Better Business Building

Thursday February 20th, 2014 – Island Lake, IL

I’ve been getting a lot of bookings of late, and that’s never a bad thing. It almost feels like the old days, as I’m working almost whenever I want to. Almost all of my weekends have been full, and there have been some week nights thrown in as well. This is how I’d prefer it to be always.

Realistically, that just won’t happen forever. Bookings come in waves, and I’m nearing the end of this particular one. All I had booked for this week was a Saturday in Mattoon, IL, but today I got a call to do a show in Ottawa, IL tomorrow night. Someone they had booked had to cancel.

It’s not for great money, but it’s a nonprofit organization and part of the deal is that they write me a letter of recommendation if they like what I do. I’m sure they will, as the lady who booked me has seen me several times before. I’ll make a few bucks, and get a testimonial for my files.

I wish I would have started collecting testimonials years ago, but I didn’t. Few comedians I’ve ever worked with do. We just don’t think about it. I could have had HUNDREDS by now, and it wouldn’t have been very difficult at all. I guess I can go back and salvage a few, but it’s too late to have the stellar list of thoroughly satisfied customers at my fingertips that I easily could have.

This is a big red flag for the future, and I won’t let it happen again. Now that I’m transitioning into being a humorist, I intend to compile a reference list of every single client that ever uses me from now on in any capacity from speaking to training to painting the lines on their parking lot.

This is just smart business, and I’m embarrassed by the fact I never did it before. I don’t have a reason other than nobody else did it either. That’s not acceptable. Nobody ever sold merchandise for years at the comedy club level except for James Gregory, and he was way ahead of his time.

Now almost everyone sells, only because it’s necessary to survive. Gas prices are high, and the pay in comedy clubs is the same or less than it was twenty years ago. Hawking some trinket after the show is not why most entertainers get into the business, but it has come to be expected now.

My business sense is growing rapidly, but I am nowhere near where I should be. I have a thirty year head start on my ‘show’. That’s about 97% of what I focused on all these years, and that has thrown me way off balance. I think it should be as close to 50-50 as possible, but that’s difficult.

I had a friend who was a fanatical bodybuilder, and he talked about how most of them train the ‘beach muscles’ like arms and chest, but neglect the legs. They’re apes above the waist but have bird legs, and that causes a major imbalance that prevents them from winning the big contests.

The same is true with show business. There has to be somewhat equal attention paid to both the show and the business. I’m just now coming around to that formula, but my show needs a whole lot of extra work because of all the years of neglect it has had. That’s what I’m doing this year.

My shows in Ottawa and Mattoon will be solid. I know that before I get there. In fact, I have to believe they’ll be up there with the best performances that Ottawa or Mattoon have seen recently, if not ever. But if my business were better, I’d do the same show in bigger towns for higher pay.

Just like bodybuilding, a show business career needs balance. Without it, it’s freakish.

Testimonials are not difficult to get, but most entertainers never even think to ask. I am going to change that effective immediately.

Building my business will lead to building more income – and isn’t that the whole idea?

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A Secret Agent

Thursday January 30th, 2014 – Island Lake, IL

My friend Marc Schultz is a second generation talent booker who has been around the business his entire life. His father had an office in downtown Chicago, and Marc has been able to see with his own eyes how the game of live entertainment has evolved since the ‘60s. It’s a new ballgame.

Marc has been able to adapt and change with the times, and is still in business today. He knows what he’s doing, and I have great respect for his lifetime of hands on experience in the field. We have lunches regularly, and I constantly learn from him about the bigger picture of the business.

Marc’s father used to book a lot of circus acts, and Marc still does. If you need an elephant or a high flying trapeze act, Marc is your source. There aren’t many people anywhere that know how to find those acts, and it’s been a successful niche for decades. Marc is a straight up guy and very honest, and everything is above board with him. That’s why he’s been able to stay in it so long.

Part of his evolution has been having to expand into other areas, and that’s where I come in. He gets requests for cabaret type acts on occasion, and I’m on his list for comedians. He books a few magicians, jugglers and other variety acts, and comedy falls into that category. I probably get one or two bookings a year from Marc on average, but they’re always good and they pay pretty well.

The thing that stands out about Marc is that he knows the acts he books inside and out. When a client calls and tells him what kind of entertainment they’re looking for, Marc can offer the right list of people that will do the best job for the best price. He has invested a lifetime in learning it.

That was something he learned from his father, as that’s how the game worked then. A client’s trust was placed with the booker, and it was up to the booker to deliver the goods. They had the responsibility of determining which acts were competent enough to do the job and hiring them.

As with a lot of fields, the internet has changed everything. Clients no longer need to develop a trust with an experienced booker, because every bad act and their grandma’s uncle has a website and there’s no real need for a middle man anymore – or at least that’s what most clients assume.

Marc doesn’t have a website at all, and he’s proud of that fact. He thinks the internet has ruined the entertainment business, and the more I see the direction it’s all going the more I have to agree with him wholeheartedly. It’s now a big unorganized mess, and that penalizes the professionals.

Most people that book live entertainment only do it on rare occasions. They might use it as part of an annual event like a corporate holiday party for example, and they aren’t familiar in the least with what they’re doing. They can – and often do – easily make a stupid mistake based on price.

Booking the lowest priced entertainer sight unseen is about as smart as looking for the surgeon that’s offering the best deal on a quadruple bypass. It’s always better to go with the experienced one and pay a little more, rather than save five bucks and get completely stung. It’s a no brainer.

Unfortunately, most people that book entertainment like that have no brains. They THINK they may know what they’re doing, but they totally don’t. Then prices come down for the good acts.

This has become a real problem, and I talk with Marc about it quite a bit. His clients and he are on the same page, but it has taken a lifetime to get there. He has developed a satisfied client base across North America, and much of his business comes from word of mouth. He’s done the job.

When someone that has no clue takes a stab at booking live entertainment, it’s a total crap shoot with the odds favoring the crap. If all that’s available to consult are the acts themselves, they will of course make lofty promises to “do a good job”. Then they’ll tank it and blow it for all eternity.

I’ve seen this happen in the standup comedy world too many times to count. Somebody is hired for a private show for big money because they knew someone in the company that had the ear of the person in charge of hiring, and then they’re terrible and the company never hires anyone else.

This is one of the main reasons I’m now looking to brand myself as a “business humorist”, but that’s also no guarantee there aren’t leakers in that field as well. I’ve made a point to check out a few of those people, and quite frankly I’m not all that impressed. Not many are able to pull it off.

The ultimate goal for any entertainer is to eventually have name recognition. I do to a very tiny degree, but most of that is with bookers. Marc Schultz knows what I can do, and knows I am one of the most versatile acts he can use. I have vast experience, and won’t embarrass him in a pinch.

Zanies Comedy Clubs in Chicago know it too. I have worked for them so long without an issue and produced consistent results, they know what they’re getting every time. They can send me to any of their clubs or any private event and know they don’t have to worry. That’s good for us all.

Dealing with higher paying private clients isn’t like that. They often go for someone that won’t be the best fit only because they happen to have a flashy website or a five minute video that may catch their eye. Five minutes isn’t a full show, and like a movie trailer often has all the best lines.

People like Marc are a lot more important than clients may think, but they don’t realize it. He’d charge them a fair price for the entire package – even though it may seem like it’s higher than the process of scouring the internet looking at random websites. In the end, it’s worth the final price.

Even worse is dealing with the dreaded “committee”. Every one of my orifices pucker instantly just thinking about that word. This is just the spreading of incompetence to a group rather than an individual idiot that has no clue whatsoever. I’ve lost many a booking to a committee’s brilliance only to find out they booked the wrong act and it was a total disaster. Welcome to show business.

My speaker friend Todd Hunt talks about dealing with committees all the time. He often sends me emails of rejection he gets on an almost daily basis, and they’re beyond ridiculous. But that’s how the game is played, and if I’m going to get in it and win I need to be aware of all the aspects so I can play it correctly. The focus needs to be on marketing, and that’s what I am working on.

I’ve been compiling testimonials of late, and I’ve never done that before. In the comedy world that wasn’t an issue. Now it is. I’ve got a proven track record for decades, but people hiring have no idea about any of it unless I tell them and provide people they can call to verify. I am going to do what it takes to succeed at this game. I’ve come too far to get clumped in with everyone else.

If you ever need to book a circus, my friend Marc Schultz can get you any act you need – including an elephant.

Not sure where to find this guy, but I hope he doesn’t put his wallet in his back pocket.

My speaker friend Todd Hunt has to deal with idiots all day that are too cheap to use an agent with experience. Despite the look on his face in this picture, Todd is very good at what he does. http://www.toddhuntspeaker.com.