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Why is this a major skill for sports agents? Because getting into the industry is considered to be as difficult as actually becoming a professional athlete. To get into the industry one will have to hear “no, no, no” a lot more then they will ever hear yes. Whether they are applying for an internship or talking to a potential client, right out of the gate no is going to be thrown their way more than anyone could ever expect. Perseverance will allow them to keep calling, waiting, hoping to get that one yes, so they can start their career as a sports agent. “It isn’t easy and they’ll have more emails and phone calls ignored than they’d like, but eventually someone will give them a chance if they are qualified and persistent” (Adam Pensack). Pensack and his brother founded Pensack Sports Management Group and represents a firm that helps and represents up and coming athletes. To be successful, it is the agent’s job to seek out and find his or her clientes. Superstar players are not going to walk up to a no-named 25 year old kid fresh out of school, and ask for representation. An agent has to seek out their clients. They have to go to the college or minor league games and scout and talk to potential clients and their families. They have to work their butts off trying to convince the whole family that their agency and resources will give your son the best chance to make it into the bigs. Without persistence getting clientes would be near to impossible.
Honesty
Honesty is the third attribute needed to be a successful sports agent. The reputation of sport agents is not that of angels or saints, but more as cutthroat businessman trying to make a penny anyway possible. The sad part about this is the fact that a lot of time it is true. There are countless stories and reports of agents doing things off the book—in violation of rules and regulations—in order to sign an up and coming college athlete. This way of doing things hurts the athlete, the agent, and the whole sport and gives a terrible name to all agents. For Josh Luchs, this was the way he did business. Josh Luchs, a sports agent for 20 years, reported to paying dozens of college athletes in attempts to represent them after graduation. At the time it was how he thought it had to be done. Luchs confesses to his unethical business dealings after the fact, in an article in Sports Illustrated titled “Confessions of a Sports Agent.” Honesty is not easy, it might seem that cheating, lying, and being unethical might be the easiest way to succeed. Everyone knows the saying though “Cheaters never win.” If an agent wants to be successful, tell the truth, be trustworthy, don't make false promises to clients about contracts or other things that won't happen, and success will follow.
Conclusion
All in all, it isn’t easy becoming a sports agent, being successful is even more difficult. However, if someone could master these three skills and uses them appropriately and constantly their chances for success would greatly increase. Interpersonal skills allow one to be liked and communicate in the field. Honesty allows one to hold a good, trustworthy relationship with clients and owners. And perseverance allows one to strive for greatness and grind for a certain prospect and do everything that is necessary for ultimate success in this industry. Combine, these three skills allow anyone the opportunity to be a superagent.
Sports Agents Plus/January, 2014
Negotiation skills and a passion for the game are also very important.