voiceover blog

Peanuts and Monkeys

by Paul Strikwerda in Articles, Career, Freelancing, Money Matters, Promotion 3 Comments

I don’t know about you, but I’m astonished at the growing number of people responding to no-budget and low-budget voice-over jobs. It had me wonder:

Who are they? What drives them? How do we make them stop?

Some colleagues suggested I shouldn’t take these lowballers seriously. They’re ignorant hobbyists at best, and their actions have no impact on us professionals.

I disagree.

BEING WORTHLESS

It’s insulting and upsetting when both client and talent find the contribution of a voice-over of so little value that no money changes hands. Meanwhile, the copywriter and sound engineer get paid, the animator receives a check, and the guy who hired them to create an ad campaign has a full-time position with benefits.

What’s wrong with this picture?

If the company is too cheap to pay a pro, why don’t they ask Keith from accounting to do the voice-over? Why do they have to post a job in a Facebook group for voice-overs? It’s simple: because they know that Keith in accounting is a klutz, and there’s always a hopeless hopeful VO with a sliver of talent who’s willing to do it for nothing.

I’m sorry, but I’ve worked too long and too hard to be giving my voice away. Even if I were getting my feet wet, I’d have enough respect for myself and my colleagues to insist on being paid good money for good work.

So, why are some budding voice-overs willing to work for free? Beginning plumbers don’t do that. Newly graduated chefs don’t put a zero dollar menu together. Young teachers make less, but they get paid for doing their job. What makes us voice-overs so special that we deserve not to be paid?

A TYPICAL JOB OFFER

To get some perspective, let’s pick a real gig that was just posted on Facebook. The job is for a “nonprofit small low power Christian radio station” and was described as follows:

“A concept piece mentioning a new name and slogan along with some catchphrases. It’s like a sizzle reel in tv terms. Unpaid but appreciated.”

Someone who wants this job responds (and I’m not going to pick on the grammar):

“I could use the exposure and experience being new to professional.”

Just imagine all the exposure a small nonprofit low power Christian radio station can bring! I think you’ll need the intervention of a higher power to make all that exposure work to your benefit.

Speaking of exposure, try going to a restaurant telling the owner: “I’m not going to pay you today, but I’ll make sure to say nice things about you on Instagram.” Unless you’re Kim Kardashian, Paris Hilton, or Kylie Jenner, I don’t think you’ll be getting very far.

As someone who has been using his voice professionally since he was seventeen, I can tell you that, unless you’re a flasher, exposure is highly overrated. It doesn’t pay the rent and it can’t feed your family. It’s a transparent trick to make you believe you’re getting something in exchange for volunteering your services.

Some high-profile jobs may give you limited exposure, but these jobs usually go to A-list celebs and come with a nice paycheck. Keep in mind that voice-overs are the Invisibles of the industry. By definition, our role is mainly supportive (the exception being audiobook narration which I think is underpaid). We have to make up our own awards shows in order to get some recognition… from our peers.

So, if you’re looking for exposure, you’ve chosen the wrong profession. Don Lafontaine was arguably the most famous voice-over artist of his time, but very few people knew who he was until he appeared as a sidekick in a Geiko television commercial. Notice that he’s introduced as “that announcer guy from the movies.”

WHAT EXPERIENCE?

Will working for free give you the experience needed to book more paid jobs? It totally depends on the experience. I vividly remember an angry young conductor kicked out of a competition. He wanted to know why he hadn’t made it to the next round. He told the jury: “Compared to all the other contestants I’ve had much more experience. Why are you letting me go?” The chairman of the jury told him: “Your experience must not have been very good.”

Some experiences simply don’t translate. Just because you’ve worked as an announcer for a radio station or you were a teacher or a minister doesn’t mean you have the chops to be a successful voice-over. Having extensive experience as a voice talent doesn’t necessarily get me hired. Most clients aren’t interested in what I’ve done for other people in the past. They want to know:

What can you do for me today?

Will experience help you finally land an agent? Agents get interested once they know you can make them money. Doing jobs for free tells them you’re desperate instead of marketable. In my opinion, the experience you need as a budding voice-over is the experience of working with a good coach who’s not afraid to say what you don’t want to hear.

BEING A PROFESSIONAL

Let’s get back to the reason one of our colleagues thought he’d be a good fit for that no-budget Christian radio station job. He wrote:

“I could use the exposure and experience being new to professional.”

We’ve covered exposure and experience. Let’s get to the “professional” aspect. According to one dictionary, a professional is “engaged in a specified activity as one’s main paid occupation rather than as a pastime.”

So, if you’re doing something professionally, it can’t be a hobby, and you have to get paid. In addition, voice-overs are small business owners. The IRS says:

“A trade or business is generally an activity carried on for a livelihood or in good faith to make a profit.”

In other words:

WORKING FOR FREE IS UNPROFESSIONAL

A GOOD CAUSE

But what about working for charities? Don’t they at least deserve a discount? Before I get into that, let me be clear: the VO jobs I see posted in Facebook groups are sometimes for nonprofits but not for charities. Every charity is a nonprofit, but not every nonprofit is a charity.

As professionals we have to stop making assumptions about how much we believe a potential client can or cannot afford. They’re not going to tell us so we will never know. Just because it’s a nonprofit or a charity, doesn’t mean there’s no budget for PR. I know because organizations like Charity Navigator keep track of how much of a charity’s budget goes to fundraising campaigns.

Charities like the Cancer Survivors’ Fund, the Autism Spectrum Disorder Foundation, and the Kids Wish Network spend more than 50% of their budget on fundraising activities (source: click here). That isn’t necessarily a good thing, but don’t tell me all charities have no money and deserve a break.

Many CEO’s of charities make six-figure incomes. In 2015, the CEO of the Memorial Sloan Kettering Cancer Center made $3.6 million, and Wayne LaPierre who heads the nonprofit National Rifle Association was reported to make $4.6 million. These are extremes, but Charity Navigator says that among the charities they’ve evaluated, the average CEO salary is $150,000 (source: click here).

THERE’S A DIFFERENCE

What’s my point? Not every charity is created equal. Many are huge, professional organizations with big budgets for promotion. If there’s money to pay a CEO a decent salary, there is money to pay a voice-over a decent fee. Now, if you wish to support that charity because you connect with the cause, don’t discount your services. Make a tax-deductible donation after you get paid.

What baffles me most about those willing to work for (next to) nothing is the fact that they seem to be beginners. Perhaps I’m weird, but when I started out, I needed all the money I could get so I could invest in my career. I had to buy decent equipment, a good website, and I saved up to create a quiet recording space. Plus, I had to have a roof over my head and some food on the table.

I couldn’t afford to work for free, and I still can’t.

Here’s the thing most lowballers won’t admit: it takes real talent to book a top-dollar job, but it’s pretty easy to book a gig when you’re charging very little or nothing.

Once clients are used to your low rates they won’t be willing to pay you full price, and your colleagues will have a harder time negotiating a better deal. Why should clients pay more if they can get it for less (especially those for whom “good enough” is good enough).

Charging peanuts means you’ll never have the life you’re hoping for, and you’ll have less money to give to that charity you say you wish to support.

The moment you start charging a reasonable rate, you create expectations. You have something to prove. You tell the world:

“This is what this job is worth!

This is what I am worth, professionally speaking.”

If what you bring to the table has no added value, you’ve nothing left but to compete on price. But…

if you’re any good at what you do, people are willing to pay for it, and the benefit of hiring you outweighs the cost every single time.

Even monkeys can figure that out.

Paul Strikwerda ©nethervoice

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Are You Ready For World Voice Day?

by Paul Strikwerda in Articles, Career, International, Internet, Social Media 2 Comments

“Name one of the most beautiful musical instruments on the planet.”

“What’s your favorite?”

When I ask people these questions, they’ll usually say something like “cello,” “piano,” “harp,” or “flute.”

Bagpipes, cowbells, and kazoos never seem to make it to the list, and I can understand that.

But much to my surprise, people tend to leave out my favorite instrument: the human voice. Why is that?

Even though many of us sing in the shower, somehow we don’t recognize our voice as an instrument. Is that why people usually take better care of their violin than of their vocal folds? Is that why many of us don’t know the first thing about voice strengthening, proper breathing, and voice protection?

I find that very strange, especially if you’re using your voice to make a living.

We spend years practicing scales and arpeggios on the piano. Teachers tell us how to breathe correctly when playing a clarinet or trumpet, and we make sure to have the right posture before we put that French horn to our lips. But when I ask my voice-over colleagues how they have trained their voices, I usually hear a long pause.

IGNORANCE OR CARELESSNESS?

The truth is simple. We fully expect professional singers, athletes, or dancers to get their bodies into shape, but we expect our voices to do whatever we want them to do at any given time for as long as we want, without preparation.

This includes dying a thousand different deaths in video games or animation, or narrating an audio book from 10:30 am to 5:30 pm, five days a week.

If you’re not properly trained, that’s not only impossible. It is also dangerous.

We fully expect professional singers, athletes, or dancers to get their bodies into shape, but we expect our voices to do whatever we want them to do without preparation.

I say to them: “The fact that you even believe that, tells me you’re not taking this seriously.”

“Nobody would dare to swim the English Channel without proper preparation, unless you’re suicidal. So, what makes you think you can just jump in when you barely got your feet wet?”

PICKING A PRO

The other day, a colleague was complaining that famous people were taking voice-over jobs away from not so famous people. “They’re already making a fortune,” he said. “Why do they have to cut a big piece from my pie? It just isn’t right.”

First off, it’s not his pie, and secondly, there’s a reason why well-known actors are paid good money to do voice-over work. It’s not only because they’re a celebrity, but because they spent years honing their craft.

They have learned to strengthen and control the muscles of the larynx. Not from a book or from some website, but from a professional.

THE DIFFERENCE

“Real” actors realize that they use three-quarters of their bodies when they speak. They have learned how to move purposefully, and breathe properly: low and expansive. They know that good posture and deep breathing not only affect the voice. It makes them feel more centered, confident, and calm.

“Real” actors know the difference between a strong, resonant voice, and a loud voice. They know the difference between projecting and yelling. Their voices are flexible, and don’t diminish in quality during long sessions.

Because they’ve memorized their lines, these actors keep their heads up, which results in a more powerful and open sound. Many voice-overs glance down to read the script. This bends the neck and throat, and the voice sounds contorted, lower, and softer.

“Real” actors never start talking without a warm-up, they drink lots of water (6 to 8 glasses a day), and they stay in good physical shape. That means: regular exercise, a healthy diet, and plenty of rest. They avoid clearing their throat, screaming, whispering, and noisy places. And of course they don’t smoke.

Too many voice-overs are serial sitters, shallow breathers, and unhealthy eaters and drinkers. Most of them have never taken singing or dancing lessons, or seen an otolaryngologist.

Too many voice-overs are serial sitters, shallow breathers, and unhealthy eaters and drinkers.

Now, here’s a quick question for you:

How can you tell a voice talent just came back from a VO-conference?

Answer:

Because they lost their voice!

If you’ve ever been to a WoVoCon, Faffcon, VO Atlanta, or other convention, you know I’m right. The unavoidable Karaoke is a killer! You’d never expect ballroom dancers to come back crippled from a contest, would you? So why would voice-overs abuse their vocal folds for a day or two? And why do most of them start taking care of their voices once something’s wrong?

It just doesn’t make any professional sense.

A DAY FOR THE VOICE

A change in behavior has to start with increased awareness.

April 16th is World Voice Day. It is the brain child of an international group of scientists, specialists, teachers, and artists who came together in 2012. One of the missions of World Voice Day is “to encourage men and women, young and old, to assess their vocal health, and take action to improve or maintain good voice habits.”

Trust me, that’s not as boring as it sounds. It’s also a day to celebrate the magic of the voice with over 300 events in more than 50 countries. Expect a series of talks and concerts, as well as videos about the many different facets of the voice. The 2019 motto is: “Be Kind With Your Voice.”

For more information on World Voice Day, and a list of all the activities, go to http://world-voice-day.org. The website will have info on live streams, on how to take care of your voice, warm up exercises, and educational videos from around the world. The World Voice Day Facebook page is also a good way to follow what’s going on hour by hour, on April 16th.

START TODAY

Your voice is unique. It’s instantaneously recognizable.

It’s the only one you were born with, and you don’t have to be a professional speaker to be nice to it.

The Dutch philosopher Erasmus was right when he said: “Prevention is better than cure.”

So, don’t wait until it’s too late. In fact, it is vital that you begin today! All the things you can do and must avoid are not only good for your voice. They will enhance your well-being across the board.

Be a pro and start taking better care of yourself. Sign up for singing lessons. Hydrate. Move those muscles. Warm up. Read out loud. Rest up. Use a microphone when speaking in public. Don’t whisper, or clear your throat. See a specialist when you’re in pain.

And please, do me one small favor.

Don’t leave a comment saying: “Great post, Paul. Thanks for the reminders.”

Reminders are rubbish. You file them away and forget.

If your voice becomes hoarse or raspy; if your voice feels raw, achy, or strained, or if it becomes an effort to talk after a while, I can tell you this:

You don’t need more information.

You need to take action.

It’s instrumental.

Paul Strikwerda ©nethervoice

PS Click here for Tips for Healthy Voices, and click here for more tips.

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In Sickness and in Health

by Paul Strikwerda in Articles, Career, Personal 16 Comments

In the ICU

March 26th 2018 may not mean much to you, but it’s the day my life changed in many ways. It started like any other ordinary day, with me working in my studio. By the end of the afternoon I was rushed into a rumbling helicopter that flew me to the ER.

As I was airlifted, the surgeon waiting for me called my wife to prepare her for three possible outcomes. These were the options: if there were to be enough time, they would remove the blood clot from my brain that had caused a stroke, and I would recover. To what extent, he couldn’t say. If not, there was a good chance the brain damage would leave me greatly impaired and dependent for the rest of my life. Option three was least attractive: me reaching my expiration date.

By the way, what happened to me was nothing special. On average, every 40 seconds someone in the United States has a stroke. Stroke is now the third leading cause of death (behind heart disease and cancer) and a major cause of disability.

I lucked out. As you can tell, I’m still very much alive, and I plan to remain in that fascinating state for as long as I can. This gives me the opportunity to share some of my post-stroke observations with you. Perhaps it’s not what you expect from a blog about the world of voice-overs and freelancing. I get that. But please bear with me. One day, you or a loved one might have to deal with a similar situation. I feel it is part of my mission to tell my story. It’s one of the reasons I’m still alive.

SYMPATHY & SUPPORT

Once the news of my stroke broke, I experienced an incredible outpouring of sympathy and support, particularly on social media. The well wishes came from all over the planet. It was heartwarming and uplifting! If you ever want to find out how much people care, make sure you nearly die and tell the world about it! It will do wonders for your self-esteem!

The two things people told me over and over again were both very sweet and totally unrealistic:

Get Well Soon!

and

Speedy recovery!

We know a lot about the workings of the body and the mind, and there’s probably just as much that we don’t know. Good doctors have no problem admitting that. The not so good ones think they know it all. No doctor can predict how soon you will recover, or how much you will recover. In the case of strokes it greatly depends on which part of the brain is affected, and to what extent. The faster you find treatment, the better your chances.

Recovery from a stroke is more a matter of Getting Well S l o w l y. The first year is crucial, but recovery continues long after that thanks to the amazing plasticity of the brain. That’s the ability of the brain to reorganize itself by forming new connections between brain cells.

Especially during the first six months after I was out of the hospital, I could feel my grey matter making new connections, and boy did it tire me out! Saying I felt tired doesn’t do it justice. I felt utterly fatigued. What’s the difference? Simply put, fatigue is extreme exhaustion that surpasses feeling tired. It’s a total lack of motivation and energy. I spent most of my time in bed, sleeping the day away while my brain was reconnecting.

It took me a few months to be okay with my state of slumber. At first I felt terribly guilty that I wasn’t able to help out and be productive. I’ve always been such a go-getter, and now my biggest accomplishment of the day was a smooth bowel movement. Kicking and screaming, I learned to accept that I could not jumpstart myself into getting well again, and that it was okay and imperative to ask for help.

A NEW JOB

The next thing I discovered was this: recovery is not some passive process. It’s a day job. Apart from getting enough rest, my post-stroke life was (and still is) dominated by frequent doctor’s visits and therapy appointments. I had speech therapy, vision therapy, sessions with a neuro-psychologist, and lots of homework to be ready for even more sessions. I’ve been back to the ER four times now, and spent some time in the hospital over Thanksgiving and St. Patrick’s Day (and I just missed Valentine’s Day another time!).

I’m not bringing this up so you’ll feel sorry for me. I just want to give you a glimpse of my life so you’ll understand why I went undercover for so long. As I’ve described in another blog post, after my stroke I lost the ability to emote and enunciate, which is kind of a problem for a voice actor like myself. My delivery was as flat as a pancake. On top of that, a tremor on one of my vocal folds made my voice hoarse and tired in no time. Forget long-form narration!

DEALING WITH LOSS

So, not only was I reevaluating my physical and psychological state, I also had to take a hard look at my career in voice-overs. My psychologist described it as a state of mourning. I was mourning the loss of my health, my sanity, and possibly my way of making a living. I had to do all of that with a damaged brain that was readjusting and prone to stimulus overload.

I clearly remember going into one of the many hospital waiting rooms, unable to deal with all the noise. Around me, people were making phone calls, kids were playing loud games on their tablets, and patients were comparing notes about doctors and treatments. At the reception desk calls were answered and people were signed in. A big tv hanging from the ceiling was informing us about the father who brutally murdered his beautiful wife and two adorable children. Trump was touting his wall. This cacophony sent my brain into overload and made me nauseous.

Even though I have been generally impressed with the extraordinary level of care I received, hospitals and doctors’ offices do very little to create an environment conducive to stress reduction, well-being, and healing. I’d prefer a spa-like atmosphere with soothing colors, greenery, soft lighting, essential oils, and meditative music. A sanctuary away from the constant distractions and hubbub of our 24/7 society.

FOCUS & RESPONSE

Now, for those who are dealing with the effects of a stroke, it is easy to get despondent and depressed, making a bad situation even worse. I must admit that I’ve not always been able to keep it together, but a few things helped me not to wallow in my fate. One of them is the belief that human beings are free to choose what we focus on, and how to respond to what is happening to us.

Instead of bemoaning all the things I had lost, I chose to be thankful for the many things that were unaffected. I started reading about people in similar situations who had made remarkable recoveries that could not always be explained by traditional medicine. What did they do to get there? What were they thinking, eating, and drinking?

I came across stories of self care and self love, stories of patience, and picking new priorities. I decided to give myself time to heal, and to spend it on things that made me happy. I began writing my blog again as a way to have a voice. I purposely stayed away from petty problems and draining interactions with people who thrive on negativity. Gradually, my level of energy and my vision improved, and I was able to express myself with more emotion.

SUPPORT NETWORK

my wife

To be honest: I never could have done this on my own. I have a whole team of doctors, nurses, technicians, and therapists to thank. Colleagues came by and friends stepped in making meals and driving me to appointments. But by far my best bedside advocate, designated driver, medication manager, cheerleader, and personal chef is my wife Pam. She is my solid rock, and the soft shoulder I lean on every single day.

When I’m forgetful, she remembers. When I am anxious, she calms me down. When I need to rest, she makes sure I’m not disturbed. She fills out the many forms, deals with my health insurance, and talks to my doctors. For my trip to VO Atlanta, she’s set up a support system to make sure I won’t overdo it. In short: she’s my guardian angel, and I’m so lucky we’re together in health and in sickness.

On Thursday I’ll be leaving for VO Atlanta. 800 participants are coming together to immerse themselves in all things voice-over. If you’re going, I can’t wait to meet you! You’re invited to attend my X-Session “Six Steps To Turning Your Business Around,” on Friday from 1:30 PM to 4:30 PM, and my Breakout Session about “Winning Mindsets” aka the Stinky Sock Session on Saturday from 4:45 to 5:45 PM.

See you soon!

Paul Strikwerda ©nethervoice

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What Were They Thinking?

by Paul Strikwerda in Articles, Journalism & Media, Money Matters, Promotion, Social Media 9 Comments

No matter how much you love your job as a voice-over, there are always aspects of your work you don’t care for, or would rather have someone else do.

I, for instance, am not a numbers man, and I’m glad my office manager is keeping the books for my business. Very few colleagues I talk to enjoy doing the unglamorous paperwork that is part and parcel of running a professional service. Yet, it needs to be done.

But if there’s one thing many voice-overs are very uncomfortable with, it is this: selling themselves. They’d rather spend hours in a dark booth recording an obscure historic novel, than having to talk a client into hiring them.

If you’re experienced enough to have a couple of agents, they will do the talking for you. Quite often though, a potential client will approach you directly because they’ve been on your website. In that case you have to do the negotiations yourself. Inevitably, you have to answer the following client questions:

1. Why should I hire a professional voice?
2. Why should I pay that much money, if all you’re going to do is talk?

In the end there are three ways to answer these questions. You can highlight the benefits of what you have to offer, or you can tell some horror stories of clients who went with a cheap, unprofessional voice… or you can use a combination of positives and negatives.

Now, for some clients that’s not enough. Maybe they’re new at hiring a VO, and they simply can’t imagine what effect a bad voice-over could have on a good script. Those people need to see, in order to believe.

One guy started talking to me about text-to-speech software, and how advanced things were getting in that area. His boss had suggested he buy some software, and use it for the next video, instead of a real voice. The TTS-software would pay for itself in no time, he told me.

“Well,” I said, “I’m not sure your company could afford the kind of artificial voices that are developed and used by Google or Apple. But let me send you a link to a video that was uploaded not so long ago. This is an affordable product you could buy right now. Take a look, and let me know if this is what you had in mind?” Here it is:

Some things just speak for themselves, don’t they? A few weeks later I spoke to a Head of Internal Training who wanted to “explore his options.” He was producing a tutorial, and he said:

“I’ll be honest with you. Keith from IT has a decent voice, and he said he’s willing to put this thing together for a six-pack and a pizza. That would save me a lot of money. Give me one reason why I should hire you.”

“I’d be happy to,” I said, and I sent him this educational YouTube masterpiece:

Let me share one of my other favorite tutorials. It’s not a corporate presentation, but if you’re interested in baking banana bread, this is a must-see (but you might want to turn the volume up a bit…).

Are you hungry yet? Don’t be fooled though. This is a so-called ASMR video (autonomous sensory meridian response) and there are currently about 5.2 million ASMR videos on YouTube. It’s the biggest YouTube trend you’ve never heard of.

The most popular tutorials on YouTube have to be the ones of girls teaching you how to put on make-up. Why do I bring this up? A year or so ago I was approached by a cosmetics brand. Their creative team was coming up with a new campaign, and they had two directions they wanted to explore. One was a more sophisticated approach for which they had my voice and accent in mind.

“The other idea,” said the account manager, “is to let real people tell their story. After all, that’s what our clients can relate to. We want someone who sounds like the friend they never knew they always wanted. Someone who can demonstrate our product, rather than sell it in a commercial.”

“Do you mean someone like this?” I asked? (and you might want to turn your volume down again…)

Most potential clients I talk to aren’t the creative types. They’ve already decided they want to hire me based on my demos, but they want me to give them my “best price.” That’s client speak for: “I think your rates are ridiculous, so let’s see how desperate you are.”

Last week I had a very interesting experience. A woman I was talking to about a voice-over project did something crazy.

She used the F-word!

We were talking about what I would charge, and all of a sudden she said: “But what about all these guys on Fiverr?”

“What about them?” I asked.

“Well,” she continued, “if I were to go with one of them I’d pay a lot less. In the end it’s all about the bottom line, you know.”

“Listen,” I said. “This video you’re putting together is going to be on the world wide web forever, and I hope thousands and thousands of people are going to watch it. For many, this is how they will learn about what your family business has to offer.

In most cases, you’ll get one chance to make your pitch. One chance. People have become extremely critical and impatient. If they don’t like what they see and what they hear, they’ll have millions of other things to watch. So, it’s up to you how you want to present the company your grandfather built. If your video looks unprofessional or sounds unprofessional, your company looks unprofessional.

Do you honestly want to put the reputation of your business in the mouth of this Fiverr guy?”

I think she got the point. Now, let me be clear.

This blog post is not about bashing people who are trying to make a few bucks with a dynamic microphone, or who want to share their knowledge, passion, and whispery voice with the online community. I used the above examples to provide some perspective, and because these videos are in the public domain.

One thing I’m sure you’ve picked up on, is that voice-over narration is very different from giving a running commentary of whatever you’re doing, using the cheapest device in the house. It’s not as easy as it seems, and it’s not true that anyone can do it.

The difference between a pro and an amateur is this: a pro makes it seem easy and effortless. Amateurs are often hard to understand, and clumsy. Their presentation distracts from the message. A professional voice allows the viewer or listener to focus on the message.

SELLING YOURSELF

This blog post started as a story about selling, so let’s get back to that.

Some clients are sold on benefits. They need to know what good things will happen when they hire you. Other clients are motivated by fear. They want to avoid disaster. Sometimes it really helps to give those people a flavor of what’s in store for them, should they go cheap. My message to them is this:

Cheap is always more expensive.

Some things in life are just too important to leave to hobbyists or stupid software.

If you need a builder, a car mechanic, or an electrician, would you go to someone who charges five dollars for his or her service?

Would you pick your OB/GYN based on whomever has the lowest rate?

Would you want to get your teeth fixed by an amateur dentist?

Then why on earth would you trust a Bottom Dollar voice talent with your promotional message? Why would you allow a babbling dabbler to take a shot at your training course that took a fortune to develop? Do you want your employees to be distracted by Keith from IT, or do you want them to actually retain some information?

And to the creators of the Text to Speech video, the software tutorial, the banana bread lady, the make-up girl, and Mr. Fiverr I want to say this:

I’m not going to take away your right to post anything on YouTube you believe is worthwhile watching. But honestly:

What Were You Thinking?

Paul Strikwerda ©nethervoice

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photo credit: Paula Satijn Bargain via photopin (license)

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Don’t Drive Yourself Crazy

by Paul Strikwerda in Articles, Career, Personal 6 Comments

Do you remember the time you learned how to drive?

I sure do!

In the beginning it was utterly overwhelming and scary. My hands and feet were supposed to do different things at the same time, and they vehemently refused. When I had to shift gears, I felt the urge to look at that darn stick shift, but my instructor insisted I keep my eyes on the road, and use the mirrors to monitor the dangerous world around me.

How on earth was I supposed to peek at the dashboard; leave a safe space between my car and the one in front of me; keep a semi-intelligent conversation going, while figuring out where to go without getting everyone killed?

As my hands were digging deep into the wheel, I couldn’t imagine ever drinking coffee while driving, or listening to a Shostakovich symphony on the freeway. And what would happen if I had to sneeze?

Mind you: at that point I was only doing fifteen miles per hour on a back road.

“Give it some time,” said my overweight instructor as he wiped the pearly sweat from his impressive forehead. “Before you know it, everything will become second nature, and you’ll love being in the driver’s seat. Now, make sure not to cut off that cyclist on your right. I don’t think my insurance covers fatal accidents. Besides, I just washed the car.”

He paused for a moment, and said: “That was a joke.”

Then he took a long sip from his stainless steel flask. “Look,” he said proudly, “My wife had it engraved. Can you see what it says?”

“Do not dangle that thing in front of me. I don’t want to see what it says,” I squeaked, barely avoiding a ditch. “I’m trying to focus!”

“It says:

If everything comes your way, you are in the wrong lane.

Isn’t that funny?” continued my instructor. “I love a woman with a sense of humor. You know, my first wife was way too serious. She got car sick all the time. That should have been a sign. It was a messy divorce, but it was worth every penny! Do you have any kids?”

At that point I firmly put my foot on the brake, stopping the car so abruptly that our bodies turned into crash test dummies.

“Please take me home!” I cried. “My mind is in overdrive right now, and this is all I can take. I’m sure your new wife loves you very much, but giving you a flask for work? What was she thinking?”

“It’s just to take the edge off, Mr. Strikwerda. I think you should have a sip yourself. Believe me, you need it. Is it okay if I eat a bean burrito? I haven’t had lunch yet.”

Ten years and two driving instructors later, my mind took me back to this unsettling experience. The brain works in mysterious ways, especially when it consists of dark matter and black holes, like mine.

I was at a fancy New York voice-over studio, surrounded by self-absorbed nitwits who all believed they were crucial to the success of the recording I was hired to do. It was some stupid script about a new type of air bag, designed for driverless cars (and instructors with engraved flasks).

As five people argued over some last-minute script changes, I looked at the audio engineer. He nodded knowingly, and whispered in my headphones:

“Just remember: your meter is running. My meter is running. The longer they take, the more we make.”

In the past, these types of situations would have been as stressful as learning how to drive a car. I didn’t like being in a different environment with different people. Too many things were going on at the same time. Lots of egos, and me feeling inadequate and insecure. My internal dialogue would almost paralyze me with its ugly voice:

“Are they talking about me? What if I make a mistake? What if they hate my take on the text? Why is my mouth so dry? Is it okay to take a bathroom break? And what about that horrendous tongue twister in the third line?”

That was then. This is now. Things have changed.

I’ve learned how to drive while drinking a tall Latte as I listen to the BBC. I even drove myself to New York. In rush hour, and I only got beeped at once.

Call me Mr. Cool!

I leaned back in my chair, looking at the microphone. The folks on the other side of the studio window were still deliberating, and for some reason I had to think back to a radio interview I just heard on my way to the Big Apple. It was more of a conversation between two pianists, Gabriela Montero and Khatia Buniatishvili.

The interviewer asked:

“Could you describe the moment when the concert hall hushes, your fingers are poised above the keys… Take us inside your head. What are you thinking then?”

Khatia, who is from Georgia, answered:

“Actually, on stage I try not to think, because on stage there are things much more important than just human thinking that happen there. I’m totally forgetting my ego.”

“What about you, Gabriela?”

“I sit down, and I just want to be able to tell stories. That’s really the only thing that matters to me. I want to be able to convey in the deepest ways who we are, as a people; who we are, and what moves us. I want to move the public.”

Listening to these two professional performers, I felt a surprisingly close connection. As I was getting ready for my voice-over, I took a nice deep breath, and said to myself:

“This script is my score, my voice is my instrument, and this studio is my stage.

The best thing I can do right now, is to stop thinking about myself.

I’m a conduit. A storyteller, paid to move people with a message.

I have worked on my technique. I have analyzed the text. I have rehearsed it at home.

I am ready to let it go, and let it flow.

I am in my comfort zone, and this is just as easy…

as driving a car.”

Paul Strikwerda ©nethervoice

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Do Less, Make More

by Paul Strikwerda in Articles, Career, Freelancing, Money Matters 7 Comments

What’s frustration number one for a freelancer?

Being busy without being productive.

It’s a trap I have fallen into many times. I was working all day long, without much to show for it. That is, until something finally dawned upon me:

Busy people talk about how little time they have. Productive people make time for what’s important.

The question is: how do you know what is important for your business?

On some days, everything seems important: answering emails, invoicing clients, making phone calls, updating the website, recording auditions, paying bills, designing marketing materials, researching new gear, keeping up with social media… The list is endless, especially when you’re a one-person band. It’s tempting to do it all, and to do it all by yourself.

That’s mistake number one. Here’s how to fix it:

Focus on what you’re good at. Outsource the rest.

There’s a reason why a brain surgeon doesn’t do her own billing, a CEO doesn’t answer every call, and Tim Cook doesn’t design the next iPhone. People who run a successful business hire people who are smarter and more talented than they are, to take care of certain aspects of that business. These experts are able to do things better and quicker, leaving you with more time to focus on your strengths. That’s where the money is!

So, if you’re not a kick-ass web designer, hire someone who is, and have him/her teach you to maintain and update the site once it’s up and running. Or do you have time to become an SEO specialist? I didn’t think so!

If you stink at bookkeeping, get an office assistant to take care of the numbers, and let an accountant prepare your taxes. This ensures that you maximize your deductions, and you minimize the money going to the IRS. An office assistant can also take on other administrative tasks, such as dealing with unpaid invoices. That way, you don’t have to be the bad guy (or gal).

If you’re struggling to create a logo or a catch phrase, hire a graphic designer and a copywriter. They specialize in making you look and sound much more professional than you’ll ever be able to do yourself. Clients will only see you as a professional if you present yourself like a pro.

If you’re recording a massive project (such as an audio book) on a tight deadline, pay someone to edit and master the audio for you. Why spend time on a $50 to $100 per hour job, if you could make between $350 and $500 per hour?

If you’re thinking about how much all of this will cost, you’re looking at it the wrong way. Reinventing the wheel, learning on the fly, trying to do everything yourself… it will leave you frustrated and without energy to do what you do best. You know, the very things clients hire you to do. That is going to cost you!

If -on the other hand- you decide to outsource some or all of these things, you’ll be surprised how much time you will gain. Now, let’s see if I can save you some more!

AUDITION SELECTIVELY

In the beginning of my career I spent way too much time auditioning for jobs that were out of my range. Why? Because someone had told me that it was a numbers game. The more I auditioned, the greater the chance I would eventually land a job, they said. Doing auditions was a way to learn on the job, right?

Wrong!

Clients hire you because they trust you can do the job. They don’t want you to experiment on their dime. These days I am super selective. I know I don’t have a movie trailer voice, so I’m not even going to try to sound like one. I won’t audition for projects by companies or causes I cannot support (sorry fast food and tobacco industry). If you’re not offering a decent rate, you can find yourself a Craigslist talent, but please don’t waste my time.

I also got smarter in the way I audition. Knowing that clients will often only listen to the first seconds, I am no longer recording three-minute scripts. Unless the client specifies otherwise, I’ll pick a few lines from the beginning with the company name, and I’ll include the payoff line at the end. Then I’m done. I know Michael J. Collins auditions this way, and he seems to be doing okay.

One last thing about auditions: I no longer record ten takes before I’m satisfied. If I can’t produce a good read in a few tries, the job is probably not meant for me.

THE HARDEST WORD

Apart from curbing my presence on social media, there’s one other thing that has saved me tons of time: I became better at saying a certain two-letter word.

“Can you evaluate my demo for free?”

NO!

“Can you write a guest post for this blog with 12 subscribers?”

NO!

“Can you tell me how to break into the business?”

NO!

“Can you answer this question I am too lazy to research myself?”

NO!

Don’t get me wrong. I enjoy helping others, but I don’t run a charity. I run a for-profit business. That means that in everything I do, I have to think about the Return On Investment.

Making enough money gives me the opportunity to invest in ways that will save me money and grow my business, as well as the freedom to engage in activities that are important, but that won’t generate any money.

ONE MORE LESSON

When I look back at my career, I wasted so much time waiting for things to happen. I thought that if I put a few things in place; had the right equipment and a decent amount of talent, things would turn out okay. After all, a wise man had told me: “Do what you love, and the money will follow.”

Tell that to the people who are going broke, lovingly living a dream.

A few hard years later, I realized that if I wanted to be successful, I had to become the prime instigator and number one delegator. I had to stop being busy, and start becoming productive.

It was quite the transformation, but you know what they say:

“Busy people talk about how they will change.
Productive people are making those changes.”

Are you?

VO ATLANTA 2019

If your VO business isn’t where you want it to be, and you wish to change that, come to VO Atlanta at the end of the month. On Saturday March 29th I’ll be leading a workshop (X-session) called Six Steps To Turning Your Business Around. It’s a practical, 3-hour, hands-on session during which I will challenge you to take a good look at six aspects of your voice-over career. What’s working, and what isn’t? Is one aspect sabotaging other areas? What aspect needs more work? At the end of the session you will walk out with a practical plan to take your business to the next level.

The day after I hope you will join me for a fun one-hour breakout session called Winning Mindsets To Take Charge Of Your Career. Great equipment and a good voice can only get you so far in this business. What you tell yourself is just as important as what you tell others. Find out what accomplished colleagues are doing differently between the ears that leads to their success.

If you cannot make it in person, join the conference live with VO Atlanta Virtual.

Enjoy watching presentations from the main-stage featuring industry experts
For the 1st time ever, watch select breakout sessions along with expert panel discussions
Exclusive Interviews with thought leaders from around the voiceover industry

Paul Strikwerda ©nethervoice

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5 Things You Should Stop Doing Right Now

by Paul Strikwerda in Articles, Career, Freelancing, Social Media, Studio Leave a comment

Are you a nail-biter, a chain-sitter, or an overeater?

We all have bad habits we want to get rid of.

Here are some of the things I have written about in the past, I wish colleagues would let go of in 2019.

1. Spending money on new equipment while you’re still in a bad recording space.

Yes, I know you’ve been eyeballing that new microphone for the past six months now, but will it stop the neighbor’s leaf blower from blowing, or the deep rumble of the school bus from making a guest appearance in your auditions? Will it magically tame the flutter echoes in your improvised booth, and make you sound like the next movie trailer man (or woman)?

Not in a million years!

The number one thing that held me back from being successful as a voice-over, was the absence of a dedicated and isolated recording space. Once I built my own booth, I had the freedom and confidence to go after every job I felt I was suitable for. Last year, almost every production I’ve been involved in began in my home studio. It has paid for itself many times over.

Treat the space first. Then treat yourself to some shiny new equipment. If you must.

2. Expecting the keys to the kingdom on a silver platter.

I’m a member of many social media groups dedicated to voice-overs. A majority of these groups are supposed to be for professional voice talent. Yet, every single day I see amateur questions that have been asked and answered hundreds of times, coming from people who are too lazy to do their homework. In the age of the Internet no one can claim ignorance, so:

Stop playing dumb, people! It’s embarrassing.

It’s not that our community isn’t willing to share. If anything, the VO-universe is very giving to those who demonstrate relentless commitment and extraordinary talent. But I refuse to help people who want to pick my brain out of a false sense of entitlement, and a simplistic idea of what it takes to make it in this business.

So, dear colleagues: Stop giving free rides to those who don’t feel like learning how to drive. If you keep spoon-feeding a child, it will never learn how to eat by itself.

3. Complaining without taking responsibility or action.

“The book I’m narrating is awful. The author is impossible to work with. The deadline for this project is unrealistic. They expect me to record a complete rewrite of the script for free…”

First of all: Stop whining!

Winners aren’t whiners.

You’re a freelancer. You are free to work with anyone you want. Nobody is forcing you to read a crap novel about a topic no one’s interested in for a ridiculous royalty share. You don’t have to collaborate with a disrespectful writer who pretends to know more about voice-over narration than you do. If a deadline doesn’t work for you, then don’t agree to it. Never record a complete rewrite at no charge. Your time and your talent are valuable.

If you feel this particular pay-to-play you’re a “member” of, is greedy and unethical, don’t keep it in business by renewing your membership. Don’t tell me your livelihood depends on this one company. It’s bad business to put all your eggs in one rotten basket. If you want quality clients, start doing the legwork yourself. It’s part of being a pro!

4. Working for less than you deserve.

No matter what freelance business you’re in, there’s a quick and easy way to get rid of clients that treat you like dirt, and pay you accordingly:

Price for profit and raise your rates!

It’s not that complicated. Every time you accept a job for less, you send a signal to the market about your worth, and the worth of your colleagues. Clients aren’t stupid. They love getting more and more for less and less. We all do. But we also understand that there’s a link between value and price. Price is an important indicator of professionalism and quality.

I’ve said it before, and I’ll say it again: When it comes to voice-over fees, you’re either part of the problem, or you’re part of the solution. As soon as you start competing on price and out of fear, you’re doing yourself and your community a huge disservice. As soon as you start competing confidently on added value, you’re teaching your clients about the worth of (y)our work.

By the way, here’s something else you should stop doing in the new year:

5. Making assumptions about your clients.

So many colleagues tell me:

“If my quote is too high, I’m afraid the client won’t be able to afford me, and I’ll lose the job.”

Let me ask you this:

“How do you know what a client can or cannot afford? Did you talk to their accountant? Let’s say you didn’t get that job because of your higher bid, what did you lose?” You can’t lose something that wasn’t yours in the first place. Secondly, you’ve actually gained time to pursue or do a job at a respectable rate.”

Last year I’ve said “no” to more offers than in any year of my entire career, and this was my best year on record. I’m not saying that to impress you. I’m saying that to empower you.

Don’t ever pretend to know what your client is thinking of, or hoping for. You’re not in the mind reading business. You’re in the script reading business.

Never assume. Always ask.

Having said that, I won’t assume what things you’d like to stop doing this year.

If you like, you can share them in the comment section.

Don’t let me stop you.

Paul Strikwerda ©nethervoice

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VO Atlanta: a Waste of Money or a Wise Investment?

by Paul Strikwerda in Articles, Career, International, Promotion, Social Media 15 Comments

on stage at VO Atlanta 2018, click to enlarge

As VO Atlanta (March 28 – 31) is rapidly approaching, something predictable is happening. The people who are on the fence about going, start making the rounds on social media asking:

“Is it worth it?”

You’ll never hear those who have participated in previous years ask this question. For them, it’s a non-issue because they know from experience that they will receive much more than they have invested. That’s why they’re coming back again and again and again.

The question “Is it worth it,” is asked a lot on social media in different ways. “Is joining Pay to Play X worth the money?” “Should I buy microphone Y?” “Does Mr. Z produce good demos?” I’m always surprised by the number of people ready to answer these queries without knowing anything about the person who is asking, and knowing very little about the subject matter. Online, the deaf often lead the blind.

A MATTER OF VALUE

When someone asks me “Is it worth it” I want to know at least two things before I decide to chime in:

What do you mean by “it,”

and

How do you determine “worth?”

If I don’t get clarification on those two things, I’ll run the risk of answering the question from my experience and with my values in mind, which are bound to be different from the person asking the question. Bear in mind:

People don’t do things for my reasons or your reasons.

They do things for their reasons.

Once you find out what their reasons are, you can make a case based on what motivates them. Consequently, they’re more likely to resonate with what you have to say. Anyone working in sales should know this.

Going back to the questions behind the question “Is it worth it?” what does the first “it” actually mean? Obviously, “It” refers to VO Atlanta. It is a linguistic attempt to fit the entire conference experience into a two-letter word. You don’t have to be a brain surgeon to see that that’s impossible. A conference like VO Atlanta consists of multiple days loaded with content and social interaction. It’s pointless and unfair to boil that down to one meaningless word.

ACTIVE PARTICIPATION

Besides, everyone experiences the conference differently. It’s not a spectator sport. As in real life, what you get out of it is greatly determined by what you put into it. If you don’t put yourself out there professionally and personally, you’ll have a very different conference then when you do. In other words: YOU determine the return on investment.

Here’s my prediction. If your mindset is “I’ll wait and see. You come to me,” then you’re not going to get as much out of the conference compared to an actively involved participant. Some of the most valuable and memorable moments at VO Atlanta (and I’m talking about “worth” now) may come from unplanned, spontaneous meetings in the corridors of the hotel, or at the lunch table.

They may come when you gather all your courage to walk up to one of your VO idols and start a conversation. Before you know it, you end up sharing a meal as you informally talk about the biz. That’s what makes VO Atlanta so unique.

2019 keynote speaker Kay Bess

As a former journalist, I had to report on lots of conferences. From that, I learned two things. One: most of these gatherings are a snooze fest. Two: the speakers are unapproachable and leave as soon as they’ve collected their checks. Everyone who’s ever been to VO Atlanta will tell you that this event is the complete opposite. It is engrossing and entertaining, and all presenters are accessible during the entire conference.

There are no industry secrets and no oversized egos. Just people who want you to succeed.

What else would make VO Atlanta worthwhile? I won’t speak for you, but I’ll gladly share my thoughts and feelings.

IN IT TOGETHER

What many are looking for, is a sense of connection. We all do our work in isolation, in a small box, talking to imaginary people. We know that there are lots of other silly people who do the same thing, but they’re just a profile picture on Facebook or Instagram. Meeting these people in real life means truly connecting with an international voice-over family you never knew you always had. There’s an instant rapport with folks who really get you because they do what you do, and love it just as much.

As the grand hotel ballroom fills up with hundreds of talkative colleagues, you look at the gathering crowd, and it suddenly dawns upon you:

2018 keynote

I am not alone! This is my community! These are my people!

Here’s what happens: competitors become colleagues, and colleagues become friends. Friends become a support system you can count on in good times, and when times are not so good.

“That’s all nice, warm and fuzzy, but will it get me any work?” you ask. “My clients aren’t going to be at VO Atlanta.”

I can only speak for myself, but I get a lot of work through referrals from colleagues who know that I am the go-to person for Dutch and neutral English jobs. People don’t refer people they don’t know, so it’s important to make connections. A conference is an ideal setting to do just that.

LEARNING FROM FEEDBACK

You also get a chance to impress top coaches and casting directors with your audition. Normally, you’d probably have a hard time getting in the door with these folks because they have no time and they don’t know you. At VO Atlanta, meeting them is part of your ticket. Not only will they listen to you, but they’ll also give you feedback on your read, and if they like you, they might sign you.

Because the voice-over industry is not regulated, there is no requirement for continued education. Come to think of it, there’s no requirement for any education! As the number of professional VO’s increases each year, those who are best prepared, have a greater chance of actually making a living. The many panels, workshops, presentations, and X-sessions at VO Atlanta will give you a necessary edge in a crowded field. Rather than reinventing the wheel making beginner’s mistakes, you’ll save time and money by learning from the pros who made the same mistakes when they were starting out.

Do you need more reasons to come to Atlanta?

THE SECRET INGREDIENT

There’s one thing you won’t find in any of the promotional materials, online or otherwise, simply because it cannot be captured. It has to be experienced. I am talking about the energy at the conference. At times it’s electric and contagious.

I may be biased, but I think that voice-over people are among the least pretentious, kindest, and most giving people on the planet. In Atlanta, the sense that we’re all here to help and support one another is overwhelming. Together we’ll continue the fight for fair rates, we’ll call out unethical and greedy companies, and together we’ll strive to continuously raise the professional bar. Plus, we don’t take ourselves too seriously, and we like to laugh a lot!

To someone who has never been to this conference the following may sound overly dramatic, but at VO Atlanta I got a glimpse of what the world can be when people of all backgrounds, faiths, persuasions, languages, and traditions come together and cheer each other on. It is powerful in the most positive way, and this world needs more of it. When leaving last year’s conference, I couldn’t stop smiling!

To me, that positive energy was one of the greatest takeaways from the conference, and one of the many reasons why I will be coming back as a presenter and a participant.

WHY YOU SHOULD GO

Lets face it. You’ve been working hard for the past couple of months and you deserve a break. A BIG break, even. Do yourself a favor and get out of that musty studio of yours. Go south, see some daylight, and meet some real people. You may not read from the same script, but you’re already on the same page.

the author presents

Take part in the group challenge and record a commercial for a charity. You might even win some gear! Dress up under the disco ball, and dance like no one is watching. Laugh a lot and cry a little when a deserving colleague receives the Unicorn Award. You’ll come home feeling recharged and refreshed.

And remember to look for the guy in the yellow clogs!

See you there!

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The Myth of the Shortcut

by Paul Strikwerda in Articles, Career, Freelancing, Money Matters Leave a comment

“Seize the day,” “Carpe Diem,” “Maximize each moment.”

In a society as hectic as ours, that seems to be sound advice. Especially at the beginning of a new year.

All of us are given a limited time on earth. The best thing is to use it wisely. Don’t worry too much about tomorrow. Get the most out of each day.

Go to any electronics expo, and you’ll find tons of smart gadgets designed to make us do more in less time. While some of these ingenious tools can be helpful, they are part of a trend that worries me:

Life is speeding up. People are getting less patient, and more stressed.

They are focused on the short term, instead of thinking ahead.

Why? Because we crave certainty, and it’s easier to predict what will happen in the next moment as opposed to years from now. Instant gratification has never been more popular, and has never been more destructive.

A few examples.

Politics doesn’t think in decades anymore. Voters have short memories and demand quick results. Policies that lead to temporary gains are favored over measures that may take years to implement and bear fruit. Let’s drill for energy today, and we’ll worry about the environment later!

We’re not interested in diets or exercise that lead to gradual, lasting weight loss. No, we demand results by the end of the week. And if that scale doesn’t give us a number we’re happy with, we blame it on the method and move on to something else. But everybody knows that losing pounds is the easy part. Keeping them off is much more challenging. That requires long-term commitment.

Makeover shows on television tell us that people can change their lives in a matter of days. It takes us a week to build an Extreme Home, five days to turn a failing restaurant around, and 48 hours to learn what not to wear. After that, we’ll never be the same again! Well, a few weeks later our dream home is leaking, the bistro is going bankrupt, and that fashion-challenged girl dresses like a slob again.

I’m sorry to break it to you, but quick fixes rarely lead to lasting change.

Short-term thinking is a big problem in the “industry” I’m a part of: the wonderful world of freelancing, in particular, the voice-over industry.

THE MYTH OF THE SHORTCUT

Thanks to false advertising, unrealistic expectations, and an attitude of entitlement and impatience, some people still believe they can rise to the top in very little time. Just read this book, take that seminar, and buy some cheap gear. Before you know it, you’re in business! No experience necessary.

And when these people finally come to me for coaching because they’re not getting anywhere, they are shocked when I present a long-term plan without guarantees.

“That can’t be,” they say. “This takes too long, and it’s too expensive. I don’t have the time, and I don’t have the money. I thought this would be easy.”

I tell them:

“If you’re in this for the long run, a few simple steps won’t get you anywhere. Would you throw some seeds into the soil and expect a few trees to magically pop up the next morning? And would you expect these trees to bear fruit the day after? It may very well be a couple of years before you book your first job.”

One person responded: “If it takes that long, you’re probably not a very good coach.”

I replied: “If that’s what you believe, you probably won’t be a very good student.”

THE ONLINE CASTING TRAP

Another example of short-term thinking is the way some people perceive the “membership” fee for online casting sites. They tell me: “If I book one nice job, this whole thing pays for itself.”

No, it doesn’t. It wouldn’t even be true if you only booked that one job. If you spend let’s say $399 on membership, and you make $399, what’s your profit? To see if that $399 would be a worthwhile investment, you’d have to look at an entire year of membership, and ask yourself: “For all the time and money invested, how many dollars did I get in return?”

You’d have to add up all the money made through that Pay to Play in one year, and deduct the membership fee, taxes and other expenses. Then you divide your net profit by the total number of hours required to generate that income. By hours I mean all the time spent looking at jobs on that site, doing auditions, communicating with clients, and recording/editing the audio.

When you finally look at how much you’ve made per hour in a year, do you think this is still a good investment, or should you spend your time and money elsewhere? Of course no one ever takes the time to run the numbers. Perhaps they’re afraid of the answer.

A COMMON MISCONCEPTION

But don’t make the mistake that short-term thinking is just a problem for the newbie. I often encounter it when colleagues discuss the hot topic of pricing. People with a short-term view tend to charge lower rates than those who are in it for the long haul.

“I’d rather make a hundred bucks now, than lose out on a job,” they say. “A bird in the hand is worth two in the bush.” A week later they complain that they can’t seem to make a living as a voice talent.

No surprise there.

Your rate is not just about money. It’s a sign of professionalism. It sends a signal to the client: “This is what I believe my time and talent are worth.”

It also sends a signal to the industry: “This is what I believe this job is worth.”

By the way, it’s much easier to book a low-rate job than to land a well-paid gig. Any fool can undercut the competition (and go broke in the process).

Here’s the thing: If we devalue the work we do, don’t expect rates to rise. Low rates will become the new normal.

How do we turn this around?

Step one: realize that short-term actions have long-term consequences.

If you don’t think about the long-term consequences of your actions, your life becomes inconsequential.

A NEW FOCUS

If you wish to have sustained success as a freelancer, you have to start thinking long-term, and big picture.

You have to ask yourself:

“Where do I want to be, five years, ten years from now? How much do I need to minimally make in a year to get there? What do I have to invest? How much do I need to charge?”

Of course you also have to factor in what people around you are charging, and what clients are willing to pay. But don’t let that limit you. Premium products command a premium price. If you think that’s just a slogan, tell me: who’d have thought people would be willing to pay over $1000 for a mobile phone?

Thinking big picture also means you have to consider the effect your actions may have on others, and on this planet (often for generations). You don’t live on an island. It’s not just about you. What you do or don’t do may not seem earth-shattering, but it makes a difference. A tidal wave consists of many small drops.

So, here’s my humble request for 2019:

Accept that there are no shortcuts to success.

Slow down, practice patience, and embrace delayed gratification.

Dare to say no, instead of settling for low.

Trust me.

All of this will pay off in the long run!

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My Most Moving And Miraculous Year

by Paul Strikwerda in Articles, Career, Freelancing, Gear, International, Internet, Journalism & Media, Money Matters, Pay-to-Play, Personal, Promotion, Social Media, Studio 6 Comments

Paul Strikwerda

Counting correctly, this is my 49th entry this year. Wow!

You may have read them all, or you may have read a few. Anyhow, I’m glad you’re here so I can remind you of the stories you have memorized, as well as the ones you may have missed. As always, blue text means a hyperlink that takes you straight to the story.

Apart from the usual musings about clients, colleagues, and the ins and outs of running a for-profit freelance business, things took a very serious turn some nine months ago. March 26th was the day I almost died. It was hard to imagine that only a few days before, I had been a presenter at VO Atlanta, which I didn’t like, by the way. I LOVED it, and I’ll be back in 2019!

After my stroke, the blog entries kept coming, but I disappeared from your radar screen, so I could focus on my recovery. One of the things I had to work on was getting my voice back, which is not as easy as it sounds.

People going through major, traumatic, life-changing events often ask three questions:

– Why me?

– Why this?

– Why now?

In Life’s Unfair. Get Used To It, I’ll tell you how I deal with these questions. Stories like these are examples of what I’m trying to do with this blog. Many assume that since I work as a voice talent, this must be a blog about voice-overs. That’s only partially true.

For me, the world of voice acting is just a lens through which I observe and comment on the world. When I write about customers, colleagues, and communication, what I really write about is relationships and human interaction.

A story like Filling In The Blanks, is not only a tale about what happens when you start to second-guess what you think your clients want to hear. It’s a story about perception and projection. About making assumptions, and finding true meaning.

In Getting In Our Own Way, I describe two types of voice talents: the narcissist and the masochist. They are two types of people who are very hard to teach. Take a few minutes to read it, and tell me if it only applies to the world of voice acting.

One more example. Are Clients Walking All Over You? is not just about dealing with difficult clients. It’s about how to handle conflict and getting a spine. That’s something many of us struggle with on a regular basis.

Some of my stuff is explicitly written for those who are thinking of becoming a voice-over, and those who are new to the business. When it comes to these people, here’s my general approach: I tell them what they don’t want to hear. As you can imagine, that makes me very popular in certain circles.

Stories like Entitled Wannabees Need Not Reply, Ten Lies Voice Overs Tell, and 5 Reasons Why You Should Never Become A Voice-Over are perfect examples. Bored Stiff, about the unexciting parts of being a VO, is another one.

This December I wrote a 3-part series called Why is doing voice-overs so difficult? (here’s a link to Part One, Part Two, and Part Three). If you ever have the “People told me I have a great voice” conversation with a wannabe, and you’re lost for words, please point them to this series.

Now, whenever I write these cautionary articles, there are always one or two commentating newcomers who still believe I’m trying to denigrate and disparage beginners.“You must be threatened by us,” they say, or “You were once a newbie. Why are you so mean?” It’s as if I personally reject them.

Although I’m convinced The Voice-Over World Needs More Rejection, it is never my intention to spitefully discourage people who are talented and truly committed to becoming a voice actor. In fact, in my blog I give those folks tools and strategies to help them navigate a new career in a competitive market.

Take a story like Surviving the Gig Economy, or 4 Ways To Get From Good To Great. The Secret to Sustained Success is another example. As a blogger I want to warn and welcome my readers to this fascinating but tricky line of work. Not to scare them, but to prepare them. If you don’t get the difference, you’re probably too thin-skinned for this business.

Speaking of business, without customers, you would not have one. Blog posts like Is Your Client Driving You Crazy? or Learn To Speak Like Your Clients were written to help you manage the delicate relationship with the hands that feed you.

In Would You Survive The Shark Tank? I invite you to take a good look at your business to see how well you would do in front of cash-hungry investors. If you want to cut expenses, read Becoming A Frugal Freelancer. If you need to increase sales, turn to How To Sell Without Selling. If you’re struggling with getting fair rates, read Stop Selling Yourself Short.

As a voice-over coach I’ve encountered a common problem that’s keeping talented voice actors from making a good living. They have the right training, the right gear, and promising demos, and yet they’re struggling. Why?

Because they are subconsciously sabotaging their success. They might be stuck in the Perfectionism Trap. They might be suffering from Mike Fright, or they might be held back by other fears. In other cases they are lacking a support system, or they may need some serious rebranding.

This year (like any other year), I could not resist writing about gear. Check out Picking the Perfect Voice-Over Microphone, and Equip Your Voice-Over Studio For Under A Thousand Bucks. Start spending those lovely gift cards during the post-Christmas sale! I know they’re burning a hole in your pocket.

What was my greatest gift this year? I’ll tell you: it was your ongoing support when I needed it most. Thank you for reaching out after my stroke, and for showing me that you’re not just a colleague or reader of this blog, but a true friend I can count on when times are tough.

My recovery made 2018 a miraculous year.

Your help and encouragement have moved me more than words could possibly convey.

I wish you a very happy and healthy New Year!

Gratefully yours,

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