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This is Power of Networks, a series of high-level interviews with leaders at the top of their games and shaking up their industries.
As Head of Global Client Strategy at Creative Artists Agency (CAA), Brian Weinstein works with top tier entertainment and sports celebrities. After hours, he works on the board of The Opportunity Network, a nonprofit we founded together 13 years ago. In this one-on-one interview, Brian tells which four celebrities inspire him to succeed, explains how nonprofit work can boost your career and shares his insights on how your networks can gain you entry into the entertainment industry.
Jessica Pliska: What is the one lesson you live by?
Brian Weinstein: You have to make the energy to be kind, thoughtful and convincing every single time. When you are in the business of selling, as I am, your sales pitch may not work at the first, second or third meeting. The fourth person may be the one who buys it. You have to bring the same energy each time.
Pliska: Which clients inspire you most?
Weinstein: Four come to mind immediately. Lorne Michaels taught me that a career is a marathon, not a sprint. Lorne has been producing Saturday Night Live for over 40 years. It is funnier now than it ever has been. Every year he discovers new talent.
Ryan Seacrest is a huge inspiration. Nobody in the business works harder than Ryan. He wakes up, records a radio show, shoots multiple TV shows, does branded advertising and runs his own production company. Ryan has shown me that, no matter how big you are, you have to get up and work hard every day.
Eva Longoria is both an incredible entrepreneur and a strong voice for the Latino community. She puts herself out for issues that matter to her. She works incredibly hard and never says no.
Will Packer, the producer of the Roots remake, is a self-made entrepreneur. When he was in college he filmed a movie, produced it and went to the local movie theater and begged them to show it. That kind of drive is a key to success.
Pliska: When did you first realize that your network could take you places?
Weinstein: In college, I was a summer intern for Representative Nita Lowey. During the year, I kept in close touch with one of the people at her office. It turned out that this man’s mentee was none other than George Stephanopoulos, President Clinton’s communications director. The next summer, I decided to run a soccer program in Bloomington, IN. Big mistake. I was bored out of my mind. I called this gentleman, and within 10 days I had an internship with George Stephanopoulos in the West Wing.
Pliska: After working in New York City for years, you moved to L.A., switched fields and started all over. How did you pull it off?
Weinstein: My wife and I decided to move to L.A., even though I didn’t know anyone there. I called everyone I knew with any connections to L.A. and had at least 30 get-to-know-you meetings. I remember how unhelpful many people were. It was painful to keep making calls, but I kept going. Along the way I had an opportunity to meet Bryan Lourd, one of the people running CAA. He and his partner invited me to dinner that night, and the next day he offered me a job. My tireless commitment to sit through 30 bad meetings allowed me to find the diamond along the way.
Pliska: What do you do to help others break into the entertainment business?
Weinstein: I believe we all have an obligation to open the doors for talented, motivated young people. But they need to do their homework. I tell young people to name the three places they want to work and find job openings at those companies. If they provide me succinct, meaningful information on their goals, I am eager to share it with my contacts at those companies.
Pliska: You founded one nonprofit and served on the boards of several others. Has this helped your career?
Weinstein: It has helped enormously. Most importantly, it enables you to do good, and that is its own reward. But the professional benefits are significant. It changes the way people see you. When you meet people in nonprofit boardrooms, you form connections with them that move beyond commercial relationships. It allows you to have a touch point. You also build relationships with people outside of your industry so you expand your network.
Pliska: When you and I founded The Opportunity Network, you used your network to bring in our initial financial support.
Weinstein: In my 20s, I founded a tech company. The company failed, but it enabled me to build many valuable relationships. One of them was with the investor Alan Patricof, who has been behind some of the biggest for-profit and nonprofit organizations. When we launched The Opportunity Network, I presented it to Alan. He gave us office space and valuable introductions. And with your leadership, we’ve parlayed that investment into a $5 million nonprofit.
Pliska: What are the characteristics you look for when you hire?
Weinstein: I look for an entrepreneurial spirit—someone who has proven that they can take the initiative and get things done. I also look for a positive attitude and humility. These qualities make people good colleagues as well as good employees.
