Incredibly, even though I’ve been a professional entertainer for over a decade, I still get occasional requests to work for free. People want me to “donate my time” or promise that their event will lead to “tons of free exposure”. As recent as last year someone asked me to do a show in exchange for some gift certificates at their restaurant. I turned them down.
When I was just starting out I might have jumped at the opportunity to get my name out there. Back then it felt foolish not to seize every opportunity that came my way but now, with ten years of experience, I see things differently.
So, to the artists, actors, musicians, comics, magicians, or other performers who might be reading this, let me help you out. When someone approaches you with promises of “exposure” in exchange for free work - DON’T DO IT.
Take it from me: Not a single bit of the work I gave away ever led to anything substantial. If anything, the people that I donated work to would realize I was a nice guy and continued to take advantage of my services in other ways. Plus, if anyone saw me at one of those events they were probably looking for discounted work, too.
Many of my artist friends have a hard time valuing what they do. Some don’t have a clue what to charge and others cringe at the idea of charging at all. It may be out of your comfort zone, but no matter your art form you should charge what you’re worth just like you would in any other field.
Take what I do, for example: When I travel for gigs I’m not just working for a 45 minute show. I’m actually giving away nearly 36 hours for one event. I’m literally spending almost one regular work week just to travel across the country and back for one job! So, I have to charge accordingly - hotel, travel, preparation costs, fuel, luggage, performance, experience, and more all factor into how I set my fee.
Just last weekend I found myself delayed at an airport on the west coast. My morning flight was cancelled and I rebooked on a different airline headed to the alternate airport in Chicago. I had plans that evening but luckily my flight landed back home just in time. I took an Uber home to change, then another Uber on to a concert with my wife. Then, after the show we took yet another Uber to the other airport to get our car before driving home. A simple flight home turned into a much more expensive flight and three additional cab rides across town.
It would be impossible to afford to deal with travel changes if I wasn’t firm in my fee and willing to value my work. And that’s the key - you have to understand your worth and be willing to say no to people that don’t value your work like you do.
Here’s the best advice I can give you: set a price and don’t come down on it. When people try to haggle with you, say “NO” and explain why you charge what you do. It may be difficult to let work slip away at first but over time people will understand that you mean business and they will value your craft like you do. In a year, increase your rates and start all over again. You’ll be glad you did.
People would never ask a plumber or contractor to work for exposure. They would never tell their attorney that they would be sure to “tell all of their friends about them” in exchange for their services. It’s something very unique to entertainers and artists. But, that doesn’t mean it’s okay.
The next time someone asks you to work for "gift certificates” just tell them that you called your landlord and sadly they don’t accept gift certificates in exchange for your rent. Or, just forward that cheapskate a link to this post.
Other Thoughts:
Jules Darling did this awesome sketch of me during a show in Chicago last week! Check out more of their work on Instagram.
Tomorrow night I'll be reading minds at a special Valentine’s Day edition of The Magic Penthouse. I’m also part of an incredible lineup this weekend at The Lincoln Lodge. Get your tickets here.
I was super pumped that “Parasite” won the Oscar for Best Picture. If you haven’t seen it yet, what are you waiting for? Don’t read anything that might spoil it - just watch it. It’s easily one of the best movies I’ve seen in a really, really long time.