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Posts Tagged ‘Glengarry Glen Ross’

“A-B-C. A-Always, B-Be, C-Closing. Always be closing, always be closing.”
Blake (Alec Baldwin) in Glengarry Glen Ross


Do you remember Pete Jones? He’s the guy who was the first writer/director picked by Project Greenlight to have a movie made. He has a new movie out today called Hall Pass starring Owen Wilson and Jason Sudeikis. (Jones is credited as co-writer with Kevin Barnett, along with the Farrelly bothers from There’s Something About Mary fame.)

Ten years ago Jones was this guy in Chicago selling insurance and hoping to be one of the lucky ones chosen by Matt Damon and Ben Affleck to have their script plucked from the Internet to be made into a movie. The result was the movie Stolen Summer. It was far from a blockbuster film, but it launched Jones’ career.

Back in ’03 or ’04 I met Jones in West Hollywood. I was in LA for a TV program I was producing and the cameraman on that shoot was Pete Biagi. Biagi is well-known in indie circles in Chicago and was the director of photography on Stolen Summer. So when we wrapped our shooting after a of couple of days Biagi called up Jones and a small group of us had dinner at the Formosa Cafe in West Hollywood.

The Formosa is one of those classic old Hollywood restaurants that’s been around since the ‘30s and whose guests over the years have included Humphrey Bogart, Clark Gable, Lana Turner, James Dean, Marilyn Monroe, Johnny Depp and so on. The Formosa was also featured in the movies L.A. Confidential and The Majestic.

So I’m at this restaurant with this Chicago-connected gang and I’m the outsider from Orlando. So I don’t say much but I learned something important that night.

I asked Jones how many screenplays he had written before he got discovered on Project Greenlight. He said six. If you remember the HBO special made on the making of Stolen Summer you may recall how they played up the fact that Jones was an average Joe insurance salesman who wrote a script. I know people who call themselves screenwriters who haven’t written six scripts—I don’t know any average Joe salesmen who have written six screenplays.

Playing up that Jones was a salesman is called PR. Because everyone wants to think, “I could probably do that if I tried.” The fact is Jones was an insurance salesman, but he had also graduated from the University of Missouri School of Journalism. (That school has turned out a lot of accomplished writers.) Keep in mind that he was in his early thirties when he was chosen for Project Greenlight. His sales training played a critical part of his success. Graduating from J-School couldn’t have hurt. But he still wrote six dang screenplays before being discovered.

You can pick up a used DVD set of the complete first season of Project Greenlight for under $10 on Amazon, and that’s a solid investment in getting a foundation of what it takes to make a film. I’ll go as far as to say that I think it’s the single best example on DVD I’ve ever seen of watching the entire filmmaking process unfold.

But my favorite part of Project Greenlight is when Affleck, Damon, producer Chris Jones and others have narrowed their selection down to three screenwriters. It’s late at night and after six hours of deliberations the producers have to finally make the call on what film they are going to spend a million dollars to make.

In desperation Affleck asked the sound guy working on shooting the HBO special who they should choose, and he says, “Pete. Pete’s the guy that’ll never get the chance unless you do it.” Miramax VP Jon Gordon jokes that they should just have the screenwriters wrestle for it.

What they do is bring the three finalists back individually to have them make a final pitch on why their script should be chosen.

That’s when Jones’ insurance sales background kicks in. Where the others talk about their story, Jones hits the producers emotions. He tells the group;

“It’s about making the best film. And I’m getting a little emotional and I shouldn’t be, but it’s about making the best film…and the HBO thing is great—I would personally love it. Call me narcissistic, but I enjoy that. That’s not what it’s about, it’s about you guys screwing the studio system and saying let’s make the best film. Market the film? F*#K you. Who cares? We’re making the best film, we’re putting out a million bucks. I don’t have a million bucks, but studios have some money and a million dollar budget is not going to crush them. So he’s let’s make the best film that we can make. And, obviously, I’m biased, I think my movie’s the best film to make. I think my film probably wouldn’t get made by a studio—by a big studio, you know? I think that Greenlight is the kind of project  that would make a film like this.  I’m not a Hollywood expert, so I don’t know—I’m just going on a stereotype here.”

You can tell by the faces of those in the room that it’s a done deal. Sold.  Damon and Affleck are either dead tired, stoned or mesmerized. Chris Jones says, “I don’t have any other questions after that answer. “ Remember people invest in passion. And the part where Jones says, “F*#K you. Who cares? —I’m pretty sure Jones was channeling Mamet/Baldwin from Glengarry Glen Ross. “Coffee’s for closers only.” Jones was a closer that day.

And that was the turning point in Pete Jones’ career. The man was good in a room. He understood the basic sales principles of features and benefits and hitting human emotions. Next thing you know Jones was directing Aidan Quinn and Bonnie Hunt.

The movie Stolen Summer had a limited theatrical release making only $140,000.  But Jones got to make another film. Oddly he chose to follow a kid film with the gay-themed movie Outing Riley (2004) which went direct to DVD. And the next year he sold the spec script Hall Pass for high six figures and it eventually, six years later, became the movie that opens in theaters today.

Everyone’s got a story, right? (Even if you haven’t seen Jones’ movies or like the ones you have seen, you have to appreciate his journey.)

The common recurring theme on this blog is Pete Jones did the leg work before he got a shot. He wrote six screenplays before he was discovered. Just like fellow Chicagoan screenwriter Diablo Cody, Jones had been writing for over a decade before his big break.  And he used that sales experience from his day job to sell Hollywood producers and actors that he was the right person to be chosen for Project Greenlight.

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Beatles, Cody, King & 10,000 Hours

Learning to be “Good in a Room.” (part 1)

Screenwriting Quote #87 (Ray Bradbury)

Stephen J. Cannell’s Work Ethic

Screenwriting da Chicago Way

Writing “Good Will Hunting

Scott W. Smith

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If you’re going to recycle you might as well recycle from the best. And today we’re going to not only recycle from David Mamet, but a quote that Mamet learned from others and that he calls “filmmakers’ pearls.” Chicago born Mamet is one of America’s great dramatists. He’s not only a screenwriter but a playwright, an essayist, a novelist, a director, and a poker player.

To just look at the tip of the iceberg, he won the Pulitzer Prize in 1984 for his play Glengarry Glen Ross (and it didn’t even have that great opening scene in the movie version that features Alec Baldwin) and he won an Academy Award for his script for The Verdict.

Four of his books that I’m drawn to again and again are Writing in Restaurants, On Directing Film, Three Uses of the Knife and Bambi Vs Godzilla. The last one with the subtitle On the Nature, Purpose, and Practice of the Movie Business and is where I pulled the quote for the day which was meant more about film editing, but applies to writing :

“‘Stay with the money.’ The audience came to see the star. The star is the hero; the drama consists solely in the quest of the hero.
‘You start with a scalpel and you end with a chainsaw.’ Don’t be too nice about cutting the film; throw away everything that’s not the story.”
David Mamet
BAMBI VS GOZILLA
Page 67


The next time you watch The Verdict take note of how the story stays with the star Paul Newman. I bet there are no more than five scenes without him.
Scott W. Smith

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“Let’s talk about something important…coffee’s for closers only.”
Alec Baldwin’s character in David Mamet’s Glengarry Glen Ross

“During my time as a studio executive at MGM, I had over three thousand pitch meetings where writers, directors, stars, and producers would try to persuade me to buy their ideas. Most of the time, ideas are pitched poorly.”
Stephanie Palmer

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Are you good in a room?

I mean can you convey those great ideas in your head (or in your script) to group of strangers sitting across from you? Have you thought about how you’re going to connect with them and get them excited enough about your ideas to actually pay you money? That’s what this blog is all about as we interview former MGM executive Stephanie Palmer as she offers advice on how you can improve your chances of selling your screenplay.

As I’ve said before, I started the Screenwriting from Iowa blog a couple of days after seeing the movie Juno and hearing the unlikely story of its screenwriter Diablo Cody. (Who happened to go to college in Iowa and is now known as Oscar-winning Diablo Cody.)

But another piece of the puzzle was writer Blake Snyder, author of the screenwriting book Save the Cat. I think Blake’s angle on screenwriting is the most refreshing I’ve read in the last decade.

He also has a blog (www.blakesnyder.com) and that’s where I learned about Stephanie’s new book called Good in a Room: How to Sell Yourself (and your Ideas) and Win Over Any Audience. Her book is directed toward helping screenwriters, but the book also applies to many business situations.

Stephanie was kind enough to take the time to answer some questions regarding her experiences in Hollywood and I think you’ll find them helpful in your journey.

1) How does one go from being born in Des Moines, Iowa to working on the biggest money-making movie in history (Titanic)?

Thanks so much for asking, Scott.  I’d have to say a combination of luck and hard work.  No one in my Midwestern family worked in Hollywood and I grew up in a house without a TV.  However, I read as many books as I could about the business, went to a great university and then started as an unpaid intern getting coffee, making photocopies and running errands.  Eventually, I worked my way up.  Titanic was just the beginning, but it was an incredible way to start.

2) You went from an unpaid production assistant to MGM Director of Creative Affairs. How did your degree in theater prepare you for that journey?

Well, I didn’t make that jump in one move.  I worked as an assistant for a couple years at Bruckheimer Films and at MGM, though I was given a rare internal promotion from assistant to executive.

In terms of how my theater experience prepared me for the executive side of the business, I think it helped me tremendously.  Many movie executives have backgrounds in business and finance, and sometimes, expertise in these areas is crucial.  However, I think that experience in storytelling is just as valuable.  My theatrical training helps me understand the challenges that creative people face.  With my knowledge of plays and experience directing and producing them, I have a wider body of knowledge to draw upon when developing a script or solving a production problem.

3) Carnegie Mellon has a long tradition of actors in Hollywood, did you find that being from Pittsburgh actually helped you after you moved to LA?

Being part of a network is always important, and so is having perspective.  Certainly, graduating from Carnegie Mellon put me in touch with previous graduates, one of whom helped me get my first job.  So that was incredibly important.  As well, coming from Pittsburgh, I was steeped in a culture that was more down-to-earth.  So when I got to LA, I had some perspective on the insanity.

4) In your time at MGM what did you learn that surprised you most about screenwriters?

How unprepared they were for meetings.  The fact is that the skills and talents required to come up with a great idea are different from the skills required to present it.  However, the skills that allow you to pitch effectively and with confidence can be learned by anyone.  I’ve seen the most shy, awkward people become good in a room—not because they transformed their personalities and became charismatic extroverts—but because they practiced the right techniques and developed their own style.

5) Now you have a consulting firm and have written a book called Good in a Room. Why is it important for a screenwriter to be good in a room if they’ve written a solid script?

Even great ideas don’t sell themselves because decision-makers generally don’t just buy scripts.  They invest in people who have great ideas.  Selling yourself is crucial to the success of your project.  When you sell something, you will be asked to make changes, adapt to new circumstances, and work with people whose opinions may differ from your own—for at least a year, if not more.  Therefore, before saying “Yes” to you and buying your script, the decision-maker needs to know if they like you, trust you, and can rely on you during the challenging process of making a movie.

6) A question that every writer outside of LA is interested in is “How does one get in the room in the first place?”

This is a difficult question to answer because there are so many different routes by which people have been successful.  Consider the story of Juno, where the writer of the script (Diablo Cody) was found by a producer who was just surfing the web, came across her site, and asked her if she’d written a screenplay.  To borrow from the cliché, she wrote something great and the world beat a path to her door.  I have seen that happen many times.

Of course, not every great writer gets discovered.  These days, to get in the room, at some point, you have to go where the meetings are actually happening.  This means… and I hesitate to say this… living in or near Los Angeles.  In my experience, only well-established writers can live somewhere else, then fly in for a week of meetings.  Everyone else needs to be ready to jump on opportunities when they happen.

I know that not everyone will want to move to LA, and it doesn’t seem fair to require it.  Why can’t you just write something fantastic and sell it?  Because studios and production companies aren’t just investing in your idea—they’re investing in YOU.  And if you’re not local, the perception is that you are not as committed to career as your competition.  It’s much more challenging to fulfill your function as part of the creative team.  Plus, you will have a harder time building your network and developing the relationships which help you get into the room in the first place.

7) Any closing advice for the writers in Iowa, India and other places beyond LA?

No matter where you live, you can develop your craft and learn how to present your ideas effectively.  One way to stay current is to subscribe to my free online newsletter, where twice a month I’ll send you a quick tip to help you refine and hone your meeting technique.  You can sign up at www.goodinaroom.com.  That way, when you do get that big meeting, instead of hoping that your script will do all the work (like most writers), you’ll confidently present both yourself and your ideas.  That’s what being good in a room is all about.


POSTSCRIPT
After I first posted this blog I heard from a writer in Minneapolis who was discouraged by Stephanie’s comment about screenwriters having to live in or near L.A.  Stephanie also said that, “In my experience, only well-established writers can live somewhere else, then fly in for a week of meetings.” It’s fair to say it makes the odds a little tougher on the L.A. outsiders if you go the studio route.

But there are other people around the country–around the world–who are writing and making films outside that system so don’t be discouraged. In fact, read my blog titled “Screenwriting from Ireland” that talks about the movie Once.  And this is as good a time as any to pull out a nugget I’ve been holding for the right moment and now seems as good as any.

Early in this blog I mentioned screenwriter & Save the Cat author Blake Snyder.  I asked Blake a while back if he had any encouraging words for screenwriters outside L.A. and here’s Blake’s response:
“I have said often that geography is no longer an impediment to a career in screenwriting. I know of one woman who decided to be a screenwriter in Chicago, wrote 5 scripts, sold 2 and got an agent and manager, all while never leaving the confines of her condo.  It starts with a great concept! You have a great idea and a great poster, if you execute that well, you will get phone calls — and deals.  The key is: the great script!  And that starts with the step by step process I outline in Cat!  Go get ’em!”

And the LA Times just reported that Brad Ingelsby, a 27-year-old who lives in the Philadelphia area with his parents and sells insurance for his father, just sold a script for $650,000 against $1.1 million. And just for the Midwest fans, the movie is set in Indiana. (I first learned about the Philadelphia sale via a helpful screenwriting site called mysterymanonfilm.blogspot.com.)

While selling insurance, I bet Ingelsby learned a thing or two about being good in a room. And, hey, if money is what drives you…I’m pretty sure the average insurance salesman makes more than the average screenwriter.

STEPHANIE PALMER helps creative professionals who want to perform better in high-stakes meetings, set up projects, secure financing, and receive better assignments for more money.  As the Director of Creative Affairs at MGM, she acquired screenplays, books, and pitches and supervised their development, including 21, Legally Blonde, Be Cool and Agent Cody Banks.  She has been featured on NBC’s Today, CBS’s Early Show, NPR, and in the Los Angeles Times. She is the author of Good in a Room: How To Sell Yourself and Your Ideas and Win Over Any Audience

Related Post: Learning to be “Good in a Room” (Part 2)

Copyright 2008 Scott W. Smith

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