Disc Jockey News NOVEMBER 2018 • Issue #150
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PAGE 2 • Disc Jockey News • NOVEMBER 2018
some bands and artists even more. Plus, it’s good to know more about songs that you play regularly at your events. I mean, sure, this book has its share of songs and bands that we never play at parties (Richard Hell and the Voidoids is a great example) but it has plenty that we do. Do you know who Marcia Griffith sang backup for? Do you know how Vanilla Ice got his name? Do you know who wrote “We Are Family” and what inspired them? Do you know why Mark Ronson almost didn’t complete “Uptown Funk?” Do you know who talked Run-DMC into covering “Walk This Way?” These are just a handful of “gig songs” (that’s my term for any song I play regularly at my events – I say it to my wife, Kelly, all the time when a song comes on the radio and I change the station: “I don’t want to hear a gig song on my day off!”) that are covered in On This Date In Music. And I think knowing the backstory to these songs is a good thing. Why is that? you ask. Another great question! Besides the obvious curiosity factor, that knowledge can come in handy when you talk to your clients (or prospective clients in the sales process.) I often
drop a quick story about a song or artist into my conversations with my clients, and besides being interesting, I am subtly proving to them that I am an expert. When a client, for example, tells me their wedding song is “Wonderful Tonight” and I tell them how Eric Clapton was inspired to write that song, (covered on September 7th in On This Date In Music) they are impressed. If they know the story, I’ve validated for them that I know my music too. If they don’t, which is more often the case, I’ve given them some interesting knowledge about a song they obviously love and positioned myself as an expert. I can do the same with requests as far ranging as “In The Mood,” “Rock Around the Clock,” “Respect,” “September,” “Celebration,” “OPP,” “Crazy in Love” and “Blurred Lines.” And you will be able to as well, once you read my book. By the way, look at that list of songs I just gave you. Notice anything about it? Need another reason to get this book? It’ll make you a better programmer. In telling the history of pop music over the last 70 years, I connect the dots between many different genres and styles of music. In doing so, I lay a roadmap for programming, especially when jumping from one era to another. I try to find common threads when I mix so when I
go from a Motown song to a Philly soul number to a disco track to a mid-eighties dance song, I know I’ve basically woven a thread through three decades of music. Do people at the party notice? Probably not. But maybe there’s a musicologist out there who admires that and appreciates the journey I’ve just taken them on. You might be able to do the same thing right now, but after you’re finished On This Date In Music you’ll definitely be able to. No music is created in a vacuum. Like any art, it is the result of what has come before it, and what is influencing its creator at the time. I do my best in this book to help the reader understand both of these factors, and I believe it will make you a more well-rounded DJ and musical historian. And if all that isn’t enough, Randy Bartlett proofread it. Don’t you want to find a mistake that he missed so you can call him out on it next time he points out you’re mistake on Facebook (and yes, I’m well aware I used the wrong “your” in that sentence). You can find the book on any online bookseller (Amazon, Barnes and Noble etc) but if you’d like a signed copy, you’ll have to order it off my website http:// www.OnThisDateInMusic.com. And by the way, if you said that list of songs was one from every decade since the 40s, you’d be close. There’s one decade missing. Don’t know which one it is? Maybe you need to buy the book. 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.
preferred mode of communication (I personally do not text with my clients), and reasonable response time… Yes, I am aware Wedding Wire & Knot.com say you must respond within 5 minutes, but that does not sound reasonable to many of us. But there aren’t enough hours in the day, so I have to work morning, noon and night. Not true. Make a daily handwritten list (yes I am old school) of all you need to accomplish and physically with a pen or pencil cross off each task when completed and stick to the list only. Be specific, especially when it comes to social media, as we are all guilty of going on Instagram, Facebook
or Twitter for a quick minute and then we fall down a “rabbit hole” of penguin and ice cream photos (or maybe that’s just me), and before we know it we have lost an hour of our day. We all need to be better at setting time limits for every task including social media. Heather also shared with us how important it is to celebrate our successes each week no matter how small or large. It helps to have an industry friend you can call for even 5 minutes per week to share each other’s success. A brief phone call (not a text) can truly change your state of mind and will help you recharge so you can power through the rest of your day. I often do this while taking a quick walk outside the office. The fresh air helps clear my mind and hearing a friendly industry voice always makes me smile from ear to ear. (And
yes, I am talking about you Mike Walter!) Setting boundaries will give you more control of your business and personal life and help you achieve higher levels of success! Please feel free to share your comments with me at: tamarasims@discjockeynews.com or tamara@something2dance2.com Tamara is the Director of Sales and Marketing for Something 2 Dance 2 DJ Entertainment in Schaumburg, IL, which she proudly owns along with her husband Jay Sims. She has over 20 years experience in the wedding industry and loves creating wonderful wedding memories for her brides and grooms.
On This Date In Music Book Release By Mike Walter
For the last two and half years, besides running my DJ company, Elite Entertainment, I have been hard at work writing a book. The title is On This Date In Music – A Day to Day History of the Music That Inspires Us and the Bands and Artists Who Create It. This is not explicitly written for DJs, but rather anyone who loves music and enjoys finding out the behind the scenes stories about how bands were formed and legendary songs were created. So why am I dedicating my monthly article to the subject? Great question! Here are my answers: First, you love music, don’t you? What DJ would answer “no” to that question? Well, I actually know one. But he’s the only one. No other DJ I’ve ever met lacks a passion for music. It’s one of the main reasons we do what we do. And most people enjoy learning more about a topic that they love. So I’m recommending this book to you because you’ll devour it like any music lover. Some of the stories you may know. Some will be completely new to you. But they’ll all intrigue you and make you appreciate
Setting Boundaries By Tamara Sims
One of the perks of joining a local or national association is attending education seminars, many which focus on working on your business versus working in your business. Last month our Chicago ILEA chapter held a workshop with speaker and coach Heather Vickery focusing on boundaries relating to business. It was incredibly helpful in today’s climate of “always being connected.” H o w many of us have zero boundaries when it comes to our business? Do you answer the phone at all hours of the day? Do you give your cell phone to clients and tell them they can call or text you any time? Are there defined business hours on your website or e-mail signature? Is your phone sitting in front of you at the dinner table during family time? Do you answer your phone while at the gym? Are you afraid to use an out of office response? If you answered, “Yes” to all of these, you may have a problem setting boundaries. As your business evolves your boundaries may shift, but you must put a plan in place and manage expectations for you, your staff and your clients which include but are not limited to 1. Setting defined work hours that complement your life and your family’s life. 2. Having an out of office response on e-mail during off-hours. 3. Informing your clients of your work hours, a
November 2018 In This Issue:
Page 2: Mike Walter Page 2: Tamara Sims Page 4: Mitch Taylor Page 5: Brian Kelm Page 6: Ron Ruth www.discjockeynews.com www.djntv.com 29442 120th St. Grey Eagle, MN 56336 Phone: 320-285-2323 Published by The Disc Jockey News
Editor/Educational Production Manager/ Sales For DJNews and DJNTV John Young john@discjockeynews.com 320-285-2323 office 612-597-4499 cell
Page 7: Harvey Mackay Page 8: Alan Berg Page 9: Jeffrey Gitomer Page 10: Jeremy Brech Page 11: Mike Lenstra
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Disc Jockey News • NOVEMBER 2018 • Page 3
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Don’t Project Your Views By Mitch Taylor
I wear my heart and my emotions on my sleeve. I often find myself getting angry about something, and I end up taking it out on my wife or take it out on my kids. I shouldn’t do that. What I need to realize that these are my issues; that I may be upset with myself for something in a situation. In the grand scheme of life, whatever I am upset about is something so stupid, silly or small that it doesn’t really matter. Instead, I need to take each moment as it comes and enjoy the moments we have with each other. I need to appreciate what life has to offer MORE. Did I just describe you as well in certain moments of your life? If so, keep reading. Now I confessed above to you some of my shortcomings. We need to give as much as we possibly can give of ourselves to the people that we care about the most, the people we love. I haven’t always been the best at that. Here (hopefully) is your check. Don’t let your ego talk you out of it. What does this have to do with the title of this article? Everything. When you project your views on someone else, it’s your ego talking. It’s the same as the above situation described. Ego keeps you from owning your issues,
and it prevents you from communicating effectively with others. Face your fears. Face your ego. I’ve heard Randy Bartlett speak of this before, and it’s true. Anyone driving slower than you is an idiot. Anyone driving faster than you is an idiot. It’s also true in the DJ world. Anyone charging a higher rate than you is an idiot. Anyone charging less than you is also an idiot. It’s just fascinating how our ego prevents us from enjoying moments. Our ego prevents us from owning our own issues and not projecting. This begs the question, how do you stop your ego from taking over? How do you stop yourself from projecting your views on someone else? Answer: Take a look in the mirror and ask yourself one question. What could I do in this moment to not get upset? This is a self-awareness check for me, and I hope this gets through to you as well. Last night I got home from work, and I could’ve kept working more on my business after dinner, and my daughter Kendall asked me for some help. I stopped, thought and said, “No, work can wait.” We went to Meijer and picked up some bedding for her and got her new bed put together and it was a great Father-Daughter bonding time. Now my wife, of course, teased me about the fact that my daughter has me wrapped around her finger but I think we need to make moments to make memories and hopefully that is a memory that will stick out to her in the future. I encourage you don’t project your views on someone else. Take a look at the mirror. Try to figure out what it is
you need to own out of your own issues, why you’re upset or why you may have an issue with something and don’t get angry at yourself. Don’t project that anger onto your partner. Take the time to be there for your family. Life is about balance, and not about being a gig pig and doing as many events as possible and how much money you make. It’s about the amount of love and care you put into the lives of those you care most about.
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.
Success Is EARNED, Not Given! By Brian Kelm
You determine your own path as nobody else is living your life. Become your own person, follow nobody, and create your own voice filled with own beliefs, values, and principles never to be sacrificed. Live your passion and as long as it makes sense to you, who cares what other people think about it. There is a price to pay for everything you do in life – some short-term and others, life-long. Anything you want to be great at including the mobile DJ/ entertainment industry has no timeframe to become, it is on-going and lasts a lifetime. You work at it dayby-day for a lifetime that is how you become proficient at something you are passionate about. Nobody owes you anything in this business. You have to earn everything with effort, talent, and reputation. This is the way it should be, none of us are entitled to anything, not even our next event or customer we get the opportunity to serve. Nobody controls or influences your path in life and how far you can go in this business – YOU DO! For best results, get up every day early between 4am-5am (before the sun comes up) to get your mind right, be ready to take consistent ac-
tion, and work like you never have before. Make things happen cause if you don’t; you will be waiting a very long time! Use these tips to dominate your mind and success: 1. Commitment – You must be all-in no matter what! If you are not, it will show and is a disservice to you and your customers! 2. Action – Nothing happens without taking action and doing the work it takes! Get your hands dirty, dive in, and make things happen now! 3. Be a Leader – Not everybody will like you, and over time, your relationships will change. Never forget the greater good of why you do what you do. Be the person and professional to push people, inspire them, and be so humble that you are working hard just like them. Be honored to have others look up to you, make a good example, and be disruptive in everything you do. Never forget where you come from. Remember all the people that took a risk on having you entertain for them. Respect them, appreciate them, and be thankful for the opportunities given to you no matter how big or small. 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
Disc Jockey News • NOVEMBER 2018 • Page 5
New Episodes every Thursday!
DJNTV Insider Meet Up Stops In 2019 Las Vegas: Feb/Mar Minneapolis: April Milwaukee: April Chicago: July Atlantic City: August
PAGE 6 • Disc Jockey News • NOVEMBER 2018
Passion: The Magic That Begins Every Happily Ever After By Ron Ruth
“The magic is as wide as a smile and as narrow as a wink, loud as laughter and quiet as a tear, tall as a tale and deep as emotion. So strong, it can lift the spirit. So gentle, it can touch the heart. It is the magic that begins the happily ever after.” The above quote comes from an unknown Disney Imagineer. It’s hard to say if he or she was speaking about the magic of the Disney Theme Parks or one of the other vast forms of Disney entertainment. But, one thing is certain. The quote conveys a passion and commitment, and maybe even a commitment to be passionate that we as wedding DJs and business owners should embrace. It is a reminder for me and, hopefully, for you of how far we’ve come as an industry and why we do what we do. There was a time in my earlier days in this industry where I believed what many brides still believe today; that every DJ is the same. The only true difference between my closest competitor and me was pricing. Unfortunately, I let that strategy control my business for about a decade. In actuality, it wasn’t the pricing strategy that was in control of my destiny as much as it was the clients who contracted me for their events. Their expectations were about as low as my fee. So, we were a perfect match. The story I shared is, in all likeli-
hood, not exclusive to me. I’m guessing some, or maybe many of you could tell the same tale. But, like me, at some point in your career as a DJ, you came to realize that what you do, the impact you have on a once-in-a-lifetime event, the pleasure you receive for bringing at least a moment of happiness to others reaches far beyond financial reward. At some point, you did something during a performance that brought about a smile. When you did it again, you discovered that you could make people laugh or cry or stand up and cheer. As over time you added more emotionally engaging elements to your performance, you realized that the smiles grew larger, the laughter lasted longer, and the applause was louder. The good feeling those responses brought about for you and the delight it brought to your client, and their guests became an incentive to work harder to find ways to replicate that level of energy and emotion in every subsequent performance. Instead of repeating that success, you exceeded every expectation, including your own. You became addicted to a joy that can only be experienced when others feel joy. You, like me my friends, became passionate! Passion is a powerful emotion. It makes us eager to learn. No more prodding or need to be convinced of the value of education. It makes us let go of negative influences. We suddenly find ourselves surrounded by individuals of like mind and equal aspirations, people who are willing to give of their time and expertise to lift us up and to help us succeed. “Average” is erased from our repertoire and replaced by “excellence,” “exceptional” and “extraordinary.” Passion is what drives us to bring happiness and special memories to our clients and
their family and friends; regardless of the amount of time or effort, it takes for us to accomplish that goal. Passion is what gives us the inexhaustible desire to create magic and to surprise even ourselves as to just how capable and creative we can be if we just put our minds to it. Passion is an unbridled enthusiasm to be the best we can be to the benefit of our clients. The added bonus of being passionate about our profession is that it is contagious. It releases the imaginative spirit and can bring about an incredible opportunity for collaboration and innovation. Passion is not something that is exclusive to you or me; it is meant to be shared with others. If you are truly passionate, clients will be drawn to you, and your passion will be compared to every other wedding professional with whom they come in contact. Just imagine what would be possible if everyone they choose as a member of their “creative team” shared the same passion for delivering happiness and exceeding expectations as you. So you must be wondering why I chose to write about passion. For more than a decade we’ve come to know our worth as an industry and have raised the bar of professionalism. We’ve worked hard to mentor those just coming into our industry; to teach them not only where we would like to go in the future but to educate them on the mistakes we’ve made in the past with the hope that they won’t be destined to repeat them. Although these are important lessons to be learned, have we fallen short in conveying our passion? Obviously, passion isn’t something that can be taught nor can it be contrived. But, let’s face it, as essential as it is to
make a living at what we do and to behave ethically and professionally, how often do we emphasize the true reward of our efforts; the smiles, the laughter, the cheers and the joy that comes from our passion to bring happiness to others? Passion shapes our future, fuels the fires of inspiration and makes the heart and mind open to changes all around us. It is food for the soul, a spark that ignites our purpose and mission. Passion will prevent our tomorrow from being the same as our yesterday. I have a placard in my office that reads “If you can dream it, YOU CAN DO IT!” It is a quote from Walt Disney, and it is a daily reminder of just how far we’ve all come during my 27 plus years in the DJ industry. It is a tribute to how much fun it is to do the impossible and the unexpected. Please accept my invitation to share in my passion. It is yours to experience and enjoy. It won’t take long to appreciate how passion is “the magic that begins every happily ever after.” Be passionate about your family this Thanksgiving and know that I’m thankful that you read my articles. I hope they’re as easy to digest as a 4-course Thanksgiving meal. Ron Ruth has been on the front lines of weddings celebrations for over 25 years as a Disc Jockey and certified, Wedding Entertainment Director®. He’s a well-known speaker and workshop facilitator in the DJ and wedding industries, a client experience designer and coach and a self-described Disney “Geek.” Get Ron’s FREE e-book, “The Client Experience Demystified” at RonRuth.com. You can reach Ron at 816-224-4487 or RonRuth@DiscJockeyNews.com
Innovation Requires Creative Space
Disc Jockey News • NOVEMBER 2018 • Page 7
By Harvey Mackay
Seymour Cray, the founder of Cray Research and legendary free spirit in the management community, was once asked – according to a Wall Street Journal story – to produce a one-year and a five-year plan. The next day, he produced two three-ring binders, each containing a single sheet of paper. In the first binder, Cray had written, “Five-Year Plan: To produce the world’s fastest computers.” The sheet in the second binder read, “One-Year Plan: To complete one-fifth of the Five-Year Plan.” That probably wouldn’t pass muster at most organizations; it might, in fact, be considered insubordinate. Or was it just an example of his innovative nature? Innovation is one of the buzzwords of the decade for business. Innovation is crucial to an organization’s long-term success. An article in Forbes Magazine said CEOs believe innovation is the most important factor for growth. A mission statement is important, but it is just a first step. The goals of the organization should constantly be reinforced with an eye toward innovative processes that will help achieve those goals. If you want more imagination and innovation in your workplace, you have to give people space: physical space in which to work uninterrupted, and creative space to develop and test ideas without interference.
The best way to motivate employees to become more creative and innovative is by developing job descriptions that focus on what they can do instead of what they cannot. Set clear expectations for innovation. Talk about the kind of ideas you want to see, and what you don’t. Clarify deadlines and requirements for everyone. Stretch people’s skills and imagination by challenging them to excel. Give them a jolt from time to time – a tough problem or a tight deadline that forces them to think differently. Allow people to take chances and fail. That doesn’t mean being reckless, but being willing to try something new, even if it’s not guaranteed to succeed. Bring a wide mixture of personalities and skills to your team. The more exposure to new ways of thinking people have, the better their ideas will be. A high-performing team thrives on creativity and innovation. If the status quo is a default position, or if it’s just easier to rely on what’s worked in the past, chances are the results will not reflect anything close to innovation. If you aren’t asking these questions, you could be missing golden opportunities. How do you define innovation? You don’t want to be too open-ended, but at the same time, you should avoid unnecessarily limiting the scope of ideas. Just be sure that innovation has a clear, positive effect on how to get things done. What are your goals? Let everyone know what you’re looking for. You
want to launch a brand-new product every year, for example. How do you measure success? If you can’t track the impact of innovation, no one will take it seriously. Maybe you want 10 percent of your revenues to come from products that are less than five years old. Or maybe you want to cut your energy bill by 20 percent in the next six months. How do you encourage innovation? Analyze your process for generating, testing and implementing new ideas. What obstacles does your team face? How could you streamline things? Do you have a pipeline? Ideally, innovation should happen all the time. Your team should have new ideas coming in and being tested on a constant basis. If that’s not happening, dig deep to determine what you can do to spur more creativity. Do you have an end game? You can debate, test and adjust your ideas, but your team needs to be able to commit
to a specific direction or conclusion. Determine how you will decide which projects to support and when enough is enough. You have to know when to leave the experimental phase, or you’ll never get the results your organization needs. Elias Howe, who for years had been trying to invent a practical sewing machine, fell asleep one night and had a nightmare. He dreamed that primitive tribesmen had captured him and were threatening to run him through with their spears. Howe noticed that the natives’ spears all had holes through them at their pointed ends. When he suddenly awoke he realized the idea that would lead to a perfected sewing machine: use a needle with a hole not through its base or middle but through its tip. Mackay’s Moral: Innovation is a decision that successful organizations make every day to ensure successful tomorrows. Reprinted with permission from nationally syndicated columnist Harvey Mackay, author of the New York Times #1 bestseller “Swim With The Sharks Without Being Eaten Alive,” “We Got Fired!...And It’s the Best Thing That Ever Happened to Us,” and “The Mackay MBA of Selling in the Real World.
PAGE 8 • Disc Jockey News • NOVEMBER 2018
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I was conducting a private group mastermind, and the discussion turned to investments versus expenses. I remember reading that business people, including most CEO’s, always look at the cost of an opportunity, before asking about the potential return. I guess it’s just human nature that when presented with an opportunity you want to know how much it’s going to cost you. Then it dawned on me… there’s always a cost, but it’s not always money. What’s the cost? Whether it’s for your business, your family, or in a personal relationship, there’s always a cost of taking, or avoiding taking, action. Your cost may be: Time Money Emotional capital Or some combination of the above Deciding to start a business, or change jobs, costs you all of the above. Investing your time in a business or a new job, of course, takes money, but it also takes time, which affects your personal relationships. How much emotional capital are you willing to lose (time not spent with your family, your loved ones and friends) because of the time you don’t have to spend with them? That’s as important of a decision as how much money you want to invest in your business. The cost of inaction Conversely, what’s the toll on your family if you don’t take that new job, or start that business? I’m in this industry because I was miserable in a good paying job. I had a company car and good benefits, but I loathed going to work every day. My wife was expecting our second child, our son was 3, and I was never home. I like to joke that I only worked ½ a day…12 hours from 9am to 9pm. Many of you can relate to that. So, when a friend called and asked if I would come and sell wedding advertising for the magazine he just bought, commission only, no salary, no base pay, no draw against commissions, no guarantees—and I’d need to buy a car—I jumped at it.
By Alan Berg
Looking back on it, the costs were huge. I gave up the security of the good pay. I gave up not having to pay for a car. I gave up the good benefits which protected my family and me. I also gave up the stress of going to a job I hated. While I didn’t give up working long hours, I had more control over those hours. On paper, it seemed like a risky path. While living it, I knew I was making the right decision. Avoiding hypocrisy I’ve never met a wedding or event pro who didn’t want to get paid well for the services you provide to your clients. I’m more likely to hear complaining about how you can’t charge more (which is a discussion for another article). Then why is it when you’re looking for a product or service, or when you’re presented with an opportunity, you look for the cheap solution? Free advertising. Do you make your own website? Design your own marketing materials? We all want people to invest in us, so we have to invest first. If you were a building a new venue, you wouldn’t expect people to reserve it for their weddings, unless they see that you’re investing in it first. You wouldn’t say “If you give us a deposit we’ll build the facility.” Even if it was under construction they can see that you’re already investing. That’s why new home builders build model homes, furnish them beautifully and hire professional graphic designers and marketers for their sales materials. They invest first, then you invest. I’m not immune to wanting to save a dollar here and there, but not at the cost of quality or how it represents my brand. I had tried a few online printing companies for my marketing materials, but I experienced inconsistent colors and quality. Now, everything I print goes to one printing company, and I don’t look at whether I can save with another company. This one had a quick turnaround, consistent quality, and responsive people. My time is valuable, and any of it that I spend dealing with a supplier is costing me both time, and money. Why spend more? There are times when you’re presented with an opportunity with multiple options, at multiple price points (kind of sounds like what you present to your clients). Do you always look at the lowest priced option first? Or do you look for which will get you the highest return, the best outcome, and then look at the price? Having the privilege of seeing behind the scenes at WeddingWire (and at The Knot Alan Berg Continued On Page 9
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Disc Jockey News • NOVEMBER 2018 • Page 9
Closing The Sale – The Definitive Answers You Won’t Like By Jeffrey Gitomer
“A – B – C. Always Be Closing.” You may know that line from the infamous sales movie Glengarry Glen Ross where Alex Baldwin plays himself. It’s a throwback sales training line from the 1960’s that manifested itself all the way to the ’80s. The problem with that line is that some people are still using it. Whenever I do a seminar, everyone wants to know the fastest way to close the sale, the easiest way to close the sale, and the best way to close the sale. REALITY: There is no fast way, there is no easy way, and there is no best way. However, there is a better way than thinking of it as closing the sale. And once you understand what that way is, it will change your approach to the sale, for the better, forever… It’s not the “close,” it’s the open. From the moment you engage the prospective customer, they’re beginning to make a judgment. First they judge you, then they judge what they’re buying, and finally, they judge what company they’re buying it from. As I’ve said for years, the first sale that’s made is the salesperson (that would be you). The secret of selling is four words: perceived value and perceived difference. Two of the four words are the same: perceived. If your prospective customer perceives no difference between you and the competition and perceives no value (better stated, a greater value) in what you’re offering, then all that’s left is price – and you will most likely lose the sale. Or if you win the sale, it will be at the expense of your profit. There are two intangibles that, when combined, create a better chance, a better percentage, of you completing the sale.
They are “comfort” and “fit.” How comfortable were you with the prospective customer? How comfortable was the prospective customer with you? And was there a perceived fit? Did what you were selling fit with what the customer needed or wanted to buy? So I’m going back to my original statement: It’s not the close, it’s the open. Let me give you a pop quiz that will determine whether or not you were even ready to open. How is your attitude? How strong is your belief system? Do you have a GREAT attitude? Do you have an impenetrable belief in your company, your products or services, and yourself? Do you also believe that the customer is better off having purchased from you? How well have you researched both the company and the person that you’re meeting with? Preparation for the sale is broken down into three parts: personal preparation, sales preparation, and preparation in terms of the prospect – with this critical caveat: PREPARATION IN TERMS OF THE PROSPECT. Do you know what their reasons for buying are? Do you know what their motive(s) for buying might be? If you know their reasons and their motives, by definition, you will also know their urgency. NOTE WELL: Your reasons for selling pale in comparison to their reasons for buying. When you first spoke on the phone with the prospect, was it a friendly encounter? Were you familiar with them? Were they familiar with you? Did you develop any rapport prior to arriving? Do you have anything in common? Prior to your face-to-face appointment or your telephone appointment to complete the sale, and in addition to your preparation, you must have a goal for the customer to like you, believe you, have confidence in you and trust you. If those goals are not achieved within the framework of the sales presentation, then the completion of the sale will never become a reality. SELF-TEST: Rather than me teaching you a closing question, here are some tough
questions that you must ask yourself before, during, and after every presentation that you make. These questions, if answered positively in the mind of the prospective customer, will preclude you from ever having to “ask a closing question.” In paraphrasing my opening statement: If it doesn’t start right, it won’t end right. • How ready were you? • How friendly were you? • How engaging were you? • How different were you? • How valuable were you? • How compelling were you? • How believable were you? • How credible were you? • How self-confident were you? • How relatable were you? • How trustworthy were you perceived to be? Closing the sale is not an action. It’s a culmination and a sum total of the elements that make a favorable decision possible. As I’ve written in my Sales Bible, the close of a sale is a delicate balance between your words and deeds, and the prospect’s thoughts and perceptions. And a sale is always made. Either you sell the prospect on yes, or they sell you on no.
You give me a prepared, friendly, engaging, different, valuable, compelling, believable, self-confident, relatable, trustworthy salesperson – and I’ll give you a sale! Don’t close the sale – rather, complete the sales process and begin the relationship. It’s not the responsibility of the salesperson to close the sale. It is the responsibility of the salesperson to earn the sale. If you are interested in the eight personal barriers that you create before or during the sale, go to www.gitomer.com, register if you are a first-time visitor, and enter the word BARRIER in the GitBit box. 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 realworld 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.
Alan Berg Continued From Page 8 before that), I know that the people spending the most, are usually the ones getting the best return. Does it cost them more for their placement? Yes. Is the return bringing them more than the additional cost? In almost every case I’ve seen, the answer is a resounding Yes. When should you decide to spend more? What do you tell your clients? You tell them that if they want the outcomes that they’ve expressed to you, they often have to spend more. Then look in the mirror, and tell yourself the same thing. If you want a better return, be willing to make the investment first. When I left The Knot I said to my wife “If I can’t look in the mirror and tell that guy how to start, and run a successful business, and be willing to take
the actions and make the investments necessary to do that, then no one should hire me to help them with their businesses.” Lead by example. Think about some of the things that clients do to you that frustrate you. Are you doing those same things when you’re the customer? There’s always a cost. What do you get if you choose the cheaper or free option? What do you get if you just choose not to decide? The cost of inaction is often greater. 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
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PAGE 10 • Disc Jockey News • NOVEMBER 2018
Creating An Epic Halloween Part 3: Marvel Style By Jeremy Brech
Photos by Joshua Wilcoxon: Ahhh yes, the excitement of Halloween. For us, this means throwing one of the most epic parties of the year. The fun thing with our industry in things are always changing. The difficult thing about our industry is it’s always changing. Each year we are given the task to
create something unique and over the top. The fact that our industry is always changing also means it is allow-
ing us to evolve and provide even more for our clients. I love when a client asks us, “how you are going to top this next year?” That is always a great question, and the fact that we are always willing to evolve allows us to be at the top of our game. If you remember two years ago we created a fun “Suicide Squad” theme party for one of our favorite clients. And then the next year it was an epic Star Wars party. This year we were giving the task of creating “Avengers: Infinity Wars.” Now if you know me or have seen me present at one of the national conferences you know the homework I do before diving into the building of a
theme. I will watch a movie that reflects the theme. Obviously, Infinity Wars was my weapon of choice this year. It’s a
good thing I loved this series and this of those who were sacrificed for each movie because I watched it well over a stone. For the main room, we used our
dozen times. The difficult part was making the theme. So how did we do it? Infinity wars doesn’t just happen in a single location it is literally everywhere in the multiple universes. So instead of creating a landscape of a theme, we created the meaning of the theme. We didn’t focus on a look but a feel. The idea was that the universe was built and destroyed by six stones. Each stone possessing a color; yellow for mind, purple for power, green for time, red for reality, blue for space, amber for soul. So we used the colors in each room to represent the energy or ambiance of the color using our Freedom Pars and Wash FXs. We then used cool ink gobos in our Chauvet DJ Eve 50s and projected silhouettes
Abyss lights to create a red movement that matched the video mapped wall behind the throne of Thanos. The video consisted of the red ambiance with floating stones as you would see in the pictures of “The Sanctuary.” For the front of the house, we created good vs. evil. On the right side a green screen creation of the Avengers battling Thanos and his army. We used hero colors such as red and blue and the “Avengers” logo flying high on the tower as guests approached. We also had a cool ink gobo projecting the “Gauntlet” which created an amazing image for guests. On the other side with evil was a Cool ink gobo in full color of Thanos’ Jeremy Brech Continued On Page 14
The Way I See It: Things Are a Bit Different
Disc Jockey News • NOVEMBER 2018 • Page 11
By Michael J. Lenstra
We’re beginning to put the wraps on the current wedding season, which in our locale along the banks of the Mississippi River in the upper Midwest usually is considered from mid-April to the end of October. We still have weddings this month and next, but the busiest part of our 2018 schedule is behind us. As we approached the end of another season—the 27th one for me personally—I had a conversation with one of our local banquet managers, who has been in the wedding business at least a dozen years herself, and we discussed some of the subtle changes that we have seen in 2018. Have you noticed any of these in your locale? •Receptions in our area have gotten longer. Whereas maybe just five years ago receptions—in our area at least— were typically five-hour, maybe sixhour affairs. About a dozen this past year have been seven hours or more. Although more than half of those worked out fine, there were still a handful that from my perspective fizzled out. Our standard packages allow up to six hours of continuous music and entertainment, so toward the end of the season, we started advising our couples, when the banquet hall allowed, to stick with the six-hour package. I informed these couples that if, during the event, it appeared
that no one was ready to go home when we approached the last half hour or so of the evening, we could add onto the night after that. At least two couples came to me at the end of their day and thanked me for that offer, after realizing that a six-hour celebration was plenty. Some others never pressed for the extended time. “A party should end when it shouldn’t end, not when it should,” says Michigan DJ Dan Nichols in his video 17 Tips That Make A Difference. “Ending a party before it dies down leaves everyone with the impression the floor was packed all night. It just feels better when people are left wanting more versus being completely burned out.” •I was surprised to see so many classics still on our music list. Tunes like “Sweet Caroline,” “Brown Eyed Girl,” and “Fishin’ in the Dark” have popped up on our lists much more than I would have anticipated, considering most of our couples can now be considered “millennials.” I find that somewhat amusing, considering that if the bride and groom are somewhere around 25 some of those songs are twice as old as they are. We did have some couples who filled their request lists with their favorite current hits of today, but I felt that, after we played some of those early in the night to very little fanfare, then segued into some of the guests’ requests that brought many more people to the dance floor, the picture was painted for the couple and they were much happier seeing that a fun time was being had by all rather than insisting all of the songs on their list were played. •Recurrent music now apparently consists of primarily songs from the 2000s, which seems about right. If you consider the average age of today’s cou-
ple is 25 to 30, during the mid-2000s, they would have been between 12 and 17, the coming of age period when people seem to become most attached to “their music.” Although some ‘N Sync, Backstreet Boys, and Spice Girls songs from the 1990s still resonate well, we found that those chart-toppers from the 2000s, such as “Party in the USA,” “Hey Ya,” and “Stacy’s Mom” have found an eager audience. •The garter toss is joining the Chicken Dance and the five-tiered wedding cake with a waterfall as a thing of the past. I would venture to guess that at fewer than half of our 80+ weddings this year the groom tossed his wife’s garter. There were some weddings where the bride still tossed the bouquet, but the garter was nixed. We had a few couples come up with creative alternatives, though. In a couple of instances, the groom placed a garter on a football and tossed it to the guys. One groom, an avid hunter, purchased a kid’s bow & arrow set and placed a garter on the arrow and shot it out to his group of hungry wedding souvenir collecting men. Then there was the couple who told me that they met at work and discovered they both were avid fishers. So, after several months of telling fishing stories to one another, the groom-to-be finally got brave enough to ask her if she’d like to go fishing with him on his boat that weekend, and you can guess how the rest of the story turned out. It was only fitting then that a garter was placed on a fishing pole (with a clothespin, not a hook) and it was cast out to the eager fellas. That suggests the garter toss is fading away, and maybe it’s time for a new tradition—or at least a different spin on an old one. •More and more of our couples are
telling us they initially met online. I still have to chuckle a bit to myself when those couples kind of hem and haw before sheepishly telling me that is how they found each other, but then I assure them that this is the way we socialize in the 21st century and that many of our couples tell us the same thing. What I never hear anymore are the couples who tell me they met at a bar. If the drinking and driving laws weren’t enough to kill the bar business, sites like match.com are probably adding the final touches. •Strapless dresses are becoming less and less common, which to me is a good thing. What’s the saying: “If I had a dollar for every time I saw a bride or bridesmaid have to pull up her dress . . . .” •First, there was the wedding cake, then we had the dessert bar, then we had the candy bar, and increasing in popularity this year was the doughnut bar. I’m still trying to figure out how doughnuts fit in at a wedding. What trends or traditions have you noted in the past year? Note: This month also is the beginning of year number eight for me as a staff writer for the Disc Jockey News. I’d like to thank our publisher, John, for the opportunity and look forward to continuing for as long as he’ll have me. 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
PAGE 12 • Disc Jockey News • NOVEMBER 2018
Failure
By Keith ‘KC’ KoKoruz
I started djing when I was 19 years old. I did mostly college fraternity and sorority parties and as Bon Jovi said, “I’ve seen a million faces, and I’ve rocked them all.” E v e r y week I would DJ at least two parties on or off campus. I loved it, and so did my ego. I remember being at a late night pizza/hot dog joint at Northern Illinois University eating late night with my Theta Chi brothers and a group of very drunk sorority girls that I didn’t know walked up to my table and dropped a pile of quarters on the table and told me to program the jukebox with all of the songs that I would play at their parties they wanted to dance. My ego was out of control. I was the DJ that everyone at NIU knew could rock the house. I was famous at 19. My mom was a nurse in the emergency room, and every year, her little E.R. would have a holiday party. I agreed to spin it for almost zero money. The party was a disaster. No one danced. At one point, one of the nurses came up to me and asked me for a card. I asked her if she was interested in a DJ for a wedding or private party. She said she was engaged and wanted my card to make sure that she didn’t hire me by accident. I was crushed and still had the rest of the night to finish. Ultimately, I got the last laugh because as she read the name on the card as she walked away and realized that she had just treated one of her co-workers’ sons like crap. It was one of the best life lessons however that I could have learned. Sometimes in life, you need to get knocked down or knocked back so that you gain a different perspective in life. The question that I have is how do you keep your perspective in your business? How do you get up after you have been knocked down? Business is changing on a daily basis and what worked yesterday doesn’t work today. At the same time, we are changing as well. I couldn’t imagine ever djing a college fraternity party today whereas my nephew Will, will be starting college in the fall and is currently training and becoming a good young DJ. As I train my nephew as a DJ and he makes a poor programming choice, I advise him to shift to a better choice and his dance floor will come back. This happened this weekend to both him and me. I had a less than well attended bridal show on Sunday and was not happy about it as the bridal show producer and as a vendor at it. I got up this morning and made some marketing changes to do everything possible to have an above average attendance at my next show. His programming mistakes and my under-attended show got me to thinking about bouncing back. Here are some of the tips I have for bouncing back that have worked for me. Forgive yourself. People fail ev-
ery single day. Most successes in life are a result of failure. You need to realize that even the most successful people in the world have failed in their past and will continue to fail. The two best teams in baseball just competed in the World Series. One of them succeeded in winning and one failed. They are still the two best teams in baseball right now. It’s ok to fail, just don’t make it a habit. Make a list of the things that went wrong and then focus on the solution instead of fermenting with the problem. Write down your challenges and then write down the steps you need to do to change things. Face the issue head-on. Nothing good happens from
hiding from them. Ask for help. I have a friend in the business who continually refuses to ask for help. She thinks that asking for help shows weakness. I had an accountant once who said there were two types of people in the world, “Dumb and Stupid.” Dumb people ask for help so that they can learn and are no longer dumb about the subject at hand. Stupid people let their ego believe that they are smart enough to figure everything out on their own. Mi-
chael Jordan, Tiger Woods, Muhammad Ali are all considered some of the greatest of all time. They also all had coaches. There is no shame in asking for help. Get some sleep. If you had a bad day and what happened is over, and it can’t be fixed today, accept it and allow your mind and your body to recharge. Tough times are harder when you aren’t eating well and aren’t getting enough sleep. I have had more than my fair share of sleepKeith KoKoruz Continued On Page 13
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It’s More Than Pushing Play
Disc Jockey News • NOVEMBER 2018 • Page 13
By Joe Bunn
Recently I was asked what I thought the future of DJing was going to be. Without even pausing, I said, “DJs will never be replaced.” I truly believe that. No matter how good Spotify gets with their playlists and algorithms and such, it can’t replace a good DJ. The reason that people believe that we could be a dying breed is because they don’t know how difficult this job really is. They believe that we are nothing more than overpaid button pushers. How do I know this? Because people have told me this to my face! As a whole, the majority of the population is uneducated about what we actually do behind all those flashing lights and buttons. It’s not their fault. I don’t really care how a teller handles my money, as long as it eventually hits my bank account. Remember in school where the math teacher was never happy with just the right answer? She would always say, “Show your work!” I think it’s our job as DJs is to possibly do just that. Instead of hiding behind your façade, show the crowd that you’re actually DJing… show them your hands and your controller or turntables. Trust me; they eat it up! I hate to push my own DJ table, but I will. Look at @visiondjdesigns on
Instagram. Look at how professional that looks! The guests can actually see what the DJ is doing. That’s the best part! Another thing that some DJs do is “phone it in.” What do I mean by that? I’ve caught more than a few DJs using Spotify and/or Pandora during cocktail or dinner hour. What a cop out! That’s so lazy! Recently I’ve seen way too many posts from DJs claiming that they had poor Wifi signals in their venues and their events were ruined because of it. What?! Newsflash, BUY THE MUSIC! Streaming is not for DJing! One day soon, yes, I’m sure that this will be a platform for which to DJ from, but not now. Let’s move on before I get heated. There are other things we should be educating our clients on during consultations and in our marketing for those that might want to try and iPod the wedding themselves. For example, as DJs, we know that creating music flow is the key to a good party. I’m not just simply talking about no “dead air,” I’m talking about flow. Sure, Spotify and Pandora can put other things into a playlist based off of what artists you’ve picked or what you regularly listen to, but can those lists look out and read the dance floor? Can those apps figure out when to “quick mix” out of a song that isn’t working? No. Another thing that we stress is that, at Bunn DJ Company, your DJ is also your MC. It is going to be just as difficult for a machine or computer to replace a good MC. Are they going to be able to do the introductions with the right inflection and energy to get
the crowd hyped? Are they going to be able to convey the emotions of explaining the father/daughter dance song choice? I doubt it. Listen, don’t get me wrong, I’m sure that some genius like Elon Musk could whip up a DJ/MC bot in less than a year, and it could do a lot of what we do, but replace us? Nope, not in my lifetime…and I’ll stand by my word. Let’s all do a better job of Keith KoKoruz Continued From Page 12 less nights but turning off your brain to give yourself a chance to replenish itself is necessary from time to time. Redefine what failure means to you. I go to a local bar on Sunday nights for dinner, and I have become friends with the manager who is also a bartender. Recently, he told me about his dream to open a signature sandwich shop. He asked me how much I thought it would cost to open and before long, we had a yellow pad of paper out, and I was calculating his possible overhead, and trying to figure out how many sandwiches he would need to sell per week to make a certain income level and pay back any loan for build-out, equipment, etc. I even let him know of a spot that was for rent on a high traffic street and had looked up the rent for him online. I went in a week later and asked him about it again, and he said he would never have the courage to pull the trigger. The idea of trying and failing was more painful for him than succeeding is. The sooner that you forgive yourself when you fail and focus on fixing the problem, the sooner things will get better.
explaining to the public what we do, why we do it and why we love it! Joe Bunn is the co-founder of The PhDJ Workshop (www.pdhdjworkshop.com) and also the creator of the videos “Selling the Music” and “Marketing the Music” which can be found at djjoebunn.com.
Let It Go. I had a boss once who I am still good friends with. He would get so worked up about failing that he had to take Xanax to calm himself down. If money were tight at the company, he would spend more time trying to figure out what he was going to do if the “check bounced someday” instead of focusing on making sales so that “checks wouldn’t bounce someday” and there would be more business and money for everyone. Focus on the donut and not on the hole. Sometimes you need to let your fear go. Let it go and focus on what is important to allow you to succeed. I certainly don’t have all of the answers. I know that this kid knows that you can’t swing for the fences if you are too afraid to get into the batter’s box. Last year my goal was to have 1,000 people attend the Marquee Show. We didn’t even come close. This July however, I will have more than 1,000 people attend it. Swing for your fence people. KC can be reached at KC@discjockeynews.com.
PAGE 14 • Disc Jockey News • NOVEMBER 2018 live characters. I used ShowXpress to make the show come to life and please the crowd. It is an amazing feeling hearing the cheering of our hard work. That cheering wouldn’t have been possible if we didn’t have the will to adapt. Final
Jeremy Brech Continued From Page 10 face projecting in 3D out of the wall and the title THANOS on the far tower of the house. We used purple to blend in with the color of Thanos’ face and created an awesome separation of good vs. evil.
again. We brought up the idea of creating a laser, video, light show on the back of the house and they loved the idea. We went to the drawing board and created an amazing Avengers soundtrack and video clips from the movie. We project-
ally stellar show. For lighting, we used 8 Intimidator Hybrid 140Sr movers, 4 Sparkulars, 4 Geysers, 10 Freedom Pars, and we also used 4 Intimidator 375z as spotlights. We needed the spotlights for our actors that we had placed on the bal-
Last year we did laser tag, and this year we created 4 VR stations for guests to enjoy. The Oculus stations were a huge hit with all the guests.
ed the movie on our 19’x12’ video wall. I learned Quick Show in the matter of 2 weeks and designed a three source laser show to project images on the house
conies of that house. It was a chilling words… Keep up with change and exfeeling hearing the crowd cheer when ceed the expectations of your client. Jeremy Brech is Owner/Entertainer/ the saw Thor, Iron Man, Spider-Man and Captain America appear for their Lighting Designer of DJ Jer Events and
Last but not least… we scraped the using two lasers. We then used six adfireworks show… Our client wanted to ditional lasers on the house shooting switch things up instead of fireworks back at guests overhead to make a re-
Lighting Design. Jeremy can be reached fight scene. We used a projector to project a at: jeremybrech@discjockeynews.com. battle sequence of Thanos fighting the
Disc Jockey News • NOVEMBER 2018 • Page 15
Top 50 Charts for November 2018
The Weekly Printable Charts (Top 50, Recurrent and Billboard Singles) are available at http://www.DJNTV.com/charts Sponsored by iDJPool.com Pop 1 5 SECONDS OF SUMMER Youngblood 2 ARIANA GRANDE God Is A Woman 3 KHALID X NORMANI Love Lies 4 MAROON 5 Girls Like You f/Cardi B 5 POST MALONE Better Now 6 MARSHMELLO Happier f/Bastille 7 JUICE WRLD Lucid Dreams 8 NF Lie 9 BENNY BLANCO, HALSEY & KHALID Eastside 10 ARIANA GRANDE Breathin 11 BEBE REXHA I’m A Mess 12 IMAGINE DRAGONS Natural 13 SELENA GOMEZ Back To You 14 PANIC! AT THE DISCO High Hopes 15 BAZZI Beautiful f/Camila Cabello 16 LOVELYTHEBAND Broken 17 SHAWN MENDES & ZEDD Lost In Japan (Remix) 18 HALSEY Without Me 19 BRYCE VINE Drew Barrymore 20 TIESTO & DZEKO Jackie Chan f/Preme/PostMalone 21 CALVIN HARRIS & SAM SMITH Promises 22 DJ KHALED/BIEBER/CHANCE/QUAVO No Brainer 23 SILK CITY F/DIPLO/MARK RONSON Electricity 24 TYGA Taste f/Offset 25 POST MALONE & SWAE LEE Sunflower 26 CAMILA CABELLO Consequences 27 LSD (LABRINTH/SIA/DIPLO) Thunderclouds 28 TRAVIS SCOTT Sicko Mode 29 DRAKE Don’t Matter To Me f/M Jackson 30 DRAKE In My Feelings 31 LADY GAGA & BRADLEY COOPER Shallow 32 THE CHAINSMOKERS F/K BALLERINI This Feeling 33 DEAN LEWIS Be Alright 34 ALESSIA CARA Trust My Lonely 35 LOUD LUXURY Body f/Brando 36 KHALID Better 37 DAN + SHAY Tequila 38 TWENTY ONE PILOTS My Blood 39 MIKE POSNER Song About You 40 KANYE WEST & LIL PUMP I Love It 41 DJ SNAKE/SELENA/OZUNA/CARDI B Taki Taki 42 WHY DON’T WE 8 Letters 43 KIM PETRAS Heart To Break 44 AJ MITCHELL Girls 45 GRYFFIN Tie Me Down f/Elley Duhe 46 YG F/2 CHAINZ, BIG SEAN, NICKI Big Bank 47 DILLON FRANCIS White Boi f/Lao Ra 48 LAUV There’s No Way f/JuliaMichaels 49 DAVID GUETTA Don’t Leave Me Alone 50 BAD BUNNY MIA f/Drake Urban 1 TRAVIS SCOTT Sicko Mode 2 ELLA MAI Trip 3 CARDI B Ring 4 LIL DUVAL Smile B*tch f/Snoop & B.Greezy 5 YG F/2 CHAINZ, BIG SEAN, NICKI Big Bank 6 DRAKE Nonstop 7 MEEK MILL Dangerous f/Jeremih, PnB Rock 8 LIL BABY Yes Indeed f/Drake 9 GUCCI MANE/BRUNO/KODAK Wake Up In The Sky 10 TORY LANEZ & RICH THE KID Talk To Me 11 LIL WAYNE Uproar 12 SHECK WES Mo Bamba 13 QUAVO WORKINME 14 TYGA Taste f/Offset 15 FLIPP DINERO Leave Me Alone 16 BRI STEVES Jealousy
17 LIL BABY & GUNNA Drip Too Hard 18 JUICE WRLD Lucid Dreams 19 YOUNG THUG Chanel (Go Get It) f/Gunna... 20 G HERBO (AKA LIL HERB) Swervo f/Southside 21 6IX9INE FeFe f/Nicki Minaj 22 CITY GIRLS Where The Bag At? 23 SHY GLIZZY Do You Understand f/T.Lz/Gunna 24 QUEEN NAIJA Karma 25 COCA VANGO Sauce All On Me 26 JACQUEES You 27 H.E.R. Could’ve Been f/Bryson Tiller 28 YUNG BLEU Ice On My Baby 29 SAWEETIE X LONDON Up Now f/G-Eazy & Rich The Kid 30 KODAK BLACK Zeze f/Travis Scott & Offset 31 JAY ROCK Tap Out f/Jeremih 32 DANILEIGH Lil BeBe 33 MADEINTYO Ned Flanders f/A$AP Ferg 34 TEYANA TAYLOR Gonna Love Me 35 DRAKE In My Feelings 36 CARDI B Money 37 YOUNG DOLPH Major f/Key Glock 38 VIC MENSA Reverse f/G-Eazy 39 KANYE WEST & LIL PUMP I Love It 40 DANIEL CAESAR & H.E.R. Best Part 41 DRAKE Don’t Matter To Me f/M Jackson 42 AGNEZ MO Overdose f/Chris Brown 43 FRENCH MONTANA No Stylist f/Drake 44 Q MONEY Neat 45 ANDERSON .PAAK Tints f/Kendrick Lamar 46 LIGHTSKINKEISHA & BSMYTH Ride Good 47 YELLA BEEZY Up 1 48 GAME DTF f/YG, Ty Dolla $ign... 49 T.I. The Weekend f/Young Thug 50 JAZZ CARTIER Right Now f/Ktoe Adult Contempory 1 TAYLOR SWIFT Delicate 2 MAROON 5 Girls Like You f/Cardi B 3 ZEDD/MAREN MORRIS/GREY The Middle 4 ED SHEERAN Perfect 5 MAX Lights Down Low f/Gnash 6 BEBE REXHA Meant To Be f/F.G.L. 7 CAMILA CABELLO Never Be The Same 8 SHAWN MENDES In My Blood 9 LAUV I Like Me Better 10 BACKSTREET BOYS Don’t Go Breaking My Heart 11 PAUL MCCARTNEY Come On To Me 12 LUKAS GRAHAM Love Someone 13 JOSH GROBAN Granted 14 MARIAH CAREY With You 15 TRAIN Call Me Sir f/Cam/Travie McCoy 16 SELENA GOMEZ Back To You 17 LOVELYTHEBAND Broken 18 LADY GAGA & BRADLEY COOPER Shallow 19 STEVE PERRY No Erasin’ 20 ROD STEWART Didn’t I 21 JASON MRAZ Have It All 22 ARIANA GRANDE No Tears Left To Cry 23 WEEZER Africa 24 GREGORY DARLING Send Me A Message 25 MICHAEL W. SMITH A Million Lights 26 5 SECONDS OF SUMMER Youngblood 27 IMAGINE DRAGONS Natural 28 AVRIL LAVIGNE Head Above Water 29 FOR KING & COUNTRY Joy 30 BRANDI CARLILE Party Of One f/Sam Smith 31 DAN + SHAY Tequila 32 STEVE PERRY No More Cryin’ 33 JORDAN SMITH Only Love
34 WALK THE MOON One Foot 35 CHEAT CODES No Promises f/Demi Lovato 36 CHARLIE PUTH The Way I Am 37 ANDRA DAY Rise Up 38 LOUIS YORK Slow Motion 39 PANIC! AT THE DISCO High Hopes 40 ONEREPUBLIC Connection 41 LAUREN DAIGLE You Say 42 HAILEE STEINFELD & GREY Starving f/Zedd 43 LOGIC 1-800-273-8255 f/A.Cara/Khalid 44 STEVE PERRY We’re Still Here 45 RIHANNA Sledgehammer 46 SELENA GOMEZ Good For You f/A$AP Rocky 47 SIA The Greatest f/Kendrick Lamar 48 WILLIAM PRINCE Breathless 49 MARSHMELLO Happier f/Bastille 50 CHARLIE PUTH Done For Me f/Kehlani Country 1 LUKE COMBS She Got The Best Of Me 2 CHRIS YOUNG Hangin’ On 3 JIMMIE ALLEN Best Shot 4 MAREN MORRIS Rich 5 KANE BROWN Lose It 6 CHRIS JANSON Drunk Girl 7 MITCHELL TENPENNY Drunk Me 8 GARTH BROOKS All Day Long 9 DAN + SHAY Speechless 10 BLAKE SHELTON Turnin’ Me On 11 COLE SWINDELL Break Up In The End 12 KIP MOORE Last Shot 13 ERIC CHURCH Desperate Man 14 SUGARLAND Babe f/Taylor Swift 15 DIERKS BENTLEY Burning Man f/Brothers Osborne 16 FLORIDA GEORGIA LINE Simple 17 DUSTIN LYNCH Good Girl 18 MIDLAND Burn Out 19 CHRIS STAPLETON Millionaire 20 THOMAS RHETT Sixteen 21 JORDAN DAVIS Take It From Me 22 SCOTTY MCCREERY This Is It 23 JAKE OWEN Down To The Honkytonk 24 RILEY GREEN There Was This Girl 25 TIM MCGRAW Neon Church 26 JASON ALDEAN Girl Like You 27 KENNY CHESNEY Better Boat f/Mindy Smith 28 TYLER RICH The Difference 29 MICHAEL RAY One That Got Away 30 JON PARDI Night Shift 31 KEITH URBAN Never Comin Down 32 LUKE BRYAN What Makes You Country 33 CODY JOHNSON On My Way To You 34 CARRIE UNDERWOOD Love Wins 35 TRAVIS DENNING David Ashley Parker From... 36 ELI YOUNG BAND Love Ain’t 37 GRANGER SMITH You’re In It 38 BRETT YOUNG Here Tonight 39 RODNEY ATKINS Caught Up In The Country 40 DANIELLE BRADBERY Goodbye Summer w/Thomas Rhett 41 BRETT ELDREDGE Love Someone 42 CHASE RICE Eyes On You 43 OLD DOMINION Make It Sweet 44 RANDY HOUSER What Whiskey Does f/H. Lindsey 45 LOCASH Feels Like A Party 46 CARLY PEARCE Hide The Wine 47 RASCAL FLATTS Back To Life 48 BRANDON LAY Yada Yada Yada 49 CARLTON ANDERSON Drop Everything 50 MADDIE & TAE Friends Don’t
PAGE 16 • Disc Jockey News • NOVEMBER 2018