I think you hit the snowball effect of of
referrals and for some people it happens That way and for some people that snowball
keeps going for other people you know they Get referrals and and then they don't get that
momentum and they they don't get that snowball So they hit that point of of marketing and kind
of going out there did you have to go to market to Actually do active marketing or did you ride that
snowball all the way to success there are periods In the history of both companies where I've had
to go out and drum up work for sure and so this Is not just well once you get on the positive
side of things you can just sit back and relax And everything works out so there's a period in
time when the work did come in you tap into the Friends and family Network and the friends of
friends Network and eventually that's going to Dry up right because if anyone hits pause or they
have another option or they don't have a creative Thing for you to work on eventually you're going
to run out of people to talk to and so I remember I think it was about a year and a half into my
business I have four or five people working for Me on a full-time freelance basis and I'm like oh
my God we have no work what I'm gonna do and so I Have to I picked on the phone I literally looked
in a directory and called up a bunch of sales Reps and these are people who represent directors
and production companies for work I called every Single one of them and I sent them my professional
quote unquote not that professional real and each And every single one of them just turned me down
right after the other it's like I remember a woman Her name is Siobhan and she's like Chris really
like your work I just don't know what to do with You and that was a very polite way of saying your
work is not very commercially viable I don't know How to get work for you although I recognize that
you have some Talent right and so after making These calls I'm like oh I'm out of options and
so we sat around at the conference table which Was a door with saw horses you know just one
let everybody know that was a conference room Table and I said does anybody know anyone that
might be able to give us work and I remember this Woman and and she was our office manager and
she was at that time dating one of my friends School her name is Patricia Patricia says
Chris I know somebody and Patricia is not In the industry she doesn't know any of this
stuff I'm like oh God is this gonna work she Goes yeah I know someone her name's Karen and
she worked at this agency I can get us a meeting I'm like okay awesome she was the only one
who said I know somebody let's talk to them I go into that agency I present my work to her
name's Karen Karen Costello tiny agency I show Her the work she's very polite she looks at it and
it's like oh very nice okay thanks and I close up The the portfolio we leave and I'm thinking oh
what a waste of time this is the wrong person She doesn't like the work whatever little did I
know that Karen would soon be poached by another Agency who was on the upswing and she was going
to work on the Mitsubishi Motors count so Karen Unbeknownst to me a couple months later calls me
up and says Chris uh we got something to look at
Do you do you want to try this thing I'm like sure
I wind up doing that job it wasn't the greatest Of experience but then she came back and said you
know what we'd like to have you work on the entire Campaign now so yeah I've had to go out and hustle
I'm not good at it and I tell myself all kinds Of stories and this is the lesson to learn here
which is you never know what the other person is Thinking so stay out of the results business focus
on the process did you did you call up enough Prospects today did you do your best prepare
for the meeting and were utterly professional And polite and and did your best after that
you stay out of the results business because You never know what people are actually thinking
or saying or doing long after you leave [Music]
