In a recent episode of the Million Dollar Multi-Op Podcast, David Osborne sat down with Jason Henninger, owner of Kentucky Pro DJ, to uncover the secrets behind his successful DJ multi-op business. With over a decade of experience, Jason has built a brand rooted in relationships—both within his team and with external partners. Here are the key takeaways from their conversation, optimized for event entertainment business owners looking to grow.
Why Relationships Matter in the DJ Business
Jason emphasized that success in the DJ industry is about more than just great performances—it’s about building strong, lasting relationships. Whether it’s your team, vendors, or clients, the connections you foster off the dance floor play a critical role in your business’s growth.
Key Insight: “So much of the success of growing a company doesn’t happen at the event itself. It happens midweek, in emails, phone calls, and networking.” – David Osborne
Jason’s Top Strategies for Building Strong Relationships
1. Hire Good People and Treat Them Like Family
- Prioritize hiring team members who share your values, respect others, and genuinely enjoy life.
- Build personal connections by supporting your staff beyond work—helping with moves, organizing gatherings, or simply being present during their life milestones.
Actionable Steps:
- During interviews, assess character traits like dependability, kindness, and respect.
- Organize team-building events to strengthen relationships within your team.
2. Show Up for Vendors and Partners
Jason’s approach to external relationships centers on professionalism, respect, and likability.
- Be intentional when networking. Show up prepared to connect with vendors like photographers, planners, and venue staff.
- Go the extra mile at events: coordinate announcements, check in with vendors, and make their jobs easier.
Actionable Steps:
- Use names and acknowledge other vendors during events to build rapport.
- Follow up after networking events with a call or lunch to deepen the connection.
3. Stay Organized with Relationships
Managing numerous relationships can be challenging. Jason recommends using tools or simple strategies to stay on top of it.
- Tools like Get Dex help track interactions and remind you to follow up.
- If tools aren’t your style, create a simple spreadsheet to log contacts and set reminders.
Actionable Steps:
- Implement a CRM for personal or business use to track interactions.
- Dedicate time each week to reviewing your contact list and reaching out to people you haven’t spoken to recently.
4. Encourage Your Team to Network
Your brand’s reputation relies on more than just the owner’s efforts. Jason involves his team in networking to ensure planners, venues, and vendors know and trust every member.
Actionable Steps:
- Bring your team to networking events and introduce them to key vendors.
- Train staff to align with your company’s values and represent your brand professionally.
5. Focus on Genuine Connection
Jason advocates treating everyone with respect and aiming for genuine friendships, not just professional alliances.
- Ask about their lives outside of work, such as hobbies or family.
- Build trust by staying consistent, showing up when you say you will, and delivering on promises.
Actionable Steps:
- Take notes on personal details shared during conversations to reference later.
- Avoid treating networking as purely transactional—aim to make real connections.
Navigating Challenges in Relationships
Even the strongest relationships face challenges, as seen during COVID-19. Jason shared how checking in with his team and vendors during tough times deepened those bonds. But he also acknowledged that some team members moved on, reinforcing the importance of flexibility and adaptability.
Takeaway: “Relationships grow stronger when you show up for people during hard times.”
The Value of Local Networking Groups
Jason recommends joining or creating local networking groups if national ones aren’t accessible. Kentucky Pro DJ participates in the Wedding Industry Networking (WIN) group in Lexington, meeting quarterly to foster vendor relationships.
Actionable Steps:
- Research local networking groups like WIN or start your own.
- Schedule regular meetups to strengthen connections within your market.
Key Takeaways for DJ Business Owners
- Hire for character: Good people will reflect your values and strengthen your brand.
- Invest in your team: Treat staff like family to create loyalty and shared purpose.
- Build vendor trust: Be professional, respectful, and helpful at every event.
- Leverage tools: Stay organized with apps or spreadsheets to nurture relationships.
- Go local: Networking locally can yield stronger, more actionable relationships.
Quick Action Plan for DJs:
- Audit Your Team: Are your current staff aligned with your company values?
- Plan a Networking Event: Organize or attend a local meetup with vendors in your area.
- Choose a Relationship Management Tool: Start using Dex, a CRM, or a spreadsheet.
- Make a Weekly Connection Goal: Reach out to at least three people every week to maintain relationships.
- Train Your Team: Ensure your DJs understand the importance of networking and representing your brand.
Conclusion
Jason Henninger’s approach to relationships—both internal and external—provides a blueprint for success in the DJ industry. By prioritizing people, showing up consistently, and staying organized, you can cultivate a business that thrives on trust and connection.
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