“Michael’s work has saved my butt on more than one occasion — and I keep having occasions, so I’m glad he’s still at work. If you want to be a better writer, and a better presenter of your own work, stop reading this quote and go buy the book!”
—Jeff Arch, Screenwriter: Sleepless in Seattle; Iron Will; Saving Milly; Writer/Director: Dave Barry’s Complete Guide to Guys
“Finally, someone’s got it right. Michael Hauge’s book is insightful and totally on the mark for anyone interested in pitching their screenplay. Write a screenplay, then read this book, and half the work is done.”
—Syd Field, Screenwriter, Lecturer, Author: Screenplay; The Screenwriter’s Workbook; The Screenwriter’s Problem Solver
“Please! You must buy this book!!”
—Vicki Arthur, wife of Michael Hauge
“Michael Hauge has done it again! First he taught us how to write a great screenplay, now we know how to get it sold. This book is insightful, fun to read, and so inspiring you’ll be dying to pitch something the moment you put it down. If you’re serious about a career in screenwriting, read this book immediately.”
—Jon Gunn, Writer/Director: My Date with Drew; Mercy Streets
“For 25 years I have been telling UCLA graduate screenwriting students, ‘You sell in the first minute! From then on it’s filler.’ Well, Michael Hauge shows rather than tells how in this terrific book.”
—Lew Hunter, UCLA Dept. of Film and TV; Producer/Screenwriter: Fallen Angel; Playing with Fire; Author: Screenwriting 434; Naked Screenwriting: Interviews with 20 Academy Award-Winning Directors and Writers
“Props to Michael Hauge, who once again advances his timeless insights, this time into perhaps the most under-utilized tool in the professional writer’s war chest: the telephone pitch. Armed with his savvy methods, you’ll commandeer the meaningful consideration you and your work deserve.”
—Diane Cairns, Producer, Screenwriter; former Senior VP, ICM; former Senior VP of Production, Universal Pictures
“Every writer on the planet — at any level of their craft — can benefit from what Michael Hauge has to say about pitching. He knows — and knows how to explain — the secret handshakes that can get you inside the tight little circle of working writers. Read this book and then read it again!”
—Catherine Clinch, Associate Publisher, Creative Screenwriting Magazine
“Give Hauge a minute; he’ll give you a career. This book is so full of insights and practical help that we’ve made it an official selection of the Great American PitchFest.”
—Signe Olynyk, President/CEO, Great American PitchFest
“Do yourself a favor and memorize this book! Michael Hauge delivers the core strategies of getting agents, producers and studio execs to spend their most valuable asset — their time — on your hard work.”
—John Johnson, Executive Director, American Screenwriters Association
“Michael Hauge dares to use the word ‘Guaranteed’ in his subtitle and then delivers the information that justifies it. If you can’t get your novel or screenplay in front of the editor or agent you most want to read it, you aren’t following his instructions.”
—Alfie Thompson, Author: Lights! Camera! Fiction! A Movie Lover’s Guide to Writing a Novel
“Finally comes a book that addresses one of the most important, and ignored, aspects of selling screen stories and novels. When you finally get to sit down with a producer, agent or editor, the way you tell them about your story can make the difference between a sale and a rejection, and between a smaller payout and a large one. Read this book.”
—Bob Reiss, Author: The Side Effect, The Last Spy, Dead for Life
“I wish I had read this book before Warner Brothers nixed the last idea I tried to sell them. How was I supposed to know that Hollywood does not like comedies about cheese?”
—Patty Marx, former Staff Writer: Saturday Night Live; Author: Him Her Him Again The End of Him
“Michael Hauge gives you everything you need to get your material noticed and read by those with the power to give you a career in return. It’s all about being prepared, and with this book, you will be ready to pitch your project professionally and passionately wherever and whenever you need to.”
—Marie Jones, Bookideas.com, AbsoluteWrite.com
“Mastering the 60-second pitch is an art and craft in itself, and regardless of what you’re pitching — screenplay, book, concept or finished film — potential buyers must be captivated by the story and emotional power you convey with clarity and brevity. Hauge is at his coaching best as he focuses on the process of optimizing resources to make the most of those golden opportunities.”
—Maureen Herzog, Editor/Co-Publisher: Indie Slate Magazine
“This is an amazing book that really puts the nuts and bolts of the 60-second pitch in your hands. He devotes nearly 40 pages of a 180-page book to executives from all over the Hollywood food chain, to explain what works and doesn’t work during a pitch. A MUST for anyone with an idea to sell. Thank God for this book.”
—Matthew Terry, Hollywoodlitsales.com
“Concise, direct, and to the point. Don’t make another pitch until you have read this book.”
—Anne Marie Gillen, CEO/Founder, Gillen Group, LLC; Cabin 14 Productions; Producer: Under Suspicion, Fried Green Tomatoes
“I won first place in the Pitch Slam competition just by using the techniques I learned from Michael Hauge. They put me in control of the meeting, I was able to relax, and they really worked! And I know it was his system, because I’ve used this pitch before. But this time, it sold!”
—Rosa Graham, Screenwriter; Founder of Find the Funny
“In this wonderful book, Michael Hauge covers all the bases, and turns the ‘simple, but not easy’ task of pitching into something you can do with genuine confidence. Honestly, with these tools you may even find pitching fun!”
—Ellen Sandler, Screenwriter, Co-Executive Producer: Everybody Loves Raymond; Author: The TV Writer’s Workbook: A Creative Approach to Television Scripts
“Before you go to a writer’s conference or a pitch fest or a meeting in Hollywood, you must read this book. In fact, before you write your next script, peruse these pages filled with wit and wisdom from one of the only writing gurus in town who really knows his stuff. Get out your wallet. Go to the counter. Buy this freaking book!”
—Rich Krevolin, Author: Screenwriting from the Soul; How to Adapt Anything into a Screenplay
“Anyone trying to master the art of pitching needs this invaluable resource taught by the master himself. Michael Hauge has opened his heart (and his veins) and poured his hard-earned secrets into accessible tips and a must-have guide for anyone trying to sell their script or get their book published.”
—Devorah Cutler-Rubenstein, CEO, The Script Broker; Author: What’s the Big Idea? Writing Award-Winning Shorts
“One of the hottest, most cogent books about pitching, selling and marketing stories I have read. It’s all here. All you have to do is read it, pick up the phone and make the call, take the meeting, do the deal. Simple, sensible advice for everyone trying to sell a story.”
—Jeff Freedman, Screenwriter/Consulting Producer: Vivaldi
“If you are serious about your writing, invest in yourself and your career — buy this book and acquaint yourself with Michael Hauge’s caveats on designing, practicing and presenting your projects. It’s worth every penny and then some!”
—Kathie Fong Yoneda, Seminar Leader, Executive Producer: Beyond the Break; Author: The Script-Selling Game: A Hollywood Insider’s Look at Getting Your Script Sold and Produced
“I was fortunate enough to work with Michael on one of m
y projects. He has a remarkable ability not only to detect the weaknesses in a script, but to suggest solutions. He is also incredibly fun to work with — his creativity is infectious!”
—Kerry David, Producer: Agent Cody Banks; My Date with Drew; Perfect Romance
“Michael Hauge is my secret weapon for creating stories that sell in today’s super-competitive market. I wouldn’t dream of pitching a story without first booking a few hours with Michael to get his laser-sharp feedback.”
—Paul Margolis, Screenwriter: John Carpenter’s The 13th Apostle; Ticker; Writer/Producer: Pacific Blue; Sirens; MacGyver
“I’ve known Michael for more than ten years, and from my experience he’s the best script consultant in the business.”
—Paul S. Levine, Entertainment Attorney, Literary Agent
“In a field choked with alleged ‘script doctors,‘ Michael Hauge remains the surest, most sensible alternative. When I pick up the phone for help, he’s the call I make.”
—Shane Black, Screenwriter: Lethal Weapon 1 & 2; The Last Boy Scout; The Long Kiss Goodnight; Screenwriter/Director: Kiss Kiss Bang Bang
“The only screenwriting instructor out there who might be truly wasting his time — because he should be writing screenplays instead. Higher praise I cannot give.”
—Terry Rossio, Screenwriter (with Ted Elliott): Pirates of the Caribbean 1, 2 & 3; Shrek; Aladdin; The Mask of Zorro; (with Bill Marsilli): Deja Vu
“My writing partner and I have made most of our sales — including Wedding Crashers — by pitching. Over the years, through trial and error, stumbling, stuttering, and a fair amount of humiliation, we’ve become pretty good at it. I wish this excellent book had been around when we were starting out — it would have saved me most of the humiliation, and some of the stuttering.”
—Bob Fisher, Screenwriter (with Steve Faber): Wedding Crashers; We’re the Millers
“A wonderful book — important, accessible and user-friendly. Michael knows just what’s needed to get that script through that difficult Hollywood door. He makes the impossible look possible, and the possible look accessible. An absolute MUST for every screenwriter who wants to sell a script.”
—Dr. Linda Seger, Script Consultant, Seminar Leader, Author, Making a Good Script Great; Advanced Screenwriting
“Once again, Michael Hauge has done the heavy lifting for screenwriters and novelists. Drawn from his years of nursing projects through the system to production and publication, this book distills everything you need to know about packaging and presenting your stories to the people who can say yes. Your chances of getting them to say that magic word will definitely be improved by readying and applying the know-how in this book.”
—Christopher Vogler, Story Analyst, Paramount Pictures; Author: The Writer’s Journey: Mythic Structure for Writers
“I feel very lucky to have met Michael Hauge in my quest to become a better writer — he offers a winning combination of encouragement and insight, bolstered by deep and informed understanding of the art of storytelling. This is much more than a book about sales — it’s a book about telling good stories, and turning your dreams into reality.”
—Shelley Evans, Screenwriter: One Kill (Showtime); Footsteps (CBS); A Girl Like Me (Lifetime)
“Selling Your Story in 60 Seconds is filled with solid gold nuggets. If you can enunciate your essence and intrigue your audience in the way Michael Hauge describes, you have a blockbuster in the making.”
—Linda Bauer, Columnist, Lecturer, Author: The American Sampler Cookbook series
Published by Michael Wiese Productions
11288 Ventura Blvd., Suite 621
Studio City, CA 91604
tel. 818.379.8799
fax 818.986.3408
[email protected]
www.mwp.com
Cover Design: MWP
Book Layout: Gina Mansfield
Editor: Paul Norlen
Author Photo: (c) 2006 Jody Frank
Printed by McNaughton & Gunn, Inc., Saline, Michigan
Manufactured in the United States of America
(c) 2006 Michael Hauge
All rights reserved. No part of this book may be reproduced in any form or by any means without permission in writing from the publisher, except for the inclusion of brief quotations in a review.
Library of Congress Cataloging-in-Publication Data
Hauge, Michael.
Selling your story in 60 seconds : the guaranteed way to get your screenplay or novel read / Michael Hauge.
p. cm.
ISBN 1-932907-20-3
1. Motion picture authorship–Marketing. 2. Fiction-Marketing. I. Title. II. Title: Selling your story in sixty seconds.
PN1996.H358 2006
808.2'3—dc22
2006023974
To my wonderful brother
Jim Hauge
who loves movies as much as I do
CONTENTS
ACKNOWLEDGMENTS
INTRODUCTION
• The 60-Second Pitch
• The Cardinal Rule of Pitching
• The Primary Objective of All Story
• The 8 Steps to a Powerful Pitch
• Caveats, Disclaimers, and Excuses
PART I: PREPARATION
Chapter 1: THE 10 KEY COMPONENTS OF A COMMERCIAL STORY
• Hero
• Empathy
• Setup
• Opportunity
• Outer Motivation
• Conflict
• Character Arc
• Issues
• Antecedents
• Passion
Chapter 2: DESIGNING YOUR PITCH
• Selecting Your Key Story Components
• Opening Strong
• Accolades
• The Power of “What if …?”
• Dropping In Antecedents
• Adding Details
• Pitching True Stories
• Mistakes, Blunders, and Bad Advice
Chapter 3: PRACTICE
• Trial Runs
• A Shameless Plug
Chapter 4: TARGETING YOUR BUYERS
• Contacts and Referrals
• Interviews
• Articles and Reviews
• Screenwriting Directories
• Publishing Directories
• Video Dealers
• Book Dealers
• Pitch Fest Lists
• The Internet
• Fiction Writing Websites
• Telephone Research
Chapter 5: PUTTING THE TOOLS TO WORK
• Targeting the Right Executive
• Pitch Fest Research
• The 10 Steps to a Powerful Hit List
Chapter 6: SECURING OPPORTUNITIES TO PITCH
• An Editorial Comment…
• But Wait, I Have One More Rant…
• Referrals
• Pitch Festivals
• Conferences and Book Fairs
• Query Letters
• Emails
• Phone Calls
• Elevators
• Two More Opportunities
PART II: PRESENTATION
Chapter 7: GEARING UP
• Protection
• Clothing
• Props
• Business Cards
• On-the-Spot Submissions
• Leave-Behinds
• Anathemas
• Unnecessary Worries
Chapter 8: ESTABLISHING RAPPORT
• Common Experience
• Acknowledgment
Chapter 9: REVELATION, REQUEST, AND RESPONSE
• Awkward Segue #1
• Awkward Segue #2
• The Win-Win Question
• If the Buyer Says YES
• If the Buyer Says NO
• If the Buyer Has Questions
Chapter 10: BEYOND THE 60-SECOND PITCH
• The 10-Second Pitch
• Pitch Meetin
gs
• Pitching Episodic Television
• Pitching Everything Else
• Marketing Other People’s Stories
• Pitching to Your Boss
PART III: EXTRA STUFF
Chapter 11: THE PITCHING TEMPLATES
• The Genre Film Template
• The Personal Experience/Fictional Story Template
• The Combined Personal Experience/Fictional Story and Genre Template
• The Real Situation/Fictional Story Template
• The Love Story Template
• The True Story Template
• Two Sample Template Pitches
Chapter 12: “The Best Pitch I Ever Heard”:
EXECUTIVES ON PITCHING
Chapter 13: THE BEST PITCH YOU’LL EVER GIVE
Selling Your Story in 60 Seconds Page 1