Disc Jockey News May 2019 • Issue #150
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PAGE 2 • Disc Jockey News • May 2019
Who Is Jimmy Pankow? By Mike Walter
This article is about Jimmy Pankow. Don’t recognize the name? A month ago I wouldn’t have either. But now I’m fascinated by the guy, and I want to share his story with you because hopefully, you’ll be as motivated by it as I am. I went to see the band Chicago recently. I’ve never been a huge fan of the band, I just know them from their radio hits (of which there are plenty) and the handful of their songs that I play at my events. But I’ve always loved a great horn section and so when the opportunity arose, I grabbed some tickets. The minute the band hit the stage, one specific member stood out for me. He was the trombone player. And while he was clearly older than most of the band, he looked great for his age. And what stood out for me was how animated he was. He didn’t just play his instrument. He worked the crowd with it. He pointed it at various sections of the theater when he hit certain notes, almost like he was saying, “this one’s for you.” And when he wasn’t playing, he was encouraging participation with hand clapping and singing along. The whole band seemed into the performance, but for me, this guy stood out as having the most fun. And when I mentioned it on the ride home, my Mother-In-Law Elaine, who had joined Kelly and me, said she saw Chicago back in the 80s, and she remembers him being the same way.
So being the inquisitive person I am, I did some research. His name is James Carter Pankow; Jimmy Pankow to the world. And he’s not only a founding member of Chicago, but also one their most important songwriters. Ever play “Colour My World” at your events? That’s a song Pankow wrote. In fact, it’s part of a 13 minute suite of songs called “Ballet for a Girl from Buchannon” which Pankow wrote for a girl he was dating who was attending Wesleyan College in Buckhannon, West Virginia (it was the record label that changed the spelling from “ Buckhannon” to “Buchannon”). The suite also includes the Top Ten hit “Make Me Smile.” Pankow also wrote “Just You ‘N Me” for his first wife Karen, and, along with Peter Cetera, he co-wrote the uber-inspirational track, “Feelin’ Stronger Every Day.” And chances are you’ve also heard Pankow’s trombone playing on songs other than Chicago hits. That’s him wailing away on Toto’s “Rosanna” and Three Dog Night’s “Celebrate.” Pankow is 71. And Google tells me he has a net worth of over $20 million
Keeping up with the Closes By Tamara Sims
It’s wedding season friends! This means sunny skies and warmer weather as half of 2019 is almost over. So now is the perfect time to check in on our sales goals and review how we can do better the second half of the year. As I went through my sales numbers the first quarter I was happy to see that our average sale has increased, but a bit disappointed that I was three weddings short of my goal for Q1 of 2019. How can I do better? I know my strong suit is connecting with couples over the phone and in person, but I need to do better connecting via e-mail. Are your e-mails too short, too long, not conversational enough? These are things I need to focus on to improve my lead conversion rate. According to a recent Gmail Boomerang study, the sweet spot for e-mail responses to sales inquiries is just 50-125 words. That’s it! Have you looked at the length of your e-mail responses lately? How long are they and what can you do to shorten them? One way to be sure your e-mails aren’t too
long is to test them by sending them to yourself on a phone. If your message fits in the phone screen without having to scroll, you’re in good shape. Are you too wordy in your initial e-mail? Don’t give everything away so quickly. Keep your couples interested by asking 1 or 2 questions and don’t wait too long to respond. Less than 24 hour response time is fine, but ideally, couples expect a response within one hour. Knot.com suggests you are 7X more likely to have a meaningful conversation with a couple
band and sent an email asking if Pankow could answer one question for me. How does he do it? How does he bring that energy night after night? A few days later I received this response from a spokesperson for the band: “It’s in his DNA, he’s not just up for shows, he is always a bundle of enthusiastic energy. Every call, every show, every meal. There is no trick, he’s an engaged, energetic guy. He also gets a lot of energy from the crowd, when they are having a great time it really spurs him on. These are his words, just told by me, he’s on the tour now with limited internet.” I don’t know about you, dear reader, but I try to tackle life with the same enthusiasm as Jimmy Pankow. I think it’s in my DNA as well and that I try to get excited, not just for every gig, but every call and meal as well. If a 71-year-old can still have that kind of energy than I certainly can. And so can you. 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.
(and Google is never wrong about these things). And yet Chicago tours every single year and Pankow is always there, his signature trombone playing adding an essential element to their horn section. He clearly keeps himself in shape as he not only looks great for his age, but made it through a two and a half hour show with all that energy. How does he do it? Ac-
cording to an interview I found online, it’s his love of the music that keeps him going: “I think the reason we’re still around, still relevant after all these years is because it’s still so damn much fun. I mean really, there is nothing I can think of that I would rather do, and it’s a testament to this music that, almost 50 years later, it continues to resonate with people and audiences of all ages and all walks of life! Lemme tell ya, it’s been one hell of a ride!” I found contact information for the if you respond within an hour of their inquiry. Since I am such a people person I absolutely love meeting with my couples face to face, so nine times out of 10 I only offer an in-person meeting. I need to work on this as today’s couples are all about saving time and booking their wedding vendors online or over the phone. Knot.com data suggests that our clients are on their phones 24/7, but they’re also using various devices throughout the day, so offering phone meetings, Skype meetings and FaceTime meetings will only make it easier for clients to keep the conversation going and book with you. As our friend
Alan Berg says: “Make it easy for couples to by from you.” Happy closing! Let’s make the second half of the year the best ever! 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.
May 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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Disc Jockey News • May 2019 • Page 3
PAGE 4 • Disc Jockey News • May 2019
Setting The Stage By Mitch Taylor
In this month’s article, we’re going to talk about setting the stage. If you’ve followed me for any length of time, you know that I am a big Jeffrey Gitomer fanboy, and have always loved his fresh, realworld approach to sales. However, Jeffrey Gitomer didn’t write my favorite sales book of all time. My favorite sales book of all time was written by Chet Holmes, and it’s called The Ultimate Sales Machine. In this week’s post, we’re going to talk about what Chet calls in his book, the Threshold Effect, or what I like to call setting the
stage. The Threshold Effect as described by Chet Holmes means that whenever you walk into a space yourself, or someone walks into your space, you or they are making 11 different assumptions about the space, about each other, what kind of car you or they drive, are you or they likable, are you or they dateable (is that even a word?), would you do business with them or would they do business with you...you know, all these things we think about and talk about in our own heads. What does that matter you say? In the threshold effect (and in everyday life like it or not), people are judging. You have to set the stage and stack the deck in your favor. How do you do that? You do that by preparing mentally, emotionally and physically. I’ll outline steps below of ways you can set the stage and truly stack the deck in your favor. Mentally. How do you prepare men-
tally? Clear your mind of all of the distractions. Clear your mind of everything going on, from a fight with your significant other, soccer practice for the kids, that big deadline, and focus on just BEING there with them, listening with all of your senses to what they are saying and not saying. 2. Emotionally. How do you prepare emotionally? Your attitude must be Sum Tertius, which is Latin for I am third. If you always put your client’s needs ahead of your own, you’ll win way more often than not. Keep this one thought in your head. How can I serve them better than anyone else? 3. Physically. How do you prepare physically? Obviously, you want to dress, look and be the part. In regards to dress, I recommend dressing a half a step above your typical clientele. It’s also important to get there early for your meeting if you can. By being the first in the space, it allows you to sit where your client sits and see what they see. Is there dust on a chair rail? Can you have a conversation with your server in advance if you are in a public setting like a
coffeehouse or restaurant and prep them about your meeting in regards to order? Are you near anything that may distract the person you’re meeting with that will take their attention off of the matter at hand? These are all things to consider when thinking of the threshold effect and when you are setting the stage. I hope these steps will help you to absolutely put your best foot forward the next time you have a meeting, so you are prepared for the Threshold Effect and are truly setting the stage for yourself in the most positive manner, stacking the deck in your favor. 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.
Tips For The Upcoming Wedding Season By Rachel Lynch
If you’re looking for the secret to drop 25 lbs while still hitting up the late night menu at Wendy’s or fix the current state of hip-hop this blog won’t be much help. However, DJs are always looking to do the job better, faster, and easier. With the wedding season hitting, here are some tips for doing just that. Abraham Lincoln once said, “Give me six hours to chop down a tree, and I will spend the first four sharpening the ax.” Meaning, find the best tool for the job and perfect the process. Here are some things you can do RIGHT NOW to start 2019 off on the right foot. Consider Hydraulic/Lift Assist Stands- Sticker shock tends to deter some DJs from investing in these; however, they were my BEST purchase of 2018. If you’re on the fence, consider this. Lifting an object that weighs 10 lbs puts approximately 100 pounds of pressure on your lower back. With the average human torso weighing 105 lbs that 10 lb object adds up to 1,150 lbs (now think of your speakers and do the math). Having a speaker stand that can share some of the workloads is a smart move. You and your back are worth the investment. Elevate Working Surfaces- Working from a comfortable height will elevate your performance and prevent unnecessary injury. Flight cases and equipment have become slimmer over the years causing the modern Dj’s working height to be reduced. Consider sourcing a table with adjustable legs or buying one that gets your gear to navel height. Using the lid of your flight or controller case is also helpful to raise those platters and jog- wheels. If you’re tall, try bed risers. The goal? Work from a surface where your wrists are neutral with your gear. I challenge you to evaluate your posture when you DJ, you’ll be surprised at how bad we are to our bodies when we mix. If your back and neck
hurt after an event, this may be why. Productive Pack Up- After a gig, the first thing on a DJ’s mind is getting out of there as quickly as possible. Over the years I have learned that despite the urgency to hurry up and leave, taking a few extra minutes to pack up properly has saved boatloads of time. One of the biggest mistakes I made was letting a “good samaritan” help me pack up. The next event took almost 30 minutes longer to set up because the cables were mismatched, tangled, and I couldn’t locate what I needed quickly. Your clean up should be as neat and as systematic as the setup. It will save you time and money in the long run instead of having to repurchase things that are misplaced or accidentally left behind. Another time saver tip is to leave whatever you can pre-wired. This can be a significant time saver and stress reliever the next time you set up. Shop Smart- Just because something is new doesn’t mean it is good. If you’re in the market for new gear, try renting it first. Take time at home to get comfortable with it. Run through the setup and breakdown. Test it with your other equipment. Is it comfortable? Consider the Weight? Portability? Practicality? Does it do what it claims? Do you have to have it? Are the newest features worth paying top dollar for? It may be better to consider last year’s model or buying something second hand. Chances are you’ll get a steep discount and still get the upgrade you’re looking for. Forget the To-Do List- I said it. Stop making to-do lists. Wanting to start a website for your business? Do you need to back up your hard drive? Or deal with the check engine light on your DJ van? Throw Out your to-do list and get it on a calendar. What’s the difference? The paradox of choice. With a to-dolist there too much freedom. We often do the most pleasant tasks first versus the more complex ones. Or we push off tasks that seem less important until they become significant. The loose wheel on your Dj cart that you meant to fix since last month is much easier deal with at home on a Sunday versus fixing it when it when it breaks at 1:00 a.m. while using it. Having actions items a calendar (with a set date) will help you solidify your commitments and visually help you
see if you can take any more on. It will also help you focus on tasks that have the most impact and reorganize those of less priority. Keep Going- It is essential to set some realistic goals and strategies to ensure you are at the top of your game. If you aren’t, I guarantee you the competition is. So my last tip to making the most of 2019 is to not coast on your previous success but rather use the momentum to ride a bigger wave. If you had your highest number of events booked or
were the most profitable, you had ever been, great! But that doesn’t guarantee you anything. Success isn’t accidental or lazy. It’s a direct result of preparing, planning, and aligning your time with your goals. Get back to work and keep challenging yourself. 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 • May 2019 • Page 5
How Full is Your Glass? By Alan Berg
There’s an old joke: The optimist sees the glass as half-full. The pessimist sees the glass as half-empty. The engineer sees the glass as twice as large as is needed for this application! I’m an optimist. I suppose I always have been and like most of you, I’ve had my share of things in my life to give pause to that attitude. I’m not a Pollyanna, someone who is blindly optimistic regardless of the situation or facts. I’m definitely a realist, but I also prefer to see, or seek the good. I prefer to look for solutions rather than to dwell on the problem. Complaining rarely fixes the problem by itself. We need action to do that. Business is terrible, while business is great – huh? I have the opportunity to interact with many, many wedding and event pros each year, both domestically and internationally. One question I like to ask is “How’s business?” It’s interesting to me to hear “Business is great” and “Business is bad” in the same market, by people in the same category and around the same price point. Some of this is reflecting how they’re doing compared to their projections. Some is due to expectations. And some is due to comparisons. One caterer might be doing 50 weddings this year and consider it a banner year. Another could be doing 50 and consider it a failure. One officiant could be getting two to three times what another charges and be filling their calendar,
while the lower-priced one complains that he or she can’t close a sale. The more things change, the more they remain the same. I’ve been hearing this same tale of woe for the over 25 years I’ve been in this industry. One business complaining about how bad things are while another is thriving. Is it just their attitude? Are they just the glass-halffull people? No, but that doesn’t hurt. Your attitude will be transmitted to your prospects and clients, in-person, on the phone and through your digital communications. We all want to do business with people who truly want our business and are interested in giving us the positive results we desire. If they seem indifferent as to whether they get your business or not, it’s way too easy to find another option. It’s not different when you’re the customer or the supplier. There’s more to it than pricing. Your customers are shopping for more than just the best price. They’re shopping for the best experience. That experience starts with their first interaction with your business and brand. Your ads, your social presence, your website and yes, the way you communicate with them, all send signals – to stay or to flee. The lower price won’t work if they don’t feel confident that you’ll deliver the results they want. The lowest price only wins after they’ve determined that they’re going to get what they want and need. No one wants to overpay, but getting a better price and inferior results is not a good bargain. How full do they see your glass? Whether you call it the “Law of Attraction” or you’ve watched and agree with “The Secret” video, ultimately we are how we’re perceived by others. What are you projecting to your customers and prospects? Do they feel
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attracted to you, or repelled? We all know someone who is like a magnetic field, drawing us in with their energy. We feel good when we’re around them. We feel empowered by them. And we want to take in more of their positivity whenever we can. Conversely, we also all know people who seem to suck the life out of us (I have a feeling that right now you’re smiling and thinking of someone – not in a good way). We dread being around them because they can bring down your good moods. They find the negative in almost any situation. They can’t see the glass as half-anything because they’ll complain about the glass itself! Hit the reset button. I’ve said in my books, sales training, and presentations that you need to hit the reset button before every call, email or meeting. The last interaction you had with a different client or colleague has nothing to do with the next one… that is, unless it went really well, and then you want to bring that positivity. Why the last customer bought or didn’t buy, has nothing to do with the needs and wants of the next one. If you bring that baggage with you, you’re not going to be actively listening. You’re going to make incorrect assumptions (and you know what they say about when you assume, right?). If you want to know what’s going to help this customer to buy, you’re going to need to hit that reset button and start with a clean slate. It may be the thousandth time you’ve said it… …but it’s likely the first time they’re hearing it. If you don’t have the same conviction in your voice and show excitement about the opportunity to work with them, they’ll find someone else who will. Remember that by the time you get a chance to communicate with them, they’ve put you on their short list of prospects. They’ve already eliminated most of your competition, and they already think you’re a good fit. Prove them right by actively listening, and they’ll reward you by telling you what you need to know to make the sale. Prove them wrong by making assumptions about what they want and talking too much instead of listening, and they’ll go away, never to be heard from again. Treat your business like a bamboo plant. I’ve heard that it takes 5 years of watering and feeding the seeds of the bamboo plant until it breaks ground. Once it breaks ground it grows very fast (it’s a member of the Grass Family of plants). It takes a lot of patience and optimism to keep watering and feeding the plant when you can’t see it growing. It’s the same with your business. You need to be planting seeds, watering and feeding them, even when you’re not seeing any growth. Your
advertising, your social presence, your networking, and your sales process are like the planting, watering, and feeding of the seeds. You don’t always see the results right away. But if you don’t do those things, you won’t see the results at all. There’s another old saying: “When is the best time to plant a tree? 20 years ago! When is the next best time to plant a tree? Today!” Do the work, trust the process. My uncle, who’s going to be 90 this year, is still a life coach. I guess you get good credibility having lived that long! When my business as an independent speaker, consultant, and sales trainer was in its infancy, I was pressing ahead at full speed. When I got downsized (which is how I became an independent business) I told my wife: “If I can’t look in the mirror and teach that person how to start and run a successful business, then no one should hire me to help them with their business.” And for the last 8+ years, I’ve been treating myself as a client. About 18 months into my new venture my uncle told me: “You’re pushing too hard. Pull back and let it come to you.” I reflected on his words and realized that if I had been planting the right seeds, watering and feeding them, I would start to see the results. What I had been doing was trying to force the business, trying to make something out of nothing, where no seed had been planted. When I heeded his advice, and kept watering and feeding, nurturing the relationships and platforms I had already invested in, my business increased 40% the following year! And every time since, when I felt a little desperation from a hole in my calendar or felt like I was pushing too hard, I’ve pulled back. And, lo and behold, the email inquiries came in, the phone rang, and the social interactions have led to new business. Take some time to make sure you’re nurturing the seeds you’ve been planting. Make sure you haven’t let some relationships wither and die. Go to that networking event. Check in with your industry friends. Be proactive. Follow up with your inquiries until you get a yes, or a no. And most importantly, embrace your glass. It’s as full as you want it to be! 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 • May 2019
Understanding Needs vs. Wants By Ron Ruth
Last week I decided the time had come for me to upgrade my iPhone SE to a newer model. Yes. I know. The iPhone SE is like owning a fossil today. But, the difference between me as a consumer and so many others who want the latest technology regardless of cost is that I always weigh my need for a smartphone against what I want in value. I’ve hung onto my old phone because, once it had been paid off, I was able to enjoy a very affordable monthly plan. Increasing my monthly payment is not something I need, but since I want a better user experience, I have no other choice. So, I went to my local Sprint store to look at the phones they have available; I noticed that the notso-old iPhone 8 is still an option to purchase. And, it is considerably cheaper than the newest, iPhone X. When the salesperson asked me about my need to upgrade, I told him I have been a longtime (loyal) iPhone user and that I now want a larger screen and better photos. He also heard me say that as much as I may feel a need to upgrade, I want (if possible) to keep my phone bill to as close as it is now. As we talked about the differences between the “X” and “8,” I was surprised that he volunteered that the “8” is, in his opinion, actually a better phone than the “X.” It would give me the fea-
tures I need at the savings I want. What he said next was music to my ears. “If you can wait until after the first of the month, the “8” will be on sale for half off.” Heck yes, I can wait. And, that salesperson reaffirmed why I’ve been a loyal customer of Sprint for almost 20 years. Outside of a few small instances that were quickly resolved, they’ve always treated me right. When customers come to you, they are coming because they need whatever service or product you sell. This need is what gets them in your door. But, even though they may all need the same thing, they may all have totally different wants. Needs are apparent. Wants are the emotional experience of purchasing and using the needs. Do you know how to identify and address those wants to not only get the original sale but keep them coming back for more? As an example, when it comes to upgrading my phone, I put value above my need. Without the value, I don’t buy---at least not right away. Wanting value does not mean I want cheap. I’m not willing to sacrifice quality for price. The salesperson at Sprint heard me say I am a loyal iPhone user. He never tried to direct me to a cheaper device outside of the Apple brand. Why? Because he really listened to what I was saying and didn’t make uneducated assumptions. How closely are you listening to your customers to understand their wants? Some customers are not as concerned about price as they are the level of service they receive. How customer focused are you? Others may be more focused on the convenience and efficiency your business offers. How easy do you make it to do business with you? Some
customers make interaction their priority. How personable, warm and friendly are you and your team? Each customer prioritizes their wants differently. But knowing what your customers want is as important as providing them with what they need if you want to transform them into loyal raving fans. I’ve been taking my car to the same mechanic for over 20 years because, even though I need someone to take care of my auto repairs, I want a mechanic that will fix it right the first time and who will be honest and not take advantage of me. I love going to Walt Disney World with my wife every fall because we need a vacation. But what we really want is time to relax and to feel valued, special and important for a few days---the same things my customers want from me. When I go to a Ruth Chris Steakhouse, I need a meal, but I know they’ll deliver what I really want--quality food and service. Think about the stores and businesses you patronize. You’re probably more loyal to some than others because they not only provide what you need, they also provide you with what you want. If you’re unsure what your customers want, chances are you’re guessing at it, and you may be missing the mark completely and losing business because of it. Do yourself a huge favor and listen more carefully when your customer speaks. Pay closer attention to their mood and emotions as they talk and to what they are saying through their body language. When do they appear enthused, skeptical or bored? If you’re not getting a clear “reading” of their wants, reach out to them through a survey or conversation and ask them
directly, “What is it you want most from a business like mine?” “Where do you think my business can improve?” The more you know about your customers, the easier it is to deliver on their wants. The more you deliver on those wants, the more loyal they’ll be. Although I’m a proponent of surveys because I believe handwritten responses are more emotionally honest, you can also send online surveys to gain feedback. There are a number of online survey tools available to solicit feedback from your customers. SurveyMonkey and SurveyGizmo are two popular and easy to use survey tools. If you are working with a limited budget, Google Forms is a free alternative that offers basic survey functionality. What you sell may be the best in the land and cause customers to clamor to your door to get what they need. But they can easily head to your competitors if you don’t provide them with what they want, as well. To gain a loyal customer, you must be able to understand and appreciate the whole customer. 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
Stop And Smell The Roses
Disc Jockey News • May 2019 • Page 7
By Harvey Mackay
A young and successful executive was traveling down a neighborhood street, enjoying his new Jaguar. He was watching for kids darting out from between parked cars and slowed down when he thought he saw something. As his car passed, no children appeared. Instead, a brick smashed into the Jag’s side door! He slammed on the brakes and backed up to the spot where the brick had been thrown. The angry driver then jumped out of the car, grabbed the nearest kid and shouted, “What was that all about? What’s your name? This is a new car and that brick you threw is going to cost me a lot of money. Why did you do it?” The young boy was apologetic. “Please, mister ... Please. I’m sorry but I didn’t know what else to do,” he pleaded. “I threw the brick because no one else would stop...” With tears dripping down his face and off his chin, the youth pointed to a spot just around a parked car. “It’s my brother,” he said. “He rolled off the curb and fell out of his wheelchair.” Now sobbing, the boy asked the stunned executive, “Would you please help me get him back into his wheelchair? He’s hurt, and he’s too heavy for me.” Moved beyond words, the driver tried to swallow the lump in his throat. He gently lifted the handicapped boy back into the wheelchair, then took out a linen handkerchief and dabbed at the fresh scrapes. A quick look told him everything was going to be okay. “Thank you,” the grateful child told the stranger. Too shook up for words, the man simply watched the boy push his wheelchair-bound brother down the sidewalk toward their home. It was a long, slow walk back to the Jaguar. The damage was very noticeable, but the driver never bothered to repair the dented side door. He kept the dent there to remind him of this message: Don’t go through life so fast that someone has to throw a brick at you to get your attention! My sister Margie is constantly telling me to stop and smell the roses. In other words, slow down. I just love to go fast and cram as many things into my life as possible. It’s not that I don’t enjoy things – I do. I just get bored if I’m not busy doing something I like to do all the time. When I am asked what I would like on my tombstone when I die, I answer, “He couldn’t sleep fast enough.” In other words, I’m afraid if I sleep too much, I’ll miss something. I’m well aware that if I were growing up in this day and age, I would be labeled as hyperactive. I’ve always needed to be busy. That’s not a bad thing, if you know how to use your time constructively and can learn to focus. I work almost every day, but I take time off for my hobbies, which include international travel, spectator sports
and lots of golf. My wife, Carol Ann, and I are movie junkies. We also have family that visits us on a regular basis, and with 11 grandchildren, this keeps me grounded. And that involves making some tough choices. You try to strike a healthy balance between your work life and your personal time. But when a new project lands on your desk or the busy season hits, you may feel helpless and frustrated. Here are some strategies that I use to get through the busy times: On again, off again. Schedule one to three days when you’ll plan to work late or start extra early. Schedule the other days as your normal work hours. Set realistic goals both at work and at home –
like when to say “yes” or “no” to certain projects or activities on any given day. Knowing you have days of reprieve will help you get through the longer days. Marathon and rest. Sometimes your work may leave you with absolutely no free time. Run the marathon, committing to working extra-long days for several days or even months (if need be). But set a definite completion date. Focus on getting work done while keeping expectations realistic at home. Above all, remember life is short. When your priorities are out of whack, everything suffers. Commit to being the boss of your life. Mackay’s Moral: If you see a brick wall ahead, make a U-turn and find a
better path. 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.
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PAGE 8 • Disc Jockey News • May 2019
Selling The Creative By Dean C. Carlson
In March I did a video seminar for DJ News TV called “Who’s Choosing Who?” and I wanted to continue a bit more in that direction. Yesterday I was an exhibitor at a first-time bridal show. I did it because this venue has been recommending me, and even if I didn’t make a sale, I am still in good graces with the venue coordinator. It was a win-win. There was one other DJ there, a local guy who had the honor of being completely set up and playing music, while my company, on the other hand, never sets up lights or sound at a bridal show. If you saw my seminar or read last months’ article, you know why. (I’ll wait while you watch and read to catch up) Anyhow, I sold one show on the spot, and have three more coming in out of the 15 couples we talked to, even though we were three times the other guys’ price. Couples also spent 3 to 4 times longer at our booth than his. Granted I’ve been doing bridal shows for the past 15 years and I ‘get’ them, and I like smaller showcases just because we have more time with clients. But there is a reason why we sold well. If you are selling lights and music to a client, such as my fellow DJ at that show,
clients are only going to be price shopping. Give me your brochure and prices, move on – next! If you are at a large wedding show and you have lights, and music - just like all the other DJs at the show - you become a commodity. Then you become reduced to the lowest common denominator; price. We, on the other hand, sell the creative. Let me be frank, if you’re not creative with what you do, then obviously don’t sell that. You’ll only set your clients up for disappointment, and then word will get out which can take years to repair. Now let’s talk about creative. If you are not a super creative person, the good news is that you can actually build that muscle. The first thing you need to do is find other people who are creative and look at what they are doing. For Pete’s sake though, don’t simply steal their stuff - that’s not creative, that’s laziness at best, and plagiarism. Not a good way to get to step two, which is become friends with those people. If there one thing I have learned over the years about the ego of other DJs, it’s that most of them want to share (okay, brag) about their best stuff. Next, you need to build your mastermind circle. I personally have no less than 25 DJs I can call at a moments’ notice and bounce ideas off them. Some of the best ideas I have ever come up with started with a stupid offhand comment, that germinated into a spark and which was fanned to flames by my friends. For those multi-op companies, you are so lucky. We used to have a section of our monthly meetings dedicated to examining problems DJs were having at their shows and just spit-balling ideas until pretty soon we had created something unique. But you have to foster a ‘no idea is stupid’ mentality so that every-
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one isn’t afraid of sharing. We used to say there are no stupid ideas, let’s work it all the way through. Being part of a mastermind group is also a two-way street. You can not just take all the time and expect people to continue to value that relationship. If your muscle is to grow, you have to let the beast out of the closet and share. I find it odd that DJs are afraid to share in their market and yet at a national conference you can’t shut them up. It could be a Vegas alcohol thing, lol. Two theories I live by, about sharing. The first is I have found that no matter how many details you give someone else about what you do, they will never do it the exact same way. I think it might be DJ nature to put your own spin on it (see what I did there.) Second, giving your ideas away forces you to ‘up’ your own game. It’s like a muscle builder taking extra protein to get immense. Honestly, I run my whole business this way. The best book I have ever read about business was “Good to Great” by Jim Collins. This is where the secret to selling the creative starts. It’s called the ‘flywheel effect.’ The truth is when you start running your business this way and soon want to sell this way; you don’t have a lot of ammo. It’s like turning over a fly-wheel for the first time. It’s slow to make that first complete rotation. But as you add weight to the outside of the flywheel, it begins to turn faster and faster. Pretty soon it is very close to rotating by itself, which is the whole reason for the flywheel in the first place. This type of selling might take a few years to master, as you begin to add more ideas to your repertoire. I found when I only had a few examples to share with
clients that they were less likely even to consider something creative. After several years of moving my company into this new creative phase I have found that not every client wants the creative, but the door has opened vastly. Usually, after I have shared a few of my more outlandish ideas, I will have to let them know these aren’t for everyone. And the truth is they are not. But I explain that, ultimately, they have the control of everything that is going on. And then the money shot is that I share how it costs nothing to explore possibility. We can always shoot for Mars and pull back to the moon. But what if we never even look? Something truly magical might have happened. I generally find at that point that everyone is willing to at least explore the possibilities because truly nothing is impossible. (I have a seminar I am hoping to give on this subject soon.) So as my fellow DJ at this wedding show was selling packages, with lights and music, I was selling creative potential. Every bride has some type of vision for their day, but sometimes they don’t know what they don’t know. The two things that typically cause guests to leave early are bad timelines, and feeling like they are at the ‘same wedding,’ they have already attended five times this summer. Mark Ferrell tells us all that weddings really are an entertainment event. That includes from the moment the guests arrive until the moment they leave. DJing is no longer just 5 hours of music and dancing. This opens up the door of possibilities greatly. So, embrace it. Take your event to the next level. Get creative. Dean Carlson can be reached at deancarlson@discjockeynews.com.
Service Before Self! By Brian Kelm
Thanks to my dear friend Lucas Henrichs for sharing the above words which are the Air Force creed. Since the moment he shared this simple, yet powerful phrase, I push myself every day even harder than normal for how much I can help others and be of service to them! I’ve always upheld the highest level customer experience that I can possibly deliver, and this creed has inspired me to always go further with my efforts! The future is what you make of it and how bad you want to make it happen. How you choose to develop yourself in serving your customers begins as a mindset, then a philosophy, and a daily practice of trial & error all based on actions that you either implement or not! As you continue to get more experience, knowledge, skills, and do more events, you will likely come up with a way to serve your customers. I can’t stress enough about how important it is to embody this creed to get the most out that could transform your business forever if done with humility, rigor, and tenacity. No matter where you are in your career, there is always something more you can do to help and create a better experience for your customers. Never think that you can’t do more because that is not true at all no matter your circumstances. The beauty of your customer experience is that you can make it completely your own and have full control over what it looks like forever! The more you kick your own butt, open yourself up to change, don’t care how hard you work, and always evolving, your cus-
tomers benefit entirely what you share with them! Consider the following questions to truly examine if you are doing all you can to serve your customers: 1. When was the last time you reached out to your customers with value, ideas, and creativity that helps them? 2. When was the last time you updated your planning process? 3. Do you personally take initiative in keeping your customers accountable to the wedding they want to create? 4. Do you have a weekly value message email or monthly e-newsletter that goes out to your customers? 5. How do you show your customers consistently that you care about them? 6. Do you rely on automation too much in lieu of more personal customer contact? 7. Do you blame your customers for not getting information back to you? 8. How are you empathizing with your customers and being in their world? 9. How have you challenged yourself recently to be a greater resource and perceived expert in the eyes of your customers? 10. Do you perceive your customers as a paycheck or more? If so more, how do you show it? How you choose to serve your customers is your own creation! Make the process and all your actions about them and what is in their best interests! Remember, without customers, we have no business. Be humble, grateful, take massive action, and treat every customer as if they are your last! 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
Grow As A Shadow By Rob Ferre
You may have heard the term shadowing where you can be someone’s shadow for a day. This is often used in training or with a mentor. Taking the opportunity to shadow someone or having someone shadow you can do wonders for your performance, perspective, and business. I remember when I first started in the DJ business, I was shadowing my mentor Elliot Hansen while he showed me his entertainment style, DJ methodology, and his skills. I was taking in everything I could to be a theme park DJ while living in Orlando Florida. Elliot also had me shadow other DJs in the company so I could get a perspective of their style and how they did things differently. I always appreciated the different styles of crowd interaction and DJing I was exposed to while working in Orlando. After spending three years in Orlando, I moved back to Utah, and I started my business. Little did I know the entertainment landscape was quite different and the clients more such. I was able to be connected to Paul Helms, aka DJ Paully, who was well established here in Utah. He mentored me, and I was able to shadow him on multiple events. He was the first DJ to invite me to Mobile Beat which went on to change my life. In the twelve years I have been in busi-
ness, I have been able to shadow people and have had other DJs shadow me. I have trained multiple DJs to be a part of my team. Many from the ground up and some established DJs who I brought on to my team. The shadowing and training process is critical to making sure I had the right people in place to represent my brand. Even after the training process, I give team members the opportunity to sharpen their skills by shadowing me. There are times when I don’t have an event, or I get done early, and I go shadow my DJs. I can learn so much from their style and what they do that is unique to them. I believe I can always learn from them. Just last week I tagged team a prom event with my pal Jordan Nelson who is an established DJ. Where we both learn from each other. We both have different strengths in our performances, and I love watching him manipulate his turntables and see his mixing style. He likes to observe my improv skills on the microphone and how I can command a room. I encourage you to start finding opportunities in your market to shadow other DJs and entertainment professionals. I am still doing it until this day. I love to see what other DJs are doing and I how I can be better along with how other entertainment professionals handle their business. I have friends who are keynote speakers, comedians, mentalists and musicians who know how to command an audience with their showmanship and talent. Find those people you admire and ask if you could be their shadow for a day. You won’t regret it. You can connect with him at RobFerre@discjockeynews.com.
Disc Jockey News • May 2019 • Page 9
This Month In The DJ Spotlight By Kilma
In this month’s DJ Spotlight we talk to artists Iris of MetalHeadz, Flavia Abadia of LuxeLife Sound, DJ Ponfetti of Peavey Electronics and AKKI of the Midnight Snack Series. Starting off with drum and bass artists Iris. She shared her workflow process in the studio, her time management skills and how she used the example of other parents in the industry to both encourage and inspire her to keep going with her producer, DJ career after having her child. Following up with the multi-talent singer, songwriting, disc jockey extraordinaire Flavia Abadia or as some may know her, “Your Girl Flav.” She spoke on her process of breaking down tasks, research, planning and then getting fully into the zone the day of an important event. She also shared her story on about a car accident that change her life, really tested her posi-
tivity and push her to appreciate life’s special gifts in a new way. DJ Confetti took time out of her very busy schedule to share her insight on sponsorships, how to go about them and what you need to already be doing. Her story of adversity where she had to rebuild her gear collection after a horrible incident and how she let that situation inspire her to move and do differently in her career which brought her more success then she could have imagined. Ending things off with the one and only AKKI host and founder or The Midnight Snack Series. She shares her creative idea behind the name of her series, how she aims to amplify minority groups while highlight their talents, leaving us with incredible insight on how the smallest gigs can lead to some of the biggest and why it’s important to always bring your A-game. DJ Kilma Sunday DJ Spotlight: https://djntv.com/category/sundayspotlight/ #AskKilma Monday Tips: https:// djntv.com/ category/ askkilma/ If you would like to be part of the Sunday DJ Spotlight Interviews with DJ Kilma, please share a short bio and a suggested topic with Kilma at the email below. You can reach Kilma at kilma@discjockeynews.com
PAGE 10 • Disc Jockey News • May 2019
The Way I See It: An Experience Like No Other By Michael J. Lenstra
“The big one.” “The heavy hitter.” “The one that opened my eyes.” Those phrases are how John Price described The Entertainment Experience, a workshop hosted by Mobile DJ Bill Hermann every November in the Minneapolis area. I had heard similar comments about the program in the past. I’m a big believer of NSI (Never Stop Improving), and as part of my business plan I try to undertake something educational every year, whether that involves attending a DJrelated conference or maybe enrolling in a course offered by our local Chamber of Commerce. A few years ago I considered adding a workshop to my educational experience. When asking fellow DJs which ones they had attended and would recommend, The Entertainment Experience always seemed to be at the top of the list. I wondered why, but then remembered that Bill actually addresses the topic of “Why?” in one of his presentations. As he notes, “We always ask who, what, where, when, but we never ask why.” So I picked up the phone and asked him just that question. A BIT OF HISTORY “The workshop was born out of
something I did for the Disc Jockey News Conclave in 2008,” Bill explained. “I’ve always been an emcee, and I’d done a little speaking, but to speak to my peers seemed a little daunting. When I came up with something to talk about at the conference, like a lot of people, I talked about my evolution, my story. When I told the story, I thought that everyone was doing this,” with “this” meaning approaching his wedding receptions like a theatrical production. “When I did the speech I explained how I look at weddings from a theatrical viewpoint. People see the world as a story, and the way it’s presented to them is in a theatrical way.” However, Bill discovered that not everyone utilizes the same method. “People said nice things about the presentation, but when it came down to it, I had a lot of people say that’s nice and all and I kind of get it, but I don’t understand it.” With that realization, Bill decided that the concept needed some follow up. He considered putting together another presentation, or maybe penning some articles, but then the idea of the workshop was born. “I talked with my long-time friend and colleague Jason Jones of ‘The Coaching Hour’ who had been on events with me, and he knew my viewpoints. Jason said, ‘What you taught me—and teach me—is probably something we can figure out.’’’ The first workshop was produced in 2011 as a one-day class. It has since expanded to three days. A POINT OF VIEW Bill surmises that when people first think of the workshop and understand its theatrical concept, they think of it as
a challenge to them, but that’s not the case. It’s not an acting class or even Theater 101 that Bill is teaching. “My intention was to have them [the participants] see this job we do from another point of view because every time I’ve had an evolution as a performer or a businessman or even a person, there was a point of view shift. That’s what I wanted the workshop to be, not a ‘this is how you do it’ thing.” “What you play, how you play it, when you play it, how you set it up—all that stuff makes a difference, sure, but once you see that there is an opportunity in the room for you to enhance the next song that you’re going to play—by understanding what else is happening in the room—then all your decisions begin to change and all your decisions become more purposeful. With the information I reveal in the workshop, you begin to see that it’s more than just doing the thing, saying the thing, and playing the song. By understanding the underlying truths of what’s going on behind the scenes of every event, it becomes clear how to do the right thing at the right time, say the right thing at the right time, play the right song at the right time, every time. So the next time the bride tells you she is hoping to see her father cry at a specific moment, you have the tools to make that happen and guarantee it because you understand that you’re in charge of the narrative. Once you are in charge of the narrative you are in charge of how people experience the day.” A SALES COURSE—NOT Bill says that although sales is touched upon in the workshop, it is not the emphasis of the program. “What I promise is that the participants will leave with a new viewpoint and new ways to evolve in what it is that they do.” Bill adds, “The real job in sales is to have a conversation with clients that gets them out of what they think they already know. What you’re trying to show up as is something they’ve never thought of. At the end of the day, it comes down to if they like you and they trust you that’s really what they’re buying. What explains it to your clients is that you are asking questions that the others are not.” A CHANGED VIEW Brian Kelm of Brian Kelm Productions is one of those who credit Bill and his course with having a major impact on
his career as a Mobile DJ—and his life. In fact, he has taken it more than once. “Bill’s Entertainment Experience Workshop has impacted and transformed my life considerably. I use his teachings every day in my life. The three words that summarize this workshop for me after taking it twice—LIFE, MINDSET, and THINKING.” Add John Price as well to those who will forever be a fan of the workshop. “Bill’s kind of old school,” says John. “He gives you that rat-pack feel. He just oozes cool and confidence, and with his training, he instills that in you. You walk away from The Entertainment Experience more confident. You look at your wedding receptions different, and you look at your couples different. Now you see things from their side and how you can help them.” FINAL THOUGHT The way Bill sees it, “I’m very specific on what I’m trying to achieve here. I’m trying to create from a place that matters. It’s more than just a class. I’m taking on a coaching model. I want people to leave this having this information ingrained. I want them to begin seeing themselves as I see them, as Performing Artists. That’s how I see all of us and as we begin to see ourselves that way so will our clients.” The message that Bill tries to convey to those considering participating: “With every Entertainment Experience Workshop my goal is to strive to make an impact on those men and women who choose to trust me with their development. I am committed that the workshop and I provide the tools you can use to make an evolution and transformation in your performance, your business, and your life. As an artist myself, I want to know I’ve created something unique and beautiful, something that makes an impact on those people around me and on their lives because, in the end, it will make an impact on the world.” ~ 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
Disc Jockey News • May 2019 • Page 11
Top 50 Recurrent Charts for May 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 IMAGINE DRAGONS Whatever It Takes 2 THE WEEKND & KENDRICK LAMAR Pray For Me 3 NIALL HORAN Slow Hands 4 IMAGINE DRAGONS Believer 5 IMAGINE DRAGONS Thunder 6 BEBE REXHA Meant To Be f/F.G.L. 7 G-EAZY & HALSEY Him & I 8 BRUNO MARS & CARDI B Finesse 9 MARSHMELLO & ANNE-MARIE Friends 10 NF Lie 11 CALVIN HARRIS & DUA LIPA One Kiss 12 MAX Lights Down Low f/Gnash 13 ARIANA GRANDE No Tears Left To Cry 14 KYGO X SELENA GOMEZ It Ain’t Me 15 DRAKE God’s Plan 16 POST MALONE Rockstar f/21 Savage 17 JUICE WRLD Lucid Dreams 18 TAYLOR SWIFT Delicate 19 DAN + SHAY Tequila 20 ZEDD & ALESSIA CARA Stay 21 ARIANA GRANDE God Is A Woman 22 LIAM PAYNE Strip That Down f/Quavo 23 ED SHEERAN Perfect 24 DEMI LOVATO Sorry Not Sorry 25 HALSEY Bad At Love 26 BAD BUNNY MIA f/Drake 27 BAZZI Beautiful f/Camila Cabello 28 TRAVIS SCOTT Sicko Mode 29 SHAWN MENDES There’s Nothing Holdin’ Me... 30 SHAWN MENDES In My Blood 31 ARIANA GRANDE Breathin 32 CAMILA CABELLO Havana f/Young Thug 33 CAMILA CABELLO Never Be The Same 34 SELENA GOMEZ Back To You 35 CHARLIE PUTH Attention 36 NF Let You Down 37 POST MALONE Psycho f/Ty Dolla $ign 38 LAUV I Like Me Better 39 ZEDD/MAREN MORRIS/GREY The Middle 40 CARDI B I Like It f/Bad Bunny/J Balvin 41 BAZZI Mine 42 DUA LIPA New Rules 43 MAROON 5 Girls Like You f/Cardi B 44 KHALID X NORMANI Love Lies 45 POST MALONE Better Now 46 ARIANA GRANDE thank u, next 47 5 SECONDS OF SUMMER Youngblood 48 MARSHMELLO Happier f/Bastille 49 PANIC! AT THE DISCO High Hopes 50 POST MALONE & SWAE LEE Sunflower Urban Recurrents 1 FRENCH MONTANA Unforgettable f/Swae Lee 2 CARDI B Be Careful 3 KENDRICK LAMAR HUMBLE. 4 GUCCI MANE I Get The Bag f/Migos 5 KENDRICK LAMAR LOYALTY. f/ Rihanna 6 MIGOS Walk It Talk It f/Drake 7 LIL PUMP Be Like Me f/Lil Wayne 8 KENDRICK LAMAR LOVE. f/Zacari 9 THE CARTERS Apes**t 10 MIGUEL Sky Walker f/Travis Scott 11 YG F/2 CHAINZ, BIG SEAN, NICKI Big Bank 12 BLAC YOUNGSTA Booty 13 MIGOS Stir Fry 14 RICH THE KID Plug Walk 15 DJ KHALED F/RIHANNA/B. TILLER Wild Thoughts 16 CASANOVA 2 AM f/Tory Lanez, Davido
17 JUICE WRLD Lucid Dreams 18 LIGHTSKINKEISHA & BSMYTH Ride Good 19 SHECK WES Mo Bamba 20 LLOYD Caramel 21 TYGA Taste f/Offset 22 DRAKE In My Feelings 23 SUMMERELLA Do You Miss It 24 CARDI B I Like It f/Bad Bunny/J Balvin 25 DRAKE Nonstop 26 G-EAZY No Limit f/A$AP Rocky, Cardi B 27 CARDI B Ring 28 GOLDLINK Crew f/Brent Faiyaz/Shy Glizzy 29 BLOCBOY JB Look Alive f/Drake 30 DRAKE God’s Plan 31 YELLA BEEZY That’s On Me 32 TORY LANEZ & RICH THE KID Talk To Me 33 LIL DUVAL Smile B*tch f/Snoop & B.Greezy 34 ELLA MAI Boo’d Up 35 NICOLE BUS You 36 QUEEN NAIJA Karma 37 DRAKE Mob Ties 38 JACQUEES You 39 MEEK MILL Dangerous f/Jeremih, PnB Rock 40 DRAKE Nice For What 41 GUCCI MANE/BRUNO/KODAK Wake Up In The Sky 42 FLIPP DINERO Leave Me Alone 43 LIL WAYNE Uproar 44 KODAK BLACK Zeze f/Travis Scott & Offset 45 PARDISON FONTAINE Backin It Up f/Cardi B 46 LIL BABY Yes Indeed f/Drake 47 ELLA MAI Trip 48 TRAVIS SCOTT Sicko Mode 49 ELLA MAI Shot Clock 50 CARDI B Money Hot Adult Contempory Recurrents 1 AJR Burn The House Down 2 SAM HUNT Body Like A Back Road 3 KHALID X NORMANI Love Lies 4 ED SHEERAN Castle On The Hill 5 LUIS FONSI & DADDY YANKEE Despacito f/Justin Bieber 6 MAROON 5 Wait 7 FLORA CASH You’re Somebody Else 8 ARIANA GRANDE No Tears Left To Cry 9 CHARLIE PUTH How Long 10 KYGO X SELENA GOMEZ It Ain’t Me 11 FOSTER THE PEOPLE Sit Next To Me 12 DEMI LOVATO Sorry Not Sorry 13 HALSEY Bad At Love 14 ARIANA GRANDE thank u, next 15 MAROON 5 What Lovers Do f/SZA 16 LUKAS GRAHAM Love Someone 17 JAMES ARTHUR Say You Won’t Let Go 18 IMAGINE DRAGONS Natural 19 DUA LIPA New Rules 20 NIALL HORAN Slow Hands 21 ARIANA GRANDE Breathin 22 P!NK What About Us 23 ZEDD & ALESSIA CARA Stay 24 POST MALONE Better Now 25 IMAGINE DRAGONS Believer 26 CHARLIE PUTH Attention 27 WEEZER Africa 28 CAMILA CABELLO Never Be The Same 29 DAN + SHAY Tequila 30 CAMILA CABELLO Havana f/Young Thug 31 SELENA GOMEZ Back To You 32 SHAWN MENDES In My Blood 33 THE CHAINSMOKERS Something Just Like This
34 SHAWN MENDES There’s Nothing Holdin’ Me... 35 BEBE REXHA Meant To Be f/F.G.L. 36 IMAGINE DRAGONS Thunder 37 IMAGINE DRAGONS Whatever It Takes 38 MAX Lights Down Low f/Gnash 39 PORTUGAL. THE MAN Feel It Still 40 ED SHEERAN Shape Of You 41 ZEDD/MAREN MORRIS/GREY The Middle 42 MACKLEMORE Good Old Days f/Kesha 43 MAROON 5 Girls Like You f/Cardi B 44 LAUREN DAIGLE You Say 45 LOVELYTHEBAND Broken 46 5 SECONDS OF SUMMER Youngblood 47 ED SHEERAN Perfect 48 LAUV I Like Me Better 49 TAYLOR SWIFT Delicate 50 MARSHMELLO Happier f/Bastille Country 1 SCOTTY MCCREERY Five More Minutes 2 BRETT YOUNG Mercy 3 MORGAN EVANS Kiss Somebody 4 DARIUS RUCKER For The First Time 5 MIDLAND Burn Out 6 DYLAN SCOTT Hooked 7 CHRIS STAPLETON Broken Halos 8 FLORIDA GEORGIA LINE Simple 9 KENNY CHESNEY All The Pretty Girls 10 BLAKE SHELTON I’ll Name The Dogs 11 CHRIS JANSON Fix A Drink 12 LANCO Greatest Love Story 13 DYLAN SCOTT My Girl 14 JAKE OWEN Down To The Honkytonk 15 JASON ALDEAN Drowns The Whiskey f/M.Lambert 16 LUKE BRYAN Sunrise, Sunburn, Sunset 17 THOMAS RHETT Life Changes 18 BILLY CURRINGTON Do I Make You Wanna 19 MITCHELL TENPENNY Drunk Me 20 CHRIS YOUNG Hangin’ On 21 LUKE COMBS When It Rains It Pours 22 DIERKS BENTLEY Woman, Amen 23 THOMAS RHETT Unforgettable 24 DIERKS BENTLEY Burning Man f/Brothers Osborne 25 JORDAN DAVIS Singles You Up 26 BEBE REXHA Meant To Be f/F.G.L. 27 KANE BROWN What Ifs f/Lauren Alaina 28 OLD DOMINION Hotel Key 29 JASON ALDEAN You Make It Easy 30 D LEE MURPHY/K CHESNEY Everything’s Gonna Be Alright 31 DUSTIN LYNCH Small Town Boy 32 LUKE BRYAN Most People Are Good 33 CHRIS STAPLETON Millionaire 34 KANE BROWN Lose It 35 KANE BROWN Heaven 36 LUKE BRYAN What Makes You Country 37 LUKE COMBS One Number Away 38 KENNY CHESNEY Get Along 39 RUSSELL DICKERSON Blue Tacoma 40 DAN + SHAY Speechless 41 DAN + SHAY Tequila 42 JORDAN DAVIS Take It From Me 43 DUSTIN LYNCH Good Girl 44 THOMAS RHETT Sixteen 45 MICHAEL RAY One That Got Away 46 JIMMIE ALLEN Best Shot 47 JASON ALDEAN Girl Like You 48 LUKE COMBS Beautiful Crazy 49 SCOTTY MCCREERY This Is It 50 LUKE COMBS She Got The Best Of Me