Breaking into Hollywood: How can I translate the entertainment business into project sales?
SportsOne of my most popular articles to date has been “Breaking into Hollywood: Do I need to read the trades?” In that post, I outlined the minimum types of information to look for in operations and also suggested key operations to read. Thanks to the strong response I received, in this article, I will continue with specific examples of what you can find in operations and how you can translate that information into the sale of your own projects.
Whether you work in film or television, you can put these tips into practice, even if the specific example is not from your industry.
Let me start by recommending that you immediately dispose of the hard copies you receive from the exchanges and sign up for the electronic versions. That way you can copy and paste information directly into your databases or share it with partners and representatives. Remember, always show love for copyright whenever it is necessary to state it!
Now, here are six ways to “trade” your daily reading into a focused project selling process:
Exchange advice n. # 1: follow the trends
As you prepare to launch various projects, trades tell you what’s hot and what’s not. Guess what trend you want to ride? For example, for reality TV professionals, over the past two weeks, we have learned that:
My Network TV is about to replace 33% of its programming with reality TV AND 180 of soap operas to the male audience (reality producers, take note); Court TV’s first scripted project is a hit with viewers (fiction producers, here’s a potential new buyer!); NBC, CW, and Bochco himself are about to launch original web-based shows (are you all still ignoring new media?); And networks in general are looking for cheap rating bonances on brand-friendly game shows (have a talent choice that you don’t know how to capitalize on yet?) All of that information should help show creators decide what ideas to go with. prioritize. development to maximize sales possibilities. Database of these updates in a simple table or spreadsheet, and it will always be timely in your presentation meetings. And remember, the executives you are pitching to expect you to know this information if you were on the exchanges!
ACTION PLAN: In Word or Excel, create a simple table with columns for network / studio name, schedule announcements, and announcement dates. (When you buy my book, “The Show Starter Reality TV Made Simple System, Vol. 1: How to Create and Present a Sellable Reality Show”, if you join the online Show Starter group, you can access an archive of more than a dozen network programming announcements from this year’s upfronts).
ADDITIONAL ROUND: If you don’t have trending releases, rework existing projects to keep up. Is there a cooking field that you like that could also make a great game show? For helpful tips on the process, read “Show Starter, Vol. 1”, pp. 25-27.
Trade Tip # 2: Run “Comps” on Projects Similar to Yours
Television producers, before any introduction meeting they hold, be absolutely sure to check overnight ratings for current shows on that network AND any shows anywhere else that are similar to yours. Filmmakers, keep a regular watch on the weekend box office for any studio or company you wish to meet with or any film of your genre.
Now for example: remember the new and now old ABC show “The Great American Dream”? At the end of March 2007, if you were about to host any dream fulfillment show anywhere, or any show AT ALL to ABC, a quick look at one-day exchanges would have shown that “Dream” was completely sunk. in episode one (report card – 03/28/07). . . and it was canceled after episode two (cancellation article – 03/29/07 – as in the NEXT DAY trades).
Translation: This could be a bad time to launch a new dream project come true anywhere, and ABC executives might be particularly wary of new genre projects in general. Isn’t that something you would like to know before entering the room? BET. At least so you can explain why your project is not vulnerable to the same rating risks? And don’t be blinded even if you see high grades. Just because the “Fox picks up 13 more fifth-grade episodes” business report could mean Fox wants to make another deal with Mark Burnett rather than buy his equally scathing game show.
ACTION PLAN: Take a quick review of ratings in daily operations to compare your list of presentations with current programs. Push the danger zone programs to the bottom of your list, if you launch them in the next few weeks. Then switch at least one brand-appropriate trend winner to your first three opening pitches.
ADDITIONAL ROUND: Think about alternative versions of Danger Zone launches (Show Starter, Vol. 1, pp. 25-27) so that they no longer rely heavily on now-risky items. Then, if an executive challenges them, you can immediately come back with a well-thought-out twist on your launch.
Exchange advice n. 3: dissect the points of the deal
If you’re not sure what to expect and ask for in your own deals, read the trades to keep up with what everyone else is offering or receiving. For example, for all the filmmakers who are primarily struggling to get a piece of DVD rental on their deals, shouldn’t they know that the “Netflix Founder Predicts the End of the DVD Rental Business” and is now pouring millions into the download? of digital movies? Meanwhile, reality newcomers and launch partners can set some basic contract expectations by reading news such as “Hedda Muskat has been appointed consulting producer on WE’s new show, ‘Wife, Mom, Bounty Hunter’ which debuts on April 20. Hedda brought the show to World of I wonder who sold it to US. ” (© 2007 Cynopsis).
ACTION PLANLook for deal-related discussions with professional peers or potential buyers. The Cynopsis example above lets you know right away what you might expect WE and / or World of Wonder to offer you as a new show creator.
ADDITIONAL ROUND: Oh, you know what I’m going to say: add this information to a database and review it before presenting to a partner.
Sharing Tip # 4: Improve Your Project Development Process
Looking for the “right” talent to incorporate into a project? You can test the industry temperature for the “heat” of the stars by reading “Kid, Not Play, May Get Talk Show.” Or get a great lesson in built-in conflict for reality releases when you read that “Run’s House Season 3 on MTV begins April 9 at 10pm. Rev. Run and the Simmons family return to face a new one. crises and growth situations as both his older daughters, Angela and Vanessa, live alone in Manhattan. ” (© 2007 Cynopsis). Whenever you read about green-lit projects in your industry, consider it a powerful development guide for your own projects.
ACTION PLAN: Browse the trades for talent and success stories and see what equally compelling “headlines” you could write to promote your own projects. Do you have more work to do to develop the project?
ADDITIONAL ROUND: Write the headlines and send them to your focus group to see if they want to see that show.
Exchange advice n. # 5: collect inside information
I call this the “Hall of Wisdom.” These are articles that give you explanations of how our business works and help you get inside the minds of the studio, network and production executives you are launching. For example, the Hollywood Reporter recently published an article titled “Ad Ratings To Gain At Upfront,” explaining that advertisers increasingly want to base the advertising money they spend on a network on the ratings of actual commercials that run during the shows, rather than the ratings of the shows themselves. Is it a big change? Of course! Is that something you can intelligently talk about in the room when possible qualifications come into the discussion? Sure, if you’ve read the article.
ACTION PLAN: Read insider articles and make sure you can summarize the general idea in a simple sentence (as I just did above).
ADDITIONAL ROUND: Get to know the new buzzwords from the article and find out more about them. For my sample article, I would investigate “ad ratings” (also known as “business ratings”) and the new Nielsen measures they represent.
Trade Tip # 6: Find Who | What | Where
I’ll say it again: Success in isn’t just about technical know-how; it’s about knowing WHO. It is absolutely necessary that you know who are the players who can buy your projects or help them in the sale. All trades advertise executive hires, layoffs, and job exchanges. Many also have producers who have just sold new projects. You need to know these names so you know who you already know and who you need to meet with, not just in the room, but also at the panels, seminars, and conferences that you see advertised.
For example: do you have contacts on “The Amazing Race”? Guess what? Now you may have connections on Oprah’s new wish-fulfillment show: Trades just announced “the duo ‘Race’ to oversee the reality show Harpo.” But before you send a mass email to everyone you know who works anywhere, read my article: “Breaking into Hollywood. Do you know someone who’s hiring?” Please never let the first thing you say to someone – a stranger OR a friend – be “What can you do for me?” Make sure your energy in this industry is balanced between advancing your own dreams and sincerely investing in the dreams of your center circle at the same time. Those contacts are the ones who will call YOU to yell, “Hey, I just got the new Oprah show, send me your feedback!”
ACTION PLAN: Database of the names of studio executives, network executives, production executives, financiers and show runners and keep it up-to-date through your daily business readings. Get started with the network and prod co dbs we provide you in our online group and keep it up to date. Those names are the key to selling a project.
ADDITIONAL ROUND: Today, right now, send an email to the five people who have helped you the most in your career. Offer something specific to help them roll back, even if it’s updating one of YOUR databases. Regain balance in your professional relationships and watch the immediate change in your career progress.
BONUS, ROUND BONUS – Stop writing your last email to ask people who otherwise never verify to find you work. Now reread “Bonus Round” and try that approach instead. Please trust me on this. And remember, send thank you truffles or coffee cards to everyone who puts you in front of someone else for a meeting, whether you close a deal or not.
NOW GO SELL THOSE PASSION PROJECTS!