THERE’S MORE THAN ONE KIND

I bet you didn’t know there are different types of meetings as they relate to interviews. There’s the standard “it’s-the-same-in-every-business” interview for a specific job opening, which you may have already experienced, and then there are the following three types (which are explained in greater detail within this chapter).

My favorite is the general information meeting (also known as an informational meeting or meet-and-greet). This is a meeting you ask for. It could last five minutes or an hour, depending on the circumstances. Its purpose is for you to introduce yourself to someone you admire, someone who’s doing the type of work you aspire to, someone with a great deal of knowledge about a facet of the industry you’re interested in and/or someone you might want to work for some day. Your goal is to learn, seek advice and hopefully make a connection.

Then there’s a pitch meeting, which is a meeting at which you pitch (attempt to sell) a script, packaged project or a concept. See Chapter 17 for much more information on pitching projects.

Lastly, there’s the door-to-door approach. This is not a formally scheduled interview, but when it works, it’s a great way to get to people you want to meet.

GETTING PAST THE GATEKEEPERS

Your career will move at a snail’s pace, if at all, if you’re the type who waits for your phone to ring. You also can’t rely on the hope that if you send out resumes, someone will see it, be impressed and call to invite you over for an interview. That could happen, but if I were you, I wouldn’t hold my breath. If you want to meet specific people and want them to know who you are, one of the best ways to make that happen is to take the initiative. Set up the meetings yourself. It’s not quite as easy as it sounds, and it often requires all six of my favorite “P” words: passion, persistence and patience, as well as being prepared, pleasant and positive to make it happen, but it’s done every day. Keep in mind, however, that your first step will most likely be getting past the gatekeepers who guard the people you want to meet.

The person you want to meet is most likely a busy person, and her time is stretched thin. She probably has an assistant, and there may also be an office receptionist, all of whom are responsible for screening calls and keeping countless numbers of job hunters at bay. If she spoke to everyone who called looking for a job, she’d never get her work done nor have time to talk to the people essential to her current projects. Those guarding her domain are the gatekeepers. Unless you have a direct connection to the person you want to meet or have been recommended to her by someone she knows, you’ll first have to win over her assistant, or you go no further.

This concept isn’t difficult to understand, and you’d think everyone would just automatically get it, but they don’t. Individuals just starting in the business (without connections or recommendations) call producers, directors and the heads of departments and/or companies every single day. They can’t get through to them, their calls are not returned, they get discouraged and they get nowhere. Here are some tips to help you get somewhere:

• Know the assistants’ names before you call (you can ask the receptionist).

• Call him or her by name.

• Briefly introduce yourself and be precise about why you’re calling.

• Be nice!

• Be sincere.

• Ask for their help!

• Thank them for their time and help.

• If they like you, they will help you!

Before you call anyone, know what you’re going to say. Keep it short and to the point. In other words, make your point quickly. Write out what you’re going to say ahead of time, and practice saying it several times until you’re comfortable with the words. No one’s going to have the time or patience for a long, drawn-out monologue or a stammering, insecure voice on the other end of the phone.

If an assistant works in a stressful environment, he might be stressed himself, curt, maybe even rude. He may also put you on hold five times before you can get two words out of your mouth. Keep in mind, though, that he probably gets about a gazillion calls like this every day from people just like you who want to set up a meeting, submit their latest work, have their script read or apply for a job. But don’t let that dissuade you from giving it your best shot. If you’re doing everything right and it’s still not working, put that Teflon coat on and persevere (call at least once a week and kill him with kindness). If an assistant tells you his boss is too busy right now (she might be in the middle of a project), ask when might be a better time to call. The assistant may suggest you call back in a week or three months. Whenever it is, make a note to check back in with him at that time. Your patience will usually pay off. Most assistants do respond well to a pleasant voice on the other end of the phone. And who could resist someone who makes them laugh (you can do that, right?).

I’ve worked on both sides of the fence. Having been a gatekeeper who shielded my supervisors from unnecessary calls and interruptions, I’ve also been won over by many whom I’ve helped get meetings that wouldn’t have happened otherwise. On the other hand, I’m still very much among the legions of those who must on occasion solicit the help of assistants.

Appreciate what an assistant can do for you, and do something nice for him in return: a thank you note for taking the time to talk with you, to help you get a meeting, to refer you to someone else to talk to. Maybe even slip a $10 Starbucks or Amazon gift card in that thank you note (it’s not the amount that matters as much as the gesture). Everyone wants to feel appreciated. And don’t think of it as buying their help as much as you are earning it by being thoughtful. Years ago, I worked with a young man who sent flowers to all the assistants he wanted to win over, and I always laughed to myself thinking him quite the brown-noser; but brown-nose or not, this guy got in to see more producers and executives than anyone else I knew. His investment paid off.

PREPARING FOR AN INTERVIEW

No matter what type of meeting you’re having, your preparation will basically be the same. Here’s your list.

• Do your homework on the person you’re going to be meeting. If it’s an individual, what’s her background? What type of projects has she worked on? What is her reputation? Ask friends, and get on the Internet to look her up (www.imdb.com is a good start). And if this person you’re about to meet works for a specific company (or studio), know something about the company as well. Who are the other principals in the organization and/or department? What type of projects do they specialize in? What films have they made? How well have their films done? If you’ve been reading the trades and doing your homework, you will know; and you’ll know if this is the type of company you’d like to work for.

• If this is an interview for a specific job, doing your homework also means discovering what your prospective employer’s needs are, so you can sell him on the value you would bring to his business, office or show.

• As discussed in Chapter 11, prepare your personal pitch (about a minute long). This is your way to concisely convey a sense of who you are, what you’re passionate about, what you’re good at, what makes you interesting, what makes you unique and what someone can expect of you—all without rambling or taking too long to get through it. Practice your pitch. Talk to a mirror or grab a friend and role-play. You might feel silly at the time, but it will help.

• If this is for a general information meeting, prepare a list of questions you’re going to ask the person you’ll be meeting. Plan on asking for general advice and/or information, but also about the company and about him and his past experiences. It’s perfectly okay to prepare a list of questions to take with you.

• Even if the person you’re meeting is already in possession of your resume, plan on bringing an additional copy with you.

• If someone has agreed to meet with you, and you don’t have transportation: take public transportation, have a friend drive you, call an Uber, rent a car for a day—just get yourself there.

• If you’re not familiar with the location of the meeting, look it up online and/or check your GPS. If the meeting is in an area you’re not familiar with, you might want to consider taking a drive over there the day before (if at all possible, at the same time of day as your meeting), so you’re sure to know where you’re going and how long it’s going to take to get there. You don’t want to get lost or be late! If you’re at all concerned about arriving on time, leave early. It’s always better to arrive a little early, even if you have to sit in the car or grab a cup of coffee before it’s time to go in.

• Figure out what you’re going to wear the evening before. Guys don’t go through this, but for you women—try on the outfit you think you want to wear, and keep trying things on until you’re sure of what you’ll be wearing. Lay out your clothes and make sure everything’s clean and pressed and anything that needs to be shined (such as shoes or jewelry) is spiffed up.

• In addition to getting directions, the night before make sure the car’s gassed up, you’ve organized any materials you’re bringing to the meeting, your cell phone is charged and the names of the people you’ll be meeting (including the assistants) and their phone numbers are noted on your smartphone or the small notebook you’ll be taking along.

WHAT THEY’RE LOOKING FOR

This is one of the topics for which I sought the opinions of my friends and colleagues in the business. Those I surveyed are working professionals, individuals representing diverse segments of the industry, all of whom are in a position to hire. The question posed was, “Experience aside, what do you look for when an applicant walks through your door?” The following are their responses and all start with “I look for . . .”:

• “Resourceful, energetic problem-solvers—self-starters who are not afraid to admit they don’t know everything. And I look for people who have endless amounts of stamina and remarkably good health, both mentally and physically.”

• “Enthusiasm, intelligence, curiosity, passion and attention to detail.”

• “A creative thinker, team player and quick decision-maker.”

• “The ‘spark,’ then at a person’s body language and presentation.”

• “Intellect, passion, accountability, compatibility and dedication to purpose.”

• “A great attitude and someone who is going to look me in the eyes. I couldn’t care less about experience.”

• “Integrity, creativity, a good sense of humor, someone who is hard working and able to relate well to other people.”

• “Different things depending on the job. For department heads and line producers, I need strong ethics, lots of experience and aesthetic talent. For entry-level jobs, I need intelligence, flexibility, personality and energy.”

• “Personality. People have to ‘fit together’ when they spend so much time confined in the workplace.”

• “Someone with the ability to hit the ground running, a person who knows how to think ahead and will instinctively know to come in a little earlier and stay a little later than expected. I also look for an underlying sense of responsibility to the project and to the team. I appreciate the skills people bring with them and have learned not to rely on intelligence alone.”

• “Good references from people I trust. Credits are way overrated; unless you know what the person really did or how well they did it, it doesn’t really matter what shows the person worked on. Also, genuine enthusiasm for the project, and a realistic outlook on what it will take to get the job done. I don’t like people who act like they know it all or who tell me how many pictures they have brought in under budget.”

• “Efficiency, impeccability, integrity and then talent and passion. Without the first three, the talent is irrelevant. Movies cost way too much, and to expect anything less of people is crazy.”

• “Reliability mostly. I want someone who will be around to help when needed, no matter what it takes. A lot of people say they don’t mind starting at the bottom, but when the reality of it hits them, many become frustrated and quit.”

• “Enthusiasm—someone who is bright and has the same feeling about the industry as I do. Someone who doesn’t think of it as ‘work’ but as a welcome challenge, and fun!”

• “Someone who is hard-working, doesn’t mind the long hours and days, and works well under pressure. Having a good attitude helps!”

• “Intelligence, personality, ambition and an undying passion for movies.”

• “Someone who thinks enough of him or herself to come in well groomed and neatly dressed. Then I look for someone who is excited to be there.”

• “A good attitude, a willingness to work and leadership qualities (or the potential for these).”

• “Someone who is smart, willing to put in the time to learn, not just expecting to start at the top . . . also someone who is funny and easygoing.”

• “Energy and calmness both. You can tell when someone will be a go-getter and be willing to do what it takes to get the job done.”

• “Someone who is flexible, self-starting and has whatever it takes to do the job—without much concern about their personal comfort or the money they’ll make.”

• “Enthusiasm more than experience and somebody I’ll enjoy being around when the going gets tough.”

• “Drive—a relentless drive to do whatever it takes to get the job done, regardless of the hours or conditions placed upon them. Not someone who’ll stab you in the back for your job, but someone who can deliver the goods when given the opportunity. I’ll take a newbie with drive any day over a jaded vet with five shows under his belt.”

• “Confidence and honesty. I don’t want a person who is going to try too hard to impress me. I want him or her to look me in the eyes. I’m impressed by someone who is smart enough to have done research on me and/or my company prior to our meeting. Much of my decision is just based on a feeling I have about this person.”

• “People who are sincere and not too rehearsed. I’m drawn to those who come from their heart and find a way to convey, ‘This is who I am!’”

• “A vibe you get from someone. Everyone gives off a certain energy, and I play off of that. It’s very rare that I look at a resume. I just have a conversation with the person. I couldn’t care less where they went to school.”

• “Individuals I would enjoy having around and going to lunch with.”

• “Someone who is accepting of the creative environment, who is flexible, who takes initiative and communicates well.”

• “Folks who are clean, smell good and are the type who look for solutions instead of confrontations.”

• “A young person who’s idealistic, but also pragmatic. Someone a bit older should be pragmatic, but also idealistic. I look for someone who is a team player, has discretion and knows how to work well with others.”

• “A person who has worked with others in the past. I always check references and look for someone who is a team player and not difficult to work with.”

• “People who approach their work truthfully. I value experience, intelligence and interest. I want to work with someone who has the ability to know when he’s exceeded his depth and can ask for help.”

• “Personality. I look for someone with the qualifications, but also the right chemistry to get along with six to eleven other people who will all be working closely together in one department.”

• “Humility. Having to deal with big egos and a lot of baloney already, I don’t want to be around anyone who has an overwhelming personality. I want to surround myself with teammates I can rely on, no matter what the hour or what the job requires.”

• “What people do outside of their experience in film. Do they rappel mountains? Do they sail? Do they like to fix up cars, or are they mathematical whizzes? These things often tell me more about what a person can do than their previous film credits. I also look for people who know how to work with problems. And I hate screamers.”

• “Talent, experience, dedication, maturity, passion, and most importantly—integrity! When you spend 12 to 16 hours a day with people, you want them to be individuals you like!”

• “People who have a great sense of humor, are self-sufficient and are also organized.”

• “An eagerness to learn, someone open to new ideas and ready to dig in the ditches with the rest of us fools.”

• “People who don’t complain and have goals.”

• “Motivation. Someone who’s pro-active, aware and up-to-date on what’s going on in the industry.”

• “Assistants who can walk fast and keep up with me, because I talk while I walk. I also want someone who isn’t too set in his/her ways.”

• “Character—someone who stays calm, suppresses one’s ego, is mature, can deal with complex personalities, is honest, can deal with pressure and has some life experience.”

• “Someone who is properly dressed, has a good work ethic and a can-do attitude.”

• “Someone who asks me non-standard questions, has interests outside of work and has a good work ethic.”

• “Someone who has self-confidence, can deal with complex personalities and pressure, is mature and has a little life experience.”

When I spoke to Michael Conway, Chief Administrative Officer at United Talent Agency and the one who created and runs UTA’s Agent Training Program, I asked him what he looks for in applicants. He told me he looks for individuals who are engaging, understand what they want, are articulate, curious and have an insatiable appetite for what’s going on in the industry. When he asks applicants why they want to get into the program, he wants to hear them talk intelligently about the business, about being an agent. Hearing “I’m a people person” isn’t going to cut it with him, nor does he have patience for applicants who excessively use the word “like.” He’s drawn to those who have a point of view, know pop culture, popular content (movies, TV shows, what’s playing on the web) know and have studied the careers of the famous, popular and up-and-coming. As you will notice, very few of the above comments mention experience. The answers to my survey illustrate that the most valued qualities are enthusiasm, passion, integrity, a sense of humor, creativity and the abilities to be a team player, solve problems, work long hours and get along well with others. I can’t stress enough how important it is for you to convey to all your potential employers that you are a person who possesses these very sought-after characteristics.

Here are some common interview questions you should be prepared to answer at any meeting.

• Tell me about yourself.

• What would you say are your greatest strengths?

• What are your greatest weaknesses?

• What are your goals?

• Why should I hire you?

“Why should I hire you?” is a common question. Examples of some good answers are, “Because I’ll be the best _____________ you’ve ever had.” “Because I move quickly and my favorite two words are ‘no problem.’” “Because I’ll check my ego in at the door, do whatever needs to be done, and I’ll do it with a smile on my face.” “Because I’ll make your team stronger.” And here’s a good answer my friend Ira Shuman always recommends: “Because I’m here to make you win.”

THE GENERAL INFORMATION MEETING

This is one of the very best (and most rewarding) aspects of the classes and seminars I teach. Once my students understand what a general information meeting is, how it works, how valuable it is and that they’re capable of setting one up (on their own), it changes everything. It’s as if I’ve handed them a magic key that will unlock countless numbers of doors, each representing a new possibility. This is a meeting you ask for. This is a way you can take your career into your own hands and create your own opportunities.

Chapter 12, Job Search Strategies should help you decide who to set up general information meetings with, as well as how to locate the people you want to meet. It’s a good idea to keep these names and their contact information on your Likely Targets form also included in that chapter.

Whether you’re about to graduate or have never spent a single day in film school, let it be known that you will soon be entering the job market. If you have just moved to town or are in the process of changing careers, be up front about who you are and why you’re requesting the meeting. And although your primary goal is to make a new connection, your stated purpose is to introduce yourself and ask a few questions (thus, to gather advice and/or “general information”).

You are not going to be asking for a job (under any circumstances), and you are not going to be asking for more than a 15- or 20-minute meeting. If the person you’re asking to meet with offers you a job or help in any other way, that will be entirely her choice. If she wants to spend more than 15 or 20 minutes with you, that will also be her choice. You are not asking for much, and you are proposing a situation that will not put her on the spot. This makes it easier for her (and/or her assistant) to say “yes” to a meeting. If she likes you, she may choose to help, just as she may choose to spend more time with you.

Even if you have an agent, don’t let that stop you from setting up your own general information meetings. I’ve known individuals who have had agents from some of the largest agencies in town, and I’ve seen them sit month after month waiting for their phones to ring. Having an agent is no guarantee that he or she will set up meetings for you, get you a job or sell your projects. On the flip side, having many clients, an agent’s time is generally stretched thin to begin with. If you’re having trouble setting up a particular meeting on your own, ask your agent to make the referral or to actually set up the meeting for you, but also get out and meet as many people as you can on your own.

If the person you would like to meet with has an office, call her assistant to set up the meeting. If you’d like to meet with someone who isn’t presently working out of an office, ask if he would be willing to meet with you at a coffee shop—at a time and location that’s most convenient for him. And if you do meet someone at a coffee shop—you’re the one who should be buying the coffee.

Just a note that you can also use the general information meeting model as a follow-up after submitting a resume for a particular job. Call about a week after sending your resume. Confirm that it arrived, and ask if you may come by for a quick meeting to introduce yourself. It doesn’t matter if someone else got the job or there is no current position for you. You want to meet them and have them know you, because you never know when there will be another opening. People don’t always work out in the positions they’re hired for, the company may need an additional person at some point or someone you meet at this company may like you enough to recommend you to someone at another company. Ask for that 15-minute meeting. You want to intro duce yourself to them for future reference, whether or not they have a current opening. It will be worth your time and effort to make another connection.

It doesn’t happen at every meeting, but many of my students have come away from general information meetings with offers of internships and jobs, mentors, leads to other meetings, invitations to observe shoots, insightful information and definitely new contacts they can stay in touch with. A couple of times, students have met with industry professionals who offered to read their scripts/review their work and send back notes. You never know what’s going to happen. Some meetings go incredibly well and others are fast and not as successful. But the more you go on, the better your chances of striking gold.

Jenny Hedley, one of my former students, had this to say about her experience:

Once some of my students get comfortable going on these types of meetings, there’s no stopping them, and they continue meeting countless numbers of industry professionals. The good thing is that you don’t have to be a student, nor do you even have to be in this business to benefit from this type of interview.

QUESTIONS YOU MIGHT ASK

When preparing a list of questions to ask at your general information meeting, start by using the research you do to tailor some specific questions to the person you’ll be meeting and/or the company she works for. But here are some others you might use:

• What was your process in the beginning of your career? Did you have a plan?

• How did you overcome the obstacles when first starting out, and how long did it take you to move up to the next level?

• Did you have a mentor?

• Have you always worked in this facet of the business, or did you transition into it . . . and if so, what was your route?

• How important was an education/degree to you?

• What type of training did you have when you started out?

• What do you love most about your job?

• What’s the hardest part of your job?

• Is there much competition?

• How did you set yourself apart from others in your early years in the business?

• What personal sacrifices have you had to make along the way?

• Did you ever feel like quitting? And if so, what has stopped you?

• How do you keep your work fresh when dealing with the grind, the long hours and the politics?

• What did you have to learn the hard way?

• If you had it to do all over again, would you do anything differently?

• Within the scope of your career, what are you most proud of?

• What’s the best part of being in this business?

• The worst?

• What qualities/training should someone have to do what you do?

• What types of jobs should I be looking for to stay on the right career path?

• What are your big dos and don’ts for an interview?

• What qualities do you look for when hiring someone new (besides their resume)?

• What advice would you give me or anyone else just starting out in this business?

SEVEN STEPS TO A SUCCESSFUL GENERAL INFORMATION MEETING

You’ve got your first meeting lined up (for example’s sake, let’s say it’s with a female studio executive). Now what?

1. Walk in, shake hands, make eye contact and thank her for taking the time to meet with you.

2. Always acknowledge the person you’re meeting. You’ll have done your homework, so you’ll know what you’re going to say in advance. It could be a compliment on her past accomplishments, on the company’s latest film, on the latest edition of her book, etc. If you hadn’t been able to find any background information on her or the company, admire her office décor or the lovely view from the window.

3. Since this is a meeting you’ve asked for, take the lead by saying, “Let me tell you a little about myself.” Then, launch into your pitch. (Again—no more than a minute.)

4. Next, say something like this: “Let me tell you why I’m here . . . these are the things I’d like to learn more about, and I thought (or so-and-so suggested) you’d be a good person to talk to.” It’s now time for your (intelligent and well-informed) questions. Since you’re there for such a short period of time, limit the questions to a scant few and keep them concise. Also, don’t forget to engage her in talking about herself. People generally like talking about their own experiences and will be flattered that you’re interested enough to ask.

5. Sit back and listen.

6. Thank her again for her time. Then ask if she might have any suggestions of other people you should meet.

7. Ask if you could please stay in touch. This could be via an occasional email or checking in with her assistant from time to time. Remember, you want to make a connection, and it won’t happen if you don’t (or aren’t invited to) stay in touch. At the same time, you don’t want to leave her with the impression that you’ll become a stalker. So ask the question, and then let her take it from there as to what form of contact she’d be most comfortable with. If the meeting is going to last longer than the 15 or 20 minutes you asked for, you’ll know; because she’ll possibly ask you some questions and/or offer more advice, suggestions or leads. But don’t overstay your welcome! If you’ve asked for 15 or 20 minutes, be prepared to leave at that point—especially if the person you’re meeting with starts looking at her watch. Say something like “I won’t take up any more of your valuable time and just want you to know how much I’ve appreciated the time you’ve given me.”

Since you’re reading this book and not attending one of my classes at the moment, I can’t threaten you with a lesser grade if you don’t start going on general information meetings, but my guess is that your career will take a lot longer to materialize if you don’t.

THE DOOR-TO-DOOR APPROACH

When you hear people referring to the fact that they pounded the pavement and kept knocking on doors until someone would talk to them, this is the method of job hunting they used. If you’re taking the door-to-door approach, you can’t expect too much, too soon. And if you do get a chance to talk with anyone, it may only be for the briefest amount of time. Yet it does work for some.

There are people who can stroll onto a studio lot as if they belonged there or walk into an office building for one reason, but manage to stay on without being asked to leave. I’ve always been a little uncomfortable doing this, but certain individuals (definitely more bold than I) are quite adept at pulling it off, even with heightened security now the norm.

Gatekeepers who work at studios, production offices, agencies, etc., are generally pretty busy and (as mentioned) often stressed. They get stacks of resumes each week and numerous phone calls each day from people looking for work. Some are too busy to respond to the resumes, and they’ll keep the phone conversations to a minimum. There are also those receptionists and assistants who have conveniently forgotten that they could easily be the one on the other end of the phone. But whether it’s a question of being busy or dismissive, they will occasionally respond more favorably to an unexpected drop-in.

The theory of the door-to-door approach is to drop by unexpectedly. You can’t be dismissed as easily when you’re standing in front of them. Be as wonderfully pleasant as you possibly can, and ask the receptionist if you could see the assistant of the person you’d ultimately like to meet. (And once again, if you call ahead of time, you can find out the assistant’s name.) Ask for just a moment or two to introduce yourself and hand her your resume. Acknowledge that she’s busy, and promise not to take up much of her time. At this point, you might want to say something to the effect that you prefer submitting your resume in person rather than being yet another faceless resume in the stack. Ask if her boss is in and isn’t too terribly busy, if you might be able to stick your head into his office to introduce yourself. As with the general information meeting, the purpose of this isn’t to land a job, it’s an opportunity to pitch yourself, very quickly create an impression and hopefully make a connection.

And you never know, if someone has the time and is impressed enough by your pitch and/or introduction, he may invite you in to sit and talk a while. If he isn’t in, perhaps his assistant will set up an appointment for you to come back at a more convenient time for a general information meeting. If you cannot get through to the person you were hoping to meet (or he’s not in), pitch yourself to his assistant. If the assistant won’t see you, pitch yourself to the receptionist and leave a copy of your resume with her.

The practice of going door to door equally applies to making new connections once you’re working. If there are people in other offices down the hall or in other parts of the building working for other companies or on other projects, make it your business, as you pass their doors, to stop for a minute or two and introduce yourself. Find one or two you might like to have lunch with, occasionally drop by with a cup of coffee or just to say “hi” and be helpful if the need ever arises. Gradually get to know them, and at the same time, let them know you. I’ve seen this situation lead to future jobs and terrific new contacts, because once you’re on a job, it’s much easier to connect as a neighbor from down the hall as opposed to being a stranger who unexpectedly stops by with a resume.

MEETING ETIQUETTE FOR ALL OCCASIONS

• If a friend, teacher or someone you work with has asked a connection of theirs to meet with you, contact that person right away to set up the meeting. After someone has agreeed to meet with you, she’ll be expecting to hear from you. If you don’t reach out to her right away, it will make you look bad as well as the person who made the connection for you.

• If the person you’re meeting doesn’t have an office and has agreed to meet you at a Starbucks, Coffee Bean (or similar type place)—it should be at a location and time that’s most convenient for him, and you should be the one paying for the coffee.

• Call the day before to confirm your meeting for the next day. This holds true for formal meetings and interviews as well as casual lunches. People get busy, schedules get backed up, something unexpected develops, someone forgets. It’s always a good idea to confirm.

• The proper dress for industry meetings is nice-casual—stylish, but not too corporate (unless you’re interviewing for a big corporate position or at an office where you know the dress standard is more formal). And you want to be well groomed. That means clothes neatly pressed, dog hair and dandruff brushed off, pleasant-smelling breath and no severe hairdos, loud colors or intense fragrances. No tank tops, t-shirts, shorts or flip-flops. If you have several visible body piercings, keep the hardware to a bare minimum. If you have multiple tattoos, keep most of them covered. Women: don’t overdo the makeup or wear exception ally tight clothing, short skirts or spiked heels. Guys: (pressed) khaki slacks and a nice shirt are acceptable. If you have long hair, tie it back neatly. Yes, this is a business in which individuals are free to create their own style, but that’s usually after you’ve already gotten your foot in the door and have proven yourself. You want to play it safe and be conservative on those early meetings, so don’t walk in looking outrageous. You want to make a good impression, not take the chance of putting someone off before they get to know how terrific you are.

• Make sure you refer to the person who recommended you (if that is indeed the case).

• Be on time. I’ve known people late to their meeting who were turned away at the door.

• Turn off your cell phone or put it on vibrate.

• Have a good idea of what you’re going to say before you get there.

• Always shake hands and make direct eye contact.

• Don’t forget to smile and breathe.

• If you’re nervous, say you’re nervous.

• Linda Buzzell, author of How To Make It In Hollywood (Harper Perennial), says that one of the two deadliest sins you can commit during a meeting is to be dull. To that end, make sure that sparkling personality of yours comes through loud and clear. If you’re not interesting, you’re going to lose the interviewer’s attention quickly.

• Having a good sense of humor will take you far and is always appreciated.

• Linda Buzzell declares that the second deadliest sin is being desperate. To that end, don’t ever let anyone know that if you don’t get this particular job, you won’t be able to pay your rent this month. Whether it’s true or not, no one wants to know about your troubles. And placing someone on the spot like that is quite off-putting.

• Don’t try too hard to impress. Be sincere. Be real.

• Don’t lie about your background or embellish much. Prospective employers do check references, and if you aren’t truthful, it’ll come back to bite you in the butt.

• Don’t bad-mouth previous employers.

• Plan on bringing a small notebook or pad of paper with you, so you can take notes during the meeting.

• Never interrupt while the other person is talking.

• In addition to once again thanking the person you’re meeting for his time, be sure to thank his assistant for helping you set up the meeting.

DON’T LET THEM SCARE YOU AWAY

As prepared as you are when you walk into any interview, you will never experience two that are exactly alike. Some people you meet with will end up doing most of the talking, and that’s okay. Some you meet will allow you to talk more, so they can spend more time summing you up. Some will happily respond to questions you have about them, and others won’t want to talk about themselves at all. Since you’re the one who asked for the meeting, you should be prepared to take the lead, but if it doesn’t work out that way— let it go. Some people you meet will make you feel comfortable right off the bat, and you’ll click with them instantly; others will be more formal and distant. Then there are those who will go to great lengths to discourage you from a particular job or from working in the industry in general. They’ll tell you how awful it’s going to be, about all the menial tasks, personal errands and long hours you’ll be expected to deal with. They’ll ask why you want to do this when you’d be much better off in another business. You’ll find some of the people you meet will be encouraging, yet others will try to scare you away. Those who fit the latter description are doing so as both a warning and a test. They want to make sure you thoroughly understand what you’re signing up for, and based on your responses, they’ll also be able to tell how badly you want in. It’s their way of weeding out the ones who don’t have the right attitude and aren’t willing to go the distance and do whatever it takes. And of course, the right attitude is “I’d love picking up the bagels in the morning, and I’d be more than happy to wash your car for you every Friday afternoon. And by the way, how do you like your coffee?”

FOLLOW UP AFTER YOUR INTERVIEW

An important part of making a connection with someone new is going to be your ability to maintain that connection. A good first step would be to send a handwritten note on a nice card, thanking the person you met for her time (and possibly for her advice and/or help). Consider writing your note on a unique-looking card. If it’s special enough, it might get saved. I use photographic cards I make myself, and people tell me all the time that they can’t throw them away. And when left out on someone’s desk, credenza, or tacked onto a bulletin board, it’s a constant and subtle reminder of who you are (and how considerate you were to have sent it).

If appropriate, acknowledge the assistant who helped you set up the meeting as well. Many assistants get little recognition, and a small gesture like a thank you note could mean a lot. Besides, don’t forget—today’s assistant could very well be tomorrow’s executive, and a person who takes the time to be thoughtful is often remembered.

Some people choose to send small gifts along with their thank you notes. A gift definitely makes more of an impression, but you have to be careful not to overdo it, because it could make the recipient feel uncomfortable and create the opposite effect you had intended. It’s fairly easy to slip a Starbucks gift card, an Amazon or iTunes gift card or a few lottery tickets into a thank you note. You don’t have to spend much, and they’re always appreciated. Beyond that, there was that guy I knew who was notorious for sending flowers. And there was another guy who got up at a Flash Forward seminar I once attended who told the audience how he had sent a prospective employer a box of cinnamon buns, along with a note that said, “If you choose me for this job, I’ll work my buns off for you.” (If I remember correctly, he did get the job.) A friend of mine, during the course of a meeting she had with a studio exec, discovered that the exec liked to go hiking but didn’t know of many trails in the L.A. area. So along with her thank you note, my friend sent this woman a book called “Day Hiking in L.A.”

When I still worked in Production and met with someone I really wanted to impress, I would sometimes send him or her a copy of my other book (The Complete Film Production Handbook). My hope was that having the book on their office shelf would be a constant reminder of me, and that it might even occur to the recipient that if I’d written a book on film production, I might just be pretty good at what I do. Unfortunately, I couldn’t afford to pass out a book to everyone I met with, but when I did, I knew it was appreciated, whether or not the gesture resulted in a future job. I’ve often wrapped up little bundles of my handmade note cards to give as gifts and have occasionally given gift certificates to Samuel French Bookstore (for those who aren’t familiar with it, it’s my favorite store for industry-related books and publications of all kinds). Whatever the gift, it doesn’t have to be (and shouldn’t be) expensive. As your mother used to tell you, it’s the thought that counts.

Beyond the initial thank you, it’s important that you stay in touch on a fairly regular basis. As long as you’re pleasant about it, don’t worry that you’re making a pest of yourself or that you’re turning off prospective employers. Everyone understands that this is standard operating procedure. Make an effort to keep track of your meetings and when it’s time to once again check in with each of your new contacts. Drop the person a note telling him about your latest internship or job, wishing him happy holidays, sharing some helpful information. Just be sure to keep the note short and to the point (the person you’re writing to is busy, so don’t ramble). Also—be sure to remind him of who you are (“I’m the friend of Nick Abdo’s you met with last summer”).

Years ago, I worked for the head of production of a medium-sized independent production company. There was a young man named Perry who would call once a week, just to say hello and check in. He was extremely pleasant, and nothing if not persistent. The conversations never lasted long, and we actually got to be quite phone-friendly, discussing our weekends or movies we had each seen. His tenacity was rewarded when a job opportunity finally presented itself on one of the company shows, and he got it.

The first time I met Stephen, I was interviewing him for a job on Titanic. Before I could hire him, though, he was snapped up by someone he had previously worked with. But Stephen made it a point to stay in touch, and he would call me just as he was about to wrap each of his shows. He would tell me about his latest project, what he had learned and where he had been on location and always ended the conversation by telling me he hoped he’d be able to work with me someday. Fortunately, he called one time shortly before someone else who was to have worked with me on Joy Ride backed out of the project. Being fairly fresh on my mind, I called Stephen, and he was soon able to jump onto the show with me. The end result was that we both enjoyed working together, have long since become friends and are now supportive of each other’s careers.

Following up and staying in touch does pay off. It doesn’t even have to be after a meeting; it could just as well apply to people you meet at a party or networking function and/or to the people and executives you work with on any job. It’s easy to lose touch once you move on to other projects and start working with other people. Just sending an email or card once in a while will remind people of who you are, what you do and that you’d like to work with them again. A nice way to end an email or note to someone you want to stay connected to is to write: “I hope our paths will cross again soon.”

Once you start going out on meetings, you never know when you’re going to be called for a job. And sometimes, there are jobs that need to be filled immediately. This means you have to be readily accessible.

Everyone in this business should have voice mail set up on their cell/ smartphone, the ability to receive texts and an answering machine at home (if you have a land line). There were times when I needed an extra production assistant so badly that I’d just go through my list of PAs and hire the first one I could reach. If your phone is turned off when that call comes in, someone else will have been easier to reach and will have gotten the job.

This happens all the time. I once submitted my resume for a job I had heard about and the very next day received a call from a producer who wanted to know how soon I could come over to meet with him. I was there in an hour. He called a second time on a Sunday, wanting to know if I could come by again, this time to meet his partner. He got me in the car just as I was pulling into a car wash, and once again, asked if I could come over right away. I was there in half an hour, and the car stayed dirty for a while longer. My actions not only told him I wanted the job, but also that I was flexible.

Sometimes I received ample notice before starting a new show, and sometimes I didn’t. My friend Phil called once from South Carolina, where he was working on a show for HBO. He explained that he had been brought in at the last minute to replace someone and needed me on a plane the next morning to help him get this show ready for shooting on Monday. It was one hectic evening, but I made it. There’s also my friend Ira, who would occasionally call and say, “So . . . can you start tomorrow?” You don’t always get reasonable notice, but if you’re not flexible and don’t go for it, you could easily miss a good opportunity. That doesn’t mean you never make plans for fear that an important call will come in. It means that you go ahead and make plans, but be prepared to change them if necessary.

A FINAL NOTE ON THE SUBJECT

Earlier in the book I discussed the fact that in this business, you have to continually expand your network, meet people and sell yourself. Well, going on meetings and interviews is one of the most effective ways to accomplish that. It’s scary and often intimidating, especially at first. Generally, the more meetings you go on, the easier it gets—unless you’re extremely shy, in which case it’s always a bit uncomfortable. You may also wake up one morning like I did and wonder why, after having been in this business for many years, you still have to go through this ritual. One summer in particular, after having been laid off from a company that was closing its doors due to financial problems, I went on dozens of interviews. But it was slow that summer, and most of those I met with told me I had a terrific background and they wished they could hire me. Unfortunately, they had no openings at the time and told me to check back in six weeks, check back in a couple of months, check back in three months. I hit a wall, and couldn’t go on one more meeting. Some would say that when you hit a wall like that, you have to force yourself to keep going, but I ended up taking a break from the meeting circuit. I eventually got back into the swing of it, and having taken the hiatus, I came back with a much more positive attitude.

We have to put ourselves through this ritual of meetings because it’s the nature of the business. Whether our meetings turn out successful or not, whether we run into a few rude gatekeepers or not, we have to keep that Teflon coat on and keep going. Everyone does it, and the trick is to do it with a great attitude. If you can’t, you’ll only be limiting your own opportunities. Although job hunting is not particularly fun, it can be interesting, because you never know who you’re going to meet or what any meeting might lead to. So whether you’re out pitching yourself, your clients or your projects, understand it’s a way of life for us and a very necessary part of our profession. So get out there, impress the hell out of everyone you meet and smile!