Before we do anything else, let’s get the trite, buzz-wordy - and largely inaccurate - piece of non-advice out of the way first: “It’s not what you know, it’s who you know.”

It’s pithy and sounds so wise. And you’ve heard it so often that it basically just folds into any conversation you ever have about how to build your network. It’s also one of those nothing phrases that people say without really digging into it deeper.

The first major problem with it is that it’s not who you know, but it’s how you know them. What is the relationship? I could know the Chairman of a major studio or a Producer of an Oscar-nominated film and they could hate me. But I know them, right? (For the record, I do - and they don’t).

The other problem with that statement - “...it’s who you know” - is that it assumes the relationship is a one-way street. What can that person do for me? What can I get out of the relationship? Can I call them up and ask for a favor any time I want? Is that the only time I need to call them? I’m sure you’ve been in personal relationships like that - it’s exhausting.

And finally, it is absolutely what you know. You’re telling me you want to know a lot of people and have nothing to do with those relationships?

Ok, so let’s agree we’re putting a moratorium on “It’s not what you know, it’s who you know” starting now. Instead, we’re replacing that with “It’s how you can be helpful to those you know.”

The purpose of this piece is to help with tips and tricks for networking in the industry. And as part of that, I want you to become the best contact you can be for those around you.

I have been in the industry for over 20 years and have amassed hundreds of professional contacts over the course of my career. My contacts come from agencies, studios, production companies, and management firms. I know indie financiers and international distributors. I’m not saying this to brag. It is important to understand that it was not an overnight building of a Rolodex. It takes time and tenacity.

For many, it starts in the trenches of film school and later the trenches of assisting executives in Hollywood. “Meet everyone you can” was the common piece of advice. “Go to drinks. Get coffee. Grab lunches,” were some of the others.

I hear you saying, I didn’t start in the industry. I am not based in Hollywood. I have a day job. I don’t know anyone.

And you’re right - 15 years ago those would have all been difficult barriers to entry to overcome. But thankfully all of those challenges are surmountable thanks to Stage 32 and the network of like-minded, entrepreneurial individuals who use this platform every day. So whether you’re in Beverly Hills, California, or Beverly Hills, Kansas (it exists), you have the same opportunity to find success in the industry through networking.

Think Local, Act Global

If you’re looking to grow your network, start by finding your local like-minded creative people. There are robust filmmaking hubs popping up all over the US and the world. The business may be concentrated in major hubs like Los Angeles, London, Sydney, and New York. But productions take place in just about every state in the union and throughout the world. So use the Stage 32 Member Browse Tool to find creatives in your area and reach out!

Build out from your local and regional hubs and connect with creatives in production, post-production, and facilitation. You want to be on the radar of these people.

Which brings me to another point - you don’t need to be connected to the Chairman of a major studio or the A-List producer right away. One of the biggest mistakes writers make is dismissing or deriding the “gatekeepers.” Consultants and so-called experts make a living on teaching writers how to “get around the gatekeepers”. What a short-sighted mistake. Make friends with the “gatekeepers” and you will walk right through the gates.

I hear the cynic in the back of the room: “Why? They can’t do anything for me.”

We’ll get to the cynic in a second. But first know this, every assistant, coordinator, PA, and mailroom kid is working on a plan to move up in the industry as quickly as possible. Every agency you know by three-letters was started by a kid who used to work in the mailroom of another agency.

The support staff of today are the titans of tomorrow. So take the time to get to know them and figure out how you can be helpful to them. It is almost impossible to find a script that hasn’t been seen by every Creative Executive, agency, management company, studio, or indie financier. Assistants shoot up the ranks when they bring something unique that no one has seen. And there is no reason that can’t come from you

“But what about the unsolicited submission policies!”

No one said you need to pitch them the first time you meet. Develop a professional relationship. Perhaps even a friendship. You’re sending the script to your professional contact for thoughts and notes.

Ask Not What Your Contact Can Do For You, Ask What You Can Do For Your Contact

So now let’s address the cynic in the room. The guy who says, ‘These people can’t do anything for me.” You sir, are going to wash out of this industry and almost no one will notice.

A majority of the time when we reach out to new contacts it is for an “ask”. Can you read my script? Can you finance this? Can you represent me?

I was in Sundance one year with a writer friend of mine who was very eager to get her career moving. And we bumped into a major film financier - who happens to be on the Stage 32 roster of professionals (I will let you do the investigative work to find him).

Two minutes after I introduced her to him and mentioned he financed a film at the festival, she started pitching him her entire portfolio of projects. And I cringed as I watched his eyes glaze over like they probably had a hundred times before. The whole approach was wrong - what can you do for me?

When you meet a new contact, ask yourself - and them - how can I be helpful? Are you looking for notes on a script? Is there someone you’re interested in meeting that I might know? Need a ride to the airport? OK, maybe the last one is a stretch, but you get the idea.

When I was the Director of Script Services for Stage 32 and I was introduced to executives or professionals who could potentially come on as educators or companies who could potentially become partners, the first conversation was all about what they needed. Is there someone we already work with that you want to meet? Are you looking for a certain type of script that I might be able to find? Where can I be helpful?

I also would close the conversation by saying that if there was ever anyone on the platform that they wanted me to make an introduction to, just let me know. And I made dozens of connections between professionals - some of which resulted in new business.

So when you are in the Screenwriting, Filmmaking, Producing or any of the lounges, when you introduce yourself to others - find out how you can be helpful. Bring value to every interaction. Leave the cynicism for the guy who is going to wash out of the business. You can get started now and prepare to join in on this week's Introduce Yourself Weekend event which will be running from Friday to Monday in the Introduce Yourself Lounge!

Be an Intersection, Not a Cul-De-Sac

What is the job of an agent? Sell scripts? Negotiate multi-figure deals? Sure, that’s a piece of it. At its core, the job of an agent is to be a connector. You have something and another person needs that something. The agent makes sure you connect.

The most successful people in this business - agents and otherwise - are great connectors. This takes some work on your part to get those synapses to fire. Being able to call back conversations you’ve had with one person and then remember it in a conversation with another person so you can say, “There is someone I think you should meet.”

So as you maintain your relationships that you have created, always remember to think about what their needs are and keep an eye open for opportunities for them.

Stage 32 has several in-person events throughout the year and many of them are created and hosted by members. You - yes you - can host a Stage 32 meetup in your area right now*.*

And when you host the in-person event, make sure that you are the intersection where people meet to connect. Pull people into group conversations. Make sure you are facilitating the introductions and encouraging your contacts to connect with each other.

You want to be the person that people say, “I think they know that person” or “I think they have a connection there.”

Don’t Think You Only Have One Shot

A few months ago I made a post in the Screenwriting Lounge which said (and I’m paraphrasing myself) - don’t think because you’ve met once with a professional for a consultation call, or received written development notes, or even had a pitch which received a pass - that the door is somehow closed to you from now on.

I can’t tell you how many writers and filmmakers I speak with who say, “Well I pitched that executive a project a year ago and he passed so I don’t think I will pitch them again.” Why? Did they pass on you as a human? No, they passed on that very specific project for a very specific reason at that very specific point in time.

Bring them something else. Keep up the conversation Remind them that you’ve met before.

And at the end of the consultation calls take some time to ask about them. What are they working on? Where are they finding areas of success? Where are they struggling? How can I be helpful?

I tell all writers to end general meetings this way. And if there is something that you think you can tackle ask, “I think I might have something. Would you mind if I came back to you in a week with a pitch for this idea?”

Most of the success stories from Stage 32 come about because of relationship building. No one - at any level - green lights a movie or series in the room after the first meeting.

Successful networking means that you not only connect with people, but you connect with an authentic desire to help them succeed along with you. Pull up those around you. Make friends with the ‘gatekeepers’ and if you are a ‘gatekeeper’ make sure your plan of ascension includes connecting with talented people the industry largely overlooks.

And don’t let the cynical guy in the back of the room discourage you.

This Week's July Filmmakers Club Challenge!

For your third week of July Filmmakers Club, we want to know WHO you're looking to connect with and what networking tips have worked for you! By completing this week's challenges, you can set yourself up for further success in networking and be entered to win a FREE Stage 32 Career Development Call that will be announced LIVE on Stage 32's Instagram this Friday, July 19th at 12:00 pm PT!

Week Three Challenges:

1. Comment on this blog below sharing your thoughts- did you learn anything new about networking from this post? Did it give you any new ideas? Do you have any questions for Jason?
2. Post in the Stage 32 Filmmaking Lounge sharing what professionals you're most eager to connect with and either a favorite story from your own experience networking (in person or virtually) or your own networking tips (You can find it quickly by clicking HERE).
3. Introduce yourself in the Stage 32 Introduce Yourself Lounge HERE so that you're ready to participate during the Introduce Yourself Weekend event this Friday the 19th - Monday the 22nd!

Make sure you're following @Stage32 and @rbwalksintoabar to keep up with all of the exciting July Filmmakers Club announcements all month long!

Let's hear your thoughts in the comments below!

Got an idea for a post? Or have you collaborated with Stage 32 members to create a project? We'd love to hear about it. Email Ashley at blog@stage32.com and let's get your post published!

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