Simple Math: Filling the Dance Floor a Year Ahead of Time

The equation really is simple math:

Focus on Guests + Delivery of Great Guest Experience = Desired Behavior (Dancing)

But not everyone is good at math, so class begins now – a year before the test.

There are so many factors that can contribute to (or take away from) a full dance floor at a wedding reception or other special event.  Many of these factors have nothing to do with the DJ.  Time and location of the actual ceremony, venue of the reception, weather, parking, traffic all have an influence on the guest experience and therefore on the dance floor itself.  Obviously, we can’t control all of these things, but as entertainment consultants we have to help clients become aware of these factors, control whatever can be controlled and adapt them to contribute to a full dance floor.  This takes careful planning from the very beginning of the planning process.  The actual event may be a year from now, but because there are so many things – let’s call them “dance floor factors” – that can be controlled and need to be planned far in advance, our team’s job is to start filling the dance floor…now.

Great parties don’t just happen. They have to be meticulously planned.  Actually, great parties can “just happen”, but that’s usually coincidence.  When planning the entertainment for an event on the scale of a wedding reception, nothing should be left to coincidence.   One of the very first things I try to do when helping new clients plan entertainment at Jerry Bruno Productions here in Cleveland is to try and get them to see a much bigger picture than just what songs will be on their playlist (which is often the first thing they want to talk about followed closely with concerns over “cheesy DJs”).  My first goal is to get them thinking about all the different elements that can contribute to or take away from a full dance floor, many of which they may not have considered before. Then I can incorporate their vision, personalities and creativity into a plan for their party that is focused on achieving a full dance floor.

I try to get them to think of themselves not so much as bride and groom, but as objective members of an entertainment committee.  This committee often starts with just three members – me and them.  I think it’s important that they be able to step outside of their roles as Bride and Groom and really take an objective look at their event.  From where brides and grooms sit at the Centers of the Reception Universe, everything seems like a good idea, because they are the center of attention.  But what about guest #40 and #41, for example?  Not many brides and grooms consider the correlation between seemingly little things like the hassle of an inconvenient parking situation, for example and how that can specifically effect the dance floor.  And why should they?  As the B&G, they never have to worry about driving, parking or any of that.  But their guests – the specific consumer group our committee should be focused on and that we desire certain behavior (dancing) from – do have to worry about how they’re getting from point A to point B.  The last thing we want #40 & #41 thinking about is where their car is or leaving early to find it.  Our committee has to be focused on what the total guest experience will be and how it effects the dance floor.  Isn’t the idea of inviting “honored” guests, to actually honor them?

I love that moment in a client meeting when I can see the light bulbs light up over the heads of Brides and Grooms and their parents when this concept start to make sense to them.  They immediately start taking notes and start applying these concepts to their own plans.  They can see how the ripple effect of everything that happens that day effects the dance floor 8 hours from now. Suddenly discussions about specific songs and music genres fall away as the bigger picture of planning great entertainment takes center stage.  Suddenly, the planning morphs from being about “my day” to actually planning a great dance party for everyone.

DJs and Bands sometimes can get credit for good things that happen at events that they actually had very little to do with.  If the members of the entertainment committee that are responsible for setting up the structure of the day have done a great job of creating an exceptional guest experience, they probably have delivered a crowd of people to the DJ who are ready and willing to dance and probably will despite the fact that the actual DJ might not be the best DJ in the world.  Because the guests had a great all-around experience, they might walk out of that reception saying the DJ was great because the dance floor was full all night!

This goes both ways.  Sometimes we get blamed for things we had nothing to do with.  A DJ could be the greatest MC and Event Host ever.  She carefully planned and rehearsed a creative, personalized Grand Entrance.  She contacted the other vendors in advance to share timelines.  She made professional and eloquent announcements. She played a great mix of music all night.  But if the other members of her committee dropped the ball and only focused on 2 people as opposed to 200, the dance floor may be empty at 10:00.  What do the guests say then?  “That DJ wasn’t very good.  No one danced”.

The point is is that this is all show business, even for the Bride and Groom. We all have to work as a team to appeal to the largest possible audience/customers/guests.  Otherwise, why were they invited?

There will be a test.

 

Why be a kids entertainer?

 As a DJ, one market that is generally overlooked is the kid’s entertainment market. If you perform Bar/Bat Mitzvahs or School Events, then you already have the experience to perform for children between the ages of 3 and 7 years old.

There are several pros and cons to providing children’s entertainment that you may want to consider. Among the advantages:

• Kid’s Entertainment can be profitable! If you set up a children’s entertainment program that appeals to the younger audiences, you can book your services for kid’s birthday parties. And parents SPEND MONEY for their kid’s birthdays. (Click this link for a feature from “Good Morning America” that tells more: http://youtu.be/mEH_G9MVqMw
• Potential clients such as Day Care Centers, Camps, Shopping Facilities, Sport Events are ALL looking for entertainment for kids, and will spend money on quality.
• You CAN increase weekday bookings with an entertainment program for kids.
• Performing for kids can open doors to bigger events as a mobile DJ (with the right marketing, networking and follow up.

The cons to performing for kids include:

• Even though your clients will spend money for your services, these events generally do not pay as much as your typical Wedding or Bar/Bat Mitzvah.
• Kid’s entertainment is NOT for everyone. If you are unable to be “kid friendly”, or you simply do not like kids, then you will not be successful. It WILL SHOW in your performances!

In considering whether you can or will provide kids entertainment, developing an entertainment program to market these services is important. If you can sing, then a program such as “Kiddie Karaoke” can work for you. A few changes in the library, as well as a kid friendly persona can help make you successful. If you are a Bar/Bat Mitzvah DJ, you probably offer games as part of your services. KIDS LOVE GAMES, and it can be an avenue into entertaining for younger kids. Promo Only offers 2 Music Video discs especially for younger kids which could be integrated into a program.

In developing a kids entertainment program (or becoming involved with one such as Bubble Parties.com or Campardy), there are a few things you need to know:

CLEAN MUSIC: Clean versions of music is a MUST! You will not go far as a kids entertainer with music that has inappropriate lyrics for children.

HAVE A “KID FRIENDLY” PERSONA: Hosting a kid’s birthday party and emceeing a wedding are totally different. You can not be in “Wedding Mode” when you are entertaining young kids. They LOVE entertainment that is funny and fun. In fact, every interactive dance that most brides and grooms hate can be elements to a successful kids party!

HAVE A PLAN: When developing your program or show, have it formatted out and remember that you need to keep the kids engaged for the entire performance. Planning your format out and spacing out interactive dances and games will allow you to keep your performance at a comfortable pace for kids.

BE ACCESSIBLE, BUT APPROPRIATE: As you begin to do your performances, you may find that kids will become “fans” of your kid friendly persona. As they do, they begin to look at you as a “friend”, which may mean that they may try to get a hug from you at the end of the show. Even though it is harmless, it can be perceived the wrong way. Also, remember you are a kids entertainer and not a parent, teacher or another person in authority. So correcting children at your event, or even disciplining them as if you were in these roles may not be a good idea. Be sure to ask for cooperation from those people in charge to help you with these aspects. They are rare, but they do happen!

As I said before, performing for young children is NOT for everyone. It does take a certain skill to be successful as a kids party entertainer. If you are looking to generate extra revenue for your DJ business, this is just one way…and it CAN BE FUN!

With over 20 years experience in the Mobile DJ industry, Rob Peters is the owner of Rob Peters Entertainment, Inc. located in Braintree, Massachusetts. Rob is an Endorsed Professional Entertainer, author of “The Business Of Mobile DJing” from ProDJ Publishing, and the owner of Bubble Parties.com, which offers a business plan and materials to help DJs make money performing Bubble Parties for children.

Rob is also known as “The Bubble Music Man” throughout the greater Boston area and performed over 180 children’s events in 2010. In 2010, The Bubble Music Man was a finalist for a Parent’s Pick Award from Nickelodeon for Best Kid’s Party Entertainer in Boston

 

Rebecca

This post was was going to be about something completely different. And then I performed with my band The Avenue at a wedding last night and I met Rebecca.

Rebecca was on the dance floor all night although I can’t say she actually danced much.  She was enthralled by the band.  She loved the music and seemed fascinated by all of us performing it.  She literally stood right in front of me all night long.

Rebecca is just a kid.  Probably 14 or 15 and she is autistic.  She was there for the wedding of a relative but all  she wanted to do that night was sing with the band.  She loves music.  She assured me time and time again that she knew all the words to “Baby” by Justin Bieber.  And even though that song isn’t on the band’s playlist, I called her up to join the band a few times during the night to help us sing whatever party dance song we were playing at the time.  She seemed so excited when I handed her the microphone.  Her family loved seeing her have fun and the crowd loved it.

I just kept thinking that I hoped we offered her even the slightest bit of encouragement to follow her musical dreams despite whatever obstacles might be waiting for her.  How little effort it took on my part to make her the center of attention for a few minutes every now and then.

And then I had another thought.  I have been blessed with so many good things.  I don’t do nearly enough to give back to my community or to the world in general.  Like many entertainers I often suffer from an inflated ego and sense of self-importance.  Ironically, this often stems from raging insecurities.  It’s long past time for me to take the focus off myself and my challenges and focus more on others.

I would love to find ways to make music work to help other people & causes (beyond my normal for-profit ventures).  I could donate my DJ services.  I could help encourage others to explore their love of music and develop their talents.  I could help plan a fundraiser.  I could…. I will stop being so self-centered.

Hearts are big in the DJ community and I know many DJs are way ahead of me on this one.  How are you using your DJ/MC talents and experience to make your community a better place?

I’m so glad my band got the chance to jam with Rebecca last night. It would be so cool to see her making her own music some day.

Rock on Rebecca.

Dancing with the Stars

The comfort zone.  We all have one.  As secure as the comfort zone is for most of us, it can be the most UN-comfortable place for growth and improvement to take place.  That’s because the biggest thing in the comfort zone is the status quo.

Just ask any of the celebrities who have appeared on the ABC hit TV show “Dancing with the Stars”.  Like it or hate it, DWTS has lessons that all of us DJs could benefit from.  Those who would dismiss the show as an embarrassing display of second class semi-celebs stumbling over themselves in tights are missing the bigger picture.  Almost none of these contestants have ever ballroom danced in their lives, let alone in front of millions of people week after week.  But they somehow managed to face their fears (albeit with the encouragement of a big pay day), overcome their embarrassment and spend countless hours rehearsing and performing something they never would have dreamed about before.

And then a funny thing happens. They get better.

They also get in shape, gain confidence and discover courage in themselves they never knew they had.

Oh yeah…and they get to be on prime time TV enough times to actually earn the title “star”.

Many DJs have had a lot of success doing things the way they’ve always done them.  Consulted clients the same. Set up their gear the same.  Made MC announcements and   handled reception elements the same. How much more success might they have just by trying to do things in new ways customized and personalized for their clients based on who those clients are as opposed to the same old way of running a “gig”? I wonder if it would be uncomfortable for these DJs to take a dance class, audition for a community theatre production, hit the gym for a good work out, or…..watch Dancing with the Stars?

What kind of a DJ star could you be if you danced your way out of your comfort zone?

Dressed for Success or Fashion Train Wreck?

In a recent video DJ gig log, I brought up the question of wardrobe for DJs. How important to you is your wardrobe and the way you look on a gig? If the answer is anything below “extremely important”, take another look in the mirror.

Everyone knows you never get a second chance to make a good first impression. We know that, in general, our appearance is our very first calling card. But as DJs concerned with being great entertainers, MCs and hosts for our clients, our wardrobe and appearance can also be a vital part of the overall entertainment experience. Like it or not, we are a physical part of the layout and look of the room. In addition to having expectations of a great entertainment experience, our clients expect us to look good as well. Of all the gig logs and photos of DJ rigs posted on line, almost all of them leave out the most important part of the set-up…the DJ. What did they look like? What were they wearing? Most DJs are technical wiz kids, capable of everything from mixing music to making an intelligent light rig from a toaster. But ask some to leave the house with matching shoes and your liable to get a stare as blank as an unwrapped CD. So here are a few things to add to your list of DJ stuff to think about as your packing up for your next gig:

What’s appropriate for this gig?
Not every gig is a formal occasion that automatically requires a tux or an evening gown. Even if the gig is a wedding reception, don’t assume it’s a formal one. Remember that it’s important to keep the focus on the guests and the bride and groom, not to draw the spotlight yourself. If everyone is in business casual attire or less and you’re in a formal tux, you’re going to stick out like a sore thumb. Remember the rule about assuming things and always ask the client what they would prefer you wear.

Color
Another good question to ask clients is what colors they have planned for other elements of the event. It may be possible to coordinate the colors you wear with those elements. I’m not talking about a powder blue tux from the 70’s to match the bride’s eyes or anything ridiculous like that. But if the gig is a wedding, it may be possible for you to compliment the bridal party colors with a splash of a similar color in your tie or shirt. Again the goal is not to draw focus to you, so things have to remain tasteful.

Fashion
Is your wardrobe up to date or are you still using the tux you used for your prom? If you can still fit in it, good for you (I seem to expand every year!).  Size not withstanding, that old tux may appear dated and create a fashion faux pas best avoided. It seems contemporary DJs are constantly fighting cheesy stereotypes of old fashioned DJs. A big weapon in that battle is our wardrobe. Research modern wedding fashion and explore simple differences in wardrobe that can make you look more hip, sharp and up to date. Compare: Plain, white shirt with no jacket, but a bow tie and vest that make you look like a reject from a barbershop quartet versus a formal jacket, black dress shirt and a long tie. Of course, female DJs should explore similar comparisons. It doesn’t make much sense to constantly update your music library with the latest dance hits but look like Grandpa DJ playing them. Like it or not wardrobe has to be a part of our bottom line DJ expense budget.

Grooming
The slickest suit in the world won’t help you at all if you look and smell like a neanderthal. We always want to seem approachable and attractive (which is important for referrals and future bookings) to guests. But nothing will turn off guests more than dragon breath and wild hair coming out of orifices you didn’t even know you had. Get a haircut, shave, wear make-up, make sure your clothes are ironed, etc. It’s also a good idea to keep basic toiletries like deodorant and breath mints in your DJ kit.

Comfortable Footwear
I don’t sit down during any gig I’m on. Any DJ that also stands the whole time will agree that the importance of comfortable shoes can’t be overstated. Being on your feet for 5 hours or more, not even including set-up can wreak havoc on your feet, legs and back. But that doesn’t mean it’s OK to wear your most comfy pair of sneakers either. Remember, you shouldn’t stay hidden behind your draped DJ table all night, so you can’t hide your house slippers under a table skirt. You should be spending some time on the dance floor as well or mingling with guests, etc. This means guests will see you from head to toe so it’s important to find shoes that support you comfortably and also look appropriate.

Physical Fitness
You don’t have to look like an Olympic athlete to be a succesful DJ. But some gigs certainly feel like a marathon so you shouldn’t look and feel like a tired, pot-bellied couch potato either. I’m overweight myself and constantly trying to win the battle of the bulge. But I do try to watch what I eat and get to the gym regularly. Working out a few times a week can greatly improve your energy and your appearance. Also try to get as much rest as possible before a gig. Eat foods that will boost energy, not sap it and drink plenty of fluids. No one wants to see a DJ with bags under her eyes looking like she would rather be asleep rather than at this gig. Also keep in mind that when picking wardrobe for gigs, wear things that compliment your frame and body type and look flattering on you. Ill-fitting shirts and tops that accentuate a bit of a muffin top or beer belly won’t do you any favors in terms of booking more gigs.

None of this means that DJs should be supermodels. But you should work to make your look fashionable, current and attractive. My mother always used to stress the importance of looking good on the path to success and I have seen her proven right so many times – sometimes in myself, often in others. How we look personally is as important, if not more so, than how our light rig or facade looks. Pay as much attention to appearance as gear and when you look in the mirror you’ll not only see a good looking DJ, but also a good looking DJ with more gigs.

A DJ’s Emergency Kit

Pack your emergency kit!

Every DJ may have an emergency kit. This kit should contain the obvious: backup cables, handheld mic, soft cloth for a quick polish of light lenses, etc. How about some out of the box items? The following items are things that at some point or another, I wish I had. These are items that a DJ or MC shouldn’t have to worry about, but why not? The extra five minutes could save an event… or a life!

* Garter. THREE times I have done weddings where the bride decided she wanted to keep her garter and forgot a throwaway. Carry one… it’ll make you “da bomb.”

* Generic bouquet: Maybe it’s just me, but a throwaway bouquet is often forgotten or misplaced. 5-6 plastic flowers in a rubber band and you’re good to go… albeit ghetto, but good to go.

* Aspirin. 325mg doses. In case you don’t know, 325mg of aspirin is the recommended dose for a heart attack. After I had someone die of one at an event and seeing that NO ONE had aspirin, I realized how stupid it was not to have this as a backup. Had I gone with my instincts, I could have saved a life.

* First Aid Kit. Why not? Bandaids, cleaning towelettes, Neosporin, etc are always handy. I’ve even cut myself during setup without a dang band-aid!

* Lozange spray… a hoarse voice or sore throat will hit you at the wrong times. Pack a spray bottle along with some cough drops!

* Emergency meds: Advil (or any Ibuprofen), Benadryl (food allergies suck, this will hold them over until an EPI pen is found OR EMTs arrive), and acetaminophen. Don’t forget GasX and Pepto-Bismol… stomach bugs are the worst things to get in the middle of a gig. If someone runs over and asks for medicine, you can jump in and save the day! For safety reasons, consider the individual packs.

* Small packs of deodorants and cologne. I usually have 2-3 of them. One for me and one for the forgetful groom!

* This one is an odd one, but maybe it’s because my wife often works with me.. we’ve gotten asked for Tampons or Pads. Yup, I carry those, too!

* Mints. Well, duh!

* Kleenex. Give three tissues to the groom before the ceremony, first dance, and toasts. He will be able to quickly reach in his pocket for a tissue as his bride breaks out in tears. This is also a great photo op!

This is a small addon alongside the DJ necessities! Don’t forget AAs, a pocket screwdriver set, Q-tips, and needlenose pliers.I like to be able to help out as much as possible, and many of these items have helped myself and my crew out on MANY occasions… but it’s also given me many a thankful client! As I already said, we don’t *need* this stuff (women’s pads?) and it’s above our call of duty… but why not? Couple a stellar performance, with an unforgettable experience, and add a bag more useful than Mary Poppins and you’ve raised the bar even higher than normal!

Requests at Events

This is a common line DJs give to guests when they make a request. Anyone who’s heard this line knows that it really means “there’s no way in Hell I’m playing it.” Why? Why lie to guests? Why give them the glimmer of hope that you’re going to play their awful song, when you know you’d rather stick yourself with a hot fork than play “Please Pass the Biscuits” at a wedding with a club theme. (Oh how I wish I was making this up..)

Whether I’m discussing previous DJs with vendors, schools, brides, or corporations, the number one complaint about DJs is their music selection. I’ve come to an epiphany: people complain when they don’t expect it. For an obvious example: I sell you a CD player and tell you the PLAY button is failing. When it DOES fail, you won’t complain because you knew about it. If I lied about it, you’d be very vocal on my rep as a seller.

The same goes for requests: BE HONEST… or you’re just a liar.

At school events, where I have a packed dance floor dancing to club/hip-hop, Latin and throwbacks, I’ll have one student come up and ask me for some terrible rock song, and I don’t mean Nickelback. I mean worse, a lot worse. Names you’ve never heard of because the group has only played in their garage as they pour cow blood over themselves. I look at them and tell them, “Bro, I’m sure it’s a great song, but what do you think would happen if I play that?” They understand this is my way of saying “no” but I offer them an alternative: “Tell me a song you like that will get this crowd crazy.” They’ll give me something fun now, such as Blink 182′s “All The Small Things.” GREAT CHOICE! I play the song, and they’re happy because I played a song they requested.

The example doesn’t have to be that extreme, maybe they’re asking for a slow song after we just played one. I tell them “look, I already played it but I might be able to slip it as the next slow song.. meanwhile, tell me a fast song you like.”

I also remind them that I am slammed with requests and if I don’t play their song, it was simply a matter of timing. They understand- I’ve never had a rude student when I use this method. OK, I did once, but she was severely drunk.

The dances that I personally do have NO complaints about music. This isn’t a bragging point or exaggeration– I go through hell and back to make sure EVERYONE knows that they can request music. They also know that they are requests and not demands, but I will let them know from the get go wether or not I will play that song.

Expectations are met from the beginning. They know that I am there to make EVERYONE happy, but just as I need to be reasonable with their music choices, they need to be reasonable with what will work for the overall crowd. “Let me see what I can do” should be a phrase that is REMOVED from your vocabulary. Be honest and watch your dance floor response grow dramatically.

Learning to shoot pictures as a DJ

How are your photos? You could have the sharpest looking rigs, but unless your photography can properly display such arrangements then your marketing will suffer. Networking with the photographer is always a good idea that can lead to win-win networking, but their ultimate goal is to take photos that the bride wants and not photos to boost your marketing.

What does this mean? You may not get any photos of JUST the uplighting, or a before and after of a flood fill. You also may have to wait a while to get those photos, and your copyright use may be limited.

Heading to your local electronics store and buying a point-and-shoot is a bad idea. Actually, any point-and-shoot is a bad idea. For photos that will take your marketing to the next level, you’ll want a Digital Single Lens Reflex (DSLR) camera, such as the Canon T2i. What do these cameras offer that point and shoots don’t?

* Exceptional low-light performance

* A wide array of lenses that give you many options

* HD Video recording with unsurpassed quality at an affordable price.

* Outstanding image quality.

You’ll notice a little wheel or menu on top of most DSLRs with MANY options. Ignore all of them, except for M (Manual), AV (Aperture Priority) and sometimes Tv (Shutter Priority)… but this one can yield many blurry photos. Anything else is like buying a sports car and choosing the automatic 3 speed transmission.

You won’t learn photography overnight, but there are MANY great books that will teach you to shoot with a DSLR in Manual Mode (yours truly has a video designed for DJs!); but once you get the hang of it, your photos will WOW your prospects. We get MANY calls from people who saw our photos on our blog and were so impressed by the lighting they knew we’d be a great fit.

Will you clash with photographers? Yes and no. If you subscribe to Mobile Beat, you’ll soon see my upcoming article where I discuss how to avoid any awkwardness with the photographer as you pull a camera out.

So what will you need? This list can get expensive QUICKLY, but this IS your marketing. The lenses (AKA Glass) can cost more than the camera itself, but when the body is upgraded, your lenses are still there. Here’s some items you’ll need, other than the obvious such as batteries, memory cards, etc.:

* A body, The best one for DJs, in my opinion, is the Canon T2i. It offers an unmatched bang for the buck.

* Glass. You’ll want a “fast” lens. This means it shoots at a wide aperture, which allows more light in a short amount of time. The Canon 50mm 1.8 is often called the Plastic Fantastic or Nifty Fifty; it’s a VERY fast lens at a dirt-cheap price: $99 in most stores!

* Flash. Don’t use the Pop Up Flash. Once in a while you’ll want to fill in some light, get a flash that will allow you to aim the light somewhere besides the person’s gace.

* A book (or video) on photography.

* Lots of practice!

Once you get the hang of it, your marketing will look stellar and grab attention of your prospective clients better than ever before. Plus, photography is a fun hobby that yields many rewards. Try it out today!

 

The Art of the Quinceañera – By Cheryl Q.

The Art of the Quinceañera

By Cheryl Q.

TRADITIONS, PAGEANTRY AND MUSIC: THE QUINCEAÑERA IS AN IMPORTANT CELEBRATION IN THE HISPANIC COMMUNITY

Quinceañera (pronounced keen-see-ahn-yair-ah) traditions have a long history dating back to the Aztec Indians and are very symbolic. The custom celebrates the 15th birthday of a Hispanic girl who is leaving childhood behind and now is assuming the responsibilities of womanhood. It is very religious in nature beginning with a Catholic mass where the Quinceañera reaffirms her faith in God. Family is important in this rite of passage.

VIPS

Some key people who may be acknowledged during the reception or may be introduced as a part of the entrance are:

• Abuelos (ah-boo-ay-lows) – Grandparents
• Padrinos (pah-dree-knows) – Godparents, whose spiritual responsibility to the Quinceañera ends.
• Patrones (pah-trown-ace) – Sponsors, who are people who contribute to the success of the celebration.

The Quinceaños (“fifteen years” – one of the three terms used to identify the celebration—see if you can find the other two in this article) is a very elaborate event (even more than some weddings), is very expensive to put on (thus the importance of the Patrones), is usually a formal affair, and may revolve around a theme. Since this is such a major event, and involves extensive, wedding-style preparation on the DJ’s end, I typically charge the same as I do for a wedding.

The Quinceañera (also referring to the guest of honor) is dressed in a princess-like ball gown complete with petticoats and hoops. She has an Honor Court consisting of Damas (dah-mas) and Chambelanes (cham-bay-lahn-ace) similar to bridesmaids and groomsmen. Her escort is a Chambelan. While past tradition dictated 14 couples in the Honor Court (one couple for each year of the Quinceañera’s life), current trends are toward seven couples (one person for each year).

TRADITIONS

A number of traditions are usually part of the event, including the following.

Crowning – This is usually done by the mother and can be done at the church or reception. The crown signifies that the Quinceañera is a princess in the eyes of God. It also signifies the responsibilities she is now assuming. If your client says the crowning will be done at the church, you don’t have to do anything else. If it is going to be done at the reception, then ask who is going to do it, when it will be done and if any special music is required.

Changing of the Shoes – It is thought that up until this time, the Quinceañera hasn’t been able to walk in high-heeled shoes. It isn’t unusual for her to wear flats during the religious ceremony. At some point during the reception, her shoes will be changed from flats to high heels. This is done by her father, brother, padrino or other important male figure in the Quinceañera’s life. This signifies leaving behind childhood and entering adulthood. Special music is usually played during this tradition. Your client will let you know if they are going to do the Changing of the Shoes, who will do it, and when.

Presentation of the Last Doll – This is the last doll the Quinceañera will ever receive as a child. There are a number of ways the presentation can be made. There is a dance with the doll that may or may not be done. If the Quinceañera is not going to dance with the doll, I suggest that her grandmother present the doll to her.

The Dance (El Vals) – The highlight of the entire celebration is a well-rehearsed and choreographed dance involving the entire Honor Court. This is one of the first things the Quinceañera does as an adult. To be prepared, I strongly suggest that find out who the dance instructor is and go to some of the rehearsals. This is also a great way to cultivate new clients and meet an important vendor who can send business your way. The dance instructor may provide the music for the dance (or dances, if there will be a second special dance). They may also help with the entrance.

In each of these traditions, it’s important to let the guests know what’s going on and why.

MUSIC

Latin music and how it is used in the event is a regional matter. For example, in Arizona salsa is only something that is eaten, while in Miami it is something that is danced to. Rancheras, Bandas, Boleros, Cumbias, Nortena, and Corridos are some of the styles popular in the western states, while Salsa, Merengue, Reggaeton, Bachata, and Reggae are styles most requested on the east coast. Promo Only has “Tropical” (East Coast) and “Regional” (West Coast) music collections available, and TM Studios has incorporated both on one disc. Latin Grammy CDs are also a good source for a wide variety of popular music. The DJ Intelligence Top 200 has lists of wedding music that can also be used for entrances and dances with parents. Keep it age-appropriate when helping your client select their music. Interestingly, most of the requests I receive are first by type of music (such as Salsa, Bachata), then by artist, rather than song title.

RECEPTION

A typical order of events at the reception is as follows:

1. Entrance – announcing the Honor Court and Quinceañera (special songs)
2. Dance/Crowning//Changing of Shoes (order can be changed) (special songs)
3. Specialty Dance (optional) (special songs)
4. Father-Daughter Dance (special songs)
5. Last Doll Presentation (possibly special song)
6. Toasts
7. Thank You’s (usually done by Parents and Quinceañera)
8. Cake Cutting (may need “Las Mañanitas,” a traditional birthday song)
9. Candle Lighting or similar (may need special song)

IMPRESS YOUR CLIENT AND HELP YOURSELF

When you impress your client, you have the opportunity to earn big bucks. Do whatever you can to help them make the event a success. Sit with them face to face and help them plan the reception. Use the correct terminology—call the Quinceañera’s escort a Chambelan and the grandparents Abuelos. Some of the traditions have gotten lost over time, so suggest them and let your client know what they mean. Work with them on the dancing and music suggestions. Go to the dance rehearsals. And lastly, give your client “stuff’ such as music selection lists or a handy checklist of items they might need for the day.

FINDING CLIENTS

As most of the Quinceañeras are Catholic celebrations, call your local Catholic churches and ask about advertising in their bulletins. Go to Mexican restaurants and leave some business cards or fliers. You might ask if they know any Quinceañera dance instructors. If so, call them, as well as your local dance studios. Partner with local photographers who do “Quinces.” And there are supermarket bulletin boards that are usually free.

Have fun with Quinceañeras, and remember, when you participate in one, you are a significant part of a family milestone that will be remembered for a lifetime.

10 Ways To Get Tipped Without Even Asking

DJ Joe was getting stressed. He would be needing gas for his car on the way home after his Saturday mobile gig, and he also needed groceries-bad. The bread products in his kitchen apartment were beginning to turn green and yellow, the milk was two weeks past the sell date, and there were exactly four little squares left on his last roll of toilet paper. He wouldn’t get paid for DJing tonight’s wedding reception until next Friday, but how could he get cash tonight?
His mind raced. “Let’s see, I could sell my body to one of the bridesmaids,” he reasoned, “but with a buck and a half I can’t even buy a gallon of gas these days. I could pick up spare change off the dance floor, but my back is killing me from setting up my rig alone. Maybe I could ask for a tip at the end of the night? No, that would seem a bit tacky.”In the end, DJ Joe stopped worrying about his financial woes and instead concentrated on doing his best to make this party the best ever. Part entertainer, part service person, and part event coordinator, he found himself personally waiting on the needs of the guests but also keeping them entertained throughout the night. And after the event, the bride’s father had noticed his extra effort and slipped him a $50 bill.

Ka-ching!

One thing is for certain, and that’s that nothing is for certain when it comes to receiving tips. There are no absolute rules that can be applied to every gig in every region of the country-or even in the same town, for that matter. You can bend over backwards to serve clients one weekend and get $100 extra from the bridal couple, and then you can do the exact same thing the following Saturday and get nothing but a sincere thank you.

In the end, it all depends on what we do to win the bonus-did we resort to falling on our knees and begging? Did we out of our way to drop overt hints? Or did we simply concentrate on doing our job and letting the “tips” fall where they might? Mobile jocks around the country have been discovering that in order to get the best tips, we should not concentrate on getting tipped as much as merely offering the best service.

The following are eleven things we can do to better our chances of getting tipped after an event:

1. Avoid suggesting that your clients tip

For years we’ve all learned at convention seminars that it’s nice to remind clients in our literature that tips are accepted for exceptional performances. But if hints are given this way, it must be done very cautiously. If clients feel that we are requiring or even suggesting tips, this tactic can totally backfire.

“The worst thing you can do-and something that will kill your referrals-is if you put on your contract that gratuities are not included in your price,” says Brian Doyle of San Francisco’s Denon & Doyle. “Some DJs at the end of the night will say, ‘The balance due is $500, but that doesn’t include gratuities.’ But I think that’s the worst thing you can do, when you throw it in their face and suggest that they have to tip you. It should be more of a subtle thing.”

In fact, according to some DJs this issue is probably best not addressed in our literature at all, but rather saved for when we meet one-on-one with clients. “I believe it is wrong to include a ‘suggested tip’ on any of my company’s literature,” says Paul Chamberlin of The Music Machine in South Bend, Indiana. “Although, I’ve even heard that a ‘required’ tip is included on the contracts of some multiple-system companies-yikes!”

Geoff Carlisle of JAMM Entertainment says he used to not get very many tips. “I think the people in the South don’t seem to believe in tipping,” he explains. “So I developed a little form that each DJ can fill out at the end of the event to show what is owed. This form shows the total charge, deposit amount, overtime charge, balance due and a blank area for the tip before the total. It seems to work very well.”

“My policy is to never ask for a gratuity or even hint at the idea,” says Jon “Gadget Man” Davidson of Atlanta-based Vibrations DJs. “That would be tacky. But when I am offered a tip, I gladly and graciously accept it and tell the client how much I appreciate the offer.

2. Provide clients with a list of frequently asked questions

To circumvent the dangers of Idea #1 above, some mobile companies provide a Question & Answer sheet for their new clients: “Should we provide a table? Should we feed the DJ? Should we tip the DJ?”

After they receive a signed contract and deposit for an event, for example, Denon & Doyle sends out such a form. One of the questions is, “Is it appropriate to tip the DJ?” The suggested answer is, “If you feel your DJ has delivered exceptional service, then absolutely. As in any service industry, please do so only for exceptional service and base your gratuity on your level of satisfaction.”

As Doyle would subtly suggest, “The more you can drop the hint and introduce it to your client, the more the word ‘gratuity’ is going to get in their brains” without actually begging for it.

3. Turn down offers for a “free” meal?

As nice as it is to eat a nice meal with nice guests at a nice wedding reception, did you ever think about the fact that you may be eating your tip?

“Meals out here in California are about $50 a plate,” says Doyle, “so if they include you in the meal count they may not be as likely to tip you because they’ve already ‘given you’ $50. I’ve noticed that quite a bit. If we mention to clients that they don’t have to include us in the meal count, they’re more likely to give us a tip.”

In fact, Doyle suggests addressing to the client concerns about feeding and tipping the DJ at the same time. “These are both legitimate questions that everyone wants to know,” he says. “Are they supposed to include the DJ in the guest count, and are they supposed to tip the DJ? But if you couch these two issues together it actually works-while you’re suggesting that they save $50 by not providing a meal for the DJ, you can say that gratuities are accepted for exceptional services rendered.”

To keep their DJs from scarfing up reception food, Denon & Doyle sends them out with “love kits” that contain such basic items as breath mints, candy bars, granola bars and bottled water.

Of course, for some DJs a free meal in itself is enough of a bonus. “A tip can be anything from money to an expensive plate or feed, or even simply helping the entertainer get another event because of doing a great job,” says Stanley Samuel of Dubuque-based Infinity Entertainment.

4. Greet your guests before an event

Employees in my own personal company, Lighthouse Productions, greet guests at a reception dressed more like chimney sweeps than DJs. Attired in black tux coats with tails, top hats, white gloves and canes, sometimes the guests even wonder aloud if they’ve arrived at the wrong reception because they don’t recognize us from their bridal party! But in the end, we make a huge impression not only on the guests but on the family of the bridal couple-the most potential tippers.

“At the beginning of an event I call this the personal valet approach,” says Mark Haggerty of Denon & Doyle, a company that does a similar routine. “When appropriate, I greet the bridal party at the limo with champagne and appetizers. This also helps you get to know the bridal party and bond with them.

“When I surpass their expectations it’s fertile ground for tips. It’s not any one thing I do-it’s all the little things done well from beginning to end. What it all comes down to is simply doing your job and paying attention.”

Says Doyle, “The moment you bring out a tray of hors d’ouvres when you’re lining up the bridal party for their introduction, the chance of getting a tip improves 100%. All of a sudden people look at you in a totally different light.”

5. Help wait on the head table?

While some DJs may think of themselves as “too good” to become “servants” at a reception, others see this as an opportunity to totally impress their clients. If we humble ourselves and take on the form of a servant, the results are impressive.

“When I do my shows, I cater to the bride and groom’s every need,” says Scotty O’Brien of Sunshine Entertainment in St. Louis. “For example, I walk around with the bride and groom after they arrive and-if the facility hasn’t made sure they have drinks and stuff-I give the bride a glass of wine and make sure the groom has a beer or whatever he drinks. I take care of more than their entertainment needs-I also take care of their practical needs!”

The result? “I always get tipped,” claims O’Brien.

Doyle remembers a reception where he played this past summer. “The staff was passing around champagne bottles and I talked them into letting me pass champagne around with them,” he recalls. “I was really able to make things happen, and the bride noticed what I had done and that the outcome was a lot nicer because of it. She tipped me $100 at the end of the night.”

Last summer the bride at one of my own shows asked me to be the one who walked around and released individual tables for the buffet line. It was another way for the guests to warm up to me, and this extra “service” resulted in a nice tip after the event.

But are these tips consistent responses for me or for Doyle or for any other DJ? Should they even be expected?

“Sometimes the client will notice what you do and sometimes they won’t notice,” admits Doyle. “But when they do notice and at the end of the night they’re about to give you a mere $20, they suddenly remember all the extra things you did and feel bad just giving a small tip.”

6. Help make the hall look good

Because he specializes in sound reinforcement, Dave Lundon of Full Spectrum Entertainment in Cedar Rapids, Iowa, is especially able to assist clients when they have unique sound requirements. This also carries over into his every-weekend corporate and reception market.

“If a corporate VP is going to speak and needs a microphone hooked up real quick,” he says, “or if the father of a bride or a minister is having problem with the hall’s microphone, I can take out my own wireless mic for them to use.”

And Lundon can remember playing for a Legion Hall once at which the bar paid him to go an extra hour overtime simply because they were doing so well with drink sales. He refers to this as “third-party overtime.”

Make the hall look good, and you’ll not only get referrals but the client might also observe that you’re going the extra mile to make their event successful.

7. Provide “care kits” for your clients

If Brandi Smith, the operations manager for Denon & Doyle, is aware of a client who is going to need a little extra “hand holding” at an event, she’ll inform the DJ ahead of time. This allows the DJ to respond to extra needs and requirements of a client, which can result in an extra tip after the event.

“It’s nice to have a little care kit for the bride,” suggests Doyle. “I know some DJs who bring along extra safety pins and nylons and other bridal accessories. For the guys you can bring along extra cuff links, and those little things tend to make a huge impression. How about giving wet towels to the bride and groom when they come off the dance floor for the first dance?

“It’s all those little touches that seem to make everything all right.”

8. Play humorous/memorable soundbites during the event

After the blessing and toasts in the Midwest, the bride and groom will usually kiss for the guests. But that’s not enough for my company’s receptions. We have the couple stand up and tell them, “All right, we don’t want to see you kiss like you’ve been married for 300 years-we want to see you kiss like you’ve only been married for three hours! Let’s see some Tom Cruise/Nicole Kidman action here!”

As soon as the couple’s lips touch, we play a sample of a long, wet kiss. The guests go wild, the groom is made to look like Al Gore giving Tipper the Hormonal Kiss, and we’re likely to get a tip later on.

“When I do wedding ceremonies, I get a sample of the vows on mini disc,” says Haggerty, “and then I’ll play it back at the reception when the first dance starts. One time I sampled the best man’s toast, where at the end he said,’Let’s party!’ Later on, I laid that sample down a few times during dancing.”

9. Provide the groom with a rose to give the bride

Mark Haggerty loves to do whatever it takes to make a groom look good. “In our market, the first dance is usually after the introduction, toasts and meal,” he explains. “Just before the first dance, I sneak a long-stem red rose to the groom-thornless, of course-and have him hide it inside his jacket. Then, when he presents it to his bride at the start of the song, the guests let out a big ‘Ahhh!’

“You need to set this up with the florist ahead of time,” he explains,” but the groom is usually the tipper, so we make him look good-and hopefully he remembers this later.”

10. Be prepared for the awkward tip questions after an event

How do you handle the situation at the end of the night when a client asks if they should give a tip? That happens to a lot of DJs. “I don’t know what I’m supposed to do,” they tell us. “Am I supposed to tip you?” Or, “I’m not sure how much to give you-how much do people normally give for a tip?”

These questions make us feel uncomfortable, because we don’t want to be beggers. But at the same time, unless we accidently knocked over the wedding cake or forgot to wear our tux that night, we usually do feel like we deserve a tip.

“Those are always awkward questions,” says Doyle. “But if you don’t have a plan for what you’re going to tell people in response, you’ll end up saying ‘Oh, don’t worry about it!’ And then you’ve just talked yourself out of a tip.

Doyle suggests a couple of ways to make those situations more comfortable. “I know one DJ (David Demers from A Good Time DJs), when clients ask how much they’re supposed to tip him, he asks them to pull out their wallet and take out a couple of dollars-and then give him the rest! Everyone laughs, so it breaks the uncomfortable silence, and he gets tipped. It’s taking a fun, light-hearted approach to it.”

Sometimes people will ask Doyle what his ‘normal’ tip is, he says. “I’ll say, ‘Well, I’ve seen anything from $20 to $100.’ Many times people out here will hear that $100 and decide that they want to be cool like everyone else.”

11. Let your employees keep their overtime money

Denon & Doyle’s employees get to keep any money they make for playing overtime. The company sees this as an opportunity to not only reward their employees for doing a super job, but also a chance to help them make tips. “We try to get into their brains that when they go up to collect the overtime they should do it for the company,” says Doyle. “Don’t say, ‘It’s my overtime!’ because in that case you’ll get $100 for overtime and no tip. But if the client thinks the money is going to the company, they figure they should take care of you as well.”

“And there have been several times when we’ve done really cheap gigs for friends,” he adds, “and we always tell them to make sure they tip the DJ.”

What it all comes down to is making people happy by going the extra mile. “It’s a thank you, is what it is,” sums up Haggerty. “People tip when their expectations have been exceeded. They just feel inclined to do it.”

Next Page »