“I will give you my personal prediction on what will implode first: Blogs containing information that serves no one but the writer, and his/her inner circle without fact-checking.” Steven Lowell
The dust has finally settled.
Give it a few months, and last week’s discussion will rise out of the ashes and begin a new life somewhere else.
Same topic. Different voices, perhaps.
Steven’s remark about self-serving blogs and bloggers did make me think about my vision for this blog. Believe it or not: I have one, and it goes like this:
The Nethervoice blog is a platform and playground for ideas, dialogue and discourse about things personal and professional related but not limited to voice-overs and freelancing.
That covers pretty much everything, doesn’t it? Now, let me also tell you what it is not.
This blog is not some grand podium built to glorify my personal accomplishments or to sell Mr. Strikwerda’s amazing pipes. Why would anyone want to read about that? Not me!
If you’re interested in the technical side of voice-overs, you have to look elsewhere too. Although I’m fascinated with the tools of the trade, I am not a gearhead or audio specialist. I don’t receive free products from companies, take them out of the box, dangle them in front of a camera and post it as a “review.”
This blog is not a source of fair and unbiased industry news either.
In essence, it is nothing but a blog revolving around one man and his ideas and experiences and a bunch of friends who like to chime in every once in a while. If you’re looking for objective, investigative journalism, you’ve come to the wrong place.
Just like a lot of other stuff you’ll read online or in the papers, my articles are usually a mix of subjective opinion based on personal selection and interpretation of data. If you’d like to fact-check my sources, all you need to do is click on a few links that are embedded in the articles.
Nobody has to agree with anything I write.
My readers are intelligent enough to understand that it would be foolish to generalize my personal stories and turn them into an overall verdict on the issue at hand.
I don’t consider myself to be an authority or expert. My opinion is one of many, and one quick look at Bob Souer’s blog roll will tell you that I’m certainly not the only blogger in this voiceover town. Of course I’m tickled to see that some people seem to care about what I have to say, but that’s as far as it goes.
I strive to inform, I attempt to entertain and yes… I also like to rock the boat every once in a while. As a voiceover professional, it is my job to be outspoken. I don’t feel comfortable standing on the sidelines.
Unlike Steven Lowell, I am not a paid spokesperson for a company. I don’t pretend to proclaim and promote an objective, universal truth. This is my personal platform and I can be as passionate and opinionated as I want. I represent no one but myself.
So, why do I take a day out of every week to write this blog?
The short answer: Because I feel like it.
The moment it becomes just another chore, I will stop and take up billiards or Bingo.
Here’s another reason: I love to write and I think I have something to say that -at times- is moderately insightful and interesting. At least, that’s what my readers keep on telling me.
As you may know, most of my stories start out as simple Notes to Self. The series about building a voice-over studio is a perfect example.
It took me many months before I was ready to start building my own studio. During that time, I had compiled a wealth of information and I thought it might be useful to share it with you. Now it’s available as a booklet on my shopping page. Sharing is important to me.
Over the years, I have benefited so much from the kindness, knowledge and insights of friends and colleagues. I wouldn’t be where I am today, had it not been for their advice and encouragement. In a way, I am repaying my debt to them by publishing this blog.
Thanks to my writings, I’ve also made countless new friends from all corners of this planet. Many of them won’t publicly comment on my articles, but each and every week they email me with questions and observations.
As far as the future goes, I’m branching out. Most of you already know that I write on all things international for Internet Voice Coach. I also conduct interviews with colleagues across the globe. The Edge Studio asked if I would be their International Marketing Coach and I said “yes.”
Posting jobs under false names, not paying invoices and Jekyll and Hyde-treatment of voice-over talent… these appear to be the trademarks of William May.
Mr. May is the founder and editor of Newspapers For The Blind Organization,Inc, a web–based service, offering a daily selection of newspaper articles for the vision impaired, read by voice-over pros. The site was quietly launched during the last quarter of 2009 (and should not be confused with NFB-Newsline®).
The idea behind Newspapers for the Blind (NFTB) is not new but certainly noble. The other two people involved, Dr. Edward E. Boas Jr. and Noelle Mills Adler, have impressive credentials. Dr. Boas is a Professor of Computer Science, Data Processing and Electronics at Cecil College in North East Maryland. Ms. Mills Adler is a past president of the Ladies Christian Union of New York City (now known as the LCU Foundation).
But it’s the voice-over professionals known as “newspapercasters” who are at the heart of NFTB. Newspapersfortheblind.org raves:
“Our three dozen readers, culled from 3000 auditions, bring the precise vocal skills to reach and meet our unique audience.”
At the beginning of September 2010, I became a member of this “elite team,” after auditioning for the following job posted on voice123:
Newspapers for Blind This is a daily long term commitment to read a newspaper article into an MP3 for webcasting and free-phone service to the blind and hearing-impaired.
The files would want to be recorded from roughly midnight to 6AM US Eastern Time, so, geography may be important to readers.
The pacing of the delivery is painfully S-L-O-W, and the voice resonance is highly critical for the hearing-impaired. Tenors and sopranos need not bother; it won’t work for the hearing-impaired. Professor Henry Higgins diction is important; bite the words.
Voice-seekers name: confidential Company name: hidden
I was absolutely thrilled to have made the cut. Regular gigs are hard to come by in this industry, but there was another reason why I was so excited. Some jobs we do for the money; others because it is the right thing to do. This was the best of both worlds!
THE AMAZING MR MAY
On top of that, the founder/editor seemed to possess an incredible drive and contagious enthusiasm to make things happen. His initial emails were personable, funny and encouraging. After I started reading leads from The Independent and The Times, he commented:
“My Cat; BraveHeart, loves your voice. She always perks up when I play your readings. You have a fan.”
One day, I shared with him that I wasn’t feeling too well. He responded:
“Paul, hope you shake the cold…..just don’t shake this perfect voice, W”
This was clearly a man with a heart! One thing bothered me a little, though. Whenever I asked May if he intended to formalize the relationship and how payment would be handled, it took him months to come up with something that came close to a straight answer.
A month or so into the job, I had yet to be paid. Then I noticed that May had placed another job posting on voice123. Why would he be looking for new recruits? When I asked him about it, he answered:
“Please don’t worry about not enough readings for NFTB. Stick with me; I have to keep a Chinese Wall between the not-for-profit and other activities. There will be plenty of other activities to follow.”
He was right. Not only would I be recording and editing at least two articles a day, Will asked me and four other colleagues to record public service announcements for NFTB (a 501C-3 Corporation). I was tickled when he told me:
“Out of the 5, they chose your Public Service Message on 970 AM, New York.”
By that time I was on a roll. The only thing that was missing was a regular paycheck and eventually, that became an ordeal. I had to send out countless reminders, only to hear that my “address was lost” or that someone would be looking into it.
GIVE ME A BREAK
On November 15th, May surprised me with the following message:
“Lets let your money catch up with your readings; take a break.”
“(…) As you know, I am very supportive of your charity, and I don’t understand why I should take a break. (…) If you do not have the money to pay me, you should have said so from the beginning. As a professional, I made my commitment based on your commitment. Financially, I plan ahead and make future projections based on assurances that have been made by my clients. Knowing that payment would not be forthcoming or would be seriously delayed, would have given me the opportunity to reconsider my commitment to NFTB, and possibly spend my time and energy generating income in other ways. (…)”
“I had interpreted your last mail as unhappy. I was simply saying lets let the accounting, our weakest link, catch up with you. We have enough money, just not enough accounting bobbins.”
But on November 20th, I received the following email:
“Don’t count on any more readings in your planning; nothing to do with you. We’ll catch up the accounting, and probably just wind things up. May try to limp along at half or one-third normal see what happens.
Also, frankly, not enough users to merit all of the work; I’m working 18-20 hour days to throw 8-10 k out the window each week…what for.
I think we made sliced bread, when the world wants baguette.”
The truth is that it was business as usual at Newspapers for the Blind. They didn’t miss a beat, and never have. I was sidetracked for no apparent reason, while waiting for my checks. And I was not alone:
Voice-over colleague Juliette Gray picks up the story:
“I was hired in November. They required reading articles (in my case from the London newspapers). These articles were long and the editing took ages. Then the person in charge decided because these people were also partially deaf that I needed to change my sound system. I did this willingly because I thought I had a steady job.
At quite a bit of expense I was ready to start working again and it was then he turned out to be a complete nightmare. We exchanged numerous e-mails, phone conversations, etc. and then he did a 180 degree turn – sort of like a Dr. Jekyll and Mr. Hyde. Became impossible to communicate with and finally did get nasty in his final e-mail. Needless to say I never got paid.”
VOICE123 JUMPS IN
At that time, Steven Lowell was the “community manager” for voice123. This is what he said when I asked him about NFTB and Will May::
“When I first saw the job posted a while back, I was very excited because in NYC, I got some early voice over practice in the 90’s doing charity by reading books to the blind at a local church. It was something a coach recommended I do for practice.
The job made me think, ‘Wow! Good to see something like this again! Yet, what followed was an unpleasant experience of several talents with decades of experience, complaining to me that he was harsh and unfriendly to work with.
When reaching out to Mr. May to present that there have been problems, merely as a way to communicate feedback, his reply to me was, ‘Who complained? I don’t have the time to coach every talent to perfection….’
Before hearing my side of the story, voice123 heard from Juliette and 2 other voice-over professionals; one from the US, and one from the UK. As I was researching this article, I got in touch with other newspapercasters. Without exception, they asked me not to reveal their names, because they’re still hoping to get paid and they want to keep their job. But all of them told similar tales about Mr. May, and I wondered if voice123 had taken any action.
As a rule, voice123 only investigates non-payment matters that are 60-days old. Steven Lowell: “This is because we do not get involved, and most payment disputes are resolved quite easily with a reminder email from me.”
Having examined concrete proof from email correspondence as to what had happened, voice123 banned Will May from the site. Unfortunately, that was not the end of the matter. Lowell:
“Mr. May posted the initial jobs under his own name. Once removed from the site, he began to use different names. During verification efforts by our staff, it was discovered who was posting the job. The staff at Voice123 has not changed in 2 years, and we have become very aware of ‘who is who’, and as such, have been able to catch people easily trying to repost after being banned.”
Juliette Gray is still waiting for her paycheck, and she’s not the only one. I was lucky. Even though Mr. May still owes me a substantial amount of money, I did get paid for approximately two-thirds of my work.
For months, I asked May to pay the remainder of the balance, but he was MIA. When my knocks on his door became louder, he finally sent a very unfriendly email, accusing me of “futzing the dates” on my invoices. He wrote:
“I am in no great rush to go through hours of checking to deal with whatever might be outstanding to you. Checking truth versus falsehood is a nuisance.”
“The invoices were sent on November 9th of last year, so you have had over two months to figure things out. I resent your remark that I “started futzing the dates”. My invoices accurately and faithfully reflect the work I have done for your organization at your request, and that’s the work I deserve to be paid for.”
I think that Newspapers for the Blind offers a terrific service. The newspapercasters are dedicated and talented readers who can be proud to support their families by bringing the news to the blind and vision-impaired, day in day out.
The website has an impressive list of reputable institutions labeled as “dedicated listeners”. There is no doubt in my mind that the energetic editor has moved mountains to realize this project. Based on my email exchanges with him, Will May works night and day to keep the service up and running. I don’t know for sure, but I suspect that he has invested a substantial amount of his own money into this worthy undertaking.
I also believe that people are not their behavior. From time to time, all of us do things that we are not proud of, but that doesn’t mean that we don’t know any better. Just because we do something crazy, doesn’t mean that we are crazy.
Having said that, it is not okay to treat people the Will May-way, and voice123 was right to ban him from the site. Other sites have been alerted to make sure he doesn’t pull the same stuff. Furthermore: May needs to pay his talents. Without them, there would be no Newspapers for the Blind.
For now, I am left with one question: why would someone who is clearly invested in and dedicated to such a noble cause, turn from Mr. Nice into Mr. Nasty?
Today, I went to “La Scala” in Milan, the most famous opera house in the world. It took me half an hour to get there. Rossini’s “Il viaggio a Reims” was shown at the same theater as where I had seen James Cameron’s two dimensional 3-D monsterpiece “Avatar”. In case you missed it: it’s that hyped-up, masterfully marketed mix of cinemagic, eco-babble and Blue Man Group against Giovanni Ribisi.
LIPSTICK AND PORK
Now, every “Iron Chef” aficionado knows that great plating does not make a perfect dish. Put differently: lipstick on a pig doesn’t make the pork taste better… even if that lipstick happens to be a groundbreaking multi-million dollar special effect. As for leading man Sam Worthington’s acting…. it was so flat; I found myself longing for Leonardo DiCaprio. Believe me, in my world, that’s not a good thing.
So, today I opened Pandora’s Box and ended up in Milan. The story of opera in cinema is the story of a great medium reinventing itself. If people don’t come to the opera, the opera will come to the people. Some skeptics said it would be easier for Montagues and Capulets to get along, than for opera and cinema. But I believe that this love story will have a happy ending. As a matter of fact, so do most episodes of Gordon Ramsay’s “Kitchen Nightmares” (how’s that for a smooth transition to my last installment about this show?).
If your voice-over career could use a makeover, Gordon Ramsay might just be the man to model. You may not like his style or his methods, but his ability to turn ailing eateries around has earned him a reputation. It’s based on a few key ingredients: expertise, experience, gut-feeling and market research.
Ultimately, it boils down to this. Whether you run a restaurant or a voice-over emporium, you have to feed a need. You have to see yourself as the solution to a problem. You are the pleasure that relieves the pain. But before you present your remedy, it is your job to identify your client’s needs, problems and pains to make sure that you are the aspirin that can take their headache away.
THE BOLD AND THE BEAUTIFUL
One of the reasons why many so businesses fail, is because they’re trying very hard to be something they’re not, or they’re offering something nobody wants. A brush is not a comb, and it’s useless to try to sell a comb to a bald man. Bald men might need Rogaine or a rug.
Gioachino Rossini -who, by the way, was an outstanding cook- knew what his customers wanted and he gave it to them. When Italian opera went out of vogue, he turned to French librettos. No more pasta. Boeff Bourgignon instead! How did he know that Italian was out? Because he knew his market and he was flexible enough to adjust his sails. It made him a very rich man. And famously fat, too.
Back to another culinary giant and to “Kitchen Nightmares”. At some point in every episode, Chef Ramsay leaves the acrimony of the kitchen behind and hits the street. His mission is threefold:
to find out what people really think of the restaurant he’s trying to rescue
to scope out the competition
to identify a hole in the market
Armed with that information, he starts devising a plan for the reinvention and re-launch of the business. Translated to our voice-over world that means:
get an honest assessment of your strengths and weaknesses from an independent expert. Pick a person who will tell you what needs to be said; not what you’re hoping to hear
go online and spend a few days listening to the good, the bad and the ugly in this industry. The ugly will teach you what not to do. The best will tell you what has shaped their career and how they are selling themselves
find out where you come in; what’s your unique selling point; your niche?
Then, ask yourself two things:
“If I would be the answer, what would the question be?”
“What do I need to do today to get to where I want to be tomorrow?”
It’s easier said than done, but please avoid making the basic beginner’s mistake of trying to be everything to everyone. Even someone as talented as Robin Williams has his limitations.
CBS news didn’t hire Morgan Freeman because he sounded like James Earl Jones. We all know he doesn’t. Freeman followed in Cronkite’s footsteps because he sounds like Morgan Freeman.
This does not mean that you shouldn’t have a range. However, that range should come from a place of “being” instead of from a place of “pretending” (if that makes any sense to you).
NEW & IMPROVED
Once Ramsey presents the restaurant with a new identity, he takes a good look at all the resources he can muster. It’s a cliché, but change has to come from within, and in this case it starts with the kitchen.
If you’ve seen the show a few times, you know that this almost always involves training or re-training the staff. Most often, this means back to basics. Hand-made super sharp German blades aren’t going to make a difference if your knifing skills don’t cut it. In your hands, they’re probably dangerous.
I’m pretty sure the kind folks at Sweetwater will happily sell you this Manley Reference Cardioid microphone. But let me ask you this: if you were a budding singer, would a new mic make you sound significantly better, or would singing lessons be a wiser investment?
Instead of spending a small fortune on gear, why not spend your money on quality training before you do anything else? I have seen colleagues go under, not because they lacked talent, but because they had the wrong priorities.
Next, Ramsay usually simplifies the menu, basing it on fresh ingredients grown in the area. He also makes a point of forging a relationship between the restaurant and the local (business) community. He often invites neighboring opinion-leaders to the table. Instead of waiting for customers to come in, he forces the staff to be pro-active and reach out to potential patrons on the street and offer them a sample of the new menu.
With a new identity comes a new look. Restaurant owners who tell you that people are only coming for the food and not for the decor, are like voice-overs who insist that it’s all about the way they sound. The thing is: if you are a professional, you have to come across as one.
If you don’t feel comfortable putting your headshot on your landing page, fine, but at least make sure your website is easy to find, easy to navigate and that it whets people’s appetite. There’s a reason why the interior and the exterior of each restaurant get a thorough makeover on “Kitchen Nightmares.” If you want to get the part, you need to look the part.
Like a scrumptious desert, there’s one observation I reserved for last. It’s perhaps the most revealing part of this whole series.
It occurred to me that Chef Ramsay never suggests the owner take on the competition by lowering the prices, unless the items on the original menu were ridiculously overpriced.
It’s always about carefully and passionately prepared quality food. It’s about setting and maintaining high standards. It’s about value for money.
You don’t turn a business around by giving in to the lowest common denominator.
Ramsay might tell an owner to be less pretentious and offer simpler fare reflecting the skill set, experience and imagination of the person preparing the food. But he knows that it is perfectly reasonable to sell a good product at a good price. In fact, most people are willing to pay more for an outstanding product. It’s yet another sign of professionalism that you know what you’re worth and that you’re not afraid to charge accordingly.
THE RIGHT RECIPES
As I was leaving the movie theater, a lot was going through my mind. Mostly music. In a way, Rossini’s lavish operatic productions were the equivalent of today’s cinematic blockbusters. His sopranos and tenors were the celebrities of their day and age. Everywhere, people were humming his arias. We still do.
Even if you don’t know anything about opera, I’m sure you can sing one of the melodies from Rossini’s “Wilhelm Tell”, better known as the theme from “the Lone Ranger”. And if you happen to be a foodie, you’ve probably heard of the famous “Tournedos Rossini”, a French steak dish named after the culinary composer. No special effects or 3-D glasses required. And meat lovers say it’s out of this world.
Take that, Mr. Titanic! And hats off to you, Mr. Ramsay!
You’re about to lose your business, your best mate and your girlfriend.
And you still don’t get it, do you?”
Gordon Ramsay was pulling out all the stops to talk some sense into the stubborn owner of the “Runaway Girl.” The tapas bar in Sheffield was on the brink of collapse. In an effort to bring customers in, owner Justin Rowntree had sliced prices; served pre-cooked food out of plastic buckets and brought in live music. The result: runaway customers.
Instead of taking ownership, Justin refused to face the facts and dished out excuse after excuse. Unless he would start listening, his dream was doomed. But time was running out fast.
FOOD FOR THOUGHT
If you’ve watched “Kitchen Nightmares” on the BBC or FOX, scenes like these are a staple ingredient of every episode. It’s very easy to think of this show as another formulaic piece of mindless entertainment. However, there might be more to it than that, especially if you are not too happy with the current state of your business. How would you react if Gordon Ramsay gave you a firm kick in the pants? Would you take his words to heart, or would you fight him tooth and nail?
“I’m always surprised at the reluctance of failing business owners to listen to Ramsay’s advice. I’m sure much of it is in the TV production, but it still seems silly,” commented one of the viewers online, after watching this season’s premiere. Well, what do you think? Is it all silliness, or are we witnessing the results of arrogance, denial and an innate inaptitude to self-evaluate?
I talked about denial in my first installment, and today I’ll turn to our ability to look into the mirror and objectively assess our own behavior. But, is that even possible? Can we be brutally honest with ourselves? Should we even trust our own judgment?
First of all, it’s not something we can easily shut off (unless we’re masters of meditation). We’re constantly making judgment calls. Our business has developed in such a way that voice-seekers aren’t willing to pay for a director or a sound-engineer anymore. Instead, we end up directing, recording and editing ourselves. Not everyone is good at that. I’m willing to go even further: most of us stink at it because we can’t objectively listen to our own performance.
Thanks to years of conditioning, you and I suffer from selective memory, selective hearing, selective eyesight and selective reasoning. This commonly leads to ‘confirmation bias,’ a tendency to validate and reinforce our personal prejudices, regardless of the evidence.
Studies have shown that, even if these beliefs are debunked, the discredited proof is filtered out as “irrelevant,” and we keep on clinging to our distorted version or reality. And if you strongly believe that this theory is utter hogwash, I have to thank you for proving my point.
FROM MY KITCHEN
A few weeks ago, I knew for sure that I had nailed an audition. There was nothing I could have done to make it any better. I proudly submitted my flawless demo, and I thought it was just a matter of time before the voice-seeker would call me saying: “You blew me away. No need to re-record it. We’ll use your MP3 as is. It’s brilliant.” Of course I never heard back from the producer, and I was convinced that he had made the biggest mistake of his career.
After the holidays I decided to listen to my masterpiece again, this time with fresh ears and a clear mind. You guessed it: this year, my ‘perfect’ audition didn’t sound so good after all. I should have known. There is a reason why writers don’t review their own books.
A DIFFERENT ANGLE
When I first started in television, I once got a call from a very angry cameraman. He had volunteered to climb to the top of a very tall tower to get ‘the perfect shot’ for a documentary we were working on. When he came down, he was perspiring profusely and it looked like he was about to collapse. “This is pure gold,” he said, catching his breath, as he proudly handed me the rushes.
Having watched the end result on TV, my camera guy was not amused. In fact, he was livid and demanded an explanation: “I climbed over 500 *** steps to get you a picture from that angle, and you decided to cut it out! Is that your way of thanking me?!”
When he had calmed down a bit, I said to him: “I really appreciate you climbing to the top to get those shots. But when we looked at the footage in the editing room, it just didn’t work and we decided to use a close-up instead. You and I both know how much it took for you to get those shots. Ultimately, the public doesn’t care how many steps you had to climb. All they’re interested in is the big picture.”
I believe that we are our own worst critics. Usually, we’re too involved and too invested in our own efforts to see and hear what others are seeing and hearing. That’s why every translator needs a proofreader; every athlete needs a coach and every cameraman needs an editor. These professionals shouldn’t have to worry about hurting our feelings or massaging our ego. With the odd exception, I believe it’s best that these pros are outsiders with inside expertise. That’s the only way they can have any leverage at all.
ANYTHING YOU CAN DO…
Meanwhile, the days of the “Runaway Girl” seemed numbered, even though a knowledgeable outsider was brought in to save the business from going bust. Chef Gordon Ramsay had to overcome yet another obstacle that had nothing to do with the quality of the food, the location of the restaurant or the atmosphere inside. Once again, it all came back to the headstrong owner who suffered from “premature closure”.
Premature closure is a term sometimes associated with cognitive diagnostic medical errors. It’s a tendency to stop considering other possible diagnoses after a diagnosis is reached. The idea behind it is that humans solve problems by searching for an explanation that best fits, and then they stop searching. Coupled with confirmation bias, premature closure can be a fatal mix in any hospital or court room.
In education, students who suffer from “premature closure” are commonly referred to as “know-it-alls”. They seem easily distracted; they rarely pay attention; their questions aren’t really questions but attempts to show-off how much they know about the subject. People who think they know better have no incentive to listen and learn. Justin Rowntree was their poster child. Ramsay appeared to be talking to a wall.
I’m not saying that it’s wrong to be well-informed. I am suggesting that it’s even better to keep the door open and to realize that there’s always more to discover. Albert Einstein put it this way: “The only thing that interferes with my learning is my education.” He also understood that knowledge in and of itself is useless unless applied in a sensible way. CRISIS
There are at least two ways to break through these attitudes and patterns: the long road and a shortcut. The long road is based on the answer to the following question: “How do you eat an elephant?” Answer: “In very small bites”.
In other words, change is created through a gradual process of small, manageable steps. Most therapies are based on that model.
However, the fastest way to bring about change is through a Significant Emotional Event. A crisis. For years, the staff at the “Runaway Girl” had told the owner that he needed to make major changes. But it wasn’t until Ramsay came in, that the desperate situation reached a boiling point and the pressure became unbearable.
PS Next time, we’ll take a look at the importance of relationships. Are you a one-man band on an island, or are you part of a huge network of professionals? Could you and should you run your business all by yourself?
At the bank I once worked for as a trainer, they had a saying:
“If it’s about money, it’s never funny”
Ain’t that the truth! To that I added my own adage:
“Show me your bank account, and I’ll tell you how you lead your life”
Bankers and accountants probably know more about you than your therapist. By analyzing the way you spend your money, they can tell whether or not you lead a healthy lifestyle, if you’re a good planner, and if you can resist instant gratification.
On blogs and networking sites, money is a popular theme. People want to know how much to charge, whether or not they should spend $399 on a membership of a particular site, and if it’s OK to discount services… the list is endless.
Recently, I found myself caught up in a discussion about on-line freelance job sites like Upwork and Freelancer.com. These sites can connect you with prospective employers from all over the world, and help you find projects that are not listed on the familiar voice-over casting sites.
However, when I looked at the average bids some of our colleagues put in to get voice-over work, I was stunned. If you think that doing a job for $100 is stretching it, wait until you check out sites like guru.com. Your jaw will drop to your knees, and that’s not a good thing if you’re in the voice-over business.
Some people are justifying this downward trend by pointing at the current economic climate:
“Times are still tough. We all have to tighten our belts and do more with less. The only way to still get work is to lower our fees.”
I’m not buying it! Are you?
As I was paying a stack of medical bills, I had a realization. Do our doctors lower their rates because the economy still isn’t doing so great? Would a nurse take care of us at half price? Is a baker going to charge less for his loaf of bread, or would a plumber be willing to show up and take a 40% pay cut? No way. If anything, their fees increase every year to keep up with the rate of inflation.
Then why do some of us feel the need to put themselves up for grabs in the bargain basement?
Remember: once you’re in there, it’s so hard to climb out. Forget how the economy is doing for a moment. If you subscribe to the notion that you often get what you pay for, why are you selling yourself and your colleagues short? What are you afraid of? A certain two-letter word?
THE HARDEST WORD
Top negotiator William Ury wrote a book called “The power of a positive No”. For some of us, that powerful word is one of the hardest in the language. But when we’re saying “No,” we’re asserting ourselves, and we’re affirming our boundaries, whether it’s in an intimate relationship, or in a business relationship.
Being an independent contractor means that we have to have a good sense of what we’re worth. We have to have the guts to stand up for ourselves (and each other), and say “No” when faced with a bad deal. If we don’t, people will inevitably take advantage of us.
Let me rephrase that: If we don’t dare to say “No,” we are allowing others to take advantage of us. Or, as Dr. Phil puts it: “We teach people how to treat us.” Here’s an example.
Did you know that I used to be a non-denominational wedding officiant? I could set my own fees, and every now and then a newly engaged couple would tell me that they were on a shoestring budget. Before I knew it, they were practically begging me to lower my rate.
In the beginning -when I didn’t know any better- I fell for it big time. I wanted to be liked, and I felt sorry for the couple, as I remembered the times I had to nickel and dime. Guess what… I paid for my lack of backbone, until I had learned my lesson.
First of all, these couples turned out to be the most demanding couples I had ever worked with. I’d give them a finger, and they would ask for the entire hand. I’m all for underpromising and overdelivering, but within reason. If you’ve seen some of the Bridezilla shows, you know that not every princess is as sweet as her Daddy believes her to be.
Secondly, these ‘shoestring weddings’ often turned out to be the most lavish events I’d ever be invited to. Apparently, other vendors had not fallen for the couple’s story of woe. As soon as I had learned my lesson, I encouraged my brides to price officiants out. I’d also tell them that low fees are usually a red flag. It either means that an officiant is just starting out, or that he or she might not be able to offer as many services. I would tell my couples:
“You can’t expect a gourmet meal at a fast-food price.”
When I started to put my foot down, something amazing happened. As soon as I decided to charge a fair fee, people started taking me seriously. Sure, I lost a few weddings due to price, but my limited time on earth is too valuable to have to deal with haggling Bridezillas.
THE SECRET TO MAKING BILLIONS
Author William Ury recalls a breakfast he once had with Warren Buffet, one of the most successful investors ever. Ury writes: “He confided in me that the secret to creating his fortune lay in his ability to say No.” Buffet said:
“I sit there all day and look at investment proposals. I say No, No, No, No, No, No -until I see one that is exactly what I am looking for. And then I say Yes. All I have to do is say Yes a few times in my life and I’ve made my fortune.”
So, let’s learn from Buffet and promise each other to teach our clients how to treat us.
Say NO to rates and fees that insult your unique talent, your professionalism, your intelligence, and your experience.
Economists tell us that the only way to get out of an economic slump is to start spending again.
If anything, we should start making more, not less.
For that to happen, you need to assert yourself. Or, as I like to say:
“You sometimes have to put your foot down, in order to get a leg up!”
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