Sports Agent

Working Schedule

• Sports Agents work full-time and often “overtime.” They may be employed by agencies or work independently. Their schedules must be flexible to accommodate the needs of their clients and stakeholders. Frequent travel is necessary, as players traverse around the country. 

Typical Duties

• Analyze existing player contracts to determine reasonable baselines based on “current market value”
• Present clients’ long-term value to interested teams
• Utilize statistical data to justify a client’s requested compensation 
• Negotiate personal services contract terms between players and teams
• Explain standard player contract details to younger, inexperienced players and their families
• Help clients build a well-crafted public persona that can be embellished through savvy branding, marketing, and PR 
• Collect payments on behalf of clients, as needed
• Look for promotional opportunities for clients, such as endorsement or paid appearance contracts, sponsors, etc.
• Plan out short- and long-term success strategies
• Set up meetings and events; arrange travel and plan itineraries
• Consult or hire personal trainers or performance coaches
• Inspect areas or environments where clients are scheduled to appear, to ensure safety and to understand what the client will be doing
• Negotiate fine print items such as renewal terms or “do not trade” clauses
• Be familiar with state-specific athlete agent forms and laws, including NIL — “name, image, likeness” collectives and rules 
• Under NIL, players may make money via: 
  • appearing in ads
  • launching sports camps or other business ventures
  • paid appearances and speeches
  • selling ad space on their social media accounts
  • selling merchandise
  • signing/selling memorabilia

Additional Responsibilities

• Show clients how to invest wisely and save money while mitigating tax liabilities
• Prepare clients for future retirement or downtime due to injuries or trades
• Keep clients “out of trouble” and help to manage their moods by decreasing stress factors 
• Ensuring clients abide by any contract covenants (i.e., refraining from certain acts such as dangerous activities that could lead to injury and prevent them from playing)

Stay up-to-date on trends and changes in the industry, in particular, the “Big Four” — NFL, MLB, NBA, and NHL. Note, agents may also represent golfers, Olympic sports players, and extreme sports players

Soft Skills

• Attention to detail
• Collaboration 
• Communication skills
• Creative
• Data-driven
• Integrity
• Negotiation skills 
• Networking skills
• Persistence
• Persuasiveness
• Realistic
• Salesmanship
• Sound judgment
• Thinking on one’s feet

Technical Skills

• Creative and technical writing skills
• Deep understanding of relevant sports, unions, and contracts
• Familiarity with financial software
• Familiarity with social media platforms
• Knowledge of advertising and marketing principles 
• Project management

• Self-employed
• Sports Agent agencies
• Labor relations
• Human resources departments within private organizations

Sports Agents are trusted by young players and their families to land the best deals possible and to “watch their clients’ backs.” They’re also trusted by experienced players who are hustling each day to stay on top of their game and need someone else to take care of the financials and PR. 

Agents are often on standby, ready to respond as needed when a situation or opportunity arises. They might work nights, weekends, or holidays, often traveling around to meet with scouts, recruit new clients, and manage their talent rosters. An agent’s total compensation is based on that of their clients, so it pays for agents to find the best players to partner with and to develop their careers over time. 

Social media has transformed public relations and now the words and actions of sports players are scrutinized 24/7 by fans, critics, and media hounds. Sports Agents need to help their clients successfully navigate their careers under this constant limelight, where brand reputation is critical and financial stakes are higher than ever. 

GlobalNewsWire reports that the “global sports market is expected to grow from $354.96 billion in 2021 to $501.43 billion in 2022.” The incomes of individual players continue to grow in tandem, as noted in Forbes’ article, Top 50 Sports Stars Combined To Make Nearly $3 Billion In A Year. 

The cutoff salary to make it into that top 50 list was $37.6 million a year. Sports Agents not only help negotiate those lucrative contracts, but also help find sponsorships, endorsements, and other ways to help their clients increase earnings. Consider Michael Jordan’s estimated net worth of $1.9 billion (of which only $90 million came from his sports salary). 

Naturally, most Sports Agents probably loved watching or playing sports growing up. They may have wanted to become professional players themselves, or in some cases perhaps they did but had to leave because of an injury. 

Sports Agents have the “gift of gab” and can negotiate deals because of their power of persuasion and deep knowledge of contracts. They may have been good at math, economics, and statistics as well as technical or legal reading. Of course, they also have a knack for branding and marketing and may have been involved in their own entrepreneurial endeavors in their youth, too.