Gary takes people who have difficulty speaking in front of audiences and teaches them how to become persuasive presenters. It’s an important lesson to learn and skill to have. Especially, when trying to get investors or donors to give money to your documentary, feature, short film or web series.
What shocked me was his explaining that people make decisions about other people within 30 seconds of meeting them. Also, what you have to say is the least important aspect of gaining their trust and acceptance.
He says people decide in 30 seconds of meeting you if you’re going to be persuasive and if they are going to like you based on three key factors.
Presentation Factor 1 – Your Physical Actions and Appearance
The number one factor is how you physically present yourself. This includes your facial expressions, your eye contact, your gestures and even how you sit.
Albert Mehrabian, Professor Emeritus of Psychology, UCLA, says that 55% of total likability is how you physically present yourself. Do you have eye contact, are you relaxed, or are you stressed or anxious? In other words, how you look and act accounts for more than anything else in a presentation or a pitch.
People see this nonverbal communication and are receiving this while you speak. This is important information to them. It becomes critical especially when it’s incongruent with what you are saying. That’s when they will doubt you and make a decision not to trust you even before they really hear your pitch.
Gary says you need to smile, be friendly, be open and make people feel comfortable around you. Remember, donors want to know if you trustworthy. They are instantly making a major decision and asking themselves, “Are you someone that I can know, like, and trust?”
Presentation Factor 2 – How You Sound
How you sound is 38% of the acceptability. When you speak, are you enthusiastic? Are you upbeat and positive? Do you sound confident? Do you use appropriate inflection, tone, and range? All of these are important elements that should be considered when making your pitch.
Gary warns to not use fillers like uhh.. And do not pause often. This can make you seem unsure of yourself.
Personal Tip – In our Intentional Filmmaking Class, producer and co-instructor Tom Malloy always teaches filmmakers to practice the pitch until it is part of their DNA. You have to know it word by word. He suggests you get in front of a mirror and watch and listen to yourself as you are pitching. You want your pitch to be perfect with no pauses, it has to be natural. You have to believe it to get me to believe it.
Presentation Factor 3 – The Words You Use
The final 7% is what you say in the meeting. That’s it. It sounds amazing that this is so low. But, remember, we are discussing the decision that people make in 30 seconds on whether they can like and trust you.
People decide on what you say after they decide if they like you or not. This decision of likability comes from the nonverbal components that are happening once they meet you. When people trust you, then they listen to your pitch and make a decision. When they don’t trust you, they tune you out in the first 30 seconds.
If donors do trust you, this is when your pitch has to be awesome. If they trust you and your pitch is good, you get the check.
Final Thought – People Give Money to People Not to the Film
The main thing about getting a donation is the donor is giving the money to you not to the film. Your first job is to create a feeling of trust between you and the potential donor. You must get this right because by the time you get ready to give the world’s greatest pitch if the trust and the likability factor are not there you won’t get the donation.
Gary says they will turn you off and stop receiving your information early in the meeting if they don’t find that comfort zone. Malcolm Gladwell in his book Blink advocates your instinct comes to you in the blink of an eye.
Your donors are operating under their instinct immediately upon meeting you. Your job is to immediately put them at easy, look then in the eye, be confident, happy, proud of who you are and excited about your film.
In my series of videos on The Science of Getting Rich, Wallace D. Wattles’ pioneering work on using the power of your mind, I’ve covered his steps to creating your success. Now, in Part 8, it comes together as we learn about receiving riches.
Wallace says there is a thinking stuff from which all things are made.
In its original state, it permeates, penetrates, and fills the interspaces of the universe. A thought in this substance produces the thing that is imaged by the thought. Wallace says we can form things in our thoughts.
Then, by impressing our thought upon what he calls the formless substance, we can cause the thing we think about to be created.
Passing From Competitive to Creative Mind
In order to create, we must pass from the competitive to the creative mind. Otherwise, we cannot be in harmony with the formless intelligence which is always creative and never competitive in spirit.
We may come into full harmony with the formless substance by entertaining a lively and sincere gratitude for the blessings it bestows upon us. Gratitude unifies the mind of man with the intelligence of substance, so that man’s thoughts are received by the formless. We can remain upon the creative plane only by uniting ourselves with the formless intelligence through a deep and continuous feeling of gratitude.
We must form a clear and definite mental image of the things we wish to have, to do, or to become; and we must hold this mental image in our thought, while being deeply grateful to the supreme that all his desires are granted to him.
The man who wishes to get rich must spend his leisure hours in contemplating his vision. Too much stress is laid on the importance of frequent contemplation of the mental image, coupled with the unwavering faith and devout gratitude. This is the process by which the impression is given to the formless substance and the creative forces set in motion.
All that is included in this mental image will surely be brought to the person who follows the instructions given and whose faith does not waver.
In order to receive,you must be active. You must keep in mind the purpose to get rich through the realization of your mental image. Every day you must do all that can be done that day. Take care to do each act in a successful manner. You must give to every person a use value in excess of the cash value you receive so that each transaction makes for more life to all that you touch.
The men and women who practice these instructions will certainly get rich; and the riches they receive will be in exact proportion to the definiteness of their vision, the fixity of their purpose, the steadiness of their faith and the depth of their gratitude. This concludes Wallace’s brilliant book.
I sincerely thank you for watching these videos. I believed that Wallace’s wisdom when applied can benefit all of us. Knowing that you have the power to create your future is a key to a successful and prosperous life. Please take this information to heart and use it.
Wallace D. Wattle, author of the Science of Getting Rich, believed that by Acting in the Certain Way, our thoughts are the impelling force which causes the creative power to act. Wallace was a pioneer in realizing and writing about the power of your mind.
In part 7 of my video series on his groundbreaking work, I cover how by Acting in the Certain Way it will bring riches to you. But, he says, you must not rely upon thought alone; paying no attention to personal action. The failure to meet thought with personal action is the downfall of many people.
Acting in the Certain Way
What is a Certain Way? Rebecca Fine of the Science of Getting Rich Network describes it as “basically knowing that you are creating your own experience with your thoughts and the actions that grow out of those thoughts.”
So, we must not only think, but we must act on our goals too. By thought he believes, you can cause the gold in the hearts of the mountains to be impelled toward you. But it will not mine itself, refine itself, or coin itself into double eagles and come rolling along the roads seeking its way into your pocket.
Wallace says that your thought makes all things animate and inanimate work to bring you want you want; but your personal activity must be such that you can rightly receive what you want when it reaches you.
The scientific use of thought consists in forming a clear and distinct mental image of what you want; in holding fast to the purpose to get what you want; and in realizing with grateful faith that you do get what you want.
Impress Your Thinking on to the Formless Substance
That Formless Substance, explains Wallace, has the same desire for more life that you have; upon receiving your vision, sets all the creative forces at work in and through their regular channels of action but directed towards you.
Therefore, you must act in a Certain Way so that you can appropriate what is yours when it comes to you. You can meet the things you have in your picture and put them in their proper places as they arrive.
This is the crucial point in the Science of Getting Rich where thought and personal action must be combined. Now you must provide for the reception of the thing you want when it comes.
By thought, the thing you want is brought to you; by action you receive it. Put your mind into present action. Think in the now and begin to make ready for the reception of what you want. And your action, whatever it is must be in your present business and must be upon the persons and things in your present environment.
Use Vision and Faith to Set Creative Force in Motion
Hold with faith and purpose the vision of yourself in the better environment. But, act upon your present environment with all your heart and with all your strength and with all your mind and act now.
Your vision and faith will set the creative force in motion to bring it toward you and your action will cause the forces in your environment to move you toward the place you want. Remember, Wallace says there is a thinking stuff from which all things are made and which in its original state, permeates, penetrates, and fills the interspaces of the universe. A thought in this substance produces the thing that is imaged by the thought.
In order to do this, you must move from the competitive to the creative mind. You must have a clear mental picture of what you want. Hold this picture in your thoughts with fixed purpose and unwavering faith.
And you must act now and take efficient action which we will cover in the final part 8.
Wallace D. Waddle’s incredible book, The Science of Getting Rich, details how you can manifest success. Written in the early 20th century, Wallace was a pioneer in realizing and writing about the power of your mind.
In Part 6 of my video series on The Science of Getting Rich, I analyze his belief on the further use of your will in attaining that success.
Wallace says that you cannot retain a true and clear vision of wealth if you are constantly turning your attention to opposing pictures.
Don’t Focus on Past Troubles
Do not tell of your past troubles of a financial nature, if you have had them, do not think of them at all. Do not tell of the poverty of your parents or hardships of your early life. This will check the movement of things in your direction.
Put poverty and all things that pertain to poverty completely behind you. By following Wallace’s theory of the universe as being correct, you are resting all your hopes of happiness on its being correct. Your faith will bring this to completion.
No matter how horrible things appear in other countries, do not spend your time thinking about them. Please, interest yourself in your future. Wallace wants you to give your attention wholly to riches. To become rich, he writes, is the noblest aim you can have in life, for it includes everything else.
Attaining Physical Health
On the competitive plane, the struggle to get rich is a Godless scramble for power over other men; but when we come into the creative mind, all this is changed. All that is possible in the new way of greatness and soul unfoldment, of service and lofty endeavor comes by way of getting rich.
If you lack physical health, you will find that the attainment of it… is conditional on your getting rich.
Only those emancipated from financial worry, and who have the means to live a care-free existence and follow good health practices, can have and retain health.
Moral and Spiritual Greatness
Moral and spiritual greatness is possible only to those who are above the competitive battle for existence. Only those who are becoming rich on the plane of creative thought are free from the degrading influences of competition.
You can aim at nothing so great or noble, I repeat as to become rich; and you must fix your attention upon your mental picture of riches, to the exclusion of all that may tend to dim or obscure the vision.
You must see your life moving forward toward fuller expression and more complete happiness.
Read The Science of Getting Rich each day and commit it to memory. There is a thinking stuff from which all things are made. In its original state it permeates, penetrates and fills the interspaces of the universe. A thought in this substance producer the thing that is imaged by the thought.
Form and hold your clear mental picture of what you want and hold this relentlessly in your vision. Wallace says you must live and act in a Certain way and we cover this in part 7.
Peter Broderick is an expert on film distribution for indie films. His company, Paradigm Consulting, helps filmmakers design and implement state-of-the-art financing, distribution, and outreach strategies.
He can review your film and give you excellent advice on your film’s potential market. I advise every filmmaker who has the opportunity to seek his advice.
He joined me on my Art of Film Funding podcast “How Not to Negotiate a Distribution Deal” and shared his film distribution wisdom with us.
Think of Film Distribution as a Partnership
“In many cases, in the past, the relationship between distributors and filmmakers has been a kind of master/slave relationship” Peter explained. “ All the power was in the distributor and all the decisions were made by the distributor. The filmmaker just had to kind of follow whatever the distributor decided.”
Peter considers that these days, in the newer world of distribution, we should really think about partnerships that are win/win. “It’s good for both sides. They appreciate what the other partner brings to the situation and they want to maximize the relationship. Have it work for both sides.”
Create a Customized Film Distribution Plan
Before filmmakers get that distribution offer, Peter recommends that they have designed a customized distribution strategy. Customize it to their goals, their target audiences, and the avenues of distribution and the versions of the film.
You should be specific about what rights you want to give to the distributor. You also need to be clear about the rights you want to retain. This could include the right to do screenings, and the right to sell downloads, streams, and DVDs directly from your own website.
By creating this, you can show it to a distributor and say, “We’re really interested in working with you. This is what we’d like to do. Can you partner with us using our customized distribution plan?”
This gives the distributor a clear understanding of what you want to give them. It importantly outlines what you want to keep. It puts you in a stronger position for negotiating.
Ask Before You Sign
When a film is finished, the filmmaker too often wants to get the film seen. They sometimes can take a distribution deal they later regret.
“Of course you want to hear lovely things about your film.” But don’t, Peter warns, be seduced by the distributor’s flattery. Be diligent in finding people who are working or have worked with this distributor. Don’t rely on the references distributors give you, since all distributors will have at least a few clients that like them.
“Find filmmakers online” he suggests, “who have worked with the distributors you’re considering.” Peter recommends speaking with 3 to 5 filmmakers about each distributor you’re seriously considering. He recommends asking pointed rather than general questions.
For example, instead of asking “do you like your distributor?”, ask if they’ve made as many sales as they expected to make and if the filmmaker has received the amount of revenues they expected to receive.
Don’t ask, “Do you like your distributor.” Do ask, “How much money have you made?”
Ask “Is the distributor working for you?” “How often do they call you or communicate?” “Do they treat you as a partner instead of an annoyance?” Make sure they are treating other filmmaker the way you want to be treated before you consider making a deal.
“You’re bringing knowledge, you’re bringing some core audiences, you’re bringing expertise in the area that your film is made within and they should value that.”
Wallace D. Waddles, author of The Science of Getting Rich, understood that to harness the power or your mind to manifest your success you needed to know how to use the will.
In my previous videos, I’ve covered some of the principles he outlines needed to attain that success. In Part 5, How to Use the Will, I cover the important principle of using your will.
How to Use the Will
To set about getting rich in a scientific way, you do not try to apply your will power to anything outside of yourself.
Wallace says it’s wrong to apply your will to other people to get them to do what you wish. Do not to use your will power upon another person…….. even for his own good. The Science of Getting Rich does not require you to apply power or force to any other person.
You do not need to apply your will to things, in order to compel things to come to you. The Substance, Wallace explains, is friendly to you and is more anxious to give you what you want…. than you are to get it!
To get rich, you need only to use your will power upon yourself. When you know what to think and do, then you must use your will to compel yourself to think and do the right things. That is the legitimate use of the will in getting what you want.
Creating a Mental Image
To use it in holding yourself to the right course. Use your will to keep yourself thinking and acting in the Certain Way.
Use your mind to form a mental image of what you want and hold that vision with your faith and purpose and use your will to keep you mind working in the Right Way.
The more steady and continuous your faith, the more rapidly you will get rich because you will make only Positive impressions upon Substance.
As this impression spreads all things are set moving toward it’s realization. Every living thing every inanimate thing, are stirred toward bringing into being that which you want. All forces begin to be exerted toward bringing into being that which you want.
You can stop all of this by starting a negative impression in the Formless substance. Doubt or unbelief is as certain to start a movement away from you as faith and purpose are to start one toward you.
Focus Your Will on Desired Outcome
If you want to get rich you must not make a study of poverty. Things are not brought into being by thinking about their opposites.
Wallace says, Get rich; that is the best way you can help the poor. Don’t fill you mind with pictures of poverty…….. use your will to keep your mind and faith fully on your desired outcome.
You can become right by creation, not by competition. Every man who gets rich by creation opens a way for thousands like him to follow and inspires them to do so. Use your will power to keep your mind off poverty and keep it fixed with faith and purpose on the vision of what you want.
There is more information on the use of your will to achieve your goals in our part 6 of Wallace D. Waddle’s book The Science of Getting Rich.
It’s not enough just to want something to manifest it. You’ve got to try “thinking in a certain way” to attain it.
Thinking in a certain way is how Wallace D. Wattles, author of The Science of Getting Rich, describes the need to have a clear image of your goal. In my latest video based on his work, I explain how it can work for you.
Wallace was a pioneer in realizing and writing about the power of your mind. In his book, he explains and shows us how to use that power to better our lives, become successful, and to expand our creativity.
Thinking in A Certain Way – Desire is Not Enough
Remember the man in the Gratitude video # 3 who formed the mental image of his house in order to manifest it and you will have a fair idea of this initial step towards getting rich. In other words, its important to create a clear and definite mental picture of what you want; you cannot transmit an idea unless first you have it yourself.
You must have it before you can get it. Many people fail to impress “thinking substance” because they themselves only have a vague concept of the things they want to do… to have.… or to become.
It is not enough that you should have a general desire for wealth, everybody has that. When you try to impress your thoughts on Substance, remember that it must be done by a coherent statement; you must know what you want, and be definite. You can never get rich, or start the creative power into action, by sending out unformed longings and vague desires.
Form a Clear Mental Picture
Go over your desires just as the man I have described went over his house; see just what you want and get a clear mental picture of it as you wish it to look when you get it.
You must have that clear mental picture continually in mind as the sailor has in mind the port toward which he is sailing the ship. Spend as much of your leisure time as possible in contemplating your picture. The clearer your picture and the more you dwell upon this picture the stronger your desire will be and the stronger your desire, the easier it will be to hold your mind fixed upon this picture of what you want.
Behind this clear vision must be the purpose to realize it. See the things you want as if they were truly around you all the time. See yourself using them. Dwell on your mental picture so it is clear and then take the mental attitude of ownership with the faith that it is yours. And remember gratitude and be thankful for what you are visualizing as if you already possessed it.
You do not make this impression by repeating a strings of word; you make it by holding the vision with unshakable PURPOSE to attain it with unrelenting faith.
Remember it is faith and purpose in the use of the imagination which make the difference between the scientist and the dreamer. And having learned this fact, it is here that you must learn the proper use of the Will. We will cover that in part 5.
As important as it is to celebrate getting financing for you indie film, it’s necessary to show gratitude to those that gave you the money.
Showing or giving gratitude, is principal 3 in Wallace D. Wattles book The Science of Getting Rich. Long before “The Secret”, Wallace’s book pioneered how to use power of our minds to better our lives, become successful, and to expand our creativity.
In my third video in analyzing his work, I go into the rewards and benefits of gratitude in creating success.
Wallace says do not be afraid to ask largely. Do not look upon poverty as part of the plan.
Wallace shared the story of a poor man living in a rented house having only what he earned from day to day. He decided to ask for a new rug for the floor of his best room and a coal stove to heat the house.
Following Wallace’s instructions to use the power of his mind to form in his thoughts that which he wanted, he obtained these things in a few months. Then it dawned upon him that he had not asked enough.
He went through the house and planned on what he wanted and holding this picture in his mind and living in the Certain way he began moving toward what he wanted. Now, he owns the house and is rebuilding it to his mental image.
Gratitude Will Lead Your Mind
You need to relate yourself to the Formless Intelligence in a harmonious way to bring you into perfect unity with God. You must first believe that there is one Intelligence substance; second you believe this this substance gives you everything you desire and third you relate yourself to it by a feeling of deep and profound gratitude.
Therefore, the soul that is always grateful lives in close touch with God. The mental attitude of gratitude draws the mind into closer touch with the source from which blessings come.
Principal 3 of Wattle’s The Science of Growing Rich is Gratitude and this will lead your mind along the ways by which things come.
The Law of Gratitude
It will keep you in close harmony with creative thought and prevent you from falling into competitive thought. There is a law of Gratitude and it is absolutely necessary that you should observe the law if you are to get the results you seek. The law of gratitude is the natural principle that action and reaction are always equal. The outreaching of your thankful praise will bring an instantaneous movement towards you.
The moment you permit your mind to dwell with dissatisfaction upon things as they are, you begin to lose. Your fixed attention upon the ordinary, the poor and the mean and your mind takes the form of these things and attract them to you. We are thinking substance and thinking substance always takes the form of that which it thinks about!
The grateful mind is constantly fixed upon the best and tends to become the best. Also, faith is born of gratitude. The grateful mind continually expects good things and expectation becomes faith. Please be grateful for every good thing that comes to you and give thanks continuously. Your rewards will be many. You life’s energy will increase and your respect for your fellow man will be enhanced.
We will continue with Principal 4 in the next episode of Wallace D. Waddles the Science of Getting Rich.
Getting funding for your indie film is not going to happen unless you do two things.
You’ve got to believe it can happen and believe you can make it happen.
It all starts with manifesting your success. In my previous blog, I introduced Wallace D Wattles and his book The Science of Getting Rich. Written in the early 1900’s, Wallace was a pioneer in discovering and writing about the using the power of the mind in changing your life, creating your success, empowering your creativity.
In my new video, The Science of Getting Rich Part 2, I go into how Wattles explains how everything you see on earth is made from one original formless substance. This substance is a powerful energy that we’ve yet to harness.
First Two Principals of The Science of Getting Rich
Wattles says Man can form things in his thoughts and, by impressing his thought upon what he calls the formless original substance of energy which forms the universe, he can cause the thing he thinks about to be created.
For you to do this you need to acquire the ability to think the certain way; this is the first step toward getting rich.
Wallace says the second principal is “To think according to appearance is easy; to think truth regardless of appearances is laborious and requires the expenditure of more power than any other work we are called upon to perform.”
Nothing Harder Than Sustained Thought
There is no labor from which most people shrink as they do from that of sustained thought; it is the hardest work in the world. This is especially true when truth is contrary to appearances.
Every appearance in the visible world tends to produce a corresponding form in the mind which observes it. This can only be prevented by holding the thought of the TRUTH. (meaning that everything is perfect)
For example, to look upon the appearance of disease will produce the form of disease in your own mind, and ultimately in your body, unless you hold the thought of the truth, which is that there is no disease it is only an appearance and the reality is health. To do this requires power. He who acquires this power becomes a MASTER MIND. They can conquer fate; he can have what he wants.
Every Thought Becomes a Form
We must grasp the truth that every thought held in this substance becomes a form.
The universe desires that you have everything you want. Your purpose must be in alignment with nature. Therefore, you want to get rich in order that you may eat, drink and play a good part in helping the world to find truth. You can help others by making the most of yourself than in any other way.
Most of all, this “original substance” will make things for you but it will not take things away from someone else and give them to you. You are here to create, you are not here to compete for what is already created. Get rid of the thought of competition. Become a creator to get what you want. Supply is not limited. Please believe this. It frees you to create.
Keep Your Mind on Your Vision
Know that the money you need will come. Always look at the limitless riches in formless substance and KNOW that they are coming to you. Never worry. Keep your mind on your vision. You can create form from the formless structure around you.
Example, if you want a new machine, hold the mental image of it with the most positive certainty that it is being made or on its way to you. After forming the thought, have the most absolute faith that it is coming. This thinking substance has created all the machines already made and will cause the creation of one for you when you set it in motion by desire and invincible faith.
What and how to you ask for things? We will cover that in part 3 of Wallace D. Wattles brilliant book the Science of Getting Rich.
For indie filmmakers seeking film funding, the fantastic book The Science of Getting Rich contains advice on a fantastic tool that is often overlooked and underused.
The power of your mind to manifest success.
Before the film “The Secret” or before the book “Think and Grow Rich”, there was author Wallace D. Wattles.
He was a serious man who wrote the Science of Getting Rich and other important books about using the power of your mind. He realized its power in the early 1900’s.
In my newest video blog, and in subsequent videos to follow, I will share the amazing information gleaned from his book with you.
His groundbreaking discoveries can be used today to enrich your life, bring you success, and if you are a filmmaker, it will help you realize your full creative potential.
Science of Getting Rich
Wallace D. Wattles says that to fully make use of your creative powers you need to be rich. With money…… you can use your creativity for your art and your family. The object of all life is development and to be developed you need money. He thinks every man and woman should have money to unfold their soul and develop talent.
Wallace contends our right to life means our right to have free and unrestricted use of all things necessary to our fullest unfoldment of our right to be rich.
Everyone should have that which can contribute to the power, elegance and richness of life. It is perfectly right that you should desire to be rich so you should give your best attention to these teachings.
How to Make The Science of Getting Rich Work for You
Certain laws, Wallace determined, govern the process of acquiring riches and, when they are learned and obeyed, you will get rich. No matter how poor you may be, if you begin to do things in the Certain Way, you will begin to get rich and you will begin to have capital.
He wants us to understand that everything you see on earth is made from one original substance which he also calls the formless substance. The original substance is a powerful energy that we’ve yet to truly harness or master. Wallace says there is no limit to the supply of this “original substance.” The universe is made from it, the spaces in and between the forms of the visible universe are permeated with it, and the universe is filled with the original substance.
We know today that quantum physics says this is true. It says that if we are sitting 3 feet apart the energy between us is enough to boil all the oceans on earth.
So, Wallace was right. And he believed the resources of the Original substance are at the command of every man or woman who will act and think in a certain way.
Proving the Science of Getting Rich
Wallace says you need to use his ideas as if they were proven because they are. He believes you can prove their truth by acting on a set of principles that he has outlined.
The first principle in the science of getting rich is to understand that thought is the only power which can produce tangible riches from the Original or Formless Substance. A thought of form, your imagination for example, produces the physical form. We live in a thought world which is part of a thought universe.
No thought of form can be impressed on original substance without causing the creation of the physical form.
We are a thinking center and we can originate thought. All the physical forms we fashion with our hands must first exist in our thought; we cannot shape a thing until we have thought that thing.
Thought in thinking substance, produces shapes. We can communicate our thought to original thinking substance and we can cause the creation or formation of the thing we think about.
We can form things in our thought, and by impressing our thought upon formless substance, can cause the thing we thinks about to be created.
To do this, you need to acquire the ability to think the certain way; this is the first step toward getting rich. We will cover this first step in part 2.