Client Relationships

Watching Kramer negotiate this deal with Mr. Seinfeld is quite humorous, particularly if you are a working voice over actor and have to frequently negotiate your own rates directly with clients. Here, Kramer, like voice talents, understands the market. Mr. Seinfeld has the product but little knowledge of the market, which can often happen with our clients. The nuances of the value that each bring to the table complicate matters, as George points out. Of course it is much easier when our agents can negotiate on our behalf, but as this is not always possible, this clip has a lot of relevance. This week I had to negotiate a TV and Web commercial campaign with a client I have worked with before. They wanted a buyout in perpetuity which is never great for voice over actors, and they came in with a very low ball offer. Luckily, I was not in uncharted waters. So let’s flesh out my experience negotiating through the much more fun lens of Seinfeld. In Kramer’s behavior we see a lot of mistakes that lead people down a bad path when negotiating.

Don’t Jump the Gun

Kramer is so excited to make a deal that he doesn’t hesitate to jump at 25%.  I think this happens a lot in voiceover, especially with newbies, and especially when times are slow. You have to know your value and you have to know and more importantly understand industry standard rates. First the client asked me for a quote. We had a back and forth that went like this:

• I countered by asking if they had a budget they were trying to stay within.
• They said no and asked for a quote with a range.
• I provided the range and they said they wanted a buyout in perpetuity. This was based on a known industry rates guide.
• I did not have a problem in this instance given the end user I was dealing with here. I sent the revised quote.
• They came back with a budget at about a third of my quote.

That is the moment you begin a dialogue with industry friends on where to go and how to proceed. I also did suggest to the client that they may want to speak with one of my agents. Notice that unlike Kramer, none of my actions were immediate. They were calm, deliberate, and provided detailed explanations to the client. It was a process. A detailed process.

You Often Need to Show Your Value to Your Client

Here, Mr. Seinfeld did not appreciate the value that Kramer was bringing to the table. His perspective was very one-sided. Often clients need to be educated. When Mr. Seinfeld is in the kitchen talking to Mrs. Seinfeld, they only see the value of their product, they show little understanding of the service that Kramer is providing them with his knowledge of the marketplace. In voice over, some clients do not understand why usage matters. This is why it is always important to invoice for both usage and your session fee on your invoice Every. Single. Time. I have other clients who understand perfectly why it matters and what they are paying for but think that if they are in a very small local area or if their client has a smaller budget then none of that matters. In some instances, for folks who are new to casting voice over actors, they do not understand that they are casting professionals with thousands of dollars in equipment, years of coaching, broadcast ready home studios, and all that we have invested in our businesses.  So, as a voice talent, you have to decide what you can live with and what you can’t.

You Need the Right Sounding Board

Kramer got good, solid feedback from George. Kramer listened to George. He was inspired by George to go back to Mr. Seinfeld and talk about the terms again. In George, he had a friend he could count on. Who are your industry friends? This is extremely important in voice over. This is no small thing. This is why conferences, holiday parties, and Uncle Roy’s annual BBQ all matter! When I have these negotiation issues I can talk to my accountability group, the ladies of the “VO Powerhouse” as we call ourselves or I reach out to Maria Pendolino and you can actually schedule consultations with Maria to help you bid. I like talking it through with friends because sometimes I need the right words so that I don’t seem like a crazy person. After all, do you want to seem like Kramer when you go back to your clients to “educate”them? I don’t think so.

If you prefer to brave it on your own, there are other industry resources  available including the GVAA Rate Guide, Gravy for the Brain Rate Guide, and the SAG Rate Guide. All of this should give you a strong sense of where your rate should be.

Don’t be Afraid to Go Back to the Table…In the Right Way

Both Kramer and Mr. Seinfeld wanted to renegotiate. But there is a right way to say something and a wrong way, and these two, well…they do not really exemplify a way that a successful small business owner typically will build a meaningful relationship with a client.  More than getting the rate that is best for you and best for the voice over industry, you also want a client and not a single gig. If you carry yourself like Kramer, or George, you are not likely to build lasting and meaningful client relationships. There is nothing wrong with taking the time to work through something. This week I was able to get my clients to double their offer. While it was lower than my initial quote, it was much higher than their initial offer, and it is a number I am comfortable stepping up to the mic for. Be positive, polite, and straightforward. Know what you are willing to do and be firm about your boundaries. And then book, book, book!

The Year of The Guided Session

There are a lot of things that will make 2020 memorable for the rest of our lives: living through a pandemic, the national election, the state of our country in general. As a long-time professional voice over actor, one of the trends I have noticed in the past few months as bookings have picked up again is that so many of them involve live sessions also referred to as guided sessions. Prior to Covid-19, I would say that I self directed 80% of my work, and the rest were live sessions. Now I have live sessions almost daily. Interestingly most of my clients prefer zoom, although often I am asked if I have Source Connect and specifically which version I have. I do happen to have the highly sought after standard version, but interestingly that is not what is most often requested by my average client when they want or need a guided sessions. How do I feel about this rise in live sessions? I love them!

Genres Using Them

I see this rise in live sessions occurring across genres, but in particular in commercials, in explainers, and in eLearning. I also have been booking a lot more work with NDAs for these sessions, and that seems much more common this year. Across the genres, I am booking a blend of covid specific and good, old-fashioned brand relevant content. I think the clients love the live sessions because they can really get the read they want when they want it.

Trends I Have Noticed

The major trend I have noticed is how many participants are in on the call. It used to just be one or two except when I was doing video games or mobile apps, then I typically had more. Recently, on almost all of my sessions except for a tv spot last week that was just one producer, there are huge teams of 7 or 8. They seem to like to bring on everyone from the person who cast me to the person who wrote the script to the folks from the brand to the creatives putting the content together. The teams are big. And what seems to happen now is that one person will give directions. Then they will tweak the directions. Then when they are satisfied they will ask for feedback from everyone else on the team. This can go on an on and it can be very amazing, depending on how patient you are. As I have been fortunate to have a lot of well-written scripts, it is typically easy to provide alternative reads, but that is not always the case. Most of the time the teams are on the same page and most of the people keep themselves on mute. I have been on a few calls where someone forgets to mute themselves and we have some issues later.

As I mentioned earlier, a lot of my clients ultimately ask for zoom even though I have Source Connect. I actually think this is related to the trend of included everyone in the live session. It is much easier to loop everyone in via zoom, when with Source Connect only the ones with the subscription can join.

Why They Are Great

Guided sessions are wonderful. Put simply, clients finish with what they need! It does not end until the client has what they need. If it does, they have to pay for a new sessions. I also happen to love the creative energy and the back and forth that happens in a live session. If you are lucky enough to get a good rhythm going, then you can really make something special together. Most of the time I too feel that the work that came out of a live session is different than what I would have submitted had I self directed. You just end up going in different directions based on where the client and the production team takes you. They have a specific vision in their head and you have this amazing opportunity to bring that sound to life. The collaborative process is incredible. Providing instant gratification, knowing that your client will end the session with the pristine audio they need to complete the spot is a really good feeling. There is no back and forth. There are no more takes. And working together as part of the creative team is so much more fun than doing it alone.

Just be Mindful of Time Zones

One quick note, as the voiceover industry is typically quite an international one, do mind your time zone conversions! It can be trickier than it seems! Years ago I had a session with a client in the South of France. I was coming back from the beach myself, and little did I realize I asked them to record at 10 PM their time. I felt terrible. More recently I had a new client in Mountain Time! I was so confused by this. I don’t know why, but it twisted my head in a pretzel. So, especially if you have multiple bookings in one day, try not to overlap them! The zoom calendar is super helpful that way!

A Degree of Trust…

As a professional voice over actor, I can say I interact with industry contacts as just that, as a professional. I get auditions, I submit auditions. It is non-emotional. It’s business. When I connect with people on Facebook or LinkedIn, it’s business. I’m delighted, but still, it’s a business contact. Yet, there is a degree of trust that we must assume when we interact with clients and new contacts alike in the voiceover industry, right? Voice actors like myself often send recorded audio to people, whether they be clients or prospects, that we actually know very little about, and when we do this we trust that the audio we send is being used under the agreed upon terms. We trust that it is not manipulated. We trust them with our contact information. There is a lot of trust going on. For those of us who are working mothers, who have a family at home, we have a lot invested in the businesses we have built, and this trust is no joking matter.

Crossing the Line…

I will be vague as I describe a bizarre and quite disturbing incident that happened in the last week. I need to be vague to protect myself and my family, and unfortunately a friend who was dragged into the mix. The story begins on LinkedIn. Like many voice actors, I spend a lot of time connecting with prospective clients on LinkedIn. I have made some great contacts and gained wonderful clients that way, and only twice before had issues where I felt like lonely guys were a little too friendly. This incident was not that. This week a contact asked for my email so he could send an audition. Perfect, right? That is typically the goal of LinkedIn correspondance, isn’t it? The male clients sent me the “script.” I call it that because it was written as a short story, and from that he wanted me to read for three animation parts. It seemed unusual, but after years in the industry little surprises me and he wanted an improv read, 30 seconds each. No problem, I submitted and moved on and this was just one of the many auditions I was doing. Then he called me. He turned out to also live in the NYC area. He wanted help shopping his script. This is when things got weird.

At first I did not see any red flags. I connected him with an agent and she was not interested. Next I connected him with an industry friend. To protect my friend I will give very little details as she is extremely well known in the voiceover world. I was still assuming that this was completely professional. While my interactions with this guy had been completely professional and he was not flirtatious with me, my friend is single. Their interactions were flirtatious. She asked me if he was for real, and I had no idea, as I really did not know him, as we seldom do when we meet people on the internet. My friend was smart enough to google this man. She found a shocking post about him in the NY Post!  He was a known scammer who served hard time for a sextortion scandal. This was one sketchy guy. While yes it is possible that he is on a path to redemption and yes everyone can change, as a working mom I had no desire to find out where he was/is on this journey and was very shaken to have had any involvement with this guy who had been calling, texting, and emailing by this point. I was further shaken that I had actually made industry contacts and friends vulnerable as well. This did not sit well in any way.

Immediate Response

My immediate response was to block him in every way I could: by phone, his email, his texts, and on social medial. This still felt, though, that it was not enough. Learning to do my research (or different research) also seemed like a step in the right direction, but when the contact was a result of research, I felt like I was spinning in circles. The problem is that when you are a working mom, a solopreneur working from home, there is no security at the front desk keeping anyone away. My dogs are more likely to kiss any one who comes to the house than threaten them. And that points to the next issue, I realized just how findable I am. I am on “google my business,” which is in my home. My home address is on client invoices and newsletters. I use my actual cell phone number.

I posted in the “Voice-Over Mamas” Facebook Group asking other working moms in voice over whether they use PO Boxes and their phone numbers. Their were quite a few established talents who do use PO Boxes, but less for safety and more for making sure that clients who pay by check always get the checks to them. It seems that everyone in the group used their real mobile phone.

I went looking to see what other businesses do to protect themselves. The only other option it so invest in a virtual office space, which a lot of LLCs, which I actually am, are doing. I found this useful article if you want more information about how to do that:

https://www.virtualpostmail.com/blog/5-ways-to-get-a-commercial-business-address-for-your-startup

The Aftermath

Besides feeling shaken, I have not changed my setup yet. I have lots of questions. I think more than changing what how I am set up, this icky feeling (for lack of a better word) will stick with me. This feeling of vulnerability is not a pleasant one and I think that when future contact behave in a way that is outside the norm I will simply pass on the opportunity. I am not desperate for work, I am established in my career. I would rather forgo something that does not seem right than expose myself and my family to potential harm.

Not You, Me!

Do you ever listen to the Taylor Swift song “You Need to Calm Down” and think she is singing directly to you? I can’t be the only one. So as proud as I am to be a working mom running my own small business, I would be lying if I told you I was always able to separate my feelings from my work 100% of the time. I think when you are as passionate about your industry as I am about voice over, remaining detached and having good perspective all the time can be a challenge. Why does staying calm matter? Regardless of the business scenario at hand, as voice over actors we need to remain calm in order to cultivate and maintain meaningful client relationships.

Two Interactions That Got My Wheels Turning This Week

This week I had not one but two instances where I nearly lost my cool. In both cases, I was fortunate that in the time that I was venting to my family that is home with me, each issue came to a positive resolution and each time it gave me pause that I should have been calmer in my reactions.

The first instance involved a collections issue with a client who typically pays after the 90 day mark. I typically do at least one commercial per quarter with her. The terms of my work is that I expect payment NET 30. My process for collections is that clients get a friendly reminder at 30 and 60 days out. When it hits 90 days they get a letter from my lawyer. This particular clients is a pleasure to work with. She is not demanding, she is clear in her direction, and she is delightful. She just always pays late. Always. So this time the letter was sent at 90 days. Typically she responds by paying promptly. Things are, however,  different now. The letter got no response. By day 105, I was very upset. I felt that after our long relationship, some communication was warranted even if she needed to let me know that she needed an extension or a payment plan.  In my head I was playing out multiple scenarios, including contacting the end user and posting in our Facebook VO Red Flags Group. Then, around day 110, she responded to my lawyer with a lovely email that she had been out of the office due to the pandemic and issued payment. Done. She also wrote a nice note about how excellent my work is. So all of the time I spent thinking about how she was doing this maliciously, it was all in my head. I already knew going in that she pays on the slow side, and because of the pandemic it was slower. The take away here is not to presume to know what clients are thinking or to get emotional. Staying calm and dealing only with tangible facts without freaking out is clearly the best way to preserve long term client relationships.

Another interaction involved my reaction to client feedback for a roster I’m on. This particular roster does not pay in the high end of rates, but they are typically easy to work with and send a bulk of work. For me, one challenge that I have is that instead of just emailing me bookings, the upload all voice over assignments through a web portal. Anyway, a commercial came in for a client I have done work for before. All communication with the producers in this roster is typically through the portal. In general the reality in the voiceover industry is that there is not a lot of human interaction and when you get feedback without inflection it’s possible that there can be more or less to that feedback. My natural tendency is to jump to conclusions and become emotional. I learned this week, upon receiving repeat bookings from this roster, that unless I am told explicitly that something is wrong, everything is ok. I think when we want so badly to make our clients happy, and so rarely get any feedback at all, it is easy to have these conversations in our head. In the end, it is better to remain calm.

Finding My Inner Zen

If we have ever met in person, you would pick up right away that I do not have a calm, relaxed energy. Having spent much of my adult life in New York City, the frenetic vibe of the city always suited me just fine and if anything I thrived feeling that pulse. I will say that recent life during the pandemic has made me want to take things a little slower.  Now that I am home with my family 24-7, remaining calm seems much better than getting bent out of shape over every little thing. If I let the small stuff get to me, this pandemic would be impossible to get through. I am trying to actually live by the advice I give my children. And of course, by the brilliant lyrics of Taylor Swift:  “But I’ve learned a lesson that stressin’ and obsessin’ ’bout somebody else is no fun…You need to calm down, you’re being too loud.”

The Talk Began with Armin at One Voice

Yesterday I spent much of the day online in my den enjoying different workshops from the One Voice 2020 conference. I had not planned to fly to London to attend before the pandemic, but since virtual attendance became an option I was excited to participate.  I got so much out of the sessions, from thinking about craft and marketing, to thinking about my feelings about auditions and the work that I book. So, from the start, thanks to Hugh Edwards and the entire team at Gravy for the Brain for this amazing conference!

Each session got my wheels turning for different reasons, but during Armin’s session that was around 11 AM EST, when he spoke of defining quality in the industry. My head was bursting with ideas. If you don’t know Armin Hierstetter, he is the founder and CEO of the online casting platform Bodalgo. Unlike some platforms where you can simply sign up, Bodalgo stands apart because Armin has a screening process to begin with, setting a bar for “quality” from the start. In his talk, Armin spent a bit of time talking about what is going on industry wide in terms of quality, what quality looks like, and how quality could be achieved.

Why does Armin’s chat matter so much? Well, if you recall last week I blogged about Casting Director MaryLynn Wissner and what happens if we take Coaching out of the mix when defining a professional. Yesterday, Armin made a strong argument for why coaching and training matter when defining quality in voiceover. Armin was not alone when he spoke about the importance of coaching, I heard this message from Kay Bess as well. I think any well-established talent in the industry will tell you with pride how much they have invested in working on their craft. Next, Armin also spoke about the importance of audio quality. Again, in order to book work competitively at the moment in the industry, a professional talent must have the “right” equipment in a sound treated space and know how to edit it. But simply having training and buying equipment alone is not enough, these need to combine with an ethical underpinning on platforms that are out to foster the growth of the industry, and all of that together creates a synergy to provide quality work for out clients.

So, inspired by Armin, let’s examine more in depth how we can work together at this unique moment in history to provide outstanding VO quality for our clients:

Training:

It is imperative that in order to be competitive in the voice over industry today a talent must have coaches and continue to work on their craft. When I started I did a combination of one on one coaching in specific genres, online classes, acting and improv. Whether or not you are working towards a demo, a good coach will help you develop your strengths and identify your weaknesses. They will also help you identify next steps and encourage you with other genres of voice over that would likely be a good fit. As MaryLynn mentioned in her blog post, good coaches ideally have a responsibility to give talents both a push in the right direction and a heads up if they are sub parr.

Attending conferences is essential to understanding industry trends. What is current and booking changes. If you are not in touch with other voice actors and involved in current training, how do you know what is booking at the moment? There are also differences by region. For example, I was told at WoVo Con 2019, this year, that when submitting west coast auditions I should add touches of improv but never to do that on auditions being submitted in NYC. Working out and doing line reads in the presence of other voice actors, while humbling, also helps you see where you fit in in the community and if you are in fact up to snuff. It is really important to push yourself to these challenges and participate in such community activities.

Audio Quality:

Audio quality matters. Clients can hear the difference when listening to auditions. I have always been a big proponent of getting WoVo studio approval and when I cast jobs for clients will only cast with talents who have been vetted through this process.

For those wanting to learn as much as possible about studio setups and audio standards, there are lots of great ways to go about it. The VOBS weekly show is really helpful. If you started watching today, you would be busy for a while! Both Dan Leonard and George Whittam are also available to help teach anything related to audio processing and studio set up, as is Tim Tippets, and Roy Yokelson. There are others out there too, but if you want to have competitive audio, the quality of your raw audio needs to be outstanding and then you need to know how to edit it. It’s that simple. Those of use who have been in the business for a while typically attend workshops at conferences on DAW upgrades. For example, I love learning more about Twisted Wav. We also typically make improvements to our travel rigs. If your audio is not pristine, all the coaching in the world won’t save you.

Conclusions

If you want to succeed in voiceover, there are not short cuts to creating quality work. There is an industry standard and the bar is high. That is what books. If you are aware of those of us who continue to book at this time, the answer to what sets them apart is one word: quality.

What Voice Over Client Correspondence is Appropriate during a pandemic?

As a small business owner, this is a very personal choice, but to me the line is extremely clear: the only unsolicited  communication that should happen during a pandemic is genuine, caring correspondence. Period. If you have spent years of your life building and maintaining client relationships so that each booking is not a one-off, but instead a life-long client relationship, than be a friend and check in. But when I say this I mean genuinely check in with care and concern in your heart. If your heart isn’t in it, don’t do it.

Why is it wrong to try to see yourself right now?

If you are reaching out to folks you have already worked with, odds are they know as soon as they see your name and your email that you are a voice actor. If they needed you for a booking they would have asked. I have been checking in on clients. At radio stations, the program directors and operations managers are working with skeleton crews and their limited crews are running multiple stations and doing the jobs of many.  They are working long hours just to keep radio going. Other clients tell me with great concern how their business has been decimated. Those who also do live events have had massive cancellations. So does this seem like the time to ask how their projects are and send a demo? NO.

This is a test…

This time period will pass. Some companies we have worked with will exist when this is over, and others won’t. If you have clients, actual clients that you have worked with repeatedly, be a friend now. Be supportive. Don’t make it about you. When the pandemic ends, regardless of what is left of their business, do you went to be remembered as a greedy pest or a supportive, kind soul? Only you can decide what your Coronavirus legacy will be, but I would much rather be defined by posting too many pictures of my precious dogs than by stalking my clients in their darkest hour.

Who requests RUSH jobs?

As a professional voice over actor, I get requests for RUSH jobs all the time. This is why it is so important to be a full-time voice talent, so that I am always available when clients need me. I get requests from standing clients that I have worked with repeatedly and from new clients who happen to need something right away. Folks need audio in a hurry for all sorts of reasons. Sometimes they are just too close to their deadline. Sometimes those in productions were also hired late and the commercial, video, or social media is set to air and the VO is often the last piece of the puzzle. Sometimes it is an eLearning module and new content was created but the rest of the content library is ready to launch. Whatever the scenario, the client needs it when they need it and I am ready and able to get it to them!

What is the DIFFERENCE in turnaround time between RUSH jobs and standard delivery?

When we are talking about standard delivery, typically in voiceover it is assumed that it will be a 24 hour turnaround. Sure, it might be less than that, but if a client does not specify that they need it fast, it is pro forma that it will be within 24 hours.In contrast, a RUSH job is typically done in 4-6 hours and sometimes clients want or need you to stop what you are doing, put it aside, and record right then because they genuinely need you at that moment. The audio is essential and they are in a major RUSH.

Is there an extra fee attached to RUSH jobs?

It depends. It is industry standard to add at least a $50 RUSH FEE to RUSH jobs, especially when you have to put another job aside to do said rush job. Clients should expect to pay the rush fee. On quiet days in my studio when work comes in and I just happen to turn it over fast I never charge a fee. Likewise, if it is a client I work with all the time and they need something and I am not busy, I am always happy to just do it for them without the fee. Should I be away on vacation and having quality time with my

Here is my travel rig, I can even accommodate RUSH jobs on the go!

family and I have to go back to my room, set up my travel rig, and record, I am likely to charge the rush fee because the standard turn around time would have allowed me the convenience of recording when I was set up. I have even had clients in other parts of the world wake me and ask me to record when I was in bed asleep. I’ll accommodate, but this is not the same as a job that was done at 2pm when I was in the booth working. So I will always meet the needs of a client, but if it involves dropping everything and running to the booth they have to pay.

Does the QUALITY of the Audio Change for RUSH jobs?

NO! Never! The quality of a RUSH job should always be exactly the same as any job. It should not sound as if it was done in haste. The audio should be pristine. The editing should be flawless. The client needs what they need. Nothing should suffer. This is an accommodation for the client, and every convenience should be made. The client should be wowed like any other project.

What happens if I need a PICKUP or REVISION with my RUSH job?

I am always prepared that any RUSH job may need a RUSH pickup or revision as well. Assuming that this audio goes through the same internal review and client review as any other audio, it is just as likely to have script changes or adjustments that need to be made. I even had a pickup for a Pandora commercial that was done as a RUSH on Friday. It happens. It’s the nature of our work. My policy on pickups is the same for RUSH jobs as it is for any job. On jobs under $250 or after the first round of revisions I charge $75 per 30 minute revision session. On jobs over $250, I typically include one round of minor revisions which is defined as less than 20% of the script within 48 hours of delivery. After that, they have to pay 50% of the initial fee. I am very clear about all of these terms in the initial booking email.

What is the general tone or tenor of business for a RUSH job?

I understand that the client is in a huge hurray. I try to be as helpful as possible and get them their work as soon as they need it. I offer RUSH services for voiceover to be as helpful as possible and consider the circumstances of my clients before all else.

This is written for my twins, Emma and Jack. All I do is for them, all day. Every day.

The Actual Bottom Line

While most of us who work do it because we have an actual financial goal we need to hit, working moms with children at home have goals as role models as well. As my role in my family shifted from that of a stay-at-home mom, a role which I coveted for as long as I could, to a small-business owner who works full-time to contribute meaningfully to my family’s well-being, there is so much that I want my twins, now teens, to take away from this. I spend countless hours in a padded foam booth pursuing my passion for voiceover. There are so many life lessons in the hard work and interactions with both clients and industry friends and colleagues. My hope is the my kids can learn from my experience as a momtrepreneur so that when they have a family and they work they carry not only our family values and ethics with them, but they make good choices because of what I have gone through.

Be Realistic in Your Expectations and Know The Difference Between Your Starting Point and Your Goals

Every one starts somewhere. When I started, I spent a lot of time working on my goals and my business plan, which I reflected on in last week’s blog. You don’t reach your goals over night. Very few people start in life at the top. In an industry like voice over, the first booking, and each and every booking after that, is to be celebrated. As a business owner, building client relationships is essential to building a sustainable business, and relationships don’t happen from one email or from one phone call. It takes time, hard work, and perseverance. Sometimes there are setbacks. Sometimes mistakes are made on either side.  But just because it is hard to reach your goals, reach for the stars and don’t be discouraged! According to both Fresh Books and the Houston Chronicle,  “In conventional terms it can take two to three years, but that doesn’t necessarily mean you’re doing poorly.”  If you have a dream and a goal, don’t give up. If I had gotten discouraged easily, my voiceover business would never have been possible.

Don’t Get Bogged Down By What Others Think About What You Are Doing

When you have a job, everyone will have an opinion about it. Your friends will. Industry friends will. Random neighbors on the street will. Frankly the only voice that matters is your inner voice, the feeling in your gut. You have to decide whose guidance you value and filter out the rest. Once you start letting these voices in, they don’t stop. You have to have an inner compass that is stronger than all of these people who think they know what is right for you. It is almost mind-blowing how many people have opinions on subjects they know nothing about. Decide what is right for you and go for it. I spent a really long time deciding what I wanted to do before I decided to pursue voiceover. Some people thought it was great and were encouraging. Others’ comments ranged from skeptical to cruel. I had to turn a deaf ear to all of it and follow my gut. It felt right and I went for it. It was actually not that complicated. I had a well-researched plan and I was ready. If you are well-educated I know you will make good choices.

No Human Will Ever Love You Like Your Dog Does

And that’s ok, the dog will fill that void. The love that we have gotten from Barclay and Violet has been a great joy, and working in my studio with Violet by my side is a true gift every single day. Dogs are a blessing in this world. When humans have let me down, the dogs have always made everything better. There has never been a time in my adult life when the dog has not been there. You can trust them emotionally completely. Conversely, I would not trust a human who does not want a dog by his or her side. There must be something lacking in their soul.

Don’t Settle

If you work hard you can have everything you want and need in this world. Dreams do come true, and as a mom I know that to be true! Everything else that has happened in my life aside from the birth of my children is gravy, but knowing the small miracle that they both exist, I was blessed to be Barclay’s mom and that we have our precious Violet, if that can all happen then the jobs and the client relationships, all of that are possible.

How Have 5 Years Gone By?

In the blink of an eye, it is the end of 2019 and time to set goals for 2020. But this year also marks my fifth year pursuing voice over full time. The foam in my booth has literally turned from bright white to a funky yellow! Five years ago so many things were unknown: how would I juggle being a working mom, how would I find VO clients, how would I run a business as a solopreneur? Now all of those things are still part of my daily life, but I am confidently figuring it out. There is a good rhythm to my voiceover practice. So looking ahead to 2020, I am optimistic that I am on the verge of more good things. and I have always believed that if I don’t say it aloud, or in writing, then the universe doesn’t hear it… so, here are my goals for 2020:

More Radio Imaging

I have worked hard, every single day for the past few years, to grow this side of my business. I hope that in 2020 I can add more CHR and Adult Hits stations to my roster. I continue to reach out to station managers and program directors. I love doing liners, sweepers, and station promos. I am no longer with my manager and my hope is that stations are happier to make arrangements with me directly.

More Commercial Campaigns, Fewer One-Offs

My hope is that in 2020 I book more commercial campaigns and fewer on-offs. Like the work that I did for Anytime Fitness, I hope to book more of this. I love helping a brand emerge and I love being associated with certain brands. I also love working with ad teams continuously and building the rapport that comes with it.

Grow My Repeat Client Base

I lot of my business, about 60%, comes direct from clients. Most of that is from clients that come back over and over again. This year I hope to add five or six more solid clients to my repeat client roster, folks I can work with over and over again and count on for steady work.  Again, like my campaign work, this will enable me to really get to know them. This will also help my continue to build on my sustainable, consistent family income.

More eLearning

I love doing eLearning work. I have some steady clients that I do work with almost every week. This year my hope is to have a few more clients that I do work with regularly. I enjoy all aspects of this work, whether I am playing a character in a training module or a traditional narrator. I love working with the instructional designers to bring these roles to life and make them authentic.

Political Spots

My hope for 2020 is that I can help bring about some much needed change by voicing many blue political spots. I have so many hopes and prayers for our country, and the world, and it is my hope that if a some more liberal folks are elected we will be in a better place next year. I was a political science major in college and I have very strong feelings about what is going on at present. To literally be the voice of change would mean a lot to me. I am very proud of the political demo that I did with Brandon Perry from Adrenaline Studios and I hope that I book a lot from it.

Speak at Conferences and Build relationships with Exhibitors

Since I got into voice over I have been fortunate to attend conferences, many conferences, including WoVo Con, VO Atlanta, VOCation, VO North, and more. I love them for so many reasons, and that is really a separate blog. I am at a point in my career where I want to start giving back to the voice over community that is so very important to me and sharing what I have learned. I have sat in on so many valuable sessions, and now I would be so excited to contribute.

I also love going to the expos at these conferences. I always post about my gear and everything that makes my studio great on my social media. Now I want to start building relationships with the folks who represent at these conferences. Since I represent brands for a living, I would like to build a bridge between the products I use to represent other brands and myself.

Wishing All the Best for 2020

I have noticed on social media that there is a tremendous generosity of spirit in the voiceover community now more than ever. From folks like Bev Standing, Mark Scott, J. Michael Collins, and Kim Handysides to name a few. I am thinking of my fellow voice talents this week and always. I share this joy in our community and am so proud to be a part of these great VO tribe. I wish everyone much success in 2020. I think back to what I learned from Anthony Gettig in the beginning of my career: The rising tide lifts all the ships in the harbor.