On Wednesday, I first started getting texts and emails from the people who’d used our practice exams and study guides before taking the 2019 NFL Agent Exam, and they were excited — they’d passed the test.

“I couldn’t have made it without ITL! I’m forever grateful,” said one. “Without your guide and newsletters, I would have been lost entering the seminars,” said another. “I could not have done it on the first try without you and ITL,” said a third. There were plenty more, which is one reason why the day results come out is such a special time for us here at ITL.

Of course, after a few days, the euphoria wears off and the reality of actually signing and working with NFL players begins to become a worry, and maybe even a concern. That’s natural, but no less daunting.

Having worked with new agents since ’02, we get it. For those members of the ’19 agent class who are wondering what’s next, here are a few words of wisdom.

• Take time to celebrate: We’ve been told it took 48 correct answers (out of 60) to pass this year. At 80 percent, that means either the test was a little easier than usual or test-takers just did better than in previous classes. We prefer to believe the latter. Either way, you’ve accomplished something that most people don’t, so give yourself some credit.
• Swing for the fences: You’ve done a bold thing by pursuing certification. Don’t stop now. For many, the temptation is to play it cool; many new agents don’t even recruit in their first year certified, which is insane given that you only get three years to land someone on an NFL roster. I encourage you to go for it.
• Don’t seek salvation: For many agents, the goal is to find a mega-agency willing to hire you. While this seems tempting, the reality is that no firm is interested in looking at you unless you have proven yourself. If you’re a new agent, no matter how hard-working or earnest you are, the big agencies are not going to look at you.
• Study the business: The temptation when you get certified is to lean heavily on the contacts and network you already have. Remember: there’s more information out there today than there ever has been, about which players get an NFL chance, about the backgrounds of people in NFL scouting and administration, about the players in the most recent draft, who represented them and who trained them. This is your rookie year; learn not just by doing, but by studying. It will serve you well in Year 2.
• Understand that you’ll pay a price: Like anything else worth accomplishing, you will have to use resources to experience even a modicum of success. Maybe that’s money. Maybe that’s time. Maybe that’s your pride. Chances are, it will be all three. You have to be careful about making sacrifices, but you’ll have to do it, even if you have dozens of friends in the business. Accept that.

One other piece of advice I’d recommend is that you join us at Inside the League. Maybe you used our exam prep materials to get you through the test; maybe you’ve read our book about the NFL Draft process; maybe you’ve only heard of us on Twitter; or maybe you’ve read our blog for a while now. If any of those apply to you, it will be worth it for you to have access to our site. Even more than that, however, we’ll be starting our annual series, the ITL Rising Contract Advisor Newsletter, in November. If you’re part of ITL, you’ll get our Monday-through-Thursday emails that serve as a sort of tutorial on the business. You can only get that if you’re an ITL client.

Then again, maybe you need to learn more first. To do that, we recommend subscribing to our weekly newsletter, the Friday Wrap. You can register for it here. You can check out last week’s episode here.

Today, if last year is any comparison, the people who took the NFL agent exam in July will find out if they passed or failed. While almost half of those who took the exam will get good news, many others won’t. Still, given the odds of achieving real success in the business, maybe those who don’t make the cut are the real winners.

Consider the following grid. We went back to the first contract advisor class certified by the NFLPA under the new CBA, negotiated in 2011. What we found is that those who aspire to be the next Rosenhaus, Segal or Condon have a pretty tall mountain to climb.

It should be noted that the agent exam became sharply harder in 2015, which explains how the number of contract advisors certified dropped from 176 in 2014 to just 75, at least by our totals, in 2015. It’s also worth noting that the three-year rule (which is explained in the body of this article) apparently cuts class size by about 20 percent if the 22-point drop between 2016 (which has not yet faced the three-year cutdown) and 2015 (which has) is any indication.

This grid caps a week of surveying the industry, looking at who’s having success and who isn’t, and considering the challenges that face the business. In the last seven days, on our flagship site, we posted a list of every contract advisor with at least 10 active clients as of this month (and included each agent’s firm and certification year, for the first time); took a look at all 12 players who made agent changes in the June-to-July time frame (including one player who’s been represented by three firms though he’s only played 28 games since being drafted in 2015); and also listed the 21 who made changes during the July-to-August term. Apparently, they were the procrastinators who wanted to put off hard business until immediately before camps started.

We’ll be making observations and digging into these numbers (and much more) in today’s Friday Wrap. As you know, it’s a weekly overview of the football business that goes out to about 5,000 people across the industry every week, and of course, it’s free. Here’s a look at last week’s edition.

If you’d like to register for the Wrap, do it here.

As promised, we’re back to share a few last thoughts after a whirlwind week in Washington, D.C. Based on conversations and comments from dozens of test-takers — many of which were shared in last week’s Friday Wrap — here’s what we learned.

The General Licensing Agreement question was tricky: Here’s how one agent hopeful framed it: “The GLA question was absurdly construed the way it was asked. I understood everything having to do with the GLAs, but that question was the hardest for me to answer just because of how it was worded.” If you are one of those people taking the exam next year (or possibly re-taking it), watch out for that question.

We’re pretty sure former NFL great Marshall Faulk took the exam: More than one test-taker claimed he saw the former Rams rusher in the exam room. “I did see Marshall Faulk about five minutes before the test was about to begin and still had second thoughts as to whether it was him or not. Very interested to see what his plans are; glad that other people saw him, too.”

Don’t rely too much on the pre-test seminar: This is something we constantly preach. Very often, test-takers roll into D.C. thinking they can learn everything the day before the test, but this is risky at best. “The NFLPA seminar was really good and informative,” said one. “However, prospective agents should not rely on the seminar to provide them with the data they will need to pass the test (it doesn’t take the place of rigorous studying).”

Our prep materials will give anyone taking the exam an edge: At the risk of sounding arrogant, we feel really good about the services we offer, and we’re confident that no one else can match what we provide. “Neil, I just wanted to drop a quick note and let you know that I would not have been able to navigate studying for the exam without your notes and outline,” said one very kind client. “A tremendous help.”

For now, we’re playing the waiting game with the numerous people we worked with over the last several weeks. We’re expecting results in a month to six weeks. In the meantime, consider signing up for our Friday Wrap. Thousands of people across the industry use it for a regular review of the business, and we think you should, too.

As I write this, we are exactly 24 hours away from the apex of Agent Week 2019, the exam itself. By most estimates, around 200 people will take the test tomorrow afternoon.

Statistically, the ones who’ve used our study materials will do best, passing at better than a two-thirds rate. Those who don’t will fail more than half the time.

Here are a few unsolicited testimonials from people who are in the room today.

• “Definitely ready to take this exam on Friday thanks to you!”
• “Thank you for all the support throughout the prep process. The newsletters have been very insightful as well.”
• “It’s goin’ great! I really appreciate (the study guide)! I’m studying it hard as ever!”
• “Thanks to you I’m feeling more than confident!”
• “Practice exam 2 was extremely helpful.”
• “I can’t thank you enough for your help and especially the (study guide). It’s incredible; I’d be completely screwed without it.”
• “I really appreciate you! And the tests you have are a big help!”
• “Man, so far that study guide has been spot on.”
• “Thank God I have your (study guide).”
• I’m feeling very good about it because of your practice exam so I’m really glad I signed up. Your service was a lifesaver. . . Thank you so much again, your help will truly be the reason I pass!

If you’re sitting alongside these people today, best of luck, and I really hope you pass the exam. But if you’re feeling even a little bit unsure of what’s ahead, and your chances tomorrow, please give us a shot.

It’s Agent Week 2019! If you’re one of those people getting on a plane today, ready to head to Washington, D.C., for the 2019 NFLPA Exam, I know you’re excited, and I bid you safe travels.

Hopefully, you’ve spent the last several weeks preparing for the exam. Maybe you’ve been too busy to do that, and your first exposure to the CBA will take place on the flight in. Either way, you’re probably wondering what it’s going to cost to achieve your dream of becoming a successful NFL agent. In other words, how much money will it take to actually build a network, represent active NFL players, and make money doing it? Here’s a quick overview in round numbers.

• Let’s say you pass the exam, which we hope you do. It will cost about $5,000 to register for the exam, pay first-year dues, and buy liability insurance. By the time you fly to D.C., pay for a room for a couple days, and eat, you’re looking at another $1,000 or so. Let’s say it’s $6,000 simply to take the exam and become a contract advisor.
• Depending on where you decide to recruit, it’s going to cost you at least another couple hundred dollars, and more commonly a couple thousand, just to register with the respective states. Of course, you might choose not to register, but if you’re an attorney, you are probably loathe to risk a censure or disciplinary action, so you probably will (and if you’re recruiting Texas, you better). Let’s say $1,000, just to choose a round number, though that’s the floor if you recruit anywhere that has real prospects.
• Let’s skip to January, and you are fortunate enough to sign 2-3 players that are worthy of the attention of NFL scouts (thought that’s probably a long shot, as a rookie agent). Keep in mind that, in 2019, every player of any import knows his worth. At a minimum, you are looking at $20,000 to train three players. You will spend probably another $3,000 on various expenses related solely to players — buying them a plane flight home mid-training; buying them workout clothes; renting them a car — and that’s a very conservative number. But let’s say $23,000, so we’re at around $30,000.
• Travel, lodging and food are a big expense when you’re recruiting. Over the course of December, January and February, when you are fighting to sign players, then traveling to all-star games and the combine for the annual seminar, often buying flights late and renting hotel rooms in out-of-the-way places, I’d say you’ll spend another $5,000-$7,000, and again, that’s pretty conservative.
• You’re going to spend another $2,000 to $3,000 somewhere along the way. Maybe it’s on a draft-day party, a stray rental payment for a player’s girlfriend, tickets to an NBA game, whatever. It adds up.

Bottom line, if you really do this, pursuing legitimate prospects and going for it, you’re looking at around $35,000.

On the other hand, maybe you don’t recruit at all, signing only players that call you. You don’t register in any states, waiting to sign a player late and only registering in the state from which he came. You manage to convince your clients to train at school, or on their own, and they relent because they don’t have any choice. Your clients don’t get into all-star games or the combine, so you don’t have to travel so much. You’re still gonna wind up spending around $7,000-$8,000, even if you go the super-cheap route. And you still get to live your dream. You’re an NFL agent, even if you’re not exactly living large.

This weekend is about realizing a lifelong goal. Be smart about spending your money, but don’t pretend you don’t have to spend any money. That’s one reason we strongly recommend you don’t try to save a couple hundred dollars studying solely on your own, especially when we have proven, reliable materials that will drive up your chance of succeeding Friday. Isn’t it worth it to spend a little more to make sure you pass? We think so.

Of course, whatever you choose, we wish you good luck this weekend, and we look forward to working with you. Welcome to the biz!

We’ve done a lot of talking about the NFLPA exam which is slated for next week, and, of course, we’ve touted our test materials. However, the exam is just step one in any agent’s career, with many important steps to follow.

While the exam is tough, actually being an agent is tougher. There’s a reason why, by my estimates, only about 10-15 percent of any agent class last five years or more. It’s because so many contract advisors don’t understand what they face entering the league and never adapt to what they should do to make it in the business.

Here’s my advice.

• Know what success looks like: So, so many agents are rightly excited when they sign their first client. I get it. But honestly, that’s not so hard to do. If you look hard enough, and answer all the calls and emails from desperate draft-eligible players, you’ll sign someone. What most agents don’t realize is that signing the wrong person becomes a real albatross. Just signing someone, at the end of the day, means nothing.
• Know when to spend money: I’d say spending money poorly is the No. 1 reason why agents fail. So many agents stumble through the fall in Year 1, then, in December or January, spend thousands on training for a player who didn’t get an all-star invite, isn’t going to the combine, and really isn’t a prospect at all.
• Know when to be an agent, and when to be a human being: One of the classic mistakes many new agents make is that they unwisely think their most important quality is their ability to negotiate, which often pushes them to be skeptical and negative. This is especially true of the young agents who come out of the bigger sport management programs; for four years, they’re given misconceptions about the business. But I digress. The bottom line is, if you’re a first-year, independent agent, you’re going to a gunfight with a pillow. You have no horsepower. Rather than trying to bluff your way to success, or bully people, or whatever, try being fair, professional and friendly. I promise no one will take this as weakness, or at least, more people won’t than will. Plus, you don’t really have any other options. I’ve seen ’em come and I’ve seen ’em go in this business, and more often than not, the know-it-all guys have the least success.

Those are a few quick thoughts. In the meantime, in my humble opinion, spending $29.95/mo to become an ITL subscriber is the best investment a new agent can make, because we can steer new agents through the first-year maze. But first things first. If you’re a new agent, and you’ve been trying to decide whether it’s worth it to pay for study aids, I highly recommend you take a look at what we offer.

Here’s a full explanation of our study guide and both practice exams. If you’re still not sold, at least sign up for our free Friday Wrap, which will give you a much better idea of what we do, and at no cost. Here’s a look at last week’s edition.

At Inside the League, we get a lot of questions on how you work in football, and particularly, how you become an agent. Obviously, to become an NFLPA-licensed contract advisor, you must first pass a test. This year’s exam will be administered in less than two weeks. So how do you pass the exam? Based on our work with agent hopefuls over the last eight years, here’s what we think.

• Take the test seriously. Here’s a quote from one of our clients who emailed me immediately after taking it last year: “Like you predicted, there were several people in the lobby (seconds before the exam) seemingly reviewing materials for the first time and highlighting! All I could do was chuckle!” This happens every year, even though there’s a 55 percent chance of failing it. And oh, by the way, don’t misunderstand this tweet and think the passage rate is near 100 percent. The tweet refers to a continuing education exam veteran contract advisors were required to take last year.
• Know what accrued season, credited season and benefit credit language are. Atlanta-based agent Spencer Charles, who took the exam last summer, called them the “three pillars” that are “indirectly or directly . . . encoded in 60 to 75 percent of the exam.” I think he’s right.
• Put tabs on your notes, your copy of the CBA, and the ITL study guide (you can buy it here) before you go into the exam. Even though it’s an open-book test, seconds count. Really. You’ll thank me later.
• Use our materials. I know that sounds like a shameless plug, but I would say this even if they weren’t ours. Read about the successes of our clients, and why our materials are best, in last week’s Friday Wrap, which is here. For about $400 (if you’re not an ITL client), and about $300 (if you are), you can have the best resources on the market to get ready for the test. You’ll need them, and really, why would you take a risk? For more details on what we offer, click here.
• Read our daily newsletters aimed directly at the people taking the exam this summer. You can start by reading dozens of success stories from last year here. We’ve got a new edition from our series that hits the inboxes of agent hopefuls every morning at 6 a.m. CT, Monday through Thursday. If you order any of our materials, you’ll be added.

We’ll be back this week with more advice, more ideas, and more counsel on the business. In the meantime, if we can be of service, or if you have any questions, be sure to contact us.

Monday, we published the Year 1 fears of several people who’ll be taking the NFLPA exam later this month (July 18, to be exact). It sparked a reaction on Twitter from a veteran contract advisor, with a handful of other agents “liking” his tweet. Members of the NFL business community are passionate about the business; they have to be if they want to succeed in such a competitive environment.

So what were the lessons learned by first-year agents over the past 12 months? We asked several of the clients we worked with this year. Here were some of the lessons they said they learned.

Don’t go in expecting a daily party: “Being an agent is not all glitz and glamour. . .  This is not a job where you are hanging out with players all day, every day,” said Peter Ariz of First-Round Management. Peter was the only rookie agent from 2018 who co-repped a first-rounder, Texans OT Tytus Howard of Alabama State.

Scouts are not your friends: “The difficulty of making connections on the scouting side” is one of the hardest parts of the business according to Austin Pfenninger of Pfenninger Management Group, who had two players sign UDFA deals.

Save money for combine prep: “Have more information on the training process for clients,” cautioned Sean Russi, whose first-year success landed him a role as director of AG Sports. “Training fees can cost around $20,000 for pre-draft training at high-end training facilities.”

Don’t count your chickens . . . . : “Just because you have multiple conversations with potential clients doesn’t guarantee anything,” said Anthony LaRubbio of JL Sports, who had a draftee and two UDFAs in his first year in the biz. “These athletes are 21, 22, 23 years old, and have a lot of people in their ears. Things can change in an instant.”

Film counts, not numbers: “(Don’t) get too bogged down on stats,” said Chad Berger of Enter-Sports. “A player’s film speaks more to NFL decision-makers than what the stats say on paper.”

For more reactions from first-year agents, check out our full spate of interviews here. We wrote extensively about expectations and lessons in last week’s Friday Wrap. You can register for the Friday Wrap — it’s free, and everyone in the football business reads it — here.

Of course, you can’t learn the lessons of being an agent until you are one. The exam is just about two weeks away. If you’re one of those people who’s getting set to take the exam, make sure you check out our study guide and two practice exams, the leading aids on the market. You can read more about them here.

Since last weekend, when the NFLPA sent out a rather inflammatory memorandum, there’s been some interest (and confusion) regarding issues between contract advisors and the union. While this is about 10,000 miles from most fans’ interest, if you read this blog, it may be something that’s crossed your mind. Here’s a super-brief look at what’s going on so you can speak intelligently about it in your next sports management class.

• The owners entered the last CBA negotiation in 2011 with really one goal: end the practice of handing out monumental signing bonuses to first-round picks. While we won’t go into how and why it happened, all agree that the owners got a decisive win. The new CBA basically developed a slotting system for all draft picks. Obviously, this reduced the value of a skilled negotiator when it came to rookie contracts.
• Slowly, agents figured out that the real (only?) money in the agent business was in second deals, which weren’t similarly restricted. This was happening as combine trainers were becoming an established part of the pre-draft process. Slowly, an arms race started as bigger and more extensive training became a key carrot in the recruiting process.
• Soon, training wasn’t enough. Agencies started handing out no-interest loans and lines of credit. They began writing per diem checks of hundreds of dollars per month; today, agents typically pay players projected in the first 100 picks about $5,000/month, January to April. Then there were marketing guarantees – cash advances paid against an agent’s ability to find a prospect endorsements, signing deals, apparel, etc. – and finally, signing bonuses, which are pretty much self-explanatory. Today, the total package a potential first-round pick gets from an agency can exceed $100,000 before draft day.
• Depending on who you ask, either the NFLPA tried to regulate things but failed, or the NFLPA sided with the firms that could write the big checks and took a laissez-faire approach. In defense of the NFLPA, trying to referee the agent recruiting market, which is incredibly nuanced and operates in the shadows, is almost a hopeless case.
• As big firms swallowed up the top prospects, rank-and-file agencies began to fight back. About a year ago, Denver-based agent Peter Schaffer of Authentic Athletix (he was one of the four contract advisors featured in the Esquire Network’s docu-series The Agent in 2015) began rallying all certified player reps (there are exactly 800 as of today). The idea was to develop broad industry standards. This all culminated in a meeting held in Indianapolis at the combine and hosted by Inside the League, TEST Football Academy and the XFL. You can watch the proceedings here.
• The NFLPA’s reaction to Schaffer’s efforts could be described as schizophrenic. In its meetings with a select group of agents at the 2018 combine, union officials were ambivalent about agent issues (some even described officials as hostile). As Schaffer continued to grow support and took a high-road approach, union officials were much more accepting at the same meeting this year. The NFLPA even invited six agents to a Board of Player Reps meeting on Monday, April 11, at which they were allowed to state their case before 60 players interested in learning more about the issues.
• This is where things get confusing. The six representative agents attended the meeting with the goal of explaining their value to the game, presenting ideas on how players could sustain themselves during a potential work stoppage, and above all establishing a spirit of collaboration. Unfortunately, that tone was lost as a handful of players took issue with their presentation. The upshot was that the NFLPA sent out a memo last Friday with a sharply negative feel, even taking a swipe at the six agents who took time out of their schedules – amidst pro days, no less – and traveled to the meetings on their own dime.
• Furthering the contradictory messages from the NFLPA, this week the union asked agents to help them edit and improve a work stoppage guide that was disseminated to players in advance of the 2011 CBA negotiation.

Naturally, this is a very broad, very quick look at the issues as they’ve transpired over the last decade. A more exhaustive look would delve deeper into the haves and have-nots among agencies; the changing attitude of players toward their agents; how the NCAA’s dissolution of its enforcement powers has affected the playing field for agents; the leadership of the NFLPA and its strategy and goals for the next CBA; and dozens of other topics.

As always, we will continue to monitor the industry and hope that peace can be achieved so that America’s favorite game continues without interruption. Fingers crossed.

To learn more about what’s going on in the football business and what’s ahead for people who work in the game, register for the Friday Wrap. It’s the only comprehensive look at what’s going on in the business of the game on the college and pro level that comes out every week, and of course, it’s free.