What to Say To Get an Agent
by Hal Croasmun
Imagine two people having a very engaged conversation, but neither speaks the other's language. They talk on and on -- each thinking they are getting their points across -- but nothing gets accomplished.
That's what it is like when an agent and a new writer talk.
It's not that either of them are wrong or bad or anything like that. The problem is actually a "language barrier."
In this article, you're going to learn some "agent speak." It uses most of the words that you use daily, but many of them have a completely different meaning.
First, let me give you a quick conversation I had with an agent 12 years ago -- and then I'll give you the translation that I completely missed in that meeting.
Even more important, we'll go over seven things to say to an agent that will warm their hearts and have them want to work with you.
MY MISINTERPRETED MEETING
About 12 years ago, I got a meeting with an agent who was interested in my writing. We got along great on the phone and so I went into the meeting feeling confident that I had found my agent.
After being escorted to the conference room, the agent arrived with my script in hand.
Here's the conversation:
AGENT: I read (title of script) and just love your writing.
HAL: Thank you.
AGENT: Let me get an idea of your goals. What would you like to do with your career?
HAL: Spec scripts.
AGENT: You got a bag full of specs?
HAL: The one you read and I'm writing the next one.
AGENT: Are you interested in doing writing assignments?
HAL: Nope.
AGENT: Really? How many specs a year would you like to do?
HAL: One, maybe two.
About a minute later, she politely excused herself. Her assistant came in to tell me that the agent got called into a meeting. After that, she never returned my calls.
Go to the translation and seven things to say to an agent here.
MY TRANSLATION
She loved the first script I gave her, so I was sure she would love the next one. I had also given her my vision of my career -- selling two specs a year and taking the rest of the year off.
She's an agent. I'm a writer with a script. I thought it was a done deal.
HER TRANSLATION
She liked my writing, but from a business perspective, I was a bad bet. At that time, I'd never sold a script. I refused to do the kind of work that produces 80% of writer's income in Hollywood (writing assignments), and I had only one script that could possibly sell. Even worse, I was only going to write one, maybe two scripts a year...and who knew if they would stand any chance of selling.
She looked at me and saw "a lot of work and very little money."
WHAT SHOULD I HAVE DONE?
Knowing what I know now, I would go in with a completely different strategy and some precise lines that sum up the value of working with me -- and they'd all be true.
Want to know what I'd say today? First...
TWO CAUTIONS:
First, always tell the truth. You don't want to start a business relationship on a lie. That simple lie will blow up in your face later on.
Second, you don't want to say these lines like some kind of "pick-up line." Instead, talk about how you are doing each thing, because you are, right?
THE OVERVIEW:
If you only take one piece of advice, take this one: Your job is to become a professional in this business. That doesn't mean to act like a professional, but to truly become a professional. As a pro, you'll write great screenplays, interact well with others, pitch projects that ignite people's imaginations, and network with the best.
Every one of the eight lines below are about showing that you either are a professional or are on your way to becoming a professional. To an agent, you are communicating that you are worth taking a chance on.
Ready?
YOUR SEVEN LINES
- "My focus is marketable screenplays."
- "I'm happy to do writing assignments."
This is where most of the money is for screenwriters. Once you are established with an agent, they can send you out on "open writing assignments."You meet with producers who already own certain projects and pitch them your take on the story. If they like it, they hire you to write a draft. As you have more success, your fee for doing writing assignments goes up. A new writer might get WGA minimum. After a few successes, you might be up to $200,000 a script. Have a hit and you'll move into the $500,000 to $1 million range.
Of course, you can continue to write specs as you do your paid writing assignments.
- "I have an understanding of the business and am eager to learn."
- "I'll keep networking and selling myself."
- "I'll keep turning out the next script while you sell this one."
- "I'm a very sane business person. I won't bother you with a bunch of crazy calls."
- "I'm totally willing to create a "brand" by staying in one genre. "
Agents exist for one reason -- to put together deals.
If you are asking an agent to spend their time marketing you and your scripts, I'm sure you are going to give the agent something that is marketable, right? It is one of the most important criteria to an agent -- Are you giving them something the market will want to buy?
So many people come into this town and try to BS their way through the process. Agents want writers who learn the business and know how to operate successfully.
That doesn't mean you have to be perfect. It doesn't even mean that you have to know a lot. It just means that you come in committed to learning the business and that you pursue that.
On the other hand, your agent isn't your primary source of information.
They have a job to do. As I said above, they are there to make deals.
So you need to let them do their job while you continue learning from other sources.
This means that you are a go-getter who will keep moving your career forward. It also means that you are going to be out there, increasing the chance that a deal will spontaneously occur.
As you network, you learn more about the business and you gain contacts that can assist you to make deals happen. You also are creating heat around you as a writer. When people know you, they'll read your scripts. And that means there will be champions out there who will go to bat for you or refer you for writing assignments and paid rewrites.
Hollywood is a strange business. Your agent can market three scripts in a row and have everyone in town pass on all three. Then, the agent sells the forth script and suddenly there's a bidding war on the previous scripts. Why? Because you're HOT. And heat sells screenplays.
So it is important to the agent -- and even more important to your career -- that you are always writing the next script.
To an agent, this says you are committed to a long term career and not just a one-shot writer.
Agents don't take on "high maintenance" writers as new clients.
They want writers who are committed to their craft, will do their job, and who make it easy for the agent to put deals together.
If you can't say this one truthfully, don't say it at all. From a business perspective, it is much easier to sell an expert in one genre than a jack-of-all-trades.
When you see a Jim Carrey movie, you expect comedy. When you see Jackie Chan, you expect Kung Fu. When you see Angela Jolie, you expect an intriguing sexy movie. They've all created a brand.
Agents love writers who are willing to create a brand. Not only are you easier to sell, but after a few successes, the Studios will be requesting you for their projects.
CONCLUSION:
If you are looking for an agent, it means you are ready to "go pro." Each of these lines represents a part of the business model you will operate out of as a professional screenwriter. The more you are willing to take each of these on, the more successful you'll be in this industry.