Disc Jockey News June 2019 • Issue #150
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PAGE 2 • Disc Jockey News • June 2019
Fresh Blood By Mike Walter
We’re in that time of year when I’ve been hiring new assistants, lighting techs and photo booth operators because the business picks up so much and the staff, which has had some attrition throughout the winter, is in need of replenishment. I won’t lie, hiring can be a frustrating endeavor. But when it works out, it’s also incredibly motivating and gets me charged up for the future. I named this article “Fresh Blood” because that’s how I see it when a prospect comes in with a ton of talent and potential. I think Fresh Blood in any company is essential for growth, so if you’re not always bringing in new faces, let me encourage you to start. Last month I placed my usual Craigslist ad and as always, received a fair amount of responses. I’d estimate I got about 30 inquiries and wound up meeting with about 20 people. Of those, some weren’t interested once they got more information, while others didn’t excite me enough to get them started. But a handful did, specifically one young man named Martin. Martin left my office after the interview (and me assigning him to his first job), and I overheard him calling someone on his cell, saying, “I got the job!” I’m not a fan of eavesdropping, but I have to admit that it made my day.
What I always do with new recruits is put them on their first job as an extra person. If it’s a two DJ package, they’ll be the third person. If it’s a solo job, they’ll be there as an assistant that the client gets for free. I do this because I have found that some newbies, even after getting hired and going through a quick training, don’t show. I had this happen with one of the few newbies I was hoping to get started. The kid seemed excited about the job and picked up the basics in training. He even confirmed the event the day before when I texted him to make sure he had the proper attire and directions to the location. Then the day came, and he ghosted. No call or email and no reply to my “Hope everything’s ok” text. That’s why I admit this hiring thing can be frustrating! But let’s not focus on the negatives. Let’s focus on the positives. I’ve had three new DJs get started with me in the last few weeks, and I think each has potential to stick around and eventually make it to MC status with Elite. This includes Martin, who was so good at his debut gig with me that I sent the veteran assistant home in the last hour and finished the job with him. When I texted him the next day about getting some future events, he replied: “Can’t Wait!!!” And I can’t either. When a kid demonstrates potential, I just get all giddy inside thinking about how bright the future looks (for both of us). I don’t currently need any new MCs. In fact, if I were analyzing Elite Entertainment as a hired consultant, I’d look at the staff and the number of events we are doing and tell the owner to focus on
Instagram CAN Be Your Friend By Tamara Sims
June is bustin’ out all over...and it’s time to bust out some tips on how to step up your social media game! I am not a millennial; in fact, I didn’t even grow up with a computer, cable television, or a cell phone. We had a television set with only 6 channels (can you imagine!), a rotary telephone and a Polaroid camera. My old fashioned self often struggles with social media, especially Instagram. I know I am not alone! I recently attended a Knot Webinar addressing this very topic, and one of the questions was: “Do I really need to be on social media?” Sadly for me...the answer was “Yes.” But why? Well, apparently, 200 million people visit Instagram each day, and 70% of users are under 35 years old, which translates to our target demographic of brides and grooms and engaged couples. So, I get it. Instagram is another reference couples use when selecting vendors, and it is important to be an active participant to keep up with the times, connect with others, and increase business. So if you are just starting to use Ins-
tagram, I found these tips to be extremely helpful: Your photos and the message should reflect your brand and your voice. Schedule 1-2 hours per week for Social Media with a goal of posting 2-5 times per week. Take a look at the last 9 photos on your feed. Do they embody your brand? If not, find some new photos and get posting! When sharing photos, be sure to tag your company, your vendor team (venue, photographer, florist, etc.) and your brides and grooms. This makes it eas-
marketing rather than finding new talent. We’ll probably turn away work on only three or four days this year, and we often have a number of DJs available even a month before any given date. So why would I ever be scouring for new talent? Good question. Here are my three answers: First, as I said, this Fresh Blood is initially just filling our assistant slots. So I can always use an extra warm body
or two on our busiest of days. Even if none of these new hires go on to MC for us, they’ll have helped us through another wedding season. Also, I’ve found through the years that the best way to avoid complacency on your roster is always to be bringing in new talent. No one has had the chance to work with any of these three new guys yet. But when they do, they’ll be reminded that I’m always looking to improve the talent at Elite. And while I respect loyalty and longevity, I also have no tolerance for insouciance. I’ve let DJs go because they just don’t go the extra yard anymore and my DJs respect
that. Seeing fresh blood, especially someone who could possibly replace you down the road is a good reminder to keep working hard. And finally, I’ve learned this through experience, no matter how set you think your staff is, every day there is potential for turnover. I just had a veteran give me his notice recently, so I’m keenly aware of this. His day job has taken off so not only is he busier than ever (making working weekends that much harder, especially with a wife and two young children at home) but he’s making more money than ever which means his DJing income is less vital than it was a few years ago. While it breaks my heart to lose any great DJ, I respect the fact that this guy is doing it the right way (i.e., finishing all his jobs) and that he told me this before it blew up in our faces. Some people will continue to try to juggle both jobs until something breaks, and eventually, it’s an event that gets ruined. So always having someone in the pipeline is essential for unforeseen changes in the roster. If you haven’t placed an ad looking for new talent recently, I encourage you to do it soon. Even if you have no need for an extra person, throw the net out there and see what you catch. If you come up empty, no harm, no foul. But if the next great DJ walks through your door, trust me, you’ll find a way to fit them onto your staff. And if not, send them my way. I’m always looking for Fresh Blood! 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.
ier for potential clients to find you and keeps you connected to fellow wedding professionals. Don’t be afraid of Hashtags. Use specific hashtags in your post that aren’t too broad (#weddings is probably not going to get you any business). But #clevelandweddingdj is much narrower of scope and will be easier for couples to find you. The days of using 20-30 Hashtags are no longer necessary, 1-5 per post is just fine. Engage with other vendors when they mention you on Instagram. Teamwork is key in our industry! Another wonderful feature on Instagram is the “stories.” You can post 15-second photos and videos that last 24 hours. I enjoy watching other wedding
vendors stories, but I have yet to try my own. It is on my list of goals this summer...perhaps some “behind the scenes” videos at one of our weddings. Who knows, but the possibilities are endless. Have Fun and Happy posting! 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.
June 2019 In This Issue:
Page 2: Mike Walter Page 2: Tamara Sims Page 4: Mitch Taylor Page 4: Rachel Lynch Page 5: Alan Berg
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Page 6: Ron Ruth Page 7: Harvey Mackay Page 8: Jim Collins Page 8: Brian Kelm Page 9: Jeffrey Gitomer
Deadlines: Advertisement deadlines are the 20th of the month. The publication is distributed on the 1st of every month. Subscriptions: Subscriptions to the Disc Jockey News are only available for DJNTV Insiders with a monthly or annual membership package. Canadian subscriptions will start January of 2020. Subscribe online at: http://www.djntvinsider.com Advertising: Our ad takers have no authority to bind this newspaper and only publication
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Disc Jockey News • June 2019 • Page 3
PAGE 4 • Disc Jockey News • June 2019
3 Ways To Cut To Grow Your Business By Mitch Taylor
I was coaching a fellow DJ the other day regarding his sales emails, and he asked me, “How do you know what to cut?” I’ve heard other great suggestions in the past from The Perfect Host, Jim Cerone stating to take out all of your “I’s” and “me’s” and “my’s.” Alan Berg has also suggested in the past (and I recommend this as well) that you end your correspondence with your client (wherever you have the conversation, email, messenger, text, etc.) with a question. These are both great suggestions; however, I would recommend that we go a little deeper. I would encourage you to get to the heart of the matter and find out what’s truly important to them. One question I like to begin with is, “What are you going to remember most about your
event?” This is a simple question that leads to a conversation, yet also positions the event in regards to its outcome. You begin to find out what’s important to your client, and maybe you can help either with the event or by sometimes even referring her to someone else that may be able to serve them best. That’s from the email standpoint and communication with your client, now let’s move on to another area you can cut. I just went through a move from a house I lived in for over 15 years to a new home, and it’s amazing HOW MUCH stuff piles up. Before my wife and I moved our family, we went through and PURGED. A. TON. OF. stuff...yeah stuff...that’s what I meant to say. :) What about from your overall business standpoint, how do you know what to cut? Walk into your warehouse. If you find a piece of gear that hasn’t gone out in a while and made you money, sell it. I find many DJ are people in business, frankly, doesn’t matter if you’re a DJ or not. But they buy things, especially DJ, they love toys. So a company will put out a special and oh, I gotta have it, I gotta have it, oh, you run and buy
it, you know, use it for a year, and you just wasted your money. Are you better off putting that money into actual, you know, education, something that might spark your brain? Something that might actually, you know, move you forward? Or you’re better off putting that money into a vacation for your family? Are you better off putting that money into, you know, a fund for your son or daughter for the future for them? It doesn’t have to be college could be but doesn’t have to be? If you find someone not pulling their own weight, re-evaluate their position, job performance, and have a sit down with them to see how you can help them succeed in their position. Always put the mirror on yourself FIRST in this situation and ask how you could assist them in making them more successful. Maybe you can, maybe you can’t, but at least you know you did all you could to help them be vital in their role in your company. What are you doing to cut things from your business that maybe aren’t making you money or that maybe aren’t bringing you fulfillment? Finally, how do you know what to cut out of your life? I would encourage
you to examine this very carefully. Be pensive about it when you think about what is actually bringing you enjoyment, fulfillment, and what is actually moving you forward. Be careful whom or what you cut out of your life. Find ways only to involve those that help you move forward. Sometimes it may be a close friend you have to cut out of your life that has shown their true colors of not being a true friend, maybe it’s a family member. Those are hard choices, but you have to make the hard decisions to decide what makes you happy and what moves you forward. I hope these 3 ways to cut to grow your business help you in some way. I know they have made an impact in my life. 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.
Marketing Mishaps DJs Need to Stop By Rachel Lynch
“We don’t have a choice on whether we do social media; the question is how well we do it.” - Erik Qualman. The truth is if you aren’t visible on popular social platforms, you don’t exist. In this saturated market of DJs and entertainers, personality and branding are what separates those who are successful versus those who are passed over without a second glance. Gone are the days of just maintaining a great website. Right now, every DJ and business owner needs an online marketing strategy that connects them to a target audience with authenticity and genuine engagement. Even with billions of users on social media, it is not uncommon to hear that marketing efforts aren’t as effective as they used to be. In fact, the cards (and algorithms) are stacked against you. While there is no one size fits all strategy, there are two things you should be doing right now to gain traction in this competitive social arena. Tip 1: Stop selling. Sounds crazy, but one of the biggest mistakes I see with online marketing strategies is people trying to self-promote and sell. When was the last time you went on to Facebook or Pinterest to buy something? Probably never. So why are we trying to sell to everyone else on these platforms? Facebook, Instagram, Pinterest, etc. are not Google and shouldn’t be treated as such. Social Media, at its core, is about brand awareness. That means getting people to know you, like you, trust you and ultimately want to buy/hire you. There should be an 80/20 balance
with everything you post. 80 percent should educate, entertain, or inform while the other 20 percent should focus on the “sell.” Social media is about building relationships. Current algorithms reward those who engage these relationships. The take away here is to use social media to capture interest in you and then use other methods to lock in the sale. Younger generations are smarter and more sensitive to lame sales tactics, so stop selling to people who don’t want to be sold to, or you’ll be treated like the “skip ad” button YouTube. Tip 2: Stop being boring. It all boils down to creating compelling content. To give your promotional posts the best chance of being seen, you need to do more than post a plea to hire you for their graduation party or visit your website. While videos and pictures will give you the best chance possible for engagement, there is more to social marketing than posting a photo of your new DJ controller or creating a “commercial” with footage from your last wedding. Every time you post, you should ask yourself, “Will my audience find this interesting enough to interact with it, even if they don’t want to hire me?” Remember, Facebook’s algorithm is designed to penalize posts that push sales too hard and are considered boring to its users. Before you post anything, ask yourself, does this post engage, entertain, or educate? If the answer is no, revisit the drawing board. Not sure what to post? Become a social listener. Find out what your audience wants to know. What do they want to experience? What challenges are they facing? What are your competitors saying? What are people posting about? What’s going on in pop culture? Look for valuable insights to help generate content. Have fun. Be you. Take reasonable risks. Your audience is coming to social media to unwind, laugh, learn, and
connect, so give them what they want. Engaging in authentic “meaningful interactions” will build a sustainable brand that people will love and ultimately lead to hiring you over someone else.
You can find Rachel’s articles each month on the Promo Only newsletter. You can sign up at http://www.promoonly.com to catch it each month! Rachel Lynch can be reached at rachellynch@discjockeynews.com.
Disc Jockey News • June 2019 • Page 5
When Is A Ghost, Not Really A Ghost? By Alan Berg
If there’s one word that keeps coming up these days, it’s ‘ghosting.’ It’s when someone reaches out to you, either through your website, through an online profile (like The Knot or We d d i n g Wire), or even through social media, and then when you reply, they seem to disappear. From my experience working with wedding and event pros, like you, there are many reasons why this might be happening. Some of them are easier to explain than others. Some of them are self-inflicted issues (yes, every so often we need to look in the mirror to find the problem). Here are 9 possible explanations for why you might be getting ghosted, and what to do about them: 1) You gave them what they think they need If your initial reply has a lot of information, possibly an attachment with pricing or many links, they may think they have everything they need, for now, and there’s no need for them to reply. You want to have a conversation with them. Your price list is not going to close the sale. Your brochure is not going to close the sale. And, if you sent them a PDF, it probably isn’t a good user experience on mobile. Yes, it opens. But most PDFs are made for
full-size pages, some even double pages. Squeeze that down to a phone screen, and they’re very hard to read. 2) You didn’t ask them a question If you’ve been reading my articles, listening to my presentations or reading my books, you know that I suggest you end each message with one question, the same as you would in-person or on the phone. When you ask a question, you wait for an answer, you don’t keep talking. What’s been working really well for my clients is to start with low-commitment questions (details about their wedding or event they haven’t yet provided) before ramping up to higher-commitment actions… which leads us to: 3) You asked for a call or meeting in your first reply Unless they requested a phone call or in-person meeting, asking for one right away is one of the top reasons I see for getting ghosted. If they had wanted to talk on the phone, they would have called you. If they had wanted to meet with you, in-person, they would have asked for that. It doesn’t mean they won’t have a call or meeting, you just shouldn’t push for it without first giving them some information using the communication method they’ve first used. 4) You did ask a question, but you buried it When you’re speaking with someone in person, or on the phone, you wouldn’t ask a question and then keep talking (I hope). So why is it that in
emails and other digital communication so many people ask a question and then, they continue writing? Your one, lowcommitment question should be the last thing, in its own paragraph, so they see it. The only thing after that should be your name and signature (which should also be mobile-friendly). Keep in mind that any images in your email signature may be converted to attachments when using messaging services (like those
on The Knot and WeddingWire). Also, links may turn into plain text. 5) You sent them away Take a good look at your replies and look for links to other sites. Do you suggest they look at your social media, YouTube channel, reviews, or any other places that aren’t on your website? I don’t think you should be sending them anywhere. Just have a conversation with them. Actually, you’re continuing the conversation they’ve already started. Which leads us to: 6) You created a dead-end if your message ends with “Please feel free to….”, “Let me know…” or “I look forward to…”, you’re creating a dead end. Unless you’ve arranged for a next step (a call, meeting, or made the sale), there should always be a question or next step. If they want to think about the information you sent, then ask “When were you looking to make your final decision on (your service)?” or “What other questions can I answer for you now?” 7) You gave up too soon While it makes perfect sense that if you reply quickly, with a short response and ask a question, they should get back to you, quickly, there are times when it doesn’t happen. Yes, you may have followed all of the steps I’ve outlined here, and in my books and presentations, and you still don’t get a reply. There are a few possible explanations, but it’s often that life got in the way. Maybe they just got engaged and sent out inquiries to many different services, not realizing that they need to secure some before others. Maybe they or someone in their family took ill. Maybe their boss admonished them for planning their wedding or event from work. Many people have told me that
they’re having success by being persistent. An officiant who recently attended my Mastermind Day in Charlotte wrote to me to say that she had two couples who didn’t reply until her 6th message! Both apologized for their late reply saying: “I just finished my semester and trying to plan a wedding and study for finals was just too much for me!” and “I had several messages not showing as new in my inbox!”, which leads us to: 8) Your messages aren’t making it to their inbox Maybe your messages just aren’t getting through to them. Spam filters, promotion folders (like in Google) and internet gremlins can prevent your messages from making it to their intended recipients. My wife has had the same Yahoo email for years, and I’ve been sending her emails from my Alan@AlanBerg.com address for years. Lately, many of my emails to her have gone to her spam folder, despite the history and despite me being in her favorites and contacts. When I email my accountant, my emails go to his spam folder. I need to use my Gmail address to make it through. You need to try at least two different methods if you haven’t heard back after your second attempt. 9) They’ve booked someone else While you may have done everything right, they still might have reached out to you, and other wedding/event pros, and still booked someone else, yes, without even giving you the courtesy of a reply. Whether it’s lack of common courtesy, or they got a great referral from a friend, relative or co-worker and just went with them instead, it’s going to happen. I’m not here to defend it, and I certainly can’t explain it, so if you’ve done your due-diligence (and that’s not only one or two tries and giving up), there comes a time when you have to walk away, knowing you make a valiant effort. So, there you have it. While this is by no means every possible reason why you’re being ghosted, there are many tweaks that you can try to help you get more of them to reply. Remember, if you always do what you’ve always done, you’ll always get what you’ve always gotten! Try a different approach and see what happens. Alan Berg has been called “North America’s Leading Expert and Speaker on the Business of Weddings and Events”. Find out more about his speaking, website reviews, consulting, books, DVDs and audio presentations at http://www.AlanBerg.com - email or call Alan, 732.422.6362
PAGE 6 • Disc Jockey News • June 2019
Words Matter. Watch What You Say! By Ron Ruth
Andrea Gardner is an author, online copy specialist, and self-development speaker who may be best known for her YouTube video “The Power Of Words.” In that video, you see a blind man sitting on the sidewalk of a busy business district with a tin can and cardboard sign by his side that reads “I’m blind. Please help.” Most of the people in the area are oblivious to his presence, but a few who walk by him drop a coin or two in his direction. Along comes a woman dressed in what appears to be executive attire who walks right past the man before she suddenly stops, backtracks and picks up his sign and with a marker, writes something on the back. While she’s writing, the man reaches out and touches her shoes. When she finishes, she returns the sign next to him and walks away. Whatever she’s written on that piece of cardboard is now facing passers-bys. As more pedestrians walk up and down the sidewalk where the blind man sits, he begins to realize a measurable increase in generosity as more and more people stop to drop coins in his tin can. In the last few seconds of the less than 2-minute video, the woman who had rewritten his sign returns to see how he’s doing. He reaches out again to touch her shoes and remembers that she had been there before. In the only spoken words of the video, he asks, “What did you do to my sign?” To
which the young lady responds, “I wrote the same but with different words.” And, as she walks away again, the camera pans to the sign that reads, “It’s a beautiful day, and I can’t see it.” The end credit follows with the wording “Change Your Words. Change Your World.” The video is not only emotionally powerful, but the title and the theme is also a reminder that the words we use in our businesses really do have power. Our words often paint an appealing picture that influences customers to make use of our products or services. Words have meaning. Properly chosen words can create a sense of security, trust, and comfort. There is power behind the words we use. But, above all, choosing the right words and/ or key phrases in your interactions can make a difference in influencing how your customers act, feel, and sometimes think. Plus, the right words can be the defining difference between a poor customer experience and one that is extraordinary. As an example, Disney refers to its theme park employees as “cast members” because they aren’t just hired for a job; they play a role in the “show.” Disney also refers to “customers” as “guests.” That choice of words, “cast member” & “guest,” also changes the traditional dynamic of employee/customer relationships and interactions. According to the article “People Management Lessons From Disney,” published by the Disney Institute, “Disney uses its unique corporate culture to unite all workers in a common goal: to help the guest. Walt once said, ‘I tell the security police that they are never to consider themselves cops. They are there to help people. The visitors are our guests. Once you get the policy going, it grows.’ “Just as cast members are performing their
job of helping guests by playing a role, customers who are referred to and treated as guests behave differently, as well. As a frequent guest at Walt Disney World, I can personally attest that the terminology has a positive effect on my attitude, behavior, and experience. Each time my wife and I visit. As a business owner, it’s easy to believe that you always choose your words wisely in your interactions with your customers. Even though you may be using words and phrases that you believe are generally accepted as meaning one thing, they may be interpreted as an entirely different meaning to the reader or listener. Your choice of words can either enchant or annoy, creating a positive or adverse effect on the relationship you want your customers to experience. According to one study, nearly 70% of customers quit doing business with a company because they felt they were treated rudely or with indifference. In many cases, those responsible for making the customer feel unappreciated were probably unaware of the adverse impact of their words and tone. Even though you may carefully review every piece of information you present to your customers, you may be overlooking phrases and words that can potentially---and unintentionally--leave them feeling unimportant and unhappy. Sadly, most customers aren’t going to tell you that they were offended or bothered by what was said. They’ll simply look for another service provider that provides a better experience. In the book “Words Can Change Your Brain,” researchers Andrew Newberg and Mark Robert Waldman, found that positive wording can actually change the way we see reality. Simply by using positive words, you can make your customers (and
yourself) feel more positive. Adding more positive power words to your interactions with your customers can make a huge difference in the outcome of their experience. As Mark Twain said, “The difference between the right word and the almost right word is the difference between lightning and the lightning bug.” Careful selection of the proper words will help you enlighten customers and avoid unexpected jolts. If you truly wish to “Change Your Words, Change Your World,” here are a few commonly used words that need your attention. “No problem” – We love it when our customers show their appreciation and gratitude for something special we’ve done on their behalf. You might even reply with “No problem.” Seems like a rather innocuous response, right? But, to a customer’s ears, it can come across as dismissive and unappreciated. It could also sound like it was a problem for you to deal with it. When a customer rewards you with a thank you, they deserve to hear “you’re welcome” or “my pleasure” or “happy to do it” or “I’m always happy to be of assistance.” These words let your customer know that you look forward to lending a helping hand when needed and are always available to do so. “But” – “But” can be easily misconstrued as argumentative and as totally discounting your customer’s input. By interjecting the word “but” you effectively negate everything said before it. Instead of “but,” respond with “and.” “That’s a great idea and if ….” Now offer an idea to make their idea even better. Better than they imagined. In other words, don’t Ron Ruth Continued On Page 10
Being Too Tough On Yourself
Disc Jockey News • June 2019 • Page 7
By Harvey Mackay
We all try to do our best, at least most of the time. And when we don’t succeed, often we are our own harshest critics. But if you never give yourself a break, even doing your best is never going to be good enough. The inner dialogue that’s going on can make it seem like your standards are impossibly high, and that you just aren’t cut out for success. Don’t get me wrong; demanding excellence of yourself and your performance at work are admirable goals. But we all mess up occasionally, despite the best of intentions. How you respond is what determines whether you can figure out what happened and move on, or put yourself in a negative downward spiral and surrender to failure. Six helpful questions from Ruth and Gary Namie in “The Bully at Work: What You Can Do to Stop the Hurt and Reclaim Your Dignity on the Job,” can help you assess how you handle missteps at work. When you make an error or an oversight at work, do you criticize yourself harshly? Before important meetings, job interviews, or work assignments, are your thoughts negative – do you focus on all that might go wrong? When you are running late, do you bombard yourself with harsh criticism, even before anyone else notices you are late? Do you worry you will be found out and others will discover you’re not really able to do what is expected of you? Do you lie awake criticizing yourself for anything that went wrong during the day, even though you didn’t have much control over what happened? Have you ever said or thought to yourself that you are your own worst enemy? The Namies say that if you answer yes to even just one of these questions, then your inner critique is in overdrive. An article in “Psychology Today” suggests that low self-esteem is a natural result of overactive self-criticism. That leads to a variety of problems that usually result in failure: you stop taking risks to avoid making mistakes; you don’t express opinions in case you say something stupid or boring, and you compare yourself to others and are never satisfied with your achievements. Then larger issues surface: you stop asking for help; you think about hurting yourself; you get defensive, and you can’t forgive yourself or others. If you see yourself in any of these characteristics, you need to take action to reverse the negativity. Don’t waste one more minute demeaning your worth. Remind yourself that you have plenty of valuable qualities that others depend on. Forgive yourself for mistakes, repeating, “If I knew then what I know now, I would have taken a different approach.”
List your accomplishments and refer to that list when you feel a pity party coming on. Take a break! A change of scenery can do wonders to lift your mood. Tell your negative inner voice you aren’t going to listen anymore. Turn self-criticism around to self-correction. Repeating a proactive message, like “we often learn as much from our failures as our successes,” is a great place to start. A teacher challenged his class, “Raise your hand if you would like this $20 bill.” Predictably, all hands went up in the air. He crumpled the cash into a little ball. “How about now? Who still wants it?” All the hands stayed up.
Next, he dropped the crumpled bill into a cup of coffee. “Any takers?” Not a hand went down. The teacher fished the $20 bill out of the cup, dried it off, then dropped it on the floor and stepped on it. “Does anyone want this dirty old thing?” The students waved their hands wildly. “But why?” the teacher asked. “Because it’s $20!” one student shouted out. “That’s correct,” the teacher replied. “This bill retains its value even though it’s been put through all sorts of situations. That’s what I want each of you to remember. “The circumstances you find your-
selves in, the obstacles you overcome, and the failures you endure cannot diminish your value. Always remember how special you are, and hold your head high so others will also recognize your value.” Mackay’s Moral: Life is full of ups and downs. The trick is to keep getting up when you are down. 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 • June 2019
Vendor Communications By Jim Collins
It is the Monday before a wedding that you are DJing this Saturday. You have no idea how long the photographer is contracted to work the wedding, who the day of maître d’ is that you are working with. You aren’t even sure if the videographer has their own adapters for their gear, or where you will set up upon arrival. You have not spoken to the JP to ask what the last words will be that he or she will say, in order to cue up the recessional song. You have spent countless hours preparing for your couple’s special day and are in a panic now trying to find out these last minute details. You load into the venue and almost break your back lifting subs and your gear upstairs when all along there is another loading area in back on the same level. During the ceremony, the officiant asked the guests to rise for the bride. The guests remaining standing during the entire ceremony. The photographer didn’t bring the wide lens for that awesome group photo you talked about in your last planning visit with the bride and groom. The videographer and/or photographer decides to take the couple outside right at the start of dancing, 20 minutes go by, and STILL no photographer/videographer or bride and groom! At Collins Entertainment, we have developed a way to better communicate with our vendor teams and as a result, have built lasting relationships with them. It
just makes sense to reach out to vendors to ensure that everyone is in the loop. It also sets your events up for success! Here is how we approach communication with vendors. Three weeks before the couple’s wedding and after the last planning meeting, we send emails to vendors with specific questions. Here’s how the emails are worded: For the JP Hello, (JP’s name)! This is the opening for all vendor emails: I hope this email finds you well. I am the DJ working (couple’s name) on (wedding date). I have some questions that I am hoping you can answer for me. 1) Will you be making an announcement before the processional or after the recessional? 2.) Will you be reading from a binder? I attach a small mic to your binder if so, and it clips on to the top of the binder. It’s an omnidirectional mic which means it picks up all the sound around it for you, the bride and groom and any readers. 3.) What is the last sentence you will say before I play the recessional song? 4.) If there are readers, please give them your binder that the mic is attached to so they can be heard clearly. Usually, they stand between the bride and groom for their reading. You may, or the bride and groom may not want this, so it’s important to review during the rehearsal dinner. As long as they are holding the binder when they read, they will be heard on the microphone that is attached to the binder. 5.) If you have or haven’t officiated a wedding before, I always like to offer tips through my experience of what can help set the ceremony up for success. Once it is time for the bride’s entrance, ask guests to please rise. Don’t forget to ask guests to be
seated when it is time. 6.) Do you have the ceremony program to send me before the wedding or could you give us a copy once you arrive before the ceremony? Any information that you want to discuss that would help us or tips to share? Always appreciated! :) If you have any questions feel free to call me at (your number. We look forward to working with you to help make their day an amazing success! Thank you for your continued referrals and have a great day! For the photographer: Hello, ! (Opening paragraph from above example) Do you have a Facebook page that we can like and instagram we can follow? (Thanks to Dave Ternier for that awesome idea) Will you be alone or have a second photographer? What is their name? :) Would you like me to instruct toasters to stand alongside the bride and groom at the sweetheart table for toasts? 4.) At the end of the cocktail hour, I have plenty of room for you to drop your gear that is out of sight to guests if that helps? It’s also a good time to quickly review together what door the wedding party will enter for introductions and where the wedding party will line up on the dance floor so you can get the perfect shots! 5.) I rarely have time to eat at events because often times, we get served last and right before cake cutting and parent dances happen. That being said, please just give me a heads-up about leaving the room to eat and roughly how much time you need so I’m not bugging you! I will only come to get you if the bride and groom are asking to start those dances. I have nightmares about missing important moments and don’t want you to think of us as one of those companies! :) 6.) I try to coordinate a group photo with everyone on the dance floor before opening up the dance floor. Are you cool with that and will you have a wide lens that you could bring? No worries if not, just let
me know and I won’t coordinate it if it doesn’t work. 7.) Will you be taking the bride and groom away from the reception at any point? If so, when are you thinking and roughly how long will you need? That way if you do, I can keep the dance floor hopping and plan a set of songs based on that. 8.) Lastly, how does the timeline below work for you and do you have any questions or helpful tips for me? If you have any questions feel free to call me at (number). We look forward to working with you to help make their day an amazing success! Thank you for your continued referrals and have a great day! Videographer: (Same questions we use for the photographer with the additional question below) Will you need to plug into our system for toasts or vows for the ceremony? If so, please bring your own RCA or other adapters to do so. You can either plug into our separate channel on our system or directly into our speaker for the ceremony and reception. Venue: (Same openings paragraph from the first example) I have questions regarding arrival and setup. 1) Who will be the point of contact on the day of and whom on your team will I be working with? 2.) Where would you like us to load in and how early can we arrive? We require 2 and a half hours of set up time, so if this won’t work for you, please give us a heads up prior to the day of the wedding. 3.) Will there be another event before, during or after the wedding? Sure, not all vendors will respond to your questions before a couple’s’ big day, but at least you are setting the day up for success by communicating effectively with vendors. You can always pick up the phone and call them if they are not responsive. Let’s face it, better communication with vendors lead to stronger relationships, more referrals, and bookings.
Karma Can And Will Eventually Bite You! By Brian Kelm
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Have you ever heard the phrase or something similar, “Don’t do to others what hasn’t been done to you?” How we treat people in our lives is a constant daily evolution. If you treat people with respect, integrity, and honesty, they will likely do the same. The opposite is also true in being dishonest, unethical, and out of integrity of what your word stands for. How do you transform where you are to taking action, being honest, authentic, ethical, respectful, and living with integrity every day in and outside of your business? A huge topic that bothers and downright upsets me is when DJ/Entertainers buy their gear wherever the lowest price exists. They give up any brand loyalty to the places that have taken care of them in the past and formed a real relationship. Then, get upset or make negative comments about prospective customers being cheap or another price shopper, etc. Can you say hypocrisy? This is where the karma comes in. What you do others – the places you buy your gear from has a magic way of reintroducing itself in the form of a prospective customer not seeing your value and wanting your services for less. Please stop this behavior because it isn’t
helping anybody – yourself, the industry, and prospective customers you could be helping. People that we serve as customers are no different in their shopping behaviors than we are, so keep that in mind the next time an opportunity to help somebody doesn’t go as planned. Consider these self-assessment questions to evaluate where you are at: 1. Are you brand loyal where you buy your gear? 2. Do you want the places where you buy your gear to stay in business? 3. Do you make money off of the gear you purchase and use? 4. How does it make you feel when a prospective customer says we can’t afford you? 5. How do you think your loyal rep feels when they see you buy gear from someone else, and the only reason was they were cheaper? This topic continues to move forward every day and will only worsen. What are you doing about it to take a stand, do what is right, and not be that DJ/Entertainer only concerned where they can get the best deal? Remember, who you are loyal to only matters if they remain in business. Value those who value you – the way it should be and nothing less! 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
Help, My Sales Are Falling, And I Can’t Get Them Up!
Disc Jockey News • June 2019 • Page 9
By Jeffrey Gitomer
Jeffrey, What would be your first recommendation to a company whose sales are decreasing? When sales go down, all kinds of hell breaks loose, and all kinds of fingers get pointed. All kinds of blame gets issued, and all kinds of panic sets in. Most people blame it on the economy when, in fact, the economy has little or nothing to do with it. It’s interesting for me to note that at the point sales go down, more companies are interested in maintaining their “numbers” than they are in maintaining their relationships. My first recommendation would be to call your existing customers or those referring you and find out why. But the fact is this is almost NEVER done. When sales are decreasing, there’s a reason. And unless you find out the reason -- from the people buying from you and referring you-you’re not likely to fix it. Here are some strategic areas to look at: 1. The quality of your product or service is declining, especially as relates to the pricing. The easiest place to detect this is repeat customers. If your customers have slowed their rebookings, it may mean your quality or your technology is lagging behind.
2. Your competition is undercutting you and trying to steal some of your customers. This is a bigger problem if your customer perceives little or no differentiation between your offerings and your competition’s. 3. Your salespeople are being outsold. The quality of your presentation does not beat the quality of your competition’s presentation. When sales are declining, one of the first areas “cut” is training. This is the one area that should be expanded. If salespeople are losing because they’re not strong enough either in the market or against their competition -- this can only be remedied by enhancing their skill and deepening their belief system. 4. Your sales tool technology has not kept up with the world. Here’s a good rule of thumb to follow: every time you see a new model announced in the technology world (new phone, new computer, new iPad) immediately take a look at your own. Especially as it compares to your competition. 5. Your hours of operation are not in sync with your customer’s needs for your business. If they call your business after hours, can they book your services? Or try to talk to someone in your company to answer some questions. See how easy or difficult it is. Then, try to do the same thing with your competition. Customers tend to do business where it is easiest to do business. Visit your competition’s Web site. Now take a look at your own Web site. Tell me which one you would prefer to buy from. Tell me which one is easiest to navigate.
6. It’s not as easy to do business with you as it used to be, as it could be, and as it should be. If you’re losing business to the Internet, it’s because someone else has made it easier to acquire their answers and book the services that you’re selling. If you’re moaning about it, you’re going to die. If you invest in it, you keep up or even get ahead. 7. You are not available enough, or not responsive enough, to your customers. What I am saying here is you’re be-
ing out hussled. This usually happens to people who have “been in the business for twenty years.” They’re the same people that can’t turn on a computer, or complain that they continue to lose a sale for price. They’re also the ones that complain that their services have become a commodity. 7.5 Your market may be in decline and even though there’s business for you to get, there’s just not much of it. Take a look at the history of sales in
your market. Since last year, has your opportunity for bookings expanded, stayed the same, or declined? If there’s a downturn that may be one indicator why your sales are falling, but not THE indicator. If there’s less business in the market, it means you have to fight harder to keep your share. If you’re looking for a place to start, start by stopping. Stop blaming. Stop whining. Stop looking for excuses. Stop cutting. And for heaven’s sake, don’t panic. Stop spending your time and wasting your time, and start investing your time in strategic planning with simultaneous implementation. Intensify training and have daily meetings with other professionals that encourage rather than threaten. Call your customers, they have the answers. Once you have assembled as many answers as you can, take action. Continue to get customer feedback until you begin to see the trend reversing. When it does, throw a huge thank you party for your customers to reward them for rewarding you. Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, The Little Gold Book of Yes! Attitude, and 21.5 Unbreakable Laws of Selling. His real-world ideas and content are also available as online courses at www.GitomerVT.com. For information about training and seminars visit www.Gitomer.com or www. GitomerCertifiedAdvisors.com, or email Jeffrey personally at salesman@ gitomer.com.
PAGE 10 • Disc Jockey News • June 2019
The Way I See It: W.H.Y.B.? By Michael J. Lenstra
W.H.Y.B. That’s an acronym, and I’ll explain what it means a bit later. But first a story. This was my fifth straight year attending the Annual Midwest D.J.s Live show, held at the Potawatomi Casino and Hotel in Milwaukee, Wisconsin. Over those years I have developed a routine of heading to the food court for lunch, grabbing some traditional quick food, then surveying the seating area to see who I could spot that I had seen in the morning seminars. Once I spot a group that I’ve seen earlier or I notice displaying seminar badges, I ask to join their group. It’s a great way to meet other Mobile D.J.s, talk shop, maybe get a different perspective on some things, and also a great way to cultivate some new story ideas. On this day I got to dine with “Andy” (not his real name) and one of his hired hands that he had brought with him for the show. We began to talk shop as we feasted on our taco, sub, burger, or whatever it was that was our flavor for the day. He told me that he was from Michigan and primarily did weddings. He explained his area was a popular spot for many mini-destination
weddings. I asked if he was a part-time or full-time D.J. He explained that he was currently part-time, but noted, “I’m working with an accountant right now to see if we can make this a full-time operation.” That’s when my mind went to F.O.L.B. F.O.L.B. That’s another acronym, and it stands for Fear of Looking Bad. You see, just over 10 years ago, I was at the same crossroads that Andy is today. Back then, my D.J. business was growing, while at the same time, drastic changes were happening in the field in which I was a full-time employee, which was the newspaper industry. I worked in the pressroom of a weekly paper, the Shoppers Guide kind of format. The Internet was beginning to boom, and newspapers were starting to fade like a California sunset. In addition, the technology that was being used in the industry was also becoming obsolete. I was at a pivotal point—much like Andy is now. At that time, I came across an audiobook by Dan Nichols titled 8 Degrees of Separation, Discovering & Destroying Barriers That Stand Between Success & Mediocrity. At the time Dan was part of the Detroit Entrepreneurship Institute, but he was also a Mobile D.J. In the audiobook, Dan listed several factors that hold us back from pursuing our dreams. F.O.L.B., the fear of looking like a failure to our friends, family, and colleagues, was one of them, but I could not remember the others, many of which also had an acronym. The hard drive I stored the book on was long gone, and a search of the World Wide Web for it turned up nothing either. Therefore, I
searched out Dan himself and contacted him. The Detroit Entrepreneurship Institute, like the audiobook, is now obsolete, Dan tells me, but he is still heavily involved in business coaching. “My passion is helping people launch businesses,” he said. He then helped refresh my memory on some of the other items— what he calls core stoppers—that become roadblocks for us. “The A.D.A. syndrome is allowance, deservance, and approval,” Dan explains. “A lot of people don’t allow themselves to succeed, a lot of people don’t think they deserve it, and then a lot of people are looking for some sort of approval or some sort of pat on the ass from the gym coach to say go for it.” He continues, “You ain’t getting that! We’re looking for this piece of approval. We’re waiting for someone to say ‘Go ahead,’ but you’re not getting that. You’ve got to approve it yourself.” Then there’s the OMT Paradox. “That stands for one-more-thing,” explains Dan. “The belief that if I get one more thing, I’ll have everything I need, when in reality the paradox is you have everything you need. Stop looking around.” Dan suggested, “He (Andy) is looking for the accountant to make the decision for him. The accountant is waking up in the morning looking for clients. We think that somehow the answer is there, but I just think that we spend so many hours, so many days, even years, waiting for that. To me I think it’s about taking the risk and that we have to put ourselves out there because once you realize you can survive it the next step is you do it again. You’ve got to start believing in you. I always tell people you’ve got to answer the gnaw.” 8 Degrees of Separation has since been incorporated into Dan’s latest projRon Ruth Continued From Page 6 make the client feel ignorant by rejecting their ideas out of hand. Build on their “impossible” idea with your make it “possible” expertise. “Let me know if you need anything.” – That closing line in an email sounds like an open offer to be of assistance, doesn’t it? Yes and no. It’s great that you’re making yourself available to help, but you’re putting the burden of effort on the client to contact you. Plus, it rings of “bother me when you need to.” Be more proactive and engaging by closing your emails with “How else can I be of service to you today?” “What other questions may I answer for you?” Use these email closes (or others that may be more appropriate) as a constant reminder that you aren’t just waiting to be of help but are standing at the ready to be of assistance---even if their original correspondence has nothing to do with asking for assistance. “Client/Customer” –The terms “client” or customer are neither personal nor engaging. Every person you serve is different and expects to feel that you think of them as special, important, and valued. You’ll be helping them with one of the most personal events of their life, an event that puts you front and center with their family and friends. If you only think of your couples as “clients,” you’ll most likely treat them as nothing more than clients. Everything about your service before, during, and after your performance will be impersonal and disingenuous. I would even argue that you’ll find it nearly impossible to fully engage the guests, the couple, or even yourself in any sort of meaningful, memorable experience. Change your thinking! Consider the relationship you have with your clients as “creative part-
ect, called Lemonade Stand Simple, which is a program he designed to help people start their own business process. And if Dan had been having lunch with Andy, what would he have said when Andy talked about waiting for a verdict from the accountant? “The first thing I would say is, ‘What is it you’re expecting to hear from the accountant?’ Then I’d just shut up because I know what one of a few of the answers would be—and then I’d tell him they’re all bull***t!” It all comes down to our mindset, Dan reasons. “That’s the piece that holds us back.” Now to that acronym, W.H.Y.B.— What’s Holding You Back? Was it F.O.L.B., the A.D.A. syndrome, the OMT paradox, or something else that was holding Andy back? Is it also holding you back? The way I see it, when we leave our comfort zone, when we let our dreams override our fears, that’s when we find true happiness and true success. I only spent 20 minutes with Andy that day, so I know nothing of his finances, how he handles his money, and what kind of businessman he would be. But I do know he seemed to be one of the sharper guys I’ve had lunch with through my years at these D.J. expos. I’m confident he could make that transition into being a full-time D.J. Maybe he just needs to find that confidence in himself. ~ 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
ners.” Just as it is with Disney’s reasoning for referring to employees as “cast members” and customers as “guests,” the term “creative partner” changes the dynamic in the relationship you will have with those you serve. Creative partners share equal ownership and a mutual buy-in towards success. Partners are trusted, respected, and provide a sense of security. “Vendor” - Unfortunately, I’m running out of space for this month’s article and am unable to invest as many words as I’d like in why this vile word should be immediately banned from the wedding vernacular. If you want to know why the term “vendor” is so damning and damaging to you, your business and to the wedding profession as a whole, send me an email (ronruth@discjockeynews.com) with the word “Vendor” in the subject line and I’ll send you a bonus article. Seth Godin wrote, “The simplest customer service frustration question of all: ‘Why isn’t this as important to you as it is to me?’ “By changing how you interact with your clients, the terminology you use and how you think of them, they’ll never feel the need to ask that question of you. 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 wellknown 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
Disc Jockey News • June 2019 • Page 11
Top 50 Recurrent Charts for June 2019
The Weekly Printable Charts (Top 50, Recurrent and Billboard Singles) are available at http://www.DJNTV.com/charts Sponsored by iDJPool.com Pop Recurrents 1 HALSEY Without Me 2 BENNY BLANCO, HALSEY & KHALID Eastside 3 POST MALONE & SWAE LEE Sunflower 4 PANIC! AT THE DISCO High Hopes 5 KHALID Better 6 MARSHMELLO Happier f/Bastille 7 ELLIE GOULDING X DIPLO Close To Me f/Swae Lee 8 5 SECONDS OF SUMMER Youngblood 9 POST MALONE Better Now 10 KHALID X NORMANI Love Lies 11 ARIANA GRANDE thank u, next 12 MAROON 5 Girls Like You f/Cardi B 13 DUA LIPA New Rules 14 BAD BUNNY MIA f/Drake 15 BAZZI Mine 16 LAUV I Like Me Better 17 DEAN LEWIS Be Alright 18 ZEDD/MAREN MORRIS/GREY The Middle 19 CARDI B I Like It f/Bad Bunny/J Balvin 20 POST MALONE Psycho f/Ty Dolla $ign 21 ARIANA GRANDE Breathin 22 CHARLIE PUTH Attention 23 SELENA GOMEZ Back To You 24 CAMILA CABELLO Havana f/Young Thug 25 NF Let You Down 26 ARIANA GRANDE No Tears Left To Cry 27 SHAWN MENDES In My Blood 28 SHAWN MENDES There’s Nothing Holdin’ Me... 29 DAN + SHAY Tequila 30 CALVIN HARRIS & DUA LIPA One Kiss 31 CAMILA CABELLO Never Be The Same 32 ARIANA GRANDE God Is A Woman 33 BAZZI Beautiful f/Camila Cabello 34 ZEDD & ALESSIA CARA Stay 35 POST MALONE Rockstar f/21 Savage 36 BRUNO MARS & CARDI B Finesse 37 TRAVIS SCOTT Sicko Mode 38 HALSEY Bad At Love 39 DRAKE God’s Plan 40 DEMI LOVATO Sorry Not Sorry 41 TAYLOR SWIFT Delicate 42 LADY GAGA & BRADLEY COOPER Shallow 43 JUICE WRLD Lucid Dreams 44 G-EAZY & HALSEY Him & I 45 ED SHEERAN Perfect 46 LIAM PAYNE Strip That Down f/Quavo 47 MARSHMELLO & ANNE-MARIE Friends 48 LIL PEEP & ILOVEMAKONNEN I’ve Been Waiting f/FallOutBoy 49 MAX Lights Down Low f/Gnash 50 IMAGINE DRAGONS Believer Urban Recurrents 1 TRAVIS SCOTT Sicko Mode 2 LIL BABY & GUNNA Drip Too Hard 3 CARDI B Money 4 MEEK MILL Dangerous f/Jeremih, PnB Rock 5 LIL BABY Yes Indeed f/Drake 6 LIL WAYNE Uproar 7 TORY LANEZ & RICH THE KID Talk To Me 8 CITY GIRLS Twerk f/Cardi B 9 PARDISON FONTAINE Backin It Up f/Cardi B 10 GUCCI MANE/BRUNO/KODAK Wake Up In The Sky 11 ELLA MAI Trip 12 FLIPP DINERO Leave Me Alone 13 ELLA MAI Shot Clock 14 DRAKE Nice For What 15 CHRIS BROWN Undecided 16 KODAK BLACK Zeze f/Travis Scott & Offset
17 LIL DUVAL Smile B*tch f/Snoop & B.Greezy 18 G-EAZY No Limit f/A$AP Rocky, Cardi B 19 ELLA MAI Boo’d Up 20 DRAKE Mob Ties 21 CARDI B Ring 22 GOLDLINK Crew f/Brent Faiyaz/Shy Glizzy 23 WALE Poledancer f/MeganTheeStallion 24 DRAKE In My Feelings 25 JACQUEES You 26 POST MALONE Wow 27 JUICE WRLD Lucid Dreams 28 DJ KHALED F/RIHANNA/B. TILLER Wild Thoughts 29 YG F/2 CHAINZ, BIG SEAN, NICKI Big Bank 30 DRAKE Nonstop 31 SHECK WES Mo Bamba 32 YELLA BEEZY That’s On Me 33 TYGA Taste f/Offset 34 QUEEN NAIJA Karma 35 BLOCBOY JB Look Alive f/Drake 36 KENDRICK LAMAR HUMBLE. 37 KIANA LEDE Ex 38 DRAKE God’s Plan 39 MIGOS Stir Fry 40 MIGUEL Sky Walker f/Travis Scott 41 CARDI B I Like It f/Bad Bunny/J Balvin 42 KENDRICK LAMAR LOVE. f/Zacari 43 NICOLE BUS You 44 RICH THE KID Plug Walk 45 BLAC YOUNGSTA Booty 46 LIGHTSKINKEISHA & BSMYTH Ride Good 47 YOUNGBOY NEVER BROKE AGAIN I Am Who They Say I Am 48 THE CARTERS Apes**t 49 YOUNG DOLPH By Mistake 50 CARDI B Be Careful Hot Adult Contempory Recurrents 11 MARSHMELLO Happier f/Bastille 2 MAROON 5 Girls Like You f/Cardi B 3 DEAN LEWIS Be Alright 4 LADY GAGA & BRADLEY COOPER Shallow 5 5 SECONDS OF SUMMER Youngblood 6 TAYLOR SWIFT Delicate 7 LAUV I Like Me Better 8 ZEDD/MAREN MORRIS/GREY The Middle 9 LAUREN DAIGLE You Say 10 LOVELYTHEBAND Broken 11 ED SHEERAN Perfect 12 IMAGINE DRAGONS Thunder 13 ED SHEERAN Shape Of You 14 IMAGINE DRAGONS Whatever It Takes 15 MAX Lights Down Low f/Gnash 16 SHAWN MENDES There’s Nothing Holdin’ Me... 17 MACKLEMORE Good Old Days f/Kesha 18 BEBE REXHA Meant To Be f/F.G.L. 19 THE CHAINSMOKERS & COLDPLAY Something Just Like This 20 PORTUGAL. THE MAN Feel It Still 21 CAMILA CABELLO Never Be The Same 22 IMAGINE DRAGONS Believer 23 SELENA GOMEZ Back To You 24 CAMILA CABELLO Havana f/Young Thug 25 CHARLIE PUTH Attention 26 P!NK What About Us 27 DAN + SHAY Tequila 28 P!NK A Million Dreams 29 SHAWN MENDES In My Blood 30 ZEDD & ALESSIA CARA Stay 31 POST MALONE Better Now 32 WEEZER Africa 33 LUKAS GRAHAM Love Someone
34 HALSEY Bad At Love 35 NIALL HORAN Slow Hands 36 IMAGINE DRAGONS Natural 37 ARIANA GRANDE Breathin 38 DEMI LOVATO Sorry Not Sorry 39 MAROON 5 What Lovers Do f/SZA 40 DUA LIPA New Rules 41 ARIANA GRANDE No Tears Left To Cry 42 THE CHAINSMOKERS F/K BALLERINI This Feeling 43 5 SECONDS OF SUMMER Killer Queen 44 FOSTER THE PEOPLE Sit Next To Me 45 KHALID X NORMANI Love Lies 46 ARIANA GRANDE thank u, next 47 MAROON 5 Wait 48 CHARLIE PUTH How Long 49 LUIS FONSI & DADDY YANKEE Despacito f/Justin Bieber 50 SAM HUNT Body Like A Back Road Country 1 LUKE COMBS Beautiful Crazy 2 OLD DOMINION Make It Sweet 3 JASON ALDEAN Girl Like You 4 SCOTTY MCCREERY This Is It 5 BRETT YOUNG Here Tonight 6 JIMMIE ALLEN Best Shot 7 LUKE COMBS She Got The Best Of Me 8 MICHAEL RAY One That Got Away 9 DAN + SHAY Tequila 10 RUSSELL DICKERSON Blue Tacoma 11 THOMAS RHETT Sixteen 12 DUSTIN LYNCH Good Girl 13 DAN + SHAY Speechless 14 RILEY GREEN There Was This Girl 15 JORDAN DAVIS Take It From Me 16 KANE BROWN Heaven 17 KENNY CHESNEY Get Along 18 LUKE COMBS One Number Away 19 DIERKS BENTLEY Burning Man f/Brothers Osborne 20 OLD DOMINION Hotel Key 21 LUKE BRYAN Most People Are Good 22 CHRIS STAPLETON Millionaire 23 DUSTIN LYNCH Small Town Boy 24 KANE BROWN Lose It 25 JORDAN DAVIS Singles You Up 26 JASON ALDEAN You Make It Easy 27 LUKE BRYAN What Makes You Country 28 CHRIS YOUNG Hangin’ On 29 KANE BROWN What Ifs f/Lauren Alaina 30 BEBE REXHA Meant To Be f/F.G.L. 31 D LEE MURPHY/K CHESNEY Everything’s Gonna Be Alright 32 LUKE BRYAN Sunrise, Sunburn, Sunset 33 BILLY CURRINGTON Do I Make You Wanna 34 MITCHELL TENPENNY Drunk Me 35 LUKE COMBS When It Rains It Pours 36 THOMAS RHETT Unforgettable 37 DIERKS BENTLEY Woman, Amen 38 JASON ALDEAN Drowns The Whiskey f/M.Lambert 39 LANCO Greatest Love Story 40 CHRIS JANSON Fix A Drink 41 THOMAS RHETT Life Changes 42 CHRIS STAPLETON Broken Halos 43 JAKE OWEN Down To The Honkytonk 44 FLORIDA GEORGIA LINE Simple 45 BRETT YOUNG Mercy 46 DYLAN SCOTT Hooked 47 BRETT YOUNG Like I Loved You 48 KACEY MUSGRAVES Rainbow 49 SCOTTY MCCREERY Five More Minutes 50 BLAKE SHELTON I’ll Name The Dogs