“Lunch is for wimps.”
That’s a line from “Wall Street.” Gordon Gekko says it as a way of demonstrating his strength, but every agent who has seen that film recognizes the line for what it really is: ignorant.
You see, lunch is an important part of my day. It serves many purposes. On the most basic level, it’s a 90-minute break that allows me to fuel my body and energize my mind. That’s a biological need. Starving yourself doesn’t serve you.
Lunch is also time I can use to catch up on my reading. And no, I’m not talking about some dopey novel about a boring businessman who likes to tie up his girlfriend. I’m talking about scripts. It’s hard to make time, but real agents try to read every script they cover. (That’s an absolute must during pilot season.) Reading those scripts allows us to spot opportunities that aren’t always obvious in the breakdown. And, quite frankly, I like loading scripts on my iPad so I can read them during lunch. It sure beats taking them home. My DVR would get jealous.
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The third reason lunch is so valuable is that agents use that time to create and nurture professional relationships. In the world of agenting, lunch is an art form. Knowing who to break bread with is a big part of the job.
Did an important client book a series? It’s time for some sushi. Is there buzz around town that one of my big earners is thinking about jumping ship? Sharing a meal is the perfect way to mend the relationship. And what if I’m trying to sign an actor who already has representation? Getting them to grab a bite is the first step toward cracking that vault.
I also like to have lunch with my professional contacts, especially the ones who work in casting. If I can convince a casting director to sit down with me for an hour, I will talk about anything and everything except my clients. The trick is to connect on a personal level. Then, when I call to pitch, it will be harder for her to say no because I’m not just another voice on the phone.
Now, here are the three rules that govern all lunches:
1. Of the two people meeting for lunch, the more important person will keep the other waiting for at least 10 minutes.
2. The person who made the invitation pays. There are no exceptions. Any manager who invites me to lunch and doesn’t pick up the bill will never share a client with me.
3. Geographic distance determines location—unless you’re the weaker link. Then it’s on you to drive halfway across town so we can have lunch near my office. And if we’re equals, our assistants will go back and forth for an hour trying to find a spot that is exactly halfway between us.
Lunch can also be an important tool for actors. Inviting your agent to lunch after signing with a new company is just about the smartest thing you can do. It’s an hour of private time. Just don’t squander the opportunity by talking about yourself. Instead, try getting to know your agent on a personal level and give him a chance to do the same.
Lunch is for wimps? I think not.
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