You’re being watched by editors and agents. How do you make them like what they see? The notion of being watched might sound like editors are Big Brother or the NSA, but are they really watching you all the time?

Jim: In a way, they are. When I first entered the publishing world, I thought nobody knew who I was. I figured no editors or agents had any idea about aspiring writers like us. But that’s not true.

Let me share a couple of stories to illustrate.

I was in a critique group for about three years, and only one member was a published author. At one point, she told us she’d parted ways with her agent and wanted to find a new one. We asked, “Who’s your dream agent?” She said, “Steve Laube, but he has no idea who I am. Should I try to get an introduction or go through his website’s official channels?” We all said, “Just send him an email. Say, ‘Hey, Steve, you probably don’t know me,’ and see what happens.”

She wrote to Steve, and he replied immediately, saying, “Of course I know who you are. I’ve been watching you for three years. During that time, I’ve seen how committed you are at conferences, and I’ve even read some of your books. I admire your dedication to the craft and how you treat people. You’re signed.” That was it.

Thomas: That’s a dream story every author wants.

Jim: Exactly, but the point is, she was being watched. Every good editor and agent is observing who’s committed, who attends conferences, and who interacts well.

Agents like Janet Grant, Wendy Lawton, Rochelle Gardner, Mary Keeley, and Rachelle Kent from Books & Such are very open about this. They’ve said on their blog, “We watch who comments and whether those comments are intelligent.” When a query comes from someone they’ve noticed, they feel like they already know them and give that query more time. So, they’re watching you. Another example: my son Micah, a high school senior, recently visited the vice principal, who greeted him warmly, saying, “Micah, good to see you! Congratulations on this and that.” Micah was stunned, thinking, “I’ve never met you. How do you know all this?”

Micah didn’t say it out loud, but that’s what he was thinking. People talk. Editors talk to each other. Publishers and agents do too.

Thomas: What makes this scarier, or more beneficial, depending on your impression, is that editors and agents frequently switch agencies and publishing houses. You might think, “I had a bad experience with this publisher, so I’ll go to another.”

I worked with a client who disliked the marketing guy at his first publishing house, so he switched publishers—only to find that the new publisher hired the same marketing guy he was trying to avoid. Your reputation spreads quickly across agencies and publishers, even ones you haven’t worked with, because of this constant movement.

Jim: I have a friend who was a senior vice president and publisher at a prominent publishing house. I asked about one of their authors, and he said, “She’s a good writer but incredibly difficult to work with. We didn’t renew her contract.” That reputation will spread to other publishers. Your reputation grows, whether you think you’re under the radar or not.

How do I make a good impression and get off on the right foot?

Jim: First, have the right perspective when attending a writing conference. Conferences are one of the best ways to connect with editors and agents and start building your reputation. You can also do this online, but if you can afford it, conferences are like the difference between watching the Super Bowl on TV and being there in person. The mindset at a conference should be contacts, not contracts. I learned this from Randy Ingermanson, who says, “Focus on making contacts, not landing contracts.” Aspiring authors should get to know other writers and authors at the conference.

Connecting with agents and editors is great, but they’re often inundated at conferences, making it hard to reach them. Bestselling authors, however, are surprisingly accessible. At my first conference in the spring of 2006, I knew no one in publishing. On the shuttle bus, I started chatting with a friendly woman. We bonded over similar tastes in books, and I thought, “I made a new friend.” Turns out, she was a bestselling novelist with 20 books. She said, “I like you. I’ll give you a couple of my books. If you want help editing your manuscript, send it to me.”

I asked, “How much will that cost?” She said, “Nothing, I just like helping people.” So, I sent her my first manuscript, and she loved it, saying, “This is so good. I have to introduce you to my agent.” You never know what can happen from being genuine and kind to everyone you meet.

Thomas: That’s the secret to finding agents. Eighty percent of clients find their agent through recommendations from existing authors.

The slush pile accounts for maybe 20% or less, as queries come from various sources like media or conferences. But when agents seek new clients, they often ask their current clients, “Who do you recommend?” Those people you might dismiss as unimportant because they don’t have an agent or editor badge could be your way in. Treating anyone as less important is a mistake. That classist mindset, treating some as riffraff and others as gods, will hurt you at a conference.

Jim: And they see it happening. There are stories of conferees who glance at a badge, say, “Oh, you’re nobody important,” and move on. That won’t help.

I’m not saying don’t try to meet editors and agents, but emphasize connecting with authors and aspiring writers. In 2007, I was in an intense fiction clinic with eight unpublished novelists. By 2013, six of us were published. We built relationships, introduced each other to people, and created camaraderie. If I’d dismissed them initially, I’d have missed out on great relationships and networking opportunities.

Thomas: It’s like your graduating class. You’re making friends with other writers and being polite to everyone.

How can I make a good impression at a conference?

Respect

Jim: Respect everyone’s time, whether it’s editors, agents, published authors, or peers. At conferences, there’s a temptation to overwhelm people with your passion and story ideas and talk endlessly. That leaves a bad impression. As the old show business adage says, “Always leave the audience wanting more.” Keep that in mind when discussing your writing.

Appearance

Thomas: Another tip is maintaining a professional appearance. Different conferences have varying levels of formality. In Northern California, it’s laid-back, and everyone’s in jeans. In Chicago or Dallas, people wear suits or nice outfits. Dress appropriately for the conference. You don’t want to be the only one in sweatpants when everyone else is dressed up.

Jim: Before my first conference, I thought about this. I researched and called a faculty member who lived 15 minutes from me and established a connection. I asked, “How should I dress? Who should I talk to? How do I set up appointments?” That preparation helped.

Reach Out Beforehand

And that brings us to our final point: I called someone out of the blue, and they wanted to help. Randy Ingermanson, Mary DeMuth, Jim Scott Bell, Deb Raney, Brandilyn Collins, and Tricia Goyer were all incredibly helpful when I started publishing. I can’t repay Tricia directly, but I can pay it forward by helping someone a few steps behind me. I love doing that, and those people are there to help you.

Thomas: Being a mentor is as rewarding as being a mentee. Mentors look for a teachable spirit. Some authors arrive at conferences acting like they’re the next big thing, saying, “I just need to get published to be the next Ted Dekker.” Humility makes you attractive.

Jim: Some writers approach me, and I think, “I’ll do anything for you. I’ll go to bat for you.” I’ve written forewords for books, even uncontracted ones because I connected with the writer. Others leave me hoping I never have to talk to them again.

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