One of the key elements of being a sports agent is having the ability to understand negotiation. In this particular industry deal making is of paramount importance because it determines an agents pay out. Being in a fortunate position I was able to track down my nephew’s sports agent, Tom Kleine. Tom Is an NFL sports agent from the industry known JL Sports Agency. I was able to interview Tom via conference call and here’s how it went.
Tom Kleine
The first question that I asked Tom was, what ‘s the nature of an NFL sports agent’s negotiation?
Tom, “Wow, lets say it’s very intense. There’s a substantial amount of information an agent must be familiar with. We must stay current on the news in the industry and the latest trends. This will allow us to find the best deal for our clients and seek out new opportunities as soon as they present themselves. An agent must be fluent in negotiating, marketing, sports law, and financial management.”
As far as negotiating skills, what would you say makes an agent successful?
Tom, "a successful sports agent must be skilled at negotiation to get the best contract for the client. Sports agent’s who negotiate the best deals for their clients are valuable assets. These are the guys who’re sought after by athletes. This industry requires sports agents to be familiar with contracts and trends. I would recommend a degree that prepares you for contract negotiation. Sports management, a degree program in law, financial management, accounting or business management. All of these would be beneficial to the success of an agent."
The use of Objective Criteria, how would you say this plays a role in some of the negotiations you been in?
Objective Criteria plays a major role within any negotiation. In this Industry athletes are always looking to gain what the next athlete in their shoes has. With that being said an agent’s ability to incorporate things such as market value, previous payouts to other athletes, league minimum, etc would definitely enhance their opportunity of keeping or signing that athlete. Objective Criteria is a technique that is use in every negotiation, especially in this industry.
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