entertainment industry coach question 735: How do I turn a cold call into a warm call?

As I pointed out yesterday, people in the entertainment industry don't respond well to cold calls. If you want to "warm up" your call, the BEST way, is to get a referral to the person you're calling.

If you don't know anyone who knows the person you're calling, do research on the person. Find a common link, something you admire, or a question that only he/she can answer.

Whenever possible, send a personalized letter introducing yourself and explaining the reason for your call- BEFORE you make the call. This way, the person can absorb what you're calling about and be expecting your call.

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For more tips and articles by top entertainment industry career coach, The Greenlight Coach, visitwww.TheGreenlightCoachBlog.com

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entertainment industry coach Question 487: Is it appropriate to talk business at a 4th of July party?

It's not inappropriate, but I'd encourage you to build relationships on a personal level and if the person with whom you're speaking brings up business, then you can respond.

There are ways to share stories to let people know what you do and what you're looking for as far as work, without coming straight out and talking business.

Remember, if you build a strong relationship on a personal level at a party, it will open up the opportunity for a second conversation and then a third and so on. Eventually work will come up. As opposed to going straight for the "I am looking for work" conversation which tends to bring up peoples' walls.

For more tips and articles by top entertainment industry career coach, The Greenlight Coach, visitwww.TheGreenlightCoachBlog.com

To stay current on The Greenlight Coach's speaking engagements, recommendations, and work success articles, sign up for her free newsletter at the top of the page and get a great bonus 1-hour MP3 on creating powerful business partnerships when you do!

entertainment industry coach Question 414: Is it wrong to take a job out of town when I want filming to stay in my state?

I recently had a client with the same dilemma. I can't tell you what's right and wrong because who's to judge? What I can say is, you want to work, you have an opportunity. There are many reasons production is going to other states. I happen to know you live in California. There are groups such as http://shootmoviesincalifornia.com that are fighting to keep production in the state. If you're not already a member of the group, get involved.

In the mean time, it's not a quick fix and you want to work. That may mean going out of state. It doesn't make you a hypocrite, it makes you a business person who is doing the best to support your business while fighting for change.

The industry is always changing. Now it is expanding to other states. That may be advantages for other people who don't live in California. Again, you can't say what's right or wrong, you just have to get involved in creating the change you want to see.

For more tips and articles by top entertainment industry career coach, The Greenlight Coach, visitwww.TheGreenlightCoachBlog.com

To stay current on The Greenlight Coach's speaking engagements, recommendations, and work success articles, sign up for her free newsletter at the top of the page and get a great bonus 1-hour MP3 on creating powerful business partnerships when you do!

entertainment industry coach question 268: How do I get more work, better work, or different work?

This was a question asked on my Facebook wall, because as a career coach, that's what I do, and it says just that in my profile. I help people get more work, better work, or different work. Now the question itself is too general to answer in one blog, which is why I'm on day number 268.

My advice to this person is:

1. Read my blog, subscribe to my newsletter and watch my videos. They're all free and will give you ideas.

2. Do an evaluation of where you are right now. Getting work is in direct correlation to the number of people you know who can hire you and how well you know them. So how many people do you know who can hire you and how well do you know them?

3. Once you've done numbers 1 & 2, design specific questions that pertain to where you are in your career and ask them.

People in the entertainment industry work with a career coach because they've spent years working on their craft, yet, have neglected learning the business tools necessary for success as a freelancer. If you're frustrated because you've been doing the same things over and over to get work, and not getting the results you want, it's important to recognize that having business skills is just as important as having the skills of your craft.

For more tips and articles by top entertainment industry career coach, The Greenlight Coach, visit www.TheGreenlightCoachBlog.com

question 189: How do I get work in the entertainment business?

Before I answer this question, I'm going to ask you to read the archives of this blog. Start at number one, because early on, I was addressing many questions that dealt directly with getting work. Once you've read through the archives, you should have a lot of ideas. At that point, you will still have questions, but you'll be more clear and therefore, will want to ask me more specific questions that are the "next-step" questions for you.

I look forward to hearing from you again.

For more tips and articles by top entertainment industry career coach, the Greenlight Coach, visit www.theGreenlightCoachBlog.com

question 182: Is the industry really slow right now?

This is a question I've been getting for YEARS! My response has always been the same. For the people who are working, it's not slow. Whether there's a lot going on or not, isn't really the issue, because if you're not working it doesn't matter. So basically, if my answer is "yes" then you can create an excuse like, "oh, well then that explains why I'm not working." Or if I say "no," you can beat yourself up with, "why am I the only one not working?" Either way, it's a lose/lose scenario.

Therefore, instead of worrying about whether the town is busy or slow, focus on what you can be doing for your business, daily. Get into the routine of working so you always feel busy. Have meetings, do set visits, and go to networking events.

For more tips and articles by top entertainment industry career coach, The Greenlight Coach, visit www.TheGreenlightCoachBlog.com

Question 108: How do I get an acting job on a TV show this fall?

I haven't gone to bed yet, so this still counts as Friday's blog.  Technicalities out of the way... on to the question. I like your specificity. You're focused on TV. I'm going to give you some tips. Usually, I don't say "don't" because if I tell you DON'T think about a purple elephant, what do you think about? However, when I use "don't" below, it's not an embedded command to do it, I'm saying "don't" because so many people "do" these things, that I'm using your language instead of "coaching language." If that was confusing, it's just because I'm blogging at 1 am.

Okay, here are some tips: 

1. Be union ready. Most shows are SAG or AFTRA.

2. Know your next step. If you have never worked on a tv show before, pursue co-stars/under 5 lines. If you have a long resume of co-stars, start pursuing guest stars, and so on.

3. Know your type. Don't market yourself against your type. Don't submit for roles you're not right for. Actors like to argue this point, reminding me of the exceptions. While I'm the first to agree that there are exceptions to every rule, if 200 actors submit for a part that they want to "break the type" for, it makes the Casting Director's job harder. It's the Casting Director's job to get creative with the exceptions. Concentrate on building relationships with CDs as opposed to making their job harder. 

4. Do your research. Know what shows hire your type and target them.  

For more tips and articles by top entertainment industry coach, The Greenlight Coach, visit www.theGreenlightCoachBlog.com 

Question 78: Can I call people for work now, even though I've been out of touch them?

The person who asked me this knows how I feel about re-establishing relationships first. While that is usually the case, that would mean that  you would have had to re-establish in April, before the up-fronts.

This person did not. This person still needs to get work though. Therefore, try these tips:

1. Acknowledge the purple elephant in the room: It's been a long time since we've spoken...

2. Research what they've been doing: I know you've been busy working on Private Practice...

3. Tell them what you've been doing: I was working on XXXXX...

4. Combine the two: It's always such a challenge to stay in touch with the people you like when everyone is working...

5. Ask what else they've been up to (this can be quick small talk, or a serious catch up)

6. Tell them why you're calling: You may have heard that XXXXX was cancelled, so now I'm looking forward to getting on a new show. Do you know of anyone who is hiring or may know someone who is?

Look, is it the ideal scenario? In my book, no. But it is what it is. And the bottom line is, it is your job to look for work and people get that. Project warmth, sincerity, and confidence. 

ps: actors, start re-establishing relationships with people now, BEFORE they start hiring for episodic co/guest stars.

For more tips and articles by top entertainment industry coach, The Greenlight Coach Coach, visit: www.thegreenlightcoachblog.com

Question 77: Is it true that if I take a vacation I'll get called for work?

The question continued...

"because I haven't taken a vacation in two years, nor have I gotten much work. I really need a vacation!"

I'm going to answer this question with a story...

When I graduated college, my graduation present was a trip to Club Med. At the time, it was the BEST WEEK OF MY LIFE. I really wanted to go and be a Club Med Counselor... BUT, the time commitment was 6 months. I was convinced that if I missed 6 months of pursuing acting, my career would be over. I did not become a counselor for Club Med. I did not book any acting jobs during that time or the four years after. 

I can look back now and see what a small chunk of my life those 6 months were. Who knows the memories I could have created.

I'm not really one for shoulda coulda wouldas, so that said, take a vacation. Create some memories. This is your life. If you get called for a job and you're out of town, refer someone you know. You get a vacation and the chance to help someone else. You only live once. Enjoy it.  

Question 67: How do I stay in touch with people while I'm working? I usually get absorbed in what I am doing.

Here's how the actual question read:

You said about looking for work, "the best time to make calls is while you’re working."  Could you talk more about that?  I usually get absorbed in what I am doing and don't think to be reaching out to people during that time.

The reason I say that is because:

1. You're not calling for work, which puts you and the person you're calling at ease

2. You're far more confident when you're working, so it's a great time to be talking to people

3. YOU'RE MORE MARKETABLE when you're working! Suddenly people want you... the domino effect

Back to your question. Like you, when I tell people to make calls while they're working, I usually hear:

1. I'm too busy to make calls while I'm working

2. I don't want to look like the guy/girl who's always on the phone

3. I'm too exhausted from work to even think about making calls

4. If I'm just there for the day (dayplaying) I want to look like I'm totally focused on my job

5. I don't want to make people who aren't working feel bad by calling them to say I'm working

I could address each of these individually (and if you'd like me to, please write that in the comment section), instead I'll give you the bottom line.

If the best time to generate work is while you're working, you must be contacting people despite numbers 1-5. So, here's how you make it happen:

1. Set a goal for the day; the number of people (even if it's 1) you plan to contact. It's like making a list for the grocery store- you're focused on the items on your list, because you wrote them down. 

You're absorbed and not thinking about calling because you're not focused on it.

2. Now that you have a goal, create a plan; decide when you will contact them. Spread it out over your drive to set, your lunch hour, your breaks, your drive home (obviously being considerate of what time it is).

3. Know your call objective, so you can preface your conversation by saying, "Hey I'm on set and only have about two minutes, so I just wanted to...," and then get to your objective.

4. As part of your plan decide HOW you will contact them. If calling them just isn't possible, there's email, texting, social networking sites like Facebook. Instead of staring at obstacles, seek out ways to make it happen!

I'm sure this post has opened up even more questions for you, my wonderful inquisitive readers. So feel free to post them in the comment section and I'll get to them all.

For more articles and tips by top entertainment industry coach, the Greenlight Coach, visit www.theGreenlightCoachBlog.com 

Question 38: How do I deal with finding work in such a bad economy?

Finding work is always about one thing- relationships.  Now is the best possible time to be focusing on relationships because people who are generally hard to reach are more accessible. Instead of focusing on the economy, focus on relationships.   

For more tips and articles by The Greenlight Coach, visit www.TheGreenlightCoachBlog.com 

Question 18: How do I get work when so much depends on luck?

I'm answering this question today, because my lucky # is 18 and this is question 18.  Here's what I think about luck:

Luck is another one of those excuses that people use to blame, when they aren't taking action.  "I'm just not lucky." Of course you're not.  You're in your apartment, sitting on your couch, waiting for the phone to ring.  I'm sorry if I sound harsh, but the successful people I know have WORKED REALLY HARD to get to where they are.  To chalk someone's success up to "luck," is unfair. Even people who claim that they "just got lucky," spend ten minutes with me dissecting their career path, to discover that they had far more to do with their own success than luck.  

The only example I can possibly conceive of as lucky is: a girl in Kansas walks across a street, gets hit by a car driven by Peter Berg (I know random, but I dig him), and he promises to give her a speaking role in every film he directs for the rest of their lives IF she doesn't sue him. She agrees, he stays true to his word, and suddenly she has an acting career.  But seriously, how often does that happen?      

Create your own, luck.  Do your research.  Build your relationships.  Get yourself out there.  Put yourself in the right place, and it will become the right time.

*disclaimer: I am in no way suggesting that you jump in front of a hot director's car!!!

For more tips and articles by The Greenlight Coach, visit www.TheGreenlightCoachBlog.com

Question 3: What is the best way to make a cold call to get work?

For all of you who hate making cold calls, you're going to love my answer to this one: DON'T MAKE THEM!  I know in some industries cold calling is the norm, but ours is a creative industry, so it's not.  The reason is because people want to hire people they know, like, and trust.  Money, jobs, and reputations are on the line.  Put yourself in the shoes of the person doing the hiring.  If you had to hire someone on a $50 million feature and your job and reputation was on the line, would you hire a cold caller or someone you've worked with for 10 years?  Even if your entire network of people was unavailable, would you hire a cold caller or ask your network for recommendations to other people?  Cold calling is a long shot.  I'm not saying that people have never gotten jobs making them, I'm saying it's working hard, not smart.  

I'll answer the obvious next question tomorrow: if I shouldn't cold call people, how do I meet them?  

For more tips and articles by The Greenlight Coach, visit www.theGreenlightCoachBlog.com