Marvin V. Acuna

Gerard J. Arpey, president and CEO of American Airlines said the best business advice he ever got was, “Borrow money when you can, not when you need to.” This is sound advice that can be translated and applied to…

Pillar #3: Networking

I find most aspiring screenwriters believe that there is only one specific time and place for networking and it’s called “An easel sitting at the entrance of some ballroom with a sign that says so.”

Best selling author and syndicated columnist Harvey Mackay said, “If I had to name the single characteristic shared by all the truly successful people I’ve ever met over a lifetime, I’d say it is the ability to create and nurture a network of contacts.”

Personal networking is instrumental to your career. It’s an invaluable tool to identifying rare opportunities suited to you, as well as to maximize the value of your current relationships.

But networking ONLY when you need to is foolish and sets the wrong tone. Relationships take time, building rapport requires patience, and entertainment professionals are naturally cautious –if not fearful– of those that are simply taking, rather than giving.

It’s pretty easy to spot those that are just networking purely to take… not to give. Therefore, begin networking before you need anything from anyone.

To start with, you must understand all your strengths and weaknesses. Then, seek opportunities where your abilities contribute value to others.

Others will want to be a part of your network if they know that you will add value. And more importantly, your existing relationships will be strengthened if you can consistently add value to those in your network.

Your mission: be the first person everyone remembers and suggests when others ask, “Do you know anyone who….”

Start now, and become a trusted node and connector, not a fragmented meteor that is visible as it enters the atmosphere.

Consider this: Networking is ALL about mutual benefit…

So why not GIVE first?

In summary, I feel it’s important for you to know… talent is only one part of the equation. If you are a hobbyist then this may not ring true to you. That’s ok. You aren’t looking to make a living off your hobby. I get it!

But, if you are reading this and are committed to working as an entertainment professional then I leave you with this…

“Business art is the step that comes after art. I started as a commercial artist, and I want to finish as a business artist. After I did the thing called “art” or whatever it’s called, I went into business art. I want to be an art business man or business artist.”
– Andy Warhol

Last night I had dinner with a group of friends,

beyond the tasty grilled salmon and asparagus, we were engaged in spirited conversation. Of the group, I am the only one vested in the entertainment industry.

One of my friends, a scientist, made an off handed remark that the entertainment industry was very challenging because it has nothing to do with talent, but everything to do with “who you know”.

While I respect her position and agree personal networking is a crucial ingredient to transforming from aspiring artist to entertainment industry professional, I also believe it’s not just “who you know”, but how one navigates those connections—and whether one chooses to do so at all. 

“People can find their paths as long as they’re motivated to do so and able to motivate people to help them. But, no matter how motivated you are, you have to be able to motivate the other person, who can put you in touch with the next person, and the next person has to do it too,” says Duncan Watts, a professor of sociology at Columbia University.

Again, personal networking is instrumental to your career. It’s an invaluable tool to identifying unique and rare opportunities suited to you, as well as to maximize the value of your current relationships.

Here are three basic guidelines for successful personal networking.

1 – Palm Up, Not Palm Down

Networking is not all about what people can do to help you. It’s all about mutual benefit.

To start with, you must understand all your strengths and weaknesses. Then always seek opportunities where your abilities contribute enormous value to others. The result, others will want to be a part of your network if they know that you will add value. And more importantly, your existing relationships will be strengthened if you can consistently add value to those in your network.

2 – Do Cool Things

The game, Six Degrees of Kevin Bacon, rests on the assumption that any actor can be linked through his or her film roles to actor Kevin Bacon, but did you know that Rod Steiger is the best linked actor in Hollywood history?

Rod refused a studio contract and made the conscious choice to play a varied number of roles in numerous films. His tapestry of characters afforded him the opportunity to work with people from all walks of life, resulting in what I refer to as multiple social dimensions.

Do cool things. Do a lot of things. The result: your network will include people from all walks of life.

Personally, I believe the more life experiences you possess the more interesting YOU become and more importantly, you become a greater asset to others.

Your mission: to be the first person everyone remembers and suggests when others ask, “Do you know anyone who….” Intervention rip

3 – Be Proactive

It’s your career don’t wait for others to come to you. If you sit back and wait for others, you’re not likely to get much out of networking.

• Invite people to meet.
• When you travel, let people in your network know and ask them if there is anyone they feel you should meet in that specific city/town.
• Networking in the online world. Here you can easily find others with interests similar to yours. Entering the discussions traditionally requires no invitation and takes only minutes at a time.

Implement these three guidelines right away to gain more from your personal networking efforts and to discover opportunities.