Spending an afternoon with Carole Lee Dean, President and CEO of From the Heart Productions, is the perfect way to get hands-on practice in the art of pitching your project. Carole, creator of the Roy W. Dean Grant Foundation in honor of her late father, visited Southern Maine Community College in South Portland on March 27 with her workshop and book entitled The Art of Funding Your Film. Participants were given the tools needed to successfully pitch their projects and the opportunity to practice these strategies in front of Carole and the rest of the group.

The workshop provided filmmakers with both grass roots funding information and polished examples of promotional tapes used in pitch sessions. Finalists of the Roy W. Dean Grant are required to pitch their projects to the funding board as part of the selection process. Grant recipients receive funding for equipment, goods and services that enable them to see their projects to completion.

Carole’s approach to pitching takes the form of story telling. As a writer herself, she emphasizes the importance of being succinct, passionate and confident. “Your pitch must have intrigue, drama or humor. “Make the pitch entertaining and enjoyable. Make the project sound exciting and desirable. Communicate how your film will make a difference. Engage your listeners by bringing your heart to the project. Show that you are attached to the material.”

Carole advises using clarity in your presentation, taking a concept and manifesting it on a physical plane. To aid in this process, Carole lists three points to consider:
1. Give three compelling reasons why this film should be made. (e.g., to highlight the discrepancies between perception and reality, to bring a little known subject to light, to demonstrate the power of the individual)
2. Tell why “you” should be the one to make this film. (e.g., are you the first? Do you have first-hand or unique experience with the subject matter? Are you totally connected to the film?)
3. Tell who will benefit from this film. What is its redeeming value?

According to Carole, clearly defined films get funded.

Grantors often want to know specifically what filmmakers need and what they will do for their film. For example, if you cannot quit your present job and work on the film full-time, will you be able to complete the film in your spare time? How much money will you need and by when? Preparing the answers to these questions will go a long way towards convincing your listner that you are committed to making your film.
Funders sometimes ask how you plan to market your film and how you will raise additional funds if the provided grant is not enough for completion. Having a plan in mind shows that you are prepared to meet challenges and obstacles.
Other points to consider include the use of visual words in your presentation, demonstrating the approach you will use in the film, whether it be narrative, character-driven or plot-driven and how your film will inspire people to change. Carole mentions that, although you might not know the outcome of your project when you begin, it is a good idea to stay open–minded and to listen to suggestions. She states, “Stand back and watch it take on a life of its own.”
Carole also notes that providing visuals during your pitch will help to keep your listener focused on your idea. Post cards and promotional scenes from your script leave a lasting impression. To touch your listener, keep your film on an emotional level. “People give money to people, not to films.”
Finally, Carole encourages her audience to “… move towards your destiny. Know that you can do it. Focus on watching the finished film in your head. Doors will open when you are on the right track.”