How to Become a Sports Agent

Sports agents have the opportunity to share the spotlight--as well as a portion of the salary--with professional athletes, but with the fame and fortune comes long hours and hard work. For those that have the patience, determination and drive to join the big leagues of the top sports agents, this page will provide the steps on how to become a sports agent.
Tips on Becoming a Sports Agent
1. Remember, your client is a brand and it's your job to market that brand.
2. Agents typically earn 4-10% of an athlete's salary plus 10-20% of endorsement deals.
3. A four-year degree and certification is required for most professional leagues.
4. A strong background in marketing, finance, law and communication is beneficial.
5. Your favorite sport may not be the best sport in which to pursue a career.
6. Beginning a career with a sports management firm can help new agents land their first client.
7. Network, network, network! Treat every conversation as a job interview.

Introduction
- Sports agents are responsible for conducting negotiations between their clients, teams and sponsors. Many agents also handle other financial business for their clients, including managing investments and filing out taxes. While this sounds pretty basic, it takes a certain amount of skill in negotiation and communication to find the middle ground between what clients, sponsors, owners, managers and coaches want. A four-year degree and certification are generally required, while networking skills and experience are the keys to being a successful agent.
Step 1: Decide If It's Right For You
- While the glitz and glamor of joining an athlete's entourage seems fun and exciting, sports agents work long hours and travel often, spending a lot of time away from family and loved ones.
Benefits
1. Once a sports agent develops a strong clientele base, they can make in excess of $1 million each year.Sports Management Worldwide: Sports Agent Salaries
2. Agents have the opportunity to share the fame with their clients, attending high-profile social gatherings and meeting other sports figures and celebrities.
3. Sports agents have access to numerous sporting events, from the draft to the Super Bowl and everywhere in between.
4. Becoming an agent is a good option option for former athletes, who never fulfilled their dream of playing professionally.
Drawbacks
1. The business is extremely competitive. In 2005, more than half of the 1,100 agents certified with the National Football League did not have a single client.ESPN.com: Students Learn About Legal Issues, Negotiations (June 9, 2005)
2. Although there is a potential to make a lot of money, less than 5% of agents make over $100,000 a year.ESPN.com: Students Learn About Legal Issues, Negotiations (June 9, 2005) Unlike other salaried jobs, agents only get paid when their clients get paid. Additionally, it may take several years in the business to build up a reputation and clientele to earn enough to live off of.
3. While traveling is also one benefit of the job, it's also time away from home, living out of a suitcase and working long hours.
4. There is a lot of risk involved. The pay is not guaranteed, nor will it come in on any type of regular schedule. It can be difficult to find the balance between handling too few clients for too little pay, and having too many clients and not having the time to devote to each one, opening the chance that they will find other representation.
Step 2: Choose a Sport
- Most agents specialize in one specific sport to make keeping up with the league regulations and operations manageable. Your favorite sport may not be the best to pursue a career in as there are many factors to consider when selecting a sport.
1. Know your competition. Most major leagues already have more agents than players, but some leagues-- like the National Football League-- are even more competitive than others with far more agents than other leagues.Missouri State University: Career Profile: Sports Agent
2. Compare the requirements to the benefits.
  1. Beginning a career in a lower-level league may require less education, but will also provide less income than getting yourself set to start in the NFL.
  2. In general, higher-level leagues will require higher standards, but also have the potential to fuel bigger salaries for you.
3. Keep on top of the average and minimum salaries of each league, as well as the general and maximum percentages that an agent may take out of their clients' salaries. For example:
  1. MLB agents may charge whatever they wish for their services, but once an agent's fee is subtracted, the player must take home more than the league minimum of $390,000.Major League Baseball Players Association: Frequently Asked Questions
  2. NBA players earning the league minimum salary can only pay agents a maximum of $2,000. Players earning more than the league minimum are only permitted to pay an agent 4% of the total value of their contract.NBA Players Association: Agent Regulations (736 KB) WARNING: PDF File
4. Intern at an established sports management firm.
  1. Spending some time shadowing an established agent is a great way to decide which direction take your career.
  2. Most sports management firms, collegiate athletics departments and sports marketing firms will allow prospective agents to intern or shadow to gain a better understanding of the job.
Step 3: Get a Degree
- Watching Jerry Maguire and reading Sports Illustrated can help, however most professional sports leagues will require at least four-year degree and certification. The National Football League, for example, requires its agents to earn a post-graduate degree as well.NFL Players Association: Agent Regulations In certain cases, such as former professional players that become agents, the education requirements may be waived.Missouri State University: Career Profile: Sports Agent
Education Options
1. Many colleges, including online colleges, offer sports management programs. In addition to courses on the business, legal and financial aspects of the job, sports management programs will include classes on kinesiology, sports ethics and other sports-related areas.University of Michigan: Sport Management Program Description (128 KB)
2. Degrees in communications, marketing, business and law are also extremely helpful as the duties of an agent will include all of those aspects. Earning a degree in a non-sports field will also provide opportunities for those who leave the sports world later in life.Missouri State University: Career Profile: Sports Agent
3. For those with an existing degree, many sports management firms offer specialized courses as supplemental education to prepare for a career as a sports agent.ESPN.com: Students Learn About Legal Issues, Negotiations (June 9, 2005) Certain courses may also be converted into college credit.Sports Management Worldwide: Receive College Credit
Step 4: Get Certified
- Now that you have your sport selected and have earned a degree, there is one more step before searching for clients: earning your certification. While the requirements for getting certified vary between leagues, most require proof of an in-depth understanding of league policies, paying a membership fee and securing professional liability insurance.
1. Research the policies of your preferred league, including:
  1. League rules
  2. The league's collective bargaining agreement
  3. Salary cap information
  4. Players' benefits
  5. Your rights, responsibilities and regulations as an agent
2. Apply to your selected league for certification as an agent.
  1. Be prepared to pay an application fee, which is non-refundable and can be in excess of $1,500.NFL Players Association: Agent Regulations
  2. Submit your resume with you application.
  3. Consent for a background check. Unfavorable criminal, financial or employment history will be examined and could prevent your application from being approved.
  4. Submit your completed application to the appropriate office. Certain leagues may only accept applications during specific parts of the year.
3. Complete the required testing, if any, and attend any mandatory seminars or classes.
4. Secure liability insurance. While this may not be a requirement to become certified, it will protect you if you are ever sued.
Step 6: Build Your Clientele
- The sports agent world is all about reputation. So once you have your first client, it's time to build your relationship with that client and look for new ones to add to your roster.
1. Meet and exceed the needs of current clients, whether it's finding them endorsement deals, restructuring their contracts, doing their taxes or providing a shoulder to cry on.Missouri State University: Career Profile: Sports Agent Job Description and Responsibilities Even just one completely satisfied client can provide a lasting reference and lead to future work.
2. Network with the players, coaches and executives who are close to your existing clients. Building a relationship with these individuals can help show you the best methods to negotiate for current clients, as well as bring leads for future clients.
3. When not spending time working for existing clients, scout for potential clients-to-be. Great places to start are the colleges of your existing clients. Talking to those who are familiar with the success of your current clientele.
4. Add another sport. Once you have one sport under your belt, it might not be a bad idea to add another. Jumping into another sport or league means starting at the bottom of the food chain again, but can lead to increase income and an enhanced reputation.
Conclusion
- Becoming a sports agent requires outstanding networking skills, a good education and a lot of patience. With the right preparation, a lot of perseverance and strong loyalty, sports agents can earn top dollars and become household names.
Step 5: Find a Job
- Many agents will say that landing your first big client is the toughest part of the job. Luckily, for those in need of some assistance, there are many strategies and resources that can help:
1. Network, network, network!
  1. Attend as many events as possible to meet existing players, coaches, general managers, owners, executives and fellow agents.
  2. Treat every situation as a job interview. Impress the right person and you may just get your big break.
2. Attend scouting events and lower-level athletic events, including minor league and collegiate games, to find athletes that may look for representation in the future.
  - -While networking at these events is important, remember that there are strict guidelines as to when agents are permitted to contact prospective clients. Be sure to research these policies before presenting a pitch to an athlete.
3. Utilize Internet resources.
  1. The Sports Agent Directory is a trusted community of over 3,500 certified agents, including many of today's top agents. Proof of certification and a $59.99 fee is required for inclusion.Sports Agent Directory: Join Sports Agent Directory
  2. Pro Sports Group provides Internet-based advertising for agents, as well as an agent directory and information on potential clients and scouting events. Fees vary by product.Pro Sports Group: Order
4. Join a sports management firm.
  1. Firms will provide resources for networking and promoting new agents.
  2. Fees or commission must be paid to the firm for the help.
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