Category Archives: Agents

On Big Firms Investing in Agencies

14 Tuesday Jun 2016

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I just got done watching this video, in which ESPN’s Darren Rovell interviews social media magnate Gary Vaynerchuk. Vaynerchuk just invested in Symmetry, the South Walpole, Mass.-based agency that includes Michael ‘Mook’ Williams and Brian McLaughlin. The agency will henceforth be known as VaynerSports.

Here are a few thoughts on things that might be hurdles, at least in the near future.

  • Building a brand doesn’t happen overnight. Pitching players on off-field opportunities is smart, no doubt about it. It’s probably the most compelling reason why players fire their agencies, especially when those agencies are still on the new side (as is Symmetry/VaynerSports). On the other hand, most players don’t want to spend countless hours blogging, hanging out on Skype, or whatever. This is especially true of the kind of players that Symmetry has on its client list, i.e., lower-profile linemen, etc., who aren’t by their nature particularly flashy. These players signed with Symmetry because they didn’t need a big, sexy agency. It might be a bit of an uphill climb to convince them they now need to go a different route to gain a Vaynerchuk-style presence that can be monetized.
  • Recruiting is taxing. You can tell in this video that Vaynerchuk (who’s always excited anyway) is super-charged by the opportunity to watch players, talk to players, get to know them, and otherwise enjoy the trappings of working in the business. Still, the ins and outs of the game; the bumps and bruises acquired by travel; the frustration of getting snubbed by players and/or their parents; the road blocks presented by well-meaning but overly bureaucratic schools; and the non-responses to celebrity that might come from NFL types, all tend to take a toll.
  • Recruiting the Northeast is tough. Being based in Massachusetts means there aren’t a ton of top recruits in your backyard, and though the firm has been able to establish its range with a few clients, for the most part, they’re going to have to keep extending that reach. That leads me to my next point.
  • Recruiting is expensive. As we’ve already established in this space, it costs about $35,000 to get a player rated in the top three rounds from college to draft. And those costs are only going up. Fortunately, Vaynerchuk’s got a good young agent (McLaughlin, who’s featured in the video) to help him avoid costly mistakes, but he’s going to have to fight the temptation to take shortcuts.
  • There are no guarantees in this game. Take Vernon Adams, for example. The Oregon QB came from a flashy school; has an exciting style of play that earned him plenty of media plaudits; did exceptionally well at the No. 2 all-star game, the East-West Shrine Game in St. Petersburg, Fla.; and otherwise acquitted himself well during the pre-draft process. Despite all of this, Adams couldn’t even get an undrafted free agent deal with the NFL, and was among the two-thirds of passers that were not selected by NFL teams and went unsigned after the draft. Now, he’s playing in Canada, where the margins are much, much smaller for agents.
  • Celebrity doesn’t always travel well. Though Vaynerchuk is undeniably talented and successful, it will take a little doing to get to the conversation stage with top prospects. For example, I think we can all agree that Morgan Stanley is established in the financial realm. Despite this, I’ve been told by some of my financial advisor clients that they’ll introduce themselves to a player as a Morgan Stanley advisor, exchange pleasantries, perhaps even give the player a business card, and still, as they part, the player will say, ‘nice meeting you, Mr. Stanley.’ Players tend to be laser-focused on their own careers and usually have a good grasp of pop culture, but don’t always have much vision outside of those worlds. Parents may be far more receptive, but ultimately, most players make their own decisions when it comes to agents.

As a student of the player representation business for almost two decades, this is an experiment, and one I’ll be interested to watch. But if it’s a success, I don’t expect it to be overnight.

Follow Your Passion (Mostly)

13 Monday Jun 2016

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I’ve always tried to be encouraging when I can in this space. We all have dreams, and plenty of people that discourage us from that dream. You don’t need someone else telling you you can’t do it, especially if your passion is like mine, to work in the football business.

However, last week, I saw this short video, and it made me think I need to make myself a little clearer.

If you want to be an NFL player, or a scout, or an agent, or a member of a football team’s administration, that’s great. But I urge you to understand when it’s time to maybe deviate a little from your goal. Follow your passion, but don’t be stubborn about it.

In the video, TV personality Mike Rowe discusses a septic tank cleaner he once profiled for his show, ‘Dirty Jobs.’ This wealthy owner of a sanitation business — literally, a dirty job — told Rowe that he looked to see which direction everyone else was going, and he went in the opposite direction. That’s pretty much my story, too.

When my buddy, Troy, and I launched our draft service, Lone Star Football, back in ’98, it’s fair to say that our unspoken agendas were to be recognized by an NFL team and hired as scouts. After four years, that didn’t happen, so I retooled. I basically went in the direction that was opposite everyone else. Even today, when I try to describe what I do, the person I’m speaking with kind of squints his eyes, then asks, ‘so you’re an agent?’ My job doesn’t fit neatly into a traditional role like scouting, or recruiting, or negotiating contracts. But that’s OK, because enough people get it that I’ve been able to make it into my business and support my family with it, and by God’s grace, we continue to grow.

This message is true even if you reach your one true passion, be it scouting or working as an agent or whatever. In my business, I work with several ex-scouts. One, in particular, got let go by a team a few years ago, and really struggled for a while before coming to the realization that he couldn’t sulk about not finding work. He had to find another way to make money, at least in the short run, realizing that scouting isn’t an entitlement. He got rehired by a team, but when the end came (again), he was ready, and already had an alternate profession. He’s thriving now because he was willing to face facts and live in the real world.

Today’s message is not meant to dissuade you from joining me in the football business (and I want to help you!). However, I want you to remember that if you go too far down a road that’s clearly too heavily trafficked, find a different path that gets you where you ultimately want to be. If that one gets too busy, try another one. Keep on looking until you find the one that best suits you and that people will pay you to do. That’s where your passion will really be rewarded.

 

NFL Agent Exam: Savoring Success

07 Tuesday Jun 2016

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This time of year is fun for me because it’s when we celebrate our successes at Inside the League.

With OTAs under way and rookie mini-camps in the rear-view mirror, there’s no more mystery about who’s going to be drafted and which players will line up an NFL contract despite not being selected. So many agents dream of having first-rounders in their inaugural year certified, but this is incredibly unrealistic. A far greater measure of success is simply having a player in the league in your first three years registered with the NFLPA. In fact, if you don’t have someone certified in that time, you have to start over, taking the exam again and paying the initiation fee.

For the last 3-4 years, we’ve spent June interviewing the agents we partner with who’ve had such success. It’s a lot of fun celebrating this accomplishment while learning a little more about their experiences in their first year, as well as how they wound up becoming contract advisors. Every year, only 15-20 independent agents — i.e., agents who came into the business with no connections, no hookups and no relatives slated to be first-rounders in the coming year — actually land a player on an NFL roster, and 70-80 percent of those agents are part of our team, I’m proud to say. That’s why it takes all month to interview them, and why we publish our interviews to the people taking the exam this summer in a daily newsletter.

This year, I turned the job of interviewing ITL clients over to my ace intern, Mark Skol. So even though I’m not doing the interviews myself, it’s still awfully informative to read each account.

One of them, Maryland-based Jon Howard, got interested in the business when he tried (unsuccessfully) to get his brother into the league.

Another interesting thing: opinions on the NFLPA exam really vary. Some of them feel the test was pretty easy (like Mississippi attorney Jay Bolin, whose interview is tomorrow). Some of them, like South Florida-based CPA and attorney Bob Engler, feel it’s quite hard. Others, like Baltimore-based attorney Gary Leibowitz, feel it should be a bit more practical and based on actual agent practices, rather than simply about the CBA. Most, but not all, used our practice agent exam (the only one on the Web) to get ready.

Of course, some of the things they’ve said weren’t exactly shocking. All of them are passionate about football and wanted to find some way to become involved in the game, and saw the agent avenue as easiest. One of them is my former intern, Murphy McGuire, whom you’ve already read about in these pages.

If you’re getting ready to take the exam this summer, I hope you’ll join us. One of the things you’ll get is access to our newsletter. I want you to be one of the people whom we write about next summer.

How Effective Is Your Agent?

31 Tuesday May 2016

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Today, I got into a heated but respectful exchange on Twitter regarding Miami Beach-based Drew Rosenhaus of Rosenhaus Sports. It was based on the fact that Drew leads all agents in total clients, and in fact has (literally) double the amount of clients that the second-place contract advisor has.

My counterpart’s argument: Rosenhaus must essentially ignore all his clients, because no man can give that much time and attention to that many players.

I understand his argument, but let me explain why I see this as a false presumption. Once an agent signs a player, there’s no expiration date on the SRA. Unless the player (or sometimes the agent) ends the relationship, he represents him in perpetuity. That means that many agents are walking around with hundreds of clients, but none of them are in the NFL. Don’t believe me? Google the websites of some agencies. You may find the pictures of dozens of players, many of them in NFL uniforms or whatever. Then go to that team’s website and see if they’re actually on the roster. In most cases, they aren’t, and haven’t been for years. In fact, in a lot of cases, they were only on the roster for training camp. That means they didn’t make a penny, relatively speaking, beyond their UDFA bonus.

It’s important to understand that simply representing a college athlete is not a valid measure of success in this business. Unless he’s in the NFL, he’s not getting paid. That means, he’s costing his agent time — which is a resource — and in some cases money, in the form of training fees, housing, out-of-pocket expenses, etc.

A player on an NFL roster really doesn’t (shouldn’t?) need to stay in daily contact with his agent. I mean, the agent’s job is to seek out opportunities for his clients, and once found, the client has to take it from there. One of the central complaints I get from agents all the time, large and small, is how much hand-holding a player expects. This is a problem that’s probably getting worse instead of better. The number of services a player expects is sometimes unreasonable.

There’s no easy way to measure the number of clients an agent has on the street versus in the league, but short of doing that, there’s no way to determine how much attention players get from various agents. It would be a valuable metric, but I don’t know how you’d determine that. In the meantime, I certainly don’t fault agents who try to help dozens of young men realize their NFL dreams, but I don’t necessarily think they’re better agents because of it.

Your 4th and 1

20 Friday May 2016

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Thursday, we talked about how in football, as in life, sometimes it’s hard to understand   the difficulty of sifting through an abundance of talent in the draft process, in the hiring process and elsewhere. I found one more parallel between football and life this week as my partners and I tried to identify the best candidates to fill a post at a Texas school district.

At one point this week, as we discussed a candidate, the founder of our firm, Bob Ledbetter, asked if this person had the temerity to make a call on third and 22 with the wind in his face? Would this candidate really have the guts and gravitas to face down tough situations without blinking?

It made me think about the times I’ve faced such situations, and when I’ve seen others face them. It also made me wonder if I’ve faced fourth-and-one decisions in my life and didn’t even realize it.

For example, several draft-eligible players and their parents faced a fourth-and-one over draft weekend when they went undrafted and unsigned. For all practical purposes, they failed to convert. Many of them, however, and maybe most of them, think they failed on a third and two. They still see the NFL as an eminently makable goal if they can just land in the CFL, the AFL, or even some European league. They don’t realize that if they failed to land an undrafted free agent deal, the CFL and AFL are uphill battles at best and, realistically, long shots.

Of course, we all face our own 4th-and-1 situations. At 47, I failed to convert on my original goal of working in an NFL front office when I was offered the chance, at 27, to work as a business office intern with my Saints. I’d be leaving a job as a sports writer in Beckley, W.Va., for an unpaid job in New Orleans. Ultimately, I was afraid to make that kind of leap of faith, and I hoped it was just an incomplete pass on 2nd and 10. Nope. It was much more than that.

The story has a happy ending for me. I was offered another chance to convert on a similar goal at 33 when I launched ITL. It would give me the opportunity to stay relevant in the game I loved and, maybe someday, even raise my family with the money I earned. At the time, I thought it was maybe a second-and-five situation in my goal of working for an NFL team; I’d go in, prove my worth, sharpen my eye as a scout, and wait for teams to line up, offering scouting jobs. In truth, it was my fourth and one for having a viable job in football. By God’s grace, I converted that one. Seven years later, with Inside the League underperforming, I was probably facing a fourth and one when I returned from the Hula Bowl, unemployed and down on the long-term prospects of ITL. If my wife hadn’t essentially dared me to retool ITL and make it into the service I originally had intended, I know I would have charged into the middle of the defense and stopped short.

A lot of people from all walks of the football business read this blog. Some of them are third-year agents who never got anyone signed and face having to take the test over again. Some are college students pursuing a degree in sport management and hoping to win a toehold in the business somewhere. Some are professionals weighing a change in course to pursue a job that captures their passion. Others are players in indoor leagues all over the world.

No matter who you are or where, I encourage you to take a long look at where you are and where you stand in accomplishing your goals. Even if you didn’t get the yards you need for one goal, it may be first and 10 for you elsewhere.

The Fine Line

20 Friday May 2016

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This time of year is tough because I spend a lot of time consoling agents and parents of players. It’s a pretty desperate time.

Most often, the question is, ‘why didn’t my client (or my son) get signed or drafted? He got so much attention from teams and we thought there was genuine interest. Now, nothing.’ Though I’ve been hearing this for about 10 years now, I don’t have an answer. The best I can do is shake my fist (figuratively) at the teams and their scouts and do my best to reassure them. It rarely works.

This week, however, I got to play scout. In a sense.

As I’ve discussed in this space before, I’m one of six partners in a search firm based here in Texas. We work pretty much exclusively with high schools (we’ve done one college), filling mainly head coach and athletic director vacancies. This week we conducted interviews for a highly successful and rather storied school district. We sat down to evaluate 13 men and women for an hour each over two days.

Sometimes when we conduct interviews it’s pretty simple to figure out who the best candidates are, but not this time. The way the schedule was set up, we thought the ones we’d like best would be the ones we’d meet on Wednesday, but it didn’t work out that way. In fact, at the end of Day 1, we felt like we already had five candidates we could take to the superintendent. I felt a little unsettled when we finished up on Tuesday. Who would we cut? I half-hoped the candidates on Wednesday would be busts, disappointments. I was so upset by things that I woke up at 3 a.m. that morning. I was reluctant to ‘root against’ anyone, but I also didn’t know what we’d do if all our candidates measured up Wednesday.

Naturally, the folks we brought in Wednesday were very good. Each was qualified and knowledgeable, with no surprises or disappointments. The ones we expected to like, we did like, only we liked others, too. As I drove home last night, for the first time in the six or seven years I’ve worked with Champions, I didn’t call the preferred candidates on the way home. I still had no idea who we’d choose.

It was during those four hours on the road that I called Jim Hess, one of my partners with Champions and a former NFL scout with the Cowboys. “I don’t know,” he said. “It’s almost like we could throw darts at the wall. They’re all pretty good.”

It was at that point that I realized I was experiencing what scouts experience, just on a much smaller scale.

Once you get past maybe the fourth round, the difference between players gets a little tricky. Once you get past the seventh round, the difference is almost indistinguishable. Once you get past the undrafted free agent signees and start to look at who should be brought in for tryouts, it’s almost impossible.

We know that there is a difference between these players, of course. Every season, undrafted free agents make a significant impact on the game. But those players made it all the way through the draft with 32 teams’ scouts passing on them. Figuring out what separates the impact players from the others is something few, or no, teams can do consistently.

And that’s the dilemma. Though I get frustrated when my clients’ people get passed over by teams, I can’t say I don’t understand why it happens. But that’s little comfort, to them or to me.

Breaking Down the Draft by Agency Success

12 Thursday May 2016

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One of the most interesting things about tracking the football business is the agency dynamic. Once you know the firms and how they operate, it’s fascinating to see how their various strategies and the risks they take pay off or fall flat.

Here are a few observations on the strength of the top agencies in the ’16 draft as compared to previous seasons. To check out the full list, click here.

  • There are around 800 agents certified by the NFLPA in any year at any time, and more than 180 agencies that have had players drafted since 2007, but only 22 firms have had a player drafted each of the last 10 years.
  • There were 77 firms that had players drafted this year (2016). That’s way less than ’15, when there were 93, and less than in ’14, too (86).
  • Part of the consolidation of power in fewer agencies was because mega-agency CAA soaked up so many draft picks. Almost 12 percent of all the picks in the draft (30) were CAA clients. On average, four picks per round came from the firm.
  • CAA is all by itself in first place over the last 10 years with 89,173 value points. That’s more than twice the total of the second-place firm, Athletes First, with 44,546.
  • The scope of CAA’s recruiting strategy this year made for a few oddities. For example, for the first time since we’ve been tracking the draft by value points in ’07, CAA represented a seventh-rounder. Raider OG Vadal Alexander (7/234, LSU) had that distinction this year.
  • What’s more, CAA had two sixth-rounders, double their input of same since ’07. Chargers FB Derek Watt (6/198, Wisconsin) and 49ers WO Aaron Burbridge (6/213, Michigan St.) both went sixth round this year.
  • The top 10 teams in value points since ’07 are, in order, CAA, Athletes First, Lagardere Unlimited, Relativity Sports, Five-Star Athlete Management, Octagon, SportStars, SportsTrust Advisors, Priority Sports and Rep 1 Sports. It’s especially impressive that Five-Star remains in the top five considering the firm was absorbed into CAA last year.
  • Rep 1 Sports, on the strength of representing the top two picks in the draft, moved up four spots from 14 to 10 this year. It’s their first appearance in the Top 10 since we started tracking value points totals.

Agent Success Story: Jeff Jankovich

06 Friday May 2016

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We try to salute and celebrate the good guys in this business, especially when they have success. Of course, success isn’t measured the same way by all people, but given the high barriers to entry in the NFL and the difficulty of simply landing someone on a 53-man roster, getting a player drafted is a real victory.

Gaithersburg, Md.-based Jeff Jankovich of Vantage Management Group had his first draftee this year, Maine OB Trevor Bates, who was selected 7/239 by the Colts last weekend. Jeff’s story is long and twisting, but successful, and to some degree, his is the real-life Jerry Maguire experience. He started off with a big firm, where he learned, before breaking off and going independent for a while and starting at the bottom. After many years of building, brick by brick, he made it. Here’s his story.

“I started out with a friend representing basketball players overseas in 1996, right out of law school, and it developed organically. I had played sports in high school, but I had no connections or background in sports. I didn’t know anything about it. I didn’t even know they had basketball overseas. So I started out like that, and it grew over the course of a couple years to 20-25 players overseas, but none were in big-money leagues. I had been kicking around the idea of getting involved in football, and I was much more interested in it as opposed to basketball, and I had started talking to people to do my due diligence. I was asking myself, ‘can I do football like I did basketball, with no credentials?’ It wasn’t going to happen.

“So I wondered, would an agency hire me? I had heard about Ralph Cindrich, and had heard he was a Pitt guy, and I was a Pitt guy. So I basically sent a resume to one place, to Ralph, and I thought, if I’m going to get hired, this is my best shot. I don’t have any connections or family members. So Greg Diulus, his assistant at the time, interviewed me first, and then Ralph interviewed me, and they gave me an opportunity.

“I was there two years at Cindrich and Co., from ‘99 to 2001, and Ralph was the only certified agent. It was Greg, myself, and Adam Heller, and we assisted Ralph on contract stuff and recruited, but none of us were certified. I got a tremendous amount of experience, because it was a small shop with lots of clients. I left under good terms but I wanted to get back down to the D.C. area, missed being down here, and I thought, I’ve learned this, now I can do this on my own.

“So I came back down here and got certified, and it was utter failure for a year or two. I was not able to sign anyone, or the ones I signed were not anywhere near NFL caliber, but I’d get them in the CFL or the Arena Leagues and even that turned out to be challenging. Eventually, the main breakthrough I had was when I got (Valdosta State OT) Richard Collier. The way I got the ‘in’ was, he was at Division II Valdosta State, and he was a lineman, and back in those days we got the full (BLESTO and National) scouting reports, and he was listed as a ‘camp body.’ So I’m on a camp body early on, and the only agent he’s talking to, and it wasn’t competitive at all.

“He was a high priority undrafted free agent, and he was with the Jags for two years, and during those two years, things got a little better recruiting-wise, but there were no dramatic successes. So I started developing other clients but never had a lot going on. He had been in the league for two years, and in the offseason, the Jaguars had asked us to consider negotiating so he wouldn’t got to restricted free agency, and we did. He got a fairly good signing bonus, and the week before camp started was when he got shot.

“When that happened, everything stopped, and I was extremely concerned about how I was going to help this guy. There were so many issues coming up, aside from his health issues. The business and legal issues, COBRA, what are the Jags’ obligations under his contract . . . there were a lot of things that were just hitting all at once, and any agent who goes through that is going to have a very difficult time. I did have some people that rallied around me, but the end result was I was spending a tremendous amount of time with him over a year and a half. I don’t want to say he was a full-time job, but he was virtually a full-time job to make sure he was going to be OK. I made the decision that I don’t have the time and can’t justify the time of recruiting. I had my hands full running the law practice and making sure Richard was OK, so I didn’t recruit for like two years. The clients I had washed out of the league, and there was nothing left. What little momentum I had had turned into nothing. So I let my certification lapse, and just I said, well, that was my run. But after a couple years, I thought, I don’t want to give up on this yet, so I got re-certified. The first year-and-a-half, I had players with no shot at all. Some of them went to mini-camp but that’s it, and I thought, here we go again, starting from scratch.

“I had been, on a friendly level, communicating with Greg and Adam, and talking to them, and started thinking, if I can partner with them, that will help with the recruiting. It was amazing because even though the players were hearing the same thing from me, it was like, ‘oh, by the way, we rep 20 players in the NFL.’ It just changes the way they hear it, even though I had said the same thing before. They were all for it, and they had formed Vantage Management. So things have gone well from there. In my first year with them, I had three priority free agents, and all of them are still in the league. In the next year, I had a couple more PFAs, and this year, I had my first draft pick. And so things are picking up. If you count the basketball part as being an agent, it’s been 20 years in the business, and I don’t know how much money I’ve spent, but who knows how much money I’ve taken out of my wife’s pockets, and kids’ pockets, and the time and travel. But 20 years. As satisfying as it is, I don’t have any ego about it at all. It’s almost a dubious distinction.”

It’s not dubious to me. It’s a story of persistence and dedication, and that’s what it takes to succeed in football. Have a great weekend.

Understanding Who’s In NFL Camps

05 Thursday May 2016

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Last night, I spent a little time talking to the mother of a young man who’s still hoping to secure a place in an NFL camp. She needed help breaking down exactly what the landscape looks like for a player who’s on the outside looking into the football world.

Today and tomorrow, rookie mini-camps start for 24 of 32 NFL teams (here are the teams that go to camp next weekend). Most of the players in these camps are rookies (with a  few street free agents sprinkled in here and there) in one of three categories: draftees, undrafted free agent signees (UDFAs) and tryout players. Most teams will bring in around 25-30 players between all three categories for their rookie mini-camps.

It’s important to understand the difference between these players. Draftees, in most cases, will not have signed contracts. Their agents will take care of that at some point in the coming weeks. Undrafted free agents, in all cases, do have contracts. Most sign a standard, no-frills, three-year deal with various signing bonuses (usually ranging between $15,000 and $500). In all cases, tryout players do not have contracts. They are competing for the right to sign an undrafted free agent contract. For that reason, tryout players do not count against a team’s 90-man roster. It’s not uncommon for teams to bring in 20 or more tryout players. What do they have to lose?

I should mention here that tryout players are essentially trying to win a lottery for which the prize is another lottery ticket. A lot of people don’t understand that tryout players are seen as the ultimate fringe players by scouts, utter longshots. These days, I see a lot of agents posting on Facebook how their clients are in the league. Well, no, they really aren’t.

In fact, the NFLPA requires all contract advisors to get at least one player on a 90-man roster (i.e., the offseason, when rosters are fat) in a three-year period, but tryout players do not count toward that total. So even if an agent works extremely hard to get a player on a roster – and many do – if he doesn’t earn a contract in his three days with the team, it’s as if the player never existed for the purposes of the NFLPA. So that’s an important differentiator.

Because some teams choose to have their rookie mini-camps the second weekend after the draft, tryout invitations are rather fluid, and it’s not uncommon to see players accept two tryout invitations. Why not? If he makes the team on the first tryout, he can let his agent deal with the other team. There’s certainly nothing barring a player from taking part in two tryouts.

While most UDFA deals are signed in the first hour or so after the draft, teams may take a week or more before they’re doing handing out tryout invitations. There’s also no set policy on how players get to the team for tryouts. I’ve heard that some teams will bring in a player for a tryout, but just as often, a team will bring in local players for tryouts so they can contain costs.

As you scan your favorite team’s site for more post-draft crumbs, hopefully this helps clear a few things up for you, especially if you have a son who’s still nursing NFL ambitions.

 

A Feel-Good Agent Story

04 Wednesday May 2016

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Today, I wanted to share a story that will be included in our newsletter for people taking the 2016 NFLPA agent exam. I passed it along because our newsletter series, which usually includes bracing honesty about the business, needed a little bit of light and encouragement. And it’s true, of course.

Thomas Sherzan got certified in 2014. Based in West Des Moines, Iowa, he doesn’t live in a football hotbed and he didn’t come into this game with stacks of contacts in the college and pro game. He came into the game like a lot of people – he has a passion for football and for helping people, and he felt he could do some good and maybe make a little money. These aren’t Thomas’ words, but having known him for two years, I think it’s a fair summation of who he is and what his goals are. My impression is that he recruited using our Profile Reports and reached out to scouts using our email template, but couldn’t get traction. That’s got a lot to do with where he’s located. There are just fewer opportunities for agents with fewer schools.

Then, on Feb. 9, I got an email from Givens Price, a defensive tackle that recently finished up at Nebraska. I get emails from draft hopefuls all the time. They hear from a buddy about our newsletter series on the draft process, or they may find us on Google, or they get referred from a teammate we’ve worked with, or whatever, and they send an email, asking for help in finding an agent. In this case, I usually locate whichever agent I work with that’s closest to the player and just forward the email along. I rarely give it any more thought than that. So I sent Givens to Thomas with the warning that there were no obligations and that he didn’t even have to acknowledge the young man, but Thomas did that, and Givens subsequently signed.

I really don’t know any more details than that. I didn’t really hear from Thomas on Givens (wasn’t even sure he signed with him) until Saturday night, when Thomas messaged me. “Neil, thanks for the Givens Price referral,” he texted. “He signed with me and tonight he signed as an UDFA with the Cardinals.” I was so stunned that I had to confirm that he was on contract, not a tryout (he assured me that he was). Keep in mind that, for the past 24 hours, my team of five former NFL scouts, from the dozen or so my subscribers regularly work with, had been coaching 15 agents on how to get their players onto a roster. It came as a complete shock, but it was also a feeling of euphoria. Getting to share the experience of getting a player on a 90-man roster with one of my clients is part of what makes my job a lot of fun.

Now, you may be thinking, who cares? The kid signed with an NFL team as a UDFA. They’re not even bringing him in as a DT (he’s going to be tried at tackle). So what?

Well, I pass this story along because succeeding in this business is a lot harder than it looks, and more expensive, too. The point is, it can happen for you, if you want to make a run at this business. All you have to do is know how to do it. We’re here to help you with that.