Issue 189 - December 2017 - Raising Your Game by Mobile Beat Magazine

ISSUE 189 DECEMBER 2017

RAISING YOUR GAME ARTICLES BY MBLV22 PRESENTERS INSIDE

WWW.MOBILEBEAT.COM

RAISING YOUR GAME PLAYLIST M O B I L E M AT T E R S........................................................ 6

Realistic Resolutions By Matt Martindale S O C I A L M E D I A K N O W H O W.. .......................................... 8

5 Things You Can Do Right Now to Improve Your Social Media Game By Staci Nichols F E AT U R E . . .................................................................. 10

It’s Not Ego…It’s Good Business By Stu Chisholm M B L V22 P R E S E N T E R................................................... 1 2

Rocking Referrals

A DV E R T I S E R S

By Mike Walter Audio-Technica

www.audio-technica.com

The 1% Solution Misconception

Bose

www.bose.com/f1

By Randy Bartlett

D.A.S. Audio

www.dasaudio.com

DJ Intelligence

www.djintelligence.com/mb

DJ Trivia

www.djtrivia.com

Electro-Voice

www.electrovoice.com

Innovative LED

www.innovativeledsales.com

MBLV22 - CrowdPleasers

www.mobilebeatlasvegas.com

MBLV22 - Welcome Party

www.mobilebeatlasvegas.com

Mobile Beat Las Vegas

www.mobilebeatlasvegas.com

Photo Printer Outlet

www.photoprinteroutlet.com

QSC

www.qsc.com

Reputation Building

Stage Spot

www.stagespot.com

By Kevin Ramaley

Yodabooth

www.yodabooth.com

M B L V22 P R E S E N T E R...................................................14

M B L V22 P R E S E N T E R...................................................16

A Simple Tool to WOW Your Clients By Steve Napolitan M B L V22 P R E S E N T E R................................................... 17

Scaling Up By Byron Gunter M B L V22 P R E S E N T E R.................................................. 18

Proper Equipment Needed By Jason Weldon M B L V22 P R E S E N T E R.................................................. 18

F E AT U R E . . .................................................................. 20

Live Streaming Lessons from Ms. Candy Blog By Michael Cordeiro S C O O P....................................................................... 24

Roland DJ-202 Controller By Joe Bunn E N T R E L E A D E R S H I P ................................................... 25

Improve Your Business and Yourself in 2018 By Dave Ramsey B U S I N E S S S E N S E....................................................... 26

Keep Your Head in the Game By Ryan Burger

Publisher Ryan Burger Mobile Beat Editor-in-Chief Dan Walsh

Gear Editor Jake Feldman Circulation Manager Kitty Harr

Editorial Assistant / Writer Rebecca Burger Events Director Emeritus Michael Buonaccorso

TO ADVERTISE IN MOBILE BEAT OR EXHIBIT AT A MOBILE BEAT EVENT, CALL 515-986-3344 x300 OR EMAIL SALES@MOBILEBEAT.COM

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MOBILE MATTERS

Realistic Resolutions DON’T JUST MAKE A NEW YEAR’S RESOLUTION—SET A GOAL YOU CAN ACHIEVE By Matt Martindale

“If you don’t know where you’re going, you might not get there.” ~ Yogi Berra

s this the year to “zoom out” and take a “big picture” look at your life? Where are you today? Where do you want to be in one year? Five years? Ten years? We all know that the daily grind can dominate life, leaving little room to pursue ambitions and desires. Instead of resolutions—quickly made and quickly broken—take the time this New Year for a deeper evaluation of your aspirations and postponed dreams. Writing down your goals can become a very positive step toward achieving them. Putting your goals into writing gives you long-term perspective. It also provides a shortterm incentive to see measurable results. Developing a written plan defines your goals, breaks them down into attainable steps and puts you in charge of the daily progress. Yes, daily! Research demonstrates that individuals who follow their dreams by means of a well-thought-out plan work harder, suffer less stress and experience more joy in living. That is especially true of those who set goals in all areas of life: family, career, health, social, educational and spiritual.

them. Take the time to write them down using these steps: 1) Make sure that the goals you are striving for are what you REALLY want, not just something that “sounds good.” 2) Goals you write down cannot contradict any of your other life goals. (For example, if you wish to buy a $800,000 home but have an income goal of $60,000 per year, they clearly contradict each other. This is called “non-integrated” thinking, aka being illogical.) 3) Develop goals in these areas to ensure a more balanced life: a) Spiritual, b) Family, c) Business, d) Financial, e) Personal goals, and f ) Fun-for-me. 4) Always write your goals with positive language. 5) Write your goals in complete detail. (For example, instead of writing “I want a new home,” instead write, “a 5,100 square foot, contemporary home with 6 bedrooms and 3 bathrooms, on a lake.” 6) Make sure your goals are high enough to strive for, but not so high that they are unobtainable.

WORD PICTURES

Writing down your goals helps establish a roadmap to actually achieving them. It becomes a true commitment made to yourself. These words convey images, pictures, feelings and emotions to the mind, which (according to several studies) motivate us all to some degree. Yes, I said pictures. You can go as far as to find actual pictures of your goals and carry them with you everywhere you go. I once had an oversized “key chain”…about the size of a half sheet of paper THE NEW YEAR: TIME FOR REALISTIC RESOLUTIONS laminated attached to my car keys. Whether it’s the mental Roughly twenty five percent of the population articulates a New imagery of written goals or actual pictures, your expressions Year’s resolution. A handful of the population actually writes become tangible through your daily commitment and actions. them down. In fact, only about three percent of the general Take time to review your goals daily. Read them, then re-read public actually writes down their goals. your goals often—even aloud, according to Napoleon Hill, famed Writing down goals— author of Think and Grow Rich. small, big, personal, education, By doing so, these written business, etc.—gives us an goals become directives to the Matt Martindale has been a professional inventory of our desires. If unconscious mind and help DJ and MC since 1989, performing at more goals are not written down, than 1,400 wedding receptions since then. develop the behaviors needed then they are merely wishes. Along with running his award-winning, to fulfill them. multi-DJ company, Amoré DJ Entertainment They are not detailed, clear Here’s to you, your family, (www.amoredjentertainment.com), he has or very specific. They do not business and to a healthy, accumulated extensive entertainment experience have a well-planned deadline, happy and prosperous new including training in audio production, sound nor a scorecard to measure year! engineering, lighting and design, improv comedy, against. There is no absolute voice over artistry, magic, and much more. timeframe for accomplishing

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SOCIAL MEDIA KNOWHOW

5 Things You Can Do Right Now to Improve Your Social Media Game By Staci Nichols MCs think, “I’ve seen some YouTube videos...I can do this.” Well, that’s how you’re running your blog (if you have one), isn’t it? I took Book More Brides’ “Book Your Calendar Solid with Blogging Course” (available to members only), and I recommend you do the same (or set up a consultation with me). A proper blog is the backbone for good social media marketing...as well as the key to turning Pinterest into a free lead machine.

#3: NOBODY ON INSTAGRAM CARES ABOUT YOUR GIG LOG Or, worse, your promotional flyers and sales pitches (blech!) Instagram is the new “About” page. Who are you? What did you lift at the gym yesterday? Was it your kid’s birthday last night? What do you do in your free time? Yes, post some work-related pics; but the bulk of your Instagram strategy should be showing attractive images that allow your target market to get to know you or your company ethos—in a non-promotional way.

#4: SCHEDULE YOUR POSTS

I’ve mentioned this a lot. I’ll say it again. I take a few hours a month to scroll through Pinterest (or Google images) and find images I like for my Instagram—quotes, album covers, funny stuff, DJ gear, Sex & the City scenes, etc. Then I have my Virtual

ther than coming to my social media workshop before Mobile Beat Las Vegas or my MBLV22 Pinterest marketing presentation (of course), here are five crucial social media fixes you can implement ASAP... #1: WHY ME?

Old dogs can learn new tricks—with the right attitude.

You, like many other mobile entertainers, may have asked this question a few years ago: “Do I really need a website?” It was always inevitable. Some of us embraced it right away. Others balled up in the fetal position and started sucking their thumbs, crying, “Why me? No! I won’t do it!” Then we went through it again Assistant schedule one post per day for the month. As I stumble with, “Do I really need a Facebook page for my business?” Now, upon live/personal images to post (hanging with my daughter, many are asking, “Do I really need to market via social media?” catching my dance floor crew jumping in unison, etc.), then that Are you going to get on board this time around or will you be day gets 2+ posts. mastering Instagram about the time our main focus is shifting to #5: AUTO-REPOST Snapchat in a few more years? For sites where we still get Google juice and networking but As a side note, I have to say I just helped my recently-wid- not so much in terms of brides/leads (like Twitter), I recommend owed 80-year-old granny get her first cell phone. I spent 2 days using a Wordpress plugin called Revive Old Post. This automatiteaching her how to use it, including quite a bit of time practicing cally posts your older original content as often as you like (and is how to simply tap and swipe. the main reason I get a handful Old dogs can learn new tricks— of new Twitter followers every with the right attitude. DJ Staci Nichols is based in San Diego and single day...without lifting a

#2: BLOG! Yes, that’s a verb. And you need to do it. This is also now required for running a business (especially one in the wedding industry). You know how yucky it is when self-trained DJs or 8

specializes in spinning “country fusion,” Latin/Spanish, and mainstream music. Her know-how has appeared in San Diego Style Weddings, Offbeat Bride, Wedding Planner Magazine, and Book More Brides. She offers consulting at WeddingBizConsultant.com or check out her DJ biz at SanDiegoDJStaci.com. IG/FB/ Pinterest/Twitter: SanDiegoDJStaci

MO BI LE BE AT.COM ▷ DECEM BER 2017

finger). So, in case you needed some inspiration, consider the above some great New Year’s resolution material!

FEATURE

It’s Not Ego… It’s Good Business SPOTLIGHTING YOU, THE RIGHT WAY By Stu Chisholm ing

city

promoting

upcoming

ecently, in a Facebook events and other civic news. One DJ forum, an entertainer such event is called “Glow Skate” at the city’s ice rink. To entice parmarveled at the hundreds of They call it “shameless self-promo- ticipation, they list the attractions: photos that were posted from tion” because it should be; your “Electronic music, DJ, Glow prizes an event at which he was the for everyone!” Another nameless DJ. success depends on building your entertainer. He remarked that, And it only gets worse… brand and reputation. among photos of everything Just below this is a promotion from the place settings to the for the city’s “Daddy-Daughter food itself, there was not one Dance.” After giving the location, pricing and other details, donors photo of his performance. to the guest who now may need your are listed by name: “Limo by...” and Predictably he was descended upon by services, and a win to you, the DJ, who “Photos taken by...” yet nowhere is the enterother DJs telling him, “It’s not about benefits from simply having done good tainer listed. It’s simply a given that the you—it’s about the bride and groom,” work and gaining a new client as a result. music will somehow happen, and who cares and so on. Some accused him of being So how can this happen with oblivious who plays it? a cheapskate wanting free photos photographers and even industry pros BUSINESS SAVVY = PROMO SAVVY to use in his promotional materials. dismissing the idea? Actually, it’s precisely Yet I couldn’t help but recall all of the articles on these pages, as well as others, where DJs were told about their worth; of how the DJ is responsible for 80% of the success of any wedding reception. I also couldn’t help but recall a reception I attended as a guest years ago. They had a band, who gave a great performance. Her album contained dozens of photos of the band working the room! When I asked her why, she said, “Oh, they made the reception SO fun!” And she was right. I was there. So is it any different if your DJ makes the event “SO fun”?

CREDIT WHERE CREDIT IS DUE No, I’m not here to insist that wedding photographers take pictures of DJs, especially when it’s the brides and grooms footing the bill. As some more level-headed posters at the above forum said, if you want them to take a photo or two for your own promotion, approach them before the gig and offer to pay for them. But what are the odds that when the party is totally off the hook and you’re at your peak form, the couples wouldn’t want a picture of your show? What are the odds that, months later, when friends are over perusing the album, they might say, “Oh, that DJ was awesome! Do you have their number”? Who loses here? The quick answer is nobody. It’s a win for the couple, who had such a great time that they wanted to remember; a win

As entertainers, we include certain stipulations in our contracts. We detail our staging requirements, the conditions that need to be met and so on. Our clients tend to understand, for instance, our need to be under cover during an outdoor event, or to have an electrical outlet within close MORE THAN PHOTOS proximity. Because the photographers But this is the least important part of this and video people do it, some DJs include issue I am here to address. In a similar, yet a dinner stipulation. Most understand this, far more unfortunate vein, I recently got a too. If we are giving a deep discount or a flyer for a charity fundraiser dinner-dance. donation, then they will also understand In it, they touted all of the attractions: that a reciprocal mention in any and all pro“50/50 raffle, door prizes, beer & wine motional materials represents all or part (cocktails available), and DJ.” I couldn’t help of your “fee” for the event. Even if you’re but notice a few things: first, the caterer was being paid, having a “name brand” helps mentioned by name (“elegant, five-course both you, via building name recognition, meal by…”). They also mentioned a local and the event/promoter, who might attract celebrity who would be presiding over their your own fans/followers in the process. prize auction. Yet the night’s entertainment They call it “shameless self-promotion” was “and DJ.” DJ nameless. And, being a because it should be; your success depends charity, I am guessing that said nameless DJ not only on your paychecks, but on building donated his/her services, or at least gave a your brand and reputation. We often hear it bone-deep discount. said that “you can’t place a value” on these Then yesterday I perused the Warren things, yet there IS definite value, enough so Newsbeat, a publication of a neighbor- that some balk at the thought of “blowing your own horn.” In the end, it’s not about ego. It’s not about ripping anyone off. It’s about Stu Chisholm had been collecting music since he was building and maintaining your about age 8 and began his DJ career in 1979. After a business to the mutual benefit stint at the Specs Howard School of Broadcast Arts, he studied the DJ arts with famous Michigan broadcaster of yourself and your clients. That Bill Henning, interned at Detroit's rock powerhouse, way, when your favorite charity WRIF, and later added voiceover work and club gigs at calls you next year, you’ll still be Detroit's best venues. He has shared his extensive DJ around to help. experience through MB columns, as a seminar speaker Until next time, safe and through his book, The Complete Disc Jockey: A promoting! Comprehensive Manual for the Professional DJ. as they said on the forum: it’s about the bride and groom. If the couple instructs the photographer not do overlook the DJ if he/she is doing something worthy of notice, then they will get what they want. And everybody wins.

MO BI LE BE AT.COM ▷ DECEM BER 2017

MBLV22

Rocking Referrals

The Best Way to Raise Your Game

he Mobile Beat Las Vegas event is, without a doubt, the best (and the first) opportunity professional mobile entertainers have each year to get new skills, gain knowledge to grow their businesses, build new mutually beneficial relationships and enjoy hands-on, quality time with the newest technology for DJs. On the following pages you’ll find a selection of articles by a few of the presenters you’ll be able to learn from in Las Vegas. Each one provides a key point drawn from what they’ll be sharing at MBLV22. Along with great educational content like this, at Mobile Beat Las Vegas you’ll enjoy networking with your peers, top-notch entertainment, a high-quality hotel experience at the Tropicana LV. Look for similar articles in the next two issues (Jan. & Feb. 2018), leading up to the big event in March. I hope to see you there! ~ Dan Walsh, Editor-in-Chief (PS: If you read this before attending, see me at the show registration desk and let me know by giving me the secret password, “SHERLOCK.” I’ll buy you a drink and ask you about your personal highlights from MBLV22. And maybe we’ll feature you in a future issue as well! ~DW)

By Mike Walter

assume you throw great parties. Why do I assume that? Because you're reading Mobile Beat, which makes you one of the few members of our industry who cares about further education. So I assume that when you DJ and MC events you not only bring experience but all this knowledge from the great contributors here at Mobile Beat, and you rock your events. But here's what I don't know. When the guests at your events leave, do they say “that was a great party!” or do they say “that DJ threw a great party!”? There's a very subtle difference between those two statements but they can make a world of difference in the success of your career. Here's how: The number one source of quality leads we can generate is direct, personal referrals. When someone calls or emails or fills out your website form and says “I saw you at an event” you should have a much higher closing rate than any other type of lead. Even the coveted banquet hall referral, while no doubt valuable, is not as solid as someone who saw you at an event. Knowing this, we should do everything we can to generate more of these leads. Step one, of course is rocking your events. I go back to my initial paragraph here and I assume you already do that. But step two is just as crucial: getting the guests who leave your events saying “that DJ threw a great party!” And that comes down to you taking a handful of moments at your events and making them more memorable. I call this prompting, as in you (as the DJ and MC) prompting the crowd to do something. That something can be anything from hand clapping to singing along to jumping to waving at the videographer. And those somethings, again not all night long but sprinkled in throughout the party, are what make you, as the MC and DJ, stand out. They are the reason your guests will say “that DJ threw a great party!” which will lead to more direct, personal referrals, which will make it easier to fill your calendar, which will make you more successful, which will make it possible for you to buy that dream home you and your spouse are looking at. Imagine that, a new home...from handclapping! Now I know the immediate push back about this (because I hear it all the time) is “But Mike, I don't want to steal the spotlight from my clients.” My answer to that is, respectfully, “Hogwash!” There is no such thing as stealing the spotlight at weddings or mitzvahs. The guests of honor own these events. Everyone is there to celebrate with them and nothing a professional DJ can do will change that. So stop holding back for fear of stealing the spotlight and start going for it, to create memorable moments at your events. Not only will your parties improve from these random, high-energy, moments, but you’ll generate more referrals as well. It’s a true win-win and it’s something every DJ and MC should be striving for when they do an event. After all, creating moments is what we do. And when we go into our events with a game plan, and we practice and rehearse the things we are going to say and when we are going to say them, we come across as polished performers. Want some specific prompts you can do to make your parties more memorable? Join me at my seminar in Las Vegas called “Get Up and Interact!” where I'll not only be listing many of these but I'll be demonstrating some and showing video footage of others. I’ve been scheduled for Wednesday morning, March 14th, so this will be a great way to kick off a great day of education!

FIND MORE INFO AT: https://www.mobilebeatlasvegas.com/featuring/mike-walter/ 12

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MBLV22

The 1% Solution Misconception By Randy Bartlett

n 2001, I produced a DJ Training DVD called The 1% Solution. Over the years, we’ve added more releases and more in-depth subjects and I’m proud to say that the phrase “1%” has become a part of the DJ lexicon. But I’m dismayed at how often it’s misunderstood.

The 1% Solution came about as a result of our in-house training methods for our staff DJs. While working on improving performances, I often made the point that I didn’t want to change anything our DJs did by 100%, but that I wanted to change 100 things by 1%—thus the name. The misconception has arisen, however, that this concept is often seen as being “1% better.” The hard truth is that a 1% improvement in just about anything would likely be unnoticeable. Our goal has never been to have the results be 1% better. Our goal has been to create entirely different results by simply changing HOW we do things ever so slightly—maybe just 1%. A simple example for DJs might be the mix of two songs. Two songs played back to at the same event for the same group at the same time could get two entirely different dance floor reactions based on HOW those songs are mixed. If a song is allowed to fade into nothing, with a second or two of dead air and then the next song is cued up, you would likely end up with a bunch of people leaving the dance floor, but if those same two songs were flawlessly beatmixed at the right part of the song, those same dancers might now cheer, scream, sing along and not only continue to dance, but to dance with more energy than before. The WHAT is the same, but the HOW changes the results. Over the last three decades of working hundreds of weddings, mitzvahs, corporate events and private parties, I’ve discovered that there are countless moments at every event where I can change the result of that moment simply by changing, ever so slightly, HOW I word something or the inflection I use, the volume, the lighting, the timing, the staging, etc. A simple but important method I teach in our workshops is in the opening of an event. Too many DJs start their events with no life at all (“How’s everybody doing tonight?”) or by going overboard and trying to force and create a reaction, (“I SAID HOW’S EVERYBODY DOING TONIGHT!!!), instead of finding a way to release all the love and energy that’s just waiting to explode naturally from the guests. For years, I’ve tried to convince DJs of the importance of not telling the guests to clap when they want applause, but of allowing

the guests to show their emotion through applause naturally. Guests know when to clap. They simply need two elements: a reason and an opportunity. Given those two elements, they will spontaneously burst into wild enthusiastic applause every time. (Yes, every time. If they didn’t, you didn’t do your job properly. It’s never a bad crowd; it’s always a bad delivery.) The reason is the moment in front of them, i.e. the entrance of the bride and groom. The opportunity is uisng your MC skills to know what to say and when to shut up so they can clap. We DJs tend to talk right over the opportunity. It’s impossible in a written article to demonstrate all the 1% Solution factors to create this result. Where you stand, the volume, the inflection, your posture and expression, the specific words, the timing—all of these factors are well within the talent quotient of most mobile DJs. Unfortunately, many DJs have all the talent they need, but are lacking in the skills. Think of a great athlete trying to learn to play tennis. Even though he has a lot of athletic ability, until someone teaches him how to hold the racquet, where on the court to position himself, the proper angle of the forehand stroke, how to anticipate the next shot, etc., he’s just another underachieving, gifted athlete, easily beaten by someone with far less talent but more learned skills. I see a lot of underachieving, gifted DJs, who simply haven’t been taught the skills to get the results they want and that their clients deserve. At the Mobile Beat show in Las Vegas in March 2018, I will be bringing to the stage one last time as many of these ideas as I can squeeze into my opening presentation. With live demonstrations and video examples, I’ll show attendees how to control a room in the first few seconds without ever being cheesy or obnoxious, how to take difficult moments like acknowledging the recent death of a parent and making it a powerful tool to bring energy and joy to a reception, how to release the pent up emotion at every wedding, from the first moment guests walk in until the finale that will have the guests in tears and more excited than anyone imagined possible. We’ll explain how to use The 1% Solution in your everyday business and in all of your performances, not to be 1% better, but to make very small changes using the talent you have, to create entirely different results: cheers instead of silence, dancing instead of singing, tears instead of apathy, overtime instead of early endings, and raving fans clamoring for your service at a premium price instead of them just asking, “How much for four hours?”

FIND MORE INFO AT: https://www.mobilebeatlasvegas.com/featuring/randy-bartlett/ 14

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MBLV22

A Simple Tool to Attract Your WOW Clients By Steve Napolitan

othing is more frustrating than conjuring beats that you find mind-numbing and don’t let you experiment or express your full creative potential. Many creatives, artists, and entertainers struggle with the dilemma: Work that pays the bills, or work that is fulfilling?

You can have both of course: work that’s play and work that pays. When you do more of the work you love, you put much more effort in, which brings about better results. Better results lead to more revenue because if you’re getting better results, clients will be happier to pay more. And when they do, you grow your raving fan base...which leads to more referrals. More Results -> More Revenue -> More Raving Fans -> More Referrals Getting this snowball effect working is the key to growing your business on demand. You get to choose how large you want it to be. But to get that going, you must know exactly what your ideal clients are looking for, and be able tocommunicate what you do, so they convince themselves that you are the one. Question: What if you could discover the perfect message that will have your ideal clients and fans flocking to you? That’s what we’ll explore in five simple steps. But before we do, I want to share a story, so you really understand the power of what I’m about to share. When I was working with a chiropractor business, my client thought that all his patients wanted pain relief. Which is logical. But that’s not what the customers needed to hear. It wasn’t what they wanted to hear. What was missing? When we simply surveyed their favorite clients, we discovered that clients wanted on-time appointments first. Customers hate waiting in the lobby for their appointments. The business changed their messaging on their bill boards, their phone greetings, their business cards etc. All of them said on-time appointments. The result? Those three magical words helped them triple their business and they went on to open multiple clinics nationwide. What are YOUR three magical words? Use these next five steps to discover them.

STEP 1: DON’T CALL IT A SURVEY People are sick and tired of surveys. When you survey someone, the first thing they should hear is: “Hey, you’re one of my favorite clients! I just want to ask you a few questions really quickly, because I want to better SERVE you and I’d like to serve MORE PEOPLE just like you. Is now a good time to talk?” Notice I said “favorite” clients. Or what I call WOW clients. They are the clients who make your heart beat faster. Because you want to uncover the magical message that will attract MORE

of them to work with you and your business.

STEP 2: KEEP IT SHORT & SWEET Three to five minutes, max is my suggestion. Which allows you to ask three to five questions. They will be happy that you called. They will be even happier you respected their time. You will be happier too because you can get a lot of great information with a small time investment.

STEP 3: ASK THEM OPEN-ENDED QUESTIONS What are open-ended questions? (That was an open-ended question.) They are questions that can’t be answered with a simple yes or no, or a number. We ask questions like, “What’s the greatest value that you gained from working with me?”

STEP 4: KEEP QUESTIONS SINGULAR What do I mean by that? Do not ask the questions such as, “What are some things you liked?” This might get you some great responses. But it’ll take way too long to get them. That’s why I recommend using questions begin with: “What’s the greatest…” or “What’s the main thing…”

STEP 5: GIVE THEM A GIFT You don’t have to spend a lot of money. Maybe you can offer a sample of your service or your product. Or, you can get them a cup of coffee or lunch, and interview them there and then. They will feel grateful. In my upcoming talk for Mobile Beat Last Vegas (#MBLV22), I’ll be covering strategies just like these and more. My talk is called “Capture WOW Clients.” In my talk you will learn: How to DESIGN your business or your career in a way that supports the lifestyle you want, rather than taking away from it. How to BUILD your business with the right brand message so you can capture your WOW clients. How to SHARE your business so you can consistently attract your WOW clients on demand. However many or little you want is your choice. It can be like a tap you can turn on or off.

FIND MORE INFO AT: https://www.mobilebeatlasvegas.com/featuring/steven-napolitan/ 16

MO BI LE BE AT.COM ▷ DECEM BER 2017

Scaling Up By Byron Gunter

ost of you reading this probably think that you are one of the top wedding DJs, if not the best, in your market. In most markets there is plenty of room for growth—but there’s only one you and only so many weekend dates a year. So, the question is, how do you duplicate yourself? How do you build a multi-op with an arsenal of DJs who bring the same level of professionalism and experience that you do?

How do you maintain your brand consistency and qualityof-product as you scale? As a multi-op that does well over 400 weddings a year, I could spend hours explaining how, for example, we do all those weddings with little to no advertising, how we’re the preferred DJ company at the vast majority of venues in our market without ever asking to be on a preferred list (not even once!), or how 90% of our weddings are less than 30 minutes from our office. At the end of the day, it boils down to consistency. When a venue recommends us, they know that it doesn’t matter which DJ the bride or groom gets—they are going to get a consistent, quality product. We don’t have one DJ that is more interactive than others, we don’t have one that is more country or more hip-hop oriented. The idea behind my multi-op is that I want to be able to replace myself with myself. That way, every single one of the 400+ weddings we do is like I am personally at that event. I think the biggest contributor to maintaining that consistency is what I call “DJ Boot Camp.” Once a potential DJ has passed my stringent initial hiring requirements (one of which is that they must have never DJ’d before—no exceptions) they enter DJ Boot Camp. DJ Boot Camp is a period of training in which they must roadie/train for 30 weddings for crap pay ($60, to be exact) before they are allowed to even start booking their own weddings. 30 may seem like a lot, but, in the busy season, they conceivably could complete training in three months. If they’re dedicated. And they’d better be. The vast majority of potential employees don’t

to setting up the entire rig, from adjusting mic levels to MCing basic announcements. After those 30 weddings are complete, the new DJ has the confidence, knowledge and experience they need to be an integral part of the most important day of someone’s life. Another important aspect to this is that each DJ books their own weddings and so needs to be able to project confidence and be knowledgeable at the consultation. They need to be able to name drop coordinators at the couple’s chosen venue. They need to be able to flip a piece of paper over and draw a “typical” floor layout. They need to be able to talk about unique requirements of the venue—all of these things will help sell. Yes, I have a “script” of sorts for the consultations; but, when the DJ can go above and beyond in describing their venue, it will help alleviate concerns that the couple may have. Just because DJ boot camp is over and they are booking weddings, that does not mean that training is over. We typically book 7-15 months in advance, depending on the date, so this new DJ will still go out every weekend and roadie (ahem, train) with staff. They could have easily been to 60+ weddings before they actually do their first one solo. Something I also like to do is let them book holiday parties or corporate events (depending on the time of year) before they do their first wedding. That allows them to get the “first event jitters” out of the way on an easier, less-stressful event. While it’s been refined since the first DJ I trained, I’ve used this platform to put together a staff of seven seasoned DJs who I have no doubt will provide the same, quality experience as I would myself. The reviews for each one are out there to prove it.

FIND MORE INFO AT: https://www.mobilebeatlasvegas.com/featuring/byron-gunter/

The question is, how do you duplicate yourself? make it past the first couple of weddings. They, or you, or both of you, are going to know in those first few whether they’re going to be a good fit. I’ve had some that didn’t realize how much mic work is involved, or others that can’t handle the hours required. It takes a special someone to make it all the way through. Why 30? Because after 30 weddings they’ll have seen most venues in the city and they’ll have seen and been a part of most scenarios that can happen at a wedding. I make the potential employee roadie with me personally to at least 15 of those weddings. After that, if I’m at a venue they’ve been to and another staff member is somewhere they’ve never been, I’ll send them with the other DJ. The idea is to see as many venues as possible. It also gives my other DJ a free roadie, which they love. After a while, we slowly increase their responsibilities—from setting up lights MO BI LE BE AT.COM ▷ DECEM BER 2017

MBLV22 good and will pay itself off very quickly. You will also want to invest in a set of antennas so that you can be sure the signal is strong for the entire event. Don’t cheap out on this one. This will be used every single day. You will need two computers. A Mac Book Pro and a top of the line PC. You will need every single adaptor you can possible think of for each. Each computer will need to have the most up to date MS Office on each, as well as the Mac suite of tools. This will be your biggest return on investment. Be prepared for the client to say they don’t need it...and then all of a sudden request it the day of. Having a solid, 3000-5000 lumen projector with VGA and

Proper Equipment Needed By Jason Weldon

big mistake I see with DJs who are trying to get into A/V rental is the type of equipment they are using. As a DJ, sometimes the less expensive equipment is perfectly acceptable. However, to the corporate client, you will need to make sure you are using industry-standard equipment. The most noticeable will be microphones, computers and projectors. Your microphone needs to be able to sound good and be clear from interference. Some of the cheaper microphones just don’t have the strength to cut through a lot of the RF noise from, what seems to be, a constant barrage of interference. Spending the money on a solid wireless combo unit will make you look

Be prepared for the client to say they don’t need it... and then all of a sudden request it the day of.

FIND MORE INFO AT: https://www.mobilebeatlasvegas.com/featuring/jason-weldon/

to start thinking outside the common marketing realms. Connect with your clients on a more personal level. For example, send anniversary cards to your clients or personalized gifts to celebrate milestones. Demonstrate your listening skills and attention to detail by taking notes during your initial meeting. Does your client mention kids, pets, hobbies, etc.? Refer to this information during your follow up visits, correspondences or even during their event. Going that extra mile shows your clients that you are more than just a DJ. You are someone who cares about more than just the simple vendor/client relationship. Ultimately, this type of relationship-building increases word-ofmouth advertising—the best kind of advertising! In addition to building your reputation with your clients, you must also work to build your reputation with other vendors. Think about all the vendors you work with on a daily basis: venue managers/staff, caterers, bakers, photographers, etc. Each one is

Reputation Building By Kevin Ramaley

Js are more than just musical entertainers. They are consultants, experts and trendsetters. Your customer looks to you to know all genres and styles of music. They expect you to be the life of the party but stay quietly in the background and, of course, come and go without being noticed. But what if you could change that perception? What if, instead of just providing entertainment through music, you could provide an experience: an "unforgettable, still talking about it long afterwards" experience? Well, you can! When you first start your business, your main marketing goal is brand recognition; you need to “get the word out” that you are a player in your market. Print advertising, bridal shows and radio ads are good traditional marketing avenues, while the new norm includes social media posts/ads, blogs, etc. Advertising is critical in the beginning to get your name recognized in the marketplace. But as your business grows, you need

Going that extra mile shows that you are someone who cares about more than just the simple vendor/client relationship.

FIND MORE INFO AT: https://www.mobilebeatlasvegas.com/featuring/kevin-ramaley/ 18

MO BI LE BE AT.COM ▷ DECEM BER 2017

HDMI inputs, and at least 1280x1920 resolution will be required. These types of projectors are quite affordable and will pay themselves off within 8-10 rentals. You don’t need to have any separate lenses for these projectors, just the standard built-in zoom and focus will be quite fine. All cables should typically be included when you rent the projectors, so make sure to build that into the price. And don’t forget the wireless presentation advancer. This one small piece of equipment will be needed on almost every single event. The presenter will almost always forget to bring theirs and will ask for it the day of the event. A great way to add even more revenue onto the event. When we work in a venue, we ask if we can keep the equipment on site, in a locked up closet. It makes it easier for me to send someone over to set it up and doesn’t require me to have to load and unload each time. It also helps the venue out in case they are in a jam and the guest might need something without you being there. During my session at MBLV22, I will give you some tips on how to keep the using of the gear without your knowledge to a minimum. If you don’t use good gear, your show is going to fail at some point. Good gear lasts longer, can handle many different types of requests and makes you look good. You want to be the expert when it comes to A/V and having brand-recognized equipment, along with properly dressed technicians and a good management system helps the entire process.

a free marketing opportunity. Yes, I said free! By having a positive working relationship with your vendors, they will be more likely to recommend you to their current clientele, thus potentially turning them into your clientele. Agreeing to cross-promote will enhance your brand and industry reputation. Consider offering special discounts or package deals to customers who choose both of you as their vendors for their event. As you continue to build on your customer and vendor relationships, and as your clients grow tp view you as an expert in the field, continue building your business beyond the realm of music. Add new product and service offerings. Educate yourself on the new trends and don't be afraid to implement them. As you add new products or services, offer trial runs with key clients. This will allow you to work out the hiccups and really see if there is a market for it in your area. If the new product is successful, ask your client for a testimonial. It is an easier sell to new clients if they see the success. Take chances! Don’t hold back. You have a passion...you have a dream—and you can have a successful career. Start a new website, advertise big, open a store front; whatever your goal, go for it! And a major step toward bettering your business is attending Mobile Beat Las Vegas. It is important to let your clients know that you have chosen to further educate yourself and your team on the new industry trends. Entrepreneurship is amazing. Enjoy the journey!

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FEATURE

Lessons from a Live Streaming Diva MS. CANDY BLOG SHARES LIVE VIDEO SUCCESS SECRETS By Michael Cordeiro

t's no secret that the most important game to be winning right now, in terms of success for many kinds of businesses, is social media. Getting your message out consistently and successfully can be a daunting task. New platforms, changing algorithms and an increasingly diverse group of users can make targeting an audience like finding needles in a haystack. Print media has long been “dead,” so to speak; are static websites next? Recently, Facebook, Twitter, Instagram and Pinterest have been the leaders of the of the social media pack. But there's a new horse on the track and it seems to be steadily moving into the lead: “Live streaming” or “going live.” The use of live video clips was made popular a few years ago by sites like Vine. However, live feed video is an entirely different animal, requiring a different level of “care and feeding” than posted pics and edited clips from our events. There are a few key elements to making view-worthy posts and creating content your followers want to see. To better understand live streaming and the changing face of the social media “big picture,” I turned to one of the biggest stars of the live stream universe, Ms. Candy Blog, for help. Since 2014, she has gained thousands of followers by video blogging and live streaming about her favorite passion: candy. On her website (http://mscandyblog.com) you’ll find her background and accomplishments listed as follows: “Klout’s #1 female livestreaming and streaming video geek, she is the first candy livestreamer, an award-nominated YouTuber on the World of Wonder (“RuPaul’s Drag Race”) network, and a best selling author. With a degree in English and two in theater, along with a background in corporate training, instructional design and community management, Ms. Candy Blog has worked for such brands as Google/YouTube, Yahoo!, J.P. Morgan and American Express.” Mike Cordeiro: How did Ms. Candy Blog all come about? Ms. CandyBlog: Ms. Candy Blog grew out of my wanting to do something creative which would make me happy and

bring happiness to other people. I considered focusing on fashion or beauty, but those areas were already saturated. And then I thought, “Well, I like candy and I know a lot about it and could talk about it for a long time.” So I decided to marry candy with fashion and beauty and...here I am, 3 years later with 80K+ followers across all social. The first video I released in 2014 was a review of the RuPaul candy bar. That came out on a Monday. That Friday, the producers of RuPaul's Drag Race offered me a contract to join their network on You Tube. M C: Was it because of all the You Tube hits? C B: It was due more to the style and content. The network World of Wonder (World of Wonder is the production company created by two of New York City's club kids of the ‘80s. ) thought I would be a great fit. M C: When did you expand onto other Social Media platforms? C B: I created presences on Facebook, Twitter, Instagram and Pinterest, thinking the main content would come out on YouTube (the world’s second largest search engine—which is also considered social media). In May of 2015, I heard about Periscope and thought, “How can I bring what I do on You Tube to live streaming?” M C: Why live streaming? C B: I have a background in theatre and performance. Livestreaming allowed me to have a live connection to the audience rather than just talking to a camera. It allows instant feedback in the moment because with live streaming there is literally an audience in your face. The impact is ten times greater than that of just posting a picture or random video clip. M C: How did you develop your content? C B: The first thing I did was to create “Candy Reviews By

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You.” I took what I was already doing and put an interactive spin on it. I would choose three candies and let the audience vote on which one we would review. You cannot believe the response I got when their candy didn’t win. I knew I was onto something big. M C: How can we relate that to the DJ world? C B: The thing I found with candy is that the people in my audience had a vested interest in it. Maybe it was because of nostalgia, or it was their favorite candy...because they had an emotional tie to the candy I was reviewing; the participation and interest was very high. M C: So the idea is to create content that your audience has an emotional and vested interest in. C B: Exactly! You want to create content relevant to your audience and their needs. M C: Can you break down the process of live streaming— what it takes to get started and some do's and don'ts? C B: First things first. Make sure you have a solid internet connection. I use my iPad as a hot spot. Another key thing is vantage point. Will you be holding your device? Is it mounted? Then you can start worrying and get nervous about what you're going to say and do. M C: (laughing) Nice.

what's happening around the person holding the camera. M C: Like a bouquet toss or first dance. C B: Right. As a DJ you need to figure out what moments your audience wants to see. Shopping for music, meeting with a couple, getting ready for an event...anything relevant to what you do. M C: Plus all the stuff at our events, right? C B: Hold on, I'm getting there (laughing)! M C: Sorry, I'm jumping ahead. What else? C B: Now that you have all this great content to share before you even get to your event, you're ready to go and really engage your audience. At your events, showcase how you load in and set up. Stream yourself talking with other vendors and how you deal with staff and other issues that pop up. Then, stream the high points of your events. Show your audience the parts that highlight what your company does best. Remember if you can get your client on camera live in the moment, that's gold! M C: That is an awesome point! C B: There’s so much you can do to promote your company with that content! I think that's where many people miss the boat with social media. By doing this right, you're setting your company up for success and setting yourself apart.

C B: Seriously, God forbid your equipment breaks down right in the middle of a stream and you get frustrated. You’re not going to want to live stream again. M C: Great point. Luckily, most DJ's are pretty anal about using quality equipment. There is a picture of you on your website streaming in front of this crazy mount with a lot of devices attached. Where did you get that? C B: There's a company called Arkon Mounts (www.arkon. com) who are leaders in live streaming equipment. Aaron(the owner) likes to push the limits so I asked him if they'd build a 7-device mount—7 different devices, a different livestreaming platform broadcasting from each. M C: They have some great stuff on their website. How many devices have you live streamed with at one time? C B: I think I hold the record for live streaming on nine different platforms at once. M C: Wow. How did you focus on nine different screens at once? C B: It wasn't easy. You have to ask yourself if you're going to be comfortable on camera and speaking off the top of your head. As a DJ I think you would have an advantage. M C: I would agree with that. We are used to public speaking and dealing with impromptu situations. Being on camera is a different animal though. C B: And that's OK. You don't always have to be on camera. Some of the most interesting streams have been about

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FEATURE M C: That’s gold right there. I believe this is exactly where many of us make mistakes. When we do live stream, it's too random and unscripted. We tend to be all over the place or not have a point as to why we are live in the first place. How can we improve? C B: Practice, practice, practice! Train your brain to speak in mini scripts. Have structure and a plan; otherwise you're just blabbing on camera. The other big thing is to get comfortable with being uncomfortable. The best time to make mistakes is when no one is watching. M C: What do you mean? C B: Once you build an audience, you better be good or else they'll move on and watch another DJ. Work all the bugs out in the beginning, before your audience grows. M C: Great advice. So which platforms should we be on? Which ones would you say are the best for DJ's? C B: Definitely Facebook and Instagram. You should also have a YouTube channel to share content on a weekly basis. M C: Anywhere else?

More Tips from Ms. Candy Blog • To build an audience quickly, stream at the same time daily • Always have a topic and great content to stream about • Shoot in a well lit area • Make sure your audio is clear • Your face should always be in the upper third of the screen • Save all your streams and add the best content to your You Tube channel later • Most of all...have fun! that comes out, but Facebook and Instagram will remain at the top. Remember it's about choosing the platform that best reaches your audience. M C: True. Communication itself has changed so much in the last five years. Email is dead and people really don't look at websites anymore. Everything is about “texting.”

M C: Yes.

C B: Oh my God, people want everything instantaneously now. The fact is that you have to communicate with clients via the media THEY choose. And don't even use an emoji unless they do it first.

C B: Wedding Wire and The Knot. Maintain a presence there. Try to put up new content as often as you can.

M C: Great! I am so guilty of that. I'm a happy face and thumbs up guy.

M C: What about SnapChat? My daughter is always on that.

C B: I am too, but they need to do it first. I sign my emails Candy Kisses with candy emojis.

C B: Weddings are a big part of your business, right?

C B: The kids love it, but I don't think it's right for businesses though. M C: I've had my fifteen year old daughter tell me that she doesn't use Facebook because it's for old people. Will there be some new platform that will dominate social media? How will we reach her generation and millennials? C B: SnapChat doesn't support the data necessary for businesses to track usage and build a following. You're better off with Instagram Stories. There will always be some new app or platform 22

M C: Let's talk integration. One of my biggest social media pet peeves is trying post on several platforms at once. What a pain. What tools, sites or apps would you recommend we use to simplify this process?

C B: HootSuite for one, which has been around for a while. TweetDeck which lets you post on Facebook and Twitter. I prefer “Buffer.” M C: How does that work? C B: Buffer let's you take your content and check off which social media platforms you want it to be shared on. It's very simple to use. M C: How often should we live stream? C B: There's no hard and fast rule for when you should live stream. What I suggest is only do what your audience can handle and when you have good content to share. You know what drives me nuts? People that live stream every moment of each day. When they get coffee, go to the store, get gas, eat lunch...who cares?! M C: That is annoying. C B: Right! Only show the moments your audience wants to know about. M C: More great advice. So is there a trick to this? C B: Not a trick, but don't go live and put on a show for people. Don't be fake or full of ego. People can see right through that. Show them who you are, what you do and why they should work with you. M C: That's probably the best way to attract the right clientele for your business. C B: Yes. And if they don't like you, then move on. Don't sweat it. M C: True. We all want to fill our calendars, but not every client is right for us or our company. Any other tips or advice? C B: Live streaming should be fun. If it doesn't work for you, don't do it. If you look uncomfortable or unhappy while live, it's going to show and hurt your business.

Michael Cordeiro is the owner of M.C. Entertainment, a small multi-op in Rhode Island. He has been on TLC’s Four Weddings, hosted an episode of Toddlers & Tiaras and has opened for many celebrities. He has a degree in Entertainment and Event Management from Johnson and Wales University.

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M C: If you could sum up live streaming into one sentence, what would it be? C B: Transparency + Authenticity = Great Content.

SCOOP

Get Your Remix on with Roland’s DJ-202 By Joe Bunn

ible. Think of all that you could do with songs that are older than need that little bit of “oomph” to really move a dance floor. The possibilities are really limitless. What I also like is that they didn’t try to reinvent the wheel with the layout of the unit. Everything is right where it’s supposed to be, including the eight “pads” under the jog wheel that many controllers are favoring these days. One of the best parts of the unit is definitely the jog wheels. They are large, which is rare for such a small controller, but they also have no noticeable latency. If you are a scratch DJ, you are going to flip over how accurate these are! At the low price point of only $299, this is going to be a tough unit to pass up. Even if you don’t use it as your primary rig, it’s a must-buy for the perfect backup rig or small party system. Highly recommended. Great job, Roland!

https://www.roland.com/us/categories/aira/

DJ-202 Key Features

TR-808, which can basically be found on every hot record you’ve ever spun. So let’s get to it. First off, DO NOT let its size fool you: This is no toy. In fact, it has way more features than I was expecting or have even seen on competing units. The main feature that you’re going to love, which you just don’t see on other controllers, is the drum machine itself. The sounds of the classic 808, 909 and combination kits are all “stored” within the unit. This gives you the ability to literally If you aren’t familiar with Roland, it’s create remixes on the fly. To give you an probably time you did some Googling or example, I looped the intro to the album at the very least, take the time to watch version of Ed Sheeran’s “Shape of You”— an awesome documentary called “808,” you know, that xylophone sound—then, about Roland’s first drum machine, the after clicking a couple of buttons, I had a sick 808 drum loop perfectly synced up and playing over the Joe Bunn started his DJ career over 30 years ago. His company top of that! It only has four offices and now does over 1000 weddings a year and took watching one another 400 private, corporate and charity events. He still DJs almost every weekend, but also helps other DJs grow their quick instructional businesses as a consultant, writer, and speaker. Visit www. video to figure out djjoebunn.com to learn more or purchase any of his products. how to do it, and it sounded incred-

recently got my hands on a new controller from Roland called the DJ-202, and I’m here to tell you, this piece of gear is the real deal. As someone who has used a competing brand of controller for many years, I could easily make the jump over to this unit or one of their other two offerings, the DJ-505 or DJ-808.

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• Two-channel, four-deck controller for Serato Intro (included) • Large low-latency platters, optimized for scratching • Built-in drum kits from Roland’s legendary TR-808, TR-909, and TR-606*, realized with advanced ACB (Analog Circuit Behavior) technology • Eight sounds in each TR kit: Bass Drum, Snare Drum, Closed Hat, Open Hat, Tom, Rim, Clap, and Ride • Onboard sequencer that controls Serato DJ Intro’s sampler • Independent sampler volume control • Eight dedicated pads with Hot Cue, Loop, Sequencer, and Sampler modes for controlling Serato DJ Intro or Serato DJ software • MIDI output for synchronizing external devices with tracks in Serato DJ Intro • Mic input with gate, hi-pass, reverb, and echo FX • 24-bit/48 kHz audio fidelity with high-resolution digital-to-analog converters • Compact, rugged, lightweight design with easy-grab handles • Direct speaker or amp connection via RCA stereo outputs • USB powered

ENTRELEADERSHIP

Improve Your Business and Yourself in 2018 By Dave Ramsey

ave you noticed that there are some business owners who just seem to get it right every time? It seems like anything they touch turns to gold. How do they do it? What’s that magic formula that finds them so blessed, while many other entrepreneurs continue to struggle? For most successful people, it’s as simple as this: They have a plan. They write down their goals, and stick to them. Goals force practical steps into your life that help make your dreams come true. If you haven’t tackled your business goals for the new year, here are some ideas to help you get started. Remember, they’re only suggestions. For your goals to truly work, they must be yours.

a J-O-B. You want someone who is passionate about the position and your mission.

3. FIND A MENTOR OR COACH What’s the one trait that almost all successful entrepreneurs have in common? They have a wise and experienced mentor who shows them the ropes and holds them accountable. Find good people who are doing things with excellence,

1. GET YOUR FINANCES IN ORDER Want to know the number-one reason small businesses fail? Poor accounting. If you don’t keep up with it, you’ll sink like the Titanic. But that’s just the start. You can’t rely solely on a profit-and-loss statement to see what’s happening with your business. You need a realistic budget that forces you to address the present while planning for the future.

2. COMMIT TO A BETTER HIRING PROCESS The main reason small business owners hire the wrong people is that they move too quickly. They’re afraid the work won’t get

What’s that magic formula? For most successful people, it’s as simple as this: They have a plan.

who are having the kind of success you envision having one day, and learn from them. You don’t have to stick to just one. You can have a different mentor for every area of your life.

4. GET HEALTHY Have you ever noticed you don’t have a lot of fight or enthusiasm in you when you’re tired? In business, there’s always going to be a battle, so take care of yourself! Get in shape, eat healthy foods, and get plenty of rest. Give your mind and body what they need, so you can fight another day. So, what are you waiting for? Write down those goals and get started. Goodbye, stress. hello, prosperity!

done until the position is filled. While there’s some truth to this, you should also know it takes more time to quickly hire three people who don’t work out than it does to find that one good person who’s perfect for the job. Commit to slowing down your hiring process. Invest more time and thought in the interview process, and don’t make an offer until you find the right person—no matter how long it takes. At my company, each new hire has gone through five or six interviews. Remember, you don’t want someone who is just looking for MO BI LE BE AT.COM ▷ DECEM BER 2017

Small business expert Dave Ramsey is CEO of Ramsey Solutions. He has authored numerous best-selling books, including EntreLeadership. The Dave Ramsey Show is heard by 13 million listeners each week on more than 585 radio stations and multiple digital platforms. Follow Dave at entreleadership. com on the web.

BUSINESS SENSE

Keep Your Head in the Game 17HATS HELPS MOBILE ENTERTAINERS GET THEIR HEADGEAR UNDER CONTROL By Ryan Burger

t’s always interesting to talk to other event industry members and find out how they connect up with the DJ community. At the recent Wedding MBA show, I talked to Drew Prickett of the online business management system 17hats, along with the company’s founder, Donovan Janus. They filled me in on what 17hats is all about and how it got started. “We were kind of stuck in traffic coming up with a name,” Donovan Janus recalled. “I wanted a name that was kind of original and a kind that tells you what it's about. And yes, as owner, you wear many different hats. So, 17hats was born, and I think the most important thing was the domain name was available. So there you have it.” So much for the unique name. What about the the company itself and the niche it fills? “I've worked for small businesses for over 20 years now, which is a bit of a scary thought,” Janus contiued. “And so I've had various companies helping small businesses. And in the mid2000s, I had a company that helped professional photographers sell their photos online—an online gallery system...It kind of became obvious that that was only one piece of the puzzle that they needed to manage their business. And I had a family member at the time who was starting her own business and as she became more and more successful, I could see her struggle with trying to manage the business...She spent time on bookkeeping, client management and filling of invoicing and contracts, all those hassles that come with running your own business.” “...There's an app for everything, but that kind of added to the problem itself because she ended up with all these different apps and all the different user interfaces that don't talk to each other. And basically, you take the case of her desk and make it into additional chaos. So my idea was pretty simple: Wouldn't it be neat if everything you needed to manage would be in one place so you know what to do and when to do it and can do it all from one system? And right after I had that idea, there was an article in the New York Times that talked about all these business owners that started a business and they're taking 80 percent of their time on paperwork rather than on the stuff that generates money. So I took it as a sign that this kind of service is needed, and that this is a problem for any type of service business...It took a few years to build it, but then finally, in late 2014, we launched and have been growing pretty rapidly ever since.” 17hats is all about organizing your business life as an entre-

preneur. It’s built primarily for the small business owner who is busy all day long and needs to juggle all kinds of things. Drew Prickett, VP of business development for 17hats, explained further: “One of the benefits of being a DJ, hopefully if you're a successful DJ, is you have a lot of different events any given day of the week, whether it's a full-time job or a side hustle. So we help you stay organized with that. And then in terms of the lead intake process, being able to get back to people quickly is tantamount, especially in this day and age where people expect fast response. And so when I think about our software, you're able to implement what we call a lead capture form on any presence online, whether it's your webpage, social media presence and that can trigger automatically different steps that would enable folks to get the information they need from a DJ for a certain gig quickly. “So it helps DJs book more gigs easily and it helps their customers get the information that they need smoothly and move forward with the process without any hitches. And so we've had really good feedback from DJs that have used that. It really helps streamline and simplify and keep them organized.” I first heard about 17hats because one of our writers, Staci Nichols is a big fan, so we asked her for her thoughts on the system. “I started using 17hats because the other CRMs I had tried just weren't working for me,” Staci explained. “I tried everything—Honey Book, Aisle Planner, Planning Pod, Zoho—and with each CRM I found I had to use an outside platform to host SOMETHING that my platform lacked (such as using Adobe Echo Sign for contracts or Jotform for questionnaires or Mail Chimp for email follow-ups). Finally I found 17hats and it had everything I wanted integrated into one platform—INCLUDING the accounting/PNL stuff—YAY! I loved the modern/lightweight feel of it as well.” While this isn’t a review of the 17hats service, after I was given a tour, I found the interface very elegant and user-friendly. I would recommend you take a look at their options and see if they serve your needs the way you want to be served. To wrap things up, I asked the 17hats guys for any sage advice (other than to check out 17hats!) that they had for small business owners “...Really focus on one thing at a time,” said Donovan. “You know, with today's social media, you get interrupted all the time, like people like to post, comment to a post, the phone rings, etc. And people who live that can multitask pretty well, but then you end up at the end of the day, like, ‘Huh, I was really busy today, but what did I actually accomplish?’”

MO BI LE BE AT.COM ▷ DECEM BER 2017