Sages Rock With The Great American Pitch Fest!

photos courtesy Robbye True

Spdoeshw_5It’s been an amazing week in LA for Dean, Bill and SagePresence. Bill was a headliner at this amazing festival, which offers a day of speakers and intensive seminars, followed by an unprecedented pitchathon where over a hundred real movie industry companies take pitches from screenwriters looking for their big break.

I happened to be in LA pitching a new movie idea with Bill to an approachable film company on Century Blvd, so I became Bill’s tag-along guest of the fest. Our pitch went extremely well, and a movie idea that we crafted on the plane (using Blake Snyder’s book Save The Cat) got us through gate number one! Primed now to help our fellow introverts step outside their comfort levels, our mantra became, “Inspire courageous writers out of their bat-caves into the open air of opportunity!”

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Bill’s presentation was unlike any presentation I’ve ever seen him do, let alone try myself. When I have 90 minutes to cover, you can bet I’ll be fretting my powerpoint slides and rehearsing to high heaven. Bill was prepared, but for something very unusual, as he just sat down at the edge of his stage (instead of taking his rightful place on it) and simply leveled with the audience in a heart-to-heart conversation about what it really means to be a working screenwriter. The audience stayed for an extra half hour, glued to their seats under the spell of a man opening up with the honest truth about what they could expect and how they could get there. The word after: “Bill True just changed my life.” It was phenomenal to watch. Then I networked as Bill took individual coaching sessions with writers.

Gapfgraphicsb_2As it turns out, a Sage’s work is never done and I got the dubious distinction as the “vagabond guest-speaker” at two different events. First, Bill shared stage with me and asked me up to advise these apprehensive writers on finding stage presence under the pressure they would face the next day. Then, writer and former Hollywood consultant and TV & Screenwriter Viki King (a friend of mine and the author of How to Write a Movie in 21 Days) brought me up from the audience to speak to the same subject at the end of her talk.

Viki is the kind of person who is so intuitive, she rocks your world (in a good way) in a 30 minute industry consultation that actually heals your whole life (forget therapy), as she did for me over breakfast one Sunday morning in San Diego eight years ago. Needless to say, I was honored. As a result, though I didn’t even have a badge at the event, I got booked for several coaching sessions with writers wanting more stage presence!

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That night, I introduced Bill’s film at his premiere LA Screening of RUNAWAY and led a Q&A, which was a great way to cap Bill’s impact on this hungry crowd. They loved the film, and asked Bill questions for way too long, given what these people all faced in the morning – they should really have been working their pitches!

And now things get crazy. It’s Sunday, and SagePresence gets a table to accept pitches along with all the other Hollywood companies. The place looked like the NY Stock Exchange as bells rang and people launched through the gates and onto the main floor to pitch their ideas to the big shots.

There we were… the not big shots, tucked between Lion’s Gate and Fox Searchlight, taking pitches from writers who selected us. Why did they pick us? Well, we might want to take their project as an indie (and we really are considering a few), and we also know industry people we can forward scripts to if we think there’s a fit. Plus, some people just picked us because they knew that pitching to us would help them learn to navigate those treacherous waters.

Gapf03_4In reality, when Bill and I worked together in this way, we continued what began for us at the Northwest Screenwriters Guild in Seattle, where Bill focused on the story structure, and I focused on their “stage presence” when they pitched. It worked great, but we were even better than before in assessing the valuable properties and guiding people to be more effective at getting their ideas across, which is what the whole event is about in the first place. We all have to pitch, whether we’re a writer, a director, an industry development executive… or for that matter, a marketing person, a manager, or a CEO. Human beings pitch their own ideas, and today was just another day in the office.

We were inundated with pitches from 8 to 5, and Bill and I left this amazing event with new friends, a lot of exposure, a film company wanting us back to pitch to the “big guy,” and the joy in knowing we made a difference to a lot of good people who remind us of ourselves.

Who Can Use SagePresence?

It’s amazing how often we talk to people about what SagePresence has to offer, and they suggest a fit for a population of people who fall outside of our primary target markets. Here are some of the suggestions we’ve gotten recently:

* Lawyers. It’s so important for them to create convincing arguments, make meaningful connections with judge and jury, and deliver their arguments in an authentic way that speaks to people’s emotions and leads them to a particular conclusion.
* Medical professionals. They need to be able to speak to patients and families in a way that bypasses technical jargon and raw data and cuts to the emotional truth at the core of their message. They need to be able to listen and be with the emotions of these people, connecting with them in a meaningful and important way.

* Nonprofit organizations. In order to raise funds, they need to tell the story of the benefit they bring their target population, and they need to be able to do it in a way that engages their authentic feelings so that people are inspired to play a part in that benefit.
* Displaced workers. They need to be able to represent themselves powerfully while networking and interviewing. They need to be able to talk about the benefit they represent to hiring organizations. They need to make first impressions that instantly win people over.
* Front line workers. Receptionists, customer service people, tellers, cashiers, wait staff — They all work in an environment of emotion. People come to them in a particular mood, and the job of the front line worker is to respond in such a way as to make the most positive interaction possible with whatever they get. They’re charged with neutralizing negativity and leveraging positivity, and SagePresence is a powerful tool in that mission.

The interesting thing here is that we’ve worked with people from all of these segments before, and we’ve given them exactly what they needed. The reason people see a good fit is that they are a good fit. They need what we have to offer, and they benefit tremendously from it. And we welcome them all.

The thing we’ve discovered is, when you’re working with universal human skills, your potential market is the entire human race. But you can’t market to the whole human race, you can’t shotgun yourself that diffusely, you have to pick a sector or two that really calls to you so that you can focus your efforts. This way, everyone else that shows up as a client is icing on the cake!

So, you might be asking, who are our target markets?

Well, for one thing, we want to make a difference for professional women, career-oriented women who are motivated to move forward in their careers and want to build their momentum.We want to help them recognize that the core skills and strengths they most likely are restraining are their greatest career assets.

We also want to help displaced workers in the film industry, particularly in Hollywood. We’ve made a profound difference for a lot of people looking for their next position, and we want to make that difference for workers in the industry that we love the most.

We want to help new leaders in medium to large companies hit the ground running by helping them present themselves with power and grace to the population of their organizations. We want to help them win their new team over and help them design their vision for where to take their team.

Finally, right now we’re very focused on organizations that want to strengthen the position they hold in their industry. We’ve transformed individuals, we’ve transformed teams, and we’ve transformed small companies. Now we want to apply what we know to help a larger organization transform how it speaks to itself and to its clients by working with them from the top down to create its story and empower everyone to represent that story in a meaningful and authentic way.

So if any of these descriptions brings someone to mind that we should speak with, please send me an e-mail (see right). And to everyone who has ever recommended anyone to us in the past — whether they’ve fit these descriptions or not — we thank you all from the bottom of our hearts. We truly, madly, deeply appreciate referrals, and we will passionately work with anyone who wants greater influence.

Our New Model For Pitch Workshops And Competitions

Saturday, May 21 at the Northwest Screenwriter’s Guild, Bill and I offered a workshop on powerful pitching, followed by a unique brand of pitch critique for participants in a pitch competition. In both the training and the judging, we tag-teamed as a writer/director to cover both the story being pitched, and you as the presenter of the pitch. We spent a substantial section of the training focused on what maximizes presence, specifically what zaps people of their presence under pressure, and then what brings them back to confidence.

This approach mirrors what we do in other industries that pitch under pressure, but we didn’t know for sure how it would land with this audience. We were pleased that it was a big success and seemed very highly regarded. Key to the process was a appreciation technique we use that points your attention off of yourself, followed by a story process that structures your pitch using the same basic mechanisms that a writer would use to structure a story.

The judging was really exciting, because each person who pitched in the contest received feedback from both their story pitch and their performance of pitching it. We worked hard to encourage realistically, which meant giving them truthful responses, yet providing a key activity that can help them improve. The feedback we got was that it was unlike any other pitch judging these screenwriters had received. They said the hybrid approach of performance and story together readied them for the job at hand of promoting their projects far better than anything they’d received in a pitch critique before. We were glad to help and appreciated the confirmation that a writer/director team made sense in fostering growth, which is exactly what we care about most, and what motivated us to sign up for something like this in the first place. We expect to be taking this process to other pitch competitions in the future.

Friday Night With A School Of Fish And A Flock Of Geese

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photos courtesy Robbye True

I have to admit, I felt a bit like a fish out of water in a
convention of screenwriters, where Bill seemed completely at home, swimming in
the school of fish. That’s because Bill is a writer and I’m a director. It’s
not like we don’t all talk about movies, but writers operate on a different
wavelength from me – they’re more clever and intellectual to my tendency toward
emotional intuition. At dinner, I couldn’t help but notice that I had less to
say than a typical meeting (where I’m blapping through mouthfuls in my
God-given role as the center of attention). I was jetlagged so this worked for
me, and Bill was really the headliner and I was the special guest and
side-show.

I hit it off with a number of people at the dinner, more in
talking about life than film. I
totally related to writers’ struggles, compromises, successes and
disappointments.

When we got to the Friday night presentation, I took my seat
in the audience, along with Bill’s wife, Robbye. The main event of the night
was Bill being interviewed by Aadip Desai. It was a remarkable interview right
from the start. Aadip is a great interviewer, because he’s kind of presence
which all at once removes the formality, the pretence, the “performance” of
being on stage, and gets you into yourself. In a few moments, I’d seen an “on
stage Bill True” I hadn’t seen before. He would swear, get grumpy, get
hilarious and share experiences.

You see, we’re professional speakers and we’re very good at
that job. “It’s showtime, folks!” is what we say every day. In fact, when we’re
checking our luggage and pulling out our passports, we’re not saying, “Hey, did
you remember your speech.” We’re saying, “Hey, did you remember your ‘showtime’!

I’m used to seeing Bill in his “showtime” presence, which
has authenticity and polish, but I was seeing someone sort of turned in on
himself. It was the right place to be in an interview but I knew it threw
Bill a little bit at first because he wasn’t in “control” the way he normally would be.
People loved it. It was a powerful hour and a half of Bill sharing his
successes and insecurities, with a story of every step.

Bill is one of the very few writers that got to survive and
thrive in the situation of co-producing his own movie and staying on his own
set as the writer. “It was not my movie anymore,” I heard Bill say, “because I
sold it, and was lucky to stay on as part of the process.” That is a rare
position for a writer to say and really
mean it
, and it’s a sign of the qualities that keeps me, a director, out in
the world presenting and collaborating on projects with this writer.

Then I started to notice my watch. The plan was to start at
8:00 and I was to come up the second half of the event and help field Q/A about
writing from the writer/director combined vantage. But it’s already 9:15 and
the break wasn’t happening, so I sent Robbye up to get Bill’s attention (and
when Bill’s talking about himself it’s going to take a little female magnetism
to draw his attention) and when he saw her tap her watch, they finally called
break, and Aadip announced “Fifteen minutes!”

FIFTEEN MINUTES! I knew what that meant. It meant that
everyone will LEAVE! After all, it’s 9:15 pm on a Friday. Then I’ll come up for
my moment of glory in an inspirational scene like the one in the beginning of Little Miss Sunshine when Richard Hoover (Greg Kinnear) delivers the life-changing
performance to an audience of three, only one of whom speaks English.

That’s when I discovered the nature of the people we were
speaking to in Seattle.
It’s now 9:35 on Friday night, and when two people sat down, my expectations
were met. With the third and forth, they were exceeded. By the time we
restarted the Q&A, I couldn’t believe it. The entire crowd returned. If we
lost one or two people, I would be surprised. This isn’t how it goes normally.
These writers were special people – hungry, respectful, and committed to
learning and growing.

Our tag-team Q/A went really well because we could speak
from two very different vantages on the same subject. Bill got at the heart of
what these people were going through, what they knew and didn’t. I could speak
from the director’s chair, which can be their best friend or their worst enemy.
A lot of times, directors can’t stand having “the writer” around. But the
potential for collaboration is so much more powerful if you can recognize that
making films isn’t a solo art form. If your ego needs to do it all yourself,
well go be a painter.

As we talked, some important things came out. If film were a
sport, it would be a relay race. We each get our chance to hold the baton and
run like mad. But then we have to hand it off and realize it’s not our race to
run anymore. If film were animal, it’d be a flock of geese. We take turns
pulling the lead at different times, but the whole group has to go wherever the
leader is going… together!

This was the hope that rose out of this night – that
perhaps there’s a way to embrace the relay race and pass the baton, but work
together better than is typically achieved – to share the collaboration with
the whole group and fly there together.

When I arrived, I felt like a fish out of water amongst
these people. But now I was flying like the geese. At nearly 10:30 on a Friday
the entire group was still here asking questions and hearing out our answers.
These Seattle screenwriters suddenly felt like a
family – my new family of screenwriters, in Seattle. I felt great because after all it
was Q&A, so all they had to do to end the event was not have any more
questions. So it must not have been boring. The event ended when the lights
flashed to signal the Clear Channel Communication Building was closing down
for the night and the rest of the questions would just have to wait.

NWSG: There And Back Again

Okay…we’re catching up on some sleep and some emails and it’s
Bill’s wife’s (Robbye) birthday.  That means it’s probably going to be
tomorrow before we’re able to share with you all the cool, fun, and
amazing highlights of our recent speaking engagement with the Northwest
Screenwriters Guild.

BUT!  We wanted to make certain we shared this with you today!  The
winners of the Inaugural NWSG Pitchfest, which Dean and I had the honor
or judging on Saturday.

Congrats to everyone that participated in the AM workshop and the Pitchfest.  Like Aadip said, we were very impressed with everyone’s pitches.  Mostly, we appreciated everyone’s courage in standing up before a room of their peers and giving them an opportunity to learn from your moment in the hot seat.

That said…without further adieu…from NWSG President (and crack screenwriter/amazing all-around guy) Aadip Desai:

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