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Isolation is a good thing usc 2010


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  • 1. Isolation is a Good Thing The Principles of Communication 10 Easy Steps to Success [email_address] 312-953-2208
  • 2.
    • Begin with the end in mind
    • Think WIFU/WIFM
    • Tornado Technique
    • Deflect/Defer/Disclose
    • Build referral currency
    • Learn to call a referral
    • Learn to make introductions
    • Take meetings early and often
    • Ask great questions
    • Build an advisory board
    Increase your value and net worth
  • 3.
        • What do you want to be? Actor/director/producer
        • Do you want to do film/tv/music/write/direct
        • What do you NOT want to be?
        • What do you like to do? Comedy, drama, theatre, action
        • Who do you want to be around? Actor, director, up and comers, established
        • BE SPECIFIC!- Accurate and Articulate
      • Example of going on a vacation- where? Warm? Hotel? Close?, Far? etc.
    1. “Begin with the end in mind”
  • 4. 2. “Think WIFU/WIFM”
    • What’s in it for you- then- What’s in it for me
      • Figure out how you add value
      • What is important to the other party
      • What is important to you
      • Focus on win/win for both parties
  • 5. 3. “Tornado Technique”
    • The basis for everything
      • What you do- high level (realize most people don’t care or don’t understand) what are your benefits
      • What genre or type of industry media, etc.
      • Names of companies you are trying to meet- Be Specific! Names? Agencies, Companies, Studios, etc.
      • Ask for the person- who are you trying to get to- be specific- research and find the name of EXACTLY who you want to meet.
  • 6. “ Tornado Technique”
    • Example-
      • We have something that is anti-MySpace, anti-YouTube, anti-tmz platform
      • We provide a platform for celebrities to control their own content, image and message.
      • We deal with the managers, publicist, agencies such as CAA, Endeavor, Rogers and Cowan, etc.
      • Within there we are looking for the person who controls the content or image for the celebrity.
      • If you know NAMES- even better.
  • 7. “ Tornado Technique”
    • For you- Potential Actor
      • I’m an actor and working in the film industry and I can help make a directors job easier.
      • I’m trying to work more in the action and sci-fi space.
      • For instance movies such as Tomb Raider, Batman, and James Bond.
      • Directly, I’d love to meet XYZ director, XYZ producer, or XYZ agent
      • Use this to get introduced to managers, directors, producers, agents, actors, etc.
  • 8. “ Tornado Technique”
    • For use on others
      • What do you do?
      • What type of industry are you in?
      • What are some companies you work with
      • Who do you sell to or work with- individuals
      • What can I do to help?
        • what is your biggest challenge right now?
        • Who are you trying to get to?
        • Is there anything I can keep an eye out for you?
  • 9.
      • Learn to redirect questions back.
      • Don’t answer first question of “what do you do?”
      • Find a generic response and redirect back to the person.
      • Be genuinely interested
      • “ Lead” the conversation by asking good questions- not by talking
    4. “Deflect, Defer and Disclose
  • 10.
      • Use the Reverse Tornado and DDD
      • Make mental note of potential introductions
      • After asking needed questions
        • Say “wow, remind me to introduce you to X from Y company, A from B company, and C from D company.
      • This creates an implied referral system and psychological burned upon the other person- BEFORE you begin talking.
      • Used properly, you will end up with 3-4 names from every person
    5. “Build Referral Currency”
  • 11. 6. “Learn to Make an Introduction”
    • Know the value of each party
      • Here is ____ and he does___, for these companies and is looking for ______
      • And here is ..repeat..
      • Establish mutual value in introduction and provide starting point
      • Refer versus RECOMMEND
  • 12. 7. “Learn to Call a Referral”
    • Basic Steps
      • Hello, my name is ______
      • I was given your name and number by ______
      • Did I catch you at a good time?
      • Yes- Great, here is specifically why I am calling
      • No- Is there a better time I can follow up with you?
  • 13. 8. “Take Meetings”
    • Take meetings early and often
    • Ask for help in how you can get better, what you need to work on, etc.
    • Ask what you can do to help.
  • 14. 9. “Ask great questions”
    • How can I help you?
    • What would it take to make this happen?
    • Why won’t this idea work?
    • What can I do to get better?
    • What would it take to get started?
    • Deflect/Defer/Disclose
  • 15. 10. “Build a Good Advisory Board”
    • Advisors have the path of knowledge and credibility
    • They have already made the mistakes- don’t be afraid to ask why something won’t work
    • Create value for them- Ask how you can help.
    • Ask for help indirectly, let them offer
    • Types of Advisors
      • Strategic, Marketing, Tactical, Knowledge, Human Capital, Experiential
  • 16. “ Sampling of Current Advisors”
    • Co-Founder of Participant Productions-
    • Former CEO of George Lucas Film, LTD
    • Agent for Clint Eastwood, Marlon Brando, etc.
    • Former CEO/COO of William Morris
    • Current Agent Director at CAA
    • COO of HULU
    • Producer of Blair Witch
    • Producer of ET and Dr. Phil Show
  • 17. Build your own story.
    • Employee
    • Great idea- no one believed
    • Bought existing company
    • $2 million in debt
    • Started and grew locally
    • National Chain- Globally recognized brand.
    • When times are tough- ask yourself, “what would _________do?”
  • 18. Bonus Slide- If Time A few of my great truths 1- S-Your greatest strength, is your greatest weakness 2- P- People do more to avoid pain than to gain pleasure 3- E-People make decisions emotionally and defend them logically 4- D-If you say it- they doubt it. If they say it- it's true 5- Q-Questions are the key to the Universe 6- B-Begin with the end in mind 7- N-Ask not "why”, ask "why not" 8- 99% of the things we worry about never happen, so why worry SPEDQBN9