What do you like most about being an agent?
"Watching your player succeed on the field after going through the whole process—recruiting the player, watching him come up through the college ranks, paying for his training, guiding him and then attending the game in which he is succeeding on national television."
"J.R. Reed was my first big client, a 4th round draft pick. I experienced riding with J.R. to the game, parking next to Donovan McNabb, having an all-access pass, and in 2005 the Eagles went to the Super Bowl and I was at all the games."
What’s is most challenging when recruiting players?
"The challenging part is recruiting the player. I have talked to many 1st round picks; it is easy to talk to them. The competition is also difficult. Even though they aren’t supposed to, agents will solicit your players even after they have signed with you, and they can terminate that contract at any time."
What is most challenging when doing a contract for a player?
"Your player needs to understand where they are slotted. You have to look at previous picks where your player was drafted and the money that comes with their position and draft spot. Also, understanding and building incentives into the contract is important."
What is most challenging in retaining a client?
"The question is answered by the question. Retaining the client is the hardest part--staying in contact on a weekly or every other day basis, making sure they have everything they need and how their personal life is going. Also, making sure they are motivated and eating right. I had a player eating McDonalds after practice and I had to tell him McDonalds probably isn’t the meal of champions."
How important are relationships in this business? How close do you want to be?
"I want to make sure my clients know I am there for them, handling their business affairs. I want them to know we will be there for their next contract and know that know other agent will do a better job for them."
Do you need a law degree?
"No, you do not need a law degree. A marketing degree might be best. You are always marketing yourself to players. That being said, a law degree is very advantageous to this business. Those with a law degree will have a step ahead in doing contracts."
How did you break into the business? What was that experience like?
"I started in 2002, and signed many players that were not necessarily draft prospects. My first big client was J.R. Reed in 2004. Kiper had him rated the #44 safety and 5 days after I signed him Kiper’s new rankings had him all the way up to #4. Many agents tried to solicit J.R., but he stuck with me."
Talk a little bit about NFLPA Certification.
"I thought agent exam was tough, and I’ve taken the bar exam. You are required to get certified and fly up to Washington, DC for a two-day conference, including the exam. You must attend a seminar once a year, get insurance, which is provided by NFLPA third-party vendors, and pay annual dues."
What is your advice for someone who wants to be an agent?
"It should not be your only profession. If it is your only means of income, you will probably fail. It takes 5-10 years to really be successful and turn a profit, unless you get lucky and have a 1st round pick right away."
Can anyone do this with hard work, or do you have to get lucky and/or have a previous relationship with a player?
"Hard work will do it, absolutely. There will be a lot of heart ache—courting a player for 8 months, thinking the relationship is good, thinking the player is going to sign with you and then he signs with another agent. It takes a lot of hard work, and you have to have thick skin."
How much start up cost does it take (materials, travel, player training…)?
"For one player the start up costs could be anywhere between 15,000 – 30,000 dollars. That includes your NFLPA certification, fees, insurance, plane fare to see the player and plane fare to fly player to you, as well as training and miscellaneous expenses. The training itself can be between $1,500-$2,500 per week, and the average training is for six weeks."
What would you consider a reasonable/realistic/successful income for an agent?
"That is hard to answer because it can be all over the place, depending on the amount of players and their contracts, but the commission off of a base salary contract would be between $10,000-$15,000."
What are your future plans/hopes for your agency?
"Recruit more players and expand into other sports. Keep doing what we do best which is representing players."
What is your angle? Why should a player sign with you? What makes you different?
"We have a professional staff, and many people who can take care of our players. Right now we have six people on our agency staff. I don’t know of another agency that has six people devoted to athletes--who all can handle our player’s needs. They are on call 24 hours, 7 days a week."
