The Key to Building Successful Relationships:

Making Yourself Valuable to Others

10 Steps to Success

Stephen.Meade@BigBambooLLC.com

312-953-2208

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

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”

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

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.

Be Specific and don’t be shy!

“Tornado Technique”

Example- Starbiz.tv 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.

“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.

“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? Etc.

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

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”

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

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?

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.

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

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

“Sampling of Current Advisors” Co-Founder of Participant Productions- Former CEO of George Lucas Film, LTD Agent for Clint Eastwood, Marlon Brando, etc. Current Chairman of William Morris Current Agent Director at CAA COO of HULU Producer of Blair Witch Producer of ET and Dr. Phil Show

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?”

A few of my great truths1- S-Your greatest strength, is your greatest

weakness2- P- People do more to avoid pain than to gain

pleasure3- E-People make decisions emotionally and defend

them logically4- D-If you say it- they doubt it. If they say it- it's

true5- Q-Questions are the key to the Universe6- B-Begin with the end in mind7- N-Ask not "why”, ask "why not"8- 99% of the things we worry about never happen,

so why worrySPEDQBN9

Bonus Slide- If Time