Relationships

S.2 Episode 16: Don’t screw this up. Communication skills that will change your life!

This week Charles and Lisa sit down with EideCom’s very own Paige Dorman. She shares her 6 live by communication skills that have gotten her here today! Whether you are in the events world or not, you will want to hear these!

Tell us about you.

 

About 12 years ago, I got my start in the events world. I had been around lots of stage productions, I had an opportunity to travel the country with an organization doing key note speeches. Then had an opportunity in college to work at a few different venues, doing the whole event planning side and executing the events. Then I worked for a bridal show production company, knowing my heart was always in the larger scale events. I got connected with Lisa at and ILEA meeting and asked her out for coffee. 

 

You put together some great tips for customer relationships what are they?

 

The things that are the same through all events are relationships and maintaining relationships.

 

  1. Exceptional communication: We come in contact with that time and time again in any job I’ve had. It’s all about communication in any relationship. As we were talking about how I started it was the communication, you guys being open and honest in what you were looking for. 
  2. Maintain a positive attitude in all experiences of the event: Whether it be the communication pre planning post planning meetings, really exude that energy and confidence you want your client to feel about your work.  I find removing myself from a stressful area helps me to maintain calm, as well as maintaining the perspective, what is the other person feeling?  How do you put yourself in their shoes and see what they are seeing?
  3. Acknowledge your client as an individual, not just a piece of business: Really acknowledge the person and not just the project. You acknowledge them as not just a paycheck. I’ve been in enough meetings with Charles to know you’re truly passionate about it not being transactional, but about it being a relationship.  It’s part of our sales process, helping people and acknowledging your not a one time show and checking our check box, you are important to us. 
  4. Share your knowledge: Share information that will help the client understand what you do which will build trust and confidence in the process. 
  5. Be transparent: Be open with communication and really set expectations. 
  6. Exceed expectations: As we are being transparent and honest that sets us up to exceed our clients expectations. All the things above is how you do it. Be confident in what you say, focus on exceptional communication and make sure they know what is within your wheel house. Make sure they know every step along the way and the process. Make it so when we execute an event we can exceed their expectations. We need to do everything above and beyond and blow it out of the park. 

 

Connect with Paige: Paige@eidecom.com

 

Instagram: charlesevaneide

eidecomcreative

 

 

Twitter: TheMeetingMinds

 

S.2 Episode 13: Explosive Entertainment Featuring Event Legend Michael Cerbelli

Michael Cerbelli from Cerbelli creative joins us to share his experience and tips!

 

Tell us your story.

 

It all started back in 1977 as a DJ in Brooklyn, New York. I got my first paid gig on my 13th birthday, on September 10th, 1977. I had a half of a mill crate of records and I played for 8 straight hours at a block party. And the reason I know the dates so well because Labor Day weekend was September 3rd, it rained that weekend, they canceled they moved it to the next weekend and they gave me 25 bucks for Djing this party. 25 bucks. I didn’t have enough music for eight hours. So I probably played the same record six times during the course of that eight hours. And the career started from there. And then in the 80s, we met a gentleman from long island, and it may sound cocky, but we revolutionized what the MC Dj perform a market was. We were doing everybody’s events on long island. There was a company EJM entertainment that was us. And there was another company, heart to heart and some smaller companies out there. Either you had EJM or heart to heart. We were blue vest. They would red vests. It was kind of a gang back in the day.

We just owned long island, New York, New Jersey, Connecticut, we were doing events for everybody in the eighties and nineties. And what always was my way of looking at things like who are we doing these events for? These are great clients, but I wanted to know more about them. And then I realized we were doing these events for captains of industry, major players in finance, major players in real estate. And they started to bring us into their corporate events too. And it was a gentlemen, that said, you’re going to do my incentive program in Puerto Rico. And I heard nothing about incentive program and heard him say Puerto Rico. And I was like, yeah, okay, let’s go. I think he gave us $5,000 to travel to Puerto Rico and we did an amazing event there and that got me into the corporate realm. Then in 2000 I took EJM, merged with another company in New Jersey, was with them 11 years and we built up another end of the business but really going more for the corporate market, understanding what that was, doing high end social look, high end corporate as well. And then in 2011 I merged with a creative agency in Los Angeles, we just parted our ways. And then in 2016 Cervelli creative started as an entity by itself. So it’s been been an incredible journey for me and I’m very lucky to say who the clients are and what we’ve done.

 

What kind of stuff are you doing these days?

 

Our business is based on high end social and corporate. So the bulk of our business is a true corporate end of the business where we’re doing an incentive program, we’re doing an opening general session. Sometimes we’re producing the whole meeting and sometimes we’re just a lane. And I think that’s something that people in our industry don’t understand. It’s okay to be a lane and that’s where we’re sort of an enigma that we are able to move into these different areas. So we were doing the social end, they brought us into the corporate end and now you’re doing both ends of it. So today, if I’m doing a corporate event for a client that I’ve had for maybe 15 years, 16 years, that were doing these events for, I may be doing the CEO’s 25th anniversary, I may be doing the son’s Bar Mitzvah, the daughter’s Bat Mitzvah. We may be doing their wedding. When you think about that, it’s amazing those bookends.

 

Let’s talk about collaboration and staying in your lane.

 

To what the latter that you just said. It’s staying there, staying there and saying, Oh, I can do it this way. It’s all right to share ideas. So if you look at this, and I think this is a big motto with me, share the wealth. So when that client calls you, let’s look at the corporate arena that may have an in house production company, maybe working with someone that’s doing their floral designs for many years, but now says, I have this incentive program. We need to entertain everybody at nighttime. We need to work together. We need to bring this wow into the event. You have this specialty so when you collaborate the right way, I could book the entertainment, I can bring in the wow, but all of a sudden I let others handle their stuff. Let’s work together with that production company. Let them handle on the back line, let them handle the riders, let them handle that stuff and we managed the process. You’re not taking away from someone that’s worked hard and maybe even been part of the program even longer than you have. Why do you have to step on toes? Let’s work together as a team. Sometimes that first experience may be, who moved my cheese because someone’s like, well, you’ve got someone new who’s over here, but if you prove to them that you want to work together collaboratively, you’ll will work a long time with those people and then what happens for them? They start recommending you.

 

Are you spending time offline with the vendors?

 

Absolutely. We do it all the time. We’ll sit here and then, get on the phone and talk to them about it because this backline rider that they need this special equipment and stuff like that. We didn’t have that last year that was in Italy. All this equipment had to be brought in that we needed for the event. So why does the client need to know all that? They’re handling that and the it, we’ll work directly with them, knew what it was. And then we wound up finding out that we were able to share some of the shipping cases that they were going to be bringing into Italy because they said can you just get it to our warehouse. We’ll put it in our case. Why do you have to pay for this too? So it’s talking, speaking together, working things out together. We all save money. Did it cost the client any more money cause that shipping container, whether it was $1,000 for one item or $1,000 for two items, it was the same cost. So we just shoved our stuff and they’re shipping container because there was room.

 

Speak to some common mistakes you’ve seen over the years.

 

If I’m working with somebody we see someone not sharing information, not coming back to us with detail and you sort of lost. I’m very honored when I hear my team came back from an event, maybe we weren’t that lane and we work with other people that may be on this event. They almost get excited when they see us. They’re like, are you managing this event? No, we’re just doing this today. Oh okay. Cause I don’t have this information. I wish I had more information. What does this event about? And the kind of lost in the process, but it’s because of where it’s coming from. If the head is able to talk to the arm and to the feet to the legs and hands, everybody will work together as a team. Don’t take off more than you could chew. A lot of times everybody’s working on this budget. They don’t have the money, well if they don’t have the money to do what they want to do properly, the process is different. You can’t just do everything, because the client doesn’t have the money. Then you have to be able to explain to your client, this is what we need. If you want this done properly and you want this done properly, we need a team. Lots of times the biggest mistake is someone’s not being a team player and just going into the event and thinking they can handle it by themselves and they’re frantic the day of the event. We have a motto in our office, don’t panic. Here is where we get the detail done and if we’re upset, be upset and say, I wish that was there, but the day of the event, that’s when you don’t panic. That’s where you get everything done correctly. The chandelier falls, go get a broom, sweep it up and go get a lamp. When you see the person that’s freaking out at the event, that means they didn’t plan properly, plan and have a good team. That’s the best way to get through.

 

How do you make an event exceptional?

 

The surprises, the moments make it exceptional. You could have great people, you can have great food and things like that, but that little moment of what everybody enjoyed together as one, is that exceptional moment. Something that they’ve experienced altogether. Not every event has entertainment and things like that, but thinking about that, if there’s something that’s gone on, something that brings it all together, that’s something that meshes it all together. A theme that works with the event, that’s when everybody’s sharing the same experience. You could go to an event and you have people in this corner, and that corner, but when they all come together, share something together, I think that’s what makes it exceptional.

 

How do you create that?

 

We can always go into an event and say, oh, this is great. This is what you should be doing and this is it. This is the easy booking. I can’t wait to book Bruno Mars one day I just want to work with in March, we’re born in Mars is not the answer for everybody, all right? Not Everybody has $1.5 million, $2 million to book Bruno Mars, but at the same time, is there a talent that you could bring in?

If you’re going into a meeting and there’s just a constant talking head on stage and going from meeting to meeting on a multi day event. We were rushed to get food. There wasn’t enough. If you give people these moments to spend time together enjoying each other’s company, then maybe they haven’t seen each other in a year, spend time, network, talk, not rush from meeting to meeting to meeting to food. Give them of those moments, those will be your most successful events out there.

 

Tell us more about the Hot List.

 

So there’s a little story. It was 2001,I was attending a conference and a gentleman got on stage, great speaker. He took out a vase, and he put the vase on the table and he clicked the little switch on it and he took out a remote control and started pressing it and the vase started changing colors. All of us in the audience went what’s that? And he goes, this is led technology. What’s led technology? We never heard such a thing. So at the end of this little conference, I walk up to him and I said, David, you’ve got to tell me I need this. I gotta bring it to New York. Where do I get this vase? He goes, call me. He wouldn’t give me the information. He wouldn’t not share where he got the vase from. Why can’t we share the wealth? Why can’t I say this is a good idea. Use it. Maybe we could share this information. So in 2002 I started something called Michael Cerbelli’s 101 hot event and entertainment ideas in 90 minutes. And I sent 101 ideas in 90 minutes and the audience went bananas. It’s 2002 I got bombarded by my industry almost beat up. How can you share this information? How dare you, you’re giving away all our trade secrets. I said, what am I giving away? I’m sharing the information. We just did the 18th annual and now it’s called the hot list in San Diego this past January. And I’ve done four speaking engagements since January 10 an, we had over 3000 people in the room wanting to get this list that I have front of me and all it is, is the 36 ideas I spoke about and their contact information. And we do this big show. The room is packed. It’s just fun entertainment, band playing on stage. And then the next hour and a half is me rambling and bringing act sound and bringing product out. But it’s sharing information, and I don’t care anymore and none of us should care anymore that we’re telling these people out there who the act is.

There’s not a dollar to me for doing this. There’s no kickback for getting booked. All we tell them, we can do two live shows a year. You got to come out in January and you’ve got to come out in June. January is the special event show and June is MPI, world education congress. I hear from people, I got a phone call three, four years later because they keep the list in their office.

 

Tell us a couple of tips for aspiring planners.

 

Start attending conferences. I was going to class. I believe that you should be networking. I believe that you should becoming part of organizations, know about all aspects. Am I the best technical director there is? Absolutely not. Do I understand most of it? Okay. I understand it. Get out there and network. Go to classes. Don’t just go to an event, a conference partying. Start learning. Attend a conference where maybe it’s not your forte. And when you go to these things, don’t think that someone’s going to just call you and say, Oh, I want to start working with you. I’m working with people that I want to work with and they’re working with people that they want to work with. We’re not working together every single day.



S. 2 Episode 12: Getting Real with an Events Planner

Shadia Tobkin is a wealth of information!  This week Charles sits down with Shadia and they start to dig a bit into her experience while staying really real. This podcast is as entertaining as it is informative and you will definitely want to check it out!

 

  • Never be above the work

    • move tables, stuff gift bags, volunteer, work under someone at your same level

  • Keep it together under all circumstances

  • Always continue to learn and push yourself out of your comfort zone

    • Say yes…. We say NO because of the fear…FEAR OF FAILING

  • You don’t have to be the expert –

    • Know the experts.

  • Be One step ahead

    • Staff check-in (Leads, shirts, instructions, lunch)

    • Visualize the entire staff and attendee flow

  • Preparation equals success: “Chance favors the prepared mind”

    • As simple as putting all of you’re on site contacts in your phone

    • Send info and have calls in advance

    • Print radio check-in lists

    • Rehearsals are as or more important than the actual meeting itself

  • Work smarter not harder

    • When something gets thrown at you, take a beat to think (don’t make rash decisions)

    • Delegation, outsourcing, staff management

    • Manage Staff

  • Partners and connections are everything

    • Surround Yourself with Good people

  • Be Real

    • Confident, kind and relatable

    • People appreciate candid conversation

  • Expectations. Expectations. Expectations.

    • Over communicate to meet expectations

 

Extra:

  • Ask the “obvious” questions

    • Ex: 9/10 times that I ask a question most people also need the answer or people assume the answer or understand the answer in different ways

 

Newbies Advice:

  • Start Talking to anyone who will listen: People know people

  • Set-up 2-3 networking meetings a week

  • Follow and comment on Event Planner Insta Pages

  • Get Experience: Help plan for your friend’s wedding or volunteer at your company to be on the “social” committee

  • Intern or work for an agency

  • Work for a vendor/décor company (lots of exposure to various clients)

  • Don’t over ask too many questions (Ask a couple and figure it out)

  • Show up EARLY! Don’t complain! Be pro-active!

How to Build Profitable Relationships in the Events Business

How do you make the most out of the relationships you make with people in the events world? We had Jessica Barrett and Beth Plates sit down and talk about ways that they have fostered relationships to create successful events.

 

Welcome back, we have two people from two different businesses. I’m going to start by introducing Beth Plates. The other is Jessica Barrett.

 

We’re here to talk about relationships.  You are both good at building relationships with key people, how do you define a successful relationship?

 

Jessica:  In the industry I would define that as someone that I trust and I know will deliver.  It’s on an intrinsic level, not something I have to worry or question they will pull through even if it’s crazy.  No matter what it will work.

 

Beth: I agree I have to reiterate the trust factor is huge.  You almost develop your own language or no language at all. You start reading eachothers minds. You understand that’s the direction it’s going and you end up clicking and look at eachother

 

Jessica: And when you can look at each other when something is not looking and figure out how it’s going to look and roll with it.  No one’s looking at it like it’s your problem not mine.

 

Beth: Exactly, you’re in it together, you’ve got a partner that has your back.

 

How would someone who is newer start to develop relationships?

 

Beth:  First of all volunteering.  At events, put yourself out there.  Especially if you are looking to gain experience.  It’s huge to go to non profits and work their galas, golf tournaments.  See behind the scenes how it works. That’s where you will meet people, like minded people that want to be apart of and support these organizations.  That’s when I got my start it was volunteering and helped immensely. Professional organizations as well.

 

Jessica:  I would agree with that. That’s one of the first things I say to people when they are looking to burst into the industry.  Every gala is looking for volunteers. It gets people in the industry and gives them an opportunity to see you working and if they want to work with you in the future.  If they have a job available it’s a warm introduction. You get to see people from so many facets.

 

It’s easier to sell yourself if people see how you work and how hard you work.  They would feel more comfortable to have coffee with you. You have to be able to contribute.

 

Jessica:  The professional organizations are key, that’s the easiest way to get into the door and talk to people without having a job. You could still be working at Caribou but go to the night of the hour and start talking to people and building those relationships before you have a leg in the door.

 

How are you supposed to start attending these events?  Do you need a pitch and cards?

 

Beth:  I think it helps if you have somewhat of an elevator pitch.  If you are new and show passion and sincerity, people are going to understand if you don’t have it all figured it out.  

 

What about when you are working for a venue and it’s highly sought after and everyone wants to have something to do with it, how do you develop the right relationships?

 

Jessica:  It helps that I have been in venues for a long time.  I’ve been in venues for 14 years. I had a lot of pre existing relationships before I started Machine Shop. Honestly it was integral to our success, we hit the ground running because I could reach out with people we worked with in the past before I had our website and asked them to see how it would work for them. And getting other people involved.  A lot of times its people hired by clients and and we get to see them and get to know them and see if they fit. We don’t keep a public vendor list on our website because we like to match our clients with the best vendor for them.

 

I’ve had some vendors reach out to get on our list, it can be a catch 22.  You cannot get into the space unless someone hires you and you’re not going to get hired unless we refer you.  There’s other ways around that, like if we work together on something through ILEA. If you’re connected in the industry you hear about what’s good and what’s bad.

 

The word of mouth portion is so much stronger than being on a list. Tell me more about friendships. How do you cultivate those friendships and develop them into something real?

 

Beth: I believe with events, we work such interesting hours, an interesting industry.  We are up at 3 am before an event or we are cleaning up at 3 am. Or sometimes both for the same event. You’re working together these long days shlepping together.  Our clients are looking to us to be resourceful and as you are bonding with your person at the venue, or A/V team, or event planner you are putting your heads together to be creative and it cultivates a very eclectic relationship.

 

You become friends with these people.

 

It doesn’t really matter how good you are if your attitude sucks.

 

Jessica: Yeah that’s one of the things i go back to.  We may book something once and get away with a lot, but if you want to have that repeat business those things won’t fly.  You can only get away with that once or twice or people feel burned.

 

I love that in the event space there is so much competition that it forces everyone to bring their A-game. Not only are they great, but they are also great people.

 

Beth: I think Amy Zaroff said it well in one of your podcasts, “we’re better together.”  as a group we kind of raise the bar in what we are producing.

 

Jessica: And putting Minneapolis on the map, I think it is really shifted in that last couple of years.  That has been amazing to be apart of.

 

We do events all over the country and some clients go from city to city, and I keep telling them they have to come to Minneapolis.  They are now starting to listen.

 

We have a lot of listeners asking how to do I be better.  How do you do that?

 

Jessica: For me, I’ve been trying to refocus on, before I do anything I isolate what are our goals and objectives in this so you know everyone on your team is working on the same thing. As long as you know what those goals or objectives are you can return to that and say “are we meeting those?  Are we making choices that will lead us there?” That will always lead to being better and doing better. Be very clear about those things. People don;t think about the logistics of how you got from point A to point B.

 

One of my pet peeves is when people walk in the door and assume they know more about the space. It’s good to touch base with the people that know alot and come in with an open mind because there might be things that can go a lot better.

 

Beth: And to your point, it’s respecting the knowledge you have.  That’s where I’ve see the most success with events is when you regard those individuals who are working within the space as an expert or the A/V team as the expert.  You can collaborate or question but also respect that they have years of experience and a team of experts they have brought on, they may have a difference of opinion.  We are there looking out for our best interests.

 

Jessica: Right they all want to see this be successful.  No one is trying to sink your ship. There is a paranoia that someone is going to sink the ship and they are going to tighten the screws on it.  I learned a long time ago with A/V companies, I never ask a lot of questions until they are done setting up because a lot of times if you get into the mix they are like “We are not done yet.”  Unless it’s something that is for sure not supposed to be there. I let them do their job and usually when they are done the questions are resolved.

 

The point of respect was interesting. Every corner of the events business the experts you bring in you have to give them the respect that you chose them to do this and they know more about what they are doing.

 

Beth: The outcome is grander. Most of the time if you are hands off and let people do their best work, it’s better than you expected.

 

Jessica: One of the things I love about working with Beth is that when we have initial meetings you love getting input and haven’t made up your mind about every detail.  

 

Beth: You as a venue, you have so much more access to some resources because everybody wants to get into your space, and be seen in your space. Not only are you great about putting together a great venue but you are a great resources, you are full of names and numbers of people that are creative, undiscovered and I look to you as a friend to bring those to the table.

 

Jessica: I love having a relationship where I can give you my options.  Sometimes in the venue we see things that are similar time after time. It’s fun to bring in new elements and try new things.  There’s always ideas in the back of my head. I have to convince someone to do it so I love when people are looking for options.

 

Talk about empathy

 

Beth: Taking into consideration who you are working with, your partners are not just business partners but they are humans who have things going on in their lives. You have a life outside of work. Occasionally we have that personal life that sneaks in but its recognizing it, it goes back to relationships.  You realize people are putting in 100% but there are things that come in in life.

 

Jessica: That goes back to trust.  If you trust them you know they are going to do what they need to do. You can give them the grace when they need it.  We struggle with that because it has become a 24 industry, the world has become a 24/7. People expect you to have things turned around in 15 minutes and if we have a relationship where we trust each other and I send you a message I trust you will take care of it.

 

If you want to add to your reliability, you also need to take on more responsibility.

 

Jessica:  With our team there’s no such thing as that’s not my job.  I don’t care. I have cleaned vomit more times than I care to admit. I’ve never turned around and said clean this up.  If you are the closest person there you just do it.

 

If you’ve taken the responsibility for something follow through on it.

 

We tell our guys not to tell a client they can’t help them, but instead to assist them.

 

Jessica: When people start out there’s a fear of admitting you don’t know something.  That’s why you hire experts, even if it’s the most well oiled machine there will be hiccups you don’t know the answer to.  It’s ok to say I don’t know but let me find out. Let’s figure this out together.

 

Tell me about mentoring, how do you find a mentor or become one?

 

Beth: I think a great way to mentor is to take interns. Sometimes it does require a lot of work on your part as well. If you have the right intern, some will stay on.  Some interns I’ve told they will have to hire me someday when I’m too old to do events. Someday my interns will hire me. It’s a great opportunity to have a fresh perspective on something you’ve done for years. It makes you rethink the process on why you do something. It’s a way to mentor the next generation.

 

Jessica: It’s ok to ask, but to ask with a humble attitude, “I know you’re busy but do you have time to sit and have coffee with me.” 99% of the time if people ask to have coffee with me I’ll say yes. If you ask for an informational interview and if you click and have a great relationship that person can become your mentor.

 

When you ask someone, make sure you’re making it convenient for the mentor. Show up on time, bring value, and be prepared. Don’t waste the mentor’s time.

 

Jessica: Absolutely, those are more relationships you are forming. No matter where you end up that’s a person you have the second nature conversation.

 

There are a lot of great industry organizations, talk about their value they bring.

 

Jessica: I am on the board of ILEA MSP I am the director of strategic sponsorships which plays well into this conversation, it’s all about relationships and building relationships. It’s been amazing.  I got involved 4 or 5 years ago, it was kind of transformative for me. It helped me expand my circle of people. I don’t get to spend time with people who don’t do events at my space. I got to work with caterers, producers, and one of my employees, that’s how I met her. We were working together at star Awards. Our first conversation was me overhearing what they had planned and being like “what’s that?”  But now we’ve formed a relationship and when I was looking to fill a position she was one of the first people I thought of.

 

Our chapter here in MSP is super active we won for the 5th year, Chapter of the Year. We are are hosting ILEA live next year which is really exciting. It’s been all over the place but it’s coming here in August.  

 

It’s been interesting when we are talking with the ILEA live board of governors, they were really surprised to hear how much sponsorship we have here. They struggle with that other places. We have such a robust industry of people who are willing to give and have an excitement for that.

 

You can contact Jessica Barrett at

jessica@machineshopmpls.com

Machineshopmpls.com

 

You can contact Beth Plates at

elizabeth@ecreativeevents.com

minne-golf.com

 

 

Meeting Minds by EideCom