This is how it's done...

I want to share with you an email I just received from Jerry Rosen, a local jazz guitarist. Apparently he just got solicited by a company who was doing a Christmas party and wanted his music for the event - and wonder of wonders, they asked him to do it for "exposure", with no compensation (translation, for free). Rather than blow a gasket and tell them where to get off, I really liked how he handled this situation and I think it's an example we can all learn from. Not only did he end up resolving it to his interests, he created one more business owner out there who had a change of heart when it comes to paying for live music.

"My name is Jerry Rosen, and I play jazz guitar. I've been following the Pay The Band thing for a while now, and have to say it's caused me to question alot of my normal practices when it comes to dealing with the public and getting gigs. Anyway, I want to tell you about what just happened to me when a small company approached me to play their Christmas party. They were really nice and enthusiastic about it, and then the other shoe dropped. Yep, they wanted me to play for free, while energetically trying to prime me about all the great exposure I would get. My first impulse was, seriously, to tell them to shove it. I have a significant amount of equipment to haul around, the party was a considerable distance from home. Instead I bit my lip and rethought it. Here was an opportunity not only to at least try to get paid, but to educate someone who evidently had no idea that what I do (as a living) is a service that deserves the same consideration and respect as someone elses.

I first told them that I would love to play their event and was flattered they asked me (stoked their own importance first, how diplomatic!). Then I quickly followed with asking them why they didn't consider using music on CD. They said they much prefer a live person for the "feel" that cannot be replaced by canned music. Aha! There's my in. I told them I agree, there is nothing like live music and there is so much time, practice, equipment upkeep, blood sweat and tears that go into being a performer at their best. I followed that with the fact that our bills don't get paid any faster than theirs do, without compensation to do it. I stopped pressing there, and said if they like I could give them the names of a few other musicians who might be willing to play this event for free. There, my contact surprised me by saying no, they wanted me and she would see what she could do about compensating me. I couple of days later, they called back and said they came up with $350 in their party budget to pay me. I took the gig and thanked them once again.

What I learned from this were a few crucial things. One, don't be afraid to stand up for yourself. Say what needs to be said. Two, keep the focus on the positive when you are negotiating, like play up on how honored you are by the offer etc. Three, and this might be the most important: If you succeed in getting paid, you have just turned another heart and mind for the cause of "revaluing" live music.

I hope this serves some purpose, and hope its some kind of testament about how we can change minds as well as come our richer. Happy Holidays to you and yours,

J. Rosen


I think that about says it all.