Question 20: What if I have to leave a message?

This was a comment on yesterday's question.  See?  If you ask, I will respond...

When I first started coaching, I would tell people to call 3 times before leaving a message (because the point was to get them in). However, with today's technology, people are checking their caller ID, so if they see you're calling and not leaving a message, they may think it's strange. Then again, they may be curious about what you want and call you back.  So, the "3 calls before leaving a message" is up to you.

Another obstacle is: if you're calling from a blocked number, they may never answer.

Here is what you want to do when leaving a BRIEF message:

1. State your name- CLEARLY

2. State your phone number- CLEARLY

*I can't tell you how many people have called me and left out one of the above. Usually #1 and then I have to do a google search of the number and hope to find a name to match. Most people are not as caring as me.

3. Give them a compelling reason to call you back. This, while having to be spoken CLEARLY, does not have to be as clear.  This is what's called in the biz a "teaser" or a "cliffhanger." 

If you just call, "to check in," "to tell me you're available," or "to see what I've been up to," you may never get a call back, or may fall to the bottom of my priority list.  Nothing personal, I just have people calling me with urgent matters, questions only I can answer, and something really cool to share (these are all examples of #3).

Always know what you're going to say, should you go to voicemail, before you make the call.  

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

Question 19: When is a good time to call someone?

If you want to speak with them,  a good time to call is when you think they'll answer. Here are the concerns I hear around "when to call":

1. If I call during the week, I'll disturb him/her at work

2. I can't call during the weekend because it's his/her time off

3. I can't call at night because it's too late or I'll interrupt dinner

4. I can't call in the morning because it may be too early and I don't want to wake him/her

Are you doing the math, here? 

Your job is to make calls.  Decide when you are going to make the calls, and when they answer, ask, "Is this a good time for you to talk?" If they say that it's not, you ask them when IS a good time for them.  When they give you the answer, you'll know. No more guessing. Make sure you are professional and follow up when they tell you to. 

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 17: When are you too old to make it? Everyone seems to want younger people.

I won't deny that ageism exists in our industry.  I also won't buy into it.  You know why? Because I've coached over 1,000 people one-on-one, and here's what I've learned:

1. Anyone over 50 who thinks he/she is not being hired because of his/her age tells me, "No one will hire me, because I'm not the young, hip, it-guy/gal."

2. Anyone under 30 who thinks he/she is not being hired because of his/her age tells me, "No one will hire me, because I'm not the old experienced guy/gal."

3. Anyone between the ages of 31-49 who thinks he/she is not being hired because of his/her age tells me, "No one will hire me, because I'm not the young, hip it-guy/gal and I'm not the old experienced guy/gal."

The bottom line is- I know people in their teens to people in their 90s who are working in this industry. If they can do, you can do it.  You create the perception you want people to believe. My belief: you are never too young, never too old, and never in between.  You are just right. Stay true to your passion and work with people who respect you for the job you do...

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

Question 16: How do I artfully turn down work with someone I'd like to work with again later?

Because I can't ask you why you're turning down the work, if you want to work with this person, I'll address this question based on two possibilities.  If it's some other reason, put it in the comments section and I'll answer based on your actual reason.  

1. You are already working. In this case, be honest. Work is good. It means you're "in demand." Tell the person that you'd really like to work with them in the future. Then, offer one of your trusted contacts to fill the position. This way, when the next job comes up, if the person calls your trusted contact again, he/she can tell the person to offer you the job first.  If the person only wants your trusted contact, be happy.  Wouldn't you rather you contact get the job than a stranger? And now that your contact is booked, if he/she gets a call for work, you will be recommended.

2. You don't like the current job being offered. So, you don't like what the person has to offer but still want to be considered for other jobs in the future. Tell the person you're working and follow the steps of #1. If your integrity meter is flying off the charts right now because you think I'm telling you to lie, I'M NOT! Just because you're not working on a show doesn't mean you don't have work to do on the business side. Trust me, there is always work to be done. My Greenlight Intensive Group is working on the Rule of Five this month. I assigned them five business actions to take each day of the month. They are working!   

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

Question 15: How can you get yourself known on the web, without seeming annoying or cheesy?

Sometimes the way y'all phrase your questions, cracks me up!  Let me address the later part of that question since it's what's helping me fill my laugh quota for today...

If you are not annoying or cheesy, you will not be perceived that way.  I'm going to go out on a limb, and guess that you're neither of those.  Because if you were, you wouldn't recognize the annoyances and cheesiness of others, and therefore, you wouldn't recognize the need to NOT be like them.  So, go easy on yourself, and don't do anything that you find annoying or cheesy.  

Ways to get yourself noticed on the web that are professional, effective and a smart way to market:

1. Create a website that honestly represents what you do professionally, makes it easy for people to find the information on you that they want, and showcases your best attributes.

*NOTE: if you are not website building savvy, and will spend a lot of time learning as you build, I suggest what my mentor Loral Langemeier says, "Strengthen your strengths, pay for your weaknesses."  It's better to spend money on a professional web designer, so you can spend YOUR time generating money with your professional strengths.  I recommend Kathy Hoffman at http://www.hoffmansites.com.   Tell her you're my client.  She's very reasonable and very reliable.

2. Get on Social Networking Sites like: Facebook, Twitter, Linked in, Plaxo, etc. For me, Facebook is the priority (this week). Make informative or inquisitive posts on people's walls. 

For example: a camera operator needed an AC.  He posted his request on my wall and on my Greenlight Coach Group wall, and found his AC through my friends network.  (hint, hint, if you're reading this you should be friend requesting me on FB, joining The Greenlight Coach Group, and following me on Twitter.  

3. Write an informative blog or create a podcast.

4. Post videos of yourself (demonstrating /teaching/ working) on YouTube.  No dancing to a montage of music from the 80's... that's cheesy (the only exception is: if you're a professional dancer). 

5. Post informative comments AND success stories on other people's blogs, like this one!  Or www.TheGreenlightCoachBlog.com.  This gets you recognized as an expert in your field, in a community of like-minded people. 

If you have more detailed questions about any of the above, post it on my comments section and I'll answer it as a separate question. 

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

Question 14: How do I sharpen my negotiating skills? (ex: day rate)

I get this question a lot from people who don't have agents.  Negotiating is a skill that takes practice and training.  Now, if you're like most people in the industry, you don't have a lot of opportunity to practice or you'd probably have an agent who snatched you up to do the job for you.  Training can be expensive, time consuming, and in many instances, boring for creative people.  

So, here's an answer that you probably didn't expect.  It is fun and extremely entertaining while at the same time educational:

1. LEAVE ALL CASH, CREDIT CARDS, & CHECKBOOKS in your car

2. Go into A and/or B (at least three 1 high end, 1 low end, 1 middle): 

a. GYMS: Equinox, Crunch, 24 Hour Fitness, Ballys, a small neighborhood gym 

b. CARS: Bentley, Lexus, BMW, Toyota, Honda, Ford, Kia

3. Allow yourself to be "sold to" 

4. Negotiate with them BUT don't buy 

5. Give them your real phone number and email address, so you can see their follow up techniques

Gym and car sales people are trained to negotiate.  You can learn so much from their different styles.  A Lexus sales person negotiates much differently than a Toyota sales person.  

Back in your car, jot down some notes.  What worked?  What turned you off? What words were used to persuade you? What was their body language?  Did they create rapport with you, and if so, how? Was a manager brought in to help close you, and if so, was the manager's style different? 

Start writing a script based on bits and pieces you take from each that you found to be effective. Then try negotiating with people in your life for basic things like, a movie you want to see, a restaurant you want to try, and the new car you now want to buy because the Lexus dealer was so darn good!

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

 

Question 13: What do you do when you're calling people who talk about nothing but gloom and doom?

This question came up today, during my Greenlight Intensive Group meeting. My Intensifiers (as I lovingly call them), are seeing this time in our industry as an opportunity. Yet, everyone they call, complain about what's in the news and wind up sucking my "shooting stars" into their black holes.  

Don't get sucked into the black hole!  This is a time of opportunity for creating new and deepening old relationships.  If you are calling people who want to discuss politics, contracts, lack of work, runaway production, etc., discussions are okay. What's not okay is having to listen to a complainer.  To clarify, a person who wants to discuss any of the previously mentioned topics, will share what they've heard, their opinion, and/or their concerns and ask for yours.  The goal of the discussion is to find solutions.  A complainer is not looking for a solution; a complainer is looking for something to place blame on for the situation he/she is in.

If you find yourself on the phone with a complainer:

1. Share the positive things you've been doing 

2. Say up front that you don't want to discuss "the touchy subject" because you are optimistic and see this as a time to seize opportunities

3. Ask if he/she is interested in a solution, and if so, give them some ideas about what they can be doing with their time to stay positive.

What I've seen over and over again, are people who are in-between jobs, forcing themselves to suffer because they're not working.  Then, when they do get a job, they look back with terrible REGRET, wishing they had enjoyed that time.  One of the benefits of being a freelancer is the schedule.  Instead of choosing to be miserable when you're not working, choose to take the action necessary to get work and enjoy the remaining hours of the day.  You deserve it!  

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

 

Question 12: With so many commitments, how do I manage my time?

I chose to answer this question today, because it's 1:30 am.  You see, I made a commitment to YOU, to answer a question per day, and guess what? For me, life showed up today.  I didn't have time to blog because of my other priorities.  Now, because this is a priority for me, I'm doing it before I go to bed, so I am in fact answering within "my day." 

I'm sharing this with you as an example of accountability and taking one small step.

You can manage your time by:

1. Making a list of what you WANT to accomplish 

2. Making a list of what you MUST accomplish

3. Prioritizing both lists 

Then # 4 is KEY:

4. Taking at least one action per day on that list

And # 5 will keep you emotionally stable:

5. Forgiving yourself if you can't

There will be days when I won't be able to post because life will happen, and I will choose to to de-prioritize this commitment because something or someone is more  important.  And that will be okay. I don't aim for perfection anymore. I aim for enjoying the journey.  There are other specific time management techniques that I will offer in this blog. For now I want YOU to practice enjoying your journey until it is no longer something you practice it is who YOU ARE. 

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

Question 11: What is a realistic number to meet at a networking event?

Yesterday's comment becomes today's question...

"Realistic" is going to be different for each individual and each networking situation.  If you are an outgoing individual who is attending a large function with 500 people, the potential is very high. If you are a shy individual, your goal is to meet the number that pushes you out of your comfort zone while being productive.

A networking opportunity can occur at an intimate dinner for 6, a movie screening, or a seminar (to name just a few).  

I suggest you set a number goal that is:

1. More than you would normally reach out to 

2. In line with the number of people who will be at the event

3. Do-able; set yourself up for success

Remember it's not about the number, it's about creating relationships with people and getting out of your comfort zone. 

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

Question 10: What 3 things should you do when you go to a networking event?

1. Set a goal for the number of new people you will meet

2. Spend time creating the relationship before asking for their card (getting their information is far more important than giving yours. Of course you should still give yours once you get theirs)

3. Put notes on the business card to remind you what they looked like and what you spoke about

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