Final Evaluation Report

Head DJ to ConsultantTraining Program

Presented to:Adam Cole, Owner - Sound Wave MusicKristin Cole, Owner - Sound Wave Music

Prepared by:Mary BreachMay 4, 2013

Summary

Sound Wave Music is one of the top providers of DJ services in Idaho. They have been in business full-time since 2006 and currently serve over 150 events per year. The owners of Sound Wave Music recently trained five head DJs to be consultants for couples who are considering Sound Wave Music as the DJ for their upcoming wedding. Kristin and Adam Cole, owners of Sound Wave Music have performed all consultation in the past but due to the steady increase in demand for their services, it became necessary to delegate some of the responsibility to their seasoned DJs.

The process for training the DJs to be consultants culminated with in-person observations of Kristin or Adam performing consultations; first, however, DJs were required to read a training manual, which Kristin developed. The main objective of the training manual was to instill confidence and competence for DJs to effectively perform solo consultations and book events based on their individual consultation.

After reading the training manual, observing consultations until they were confident to perform consultations on their own, and performing one or more solo consultations, each trainee was given a questionnaire to determine the effectiveness of the training manual as part of the overall training process. The survey results show Head DJs preferred the in-person observation over the manual for training purposes. One of the trainees chose not to read the manual at all and received his training through observation only. After completing the training program, however, all DJs who performed one or more solo consultations booked 100% of the events for which they consulted.

The manual is a valuable resource for DJs performing wedding consultations but as a stand-alone training guide, it does not provide the practical hands-on knowledge that is obtained by observing and conducting in-person consultations.

Seasoned Sound Wave Music DJs have demonstrated the ability to perform consultations on their own after observing the owners in consult with potential clients. This evaluation recommends making revisions to the training manual to create a more useful and effective resource, whether used as a component of future trainings, or as a stand-alone resource guide. At the end of this evaluation report are recommendations for further development of the training manual.

PurposeKristin Cole, co-owner of Sound Wave Music, contacted Mary Breach in February 2013 to evaluate the effectiveness of a newly implemented DJ training program. The training program was developed to facilitate Head DJs to conduct sales consultations for couples considering Sound Wave Music’s wedding DJ and lighting services. The training program incorporated a brief training manual, developed by Kristin, along with in-person observations of consultations performed by Adam or Kristin Cole (owners). This evaluation focuses on the effectiveness of the training manual as a part of the overall training program.

Currently, Sound Wave Music employs eleven DJs (six Head DJs and five Assistant DJs). Prior to incorporating this training program, Kristin and Adam have conducted all one-on-one consultations with potential clients on their own. With time constraints due to the growth of their business, it was necessary to involve head DJs in the wedding consultation process. Because the consultation is key to booking clients/events, it was necessary to quickly train the DJs to competently perform consultations and book clients without Kristin or Adam being present.

Kristin created a Sound Wave Music Consultation Training Manual which she presented to each Head DJ to review. Following review of the training manual, each Head DJ observed a number of actual consultations as a trainee. Once fully trained, they were allowed to perform consultations on their own.

ProgramCompany BackgroundAdam Cole originally started Sound Wave Music as a part-time venture in 2001. In 2004, he married Kristin and they began focusing on promoting and marketing their business full-time. Working together, they have created a reputable and well-known company that currently provides services to over 150 events per year. Sound Wave Music is one of the leading DJ and event lighting companies in Idaho. Their current list of services includes:

Music playlists customized to the request of the client Emcee services Custom lighting and special effects Pre-event dance lessons

Although they provide services to a variety of clients, including school and church dances, private parties, and corporate events, the majority of their business comes from wedding DJ and lighting. Their business is growing rapidly and their services are in high demand. Due to the number of consultation requests, they have trained Head DJs as consultants for potential wedding bookings.

Head DJs who received consult training have been employed by Sound Wave Music between eleven months and four and a half years. All but one Head DJ was initially an Assistant DJ from a minimum of seven months to a maximum of thirteen months. (One Head DJ was hired as a Head DJ and did not serve as an Assistant DJ.) Assistant DJs work closely with Head DJs to help with setup before the event, tear down after the event, and music mixing during the event. Head DJs perform the above as well as additional duties, including consultations before events and emceeing each event. Most DJs hired by Sound Wave Music start as Assistant DJs and advance to Head DJ when it is determined that they have demonstrated their competence in the business, reliability and dedication to the company.

Program ObjectivesAfter making the decision to train Head DJs to conduct wedding consultations, Adam and Kristin Cole created an intensive training program to expedite the process. The training program includes written and in-person observation components. Kristin spent ten hours developing a

training manual intended to provide all information necessary for conducting a solo consultation for potential wedding clients. Following are the training program goals and objectives:

1. All Head DJs will be trained immediately to conduct consultations with couples interested in a hiring a DJ for their wedding

2. All Head DJs will complete training by the end of March 20133. All Head DJs will receive a printed copy of the training manual 4. All Head DJs must read and study the training manual prior to observing in-person

consultations5. All Head DJs will observe several in-person consultations until they are confident and

competent to perform consultations on their own6. DJ consultants will book 90% of the events for which they are the consultant

Training Manual ComponentsHaving conducted hundreds of consultations, Kristin developed a training manual outlining the steps of an effective consultation. She included slides and video for illustration of specific points. (See Appendix C for complete training manual with evaluator’s initial comments.) Although the training manual is not indexed, it includes the following sections:

1. Preparation for consultation2. Client arrival procedure3. Consultation

a. Overview of PowerPoint presentation with detailed information on presenting each slide

4. Overview of custom lighting services5. Showing example wedding videos6. Pricing7. Closing8. Booking

EvaluationParticipantsParticipants in this evaluation include:

Adam Cole, co-owner Kristin Cole, co-owner Five Head DJs: referred to as DJ 1, DJ 2, DJ 3, DJ 4, and DJ 5 Mary Breach, evaluator

Each of the five Head DJs participated in the training program during the months of February and March 2013. This training was a mandatory requirement of their job. Kristin developed and presented the training manual; both Adam and Kristin provided the in-person consultation training.

ProceduresAt the onset of the training program, Kristin Cole contacted the evaluator to request a program evaluation following consultation training of five Head DJs. Her primary concern was whether the training manual she wrote to facilitate the training process was effective in disseminating information regarding the procedure for conducting a consultation. Her goal was for the manual

to serve as a training guide for each DJ to use while learning the wedding event consultation process. She wrote the manual quickly and had already distributed it to each Head DJ. The manual had not previously been reviewed or edited.

At their first meeting, Kristin and the evaluator discussed the training program, including the process, goals, and intended outcomes. The evaluator was emailed a copy of the training manual for review. The evaluator reviewed the training manual and emailed initial suggestions for clarification of the information it contained.

Each Head DJ had a copy of the manual to review and study. The manual was to be utilized by the DJs first to learn the initial information, then later as a resource while performing consultations. After studying the manual, each Head DJ was required to observe several in-person consultations to become more familiar with the process. The number of observations required for each DJ was dependent on how fast they learned the material and how confident they were in conducting consultations on their own. The DJs observed between five and thirty consultations before being released to do a solo consultation.

Data SourcesAfter each Head DJ reviewed the training manual and completed several (between five and thirty) in-person consultation observations, they began conducting solo consultations. Determining success of the training was viewed as dependent on the number of events booked versus the number of consultations performed.

At this time, each Head DJ was each given an evaluation questionnaire to complete regarding the training process. The evaluator requested all questionnaires be completed and returned no later than May 1, 2013. The questionnaire includes the following (See Appendix A for the questionnaire in its entirety):

Number of hours spent studying the manual (fill in the blank) Number of consultations observed (fill in the blank) Level of confidence in performing consultations prior to studying the manual (Likert

scale 1-5) Level of confidence in performing consultations prior to observation (Likert scale 1-5) Level of confidence in performing consultations after studying the manual (Likert scale

1-5) Level of confidence in performing consultations after observation (Likert scale 1-5) What helped most in the training manual (fill in the blank) Anything missing from the training manual (fill in the blank) Number of consultations conducted since training (fill in the blank) Number of wedding booked from solo consultations (fill in the blank)

All five of the five Head DJs participated fully in the training program; although, only four of five reported reading the training manual. The fifth reported he would prefer to only observe and would use the manual as a resource if needed. This request was considered appropriate based on his experience (four and half years) and approved by the owners. All five DJs completed and submitted the evaluation questionnaire to the evaluator by the deadline.

The evaluator then collected and analyzed the results, developed conclusions based on the results, and made recommendations for further development of the training manual as an integral part of the training program. The results and recommendations were shared with the owners as part of the final evaluation report.

ResultsThis evaluation explored the effectiveness of the training manual independent of and in conjunction with in-person observation as part of the consultation training program for Head DJs employed by Sound Wave Music. DJ trainees spent an average of 2.6 hours studying the training manual prior to observing in-person consultations.

Prior to reading the training manual, trainees reported a mean confidence level of 3.8 on a scale of 1 to 5 with 5 being extremely confident in conducting a solo consultation. After reading the training manual, trainees’ confidence level increased slightly to a mean of 4.0. This increase in confidence is not significant enough to attribute value of the manual to the overall training process.

DJ trainees observed between five and thirty in-person consultations. Prior to reading the training manual and observing consultations, trainees reported a mean confidence level of 3.8 on a scale of 1 to 5 with 5 being extremely confident in conducting a solo consultation. After reading the training manual and observing in-person consultations, trainees’ confidence level rose to a mean of 4.5. The in-person observation created a more significant increase in the confidence of trainees in performing a solo consultation than reading the manual alone.

60% of trainees reported they would have been as confident in performing consultations after observing in-person consultations without having read the manual. Although 80% reported they would have been able to conduct a consultation after having read the training manual (without the in-person observation), 80% reported the observation portion of the training was more beneficial than the training manual.

After completing the training program, Head DJ consultants booked an event 100% of the time after a solo consultation.

Summary of Evaluation Questionnaire Responses Average reported increase in confidence performing solo consultations rose from 3.8 to

4.0 after reading the training manual. Average reported increase in confidence performing solo consultations rose from 3.8 to

4.5 after reading the training manual and observing in-person consultations. 100% (4/4) of trainees successfully booked an event from every consultation they

performed after completing the training. (One DJ has not yet performed a solo consultation.)

80% (4/5) of trainees reported they found the in-person observation more beneficial than the training manual.

80% (4/5) of trainees reported they would be able to conduct an in-person consultation if they had only read the training manual and not observed consultations.

60% (3/5) of trainees reported they would have been able to conduct an in-person consultation if they had only observed a consultation and not read the training manual.

o 20% (1/5) of trainees reported he probably would have been able to conduct an in-person consultation if they had only observed a consultation and not read the training manual.

DiscussionThe purpose of this evaluation was to determine the effectiveness of Sound Wave Music’s DJ Consultation Training Manual, which is utilized in conjunction with in-person consultation observation. The owners were interested in determining if the content in the training manual enhanced and/or expedited the training of Head DJs to perform solo consultations for potential wedding bookings. The training manual was developed to be used initially as a training guide and ultimately as a resource for consultation purposes.

Head DJs preferred the in-person consultation over the manual for training purposes. One of the trainees chose not to read the manual at all and received his training through observation only. The manual is a valuable resource for DJs performing wedding consultations but as a stand-alone training guide, it does not provide practical hands-on knowledge that is obtained by observing and conducting in-person consultations.

Evaluation Project CostAs per contractual agreement, the total cost of the Sound Wave Music DJ training program evaluation is $3679.30. The budget for this project was $5000, showing a savings of $1320.70. The fee breakdown is as follows:

The evaluation process was conducted over a total of seven (7) days at a daily rate of $500 per day

o In-person meetings are included in the daily rate Three (3) hours of telephone discussion regarding evaluation project planning at a rate of

$50 per hour Thirty-four (34) miles of travel to and from the program location at a rate of .65 per mile Photocopies (training manual, questionnaires for each trainee and the two owners, and a

copy of the evaluation report for each owner) at a rate of .15 per pageSee invoice following the conclusion and recommendation section of this report (page 8).

Conclusion and RecommendationsConclusionThroughout the evaluation process, the training manual emerged to be more of a basic resource than an integral part of the training program. The information contained within did not necessarily increase the trainees’ confidence in performing solo consultations with potential clients; however, it was apparent the information was valuable and helpful. The manual was brief and written for an audience who had familiarity with Sound Wave Music, their practices and procedures. A new employee who did not have the level of familiarity with the company may have needed more information than that which was included in the manual. Below are recommendations for enhancing the manual as a training resource as well as developing a resource manual based on the information included in the training manual.

RecommendationsFor the training manual to become a useful and effective component of the training process, the following may be considered:

Revise the training manual to be a workbook utilized throughout the consultation training process

Create modules with each section containing detailed information pertaining to each service that Sound Wave Music offers (ie: music, lighting, emcee, dance lessons, etc.)

Incorporate a checklist of to-do items for each module that trainees must accomplish throughout training process

Include case studies of past client consultations and request trainees consider questions and answers to problem-solve specific situations

Require trainees to perform an assessment at the end of each module to demonstrate competence before proceeding to the next module

Consider involving clients in assessing the competence and effectiveness of the DJ who performs their consultation

o Brief follow-up phone call or evaluation survey following consultation

To adapt the training manual as a useful resource manual, the following recommendations may be considered:

Index each section for easy access by DJs during consultations Create the manual for an audience who has little to no familiarity with Sound Wave

Music’s practices and procedures Create specific sections index for easy access by DJs during consultations Add detailed information about each product, service, or policy within each section

o Consider information requested by trainees such as vendor referrals, and credit card processing information

Include pre-made copies of all necessary forms, contracts, pricing structure sheet, etc. inside the manual (binder) to easily present to the client as needed

InvoiceInvoice Date: May 4, 2013Evaluator: Mary BreachBalance Due: $3679.30Remit to: PO Box 5923, Boise, ID 83705To: Sound Wave Music6169 Clinton Street, Boise, ID 83704

Evaluation of Sound Wave Music DJ Consultation Training Manual and Training Program

Description Quantity TotalEvaluation Daily Rate @ $500/day 7 $3500.00Expenses:Phone calls @ $50 per hour Travel @ .65 per mileCopies @ .15 per page

3 hr3448

$ 150.00$ 22.10$ 7.20

Balance due upon receipt $3679.30

Appendix A

Sound Wave Music: DJ Training Evaluation Questionnaire

1. How long were you an Assistant DJ for Sound Wave Music? _____________ 2. How long have you been a Head DJ for Sound Wave Music? _____________

Training Manual

3. Before reading the training manual, how confident were you in performing consults on your own? Not confident at all Extremely confident1 2 3 4 5

4. How many hours did you spend studying the training manual prior to observing an in-person consultation (for training)? ___________

5. After reading the training manual, and before observing a consultation (for training), how confident were you in performing consults on your own? Not confident at all Extremely confident1 2 3 4 5

6. What was the most helpful part of the training manual?

7. What (if anything) do you feel was missing from the training manual?

In-Person Observation

8. How many consultations did you observe (for training) before you performed a consultation on your own? ___________

9. After reading the training manual AND observing a consultation, how confident were you in performing consultations on your own? Not confident at all Extremely confident1 2 3 4 5

10. To you, which was more helpful in increasing your understanding and confidence in performing consultations on your own? (choose one)____ Training Manual____ In-person observation

11. Do you feel you would have been able to confidently and competently perform a consultation on your own if you had only read the training manual? (no in-person observation) ___YES ___NO

12. Do you feel you would have been able to confidently and competently perform a consultation on your own if you had only observed a consultation?? (no training manual) ___YES ___NO

13. How many consultations have you performed on your own since the training? _____________

14. How many weddings/events have you booked after a performing a solo consultation? ____________

15. What, if anything, do you feel would aid you in increasing the total number of bookings after a consultation?

16. Overall, what was the most helpful aspect of the training?

Appendix B

Sound Wave Music: DJ Training Evaluation Questionnaire Results

1. How long were you an Assistant DJ for Sound Wave Music?

DJ 1 9 moDJ 2 9 moDJ 3 7 moDJ 4 13 moDJ 5 0

2. How long have you been a Head DJ for Sound Wave Music?

DJ 1 2 moDJ 2 2 yrDJ 3 3 yrDJ 4 9 moDJ 5 4.5 yr

Training Manual

3. Before reading the training manual, how confident were you in performing consults on your own? Not confident at all Extremely confident1 2 3 4 5

DJ 1 1DJ 2 4DJ 3 5DJ 4 4DJ 5 5

4. How many hours did you spend studying the training manual prior to observing an in-person consultation (for training)?

DJ 1 2DJ 2 2DJ 3 1DJ 4 8DJ 5 0

5. After reading the training manual, and before observing a consultation (for training), how confident were you in performing consults on your own? Not confident at all Extremely confident1 2 3 4 5

DJ 1 2DJ 2 4DJ 3 5DJ 4 4DJ 5 n/a didn’t read (confidence level of 5 reported before reading manual)

6. What was the most helpful part of the training manual?

DJ 1 Detailed instructionsDJ 2 Closing techniquesDJ 3 Booking sectionDJ 4 Lighting infoDJ 5 I didn’t read it

7. What (if anything) do you feel was missing from the training manual?

DJ 1 n/aDJ 2 Where to find vendor referralsDJ 3 NothingDJ 4 How to access a credit card pmtDJ 5 n/a

In-Person Observation

8. How many consultations did you observe (for training) before you performed a consultation on your own?

DJ 1 5DJ 2 20DJ 3 30DJ 4 17DJ 5 10

9. After reading the training manual AND observing a consultation, how confident were you in performing consultations on your own? Not confident at all Extremely confident1 2 3 4 5

DJ 1 3DJ 2 4.5DJ 3 5DJ 4 5DJ 5 5

10. To you, which was more helpful in increasing your understanding and confidence in performing consultations on your own? (choose one)

___Training manual___In-person observation+

DJ 1 In-person observationDJ 2 Training manualDJ 3 In-person observationDJ 4 In-person observationDJ 5 In-person observation

11. Do you feel you would have been able to confidently and competently perform a consultation on your own if you had only read the training manual? (no in-person observation)

DJ 1 YesDJ 2 YesDJ 3 YesDJ 4 YesDJ 5 No (didn’t use manual)

12. Do you feel you would have been able to confidently and competently perform a consultation on your own if you had only observed a consultation?? (no training manual)

DJ 1 NoDJ 2 ProbablyDJ 3 YesDJ 4 NoDJ 5 Yes

13. How many consultations have you performed on your own since the training?

DJ 1 0DJ 2 2DJ 3 10DJ 4 6DJ 5 1

14. How many weddings/events have you booked after a performing a solo consultation?

DJ 1 0DJ 2 2DJ 3 10DJ 4 6DJ 5 1

15. What, if anything, do you feel would aid you in increasing the total number of bookings after a consultation?

DJ 1 Doing themDJ 2 ExperienceDJ 3 NothingDJ 4 NothingDJ 5 N/a

16. Overall, what was the most helpful aspect of the training?

DJ 1 All of itDJ 2 Ideas from other DJsDJ 3 PricingDJ 4 Total package, being able to observe and use manualDJ 5 Being together with my bros!

Appendix C

Note: Pictures in actual training manual have been omitted to reduce file size for submission

Wedding Consultation Training Manual

Preparation

All appointments will be set up and confirmed through Kristin Please arrive to the office 15 minutes before your appointment time Dress is nice casual - collared shirt with slacks or nice jeans or nicer (Define nicer) When you arrive, make sure the heat/air is on to a comfortable level. M-F 8-4 the

temperature should be comfortable. After hours you can adjust it and it will reset to our schedule after an hour or so

Turn on all lights, including monogram light (so it can warm up) On Kristin’s computer, log in to the DJ user - on the desktop open the master thumb drive

and play the indie folder {you may need to click “switch user”} The couple’s information, pricing sheet, etc will be on Kristin’s desk, please review

before the couple arrives

Couple Arrives

Wait for couple in the lobby and greet them when they enter. Shake hands and invite them in

Ask a common question like “did you guys find the office okay?” or “how is your day going?” (Good to build rapport, maybe consider relationship building as a component of your training)

Invite the couple into the consultation room - leave the pricing and everything on the desk

Most will naturally sit to the right of the television, which is where they should sit As you walk to your side of the table, offer them a drink Be friendly, smile a lot, nod your head, make eye contact, and even make them laugh Realize you forgot the pricing and folder and excuse yourself to get it - this gives the

couple a chance to get comfortable in the consult room without you - they will be more likely to open up. DO NOT bring in the DVD. That is for later.

Take some time to get to know the couple - here are some sample questions to ask…..o Talk about the CD tableo How is your wedding planning going? o Tell me about your planso Who is your photographer?o How long have you guys been engaged?

o How did you meet? o Where are you getting married?o What is your layout like? o Where do you guys work?o As you talk, offer suggestions for other vendors if needed

TRANSITION to DJ time…….So, what are you guys looking for in a DJ (you will be sure to touch on these things later in the consultation

Consultation Begins

Listen to and affirm what they are looking for in a DJ - ask them if they have had experience with other DJs

Be friendly, smile a lot, nod your head, make eye contact, and even make them laugh Ask them if they have questions or if they want you to go through some things first

o Most of the time they will say for you to go through some things - at which point you start the slideshow

Slide 1 - Our Team

This is our team! Adam and Kristin are theowners - Kristin works in the office full timeto help our couples with anything they mayneed - use her!

Some couples may ask about how we started, when we started, etc. If you need a refresher on Adam’s story, let meknow (The details of this story would be good to have attached to the training manual, just in case the DJ is not familiar with Adam’s story.)

Slide 2 - 2 DJs

We are one of the only DJ companies in Boise that have 2 DJs at every wedding. Don’t get me wrong, there are some great DJs in Boise but I honestly don’tknow how they do it with just ONE person

Having 2 DJs means there is always a DJ mixing music while the other DJ is available to check in with you,work with your other vendors, make sure sound and lighting are good, and work with guests

Share an experience where having 2 DJs was a lifesaver

(Include a written example for the DJ to use in case they go blank, or get nervous.) The number one goal is for your night to be STRESS

FREE! We will take care of all the little details so you can enjoy your wedding day Have you ever been at a wedding where the music stopped awkwardly? This is because

there weren’t 2 DJs. I sometimes tell the story of being in a store and then music stopping and me not being

able to shop anymore because I felt so WEIRD without music playing. Music puts people at ease and helps them feel comfortable in every situation

Slide 3 - Our Style

There are a lot of stereotypes when it comes to DJs - you may have experiencedthat at other weddings. We are trying tobreak some of the stereotypes!

We are fun and always classy - no surpriseactivities or games, foul language and we always dress the part. We dress all in blacklike the photo and have a name tag on. Theguests will know that we “work there” andwill come ask us questions. We are happy to help!

Slide 4 - Special Moments

So, we feel like there are 2 really important parts ofyour wedding. The first is your special moments - your ceremony, first dance, cake cutting, etc. We feel that the DJs role in these this is to make sure theright song is played at the right time, the soundvolume is optimal, and everyone is in the right placeat the right time

Tell story about best man and how you taught himhow to use the mic before he gave his toast (Who is this directed to? Who is “you”?)

Slide 5 - Party

The 2nd part of your night that is SUPER important is yourPARTY! I mean honestly, would you guys be having a wedding if you didn’t want to celebrate and have a great time?!

So do you guys like to dance? What kind of music do you like? What ages of guests will you have at your wedding? Do you think a lot of people will want to dance? The great thing about our DJs is that we know the right songs

to play at the right time so everyone feels comfortable to come out and dance. We don’t have any preset playlists but pick our songs one at a time so that we can play

based on your guests and how we want things to go at that point in the evening - building energy and momentum throughout the night

I love the photo in the middle because it is all about emotion - this group is NEVER going to forget how much fun they had at this wedding….those are the memories we are trying to help create at our events

Slide 6 - We Get to Know YOU

So, how do we do all of this? Each of our couples is different and your wedding is different -

we really get to know our couples so we tailor what we do to your wedding.

The main way we do this is during our planning session - we meet 4-6 weeks before your wedding to talk about the day.

We go through every detail of the night so we have a goodblueprint to follow that evening - and you don’t have to worry. We talk a lot about music - background and dancing, and about the activities you would like to have done during the evening. We will never surprise you with activities or anything that night - everything we are going to do we will have talked about ahead of time.

Slide 6 - Song Requests

Throughout planning we will also talk a lot about song requests We set up a song request website for each of our couples

like in the top photo there. Kristin will email you the link and you can request any songs you would like. You can even send

it out to friends and family….if you want…it is totally up to you. During planning we will ask who requested the songs so we know how to gauge the requests.

We also have song request cards that we can use at your wedding. We will pass these out during dinner or cocktail hour. They are really fun for the guests and serve a few different purposes:

o Help break the ice with guests that are sitting at the same table but don’t know each other

o Help guests feel invested in the wedding - they wait all evening for their request!o Gives us an idea of what the guests want to hear

BUT….when it comes to guest requests we are ALWAYS going to honor your wishes first. We won’t play songs on your do not play list no matter how many times they are requested.

Slide 7 - Our Set Up & Equipment

These are photos of some of our set up and equipment. Thegoal is for us to be in the background and always keep the focus on you

Neat, clean, simple - no company sign or anything to bring attention to us

We provide our own tables and linens (white or black) Point out the center photo and how you can’t even tell

where the speakers are. That’s the point!

Slide 8 - Dance Lessons

One of the additional services we offer is dance lessonsfor your first dance

You guys nervous for that? We have a couple that are professional dancers that teach our

couples. They will teach to your first dance song and will teachyou how to be comfortable and confident on the dance floor.They can also teach choreography if you want.

Slide 9 - Lighting Room

In addition to DJ services, we also provide lighting to create mood and ambiance at weddings. Let’s go on a field trip to the next room and I will show you all the options

Go Into Lighting Room We have set up this room to reflect a reception - the cake table

is decorated to (consider word choice) nicely, and it is really pretty. What I will show is how lighting can transform your entire reception.

{KNOW YOUR COUPLE! Where are they getting married?What lights will be the best fit?} Here is a guide:

o Indoors/No Windows: All Lightso Indoors/Windows but will get dark around 8 or 9pm: All Lightso Outdoors/ Will get dark: Bistro lights, Uplightso Outdoors/ Light ENTIRE time: No lights {I will still show uplight/bistros just in

case their plans change}o Tent/Will Get Dark: All Lights

Monogram Light (best indoors when darkish but great outdoors if dark

The first thing you see here is a custom monogram. It is a personalized light that we usually project onto your dance floor or a blank wall at your venue. There are 8 templates you can choose from and it adds a personal touch to your reception.

Uplights (the most impactful lighting option - great for indoors or outdoors. Most impact when it is dark)

Are you guys familiar with uplighting? They are LED lights that shine up a wall, tent ceiling, trees, etc - and there are endless color possibilities

What are your colors? At this point I scroll through the colors at medium speed until I get to their color. I tell

them to see how the room changes with each color change. A whole room can be transformed when you add light & color. It gives so much ambiance and sets a mood in a way that nothing else can.

Talk about their venue and how lighting could transform it. You can also talk about uplights we have done at their venue if you have done them.

Uplights can be used in conjunction with your décor to create the vision you have in mind.

Sometimes at this point we have been on a certain color for a little bit and then I will turn them off and turn the house lights back on so they can feel the difference the room with and without the uplights

Uplights can be SO impactful outdoors at night - show the green uplight photo when you get back to the consult room if they have an outdoor wedding and it is going to get dark

Turn off uplights

Under Table Lighting

We can also light tables from beneath - very classy and beautiful. Brings focus to table - like the cake table or head table usually

Adds extra highlight to emphasize and bring attention to the table

Spotlighting/Pinspotting

Another common lighting option is pinspotting. This is typically used for centerpieces or cakes - the items that need to be highlighted but sometimes get lost in the mix. Pinspots are a perfect way to bring attention to them without going overboard. {sometimes here I will show a before and after with the cake - pinspots on, then off with house lights on}

Dance Floor Wash

So, the next light I am going to show you is called the dance floor wash. This is a classy way to warm up the dance floor and bring soft light to the dancing area.

It is a soft patterned, amber colored light that shines onto the dance floor all evening and can be dimmed to fit the mood of what is happening throughout the night.

It can define the dance area and create an ambient feel that house lights can’t. {note for DJs: We don’t use dance floor lights and moving colored lights on the same

dance floor} The other thing that is wonderful about it is that it warms up people’s skin - makes

everyone have a nice tan! This is wonderful for photos! Photographers love the dance floor wash because it adds warm and soft light to the dance

floor so they can capture great dancing photos. {DJs: you will most likely need to show photos of the dance floor wash because it is hard

to see the full effect in the lighting room, since the lighting room is the same size as a dance floor - There are photos on the 2nd thumbdrive next to the roku}

Bistro Lighting

The last lighting option I will show you are called bistro lights. These are bulb style string lights that are perfect for outdoor weddings. We typically use these over the dance

floor area but can do over seating areas as well. They are dimmable and create the right amount of light to bring the dance floor to life without being too bright.

When you are done in the lighting room and have answered any questions, take the couple back into the consultation room.

Okay, any questions about lighting? {Push off pricing questions for a few minutes until after video}

I am going to show you a quick video of two weddings we spotlighted last year and then we will talk about pricing. Good?

Weddings Video

After video is done….

I love this video. Both of the couples are so different - the first couple is outdoors, they are a little bit of an older couple, second marriage for both of them, all the kiddos are their kids, blending families. The other couple is indoors, college age couple, kind of a club feel. But the thing about both of them is that they are enjoying every minute of their wedding. That is what it is all about and that is what we are trying to create for our couples.

Pricing

Basic Packageo Our basic package is something we put together to be what most couples need for

their wedding reception. Sometimes we may add on this or that but it is a pretty inclusive package. It is $895 and includes:

All of our planning with you (can talk about calling Kristin ANYTIME) Travel to and from your venue Set up and take down time Up to 4 hours of actual DJ time - we don’t take breaks so it is 4 continuous

hours 2 of us for the evening - you will make all the announcements and work

with your other vendors to make sure things go smoothly all night. The song request website and 2 moving colored lights for the dance floor

(you can talk about those if you want)

o Extra Services Extra time is $150/hr, Talk about ceremony sound system if needed Show the lighting options and prices

o At this time excuse yourself to get a dvd for them - this has all of our videos on it: informational/welcome, meet our djs, the weddings video, and the 2 testimonials. This gives them a chance to talk for a moment without you in the room. Act casual about it, “oh, let me grab a dvd for you real quick.” Walk slow.

The Close.

Any questions? So, to book us we ask a $200 deposit to reserve the date and the balance is due the week

before the wedding. A lot of times we don’t know all the details about times, lighting, etc so we will finalize everything when we meet for planning.

Also, here is a copy of our contract; it is pretty basic - your contact info, date, time place, agreed upon rate and what we are including in the package. Like I said, we don’t have to finalize this until it gets closer to the wedding. You can hold on to this.

There are a few different approaches to closing the sale. The most important thing to remember is to FEEL IT OUT. I don’t expect you guys to book on the spot but am thrilled when it happens. The key is to keep them feeling comfortable. NO PUSHY SALES.

Approach 1: No Pressureo Awesome, well these are all for you (flyers, pricing, dvd, etc). You guys talk

things over and Kristin will be in touch with you in a day or two. She will hold me for your date for 1 week. I’d love to DJ for you guys! {send them on their way}

Approach 2: The Smooth Talker o So, how are you guys feeling about things? If you guys are interested, I would

love to get you guys booked today – (Says “guys” three times in a row. P.C. recommends not saying “guys” when there are females present. A good alternative is “folks” or just “you” As in “how are you feeling about things?”) if you want some time to think about things that is great too. LET THEM ANSWER.

Booking: Fill out contract and get $200 check (preferred). If they want to pay with a card then fill out the contract and I will email them a link for payment.

Thinking: Awesome, well these are all for you (flyers, pricing, dvd, etc). You guys talk things over and Kristin will be in touch with you in a day or two. She will hold me for your date for 1 week. I’d love to DJ for you guys! {send them on their way}

Not Booking on the Spot:

So great to meet you guys - please email Kristin is you have any questions or if we can help in any way….blah,blah,blah (blah, blah, blah in a training manual? )

Kristin will hold their date with you for 1 week

Booking

If the couple wants to book now:o Fill Out Contract (no blanks please but TBDs are okay) - Have client sign and

make a copy for their recordso Collect Payment

We ask a $200 initial payment and prefer cash or check. We can accept a credit card but there is a 3% convenience charge to accept it

To make a credit card payment - using laptop on shelf in consult room. Log on to our website www.boise-dj.com >> Contact Us >> Bottom of page, click on credit cards. Let client run through the steps. (This conflicts with Approach 2 above)

Make sure to calculate the correct amount for payment = Amount to pay * 1.03

Tell them a receipt will be emailed to them for the credit card payment. o Kristin will email them lots of helpful planning tools - planning form, fun

wedding ideas, song idea lists