Karen Blogs

5 marketing lessons from Ralph the artist

2009-06-21T22:30:00Z

Life has intervened to keep me away my blog this last month. Two weeks have passed since I started writing this little story from my recent cruise, which is relevant to voice talent. Drew and I were sitting in lounge chairs on the promenade deck one evening when another man and his wife sat next to us and starting talking to us. We found out that the guy's name is Ralph; I don't remember his wife's name.

Ralph seemed more interested in talking about himself than in finding out about us. We quickly learned that Ralph is an artist who paints geometric designs on large canvases. He handed me his business card, which had a picture of one of his paintings and the verbiage to look for Ralph on Google. I was a bit surprised that Ralph reached for his card to take it back from me when we parted company.

I told Ralph that I love art, and I asked him how long it took him to create a painting. He replied, "that's my secret." Perhaps I was just making conversation, but for all Ralph knew, I was thinking of commissioning him to create a painting for me.

As he talked, Ralph told us that he had sold his art in Beverly Hills galleries; maybe he thought we would be impressed. He then segued into a tale of a sale that made me want to bail on that male. (Sometimes I amuse myself.) A buyer at one of these Beverly Hills shows wanted to buy a painting that he had priced at $1200 and asked him to cut his price to $700. After he agreed to the price cut, the buyer wrote a check. It turned out that the buyer was Paris Hilton's mother, and she planned to give the painting to Paris as a present. Ralph said that if he had known the identity of the buyer, he wouldn't have cut the price.

Five marketing lessons were once again made clear to me that evening when listening to Ralph. Did you catch them?

1) In a service-oriented business and in life overall, you can only be of service to others if you listen more than you talk.

Like Ralph, many people find themselves to be a favorite topic. Whether I'm socializing personally or networking as a professional voice talent, I ask questions of the other person. When you find out about another person, you are forming the foundation of a relationship. Talking about yourself just seems a self-centered way to pass the time.

You'll remember that I had expressed interest in Ralph's art. As an artist and presumably an entrepreneur, Ralph should be open to prospective clients coming from any source. We voice talent also need to be aware that the next job could come from someone to whom we haven't marketed. In fact, I have noticed that when I put energy into a focused marketing plan, the next job comes from someone out of the blue. I believe that whatever you put out into the world comes back to you, and usually it's in a way you didn't expect.

2) Be as open and willing to explain your work to someone who expresses interest.

It was odd to hear Ralph tell me that his time was his secret, and that remark alerted me that I shouldn't ask any other questions about his work. Whenever people ask me about voice-over, I am more than happy to answer their questions. I also think it's important to educate people about the time required for a project so that they will better understand my pricing.

In addition, I am a firm believer in self-promotion, especially in an industry like voice-over, with new entrants every day. Most of my voiceover work has come through self-promotion. As I tweeted on Twitter (you can follow me at Twitter.com/KarenCommins) a few days ago, this quote from W. S. Gilbert sums up my view on self-promotion:

If you wish in this world to advance
your merits you're bound to enhance;
You must stir it and stump it,
and blow your own trumpet,
or trust me, you haven't a chance.

3) When you hand your business card to someone, you shouldn't expect to get it back.

I read a job hunting book once in which the point was made that every good salesperson always has something to leave behind. In some cases, the only thing you can leave is your business card. The whole reason to have business cards is so that someone can remember you. I carry my cards with me almost everywhere I go; you never know when a conversation about voiceover might occur. I admit I don't have them with me when I'm sitting in a lounge chair on a cruise ship. However, I do have them in my cabin and would follow up with anyone if the situation warranted it.

Since Ralph had a card with him, I would think he would be happy if I kept it. If I had his card, I not only would know his last name, but I'd know how to contact him if I decided I wanted one of his paintings. Ralph may have kept his card but lost a potential sale.

While I'm on the topic of business cards, I thought you might like to see a gallery of business cards from voice talent. Clever marketer and fellow voiceover artist Peter O'Connell recently asked voice talents to send him an image file of their business cards. You can see them on his web site. I'm also posting my current business card on this page.

Current business card for voice talent Karen Commins

4) Having your own web site and owning your domain name is becoming increasing important in cementing your identity in your prospects' minds.

While I didn't have Ralph's card for long, I had it long enough to see that he didn't have a web site. His card had the instructions search for Ralph on Google. I did a Google search for "Ralph artist". Since I don't even know Ralph's last name, I don't know which of the 7,180,000 results relate to the guy I met on the ship.

Many voice talent use their profile page from one of the voiceover pay-to-play sites as their web site link. Some kind of personal web site is better than Ralph's, but it is not the most effective strategy for your business. If you want people to remember you and come to you when they need voice talent, why would you market yourself as one of thousands of talent all vying for attention at one site?

I also don't recommend using personal web space from your ISP because it includes the ISP domain name, and the long link name can look like voiceover is your hobby. It's worth the money to own your unique domain name and create your web site. Whether on my business card, my e-mail signature, or anything I distribute to potential and current clients, I include only the link to my own site and my Twitter address.

5) When you cut your price, you are the one who bleeds.

I couldn't believe it when Ralph said he cut his price at a Beverly Hills show. Think about it -- he was standing in one of the most affluent areas in the world, yet he caved and sold his work for almost half of his original price! He immediately regretted cutting his price when he realized that his buyer easily could have afforded something even beyond his original price.

I don't fault his buyer or anyone for asking for a price cut. We all ask that question at some point, especially in a situation where we think the price is negotiable.

Since many people assume that voiceover is no more difficult than talking, buyers of voiceover services perceive our prices to be negotiable and typically ask for a price reduction. In responding to such requests, I'm always reminded of Pork's answer in this scene from Gone With the Wind (as transcribed directly from the screenplay of the movie's final shooting script published in 1989):

Pork: Miss Scarlett, ma'am . . . Ah gotter know how much money hav' you got lef'. In gol'?

Scarlett: Ten dollars. Why?

Pork: Dat won' be ernuff.

Scarlett: What in Heaven's name are you talking about?

Pork: Well, Miss Scarlett, Ah seed dat no-'count white trash Wilkerson dat useter be Marse Gerald's overseer here. he's a reg'lah Yankee now an' he was makin' a brag dat his carpetbagger frien's done run de taxes way up sky-high on Tara.

Scarlett: How much more have we go to pay?

Pork: Ah heerd de tax man say t'ree hun'red dollahs.

Scarlett: Three hundred! Might just as well be three million! But we've got to raise it, that's all!

Pork: Yas'm . . . How?

Scarlett: I'll go ask Mr. Ashley.

Pork: He ain' got no t'ree hun'red dollahs, Miss Scarlett.

Scarlett: I can ask him if I want to, can't I?

Pork: Askin' ain' gittin'.

If you feel tempted to compete solely on price, you might want to read another post-vacation story titled Cruising for a competitive advantage.

Will these lessons from Ralph the artist help you in marketing your voice-over business? I look forward to reading your comments on the blog!

One word of advice: PRACTICE

2009-05-20T23:38:00Z

Karen's narration of this entry

My extended absence from my blog is due in part to an amazing 2-week cruise from Miami to Los Angeles through the Panama Canal. For those who are interested, you can read Drew's account, get cruise tips, and see his awesome pictures from our trip on his blog. As faithful readers of this blog know, I always observe lessons applicable to voiceover when I travel, and this latest trip was no exception.

Every cruise ship director hires a variety of performers who must amuse and entertain the passengers. The nightly shows during our sailing on the glorious Norwegian Pearl were particularly enjoyable. We heard pianist Nadia Zaitsev perform some incredibly complex arrangements of Bach, Beatles, Gershwin, and Chopin before tackling a truly thrilling rendition of Scott Joplin's Maple Leaf Rag. Another night, we watched a guy known as Los Gauchos twirl rope with balls at each end with such terrific speed so that it looked like swirling laser beams encircling him. Okay, it sounds like a lame act, but trust me, this guy was mesmerizing. We watched Professor Watson move effortlessly between solos on fiddle, mandolin, and trumpet in successive songs.

With each performer, I first admired their talent. My second thought was about the enormous number of hours that each must have spent in practice of his or her art in order to perform flawlessly before the audience. As voice talent, we also have the responsibility of practicing before we're in front of an audience, whether that audience is face-to-face, as in a studio session, or virtual in an on-line audition.

During our trip, fellow voiceover artist Terry Daniel wrote an article on his blog about the merits of practice. Terry wisely points out that voice talent have a perpetual need to voice copy out-loud in order to find the best technique and interpretation.

When I'm on vacation, I usually do practice voiceover almost every day. I'll read aloud the ingredients of shampoo bottles (great practice for medical narrations), the ship's daily newsletter (practice for travel narrations), and books (practice for audiobook narration and characterizations). However, I admit that I have been lax sometimes about practicing voiceover while at home.

While many people think that voiceover work is simply talking or reading aloud, the ability to read smoothly out-loud is just the starting point in this career. I always encourage newcomers to read everything out-loud in order to bring some reality to their dream.

As a voice talent gets some paid jobs and starts growing a business, it's easy to forego practice for the sake of practice. We may think we get all the voiceover practice that we need in doing auditions. If you view an audition as part of the job of being a voice talent, though, you can see dedicated practice is necessary before undertaking any auditions.

In addition to Terry's article, I read a couple of other things recently that re-affirm to me the necessity of constant voiceover practice. An editorial in the New York Times reminds me that reading aloud is a very different physical experience than reading silently. Also, comprehension can be measured by a person's skill in reading out loud because "...it reveals far more than whether the reader understands the words. It reveals how far into the words -- and the pattern of the words -- the reader really sees."

Even more interesting to me is the assertion made by voice talent Anthony Mendez in his insightful and fascinating e-book titled Meditation for Voice-Over: The Voice Actor's Guide to Not Worrying and Reducing Stress. I liked this ebook immensely because Anthony applies some Law of Attraction and mind power principles to increasing one's voiceover business. He lists 3 Ms as the benefits of voiceover practice in front of the mic:

1) Your muscles become strong.

2) Your muses conspire to help you realize your intentions.

3) Your mind is focused on a single point, which causes manifestation to occur more quickly.

(Hmmm...maybe that should be 4 Ms!)

Anthony further states that by doing, you will BE.

I can think of no better reason to practice voiceover every day. Toward that end, it's my intention to record this and future blog posts as part of my practice sessions.

Do you practice voice-over? I'd love to get your thoughts on this topic, so please leave a comment on the blog.

Voiceover and the Law of Paradoxical Intent

2009-04-06T03:34:10Z

The numerous new-age, Law of Attraction books that I have read all state that you have to detach from the outcome if you want your desires to be fulfilled. Recently, I read about the Law of Paradoxical Intent and had an epiphany concerning the progress of my voiceover career.

In her brilliant, thought-provoking book Secrets of Success: The Science and Spirit of Real Prosperity, Sandra Anne Taylor explains this law as follows:

This law says that the more desperate you are about achieving your goal, the more you'll push it away, actually creating the opposite -- or the paradox -- of your desire.

So many people never even realize that it's the negative energy associated with their own needy attachment that's sabotaging the results they're looking for. This is a very common phenomenon....

Picture of negative energy

When your desire becomes a large part of your life, it's a natural emotional response to become hopeful about the outcome. It's very important, though, to reel in any fear, urgency, or neediness because those vibrations are both resistant and repulsive, causing you to move out of the synchronistic flow of Universal manifestation. You become attached to the result when you value the future over the present. This creates vibrations of desperation, jagged waves of energy that push against the current of abundance, sending away that which you desire most. Remember, the natural flow of the Universe is love and peace, but when you move in the direction of frantic worry, you counter that intention, magnetizing more effort and disappointment in the process.

You have to do things to progress your dream without being tied to a particular conclusion. You can't expect the Universe to provide without taking appropriate action aligned to your thoughts. Before you roll your eyes and think "she's writing about woo-woo stuff again", let me give you some real-life examples of this principle.

While on my IRS job, I observed someone who desperately wanted a promotion. This person is the sole money-earner for the family and has a great need and desire to earn more money. This person was praying every day for a promotion and was convinced it would soon materialize.

You might think that this person was working extra every week, asking to help others with their work, and generally becoming an indispensable member of the team. Instead, this person is completely unreliable, taking leave every single week and not finishing the simplest tasks for months.

At first, the sympathetic manager wanted to find a way to promote the person. After further inspection of the person's work ethic and leave patterns, though, the manager decided to cancel any move toward a promotion. In fact, the manager is now documenting the performance of the employee and may take an adverse action.

Sometimes it's easier to learn from the experiences of others than to see how these Universal laws apply to oneself. I therefore was a bit shocked to discover I also had unknowingly integrated the Law of Paradoxical Intent in pursuing my voiceover career.

The facts:

I desperately wanted to be a full-time voice actor instead of working full-time at the IRS.
Drew and I agreed that we needed to save $X in the bank in order for me to take an early retirement if one were offered to me. I had been desperate (there's that word again) for an early-out for the last 5 years. (The early retirement thing is subject to a bunch of government rules that are out of my control and too dull to relate here.)
I spent a lot of money on classes, equipment such as an ISDN box and marketing materials in order to make my voiceover dream happen. I added up my expenditures and found I actually had spent the equivalent of the $X we decided we needed to save PLUS another 20 percent.
Since I spent the money, I no longer have it, causing me to feel more financially insecure.
If an early-out were offered to me now, I wouldn't automatically take it because I haven't saved $X.
Therefore, my choices might have prevented me from obtaining the thing I wanted most.

I wrote in a previous entry about the desperation I have heard in the voices of those wishing to enter the voiceover industry. These days, I'm also noticing desperation in the actions of fellow voice talent. Whether they are spending their days networking with voice actors and prospects on dozens of sites or chasing every low-paying lead on the pay-for-play sites, they seem to be desperate for the next client and the next job.

While you want and need to be focused on your voiceover career, I've learned that single-mindedness of purpose to the exclusion of everything else will invoke the Law of Paradoxical Intent. By relaxing and accepting my life, I not only have found balance, but voiceover jobs and new clients have come to me with little or no effort on my part.

My life as a secret agent

2009-03-29T03:57:25Z

Be who you are and say what you feel
because those who mind don't matter
and those who matter don't mind.
-- Dr. Seuss

This year marks 3 important anniversaries in my life:

10 years as a professional voiceover artist
24 years as a loving wife to Drew
30 years as a hard-working employee of the Internal Revenue Service

While faithful readers of this blog (and I thank you for your continued interest and support!) know about the first 2 things in the list, the third item may surprise you. Like many voiceover talent, I have a day job, but I refused to talk or write about it until now.

Having a full-time job as an IT specialist and working as a voice talent has made me feel like a secret agent with a double life. My voiceover business is not a secret from my employer; I followed the rules to obtain permission to have an outside business. However, I have felt that I couldn't talk about my voiceover work while on the job at the IRS because I worried that people there would think I'm slacking off in my duties or not interested in promotion.

At the same time, I wouldn't talk about my day job to voiceover peers for fear of losing respect and credibility. In addition, I felt that prospects and clients would look elsewhere for voice talent, thinking that I'm not serious about voiceover work, don't need the money from the gig, and/or might not be available to perform their script on deadline.

So why am I confessing now?

I started work at the IRS while still a teenager in high school. I never dreamed that I would be there 3 decades later! In fact, one day in 1996, I almost quit in anger over a reorganization that sent me to a job I didn't want. My very wise dad kept me from making a rash decision by doing some simple math to calculate an estimate for my monthly retirement annuity. You see, the government offers me retirement benefits that seem incredible in this day -- a monthly annuity and health insurance plans that will cover Drew and me for the rest of our lives. I never thought about my retirement annuity before that day. I decided that I wouldn't quit and leave our lifetime financial security on the table.

You'd think that I could retire with 30 years of service, and I could -- IF I also met the additional age requirement, which is still in the future. At this point, I plan to retire from the IRS in 7 years. It's mentally exhausting to be a secret agent, and seven more years of playing that role is too great of a burden.

Voiceover may seem like a career change, but it has called to me for my entire life. Beginning in 5th grade, my goal was always to be the voice of a cartoon character. I also aspired to be a talk show host and play-by-play announcer for major league baseball. When I went to college, I earned my degree in radio and TV journalism. I interned at a TV and a radio station and briefly worked at a radio station because I thought that was the best path to get my voice into commercials and eventually animation.

In my case, the career change happened in reverse. I did not plan my 25-year odyssey through IRS information technology positions: programmer, programmer analyst, first-line manager to a programming staff, LAN/e-mail/WAN administrator, and now technical advisor to a senior IT manager. In recent years, though, I have learned that every moment has meaning. My communications skills were highly valued in these very technical positions, and now my tremendous IT knowledge is a major asset in my voiceover business, whether used for marketing, equipment purchase/installation/troubleshooting or narrations for e-learning modules and corporate videos.

I finally accept that I am where I am supposed to be and doing what I'm supposed to be doing. I may not be a full-time voiceover actor, but I know that day is coming. In the meantime, I'm doing all that I can to prepare for that day while still enjoying my present life. One way to enjoy my life more is to stop worrying what other people will think about me in both of my careers!

By turning in my secret agent's badge, I am relieved that at long last I can be who I am and say what I feel. The benefit to you, dear reader, is that I now am liberated to share previously withheld observations and discoveries that may help others on their own paths of career change, artistic expression and self-fulfillment.

Restaurant menus and your voice-over business

2009-02-25T22:00:00Z

If you follow me on Twitter (and if you don't, what are you waiting for?), you might have seen these 2 recent tweets about restaurants and not realized they could contain significance to you as a voice-over talent:

Drew and I eat out several times a week. When I find something I like at a particular restaurant, I almost always order the same thing on each visit. For the longest time, my choice of chicken fingers was at Chili's. I would ask them to cook the chicken using the Awesome Blossom batter, and I'd request the Blossom dipping sauce. The Blossom batter and sauce combo gave the chicken a real kick.

Last year, O'Charley's introduced its Pretzel Crunch Chicken with dijon dipping sauce, and I had a new favorite restaurant for chicken fingers. In addition to a distinct taste, the pretzel coating added texture to the chicken. I would order the Pretzel Crunch Chicken practically every Sunday. We always ask for the same server, so I didn't even have to place my order. She knew I wanted Pretzel Crunch Chicken.

You can imagine my tremendous shock disappointment to discover last week that not one but both restaurants removed from their menu the thing that I liked best at each place! To put my thoughts in perspective, let me share another recent tweet from Todd Schnick, a bright Atlanta marketer whose tweets and blog posts I enjoy:

Once I learned about O'Charley's menu change, what did I do? I went back to Chili's. Now that I know Chili's has also removed the Awesome Blossom batter and sauce, I'll be looking for some other restaurant to thrill me with a tantalizing flavor of chicken fingers.

If you're waiting for a take-out order based on my restaurant experiences, here are two entrees for your consideration:

1) If you change your menu of available selections, you can expect your client list to change.

I stopped marketing my commercial demo in September 2007. Since that time -- and not surprisingly -- few people who have visited my web site have asked me to voice a commercial. I expect to receive regular inquiries about voicing radio and TV commercials once I complete my new commercial demo in April under Nancy Wolfson's direction.

I don't try to be all things to all people or market myself as a voice all projects from promos to phone prompts. However, I do think it's important to have and market demos for each of your niche markets. If a prospective client visits your site, they will soon leave if they don't see their particular area represented among your menu of voice-over demos. In fact, some voice actors even create separate web sites to address different types of clients.

2) It's important to monitor your brand to know when your customers are talking about you. If possible, respond to their complaints, resolve problems and show good will.

Most marketers agree that it requires more time, money and energy to attract new clients than to retain existing ones. In addition, word of mouth is a powerful source of both referrals and refusals.

Although I posted my messages on a very popular social networking site, neither O'Charley's nor Chili's has responded to me. Even more surprising, GoDaddy.com didn't respond to me on Super Bowl Sunday when I and dozens of others tweeted about GoDaddy's sleazy ad that prompted me to immediately move -- as in before the Super Bowl ended -- the one domain that I had registered with them to another registrar.

Just as I'm not all things to all people, I also realize I can't be in all places at once. One tool I use to monitor my brand is Google Alerts. I have created alerts for my name and all of my web site domains. I receive e-mails when Google finds my name or domain names across the web. Not only have I been notified when someone references me or links to one of my sites in their blog post, but I also have discovered an instance where someone has violated my copyright by re-posting one of my blog entries without attribution.

An added benefit to Google alerts is that you can create up to 1000 alerts for free and track anything you want. For instance, you may want to track job listings only within a particular web site without going to that site each day. You could enter an alert using the format

site:websitename.com voiceover

Note that you wouldn't enter the leading http://www. for this syntax. Google provides extensive documentation to help you narrowly define your search terms. Also, be careful that you go to http://www.Google.com/alerts to set up your alerts. I saw another site that had a similar address but charged a monthly fee for the service.

I've been writing for a while, so I'll stop now and head over to Twitter to see news from Todd Schnick and my other Tweeple. After all this discussion about chicken fingers, perhaps it's time to try Zaxby's for supper tonight.

A mathematical viewpoint for success

2009-02-05T03:45:13Z

Here is a fun little exercise that someone sent me which contains indisputable mathematical logic. It also made me laugh because it seems true, whether we're talking about becoming a successful voiceover talent or anything else.

Using a strictly mathematical viewpoint, what makes 100%? What does it mean to give MORE than 100%? Ever wonder about those people who say they are giving more than 100%? We have all been to those meetings where someone wants you to give over 100%. How about achieving 103? What makes up 100% in life?   

Here's a little mathematical formula that might help you answer these questions:  

If A B C D E F G H I J K L M N O P Q R S T U V W X Y Z are represented as:

 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26   

Then:   

H-A-R-D-W-O-R-K  

8+1+18+4+23+15+18+11 = 98%   

and   

K-N-O-W-L-E-D-G-E  

11+14+15+23+12+5+4+7+5 = 96%   

But  

A-T-T-I-T-U-D-E  

1+20+20+9+20+21+4+5 = 100%  

And

P-E-R-S-I-S-T-A-N-C-E

16+5+18+19+9+19+20+1+14+3+5 = 129%

And finally

P-E-R-S-E-V-E-R-A-N-C-E

16+5+18+19+5+22+5+18+14+3+5 = 130%

So, one can conclude with mathematical certainty that while Hard Work and Knowledge will get you close, Attitude will get you there. However, it's the Persistance and Perseverance that will put you over the top!   

5 keys to confident cold calling

2009-01-19T02:52:13Z

A couple of recent newspaper headlines from different cities gleefully state that you can make lots of easy of money as a professional voice talent after taking only a 2-hour introductory group class. According to these articles, a particular group of voice-over teachers seems to be traveling through the country and conducting these "if you can talk, you can break into voiceover and make fabulous money" seminars at community colleges.

I thought about writing a blog entry warning people about the false hopes generated by the headlines and the teaching company, but I decided against it. I don't want to insist that someone considering a voice-over career must follow a certain path. Besides, who am I to predict the outcome of such a class? I suppose it could happen that someone is blessed with the most distinct voice, the most amazing cold-reading skills, the most transparent and authentic interpretation, and the most exciting contacts who are looking for a shining new star to voice their national TV commercial/e-learning project/PBS documentary/trade show video/major animated movie. A 2-hour class is certainly sufficient for this kind of person to be able to hang out the sign as a professional voice talent and have clients with unlimited checking accounts flocking to them with no effort.

For the rest of us, though, gaining work as a voice talent requires much more -- more confidence, more training, more marketing and more relationships, which all require more time, money and effort on the part of the voice actor.

I started writing this entry on Friday, 16 January. When I got up that morning, the Atlanta temperature was a frigid 14 degrees. A good use of time on such a bitterly cold day -- or any day when you have free time -- is to work on your marketing plan, particularly making cold calls. (You knew there was a tie-in with the weather somewhere!)

When I decided to become a voice-over actor in the late 90s, I was perpetually excited during the process of making my demo. I then hit a brick wall when it came to marketing it. What good does a fab demo do me if I can't make myself call people who not only might be interested in hearing it but actually willing and able to hire me? The thing that propelled me to make the first call was the following passage that I read in Rick Crandall's book 1001 Ways to Market Your Services...Even If You Hate to Sell:

Overcoming Your Cold-Calling Fears

Cold calling scares all of us sometime. Ram Yellen deals with his fears by asking himself these questions:

1) What's the worst thing that can happen if I make this call or proposal, or ask for a referral? (They can say no, no, a thousand times no! --or is that from a Victorian soap opera?)

2) What's the best thing that could happen? (You could make a new, lifelong friend.)

3) What would I do if I knew that this person needed my services tomorrow?

-- Pin up a picture of someone successful in your business and ask yourself what he or she would do in this situation. (If it's a competitor, you can do it just to show them up!)

-- Acknowledge the fear and do it anyway.

The bit about the Victorian soap opera cracked me up. Even now, I still have times when I feel fear or anxiety about making calls to pursue my voice-over career. I think about the "1000 times no" line, and it gives me courage (after I stop laughing!) to make the call.

I admit, though, that I still prefer to initiate conversations in writing or in person. The recipient of your calls could think that you don't have any work. They may hold the perception that voice talent who are in high demand don't have time to make prospecting calls.

Still, phone calls are sometimes necessary. For the times you choose to include phone calls in your marketing mix, here are 5 tips that will boost your confidence and courage:

1) Research the organization before deciding to call them.

Google is my friend. I can search for the type of organization and then find company web sites, on-line profiles on social networking sites and possibly news stories related to the target company. Many times, you can see portfolios of past work and get contact information. I can't tell you how many phone calls and e-mails I have received from people who want to work for me as a voice talent. In those cases, I always know that the person has not done their research to identify the nature of my business. Good research will also move the phone call away from the "iceberg right ahead" category of cold call disaster.

2) With your research completed, identify some reason for the call.

Repeat after me: "it's not what they can do for me; it's what I can do for them." You may say you were updating your database, had a referral, saw they are members of a mutual professional group, etc. However, you don't want to call and offer unsolicited advice about improving the business.

3) Write and rehearse a script that you will use when the other party comes on the line.

We voice talent always read from scripts, yet many people ignore this step when deciding to call potential clients. You want to state how you found them and be ready with a list of questions and/or a desired outcome for the call. A recent post in the Marketing Mix blog should give you fantastic ideas for a boilerplate script. Just like any voice-over script, you will want to practice it and possibly record it so that you can deliver it fluidly and easily.

4) Write another script for leaving a message.

You don't want to be caught off-guard and leave a rambling message on voice mail. You also want to motivate the person to return the call. Saying something like "I have some information that may allow you to create an e-learning module at lower cost" is much more intriguing to the prospect than "I'm wondering if you ever need to use voice talent." The second sentence is especially ineffective since it immediately indicates that you haven't done your research.

Also, be sure to state your name and return number clearly at the beginning AND end of the call. How many messages have you heard where someone rushed through a message and then blurted out their name and phone number at the end of the call so fast that you had to rewind the message more than once to understand it? You don't want to be one of those kind of people, do you?

5) Be prepared for follow-up actions.

Take careful notes during the conversation. You may have promised to send your demo or some information on the web, or you may hear some other action that you could take, like meeting them at an upcoming event. Track your needed actions with appointment entries on your calendar.

As you can see, even your preparation for your first prospecting call can require more time and energy than the 2 hours expended in an introductory voice-over class. Perhaps a more appropriate name for the traveling voice-over seminars would be:

"If you can talk, you can call people on the phone to discuss voice-over work with them, and you may even make some money as a professional voice talent if you have an outstanding demo and make enough calls to market it, being sure to do your research ahead of time."

Karen Commins is my new brand name

2009-01-02T17:27:00Z

What's in a name?

That which we call a rose by any other name would smell as sweet.

-- William Shakespeare

True, but would Google and all of the other web search engines be able to find the rose if multiple names for it were used?

********************

This post marks my 100th entry in this blog, and this year marks my 10th year of my voice-over business. It's time to make some changes. While I don't plan to re-invent myself, I have decided to re-focus all of my efforts to create stronger brand identity with my name.

Aside from the 2 milestones I listed and the fact that we just started a new calendar year, other factors have propelled me to make this change. Earlier in the week, I wrote about Bonnie Gillespie's current column in The Actors Voice: Social Networking and Acting in which she wrote a brilliant analysis of an actor's effective use of social networking platforms in establishing and maintaining a professional brand. One piece of her advice has been percolating in my mind:

What's your screen name on these sites? What's the unique URL to your profile?
Nothing silly or casual, if you're the smart actor user.
Instead, it's your professional actor name!
It's how we would look you up at IMDB or within the Breakdown Services' system.
It's how you're branded.

As I read her words, I recalled the case study of the beer industry presented in the stellar marketing book The 22 Immutable Laws of Branding by Al and Laura Ries. The major players in the beer industry continue to introduce new brands, yet they do not increase their market share. Instead, buyers of the new brands tend to come from customers in the existing brands. In chapter 10, the Law of Extensions, the authors explain:

But people don't think this way. In their minds, most people try to assign one brand name to each product. And they are not consistent in how they assign such names. They tend to use the name that best captures the essence of the product.....Customers want brands that are narrow in scope and are distinguishable by a single word, the shorter the better.....

While extending the line might bring added sales in the short term, it runs counter to the notion of branding. If you want to build a powerful brand in the minds of consumers, you need to contract your brand, not expand it. In the long term, expanding your brand will diminish your power and weaken your image.

(As an aside, I didn't provide the page number because I downloaded the book to my new and life-changing Amazon Kindle wireless reader. When you highlight a book, the Kindle saves the highlight in a text file called "My Clippings", which you can edit on your computer. I copied the quoted passage from the Kindle file.)

For some time, I have had multiple domain names, both on-line and reserved. My main web site has always been karencommins.com. Lately, I had been switching it to KarenVoices.com but continuing to point it at the other domain. The shorter name is easier for people to type and fits better on smaller imprinted products. I also am using KarenBlogs.com for this blog and KarenTalks.com for my podcasts and volunteer voice-over productions. I had been thinking of promoting my specialty of narrations aimed at the information technology industry and had reserved 3 more domains for that purpose.

Whew! I'm tired just writing and looking at that list! As my e-mail signature lines grew longer, I intuitively knew that I was segmenting my search engine rankings by using multiple domains. I didn't realize that my overall brand would be diminished in the process. I can clearly see that these domains are really line extensions.

Furthermore, if I only use my first name in my domain name, people don't know which voice talent named Karen to associate with the work. I searched some on-line voice talent casting sites and found a minimum of 30 Karens listed on each site -- and that's just using my spelling of the name.

This is the year that I contract my brand to one name: Karen Commins. With my name as my brand, my on-line presence will be in total harmony with my off-line life. Some changes are easier to make, such as changing my Twitter username and LinkedIn profile. Other things like consolidating my sites under my name will take a bit more time, energy and money paid to my webmaster.

Like I said, it's time to make some changes. My re-branding efforts will remove the virtual thorns in my side and allow this rose to blossom in the sweetness of a more focused voice-over career.

Do one thing each day toward voice-over

2009-01-01T12:58:12Z

Talented and witty UK voice talent Philip Banks posted a blog article yesterday titled Success and the new (or not so new) Voice Actor in which he listed 10 steps for success as a voice actor. I particularly liked #9:

You practise failure or success by the day
so ensure that you do something every day for your Voice Over career.
Keep a record of what you do and of the progress you make.
Coincidentally, the very story I wanted to relate today, on this first day of 2009, is about that very point. Once again, I'm going to quote another talented voice actor.

On p43 of the book Secrets of Voice-Over Success: Top Voice-Over Actors Reveal How They Did It, nationally-recognized promo voice talent Joe Cipriano offers the best and most charming explanation I've ever read about why you need to do something every day for your voice-over career. Here for your reading pleasure and call to action are Joe's words:

My first acting teacher in Los Angeles, Wayne Dvorak, told a story one day that always stayed with me. He asked, "Why do some people make it, while others don't?" There are many answers, but his story was this: When you work towards your dream, a little red light glows on top of your head. When you stop or are distracted, the light dims or goes off completely.

It's important to keep the light glowing brightly and consistently. Why? Because the Gods of Making Dreams Come True are sitting up there in the heavens and looking down. Their joy is to help people fulfill their dreams. They just need to know how much you want it, and they can only see you if your red light is on.

So, keep working at your dream. Devote one hour a day, that's all -- just one hour a day -- but make it every day, and do something that moves you toward your goal. Whether it's a workshop, or study, or writing cards and letters, or working on your demo, or making calls, whatever it is, do it for one hour every day.

You'll be amazed at how you'll make progress, and your light will shine brightly. You'll make it easy for the Gods of Making Dreams Come True to find you.

Since I've written recently about creating a road map for your success, Joe's story perfectly illustrates the famous quote from Lao-tzu: A journey of a thousand miles begins with a single step.

The single step today may not seem like much, but the cumulative effect of daily effort is awesome!

Photo: BlackJack3D, iStockPhoto

Creating your roadmap to success

2008-12-31T16:20:00Z

In my last blog entry, I wrote about the necessity of envisioning success in voice-over and creating a road map to reach your desired destination. Since it's natural to look toward the future as we change to a new year, I thought you might appreciate 3 ideas that may help you draw your map.

You've already decided on a career in voice-over, but do you know how your voice fits in the industry? Many voice talent try to be all things to all people and end up frustrated by endlessly attending classes, creating new demos, and marketing to potential clients without first thinking of how every action should tie together and lead one closer to one's goals.

You see, I know something about such frustration. Oh, sure, I'm radiating inner peace now (well, most days, anyway!), but I have a journal entry from 1 June 2003 in which I wrote:

Today's word is frustrated. I looked in the dictionary and found the word describes ME.

I even modified the dictionary entry to include my picture and my name in the description. If you can't read the highlighted portion, it says:

1 a: to balk or defeat in an endeavor b: to induce feelings of discouragement in Karen Commins

My voice-over career was the number 1 reason for my frustration that day. I wrote:

I could do so many things to further my voice-over career...I have so many good ideas for marketing and promotion -- so many things I want/need to do, should/could do -- but not enough time. I know I could book more gigs if I could....

You get the drift.

So what changed?

]]>

I re-read Barbara Sher's book I Could Do Anything If I Only Knew What it Was

and saw her line that frustration should lead to action.

Which brings me back to my point today.

We're all unique. No one else sees the world the way you do, and no one has your exact same vocal characteristics. Your experiences and thoughts will influence your script interpretations. The question for us then becomes one of marketing that unique voice and style to voice-over clients. Rather than being all things to all people -- saying you'll record everything from promos to phone prompts -- I think it's important to concentrate your efforts into some carefully-chosen specialty areas appropriate for your voice, interests, and personality.

I have mentioned previously that I keep many journals, including one for plans and ideas for my voice-over career. On 31 December 2003 (just 6 months after the entry about frustration), I started a New Year's Eve journal. The idea is to write in it only the one time as a blueprint for the coming year. I am looking forward to writing it in later today.

I was very harsh on myself in 2003, 2004 and 2005; I labeled myself a failure for not accomplishing the many goals I had written the previous year. However, the entry for 2005 was a turning point because I developed a mission statement.

If you've spent any time in corporate America, you've probably seen a mission statement hung on a prominent office wall in a cheap $1.29 metal frame. I always rolled my eyes when reading these statements -- that is, if the statement didn't put me to sleep. They always seem to use "suit speak", with words like leveraging our human resources to transform the cost structure of our stakeholder-facing enterprises. (Translation: We'll utilize our employees' skills to lower costs across the business.)

It's like they used a MadLibs book to fill it out -- you know where someone asks for a noun, an action verb and an adjective and then inserts them into the pre-printed sentence structure to create a nonsensical but highly amusing sentence. While still nonsensical, typical mission statements are anything but amusing. How is a worker supposed to know what to do on a daily basis in order to further the organization's objectives when the words used to describe those objectives are meaningless?

However, I changed my mind about the usefulness of a mission statement when I created one for my voice-over business. On this day 3 years ago, I used the free on-line process offered by Nightingale-Conant. It prompts you to enter information about your unique characteristics and goals; you may need some time to really think about your answers.

Developing my mission statement gave me a clear starting point on my road map. On any journey, you need to get good directions. In maintaining a successful voice-over business, it's vital that you research the industry and keep informed about trends.

In the Information Age, we have no shortage of ways to learn about voice-over trends, from blogs to podcasts to conventions. I received 2 e-mails yesterday that offer tidy summaries of the current industry status.

First, David Ciccarelli, one of the founders of Voices.com, sent me a message to let me know he has researched trends for voice-over in the coming year and published his findings in a free report. This report offers some extensive statistics about the demand and growth potential for various types of voice-over work, as well as demographics concerning the audiences and purchasers of voice talent. It would be very helpful to study this report when developing or updating your marketing plan.

The other message was from one of my teachers, the always insightful and entertaining Pat Fraley. Whenever I receive the same message from 2 sources who did not collaborate with each other, I know it is a road sign from the Universe to PAY ATTENTION! Pat sent a link to his latest free .MP3 lesson titled "A Bumper Crop", which in many ways echoes the trends outlined in David's report. In these days where financial bail-outs are the news topics every day, a voice talent might think that opportunities are shrinking. In his usual delightful manner, Pat discusses how companies react in slower economic times and offers direction and hope to voice talent for the coming year.

The final idea for your road map is to create your own work. I have previously written about the benefits of making your own work, especially if you are in between paid gigs. Another road sign that I saw just this week was contained in Bonnie Gillespie's column The Actors Voice: Social Networking and Acting. The essay is a brilliant analysis of an actor's (yes, including voice actors) effective use of social networking platforms in establishing and maintaining a professional brand. I highly recommend that you read it and apply her guidelines.

In that article are some links to her previous columns about the power producing your own work and the new business model in the entertainment industry. Bonnie's final sentences in her current column encourage us all to put our voice out there so that prospective clients can hear us.

So, armed with your mission statement, some solid industry research and your commitment to create your own work, you are well on the way to success as a voice actor in 2009 and beyond!

Future street sign photo: Joe Gough, iStockPhoto

Mapping your success by thinking BIG

2008-12-17T18:04:43Z

Do you know where you're going to?
Do you like the things that life is showing you
Where are you going to?
Do you know...?

Do you get
What you're hoping for
When you look behind you
There's no open doors
What are you hoping for?
Do you know...?

-- Diana Ross when singing the theme from "Mahogany"

Those song lyrics have been floating in my mind after reading another voice-over blog in which the author wrote, "I have no idea where this is going." While I have taken the writer's words out of context, the face-value of that thought inspires today's post.

Do you know where you're going to in your voice-over career? When planning either a trip or a career in voice-over, it's important to know your desired destination. You don't need to know HOW or WHEN you will get there, but you do have to decide where you want to go. When you make that decision, you might as well decide to have the very best outcome you can possibly imagine.

]]> True, even deciding on the destination can be very difficult. You have to take some time to analyze what's important to you and find a destination that fills those characteristics. If I were planning a trip, I might say it's important to me to go to a romantic place that is full of art, music and interesting architecture. When I decide that Paris fits my description, I now have a destination -- a place that I can point to on a map.

Any number of ways exist for me to get there. It's not up to me to decide every aspect of the trip. Life has a way of presenting delicious synchronicities that enable us to get further along our path. In fact, I previously wrote an entry about trusting your gut instinct. You may think your heart leads you to do things that are fun but unimportant in the long run. To quote myself: Your intuition will guide you to make choices and take action toward building your career that you may not totally understand at the time but will make brilliant sense in retrospect.

My voice-over career is just like a trip to Paris; I have a map and can point to my pinnacle of success. It's important to me to voice projects that utilize my creativity, mean something to people, and are of lasting value. Audiobooks meet all of those criteria. I know where I'm going even though I have no idea when I will arrive.

You may be surprised to know that I am a Grammy award-winning voice talent for an audiobook in the Best Spoken Word category. You look perplexed and scratch your head as you think over this bold statement. "But Karen," you finally say with great hesitation, "how is that possible when I haven't seen your name on the Grammy awards list?"

Just because something hasn't shown up in your reality doesn't mean it isn't real.

When you use one of your 5 senses, you gain information about something in your world. No man-made thing that is in the world just magically appeared. It was first a thought in someone's mind. They had to visualize its existence and know it was achievable before it ever became part of reality.

Athletes and entertainers often have related stories of visualizing their success for years before it was known to others. I love a quote from Barry Manilow in the 70s after he hit it big. Someone asked him what it was like to be successful, and he replied, "I've always been successful, but now I'm famous."

Once you have a destination, you can create a map for getting from point A to point B. With your voice-over career or anything else, work backward from point B until you reach your place at point A. At each step, ask yourself, "in order for this to happen, what has to happen before it?"

I followed that process to create my map for achieving that Grammy award. I know certain things have to happen for my quest to be successful, and they inspire me to take action, whether marketing to a particular audiobook publisher, creating new demos, talking to others about audiobooks, etc. Sometimes the journey may seem stalled or going in a different or unexpected direction. Even in those times, I always have the inner knowing that I will arrive at my destination one day. It's just a matter of time and consistent effort on my part in order to make this dream a reality. In the meantime, I know that the success I envision is on its way.

One of my friends described this kind of thinking as "a bunch of woo-woo". In case this blog post sounds like woo-woo to you, you might be more likely to consider this advice from celebrated voice talent Nancy Cartwright. In an article for Animation World Magazine, Cartwright writes:

At any rate, if you are planning on being successful at what you do, no matter what it is you decide to do, you should be sure to envision having the greatest success in your chosen field. Don't just decide to get a job, decide to win an Emmy. I did. Don't just decide to be a background voice, decide to be on the #1 animated show on television. I did. Don't just decide to make enough money to pay your bills or quit your day job, decide to make an abundance of money so your attention can move on to greater and more important areas. I did.

It is not about just dreaming. It is truly about making the decision, and thinking big!!!! Only you can decide what is best for you, so sit down right now, and make some decisions, who knows? It might change your life forever!

So, about my Grammy award -- just remember you read it here first!

A holiday poem for voice talent

2008-12-05T06:24:00Z

'Twas three weeks before Christmas, when all through the land

Voice talents and producers were wringing their hands.

The mics were connected to computers with care

In hopes that paying jobs would soon fill dead air.

The voice talents were trained and looking for leads

With high dollar amounts to fill all their needs.

Accounting soon closes for another year

But some said the good jobs are no longer here.

When on the TV we kept hearing such clatter

From pundits, newspeople and those who don't matter

Such negative folks declared a recession

I hastened to write this poem and confession.

I don't watch the newscasts or read the headlines

I know less of the world, but that's just fine.

Instead, I think good thoughts and make them come true

Hey, it works for me, and it can work for you!

Banish the naysayers and their words of gloom

You're in charge of your thoughts, so why think of doom?

Think of what you want as if it's already true

Then take action on the ideas that come to you.

"Now audition! Now blog! Now create your podcast!

On with writing and speaking for impressions that last!

To the cyber world! To the events in your town!

Keep promoting your work, and your career won't slow down!"

If you only think of money you wish you had

The focus on the LACK of the thing will be bad.

Whatever you want in your reality

Must first be visualized in your mind, you see.

Of course, voice-over is just one part of life

Be thankful for your blessings and forget the strife

Let your loved ones know that you hold them dear

Have a magical holiday season and happy new year!

Photo: Denise Torres, iStockPhoto.com

25 reasons clients hire this voice talent

2008-11-19T19:26:00Z

Most of my articles in this blog pertain to working and marketing oneself as a voice talent. Today, though, I want to write to my potential clients. Sometimes you may need to persuade others in your organization to hire a professional voice talent instead of creating a recording using internal personnel. Here's a way for you to spell it out for them!

V	oice-over is my life's passion! I didn't wake up one morning and decide to go into voice-over because I thought I could earn some easy money. I can remember being in 5^th grade and knowing that voice-over is what I was meant to do. I have been in voice-over since 1999, and I intend to be working in voice-over for decades to come.
O	utstanding ability to take and perform to your direction. If you want a word or line with different emphasis or characterization, I attentively listen to your instructions and carry them out on the next take.
I	ntegrity. I don't agree to voice every project that is offered me. I believe in the power of the word, especially the spoken word. If I don't like the words that would be coming out of my mouth, I won't say them. You can feel assured my voice would not tarnish the image of your business by being associated with some other project that you might consider questionable.
C	haracter reads are a specialty. Two of my audiobooks required me to give a distinct and unique voice to over 50 characters! I also have provided the voice for several characters in 2 videogames.
E	ducation. I continuously invest in my education to maintain and improve my skills in copy interpretation, script analysis, microphone technique, character development and audio editing. I have studied voice-over with Nancy Wolfson, Jeff Freeman, Susan Berkley, Pat Fraley, Rich Jones, Judith Sullivan and Paul Armbruster. I also have taken a class on Pro Tools audio editing at the Art Institute of Atlanta. I'm currently studying Spanish at Berlitz so that I can perform your copy in another language.
O	ption for assistance with script revision. I have superior writing skills, as evidenced by my BA in broadcast journalism and the publication of several articles in national magazines.
V	ersatile and pleasing vocal range and pitch. My normal voice is a lower, resonant pitch that is perfect for narrations in corporate America, but I can go up and down the scale and add characteristics to create believable character voices.
E	veryone can talk, but not everyone can read aloud well, much less make themselves transparent in the process. As a professional voice actor, I can perform your script so that your audience concentrates on your content, not the manner in which it is performed.
R	ates are attractive. Many voice talent belong to a union, which sets rates based on the type of work performed and its usage. The rates shown are for the voice talent only and do not include studio time. I have flexibility in setting rates, which always include my voice talent and production time.
S	tunning SOUNDPROOF studio. My studio is custom-built for recording, incorporating special soundproofing construction techniques. The room has no windows, 2 layers of ceilings with added insulation, 2 sets of doors at each entrance with barrier space and 2 layers of 5/8" drywall covering the 2x6 walls. I record in a WhisperRoom for enhanced sound quality. In my pristine recordings, you won't hear kids, dogs, lawnmowers, computer fans, airplanes, thunder, cars or even paperclips as background noises.

B	usy people don't have time to read. I convert your copy into communication.
Y	ou won't need to go through the process again of finding competent, reliable voice talent.

K	eeps your audience listening and interested. Need I say more?
A	lways on time. You won't miss a deadline because you were waiting for me to finish your recording.
R	esearch is done prior to recording session. For audiobooks, I read the book at least once prior to recording it. I spend time to look up and learn correct pronunciations of proper names.
E	quipment is industry standard. Instead of recording straight from a low-end microphone into the computer, I record on a Neumann TLM 103 mic connected to a Voicemaster Platinum processor. I use Pro Tools LE with a Mbox on my Macbook Pro computer. If necessary, I could exchange session files with any other recording studio in the world.
N	umerous clients and credits, including: Popeyes Chicken and Biscuits, Pepsi Cola, ADP, Verizon Wireless, Georgia Department of Transportation, Delta Airlines, Multiple Sclerosis Association of America, BlueCielo ECM, Georgia Institute of Technology, and Orkin.

C	redible and creative actress who delivers sensitive and well-timed copy even during cold reads.
O	ffers custom auditions of your script for FREE.
M	ember of Audio Publishers Association. I maintain contact with audiobook publishers and can direct you to resources that may assist you.
M	arketing expertise is FREE. I minored in marketing in college and am a perpetual student of marketing books. I love marketing and am always happy to discuss it!
I	nformation technology narrations are a specialty. I earned a MS degree in computer information systems and worked over 20 years in IT positions including programmer and LAN/WAN/e-mail administrator. I can perform scripts geared to a technical audience with complete authenticity and believability since I actually understand the words that are coming out of my mouth! :)
N	ot all things to all people. Would you hire a plumber to fix your air conditioner? Companies value those with expertise in an area, so why should the voice of your important presentation be left to someone who is not skilled in voice-over delivery? Even among voice-over projects, I am selective about those I will perform. For instance, if you want someone to record a movie trailer, I can refer you to other talent. I specialize in audiobooks and narrations, including podcasts, documentaries and corporate presentations. I also enjoy performing scripts used in radio and TV commercials, as well as video games. I often voice the initial greetings and on-hold messages for phone systems, but I will not undertake telephony projects requiring hundreds of menu prompts or file conversions.
S	atisfaction guaranteed! I require 50% payment up front when beginning a project. If you are not delighted with your recording, I will not invoice you for the remainder. I don't know of another voice talent who dares to make this promise!

You may have noticed that I only listed 24 reasons that I should be your voice talent. The last is that I'm FUN! I see the use of humor as a mission-critical element in my voice-over business. Everyone is under enough stress, so I want to use humor to help people feel at ease. Contact me now so we can get started on your next project!

Reading for success

2008-11-05T15:55:00Z

If you don't like to read, voice-over is not the field for you.

In addition to reading, interpreting and performing others' scripts for pay, I am convinced that the most passionate and successful voice talent seem to have an inherent love of reading. For instance, my friend Bob Souer finds and reads all sorts of interesting things on-line, which he shares with us on his blog. I recently had a discussion with another friend Dave Courvoisier about the merits and pleasures of the Amazon Kindle wireless reading device.

I plan to buy a Kindle for pleasure reading, but I may also use it in the recording booth to perform some auditions and possibly longer material. Since I have remote control of Pro Tools through my handy TranzPort, I'm really thinking of setting up a second computer monitor in the booth.....but I digress.

Any reader of my blog would know that I love words and language. I frequently refer to books that I am reading or have read since they help shape my perspective as a person and voice talent.

"Whatever you want to do or be in life,
you will find the blueprint for success
by carefully reading..."

I have loved books since childhood. I can remember my mother taking me to the library so I could check out armfuls of books. At that time, I could read 50 books in the summer. I still frequently utilize my library card although my time for reading is more limited. These days, I might read 50 books in a year, and I am in the midst of several books at any given time.

]]> The Alchemist by Paulo Coelho, and other fiction and non-fiction.

I also avidly listen to audiobooks, especially for biographies and fiction requiring numerous characterizations. I think everyone who is or wants to be an audiobook narrator should spend time listening to and learning from others. In fact, whatever you want to do or be in life, you will find the blueprint for success by carefully reading, observing, and applying the success stories of those who have achieved your desired status.

I have often sprinkled quotations in these blog essays. Reading quotes from Emerson, Thoreau, and other great thinkers inspires me as I move foward in the life of my dreams. No matter what challenge I face in my voice-over career and life in general, I find encouragement and advice by reading the words of others:

Obstacles cannot crush me. Every obstacle yields to stern resolve.
He who is fixed to a star does not change his mind.
-- Leonardo da Vinci

Write down the thoughts of the moment.
Those that come unsought for are commonly the most valuable.
-- Francis Bacon

The world belongs to the energetic.
-- Ralph Waldo Emerson

Reading has been the underlying foundation for my every achievement. However, as Seth Godin reminds us in his blog entry describing how to read a business book, achievements also require action.

Godin maintains that business books are 95% motivation and 5% recipes for achieving success. He advises us to read business books with an objective in mind. Actively highlight and write down passages and ideas that inspire you to action toward the changes you wish to make. He states:

If three weeks go by and you haven't taken action
on what you've written down,
you wasted your time.

In your voice-over career, you will spend time every day reading from scripts. I encourage you to read just as much, if not more, for your own improvement and enjoyment, as well as for the improvement of your voice-over business. When you read something that inspires you, write it down and take action toward the life of your dreams!

Think/Write/Speak what you WANT into BEING!

2008-10-25T12:52:14Z

Cruiser Karen Commins contemplates the Caribbean colors

I just wrote the subject line on Twitter in response to voice talent Alison Pittman's tweet:

A negative mindset can be picked up so easily,even over the internet airwaves.
seeps through yr fingers into the keys of yr keyboard&beyond

A negative mindset will prevent you from achieving the success in voice-over that you desire. I previously have written about the power of words and the reason you shouldn't compare yourself to other people. However, I admit I'm not always good at implementing these points for myself.

What exactly is a negative mindset? According to Esther and Jerry Hicks, authors of numerous books on the Law of Attraction, you will have a negative mindset any time that you feel a negative emotion. They say that a negative emotion indicates you are feeling a lack of harmony with what you really WANT.

]]> For instance, you may complain that a voice-over client is slow to pay you for a recording. What you really WANT is something along these lines:

appreciation for your work
respect for your talent and time
immediate payment for the job

Complaining not only makes you feel worse in the moment, but it actually perpetuates the problem!

I'm currently reading the Hicks book Money and the Law of Attraction: Learning to Attract Wealth, Health and Happiness. On pages 186-7, the authors assert:

It may sound strange, but the fastest way to an improved work environment is to look for things in your current environment that make you feel good. Most people do exactly the opposite by pointing out the flaws in where they stand in an effort to justify an improved environment. But since the Law of Attraction always gives you more of whatever you are giving your attention to, if you your attention is on unwanted things, then more unwanted things are on the way as well....No matter how justified you are in your negative emotion, you are still messing up your future.

Steve Pavlina wrote on his positive and thought-provoking blog the best explanation I have seen for assuming responsibility for the outcome of your thoughts:

What if I deny responsibility for what I experience? What if I say, "Something out there is causing these problems, and I'm only noticing what is happening"? Then I'm powerless to change my reality. If I focus my thoughts on what I'm already getting, I'll unknowingly activate the Law of Attraction to continue bringing me more of the same. My situation will never fundamentally change. And how can it change? If I'm thinking about what I'm already getting, then I'm manifesting a loop. It's stable. If my life is filled with the manifestation of my desires, I'm in heaven. If my life is filled with what I don't want, I'm in hell.

No matter what your circumstances, you can find something more positive to think/say/write/do about it. If a client is slow to pay you, you can think about the pleasure you had in doing the job. You can think how nice it is that you aren't depending on that payment for your next meal. Once you begin to appreciate all of the good things in your life, you'll find more to appreciate.

To reinforce my changes of thought, I will write down lists of things I want to bring to life. Instead of complaining about someone who is slow to pay me for a voice-over job, I will speak and write down words like these:

I have clients who love and respect me.
I have clients who want to work with me.
My clients bring me interesting and well-written scripts that are a pleasure to perform.
I love when people tell me they recognize my voice after hearing me on an audiobook or national TV commercial; it makes me know I am doing work that means something to people.
My clients value my time and pay me promptly. In fact, they usually pay me before I can send an invoice.

Over time, I have noticed dramatic shifts in my reality as a result of these kinds of thoughts.

You can't just change a single thought and expect your world to change. It's the persistence of positive thought that will bring about the changes you seek. Thought alone does not bring about change, but any change you want to make starts with a change in thought.

Next time you're feeling negative, try thinking instead of what you WANT. What you put out into world comes back to you, usually in ways you didn't expect. By projecting a positive attitude, you can expect positive results!