SAG 2010- How to network effectively


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SAG 2010- How to network effectively

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