Question 26: What if I can't find anything on the person I'm researching?

This is a shortened version of the question I received in the comment section of Question 24.

So, you've googled, IMDBd, and polled your friends and there is nothing to be found on the person you're meeting with. 

1. If you're meeting at his/her office, quickly do a scan to see if there is something to ask about, comment on, or a common interest.

2. Focus on creating rapport.

3. Design general questions based on what the meeting is about.

4. Prepare your own stories to share so you'll feel confident about having something to discuss.

5. Relax.  If you couldn't find anything, the person knows there is nothing to find.

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

Question 1: How to generate Union work without Union contacts

Answer: In general- you don't.  If you want to work union jobs, it's imperative that you have relationships with people who hire union members.  I have clients who have been working non-union for over 20 years.  When I look at their list of contacts, everyone they know is non-union.  

The good news is, at least you know what's missing.  Create a target list of people who can hire you for the types of union jobs you want. Don't concern yourself with "how" you're going to meet them.  At this point, just become aware of who they are.

On today's teleseminar I'll be talking about how to figure out who you need to know and the importance of researching your targets.  We'll also cover where and how to research them.

To hear the archives and get on the live calls, sign up at www.TheGreenlightCoach.com and click on the And...Action! Teleseminar series.

To your success... 

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