entertainment industry coach question 689:What's the best way to approach referrals?

The actual question read: I am a set photographer in the film and television industry. I was recently given the email and telephone contact for two people who hire set photographers for reality television shows. How do you think the best way to approach them is? Since they probably get contacted by new people all the time.

Yes, when people are in the position to hire, they tend to get contacted by people all of the time. However, the majority of these contacts are cold calls. YOU have referrals. Therefore, the professional way to approach them is to call and say, "Hi (insert their name), my name is (insert your name), and I was referred to you by (insert referral's name) he/she thought the two of us would hit it off and should connect. Do you have time for a coffee or if you're in production, perhaps I could stop by set and just observe. I'l be happy to sign the confidentiality agreement. I enjoy doing set visits and getting to see the atmosphere of the different shows."

The person should ask what you do and then you can share. But if the person does not, don't reveal it yet. Wait until you get to meet. Bring your book or reel (out of sight) so you're ready if you're asked to share it.

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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 391: Resume question:

“I'm now asked to either email or fax a resume if it involves a production office. I usually choose the fax because I figure several people might see my name, recognize it, pass it around and hopefully it will get to the DP. In my efforts to go green I'm trying to shrink my resume to take less paper. But I've got lots of credits (thanks in a big way to you!!!) and I don't want to make it too small. I am emailing it to many places because they only offer that option so length is no problem -- any tips on making it stand out? I'm sending it in PDF format rather in the body of the email -- is that the best way?”

First, cover both bases by faxing the 1 pager, then sending an email saying, “In an effort to go green, I’ve faxed you my short resume as requested. Attached is the longer version.”

Second, if you want to stand out write in big letters (or in an email in big red letters) Requested by/Referred by (insert the name of person you know on the production). That’s of course if you have a referral or if it’s been requested. Do you 6 Degrees of Kevin Bacon to find out someone connected to your submission.

And third, when sending a PDF, do both, in the body of the email and the attachment.

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

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entertainment industry coach question 362: How can I meet Casting Directors?

This was a question asked of me last night at a networking event, by a very charming young man. Our conversation didn't start out about his acting, it started out regarding his book which became a best seller. It's subject matter, imitates what my favorite writer did 30 years ago, so I was instantly pulled into the conversation. As we got further into the discussion and he brought up acting, I asked him the first question I always ask, "how many people do you know in the entertainment industry." His answer was 300 (that's 100 more than the "sweet spot"). Now I knew something was missing. How can he know so many people and not be making any progress.

Naturally I asked him my next question, "how many casting directors do you know." He floundered for a moment then said, "one, sort of." AH HA! Mystery solved. So naturally he asked me how he was supposed to meet casting directors. I told him I'd answer him in my blog.

1. Ask the people you already know to give you referrals to the casting directors they know

2. Build relationships through casting director workshops (there's a whole strategy to this, but you have to coach with me... I can't give you all of my secrets for free)

3. Offer to do an internship in casting directors' offices

4. Attend networking events that involve casting directors

5. Join philanthropic organizations that casting directors are a part of

Yes, you have to do research for 4 & 5. Remember casting directors are people, treat them with respect and always look to create a win/win.

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

entertainment industry coach question 302:How do you get your portfolio to the right people?

The question continues: "... without jealous and/or unprofessional people trying to stop you and/or make you look low quality?"

I will address the second part of the question first. Only YOU can let people stop you. People can be jealous and unprofessional and therefore not help you. In that case you need to meet new people who will.

Also, no one else can make your work look low quality, right? You are the photographer, therefore you are deciding the equipment you use, your lighting, and making all of the decisions that produce your finished work that you put in your portfolio.

Now to address the first part of the question: How do you get your portfolio to the right people? Depending on the industry of photography you're in, you'd be targeting different people. Movie and TV set still photographers, target studio photo editors.

1. Find out who judges the portfolios in the area of photography you're in

2. Contact their office to find out their submission policy and what format they want the portfolio in

3. If they don't accept unsolicited materials, ask who they accept materials from (reps, agents)

4. Contact those reps and agents

5. If after all of this, you still can't get your work seen, let me know and I'll start from the basics about creating relationships and getting referrals

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

entertainment industry coach question 254: How do I find someone to write a short film for me?

There are many different ways to find a writer. Here are a few suggestions:

1. If you know people who know writers, ask for a referral.
2. You can post an ad on Craig’s List, something along the lines of: looking for a writer for a short film in the _____ genre. [no pay or some pay]. Please send writing sample for this genre ONLY to: (your email address)
3. Research writer’s groups, websites, and associations and post the ad above
4. Post ad on twitter and Facebook
5. If you already know of a writer who wrote a short that you enjoyed, reach out to him/her

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

question 199: Then how DO I make my resume stand out?

This was a follow up question to my answer to #197. I told him why having a picture wasn't a good idea but I didn't answer what DOES actually make a resume stand out. So here's my answer:

If you're an academy award winner and/or have worked on top box office grossing films, that's going to make your resume stand out. Although usually at this level, you won't need a resume.

So what really makes a resume stand out if you have basically a number of unrecognizable credits with semi-unrecognizable talent? A REFERRAL. In other words, sending out hundreds of resumes cold, is pretty much a waste of time and money. Instead, target specific jobs, speak to your contacts to find out if they know anyone involved with the project, and then send a cover letter with your resume stating that you were referred by _______. That's what makes you stand out, having a connection to someone involved.

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

question 133: I want to get back into production after 10 years. What's the best way?

Because I know this person, I know he has transferrable skills from the career he's had over the past decade. Based on that, here's my advice: take meetings with at least 3 people you're still connected to in the "biz" and discuss...

1. What you want to do in production?

2. Based on your past production jobs and the skills you have now, where they think you fit in?

3, How to market your skills from past and present to make you an enticing package to someone who's hiring. In other words, how do your skills from your job now, give you a unique perspective, tied in with your past set experience, to make you the best person for the job.

Once you and your 3 advisors have come up with a plan of action, ask them for referrals to other people who can help you. Also, get back in touch with your old contacts. If they are no longer in the biz, ask if they can refer you to people they know who are.

You may need my advice on your resume, so feel free to ask. Your corporate resume is not going to translate in the world of the "creatives."

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

Question 50: I read your list of people to get referrals to on page 79 but how do you ask for them when people are so competitive?

This was a question from one of the people in my teleseminar series.  I addressed it on the call today and thought I'd share it with everyone.

Here are my suggestions for asking for referrals: 

1. Ask people you’re not in direct competition with. Who else knows the classification of people you're trying to meet?

2. Explain clearly, what you want to speak to their contacts about. Many times people aren't sure why you're asking for the referral, so they are resistant. Be sure to give them a reason they can say yes to.

3. Have an upbeat energy when you’re asking, a mindset of possibility. If you sound like you're apologizing for asking, or have any negativity in your tonality and/or physiology, people pick up on that. They want to help people who are confident and upbeat.

4. Be prepared (have a target list). Straight out of Jerry Maguire - help them to help you. 

5. Know your objections before and have an answer prepared. If people have said no in the past, know why and address those objections in the future either directly or change how you're asking for the referral.

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

And to join the teleseminar series, visit www.thegreenlightcoach.com 

Question 44: when you are at the top of your profession on the technical side, how do you break through into management?

Great question! And for those of you who are not interested in management, simply insert any job or genre that you are interested in transitioning to. Because, that's what this question boils down to: How do you transition from one area to another.

Let me start by saying that if you consider yourself "at the top of your game," that's a huge plus. The confidence that supports that statement will back up the "perception strategy" you have to create. What's a perception strategy, you wonder? Here it is:

1. Know what the objections to hiring you in the new position are. In other words, why is there a challenge for you to break into a new area?

2. Have a counter argument prepared for each possible objection.

3. Tie your counter arguments into your pitch before the interviewer can even bring them up.

Here's an example:

The person asking the question wants to move from a technical position to a managerial position.

The interview may object because he/she thinks that technicians don't know how to "manage."

The technician starts the interview by saying, "Thank you for meeting with me. I know many people who aren't informed about what I do think that people in my position don't know how to "manage." I'm glad to see that you have the insight to know that a technician at my level, manages people on a regular basis (you'd mention how many and whom, and if you don't "officially" manage people, you point out how you "unofficially" manage people without bringing attention to the fact that it's not part of your job description) and even has an advantage over typical managers who have no technical background. With me you get the best of both worlds and I'm glad that you see that."

Get referrals to people who can hire you in the new position, create solid relationships with them, and then go for the job by being the best candidate, despite any preconceived notions. 

It's all perception.   

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

Question 41: How should I prepare for an informational meeting with someone I've been referred to?

Preparing for an informational meeting with a referral is similar to preparing for a job interview. The differences being:

1. The person is meeting with you because of your connection to the person who referred you

2. It's not for a specific job

Therefore, in your preparation, you want to:

1. Know your objective(s) for the meeting

2. Research the person you're meeting with (seems obvious, but SO many people don't)

3. Design at least 5 questions that you really want to know the answers to

4. Compile a package that shows you in your best light 

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

Question 4: 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. 

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