Only taking 2 more bookings this year, and I am done for 2022

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DJ Ricky B

DJ Ricky B

DJ Extraordinaire
Mar 9, 2015
7,775
6,415
41
After last night, I decided that I am 100% booked between now and Thanksgiving. I am willing to take two more bookings for December in addition to the wedding I have right now. Most likely I will take 1 holiday party, and I am willing to book NYE this year if I a nice paying event comes my way. I did just get an inquiry for NYE...My first one for this year, and quoted $1,950 to do it. We will see if they book. If they don't no sweat off of my back!

I went 1 hour 37 minutes over time last night. It was a wedding on a private property (BEAUTIFUL PROPERTY - PROBABLY ABOUT 9 or 10 acres of land). Ceremony was down a hill about 450+ feet from where the reception tent was.

I started at playing prelude music at 5:00 p.m. Ceremony actually started a few minutes early at like 5:26 (5:30 ceremony). They did music for cocktail hour in a large area, and I used just my Bose S1 Pro. Bride asked me to turn the music way up for this, so I had my S1 Pro almost blasting for cocktail hour music which is not normal, but it was okay.

The wedding reception had a lot of dancing. Apparently, the bride and groom and their friends were are in a "Dance Club" since high school, so they loved to dance. Iwas supposed to end at 10:30 p.m. Caterers were already tearing down, and the wedding planners (There were THREE OF THEM) all told me they were finishing up, and asked me to announce that there is an "After Party" going on where they have some games in the house.

Now I did tell the bride as I do all my clients to just let me know if you want me to go over time at least 15 minutes before the end of the reception. Well, The planner had me announce the sparkler send off at 10:25 right before I was about to play the last dance. So I did that, and had everyone go out to do the send off. I figured I was finished for the night...Started to tear down at 10:31. I have the maid of honor running over to me after they did the sparkler send off (It was a mock send off) to say "Hey, the bride really wants you to play for another hour! Can yo go over time). I decided to say sure, and hooked my XLR cables back into my cables. The videographer was leaving, and he laughed and said "It looked like you didn't know what to say to her! ...Have a good night!"

So while I was playing, the bride's parents came up to me and handed me $150 cash. $30 less than my rate, but not a big deal. I can invoice the bride for the $30 if needed... The bride and the remaining guests proceeded to dance, and most of them were drunk at this point. At 11:30, the groom's father comes up to me and hands me $100 bill, and just says "Keep playing and end when you feel like it!..." ....OKAY....

So anyway, I played until 12:08 a.m. I played The Last Dance at 12:03. I thought to myself that over 7 hours is long enough for a wedding! So I ended, and 2 minutes later, I have the MOH comes up to me again and says "The bride wants to know if you will go one more hour? ...I declined. I said "No...It's been a real long day for me, and I live up in Baltimore (73 miles away). She understood. ...Plus this group was REALLY DRUNK. The bride was pretty much lifting her dress and flashing her ass at her friends at this point LOL. The bride's father (real father) - her step dad, and mother paid me the $150 - He was so drunk and yelling on the porch to the house that he started to lose his voice! Also, another dude passed out on the steps to the house! LOL.

Anyway, I thought to myself...that is the FIRST TIME EVER I have declined to keep playing for Over Time Money. It was just too long of a day at that point. I had left home at 1:40 p.m. and I didn't get home until 2:40 a.m.

Also, it's a good thing I did decline. The lights all went out to the tent at 12:40 a.m.. The generator ran out of fuel! I had already torn everything down, just had one more trip to cart my equipment out and to my vehicle. It was a long day, and while I was driving home I thought about my upcoming schedule, and realized I think I have enough events on my plate for the for 2022 in addition to working full time. I am looking forward to November 19th/20th when I actually have a FULL 2 DAYS OFF IN A ROW. I got two more months to go!

Just thought I'd share. I will make a video and post it in the gig log section eventually of this wedding. Next year, I have no intentions of booking every weekend up in the fall. I think I will only book 3, MAYBE 4 Saturdays in a row, then block out 1-2 Saturdays in a row next year so I don't book up all my time!
 
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That's really great about your schedule and nice gig story also. Are you still making most of your income from DJ or is the day gig the majority? As of now, I'm sitting at 24 events for this year. That includes a few dj-only events (not at my venue) and a few misc. birthdays, Quince, etc. The weird part is that I just booked my 5th event for 2024 and gross revenue is already 50% of the 2022 total. At Ross's suggestion, I took back over on doing venue tours and I'm 2-for-2 on the last 2 tours (both of them top-end packages). My day job is still holding out, fully remote and in another state. Fingers crossed that I can finish out a few more years then retire from the State.
 
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DJ Ricky B said:
I am looking forward to November 19th/20th when I actually have a FULL 2 DAYS OFF IN A ROW.
Click to expand...
This past weekend was my first time having 2 days off from DJing. I got so much stuff accomplished around the house in those two days. I worked a bar gig on Friday night but Saturday and Sunday were all mine. It felt really good to get a weekend to focus on personal stuff. Fortunately my day job allows me to work a hybrid schedule so I am working from home Mondays and Fridays. I know the rest of the year will be super busy and I am ready for it.
 
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Thanks for this thread. That's a great story. I guess you won't invoice the bride for the $30. Good luck with the rest of the events you have this year.
 
I'm so booked up right now, I've only got three weekends available (the first 3 weeks of Dec). The last couple of years, I've done a school's winter formal just before Christmas. I haven't heard about that one yet, but the wedding I just DJ'd this weekend, a couple of the girls working for the event staff remembered me and asked if I was doing this years, so I'm waiting for that call to come in.
 
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rickryan.com said:
That's really great about your schedule and nice gig story also. Are you still making most of your income from DJ or is the day gig the majority? As of now, I'm sitting at 24 events for this year. That includes a few dj-only events (not at my venue) and a few misc. birthdays, Quince, etc. The weird part is that I just booked my 5th event for 2024 and gross revenue is already 50% of the 2022 total. At Ross's suggestion, I took back over on doing venue tours and I'm 2-for-2 on the last 2 tours (both of them top-end packages). My day job is still holding out, fully remote and in another state. Fingers crossed that I can finish out a few more years then retire from the State.
Click to expand...


The day job is the majority of my annual income this year. However, if I do the math for the year...assuming I don't book anything else this year. If I were to some how book $10,000 more in events this year on remaining open dates, I could effectively end up earning more as a DJ than my full time job. Not going to happen at this point though. It's still a strong year for me. The Strongest since probably 2016 or 2017 for me.
 
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How many events did you do this year? What is your most frequently booked "add-on" service?

Often times it's a lot easier than we think to make additional money. If there is an add-on that is often booked, adjusting its price by $50 will increase your revenue and is an increase that is highly unlikely to deter someone from adding it. If there is something that is added 20x a year, then that alone is $1000 increase in revenue. Other slightly less popular items can be adjusted by $25 depending on how you structure your pricing. Items that you haven't booked in years or maybe 1-2x a year, you can just remove from your offerings as they only draw confusion and tend to create a feeling that your services are very expensive (one of the reasons I condensed my offerings from 19 different line items just last year to just 11). You have your clients focus on just the things you know will intrigue them and that you want to offer.

Your pricing honestly is rather VERY confusing. Too much text, too many line items... like your uplighting is literally priced in quantities of 2. Just offer 10 and 20 (if it needs more just do it as a bonus, especially if they're spending that much on 20). Prices like $420 and $540 just come across as nickel and diming. Also quantities like 10,12,16,20,28 etc... make it very hard for a client to know what they need, so they psychologically go lower than what they might've otherwise chosen if you had 2 numbers with an obvious quantitative difference.

If it was me doing your pricing this is what I would do:

Package A $1375 (In Season) | Package B $1150 (off season)

• Standard DJ Sound System for reception
• Wireless Microphones
• Up to 6 hours of performance time Included
• Overtime time available
• DJ Arrival 2 hours before start time for load in/set up
• All Planning via Online Planning Portal.
• One Finalization Phone Call 4 to 10 days before your wedding to go over everything
• Skype Video Preliminary Consultation with your DJ upon request
• In person Venue Site Visit or Meeting available upon request
• Exclusive any time phone and email communication with your DJ

Add On's Section (i made the descriptions really basic, but obviously you could adjust things)
  • Cocktail Hour Coverage (separate speaker coverage for cocktail space provided) $200
  • Ceremony coverage (small speaker and wireless microphones included) $250
  • 10 Uplights - $375 (provides just a touch of lighting throughout your reception space)
  • 20 Uplights - $675 (provides an immersion of color to make your reception space really pop)
  • Basic LED Effect Light Show - $250 (randomized effects and patterns during your open dancing segments)
  • 2 Intelligent Moving Head Light Show - $400 (enhance not only the stage presence of our setup, but also the visual energy with Moving Head technology)
  • Monogram Display - $350
Essentially I brought your add on list from ten repetitive, and in some cases not relative items, to 7 very specific and high interest items. Your package page currently starts very high and may scare potential clients before they even bother to read whats included (14 lines of text is not something someone wants to read), and they'll quickly scroll down to find cheaper alternatives. The structure I created offers a more inviting entry point to your services. Your add on page then focuses on essentials.... and with the exception of the 20 uplights, all add ons are under $400... again, a very inviting entry point to enhance the event. Lastly, the only item that is expensive is the 20 uplights... but when offering 2 quantities, one high one low... the low one may come across as not enough for most couples and the venue of their choice, and buyers will psychologically push themselves to the $750 option and say I'd rather have more than not enough. By eliminating all these additional quantities, there's no chance that they'll talk themselves down to a 12 or 16 uplight option, thinking "it's better than 10... and maybe 20 might be too much... so 16 should be ok".

With this presentation, which offers many psychological advantages in terms of pricing structure and presentation structure, I can safely bet that your average booking numbers will be higher than before. You can also do something like book 2 add-ons, get a $75 discount, book 3 get $150 off (trust me this works in pushing people to spend more). With the way this was adjusted, I would say your average event would easily increase by about $100-$150. With doing 20-30 events a year thats a $2000-$4500 increase in revenue, and that's without taking on more events, and not really raising your prices much. Personally, I think you could get an even higher average event price if you had better photos of your setup, uplights, and if your moving heads were dmx controlled (why are uplights added on 50/60 of my events for 2022 and moving heads almost 100%... it's the photos🙂)

And lastly... a client shouldn't have to spend more money to get you to come 2hrs in advance. It's a wedding, you should always arrive 2hrs in advance... not because you need it, but because it offers the client the peace of mind.

Anyways, that's my 2 cents on how you can increase your revenue without working more.
 
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djtaso said:
How many events did you do this year? What is your most frequently booked "add-on" service?

Often times it's a lot easier than we think to make additional money. If there is an add-on that is often booked, adjusting its price by $50 will increase your revenue and is an increase that is highly unlikely to deter someone from adding it. If there is something that is added 20x a year, then that alone is $1000 increase in revenue. Other slightly less popular items can be adjusted by $25 depending on how you structure your pricing. Items that you haven't booked in years or maybe 1-2x a year, you can just remove from your offerings as they only draw confusion and tend to create a feeling that your services are very expensive (one of the reasons I condensed my offerings from 19 different line items just last year to just 11). You have your clients focus on just the things you know will intrigue them and that you want to offer.

Your pricing honestly is rather VERY confusing. Too much text, too many line items... like your uplighting is literally priced in quantities of 2. Just offer 10 and 20 (if it needs more just do it as a bonus, especially if they're spending that much on 20). Prices like $420 and $540 just come across as nickel and diming. Also quantities like 10,12,16,20,28 etc... make it very hard for a client to know what they need, so they psychologically go lower than what they might've otherwise chosen if you had 2 numbers with an obvious quantitative difference.

If it was me doing your pricing this is what I would do:

Package A $1375 (In Season) | Package B $1150 (off season)

• Standard DJ Sound System for reception
• Wireless Microphones
• Up to 6 hours of performance time Included
• Overtime time available
• DJ Arrival 2 hours before start time for load in/set up
• All Planning via Online Planning Portal.
• One Finalization Phone Call 4 to 10 days before your wedding to go over everything
• Skype Video Preliminary Consultation with your DJ upon request
• In person Venue Site Visit or Meeting available upon request
• Exclusive any time phone and email communication with your DJ

Add On's Section (i made the descriptions really basic, but obviously you could adjust things)
  • Cocktail Hour Coverage (separate speaker coverage for cocktail space provided) $200
  • Ceremony coverage (small speaker and wireless microphones included) $250
  • 10 Uplights - $375 (provides just a touch of lighting throughout your reception space)
  • 20 Uplights - $675 (provides an immersion of color to make your reception space really pop)
  • Basic LED Effect Light Show - $250 (randomized effects and patterns during your open dancing segments)
  • 2 Intelligent Moving Head Light Show - $400 (enhance not only the stage presence of our setup, but also the visual energy with Moving Head technology)
  • Monogram Display - $350
Essentially I brought your add on list from ten repetitive, and in some cases not relative items, to 7 very specific and high interest items. Your package page currently starts very high and may scare potential clients before they even bother to read whats included (14 lines of text is not something someone wants to read), and they'll quickly scroll down to find cheaper alternatives. The structure I created offers a more inviting entry point to your services. Your add on page then focuses on essentials.... and with the exception of the 20 uplights, all add ons are under $400... again, a very inviting entry point to enhance the event. Lastly, the only item that is expensive is the 20 uplights... but when offering 2 quantities, one high one low... the low one may come across as not enough for most couples and the venue of their choice, and buyers will psychologically push themselves to the $750 option and say I'd rather have more than not enough. By eliminating all these additional quantities, there's no chance that they'll talk themselves down to a 12 or 16 uplight option, thinking "it's better than 10... and maybe 20 might be too much... so 16 should be ok".

With this presentation, which offers many psychological advantages in terms of pricing structure and presentation structure, I can safely bet that your average booking numbers will be higher than before. You can also do something like book 2 add-ons, get a $75 discount, book 3 get $150 off (trust me this works in pushing people to spend more). With the way this was adjusted, I would say your average event would easily increase by about $100-$150. With doing 20-30 events a year thats a $2000-$4500 increase in revenue, and that's without taking on more events, and not really raising your prices much. Personally, I think you could get an even higher average event price if you had better photos of your setup, uplights, and if your moving heads were dmx controlled (why are uplights added on 50/60 of my events for 2022 and moving heads almost 100%... it's the photos🙂)

And lastly... a client shouldn't have to spend more money to get you to come 2hrs in advance. It's a wedding, you should always arrive 2hrs in advance... not because you need it, but because it offers the client the peace of mind.

Anyways, that's my 2 cents on how you can increase your revenue without working more.
Click to expand...
MC could be a popular optional add-on. It is in these quarters. At least 50% of my weddings are choosing to book me as an MC .
 
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djtaso said:
How many events did you do this year? What is your most frequently booked "add-on" service?

Often times it's a lot easier than we think to make additional money. If there is an add-on that is often booked, adjusting its price by $50 will increase your revenue and is an increase that is highly unlikely to deter someone from adding it. If there is something that is added 20x a year, then that alone is $1000 increase in revenue. Other slightly less popular items can be adjusted by $25 depending on how you structure your pricing. Items that you haven't booked in years or maybe 1-2x a year, you can just remove from your offerings as they only draw confusion and tend to create a feeling that your services are very expensive (one of the reasons I condensed my offerings from 19 different line items just last year to just 11). You have your clients focus on just the things you know will intrigue them and that you want to offer.

Your pricing honestly is rather VERY confusing. Too much text, too many line items... like your uplighting is literally priced in quantities of 2. Just offer 10 and 20 (if it needs more just do it as a bonus, especially if they're spending that much on 20). Prices like $420 and $540 just come across as nickel and diming. Also quantities like 10,12,16,20,28 etc... make it very hard for a client to know what they need, so they psychologically go lower than what they might've otherwise chosen if you had 2 numbers with an obvious quantitative difference.

If it was me doing your pricing this is what I would do:

Package A $1375 (In Season) | Package B $1150 (off season)

• Standard DJ Sound System for reception
• Wireless Microphones
• Up to 6 hours of performance time Included
• Overtime time available
• DJ Arrival 2 hours before start time for load in/set up
• All Planning via Online Planning Portal.
• One Finalization Phone Call 4 to 10 days before your wedding to go over everything
• Skype Video Preliminary Consultation with your DJ upon request
• In person Venue Site Visit or Meeting available upon request
• Exclusive any time phone and email communication with your DJ

Add On's Section (i made the descriptions really basic, but obviously you could adjust things)
  • Cocktail Hour Coverage (separate speaker coverage for cocktail space provided) $200
  • Ceremony coverage (small speaker and wireless microphones included) $250
  • 10 Uplights - $375 (provides just a touch of lighting throughout your reception space)
  • 20 Uplights - $675 (provides an immersion of color to make your reception space really pop)
  • Basic LED Effect Light Show - $250 (randomized effects and patterns during your open dancing segments)
  • 2 Intelligent Moving Head Light Show - $400 (enhance not only the stage presence of our setup, but also the visual energy with Moving Head technology)
  • Monogram Display - $350
Essentially I brought your add on list from ten repetitive, and in some cases not relative items, to 7 very specific and high interest items. Your package page currently starts very high and may scare potential clients before they even bother to read whats included (14 lines of text is not something someone wants to read), and they'll quickly scroll down to find cheaper alternatives. The structure I created offers a more inviting entry point to your services. Your add on page then focuses on essentials.... and with the exception of the 20 uplights, all add ons are under $400... again, a very inviting entry point to enhance the event. Lastly, the only item that is expensive is the 20 uplights... but when offering 2 quantities, one high one low... the low one may come across as not enough for most couples and the venue of their choice, and buyers will psychologically push themselves to the $750 option and say I'd rather have more than not enough. By eliminating all these additional quantities, there's no chance that they'll talk themselves down to a 12 or 16 uplight option, thinking "it's better than 10... and maybe 20 might be too much... so 16 should be ok".

With this presentation, which offers many psychological advantages in terms of pricing structure and presentation structure, I can safely bet that your average booking numbers will be higher than before. You can also do something like book 2 add-ons, get a $75 discount, book 3 get $150 off (trust me this works in pushing people to spend more). With the way this was adjusted, I would say your average event would easily increase by about $100-$150. With doing 20-30 events a year thats a $2000-$4500 increase in revenue, and that's without taking on more events, and not really raising your prices much. Personally, I think you could get an even higher average event price if you had better photos of your setup, uplights, and if your moving heads were dmx controlled (why are uplights added on 50/60 of my events for 2022 and moving heads almost 100%... it's the photos🙂)

And lastly... a client shouldn't have to spend more money to get you to come 2hrs in advance. It's a wedding, you should always arrive 2hrs in advance... not because you need it, but because it offers the client the peace of mind.

Anyways, that's my 2 cents on how you can increase your revenue without working more.
Click to expand...

Very good suggestions! I will spend some time on the website through out the week, and narrow things down.

Actually, I have been contemplating and debating with myself on if I want to get rid of my 3 package price structure all together, and just go with one single package, and ultimately simplify the pricing down even more. Make everything else a la carte.

My first option I am looking at is making ceremony included at no charge when needed at the same venue. 80% of my wedding bookings have me do the ceremony any way, and cocktail hour is always a single speaker on a stand for me, so I would basically advertise that package as "Everything to do with sound is included, only pay for additional time beyond 4 hours" So they wouldn't have to worry about paying extra for the ceremony set up.

OR, I could keep ceremony set up as an add on because I could be turning money away by not having it as an add on if I go with the single package route.

I think you are onto something about Up Lighting. Come to think of it, I have not sold 28 lights in forever, and 12 or 20 Up Lights are the most popular selections/wants by my clients.
 
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DJ Ricky B said:
Very good suggestions! I will spend some time on the website through out the week, and narrow things down.

Actually, I have been contemplating and debating with myself on if I want to get rid of my 3 package price structure all together, and just go with one single package, and ultimately simplify the pricing down even more. Make everything else a la carte.

My first option I am looking at is making ceremony included at no charge when needed at the same venue. 80% of my wedding bookings have me do the ceremony any way, and cocktail hour is always a single speaker on a stand for me, so I would basically advertise that package as "Everything to do with sound is included, only pay for additional time beyond 4 hours" So they wouldn't have to worry about paying extra for the ceremony set up.

OR, I could keep ceremony set up as an add on because I could be turning money away by not having it as an add on if I go with the single package route.
Click to expand...
Maybe an MC only option if that is one of your strengths, I’ve been contracted 7 times this year for MC duties only. My theory is the wave of subpar internet DJ’s are pretty decent at the music but terrified of the microphone, it’s a quick $400-$500 for a couple of hours work with minimal set up and tear down, I bring my own wireless mic system to patch in
 
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Taso you made some great points and thanks. What you're talking about are dealing with brides since we're talking about weddings those who have that much money to spend where it's not a struggle. The brides you mainly deal with fit that category. Those are the ones who we call tire kickers trying to have a nice wedding on a tight budget. That requires you focusing on high end brides that can easily pay for these things.

In your case tire kickers don't contact you to do their wedding because they already know they can't afford you. Also you have no desire to deal with those types because you have built your business to the point you don't need their business.
 
DJ Ricky B said:
Very good suggestions! I will spend some time on the website through out the week, and narrow things down.

Actually, I have been contemplating and debating with myself on if I want to get rid of my 3 package price structure all together, and just go with one single package, and ultimately simplify the pricing down even more. Make everything else a la carte.

My first option I am looking at is making ceremony included at no charge when needed at the same venue. 80% of my wedding bookings have me do the ceremony any way, and cocktail hour is always a single speaker on a stand for me, so I would basically advertise that package as "Everything to do with sound is included, only pay for additional time beyond 4 hours" So they wouldn't have to worry about paying extra for the ceremony set up.

OR, I could keep ceremony set up as an add on because I could be turning money away by not having it as an add on if I go with the single package route.

I think you are onto something about Up Lighting. Come to think of it, I have not sold 28 lights in forever, and 12 or 20 Up Lights are the most popular selections/wants by my clients.
Click to expand...
That's the thing though... if 80% of your events NEED ceremony, that's your money maker right there. Why include it, when it's practically a guaranteed add-on. Plus, if you create a bundle discount, they'll practically convince themselves to add another item, especially when everything else is just about under $400. And 12 and 20 work as well... just change the pricing of 12 to $450... it'll actually drive people more towards your 20 uplight option. It's sales, but without selling. Everytime I speak to a couple I tell them, you won't get a single sales pitch from me, or a minute talking about any enhancement unless they bring it up... I let them sell themselves with my content and info.
 
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MIXMASTERMACHOM said:
Taso you made some great points and thanks. What you're talking about are dealing with brides since we're talking about weddings those who have that much money to spend where it's not a struggle. The brides you mainly deal with fit that category. Those are the ones who we call tire kickers trying to have a nice wedding on a tight budget. That requires you focusing on high end brides that can easily pay for these things.

In your case tire kickers don't contact you to do their wedding because they already know they can't afford you. Also you have no desire to deal with those types because you have built your business to the point you don't need their business.
Click to expand...
This wasn't about who has money to spend. The areas that I focused on were how to entice people to spend on things, as well as how to find subtle ways to increase your revenue. Every year I increase my revenue... but I'm not always raising my base price. Sometimes I make minor adjsutments to individual enhancements, sometimes I tweak the presentation of my prices, sometimes I adjust my prime date minimums... and yes, when necessary I increase my base rate.

Put it this way, you can find a bride willing to spend $4k on me for a certain package, but another DJ may have the same package for only $2000. Both brides are spending decent money... perhaps value different things and have different expectations beyond the package itself... but I wouldn't consider the $2000 bride a cheap bride. But the Dj that is getting $2000... perhaps he wants to find ways to increase his revenue, while not losing out on the clientele he already attracts. Those are the areas I'm focusing on when providing my recommendations.

To give you an idea of how effective going from package pricing to a la carte pricing has been for me this year... my average event price for 2022 is $600 HIGHER than my next best year. Based on 60 events... thats an EXTRA $36k in revenue. Oh, and in that average is my sisters event which I did for free (it's still in my database, so it affects my averages).
 
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djtaso said:
That's the thing though... if 80% of your events NEED ceremony, that's your money maker right there. Why include it, when it's practically a guaranteed add-on. Plus, if you create a bundle discount, they'll practically convince themselves to add another item, especially when everything else is just about under $400. And 12 and 20 work as well... just change the pricing of 12 to $450... it'll actually drive people more towards your 20 uplight option. It's sales, but without selling. Everytime I speak to a couple I tell them, you won't get a single sales pitch from me, or a minute talking about any enhancement unless they bring it up... I let them sell themselves with my content and info.
Click to expand...

Agree with this. I'd keep it as an add-on. If you include it in your standard package those 20% will be pinging you for a discount because they don't need ceremony and/or cocktail sound.
 
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