Welcome to Part 3 of our 2-part series on how to get good representation. (Turns out it's a juicer topic than I anticipated.) We've covered how to set yourself up for success with an agent/manager and how to figure out which reps to pursue. So you've done all of that brilliantly and you've got yourself a meeting! Now what?
The thing that trips most actors up in agent/manager meetings is the small talk. We try to get past the awkward 'tell me about yourself' and 'where are you from' questions and get to the meaty actor stuff… then suddenly the meeting is over and we're left wondering what just happened. Here's the thing; the small talk IS the meeting. The agent/manager wants to get a sense of you as a person... Your voice, your sense of humor, how you carry yourself, etc. Small talk is how they do it. So knowing that, how do you focus on the things you can control so you leave the meeting feeling satisfied instead of confused? You prep, just like you would for an audition.
First, wardrobe. Resist the urge to dress like you're going to a job interview; Instead, dress like you're going on a date. An afternoon, low-stakes, getting-to-know-you date. That small shift can help you remember that an agent/manager meeting is about you potentially hiring them, not the other way around. You want to go in as a peer, an equal, evaluating a potential collaborator - not like you're trying to get them to like you. Set the tone by dressing to please yourself, rather than to impress them.
Second, just like in a scene, think about your objective. What do you want them to know about you by the end of the meeting? You'll likely want to remind them of what you bring to the table; training, credits, casting relationships, etc. Also come up with a few things that tell them something about who you are as a person. What do you do for fun? What interests you? What are you surprisingly good at? Then think about ways to work all of that stuff into common small talk questions. For example, 'Where are you from?' 'I grew up in New Jersey, and then went to Carnegie Mellon in Pittsburgh, which is where I got obsessed with improv and tried bungee jumping - I'm a little bit of a daredevil.' Or, 'Tell me about yourself.' 'I'm really proactive, I do lots of workshops - that's how I met casting directors x, y, and z who love me - and I'm a horror movie junkie. But I have 2 cats to protect me from the really scary stuff.' On the professional side, be prepared to talk about your career goals and what kinds of projects and roles you're drawn to. (If you don't know, coaching can help!) Don't worry about pigeon-holing yourself; saying you love sit-coms, for example, doesn't mean they won't pitch you for dramas, it just helps them understand your sensibility and figure out whether you're on the same page. (Meetings are also a great opportunity to talk about deep type, if you know it.)
Third, be ready for 'Do you have any questions for me?' Again, the meeting is not about them evaluating you, it's about you evaluating each other as potential collaborators. So think back to the question of what you want in an agent or manager. What do they expect clients to do in terms of marketing? How do they feel about workshops? Which casting sites do they ask clients to belong to? If you see a breakdown for a role and know the casting person, writer, or director, do they want you to let them know? Who are the other agents/managers in the office, and what do they do? How do they 'cover' the industry? (Some companies 'split up the town' by having different people cover specific casting offices; others give each client a 'point person'.) If it's an agency, how do they feel about managers? Are they ok with you having different agents for different areas (commercial, theatrical, voiceover, etc.)? The list goes on. You don't have to ask every question every time… Think about what's relevant to your situation. (Also, If you have other meetings, say so... It lets them know they've got competition. You can even ask their opinions about the other companies you're meeting with; just remember they're rivals, so take whatever they say with a grain of salt.)
Finally, don't walk out the door without knowing what comes next. They may tell you without being asked, like "give me a call in a week and I'll let you know where we're at", or "I'd love to work with you!", in which case YOU get to tell them you need a few days to think it over and let them know. It's always smart to take some time; it gives you a chance to make a rational (vs. emotional) decision, and roots out any pressure to sign on the spot, which is a big red flag. (And if it's a manager - I speak from personal experience here - get a lawyer to review the contract before you sign.) If none of that happens, no worries. Just say something like, "So what's the best way to follow up with you?" If they're vague, say you'll call them in a week. The point is to leave with a clear next step. And then - this is the hard part - stick to it. If they say they'll call and they don't, or if you call and you don't hear back? Give them the courtesy of one more chance a day or two later, but that's it. No chasing. If they don't want you enough to get back to you, they're not worth your time. (Just like dating.) And while you're waiting to find out if they want you, remember to consider whether you want them. If both answers are a strong "YES", go for it. If not? No big deal. You will meet many agents and managers in your career, and only a select few will be a good fit. It's all part of being a working actor. Learn what you can from the meeting to make your next one stronger, congratulate yourself on not signing with the wrong representation, and move on. Onward and upward!
ADDENDUM!
I got an email this morning from one of the mega-coaches in town about what to do in a meeting if you're asked why you left your last agent or manager. Her advice is to say something like, "Let's just say it didn't work out", and if they press, "I don't want to gossip or complain, so let's just say it didn't work out."
I want to add something, because that question presents an opportunity I don't want you to miss. If your career has grown since you started with your previous representation, the 'why did you leave' question is a perfect segue into what you've accomplished and what it has to do with the person you're meeting. Like, "While I was there, I decided to focus on comedy, trained at (improv studio x), and have been building my credits. The feedback I'm getting from casting - like Casting Director Z, who's a great supporter - is that it's time to take a step forward with someone who's known for representing really good comedic actors."
Suddenly, you've turned a potential conversation-killer into a moment of specificity, flattery, and relationship-building.That's what the pros call 'giving good meeting'!