The Zack Arnold Podcast

Editor’s Note: The following is a guest article from film & television editor Debby Germino (Fargo, Agents of S.H.I.E.L.D., Smallville, Genius) who is also the author of the blog Happiness In Training. She will be providing regular content to help us all become more ‘Mindful Editors.’ Click here if you’d like to submit a question for Debby (or me) to answer in a future Podcast Q&A session.So…I’m guessing I’m not the only one who feels blindsided from the Mack truck that crashed through life as we know it in the last couple of weeks?Not even two weeks ago my greatest concern was getting through producer notes editing the latest episode of Fargo.Then less than a week later I was put into self-quarantine having worked from a potentially contaminated office.And just like that…I’ve been laid off after production was shut down (along with the rest of Hollywood).To put it mildly…fear, stress, and anxiety are in the driver’s seat and running rampant in my brain.Luckily when things in our industry took a turn for the worst, Zack provided us with 5 practical steps to take back control of our mental health.As NYT bestselling author and ‘Happiness Expert’ Gretchen Rubin says:“Action is the antidote to anxiety.”With Zack’s easily laid out steps, I was ready to take action!Or at least I thought I was….Listen to the complete article or read here: https://optimizeyourself.me/5-practices-reduce-pandemic-panic/

Amidst the chaos and uncertainty, there is very little we can control right now. And the lack of control we’re all experiencing right now as a global community can quickly spiral downwards to anxiety, depression, and even paranoia.So what can you do?Fortunately there are still things we can control, and in this episode I do an “All Hands On Deck” call with members of my ‘Optimizer’ coaching & mentorship program community to discuss how we can take simple steps to reduce the fear and anxiety consuming us all.The first and most important thing we discuss as a group is how people are doing. It’s amazing how comforting it can be to hear the voices of others knowing the world hasn’t disappeared and we’re not alone in this. Beyond checking in on the group, we then dive into various strategies to better manage the things we can control, including:How to better manage our relationship with the news and current eventsTaking back control of our finances in turbulent times where so many of us have lost work for the foreseeable futureThe importance of movement now more than ever while working from homeNow that you are your own boss, how can you prioritize your time? What should you be working on? What comes next?How can you make the most of all of your free time and prepare for when the job market opens again?Simple breathing exercises to help calm your racing thoughts (especially if you’re struggling with sleep)

Picture this…it’s maybe a month or two before your next hiatus between shows. You can see the light at the end of the tunnel, and you can’t wait to catch up on the million-and-a-half things that aren’t related to your current job. Things I think of as “Life management.”– Unpaid bills (and laundry)– Cleaning and organizing your closet– Sending outreach emails and setting up networking lunches– Going to networking events– FINALLY putting together that diet & exercise routine (that you promise to stick to this time)But then when hiatus comes one of two things happens:You spend all your time freaking out about being unemployed and you frantically search for your next gig.Sleep, napping, more sleep…and a whole lotta Netflix.Luckily this habit pattern is reversible if you take some simple steps to plan ahead before your next hiatus and become more mindful of what’s stopping you from getting things done. And that’s just what I discuss in today’s interview with film & television editor Debby Germino.Debby Germino has worked on numerous television series such as Fargo, Agents of SHIELD, Genius, and the Netflix original feature XOXO. She has also trained for and run multiple triathlons, endurances races, and last November she finished her very first Tough Mudder. Debby is also passionate about her mindfulness practice as well as sharing strategies to become a more balanced, happier, and more mindful editor at her blog Happiness In Training, all of which we discuss in detail in this episode.Before we jump into today’s interview I wanted to give you a quick head’s up that by popular demand I will be reviving the Podcast Q&A format for an upcoming episode with Debbie as my new co-host, so if you have any specific questions you’d like to ask either Debby or me about how to survive the craziness of show business, whether it be about health, wellness, fitness, diet, sleep, productivity, or career advancement strategies and networking, please submit your question at optimizeyourself.me/podcastqa.Want to Hear More Episodes Like This One?» Click here to subscribe and never miss another episodeHere’s What You’ll Learn:The ‘Soft Skills’ that Debby credits with her success in the industry.What led to her beginning to write about work-life balance and mindfulness.“Work-life balance is not about balancing the scales or having everything equal… it’s about managing priorities.”How to stay productive during hiatus and the importance of maintaining foundational routines.The 4 most important habits she maintains whether she’s working or not.Great tips on remaining flexible and honoring your body while maintaining habits & rituals that keep you effective and creative.Zack and Debby’s advice for anyone about to start a month-long or longer hiatus.How we tend to react in the face of change and how to “build that transition period in” to your plans while on hiatus.The importance of acceptance and self-compassion when we expect a lot from ourselves.The fallacy of the “I’ll be happy when…” story we tell ourselves and learning to love “where we are now”.Tips to get started being more fully present in the moment.Useful Resources Mentioned:How to Sleep Smarter | with Shawn StevensonProtecting Your Vision Using ‘Iris’ | with Daniel GeorgievOne Sleep Tracker to Rule Them All…the Oura Ring | with Chuck Hazzard‘The Four Tendencies’ (aka The Matrix For Human Behavior) | with Gretchen RubinEverything You Always Wanted to Know About Time Blocking (But Were Afraid to Ask) | with Amber De La GarzaThe Myth of Work-Life Balance (And What to Strive For Instead) | with Apryl SchlueterWork-Life BalanceDebby's Email: debby@happinessintraining.comOur Generous Sponsors:This episode is made possible for you by Ergodriven, the makers of the Topo Mat, my #1 recommendation for anyone who stands at their workstation. The Topo is super comfortable, an awesome conversation starter, and it’s also scientifically proven to help you move more throughout the day which helps reduce discomfort and also increase your focus and productivity. Click here to learn more and get your Topo Mat.Guest Bio:Debby moved to Los Angeles in 2001 and landed her first job at a theatrical marketing agency in Burbank. It was there that she honed her Avid skills and learned the quick pace of trailer editing. But her real passion was to work on longer format editing and storytelling.She got her first job in television as an assistant editor on Smallville, where she was promoted to editor after two seasons and began her editorial career. Since then she’s worked on numerous television series, including Fargo, Agents of SHIELD, AMC’s The Son, National Geographic’s Genius, and the Netflix Original Feature XOXO.She has her own Medium publication called Happiness in Training where she writes articles about how to live a happier and more fulfilling life.When she is not editing or writing, she is busy training for triathlons & endurance races, and practicing mindfulness meditation. She frequently spends her time off in Mammoth with her boyfriend and dog, hiking, snowboarding, and cycling.Medium | Facebook | Instagram | Happiness in TrainingShow Credits:This episode was edited by Curtis Fritsch, and the show notes were prepared and published by Glen McNiel. Special thanks to Krystle Penhall and Sarah Furie for helping to spread the love!The original music in the opening and closing of the show is courtesy of Joe Trapanese (who is quite possibly one of the most talented composers on the face of the planet).

Seriously…how the hell did we get here so quickly?Not even a week ago we were posting memes making fun of silly handshakes from the future and replacing our toilet paper with the ‘3 seashells.’ And now we have no NBA. MLB. NHL. NCAA March Madness. SxSW. NAB. Disneyland. Universal Studios. School of any kind. Or…well…anything.And don’t even get me started on my first thoughts upon hearing that Sheriff Woody was infected with the coronavirus.Listen, I’m just as guilty as everyone else. I’ve spent hours during this crisis absolutely frozen, blindly staring at my phone mindlessly scrolling through Twitter, Facebook, and various news sites with my jaw dropped whispering, “What in the holy f*ck is going on right now?”I’ve seen the pictures of the barren streets in Italy, the empty shelves with no hand soap, paper towels, or dry & canned goods, and the endless charts & statistics about the possible spread of the virus, the predicted infection rates, potential deaths, etc etc etc.But I’ve also looked out the window to see my neighbors walking their dogs.I’ve been to the grocery store to see there’s still plenty of food for everyone (even if it means impatiently waiting in lines wrapped around multiple aisles).I’ve been to the ATM and easily been able to withdraw the maximum daily amount without getting alert messages that all the money in the world is gone.For the vast majority of us in the 1st world, we still have water to drink, electricity to power our lights and devices, gas to heat our homes and cook our meals, food to eat, and air to breath.If you have access to the internet and you can read this article right now (and still receive Amazon Prime deliveries), things could be a lot worse.If you find yourself losing control and getting sucked into the black hole of anxiety and paranoia, this episode provides five simple suggestions (and a bonus) to weather this storm and begin taking back control of your mental health during this unprecedented global crisis.

Building a fulfilling and lasting career in Hollywood definitely isn’t easy, but when you’re starting from the bottom rung of the ladder with zero contacts and just breaking in it can seem downright IMPOSSIBLE. But no matter who you are, where you come from, or who you do or don’t know, anyone can get their foot in the door using the right strategy. As today’s guest says,“It’s all about getting into people’s inboxes to make things happen.”My guest, Aaron Schmidt, is currently the Post Production Assistant on Cobra Kai who managed to land his position on a hit studio television show just months after graduating from college (which by the way is extremely unusual). Glancing at his resume as an Arizona State University cum laude graduate with Dean’s List honors and several credits on high profile studio projects while still in college, you’d probably never guess that Aaron began his education being placed in special ed because he was dyslexic. But Aaron has learned there’s a lot more to being successful and forging a path in Hollywood than just “getting lucky.”In today’s episode Aaron and I break down his experience on Cobra Kai, how he landed the gig in the first place, what his duties are as the post-production assistant (post PA), what he’s learned, and most importantly how he can improve so he lands his next gig (which by the way he already has..sorry, spoiler alert).Want to Hear More Episodes Like This One?» Click here to subscribe and never miss another episodeHere’s What You’ll Learn:On breaking into Hollywood: How Aaron found no answers in film school and the intuitive insights that led him to chart his own path.Why Aaron thinks EntertainmentCareers.net is a “blackhole”.How he set himself up for a “lucky break” that led to his Post PA position on Cobra Kai.The 8 magic words that landed Aaron his first Post PA job after multiple failed interviews.Zack’s Interviewing Mindset Tip: “Demonstrate you have a very clear understanding of all of the challenges of the person interviewing you, why you are the best solution to those challenges, and why you are the person who is going to make their life easier.”What a Post PA actually does in studio television.How Aaron earned more responsibility for himself than his position required, making himself a more valuable member of the team and increased his chances of getting hired on the next project.KEY INSIGHT: Know what you want/where you want to be. Make it clear how people can help you. People are more willing to help than you’d expect – they just need clarity on HOW.How Aaron’s dyslexia actually helped him be more resourceful and attentive to detail.The importance of “crawling into the brain” of those you work with to anticipate their needs.Why “Leave your ego at the door” is sage advice, no matter your position.Useful Resources Mentioned:[CASE STUDY] Why People Don’t Respond to Your Cold Outreach (and How to Get a Response) | with Scott DavisCobra Kai…Inside the Edit Suite | with Jon Hurtwitz, Josh Heald, and Hayden SchlossbergThe Right Way to Network In Hollywood | with Chris VisserOur Generous Sponsors:This episode is made possible for you by Ergodriven, the makers of the Topo Mat, my #1 recommendation for anyone who stands at their workstation. The Topo is super comfortable, an awesome conversation starter, and it’s also scientifically proven to help you move more throughout the day which helps reduce discomfort and also increase your focus and productivity. Click here to learn more and get your Topo Mat.Guest Bio:Aaron Schmidt is a Chicago native who attended Arizona State University where he studied Film and Media Production. He graduated cum laude with Dean’s List honors and a Bachelor of Arts degree. Aaron has worked within many film and TV realms, stretching from his work with HBO’s television show Camping to Sony Pictures’s Cobra Kai and now working in development for TBS’s new show Obliterated. Aaron also has worked with independent film producers at Indy Entertainment on the films The Au Pair and Model Citizen. There he helped online and deliver final cuts of the films.When Aaron is not in the office helping make characters come to life, he is advocating for the Learn Disability community. Aaron has spoken at many Hyde Park Day School conferences, helping parents understand what it is like to be dyslexic. He has also been a sounding board for teachers trying to update their curriculums to better suit their dyslexic students. Aaron will continue to help students set themselves up for success.Aaron on InstagramShow Credits:This episode was edited by Curtis Fritsch, and the show notes were prepared and published by Glen McNiel. Special thanks to Krystle Penhall and Sarah Furie for helping to spread the love!The original music in the opening and closing of the show is courtesy of Joe Trapanese (who is quite possibly one of the most talented composers on the face of the planet).

[Authors note: The following is Part 3 of my “Writing Great Outreach Emails” series. If you’d like to master the art of email outreach and download all 3 parts (including a BONUS checklist to help you craft your next message), Click here to download ‘The Insider’s Guide to Writing Great Outreach Emails’.]At this point I’ll assume that you understand Why Writing Cold Emails Is the Most Important ‘Soft Skill’ You Must Master (Especially If You’re An Introvert).And I’ll also assume that you are no longer making these 5 most common mistakes when you write your cold outreach emails.Now that you’re ready to focus all of your energy on writing an amazing cold outreach email that could potentially get you a lunch meeting, a shadowing opportunity, mentorship, a job interview, or even your next gig...do you actually know how to get a response to your cold email?More importantly...does your message have a purpose?Or are you desperately crossing your fingers hoping that if you send enough messages someone will eventually respond and discover you...just cuz?To reiterate what I said in Part 2 of this series:The objective of your first cold email is to get a response and start the conversation. That’s it.But if you want a response...you’re gonna have to earn it.The ‘Front Door Technique’There are few moments more despised than the knock from a door-to-door salesman. But guess what? If you’re sending someone an unsolicited cold email, that’s exactly what you are to their inbox. And it’s most likely why you feel so awkward reaching out to strangers...because you’re selling them something they didn’t ask for (i.e. you).You don’t have an appointment, this person has no idea who you are, and you might be catching them at the worst possible time. Needless to say, getting their attention and making the sale (or in this case getting a response) isn’t going to be easy.Here’s how you can apply ‘The Front Door Technique’ to your next cold email to drastically increase your email response rate.Step #1: Make sure your subject line provides valueYou’ve just knocked on the door and you’re waiting for your prospect to answer. If you make your sales pitch immediately through the peephole, the chances are extremely high you’ll get the dreaded response, “No thank you. I’m not interested.” But your goal isn’t to make the sale yet...your goal is to get them to open the front door and say hello.I don’t care how amazing your email is, how compelling your story might be, or how ridiculously talented you are...if the person never opens your message, you’ve lost the battle before it’s even begun.Before you spend hours writing the perfect email, make sure you’ve written a compelling subject line that will grab this person’s attention and convince them to open your message. Your cold email has some stiff competition in this person’s inbox.As you did in Part 2 of this series, “crawl into the brain of your recipient” and picture what it would look like in your inbox if someone sent you an unsolicited message right now.Would their message stand out to you?Or would it get swallowed up by the 175 other unread messages, work emails, newsletters, and spam in your inbox?Exactly.If you want to earn your way into someone else’s inbox and get them to open your message, the LAST THING you want to do is ask for a busy person’s valuable time or expertise right in your subject line.Take you out to coffee and pick your brain?Lunch?Seeking your expertise…..You have time to meet?Instead of demanding something of this person at word 1, provide value to them. And ‘providing value’ isn’t as complicated as offering your services for free or doing their laundry. Don’t overthink it. It’s a lot simpler than you think.Tell them about a project they worked on that inspired you.Point out a piece of advice they shared at a panel.Identify anything that makes this message feel personal and unique as opposed to transactional.I all but guarantee I’d open a message with any of these subject lines:Dude...Cobra Kai rocks!Your advice made a huge difference for me, thank youWhat a cool way to do [XYZ], great workMost likely the person you’re reaching out to chose their profession because at some level they enjoy creating content that has a positive impact on others. If the subject line of your message reaffirms their life choices, they’ll open it. Trust me.The only way to increase the probability even higher that this person will open your message is if you have a mutual friend or colleague in common that you mention in the subject line. (just make sure you have asked permission in advance to use this person’s name)Once you’ve composed a compelling subject line that convinces this person to open your message...Step #2: Make your message short, concise, and skimmableOnce your prospect has opened the door and said hello, you’re not going to win them over by blurting out your full sales pitch. You’d most likely want to quickly summarize who you are, what you’re selling, and how it can benefit this person. Then come the details after they’ve invited you in.I’ve already belabored in Part 2 of this series why you shouldn’t send someone your life story in your first cold message. But even if your message is short and concise, can the reader quickly summarize what your message is about before diving into the details?If you send one giant block of text from top to bottom, it’s simply not skimmable. And if they can’t skim it quickly to understand the point of your message, the chances are you’ll end up in the ‘Someday’ pile at best, and more likely the trash. Remember, the goal of your first message is to get a response. But in order to get a response you need to convince them to read your message and make it to the end.In the digital age we’ve all become “scanners” instead of “readers.” Before hitting the SEND button, make sure your message has proper sentence and paragraph breaks and is skimmable. (Two additional PRO TIPS below to help you make your messages more skimmable).Now that this person has quickly skimmed an easy-to-read message that appears to be legit, isn’t too long, and doesn’t seem to be asking too much...Step #3: Demonstrate immediately that you have ‘Done your homework’At this point you’ve convinced your prospect to open the door, you’ve concisely summarized why you’re here today, and this person has chosen to invite you in to learn more (i.e. read the rest of your message).Do you think you’re more likely to make the sale if you rattle of the same rote sales pitch you’ve said 100 times earlier that day?Or do you think you’re more likely to make the sale if you first demonstrate your understanding of this one person and their unique needs?One of the most common mistakes I see in outreach messages is the tendency to introduce yourself immediately in the first paragraph and sell sell sell. I know how desperately you want this person’s attention, but they are much more apt to continue reading your message if you double-down on the value you provided in the subject line.The key in your opening paragraph is to make it abundantly clear your message is not a template and that you have done your homework on this person. Don’t just generically mention something like “I’m a big fan of your work!” Instead provide details you’d only be able to share by investing time and effort into learning more about this person.The wrong approach: I love your podcast!The right approach: I absolutely love your podcast, specifically your episode with Scott Davis where he talks about how he learned to write better outreach emails. His Joe Walker story was priceless!Anyone with Google can write the former option. Only someone who’s invested their time into learning more about me and my work can write the latter option.Your objective by the end of the first paragraph is simply to get them to continue reading your message. Once you have them hooked…Step #4: Embrace the elephant in the roomNo matter how complementary or sincere you are in the subject line or the opening paragraph, inevitably the recipient of your cold email wants to know two things:Who are you?What do you want from me?The second paragraph of your email must answer both of these questions.One PRO TIP for making your message more skimmable so the reader immediately knows where to find these answers is to begin your second paragraph with “I’m reaching out because…” From here briefly introduce yourself and explain why you’re reaching out.The key here is not to go on and on about your past, your accomplishments, your credits, your likes & dislikes, etc. The key here is to briefly tell your story. But not just any story...the story that will make this person more likely to understand why they should help you (and how).If you’ve done your homework, this shouldn’t be hard. You should know enough about this person’s work and their own journey that you can tailor your story in such a way that breeds familiarity and empathy. Doing so makes it easier for this person to understand how they can specifically help you. Once you’ve explained where you are now, next explain where you want to be. Now it’s crystal clear whether or not this person is in a position to help you.The wrong approach: I’m reaching out because I work in post and I’m struggling. You’ve been successful and work on projects I love. Can you help me?The right approach: I’ve been editing unscripted documentary series for the last ten years and I’m currently transitioning into more scripted content. But I find it difficult to convince directors and producers that I can edit narrative. I noticed from your IMDb page that you made this transition about five years ago….I can’t guarantee after reading this that you’ll get all the answers you’re looking for...but if you’ve done the work for them and connected the dots, the likelihood of at least getting a response will skyrocket.Now that they’re clearly hooked and have committed to reading your whole message until the end…Step #5: Make your message easy to respond toThis is it! You’re in the door, sitting in this person’s living room, they’re hanging on your every word, and they have their checkbook out. Now it’s time to close the sale! Don’t blow it by overstaying your welcome or asking for too much too soon.This is where you make your ‘ask.’ As I mentioned in Part 2 of this series, your ‘ask’ needs to be simple.Don’t ask for this person’s time yet (You haven’t earned it)Don’t make them check their calendarDon’t ask a complicated question that will take extensive thoughtDon’t ask too many questionsCrawling into the brain of your recipient one more time, read your ‘ask’ as if it was just sent to you.Can your recipient read AND answer your message within a few minutes while standing in line? If not...it’s too long, or your ‘ask’ is too complicated.If you were standing in line and quickly reading your message on your phone, could you respond before it’s your turn to check out? If the response to your questions takes more than 2 minutes to compose (using an iPhone), you’ll most likely never hear from this person again.A second PRO TIP for making your message more skimmable (and thus more likely to get read) is to put your ‘ask’ in the final paragraph by itself so it stands out.Finishing your message with your ‘ask’ has two benefits. First of all, when skimming a message most people will skip to the end first to see if they can quickly answer the question “What do they want from me?” Secondly, having your ask at the end of your message creates an open loop. And nobody likes an open loop so your probability of receiving a response gets even higher.To Summarize…If you want someone to respond to your cold email, you have to earn that response one sentence at a time by:Having a compelling subject line that provides value and gets them to open your message.Writing a skimmable, easy-to read message gets their attention and opens the door for them to read on without it interrupting their busy day.Doubling down on your value in the opening paragraph and demonstrating that you’ve done your homework gets them to read beyond the first two sentences.Clearly explaining who you are, what you want, and why you reached out to this specific person helps them understand how they can help you.Finishing with a clear, concise, and brief ‘ask’ makes it brain-dead easy for them to respond quickly and start the conversation.Now all you need is a checklist that ensures you write the most compelling outreach email possible that gets you a response!Step Outside Your Networking Comfort ZoneI say this with zero hyperbole: Your career depends on your ability to write compelling and engaging cold emails.I get that as an introvert putting yourself out there to people you admire and want to work with is terrifying. But if you’re tired of showing up to networking events and walking away empty-handed because you didn’t meet anyone new, or the people you did meet frankly can’t help you, then cold outreach is the most important soft skill you must master if you’re seeking advice about the next steps in your career, you’re looking for mentorship, or you’ve identified a potential dream project you’d love to be a part of.Plus you can do it from home in your pajamas.

[Authors note: The following is Part 2 of my “Writing Great Outreach Emails” series. If you’d like to master the art of email outreach and download all 3 parts (including a BONUS checklist to help you craft your next message), Click here to download ‘The Insider’s Guide to Writing Great Outreach Emails’.]I get it.Who’s not busy? I’m busy. We’re all busy. Everybody’s busy.But other people being busy isn’t a valid excuse for you not getting any responses to your cold outreach messages. Most likely the lack of response has nothing to do with the recipient being busy and everything to do with making one (or more) of the most common mistakes I see people making when sending cold outreach emails.Having both sent and received thousands of outreach emails in my career, I have a good sense of what works and what doesn’t. Early in my career as a trailer editor I was tasked with reviewing hundreds of cold submissions from other trailer editors so we could build our roster of freelancers (which included sifting through hundreds of résumés and multiple boxes of VHS & DVD demo reels...yes I just aged myself there).Later in my career I started a boutique post-production marketing agency and hired multiple employees via cold job listings (after sifting through thousands of emails for each one).And now having put myself out there very publicly with my website and podcast, I receive between 5-10 solicitation PER DAY from people who want to sell me their products, get on my podcast, put links on my website, have me pass along their résumé, or have coffee and “pick my brain.”Needless to say, I know what outreach messages look like from the perspective of the person receiving them. And the vast majority are just plain bad.Before identifying the most common mistakes and breaking down why most outreach emails fail to receive a response, however, it’s imperative that you put yourself in the seat of the person whos’ about to receive your message.This is a process I like to call:Crawling Into the Brain of Your RecipientPicture in your mind right now a person you reached out to recently. Maybe it’s a famous editor, director, producer, bestselling author, or even a studio executive.Imagine them in their daily work environment.Imagine the amount of requests put upon them for their time, their opinions, and their expertise.Imagine them being so busy they have to frantically eat lunch every day at their workstation.Now imagine their email inbox.While it may seem nearly impossible to compete for a busy person’s valuable attention given how little they have available, it is possible to stand out amongst the noise if you construct your outreach message correctly and you go out of your way to provide value to this person (more on providing value in my ‘Insider’s Guide to Writing Great Outreach Emails’). But because “providing value” is an elusive concept, and because outreach can be a tedious, time-consuming, and slow process, most people opt for the easy route instead as you’ll see below.Here are the five most common mistakes I see people making with their cold outreach messages.Mistake #1: Making it all about YOUIt’s common to think that the best way to get the attention of an expert, a potential mentor, or someone who can open that oh-so-elusive door to the next major stage of your career is to sell yourself and include every relevant piece of information that will set you apart from your competitors (and of course don’t forget to attach your resume and a link to your website!).But you’ve lost the game immediately if you are making the message all about you and your own needs.From your perspective you might be thinking “This is my one shot!” so you must share all of your credits, your experience, your education, and it’s imperative that you impress them with your uncanny ability to interpret the deeper meaning of their creative choices such that it reads like a graduate film school thesis.But from their perspective?A busy person will be just fine ignoring your email.It is not their responsibility to respond to your message.It is your responsibility to earn their response.The fix: Stop thinking that this email is your only shot to sell yourself. The purpose of your first outreach message is not to land a job, or an interview, or a lunch meeting, or a phone call, or a shadowing opportunity. The purpose of your first outreach email is simply to get a response and start the conversation.Mistake #2: Your message isn’t personal and reads like a template (or even worse is a group message)I know how tempting it is to be as efficient as possible with the limited amount of time you have to network. We all love our Macro keyboard commands that get us from 8 keystrokes to 2 keystrokes...but outreach messages are NOT the place to focus on efficiency.Sending 500 generic messages with a 1% response rate gets you 5 responses...and they’ll be tepid at best.Sending 10 highly personalized, thoughtful, and hand-crafted messages to the right people with a 70% response rate gets you 7 responses...all of which have the potential to lead to a genuine relationship.Stop hunting with a shotgun and start hunting with a sniper rifle.Here’s an example of a common template message I’ll receive from acquaintances or former colleagues:First of all...how do I know this is a template email? Because they used the wrong name! Yes they took the time to personalize the first sentence, but anyone with Google or IMDb can find out in 2 minutes or less what I’ve been working on.For context, this is an acquaintance I know personally whom I’ve met at several past networking events, and he’s a great guy. I truly want him to succeed. But we’ve never worked together, so I don’t feel comfortable blankly forwarding his résumé for a job without knowing more about his job performance firsthand. And furthermore I only hear from him when he’s unemployed.Had he instead watched an episode or two of Cobra Kai or listened to a recent episode of my podcast and commented on something that inspired him, I absolutely 100% would respond. But in this case it’s tough to make the time for coffee or lunch when this technically was written for someone else and not me.Here’s an example of the type of group emails I get ALL. THE. TIME.If I don’t know this person, or even if I’ve met them casually but not worked with them before, once again why would I refer them? Vouching for someone puts my reputation on the line.And if I do know this person or I’ve worked with them in the past...why haven’t they made the effort to reach out to me directly?!?!?!The fix: When you reach out to people, ditch the templates, stop worrying about the quantity of messages you can get out into the world and instead focus on the quality of your messages.Demonstrate that you have clearly done your homework. Identify something unique about their work, quote something they said in an interview or panel, mention an obscure reference to a project they worked on twenty years ago that you love. Send them a link to an article that they’d find helpful and valuable. Make it clear that you’ve invested considerable time and energy into drafting a one-of-a-kind outreach message meant just for them. This will make them think, “This was nice of them. At the very least I should probably read the rest of their message.”Mistake #3: You get too personal (and send your life story)Yes yes, I realize I just told you NOT to send a template and instead take the time to craft a personal message. But please don’t send your life story. At best you have two minutes (or less) to get this person’s attention AND have them respond before they are onto other messages and urgent matters in their life. Your life story will have to wait for another conversation.Here’s the perfect example of a very personal, heartfelt message that is clearly not a template composed just for me (that is still sitting in my inbox 3 months later).I still have every intention of responding to this person...eventually. Their heart is in the right place and they’ve clearly done their homework on me, but alas because the email is incredibly long, detailed, and personal, and because crafting an equally thoughtful response will most likely take me 30 minutes or more, this will continue to sit on my pile of messages that deserve a response but just don’t fit on my calendar.The fix: Be brief, but also be specific. In no more than two quick paragraphs you need to make the following two things clear:Who are you?And what do you want from this person?Connect the dots for them so they understand where you are on your career path and what you have in common with this person. Share a few relevant details...then get to your ‘ask.’ If done right, you’ll have all the time in the world to share your life story when you meet for lunch.Mistake #4: You haven’t made it abundantly clear how this person can help you (or why they should at all)I can’t tell you how many times I’ve been told by someone desperately struggling in Hollywood, “Nobody in this business wants to help me.”Think for a second about where you are right now in your career (I don’t care if you’re the head of Amazon post-production or an intern). Now imagine someone reaching out to you with a similar backstory, similar challenges, and facing the same obstacles that you perhaps overcame just a few years ago to get where you are today. If this person seems genuine and hard working with good intentions, wouldn’t you want to help them succeed?I’ll bet you’d go out of your way to help them!Why?Because they remind you of yourself at that point in your life.Now imagine receiving a message like this instead:No doubt this person has good intentions, but there’s only one way I can help them: Giving them a job (or referring them). Except I don’t know anything about this person. At all. Why in the world would I consider them for an upcoming job opportunity or refer them if I know NOTHING about them or their past experience? I want to help people, but sorry. This is an instant ‘Delete.’Had this person instead introduced themselves, briefly illustrated where they are now in their career journey and where they hope to be someday, and then made it clear where specifically they require assistance to take the next small step, I’d bend over backwards to help them.It’s not that people don’t want to help you. It’s that you haven’t made it clear enough how they can help you.The fix: Make it clear how you are similar to the person you’re reaching out to. Demonstrate you’ve done your homework so this person immediately understands why they are the right fit to receive your message and provide you some assistance. Find common ground. Increase familiarity so you don’t come off as another generic person hungry for a job. Then illustrate very specifically how this person can help you with a clear ‘ask.’ (more on that next)Mistake #5: Your questions requires a lengthy response (or you’re asking too many)At this point you’ve stopped selling yourself, you’ve ditched the templates, and your message is short and concise. And you’ve also made it clear who you are, what you want, and where you need help.Now it’s time for the ‘ask.’This is where most people blow it.Once again, crawl into the brain of the recipient and review your questions:Are they easy to respond to?Can they respond quickly?Have you asked too many questions?Here’s a message that’s easy to respond to, doesn’t ask too many questions, and one can certainly respond to quickly, no?If your first cold ‘ask’ forces someone to open their calendar, you’ve already lost.Yes this message is easy to respond to...but unfortunately the answer will probably be no - especially if it requires scheduling time in someone’s day they don’t even have for themselves. And instead of asking someone if you can “pick their brain” (i.e. extract years of their time and expertise for free) what if instead you simply “asked for their advice” to a very specific challenge?Furthermore, no matter how brilliant your questions are (or how smart you think they make you look), if they aren’t easy to answer in 2 minutes or less, you’ll once again be filed to the “Someday” pile at best.Here’s an example of how NOT to ask questions in your cold outreach:Every single one of these is a great question...and each is a wonderful topic of conversation over lunch or a meet-and-greet phone call. And doing a good job of answering every single one of these questions would take FOR. EV. ER.The fix: Make your ‘ask’ as simple as possible. Don’t ask more than one or two simple questions (you can always follow up and go into more detail later). Once again, the objective of your first cold outreach message is not to land a job or mentorship or lunch meeting. Your objective is to begin the conversation and earn a response.It really is that simple.Step Outside Your Networking Comfort ZoneI say this with zero hyperbole: Your career depends on your ability to write compelling and engaging cold emails.I get that as an introvert putting yourself out there to people you admire and want to work with is terrifying. But if you’re tired of showing up to networking events and walking away empty-handed because you didn’t meet anyone new, or the people you did meet frankly can’t help you, then cold outreach is the most important soft skill you must master if you’re seeking advice about the next steps in your career, you’re looking for mentorship, or you’ve identified a potential dream project you’d love to be a part of.Plus you can do it from home in your pajamas.

[Authors note: This article on writing cold emails is Part 1 of my “Writing Great Outreach Emails” series. If you’d like to download all 3 parts and begin mastering the art of email outreach (including a BONUS checklist to help you craft your next message), Click here to download ‘The Insider’s Guide to Writing Great Outreach Emails’.]Imagine where your career could be just one year from now if you consistently sent just one thoughtful, personal, and authentic message per week to people in your area of the industry who could provide you with priceless career advice, mentor you, introduce you to the right people, open the right doors, or even hire you for your dream job.Given the tremendous upside and potential ROI from a minimal investment of your time and effort each week (with zero cost), why isn’t cold outreach a habit we all practice regularly as natural as brushing our teeth?Because writing a cold email to strangers is TERRIFYING...especially if they’re people you admire or look up to. When this is your “one shot,” the last thing you want to do is sell yourself too hard, or ask the wrong questions, or sound stupid.You don’t want to bother them.They’re probably too busy anyways.It feels weird asking strangers for help.You definitely sound desperate (and clueless).And they probably won’t respond anyways...so why even try?There’s no question that if done wrong, sending cold emails that no one responds to can be a surefire path to rejection, isolation, complete lack of confidence, and feeling like you have no way to connect to the right people that can potentially become your mentors, colleagues, or collaborators. But when done correctly:One well-written cold email can change your entire career. Want to see how improving his outreach skills earned Scott not one but two jobs on union features? Click here for my interview with Scott Davis“It’s All About Who You Know”Too often this phrase is used as an excuse for why people don't achieve their professional goals.“Nobody in this business cares about skills or qualifications or education, all that matters is who you know. And I don’t know anyone. It’s just not fair.”If you don’t know anyone yet, that’s no excuse. It simply means that it’s time to start reaching out to people. And if you’re introverted and hate networking as much as I do, guess what...that’s not an excuse either.Yeah that’s right...you’re about to learn how to use cold outreach to build your network from a hopeless introvert who hates going to events, panels, meetups, and parties. (Don’t even get me started on ‘small talk.’)You too may have been born an introvert like me, but you were not born bad at networking. Saying “I’m bad at networking” is simply a limiting belief, a script you continue to replay in your head over and over that becomes a self-fulfilling prophecy which leads to you hiding inside your comfort zone. Jimmi Hendrix was not born as the best guitar player of all time, he became that way because he practiced fanatically. If you are bad at networking right now, it’s only because you don’t practice it consistently enough. Which is good news because it means you can get better.If you’re intrigued about the possibility of actually getting better at networking and cold outreach but you’re still not sure if it’s worth your investment of time and effort?Here are three reasons why it’s imperative you master the ‘soft skill’ of cold outreach if you want to advance your career in Hollywood.1. The people you most likely want to connect with are probably introverts just like youI chose editing as a profession for a reason. It takes a very distinct type of personality to voluntarily choose a career that includes working in the dark for weeks, months, or decades with little to no human contact where your primary human interaction is between you and the two dimensional characters on your screens. While the solitary nature of this industry may suit your personality as well as it does mine...there’s nothing more frustrating than trying to build your network from a dark windowless room.Well actually there is one thing even more frustrating...trying to connect with other successful people in Hollywood who are also extreme introverts that spend all of their time in their own dark windowless rooms.If you already live in Los Angeles you do have the option to attend industry panels, networking events, workshops, and meetups, but in all of those scenarios you have little to no control over whom you can network with. Best case scenario you do a little research beforehand to see who will be attending, but for the most part your network expands based solely upon whomever actually shows up. And the chances are most of those people are already doing work similar to yours, so you simply end up expanding the same network you already have horizontally...but to make real progress you need to build your network vertically.If you want complete control over who is in your network of potential mentors, colleagues, and collaborators, you must build your own network, put yourself out there, and connect directly with those who can help open the right doors for you. Furthermore if you want to build that network from anywhere in the world (in your pajamas no less) rather than relying on being local to the industry, the best way to connect with the right people...is cold outreach.2. Effectively writing cold emails affords you the ability to craft the perfect message for the right person (at the right time)If you’re lucky enough to meet someone at an industry event who could potentially become your ideal mentor or someone who can help you land your dream job, what are the odds you’re prepared with the right information and you say the exact right things at the right time? And without sounding desperate or feeling awkward...or sounding like a fanboy?Slim to none.On the other hand if you perfect the craft of cold outreach & writing cold emails, you’re no longer beholden to small talk with whomever happens to be around you.YOU control the conversation.You also have an unlimited amount of time to devote to stalking researching the right person in advance, finding common interests, and providing value that will personally resonate with them (more on how to provide value in my Insider’s Guide to Writing Great Outreach Emails).If you’re reconnecting with past colleagues that haven’t heard from you in a long time and you’re hoping to “catch up” (i.e. look for your next gig) getting good at cold outreach allows you to time your message just right so opportunities begin to magically appear right around the time you’re looking for work (thus avoiding the reek of desperation if you only reach out after you become unemployed).If you’re simply looking for a way to efficiently blast your résumé to as many colleagues as possible in a group email to “check in and see if anyone has heard about anything,” then you and I are talking about very different kinds of outreach.But if you’re tired of sending “transactional” messages and you instead want to make new connections and build valuable relationships over time, the best way to connect with the right people...is cold outreach.3. Once you progress past entry level, the vast majority of job opportunities are filled via referrals, not job postingsWhen you’re first breaking into the business, you have no choice but to submit cold applications to random postings on job sites (I actually landed my two biggest career opportunities via Craigslist and Facebook). But as you climb the ladder, and as opportunities get bigger, the chances become slimmer the ideal jobs for you are mentioned or posted anywhere publicly.When is the last time you saw a job listing that said:“Marvel Studios seeking qualified candidate to edit the next Avengers film(Avid experience preferred)”Um...yeah right.Curious how to land a job on a Marvel movie? Listen to my podcast interview with Avengers editor Jeffrey FordShow runners, directors, producers, and studio executives don’t have the time or interest in sifting through 500 (or even 1000+) résumés to find a needle in a haystack. They instead reach out to their trusted network of friends & colleagues to find the best talent. Which means that the opportunities you most covet will NEVER be posted publicly.Without having the right network of your own friends & colleagues, you’ll never know your dream opportunities exist...until it’s too late.Over the past 20 years I can count the number of cold job interviews I’ve had on two hands (with fingers to spare). This is because I constantly stay in communication with past colleagues to see what they’re up to and remind them that I exist and am interested in working together again when the right time comes.The easiest way to avoid the endless cycle of looking for work every time a job ends is to have a referral network that helps you find work. It’s like having all of your friends and colleagues as agents...except you get to keep the 10% commission!I can trace over 50 episodes of television that I’ve edited over the last nine years to one single job interview:My job on Burn Notice came from an interview landed via cold Facebook outreach.My next job on Black Box came from a referral from a colleague on Burn Notice.My next job on Empire came from a relationship on Black Box.My next job on Shooter came from a relationship on Black Box.My jobs on both Underground and Unsolved came from a relationship with a director on Empire.And while the initial contact that led to my job on Glee came via my agent, I landed the gig because of an existing relationship I had built via...you got it...outreach.It wasn’t until I decided to reach out to the creators of Cobra Kai nine years later that I had to start my outreach from scratch and do a cold job interview. All it took was two outreach emails to get me that interview with the show runners...and I got the job in the room.Want to learn more about how I got my dream job on Cobra Kai? Click here for my podcast interview with the creators of Cobra KaiNow that I’ve become more established in my career, people often come to me looking to hire people in my network. When someone reaches out to me asking “Do you know anybody available?” I don’t have a meticulously organized spreadsheet of everyone I’ve met or worked with in the last 20 years prioritized by their level of experience and expertise so I can identify and pass along the ideal candidate. I simply recommend the person at the top of my mind that I’ve conversed with most recently whom I think could be the right fit. The cold hard reality is that most jobs aren’t filled with the most qualified candidate, they are filled with the most familiar candidate.If you want to stay on the top of people’s minds and be the first person they think of when opportunities arise, the most important skill you must practice consistently...is cold outreach.Step Outside Your Networking Comfort ZoneI say this with zero hyperbole: Your career depends on your ability to write compelling and engaging cold emails.I get that as an introvert putting yourself out there to people you admire and want to work with is terrifying. But if you’re tired of showing up to networking events and walking away empty-handed because you didn’t meet anyone new, or the people you did meet frankly can’t help you, then cold outreach is the most important soft skill you must master if you’re seeking advice about the next steps in your career, you’re looking for mentorship, or you’ve identified a potential dream project you’d love to be a part of.Plus you can do it from home in your pajamas.

Working in the ‘Gig Economy’ where you spend your career jumping from one project to the next can provide the freedom of choice that so many in the creative world desperately crave...but the dark side of living the freelance life is the complete, total, and utter lack of job security. Now with the advent of the brand new AB5 legislation here in California, practically overnight it has become almost impossible to make your living as a freelancer. Without a sound financial system (enter 'Profit First') that keeps you equally prepared for both the feast and famine portions of your career (and there WILL be both), your lack of savings could be the deciding factor between saying yes or no to a job you would otherwise never consider.Fast forward to a decade later where you’ve spent the last ten years “just finding the next gig” so you can pay your bills you find yourself wondering “How the heck did I get here?” And one of the main reasons could be as simple as not having your finances organized so you can confidently say NO to projects you don’t want to work on.My guest today is Mike Michalowicz, founder of several multimillion dollar companies as well as an author of multiple bestselling books on entrepreneurship. Today we talk specifically about his book ‘Profit First,’ an incredibly simple yet powerful way to manage your finances as a small business owner (and yes, even as a freelancer you own a small business) that if done consistently can afford you the time and freedom you need to prioritize your career growth (and your well-being) as opposed to always feeling like you’re just chasing the next gig.(Note: This episode doesn’t specifically talk about the AB5 legislation because this interview was recorded before it became law. But regardless, if you’re struggling to navigate the new world of being a freelancer versus becoming an employee, there is no system I recommend more highly than Mike’s ‘Profit First’ system)Want to Hear More Episodes Like This One?» Click here to subscribe and never miss another episodeHere's What You'll Learn:Where the idea of “Profit First” came from in Mike’s experience as an entrepreneur.Why whether you work in the ‘gig economy’ as freelancer/contractor or run a business, you are effectively an ‘entrepreneur’.A powerful demonstration of why the conventional wisdom of “Income - Expenses = Profit” logically makes sense, but is behaviorally flawed.How the “Profit First” formula “Income - Profit = Expenses” flips the script and creates a powerful paradigm shift in how you look at your business.How to apply the “Pay Yourself First” principle as a freelancer and setup a system that will automatically build that ‘sleep well’ money cushion to give you the freedom to pursue a more rewarding career path.’Parkinson’s Law’ of human behavior around money and how the “Profit First” principle works with it, instead of against it.Mike’s deeply personal story of becoming a self-made millionaire in his early 30’s, losing it all in 2 years, breaking the news to his family, and the moment with his daughter that he’ll never forget.HOW TO: What does it mean in practice to take your “Profit First” and how it impacts your business/financial decisions (even if you think you’re not ‘profitable’ yet).QUESTION: As a freelancer, if you had to hire someone to replace you, what would you have to pay them?How to assess the health of your business.Resources to learn from the most fiscally elite businesses similar to yours (even as a freelancer).REMINDER: There are many tax-benefits to setting yourself up as a business, and allowing your business to reserve your taxes for you.The key to Profit First is essentially setting up your financial management based on your behavior.The 5 foundational bank accounts to setup: Income, Profit, Owner’s Compensation, Tax, Operating ExpensesTIP: As a freelancer, create an account to set aside a percentage of income for the ‘lean months’.Useful Resources Mentioned:MikeMichalowicz.comOur Generous Sponsors:This episode is made possible for you by Ergodriven, the makers of the Topo Mat, my #1 recommendation for anyone who stands at their workstation. The Topo is super comfortable, an awesome conversation starter, and it’s also scientifically proven to help you move more throughout the day which helps reduce discomfort and also increase your focus and productivity. Click here to learn more and get your Topo Mat.Guest Bio:Mike mi-KAL-o-wits is the author of Profit First, Surge, The Pumpkin Plan, and his newest release Clockwork. By his 35th birthday, Mike had founded and sold two companies - one to private equity and another to a Fortune 500. Today he is running his third multi-million dollar venture, Profit First Professionals.Mike is a former small business columnist for The Wall Street Journal and the former business makeover specialist on MSNBC. Over the years, Mike has traveled the globe speaking with thousands of entrepreneurs, and is here today to share the best of what he has learned.MikeMichalowicz.comProfitFirstBook.comShow Credits:This episode was edited by Curtis Fritsch, and the show notes were prepared and published by Glen McNiel. The original music in the opening and closing of the show is courtesy of Joe Trapanese (who is quite possibly one of the most talented composers on the face of the planet).Note: I believe in 100% transparency, so please note that I receive a small commission if you purchase products from some of the links on this page (at no additional cost to you). Your support is what helps keep this program alive. If you have any questions, please don’t hesitate to contact me.

Cold Outreach - Seriously... is there anything worse than that feeling when you’re about to send an unsolicited message to someone you admire or want to connect with to find work?“I’m probably bothering them.”“They’re too busy to pay attention to me.”“I feel weird asking strangers for help.”“I probably sound desperate.”“Why even bother? Nobody ever responds anyway.”There’s no question that if done wrong, outreach messages can be a surefire path to rejection, isolation, complete lack of confidence, and feeling like you have no way to connect to the right people that can potentially become your mentors, colleagues, or collaborators. But when done correctly,A well-written outreach message can change your entire career.In today’s interview I chat with Scott Davis who considers himself to be a “hopeless introvert.” As someone who recently made the major career transition from working in documentaries in New York City to working in scripted features in Los Angeles, Scott will be the first to tell you how overwhelming it can feel to have to rebuild your network from the ground up. But with the right mindset, the right strategies, and a little support, Scott’s new career in Los Angeles is not only surviving but thriving.Want to Hear More Episodes Like This One?» Click here to subscribe and never miss another episodeHere's What You'll Learn:Scott’s ‘origin story’ from New York to Hollywood with no connections and ‘no idea what to do’ (sound familiar?)The terrifying feeling of trying to get into this ‘fortress of opportunity’ in Hollywood where the only way in seems to be from people inside who are working & too busy to help you.The dilemma of just 'finding the next gig to pay the bills' vs. ‘playing the long game’ to pursue the career path you really want.The counter-intuitive shift in focus that makes that effectively eliminates that so-called ’dilemma’. (Listen for this key takeaway!)Why there’s no more important skill than networking in this industry and the step-by-step path to networking for introverts.Discover the ’secrets’ to “cold emailing” / “cold outreach” and how Scott boosted his response rate from 5% to 75%.The REAL goal of sending an outreach email. (HINT: It sounds so easy it couldn’t possibly work.)How to ‘crawl inside the brain’ of the person you send an outreach email to and see it from their perspective.How to get people to OPEN your approach email and why doing a few minutes of research goes a LONG way.Why the idea of “nobody wants to help me” is just wrong and right way to tap into people’s natural tendency to WANT share their wisdom & experience with you.Connecting the dots: Scott’s story of turning rejections into opportunities.What it really means to “lead with value” and the power of ‘validation’.The momentum that builds when you invest in building relationships over time.If you’re inspired by Scott’s journey today and you’d like to up your networking game, specifically your outreach emails, then you’re in luck. Because I’m just finishing up something brand new called ‘The Insider’s Guide to Writing Great Outreach Emails’ and as a loyal listener you’ll get first dibs.In this guide I’m going to break down the process of writing outreach emails so you understand EXACTLY what will get you a response. I’ll teach you why cold outreach is the most important soft skill you must develop if you want to advance your career, I’ll show you the 5 most common mistakes people make when writing their outreach messages, and then I’ll break down step-by-step how to write an amazing outreach message that will actually get a response so you can seek advice, connect with a potential mentor, set up lunch meetings, and possibly even land your next gig.Download this brand new guide for FREEAnd for those of you interested in working with me for the next 12 weeks and beyond in my coaching & mentorship program, enrollment is open until January 26th. If you’d like to learn more and apply please visit https://optimizeyourself.me/optimizerUseful Resources Mentioned:Scott's WebsiteScott on IMDBContact ScottOur Generous Sponsors:This episode is made possible for you by Ergodriven, the makers of the Topo Mat, my #1 recommendation for anyone who stands at their workstation. The Topo is super comfortable, an awesome conversation starter, and it’s also scientifically proven to help you move more throughout the day which helps reduce discomfort and also increase your focus and productivity. Click here to learn more and get your Topo Mat.Guest Bio:J. Scott Davis is an editor, assistant editor, outdoorsman, hopeless introvert and constant seeker of knowledge."I lived and worked in NYC for over 10 years working with some of the greatest documentarians on some really great films like: “Makers: The Women Who Make America”, “Cancer: The Emperor of All Maladies”, “Wagner’s Dream” and “Outside the Bubble”. In the fall of 2018 I headed west to Los Angeles to escape bad weather, lack of sunlight, and 5th floor walk ups. The lifestyle change is glorious but the true joy is I am now pursuing a long held dream of working in scripted features and series."Scott's WebsiteScott on IMDBContact ScottShow Credits:This episode was edited by Curtis Fritsch, and the show notes were prepared and published by Glen McNiel. The original music in the opening and closing of the show is courtesy of Joe Trapanese (who is quite possibly one of the most talented composers on the face of the planet).Note: I believe in 100% transparency, so please note that I receive a small commission if you purchase products from some of the links on this page (at no additional cost to you). Your support is what helps keep this program alive. If you have any questions, please don’t hesitate to contact me.