FILM BUSINESS BOOT CAMP

Though having talent certainly does count in the long haul, having connections in the business counts for everything on the front end. Whether you think it should be this way or not matters not in the least to the people in the Business. This is the way it is, and that’s what we’re all up against; so we deal with the fact, or we fade into oblivion. There is no prize for being an Also Ran.

Trying to make a break into the Film Industry with no connections to it is like a skinny kid with a little dick and no pubes trying to hook up with the Head Cheerleader; nothing good will come of it. You’re in Boot Camp dear Film Freak’s, not Summer Camp, and it’s one hell of a tough fuck’n thing you’re trying to accomplish.

So; the question before us is how do we make those all important connections? How do we establish relationships with people inside the Film Industry who can give us the leg up we need?

If you live in or near the hub of the Film Industry, you may have easier access to such individuals than do those of us who live a great distance from it. Even then, reaching out to such people for their assistance remains no small thing to accomplish. You may know from your own life’s experience that most all business people are (1), often too busy or simply uninterested in stopping to chat with someone they don’t know; and (2), have enough friends in their inner circle already even to consider your request to be Sheparded in.


HOW YOU CAN MAKE CONTACT

If you have availed yourself of my previous postings, you know that I am repeating a theme here. However, studies have proven that it takes repetition of information and action to change set patterns of both thought and behavior, making this article no less valuable to your pursuits than any other containing similar information.

Making contact with and holding the attention of Film Industry Insiders requires that you are in full possession of a relaxed, confident demeanor; while at the same time presenting yourself with the utmost of professionalism. When you do find an opportunity to approach someone in the Industry, you must do so in an unhurried yet concise manner, as chances are great that you will only be granted but a moments time to impress such individuals that you are worthy of their time and attention.


<> Always Be Prepared
Our quest to enter the Business of Film, like any other business, requires that we are always prepared to pitch our product and/or services, in a moments notice. Regarding those of us who are Writers with Spec Scripts we are looking to sell, this means knowing the story backwards and forwards, and having in our minds at all times a pitch that drives home the value of our Screenplay in just one, potent, concise sentence. If we are seeking to establish ourselves as a Director, we have to possess the confidence and capability of impressing upon the Industry Professional that we can do the job. That requires evidence in the way of a Short Film or Directors Reel. But do remember, it is you they first buy, and not your Script or Finished Film; you.

<> Mind Your Language
You should set it in your mind that when the time comes to meet with an Industry Professional, that it may be the only shot you will ever have in your life to make that all important impression. Hopefully this will not be the case, but it is the mindset you must have going into that one opportunity.

There are valuable, powerful things you should include in your brief introduction of yourself that may impress people just enough to give you fair consideration of your proposal. And there are things which in the saying equates to cutting your own throat.

Things you should never say:
(1) I want.
(2) I need.
(3) I can.
(4) You can trust me.
(5) You won’t regret it.

Thing you should say:
(1) I have.
(2) I will.
(3) Allow me to show you.

Throughout the years I’d spent involved in straight commission sales, I had both read and heard it said with mantra like repetition, “Sell the Benefits.”


<> What Good Are You?
The question the Industry Professional will most likely never voice, but will certain have in his or her mind, is: “What benefit is there to me and/or my associates and friends if I were to help this person?” It may be contrary to your present view of things, but you must fully contend with the fact that Filmmaking is not an act of making Art for Art sake. It is fully and completely the business of making an Entertainment Product for Profit. This, and no other, is the perspective the Industry Professional possesses.

You must fix it in your mind that when you are given any opportunity to make a pitch, whether it’s in person, by phone, by email or in a letter, is that the people on the receiving end of your words are first interested in what financial benefit you might have to offer them or those they know. So, you must think long and hard on what benefits you bring to the business, and how you can best present yourself in that light.


<> Get Up In Their Face
No matter how you might first make contact, it remains that the greatest value to you for launching your career is in the face to face meeting. Remember, (1) you are the product; (2) it’s a who you know Business. It may be that your first contact is by phone or some other method, but get the meeting. Chances are good, if they like you, you have a shot.


<> Ready – Set – GO!
I cannot over state the importance of being prepared for even the off-chance, unplanned encounter. You must always be ready to present yourself and your benefits to those who have the potential of helping you get that break you need. Again, the Film Business is a Who You Know Business. Until you are asked for material of any kind, you (not what you have) are the thing that you are selling.

BUSINESS CARDS: If you haven’t done so already, have yourself some Business Cards printed up and carry them with you at all times. Your card should be the same kind of card people of importance carry. Resist the compulsion to express your inner creativity with something flamboyant. For every one person in the Business who might think your splashy card is just so cool, there’s a thousand who will view it as adolescent. So stick to a simple default design on soft white or cream colored linen Card Stock. With this in mind, you may opt to have your text printed with colored ink as opposed to black.

A cruel fact of business life is that the Needer’s nearly never lose a Business Card, and the Haver’s almost always do. That said; handing an important, busy man or woman your card will most likely not result in the thing you desire; a call to set a meeting. Very often, business people will ask you for Your Card, only as a device for ending a conversation. --- You have to be real sure of yourself; calmly bold and assertive. But knowing this to be the case, you may be able use this knowledge to your advantage, if you have the balls to step up to the plate in that moment.

I’ve turned things around in a heartbeat in those moments when a busy individual to whom I’m a perfect stranger has just asked me for my Business Card for that sole purpose of bring the chance meeting to an end so they can get back on their way. I might say something like, “That’s funny. Whenever someone I don’t want to talk to takes me away from what I’m doing, I always ask them for their card as a way of ending the conversation.” --- In doing something so brazen as this, I put myself on an equal footing with them, and since that really is what they were doing, grab a bit of respect for being so intuitive, and ballsie enough to grab that last millisecond of opportunity. Even if they really do have to be on their way, a move like this works towards making me a man worthy of their time in the future.

If you hope to actually land a real meeting where you can ultimately prove your benefits by presently either your Screenplay(s), a Short Film or Directors Reel, don’t just hand them your Card, ask them for theirs. Even if they decline, you prove to them that you have the balls it takes to make it in the Business. --- Ask them for their Card. Get their phone number and Business Address. If you have impressed them as being a person of worth to the business, they will most likely grant you a meeting, even if you have to cold call them at their office to get it. --- Get it!


KNOW YOUR SHIT

As shared previously, I was presented with an opportunity to pitch my Sci-Fi Comedy, ANTENNA MAN, to famed Producer Bo Zenga (Produced Scary Movie and others). It was my first such opportunity. He actually said to me, “What do you want?” Bold ass guy that I am, his gruff approach to me didn’t shake me in the least. “I have a Script you would be a perfect match for, I replied. “Yeah? What makes you say that,” he questioned. “You produced Scary Movie, that makes you the perfect Producer for this kind of Comedy,” I said in response. “OK,” he offered, you have 30 seconds. What’s the Movie.”

Given that I read over my Screenplays many, many times; and that I have written and rewritten for each of them a Log Line, a Synopsis, and a Treatment, when I’m asked the question, “What’s the Movie,” I’m fully prepared to give a 30 second pitch.

Bo responded positively to my pitch and requested I email the Script in total to his Assistant. --- In conclusion, Bo took a pass on the Script. But his Assistant, who does all of his reading, gave me praise for the Script and requested I contact them with any future project. --- Being balls out honest with you my dear fellow Film Freaks. I’ve since sent addition Scripts that they haven’t gone for. But, the value in all of this is that I have made inroads with a successful Producer and his Assistant. Telling this to others in the business has proven beneficial. I now have a Writer/Producer interested in Sheparding me into the business. The moral being: Never underestimate the value of even someone in the business taking a pass on your work.


ATSA RAP

You may, like myself, enjoy dressing very casually. But when the time comes for that all important meeting, the old adage, “Dress for success,” cannot be overstated. I would add here, dress like they do. If you’re meeting in a casual environment, like at a Golf Course, a Restaurant, or in their home, dress appropriately to the environment and occasion. If you’re meeting in their office, and you know they dress in business attire, wear a suit and tie if you’re a man; dress femininely and professionally if you’re a woman. Most every woman I’ve ever known always have appropriate clothing it their closet; but Men, if you don’t have clothing of this nature, and can’t afford it, dress as professionally as you possibly can. Better to be neat and clean than to wear a Suit that doesn’t fit well, or is out of style. Get yourself a can of Starch, pull on the iron and press out the wrinkles before to leave the house.

Make an effort to make an impression. Do everything in your power to remove any possible negatives from your appearance, demeanor, and manner of speech. Sell yourself first; then the benefit of what you have to offer.

KICCASS