your listening. Your mother, your boss, your spouse, your kids, your best friend, your favorite celebrity, someone you like, or someone you dislike, can affect the outcome of your listening ability. It’s their words, your mood, and your level of respect, that make up the listening effectiveness model. The bad elements of listening are: Listen with the intent to respond. This is where interruptions occur. You have something to say, or think you already know the answer. You start responding BEFORE the other person has finished talking. The first “listen” should be: listen with the intent to understand. THEN you can respond with the full knowledge of what has been communicated. CURE: Just ask the person if they have finished their thought BEFORE you respond. Listen with the intent to figure out an angle (manipulate). Interacting with a customer during a selling situation. Listen because you have to obey (or try to worm out of it). Parents, teachers, and bosses top the list. Listen because you are forced to. Your boss, teacher, or parents yelling or disciplining you. Listen with the intent not to pay attention. Tuned off because of your un-
happiness or ill feeling towards the person speaking. Listen with the intent to argue. Whenever you’re in an argument or fight, listening is overpowered by anger and negativity. There is also the ever popular, pretending to listen, but in another world. You have other things on your mind that are more powerful than what is being said, so you tune out whoever is speaking. Telltale signs of not listening? Asking people to repeat. Getting instructions wrong. Making mistakes on the job. Getting rejected. Have you ever heard someone say, “Now everybody listen-up, this is important.” What does that mean? It means that without that preface to whatever is being said next, the odds are that very few, if any, are paying attention to the person speaking. Think about it, does Bill Gates walk into the room and say, “OK everybody listen-up?” Bill Belichick? Tim Cook? Madonna? Michael Jordan? Elon Musk? No, they walk into a room and everyone says, “SShhhhhhhh, it’s……..” A hush falls over the room like a magic spell, and everyone in the room is “all ears.” The three best states to be in when listening are: the state of calm, the state of happy, and the state of willing. These are “ear opening” states. (The worst listening states are the state of New Jersey and the state of New York. Many people there already know everything.) FINAL SECRET: I know all of you are looking for the silver bullet that will make you an instant better listener. I’ve got it for you. Two words, and they’re not “shut-up.” The secret words and action of listening are: “take notes.” When you take notes, you show respect, always “hear,” and have a reference to help you remember what was said or promised. Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com.
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The Only Three Ways To Do Anything By Matt Anderson
Given how many months of my life I’ve wasted because of my frame of mind, I’m excited to share a solution. I didn’t expect to find it in Eckhart Tolle’s A New Earth, which I was only listening to because it’s Oprah Winfrey’s favorite book. I admire Oprah for her ferocious desire to learn and grow that never stops just because she’s in her 60’s. And how she embraces and celebrates older age rather than dread it. Tolle argues that there are only three ways to do something; otherwise, all you’re creating is suffering to yourself and everyone in your life. The three ways you want to do anything in your life are: 1. Acceptance There are definitely some things in life that are not fun, but we have to do them: washing our clothes, buying food, cleaning up after pets or young children, and commuting to work (in the past anyway!). Tolle’s point is to accept that the task is necessary and to be at peace with it. Then there are things it’s wise to accept since you can’t control it: traffic jams, flight delays, inclement weather, and your favorite team being inconsistent or playing badly. If you resent or hate a task, he says stop doing it because it only creates negative energy. It is part mindset and all awareness – living consciously to the only reality there is – right now. A reality that took 13.8 billion years to get here. Let’s say your business is quite new, so your funds are limited, and there are
tasks you have to do because you simply can’t afford to outsource them yet. Do all you can to accept this and be okay with it rather than be angry at the world and have that anger affect everyone in your life. Like attracts like. If you can be at peace, you’ll attract better things into your life faster. If you’re resentful, it’s only going to lead to other negative things and negative people happening. Recently I listened to the stunning life story of Michael Singer (The Surrender Experiment). All he wanted to do with his life was live alone in the woods and
meditate. But he did not resist opportunities that came along even though none of them were part of his plan. And he did his absolute best when he was asked to do something (read that again!). He ended up becoming CEO of a software company worth hundreds of millions of dollars. And he still lives in the same woods. Even when he was asked to do tasks that weren’t part of his plan, he accepted. More remarkably, later in life, he was taken to court by the U.S government. This lawsuit lasted several years and could have wrecked most people’s mental health. He accepted it and continued to be happy and at peace – even though he had been wrongly accused the whole time and, at certain points, looked close to jail time. Last year I interviewed 40 high achievers for my podcast. One of the lessons I was reminded of frequently was an acceptance by these high achievers about what one world champion described to me as doing the “hard yards.” She said that no one was born with mental toughness but that you build it like a foundation on your growing ability to keep your word to yourself. It’s an acceptance that reminds me of
the Olympic gold medallist who said: “I only have to exercise twice: when I feel like it and when I don’t.” 2. Enjoyment The advice I love is, “do your best with every moment.” Put that spirit into it - and indeed everything - and enjoy the only moment you have in your life, which is right now: the only thing you can control in your life. Fretting over a past event or non-experienced future is totally pointless and entirely beyond your control. British judge Thomas Troward had a chapter in a 1902 book called Entering into the Spirit of It. He wrote that “the more fully we enter into the spirit of all with which we are concerned, the more thoroughly do we become alive…that we are penetrating into the great secret of Life... its Livingness...it is that good thing of which we can never have too much.” This creative principle (the spirit that you put into things) is inside – inside you: your outer world is merely a reflection of your inner world. This also includes appreciating the present moment more as the only thing you can control – so get into the spirit of it. It’s the reminder here we all need. Find the spirit of pleasure in what you’re doing, and if you can’t, accept what you need to do. And if that’s not possible, then don’t do it. 3. Enthusiasm Tolle defines enthusiasm as ‘enjoyment with a goal in mind’ because then certain structures fall into place. He quotes Ralph Waldo Emerson, who said: “Nothing great was ever achieved without enthusiasm.” I’m sharing this as someone who has spent too much time trying too hard and likely creating strain rather than joy. It reminds me of Richard Branson’s “work hard (acceptance), have fun (enjoyment and enthusiasm), and the money will come.” Good luck doing this, and never give up! Matt Matt Anderson can be reached at http://www.matt-anderson.com
Disc Jockey News • October 2020 • Page 19
Top 50 Charts for October 2020
The Weekly Printable Charts are available at http://www.DJNTV.com/charts Sponsored by iDJPool.com Pop 1 JAWSH 685 X JASON DERULO Savage Love (Laxed-Siren Beat) 2 HARRY STYLES Watermelon Sugar 3 LEWIS CAPALDI Before You Go 4 DABABY Rockstar f/Roddy Ricch 5 THE WEEKND Blinding Lights 6 GABBY BARRETT I Hope f/Charlie Puth 7 SURF MESA ily (i love you baby) f/Emilee 8 DUA LIPA Break My Heart 9 JP SAXE F/JULIA MICHAELS If The World Was Ending 10 24KGOLDN Mood f/Iann Dior 11 HARRY STYLES Adore You 12 JUICE WRLD Come And Go f/Marshmello 13 KANE BROWN Be Like That f/Khalid,Swae Lee 14 BTS Dynamite 15 AVA MAX Kings & Queens 16 TOPIC & A7S Breaking Me 17 MILEY CYRUS Midnight Sky 18 TAYLOR SWIFT cardigan 19 DOJA CAT Like That f/Gucci Mane 20 JUSTIN BIEBER Holy f/Chance The Rapper 21 AJR Bang! 22 BLACKPINK & SELENA GOMEZ Ice Cream 23 MARSHMELLO & DEMI LOVATO OK Not To Be OK 24 SAM SMITH Diamonds 25 CALVIN HARRIS X THE WEEKND Over Now 26 ASHE Moral Of The Story f/Niall 27 DRAKE Laugh Now Cry Later f/Lil Durk 28 JACK HARLOW What’s Poppin 29 DJ KHALED Popstar f/Drake 30 CHRIS BROWN X YOUNG THUG Go Crazy 31 ZOE WEES Control 32 AVENUE BEAT F2020 33 SAWEETIE Tap In 34 ZARA LARSSON WOW 35 REGARD & RAYE Secrets 36 LADY GAGA & ARIANA GRANDE Rain On Me 37 LIL MOSEY Blueberry Faygo 38 CONAN GRAY Heather 39 JOEL CORRY X MNEK Head & Heart 40 CURTIS WATERS Stunnin’ f/Harm Franklin 41 DAN + SHAY I Should Probably Go To Bed 42 ZEDD & JASMINE THOMPSON Funny 43 MAROON 5 Nobody’s Love 44 TATE MCRAE You Broke Me First 45 J BALVIN/DUA LIPA/BAD BUNNY Un Dia (One Day) f/Tainy 46 DIXIE D’AMELIO Be Happy 47 MADISON BEER Baby 48 TRAVIS SCOTT FRANCHISE f/Young Thug/M.I.A. 49 CARDI B WAP f/Megan Thee Stallion 50 CLAIRE ROSINKRANZ Backyard Boy
Urban 1 DRAKE Laugh Now Cry Later f/Lil Durk 2 CHRIS BROWN X YOUNG THUG Go Crazy 3 CARDI B WAP f/Megan Thee Stallion 4 DJ KHALED Popstar f/Drake 5 POP SMOKE The Woo f/50 Cent/Roddy Ricch 6 SAWEETIE Tap In 7 CHLOE X HALLE Do It 8 YOUNG DOLPH RNB f/Megan Thee Stallion 9 RODDY RICCH High Fashion f/Mustard 10 LIL BABY The Bigger Picture 11 DABABY Rockstar f/Roddy Ricch 12 NE-YO & JEREMIH U 2 Luv 13 MONEYBAGG YO Said Sum 14 BEATKING Then Leave f/Queendome Come 15 KEHLANI Can I f/Tory Lanez 16 LIL BABY We Paid f/42 Dugg 17 GUNNA Dollaz On My Head f/Young Thug 18 DABABY Blind f/Young Thug 19 J. COLE Lion King On Ice 20 MEGAN THEE STALLION Girls In The Hood 21 MULATTO Muwop 22 JHENE AIKO B.S. f/H.E.R. 23 YFN LUCCI Wet (She Got That...) 24 K CAMP What’s On Your Mind f/Jacquees 25 DON TOLIVER After Party 26 SAINT JHN Roses 27 CITY GIRLS P***y Talk f/Doja Cat 28 2 CHAINZ Money Maker f/Lil Wayne 29 LIL DURK 3 Headed Goat f/Lil Baby,PoloG 30 ROD WAVE Rags2Riches f/ATR Son Son 31 NLE CHOPPA Make Em Say f/Mulatto 32 DJ KHALED Greece f/Drake 33 TYLA YAWEH Stuntin’ On You f/DaBaby 34 MONEY MAN 24 f/Lil Baby 35 SZA Hit Different f/Ty Dolla $ign 36 A$AP FERG Move Ya Hips f/Nicki Minaj... 37 BRS KASH Th***t Baby (Go Baby) 38 HOTBOII Don’t Need Time 39 TEYANA TAYLOR Wake Up Love f/Iman 40 BIG SEAN Body Language f/Ty Dolla/Jhene 41 SUMMER WALKER Let It Go 42 TRAVIS SCOTT FRANCHISE f/Young Thug/M.I.A. 43 POLO G Martin & Gina 44 TY DOLLA $IGN Expensive f/Nicki Minaj 45 MK XYZ Pass It f/G-Eazy 46 LECRAE Set Me Free f/YK Osiris 47 TREY SONGZ Circles 48 JACQUEES Put In Work f/Chris Brown 49 RICK ROSS Pinned To The Cross 50 POPCAAN Twist & Turn f/Drake,Partynext
Disc Jockey News • October 2020 • Page 20
Top 50 Charts for October 2020
The Weekly Printable Charts are available at http://www.DJNTV.com/charts Sponsored by iDJPool.com Hot Adult Contemporary 1 HARRY STYLES Watermelon Sugar 2 THE WEEKND Blinding Lights 3 DUA LIPA Break My Heart 4 LEWIS CAPALDI Before You Go 5 LADY GAGA & ARIANA GRANDE Rain On Me 6 GABBY BARRETT I Hope f/Charlie Puth 7 POST MALONE Circles 8 MAROON 5 Nobody’s Love 9 AJR Bang! 10 TAYLOR SWIFT cardigan 11 JAWSH 685 X JASON DERULO Savage Love (Laxed-Siren Beat) 12 MILEY CYRUS Midnight Sky 13 SIA Together 14 DAN + SHAY I Should Probably Go To Bed 15 KYGO Lose Somebody f/OneRepublic 16 KANE BROWN Be Like That f/Khalid,Swae Lee 17 AVA MAX Kings & Queens 18 SAM SMITH Diamonds 19 JUSTIN BIEBER Holy f/Chance The Rapper 20 ASHE Moral Of The Story f/Niall 21 BTS Dynamite 22 TREVOR DANIEL X SELENA GOMEZ Past Life 23 MARSHMELLO & DEMI LOVATO OK Not To Be OK 24 ZEDD & JASMINE THOMPSON Funny 25 BANNERS Someone To You 26 FOR KING & COUNTRY TOGETHER f/K.Franklin, T.Kelly 27 POWFU Coffee For Your Head 28 JAMES BAY Chew On My Heart 29 SAINT JHN Roses 30 HEAD AND THE HEART Honeybee 31 CONAN GRAY Heather 32 GAVIN JAMES Boxes 33 JUICE WRLD Come And Go f/Marshmello 34 BILLIE EILISH my future 35 LUKAS GRAHAM Share That Love f/G-Eazy 36 SURF MESA ily (i love you baby) f/Emilee 37 MORGAN WALLEN 7 Summers 38 24KGOLDN Mood f/Iann Dior 39 RYLAND JAMES Water 40 SASHA SLOAN Lie 41 ZOE WEES Control 42 CALVIN HARRIS X THE WEEKND Over Now 43 AMY SHARK Everybody Rise 44 MICHAEL FRANTI & SPEARHEAD I Got You 45 BAD WOLVES Sober 46 TOPIC & A7S Breaking Me 47 ALICIA KEYS Love Looks Better 48 KEITH URBAN WITH P!NK One Too Many 49 TAYLOR SWIFT exile f/Bon Iver 50 DOJA CAT Like That f/Gucci Mane
Country
1 LEE BRICE One Of Them Girls 2 KANE BROWN Cool Again 3 LUKE COMBS Lovin’ On You 4 JASON ALDEAN Got What I Got 5 JAMESON RODGERS Some Girls 6 TIM MCGRAW I Called Mama 7 MATT STELL Everywhere But On 8 BLAKE SHELTON Happy Anywhere f/Gwen Stefani 9 HARDY One Beer f/L. Alaina/D. Dawson 10 RUSSELL DICKERSON Love You Like I Used To 11 MORGAN WALLEN More Than My Hometown 12 PARKER MCCOLLUM Pretty Heart 13 CHASE RICE Lonely If You Are 14 JON PARDI Ain’t Always The Cowboy 15 CHRIS LANE Big, Big Plans 16 KENNY CHESNEY Happy Does 17 DAN + SHAY I Should Probably Go To Bed 18 KIP MOORE She’s Mine 19 LADY A Champagne Night 20 KELSEA BALLERINI Hole In The Bottle 21 DUSTIN LYNCH Momma’s House 22 RASCAL FLATTS How They Remember You 23 ERIC CHURCH Stick That In Your Country... 24 DARIUS RUCKER Beers And Sunshine 25 NIKO MOON Good Time 26 CHRIS STAPLETON Starting Over 27 TENILLE ARTS Somebody Like That 28 FLORIDA GEORGIA LINE Long Live 29 DYLAN SCOTT Nobody 30 LAUREN ALAINA Getting Good 31 BROTHERS OSBORNE All Night 32 JORDAN DAVIS Almost Maybes 33 MORGAN WALLEN 7 Summers 34 MAREN MORRIS To Hell & Back 35 BRETT ELDREDGE Gabrielle 36 TAYLOR SWIFT betty 37 BRETT YOUNG Lady 38 PARMALEE Just The Way f/Blanco Brown 39 GABBY BARRETT The Good Ones 40 BRANTLEY GILBERT Hard Days 41 LITTLE BIG TOWN Wine, Beer, Whiskey 42 RUNAWAY JUNE We Were Rich 43 COLE SWINDELL Single Saturday Night 44 JIMMIE ALLEN & NOAH CYRUS This Is Us 45 JAKE OWEN Made For You 46 ZAC BROWN BAND The Man Who Loves You The Most 47 ROBERT COUNTS What Do I Know 48 CAROLINE JONES All Of The Boys 49 MIRANDA LAMBERT Settling Down 50 RYAN HURD Every Other Memory