Getting value from entertainment

[djsted 0]

For AD's who work in Active Adult Communities.

 

I'm an entertainer who markets to the active adult communities with Anniversary parties. I want to know what I can do to bring value to you, the activities director. Certainly the client appreciates what I can do for them but what can I do to make it easier for the AD to use me, recommend me, refer me etc?

 

For example..I'm just starting to work with one AD in helping him put together a monthly newsletter. I provide some content that is interesting to his community.

 

What other things can I do to assist AD's in their responsibility to serve their community.

 

I'm open to all reasonable suggestions.

 

Thanks.

djsted@aol.com

[etb 0]

For AD's who work in Active Adult Communities.

 

I'm an entertainer who markets to the active adult communities with Anniversary parties. I want to know what I can do to bring value to you, the activities director. Certainly the client appreciates what I can do for them but what can I do to make it easier for the AD to use me, recommend me, refer me etc?

 

For example..I'm just starting to work with one AD in helping him put together a monthly newsletter. I provide some content that is interesting to his community.

 

What other things can I do to assist AD's in their responsibility to serve their community.

 

I'm open to all reasonable suggestions.

 

Thanks.

djsted@aol.com

 

 

What makes an entertainer stand out to me - is the QUALITY of their work Vs. their FEE. I have some entertainers that try to charge 10-15$ above others, and they give me LESS qualitey (IE: they don't engage effectively w/the residents, they cut the performance short, they arrive late, they aren't prepared, etc)

The performers I APPRECIATE most and use regularily - are those that come prepared, ON-TIME (even arrive early) - Engage with my residents, remember residents names, Give me a FULL HOUR of performance. In addition, I LOVE it when my entertainers are NOT high-maintenance. They are self-contained, they come in, set-up, bring their own water (instead of asking myself or staff to wait on them)

The entertainers need to understand that (especially in a building with higher needs for residents) while they are performing - it gives the Activity staff time/freedom to get other 'executive' work done.

 

Be low maintenance

Arrive On Time

Engage the audience

Play the FULL alotted time.

 

Your Marketing - can reflect these items. Ie: Use them in your marketing language ( I arrive on time) (a FULL HOUR of performance for...$$), etc.

 

GOOD LUCK!

[BillinDayton 0]

The entertainers need to understand that (especially in a building with higher needs for residents) while they are performing - it gives the Activity staff time/freedom to get other 'executive' work done.

 

If the activity staff is getting this "executive" work done while still in the room where the activity is occurring?

 

If not...

 

1) Who's responsible for the residents?

 

2) How are accurate assessments of the entertainer themselves done if activities is off doing paperwork?

 

3) Were you really serious when you said you prefer your entertainers bring their own water?

 

Generally, I'd agree 100% with you about what you should be able to expect from your entertainers. If you're paying for an hour, that shouldn't include set up or break down time.

Edited September 11, 2008 by BillinDayton

[BillinDayton 0]

For AD's who work in Active Adult Communities.

 

I'm an entertainer who markets to the active adult communities with Anniversary parties. I want to know what I can do to bring value to you, the activities director. Certainly the client appreciates what I can do for them but what can I do to make it easier for the AD to use me, recommend me, refer me etc?

 

For example..I'm just starting to work with one AD in helping him put together a monthly newsletter. I provide some content that is interesting to his community.

 

What other things can I do to assist AD's in their responsibility to serve their community.

 

I'm open to all reasonable suggestions.

 

Thanks.

djsted@aol.com

 

DJ-

 

Can you explain a little further what services you provide? Tell us about your act...

 

Thanks-

[djsted 0]

Thank you both for your replys. It is extremely helpful for me to know what you value in a performer. I'd love to give a detailed explanation of my services but I'm not sure that the TOS allow me to "advertise" on the forum. Suffice to say that my Anniversary Party services (Birthdays too) are more than just music and dancing. Each event is custom tailored to the client. Some may want two hours, others may want longer.

 

I'll post in the entertainment section of the forum or you can email me at djsted@aol.com. Please have the forum monitor let me know if I overstep the bounds of the TOS.

 

Providing a service that is of value (price vs experience) does give the AD more confidence in referring that service to their treasured community. Being self sufficient is also a plus so that the entertainment doesn't add to the AD's already overburdened workload.

 

In an effort to become the "go to" guy for personalized milestone celebrations would it be helpful to have informational printed materials (as opposed to promotional materials) that the AD can hand out to any community members who inquire about a private party? For instance; if a resident wants to celebrate an anniversary or birthday party then the AD could simply hand the brochure to the resident. The brochure outlines the different possibilities that can be either a DIY celebration or step up to more professional run event. Maybe some ideas on age appropriate activities for the guests and guest of honor or perhaps a Top 10 list of regularly forgotten items of a birthday party. This makes the AD look like the hero by being informed, decreases the workload of the AD and also provides me a bit of exposure via the brochure.

 

Would that be helpful or, in reality, not that much?

 

Thanks again for your input. I really want to be an asset to the folks that refer me.

 

Michael Stedman

Orlando, Fl

djsted@aol.com

[BillinDayton 0]

Miike-

 

While the entertainer section is probably best for more detailed descriptions of your services/act, I think the Moderator would approve of some basic / general info on what you do so we can comment more relevantly.

 

That said, I'll try and offer up some general thoughts.

 

You're stated goal is to be the "go to guy" for Anniversary referrals, special events, parties, etc. You comment on providing additional services that border on what's called "party planning services." I see you're also in Orlando, Florida...

 

My first thought is that a large percentage of residents, especially at nursing home may not have a surviving spouse any more.

That leaves a fairly small pool of potential clients, however in Florida, I'd think that's still a lot.

 

Realistically, only a small percentage of residents will actually request a referral from their AD for a special event. Commonly, I've seen where family members in tandem will try and set up something nice for their loved one. In my neck of the woods, this doesn't happen that often...perhaps once a month, if that...In Orlando, I'll bet there's a zillion acts all trying to pick up these type gigs. So, with increased competition, that usually drives down what you can charge for your services. Would these additional "consulting" type services include an extra charge? I would strongly suggest not to. Most AD's have put on so many birthdays/anniversaries, etc. they can do so with their eyes closed. They're not likely to pay for this...what "special knowledge" about these type events do you possess that AD's don't may be a question to think over..

 

That said, adding these services without charge, will slightly increase your value to them. Time, budgets, resources, (room availability, staff availability, etc...) all factor into planning these kind of events. Usually, they have only a hour or two to hold the function, so keeping it extremely simple is appealing to them. There's a certain "drill" to holding these events...there's a certain room, a certain time during the week that works best, etc...Most of the details are already in their heads...

 

In general terms, and I'm sure most of the AD's here would agree, whatever you do entertainment wise, you'll have to be very good at whatever it is you do. "ETB" covered alot of the most important points. Be on time, do what you say you will and have been hired to do, interact genuinely with the residents and be musically enjoyable. Secondarily, your fees will have to be in sync with your local market.

 

I've been entertaining at Retirement Communities/Nursing Homes/ etc. for over 14 years full time and average just under 400 shows a year. I've never...ever...put together a brochure to market my services. I've never sent out a demo cd or tape to get in somewhere. Why? Because AD's have told me its a waste of time. Most AD's have piles of this stuff from people they've never heard of and don't always read or listen to what someone has put some money behind to produce. The biggest reason is it can be misleading. Too often, what the AD hears on a demo bears little resemblance to the guy now stinking up the joint in their dining room. I promise you, within the ranks of ad.net, there's dozens of stories the gang could share about an act not coming close to their demos...

 

Referrals for private parties come from being hired in the first place, and then impressing the AD's over time. Keep your show fresh, keep it upbeat, don't play "nursing home songs" (The volunteers usually do that.) Our job is to stimulate the residents, not give them a concert.

 

Marketing wise, its always a good idea to look for ways to benefit your clients and grow your business. In my experience, AD's will refer a good talent with great interpersonal skills with their residents over a spectacular talent with marginal people skills every time. Its more about creating a comfort zone or level of trust that they have as long as you're there. This also takes some time. Most AD's already have "go-to" people in mind and someone new selling something they already have covered may not tempt many to change their habits.

 

For me, I use my website as a single stop for any referrals that I get. If a client is asked for a good quality entertainer, they usually give them my website, which contains everything an interested party could want. Contact info, bio, testimonials, schedule, list of places played, audio samples, pictures, a way to book me on line, etc. Combined with the actual referral from the existing client to the potential one, this almost always gets it done.

 

 

Regards,

 

Bill

Edited September 11, 2008 by BillinDayton

[bsnook 0]

I am an Activity Director for an ALF. I won't even consider entertainment that charges over $50 as my budget for 55 residents is only $300/month (and I'm sure that is more than others get). Of this budget I must not only include entertainment costs but also:

 

Supplies for parties/celebrations/holidays (ie: paper plates, utensils, cups, food and drink)

Decorations for parties/celebrations/holidays (yes, I am still using decorations from previous holidays, however, still need new and replacement items)

Supplies for Baking activities

Supplies for Arts and Craft activities

Purchase of video/dvd's for movie days

Supplies for manicure day

Vehicle charges to take residents on outings

Bingo money 8 to 10 times a month

Supplies for what I may need for the administrative part of my job (ie: general office supplies and specialty things such as books, forms, etc that are necessary for doing a good job) and,

Subscriptions for things like this website for help and suggestions.

 

Just today, a man offered me his flyer as an entertainer. He and his co-entertainer charge $150 for a 45 minute show. I politely told him that was too much for my small budget of $300/month, his reply... "well, we only charge half that" WOW, and for a WHOLE 45 MINUTES TOO! hummmmm... and what do you suggest I do for the residents for the remainder of the day and for the rest of the 29-30 days of the month on just $150??

 

I'm sorry, but I just can't sympthize with an entertainer that can't find it in their heart to donate their time and talent, or at least charge just enough to cover their transportation costs, to help bring happiness into the lives of all our fraile and slowly dying elderly. Some day, you may be one of these residents. And Yes, I do donate of myself when I can... for Mother's Day I made 48 beaded necklaces for all my women on my own time and with my own money.

[BillinDayton 0]

Bsnook-

 

I hear exactly what you're saying...its amazing what AD's are expected to do with so few resources...For the musician to say "Well, we only charge half that" tells you right away that they aren't very knowledgeable about working with clients like yourself. Just because you get big money in a bar or club doesn't mean beans with nursing homes.

 

I've had calls from many facilities that have limited budgets as well. I know of at least five in the Dayton area that have $100.00 or less for the whole month. That's crazy...Often, their budgets are based on census, but not always. Usually I, and many entertainers, will try and lower our fees to a point that does work. There are other facilities in the area that have amazingly generous budgets (over $1000/mo.). Sometimes...it just doesn't work...

 

For the facilities that don't have much, like I said-some entertainers will try and reduce the price. However, this is what many of us do for our living. Can you name many other businesses that will agree to cut their prices simply because the customers don't have enough funds? I get at least one call for free entertainment a week. Where do we draw the line, when its how we feed our families? I do several free performances for the American Cancer Society, Hospice and the Alzheimer's Associations annually. I donate more than $1000.00 in free performances every year...as many of the other quality and more established entertainers do in this area.

 

I've been told by many AD's over the years that live entertainment is one of the most popular activities the residents have. The generation we're serving holds live music in high regard..Putting a Sinatra CD on for them doesn't evoke nearly the same reaction as a good quality musician. That's the value in hiring good quality entertainers...

 

As an AD your hands are tied, when you don't have the budget, what are you to do except fight for more money and then make sure you're spending it as wisely as possible. Seems like Administrators expect you AD guys to pull rabbits out of a hat. Its a shame...

 

The things you guys do are impressive so often and not recognized nearly enough by management, family members, community, etc. Here's a few suggestions I've seen work for facilities that have very limited budgets:

 

1) Ask for more money...Sometimes communication isn't what we'd like to to be and mgt. may be more open to the idea than we think.

 

2) Let the State Survey help you...If your calender is getting comments for a lack of entertainment, use that in making your case...

 

3) Marketing assistance? For some larger events like Open Houses, the Marketing Department usually has some monies allocated for PR which can be used to cover the costs for a quality entertainer.

 

4) Fundraisers... Bake sales, arts and crafts fairs, etc. are all annual events I've seen bring in several hundred dollars for facilities activities departments. One NH covers all of the entertainment for their monthly birthday parties with one of these type events.

 

5) Negotiate with your performers... If someone wants $100 per show, ask if they offer a discount if you book multiple shows. It's normal in this area for entertainers to drop their fees anywhere from 15% to 25% for multiple shows over the course of a year.

 

6) Partner with area businesses... Some local businesses are always looking for good PR and Advertising with Seniors...(Insurance Agencies, Physicians, Fraternal organizations, Funeral Homes, etc.) I've seen where AD's will get local businesses to underwrite monthly entertainment in exchange for relatively small but tasteful advertising.

 

Good luck...

 

Bill

[ILoveMyLVN 0]

Hi Bill,

 

I really appreciate the amount of time you put into sharing some valuable ideas, not only for the entertainers but also for the AD's.

 

I know exactly what you are talking about with limited budget. I have 150 per month, within a relatively new facility, so I hope it will grow, and our budget will expand too. I will keep telling the Admins. about it too, and why it is worth theier while to help us..We really have the job that is vital to whether or not people want to be involved...My clients love entertainers.

 

Have you tried coming to the AD and giving a complimentary shortened performance?

 

I have only been the AD for 8 months, and have some hesitance when hiring performers I have not experienced before, because it's hard to say if they are good or not.

 

Keep up the good work and let me know if you have any good friends in San Diego area!!

 

~GCL

Edited September 13, 2008 by ILoveMyLVN

[ILoveMyLVN 0]

I am an Activity Director for an ALF. I won't even consider entertainment that charges over $50 as my budget for 55 residents is only $300/month (and I'm sure that is more than others get). Of this budget I must not only include entertainment costs but also:

 

Supplies for parties/celebrations/holidays (ie: paper plates, utensils, cups, food and drink)

Decorations for parties/celebrations/holidays (yes, I am still using decorations from previous holidays, however, still need new and replacement items)

Supplies for Baking activities

Supplies for Arts and Craft activities

Purchase of video/dvd's for movie days

Supplies for manicure day

Vehicle charges to take residents on outings

Bingo money 8 to 10 times a month

Supplies for what I may need for the administrative part of my job (ie: general office supplies and specialty things such as books, forms, etc that are necessary for doing a good job) and,

Subscriptions for things like this website for help and suggestions.

 

Just today, a man offered me his flyer as an entertainer. He and his co-entertainer charge $150 for a 45 minute show. I politely told him that was too much for my small budget of $300/month, his reply... "well, we only charge half that" WOW, and for a WHOLE 45 MINUTES TOO! hummmmm... and what do you suggest I do for the residents for the remainder of the day and for the rest of the 29-30 days of the month on just $150??

 

I'm sorry, but I just can't sympthize with an entertainer that can't find it in their heart to donate their time and talent, or at least charge just enough to cover their transportation costs, to help bring happiness into the lives of all our fraile and slowly dying elderly. Some day, you may be one of these residents. And Yes, I do donate of myself when I can... for Mother's Day I made 48 beaded necklaces for all my women on my own time and with my own money.

 

Bsnook-

 

Feel free to message me. I'd love to share ideas with you about how to program on a shoestring. I am in the same boat and have even less, but have been making the best of it, donating my own time out of work to go get things so that I dont have to pay for shipping cost of getting lots of different things delivered. I found a cool resale shop that I absolutely adore, one of the wonderful ladies knows some of the things I'm looking for and she's willing to put some stuff aside for me. That's a true blessing.

 

~GCL

[BillinDayton 0]

Hi Bill,

 

I really appreciate the amount of time you put into sharing some valuable ideas, not only for the entertainers but also for the AD's.

 

I know exactly what you are talking about with limited budget. I have 150 per month, within a relatively new facility, so I hope it will grow, and our budget will expand too. I will keep telling the Admins. about it too, and why it is worth theier while to help us..We really have the job that is vital to whether or not people want to be involved...My clients love entertainers.

 

Have you tried coming to the AD and giving a complimentary shortened performance?

 

I have only been the AD for 8 months, and have some hesitance when hiring performers I have not experienced before, because it's hard to say if they are good or not.

 

Keep up the good work and let me know if you have any good friends in San Diego area!!

 

~GCL

 

Thanks GCL...I feel strongly about my nursing home accounts and how they should be treated by entertainers. To give away complimentary shows tends to create problems for entertainers. If you do it for one, why not do it for others? For everyone? Where do you draw the line? As this is my pure source of income, its not really a direction I want ( or need) to go at this time.

 

That said, there's a handful of AD's who I've worked for for many years...who have called me telling me up front..."Bill...we really need some good entertainment for such and such...I'm sorry I don't have any money in the budget for it...can't you help us?"

 

I've said yes every time...These clients have been great to me over the years and its just good business to help them out.

 

As far as knowing when to hire someone or not...its a tough thing. Don't trust demo tapes or CD's 100%...References form other nursing homes would be great, if you can get them...sometimes NH's will share entertainer's names, which helps cut down the mystery of it all.

 

When I was starting out...I'd walk into the facility and ask to see the AD...after giving her my card and a bit of small talk...I'd suggest if she had a piano handy and a few residents, why don't I show you what I can do right now...I'll play a song or two...say hi to a few residents and we'll go from there...If you/they like what you hear-we can talk...if you don't, no problem...I appreciate your time...

 

It never failed...I had a 100% success rate...

 

If you'd offer an entertainer...especially a piano player/vocalist ...this type audition and they shy away-that tells you they're not what you're looking for...

 

Thanks again...

 

Bill