WSW: A Foot in the Door

04 Wednesday Mar 2015

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Today, I came across this story from about a month ago. It deals with Nolan Teasley, a young pro scout for the Seahawks, and his climb to an internship, then to employment, with the NFC champions.

I don’t know Teasley, but the story is pretty illustrative of what it took for him to make it, and I thought it might be instructional for people reading this who are considering a career in scouting. There are a few themes here that are pretty consistent among people who are able to make it into the biz.

Think regionally: I think that living in an NFL city increases your chances of success by at least half. I remember when I got my one shot at an NFL internship in the mid-90s, I was not living in the city of the team where I had applied (New Orleans). Though I got an interview, I think it hurt me that I wasn’t seen as a guy that was nearby, which would give team officials plenty of chances to get to know me and perhaps put me to work. If you’re already in an NFL city, you have a huge advantage because it makes it so much easier to be persistent about applying, trying to meet people, make contacts, etc.

Common roots: This is related to the above point, but this story says that Teasley flooded all NFL teams with letters before finally getting traction with a scout who shared his alma mater (we have a list of scouts and alma maters here). The NFL is a relationship business, and nothing underscores the point more than the that. Just this week, I had a similar experience. I’m trying to get one of my interns a job with an NFL team, and one of my contacts mentioned that the person handling applications went to the same college as my guy. I think that gives him a big advantage. We’ll see.

Don’t wait: If you really want to go for this career, get started early. I’d say you have five years from the time you graduate college to get an NFL opportunity, or at the very least start looking for one. That’s just a guess, but I bet it’s pretty accurate. You want to be young enough to be seen as malleable by team officials. You also need to be seen as cheap to employ, because entry-level scouts don’t make much money.

A supportive wife or fiance: In 1999, I had recently met my future spouse, and simultaneously had started the service that would one day lead to ITL. I’ll never forget driving to work one day, wondering if my passion for my business could coexist with my passion for my (future) wife. If I had decided to end my engagement based on my expected profession, it would have been the biggest mistake I ever made. However, if I had not introduced that business passion to Polly, that probably would have been my second-biggest mistake ever. I know countless people who made progress toward success in football, but had to turn back due to family considerations.

Getting big

03 Tuesday Mar 2015

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Yesterday, I was having lunch with a longtime friend who’s also a client. He happens to be involved in private equity, and we got together specifically because he wants to help ITL take the next step. Inevitably, talk turned casually to my friend’s company becoming an investor. Shortly afterward, it became more serious, and we’ve scheduled a meeting later this week to discuss it more formally.

This kind of talk scares the crap out of me. On the one hand, I know investment is the only way I can make ITL achieve what I think it can achieve. On the other hand, do I want to give up control of the thing that I’ve spent a decade building? There has been plenty of blood, sweat and tears to get to this point. Am I ready to potentially give that all up if we don’t hit certain financial markers in the coming years?

There’s a major combine prep trainer in the business who probably asked himself the same question earlier this decade. When I say ‘major,’ I’m talking big, very big. In fact, this trainer was one of the pioneers of the business. I don’t know all the details of how it happened, but this trainer took in investors who wanted to make his service a franchise, the McDonald’s of combine prep. I’m sure they wanted to inhabit several markets, with combine prep the anchor and the multiple jerseys on the wall and various accolades from Hall of Famers as their draw. Well, ultimately, when things didn’t go the way the investors had planned, this trainer lost his brand and had to start over. There’s a happy ending for him — he’s launched another brand, and the contacts and body of work he’s built have helped him get right back on top — but there’s never any guarantee the story ends that way.

So the reason I discuss all of this is that probably once a week in the late spring and summer, I’m approached by agents who’ve had some success, but on a small scale. How do I partner up with a big firm, or get purchased by a corporation, they ask? I always ask them two things.

No. 1, if you were in an investor’s shoes, would you buy your agency? And No. 2, if things don’t go the way you hope, are you ready to walk away from the practice you bought, potentially even having to sign a non-compete that forces you out of the business?

These are the things I grapple with. There is no guaranteed happy ending. As you enter the business and start to take measured steps to the top, consider all sides and all outcomes. I can tell you that while I’m excited about the possibilities as I approach this week’s meeting, I’m also going to be praying plenty about where all this goes.

The Changing Mind of an NFL player

02 Monday Mar 2015

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You’ve heard me say in this space before that players hold all the cards in the agent-client relationship. That’s one reason why this is such a crazy business, and why things are so volatile for contract advisors. I came across a real-life illustration of this last week.

In December of 2013, a first-year-certified agent contacted me to tell me it looked like he had his first client, and he was in an all-star game, to boot. I shared his excitement and congratulated him, but as we went forward with the conversation, it became clear my friend had only received a commitment, and not a signed Standard Representation Agreement (SRA). That’s something else entirely. His would-be client was getting ready to go to an all-star game, a place that would be crawling with agents. Early in the week, agents would be able to access my list of players without representation and cherry-pick the best prospects. I explained all of this to him, and urged him to get a signed SRA as soon as possible.

Well, just as I had feared, disaster struck. The young man went to his game, got recruited by an experienced agent (a good guy who’s also an ITL client) and signed with him. Along the way, he gave his ‘first agent’ some cockamamie story about getting pressured by game organizers to give an agent’s name, and because he hadn’t technically signed an SRA with the first guy, he felt he had to pick representation at the game.

At any rate, I got behind on my agent termination lists this fall and got caught up last week. In the process of doing so, I noticed that the player had already switched from his first agent. That’s not altogether unusual; once a player makes an NFL team, he’s often taken under the wing of a veteran, and one of the first things the vet does is introduce him to his agent. However, it was quite unusual to see that, the following month, he changed again, to a third agent. That made three formal agent agreements (plus a ‘commitment’ to the first agent) in the space of 12 months. That’s pretty wild.

I can’t say this is usual — in fact, it’s quite unusual — but there’s certainly nothing barring him from changing representation every month of his NFL career. Of course, his first agent is still getting paid on the deal the young man signed when he entered the league, but as long as there are agents out there willing to ‘work’ for him without getting paid until his next deal, he can keep firing and signing, firing and signing.

That’s one of the unusual aspects of the NFL, but one you need to understand if you’re weighing becoming a contract advisor.

Young and old agents

27 Friday Feb 2015

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Here’s an observation from my time at the combine last week that may be funny to no one but me. There’s a quick way to distinguish young (i.e., inexperienced) agents from seasoned, experienced ones: what they talk about when they bump into me at a hotel, in a hallway, outside the agent seminar, or whatever.

If an agent is seasoned, at some point, he’ll ask me (or I’ll ask him) how long I’m in Indianapolis (or Mobile, or St. Petersburg, or whatever). If the agent is less seasoned, he’ll pretty much slip into ‘sell’ mode at some point. Let me explain.

More seasoned agents have good clients. They know that some will be drafted and some not, and where they’ll generally fall on draft day. They know the expenses of things, they know best- and worse-case scenarios ahead, and pretty much know the landscape. For that reason, when I bump into them, there’s really not much to say after we cover family, weather, details of their flight in, etc.

I mean, almost all my clients are my friends, and that includes hundreds of agents, many of them some of the bigger contract advisors in the business. We have genuine regard for each other, but it’s almost passe’ to talk about player issues. So we make small talk, which inevitably leads us down the path to an awkward silence, at which point, one of us asks, ‘so how long are you here?’

It’s like pulling the ripcord on a conversation. It’s like reaching for the oxygen mask in a fire. You know it buys you an extra couple seconds while you wait for the elevator, or a client arrives in the lobby, or whatever. It’s not that you don’t want to talk. It’s just that time is limited and you’re not going to go into any kind of in-depth conversation, so rather than launch down a path that could lead to a five-minute dialogue, you try to keep it light. So you ask the inevitable question, unless you’re a new agent.

If you’re a new agent, pretty much any time is a good time to give a point-by-point rendering of your clients’ strong suits. Hey, I understand. It’s exciting to talk about clients, especially when you’re in your first year, and their possibilities. Still, the thing is, I’m not the guy that needs to hear this. I’m neutral in all of this. I’m like a ref. I’m Switzerland. I’m rooting for all my clients, but I have no power over getting them drafted, or signed as UDFAs, or whatever. So I mostly smile and nod when they start in about their players’ 40 times, or how they got jobbed by their coaches, or what a great kid they are, or whatever. I mean, I share their enthusiasm. It’s just that it can lead to long, awkward visits to ‘smile and nod’ land.

I totally (TOTALLY) don’t mean to sound dismissive when I write this. That passion that young agents have is what keeps them going during the challenging times in this business, and those times are many. I want them to be upbeat, and they deserve to be. That’s why I’m always happy to hear them recount their clients’ strengths. It’s just funny to see the metamorphosis as they mature in the business.

Regrets

26 Thursday Feb 2015

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Just got off the phone with a former NFLPA-licensed agent. He got out of the business about three years ago after experiencing some initial success but ultimately realizing that he couldn’t keep up with the financial demands of the business. Here are three things I took from our conversation.

1. He misses the game dearly: My friend didn’t want to admit it, but I know he wishes he were still in. Even though the money associated with the game is daunting (he had several investors, and I doubt any of them got any return on their commitments), there’s just no high like saying you did the contract of an NFL player; that you identified that player as a future star, and he became one; and that you can walk among others in the business and know you are succeeding, if only for a little while (in his case). It’s a non-drug high that never really goes away, as long as you are ‘winning’ in the business. Of course, winning isn’t easy . . . .

2. His strategy was all wrong: My friend eventually got worn down by the chase for the next big prospect. He made choices that ultimately took him down a path out of football. The irony is that he got into the game just before combine training was becoming a major part of recruiting, and was able to sign a player who became a solid NFL starter. Eventually, that wasn’t enough, and he had to chase big names, maybe to satisfy his own ego. Had he tried to find other hidden gems, making a reasonable investment but not breaking the bank, maybe he could have sustained his success.

3. He’s looking for something to fill that void: My friend hasn’t walked away from sports entirely, and has tried his hand at a number of ventures. Some are related to representation, some to event coordination, but none football-related. I know that’s something he misses, no matter what he says. There’s just no other game like football for action, for theater, for all the things young men (and women, to some degree, but especially men) seek in life.

I know I’ve said this often, but if you aspire to make this game your career, know that it’s an addiction you’ll probably carry with you to your grave, whether you succeed or not. I hope you go for it, but if you do, go for it with all your heart, because this is not the kind of career that fits neatly into a drawer or a closet.

WSW: Right Way, Wrong Way

25 Wednesday Feb 2015

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For today’s War Story Wednesday, I want to take you back to something that happened to me last Thursday, less than a week ago.

You hear all the time that in football — as in life — success is built on relationships. You don’t want to burn bridges, and you don’t want to screw people over. You want them to know that they are valued, and that you are worthy of their trust, no matter how big they are in the game. I’d hope people would treat me the same way, which takes me to what happened last week, when we held our sixth annual ITL Seminar in Indianapolis.

We’ve been fortunate to grow in size every year, and this year was our biggest event yet with around 120 people there. I know, that doesn’t sound like a lot of people, but it’s big enough that if you play your cards right, you can ‘hide’ in such a group pretty easily.

Our annual seminar is open only to ITL clients, and I make that perfectly clear, both on the site and in the various newsletter editions I send out to agents and financial planners in the game. I do this because I’m trying to spur business, of course, but also to avoid uncomfortable situations at the door. I don’t want to tell anyone that they can’t attend, though, of course, there are always one or two exceptions.

One ‘good’ exception this year was New York-based agent J.R. Rickert, who’s with Authentic Athletix. Though J.R. isn’t an ITL client per se, we’ve always enjoyed a positive relationship, and his partners have always been clients. For that reason, when he asked if he could join us Thursday, I was happy to welcome him. It’s not something he’s ever attended before, and I was happy to share some goodwill. Of course, there were others who weren’t so fair-minded. There are three examples that come to mind.

One was a group of three people who showed up. They were loosely linked to a combine prep service that has been a long-time client, so when they showed up at the event, I let them in at the request of the trainer. I was a bit frustrated that one invitation had turned into three, but I felt it was the right thing to do to let them in. Of course, I told them that it was normally for members only, and requested that they sign up this week. We’ll see if they follow through on that.

Another was a single, first-year agent. He knows all about ITL and knew the event was clients-only, but I could tell he was trying to play dumb when I confronted him at the door. I asked him to sign up this week — and to his credit, he offered to pay cash on the spot for a month’s subscription, which I declined — and so far, he has not. I made sure to greet him when I saw him later in the week in an effort to show good faith and take the high road, but I’m not going to hold my breath waiting on him to make good on his promise. I don’t think anything’s on the way.

The third person was a financial planner based in the Northeast. For the second straight year, he ducked into my event despite not being a member. He’s clearly trying to get around becoming a client as he likes to show up right before the start, when there’s a long line of people clamoring to get in and things are a bit more rushed. This year, he waited for me to leave the registration table before he made his move, but I saw his name on the admission list, so I know he was there. Next year, I will make a point of confronting him.

It’s not that I’m into confrontation, but there are a couple of reasons I take this stuff seriously. No. 1, this has become a client appreciation night, and I’m not appreciative that he — or anyone else who’s not a client — is taking advantage of that. No. 2, these events are not free, and it’s frustrating that someone would not want to pay his fair share. But the third reason is that I resent the lack of respect these folks have, not just for me, but for the others in the room.

The football world is a small one. As you rise through the ranks and build relationships, make sure not to blatantly disregard civility and fairness. One way or another, it will come back to haunt you. I don’t hold grudges, but I also won’t let these three groups take advantage of me, or anyone I know, ever again.

Three Lessons from Phil

20 Friday Feb 2015

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So last night was our sixth annual ITL Seminar, which we always hold the Thursday night of the NFL Combine. Last night’s featured speaker was Phil Emery, formerly the GM of the Bears. He spoke to the 125 or so ITL clients who made it out to the Indiana Convention Center as part of our annual event. It was very well-received, and we got lots of positive feedback.

As part of his presentation, I gave him 10 questions I always get from young agents and financial planners as well as people hoping to make it in the football business. The first question was, what’s the best way to secure a scouting internship with an NFL team? His answer was lengthy and detailed, and we hope to have it in its entirety on the site within a couple weeks. But there were three takeaways I got just from listening to him, so I thought I’d pass them along here.

1. Don’t say you hope to be the team’s GM: Phil said, as a GM, it was a bit insulting for a young man coming into the game to be thinking in terms of such a lofty position. I think he sees it as presumptuous for someone who hasn’t even achieved a place on the team to be thinking of running the team. He said he wants a young person who is adamant about mastering skills, one by one, that will build a resume over time. So be measured if you’re asked about your goals.

2. You can’t work for free anymore, no matter how badly you want to: Phil said the government has gotten involved here, and for tax reasons, it’s almost impossible to have interns around that aren’t getting (a) pay or (b) college credit. Now, if you get college credit, there’s an excellent chance you’re not getting paid. But without college in the mix, it’s pretty tough. So, free work is one less thing scouting hopefuls have to offer.

3. Don’t hope to make a late-life career change: Phil said teams he’s worked for get letters all the time from highly successful people who are ready to throw away their life’s work (stock analyst, medical professional, whatever) to become scouting interns. Literally. He’s seen lengthy, detailed letters from people who claim their passion has always been football, and that they are ready to start over. Phil said that if it were really their passion, they wouldn’t have waited until mid-life to pursue it. As tough as that is to hear, I think there’s something to that. We all have only so much time, and scouting careers aren’t built over night.

These are just a few of the gems we got last night. We’ll have more for you when we get the film up. We promise to put selected passages on YouTube and, hopefully, the entire presentation on our site. We’ll keep you posted.

 

WSW: Interference

18 Wednesday Feb 2015

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I mentioned late last week that I conducted interview skills training for two young men who’ll be in Indianapolis this week, SFA OH Gus Johnson and Texas A&M OH Trey Williams. Here’s the video, if you want to check it out.

My film guy, Chris Bailey, is a longtime friend of the family who also works with my wife at our church. However, he’s also a highly accomplished back judge in the Texas high school football ranks, annually working several games per week plus top playoff games. He’s also a college ref, and there’s a great chance he’ll be a full-time member of a Big 12 or SEC crew someday soon. At any rate, he’s a veteran of the high school game in Texas. Last Friday, we were setting up for the shoot when Chris realized he had worked a game during Trey’s senior year at DeKaney High School in Spring, Texas.

At one point during that game, Chris recalled Trey taking the ball in the backfield, breaking through the line and into the open field. As defenders gave chase, Chris realized Trey was running directly at him. This meant Chris had to keep up with a young man who can probably run the 40 in the 4.4 range, only Chris had to do it while backpedaling.

As Chris maneuvered backwards, he changed direction to avoid the oncoming rusher, but Trey shifted and ran straight at him. Bewildered, Chris shifted again, and so did Trey. At this point, Chris peered into Trey’s face mask and realized the young man had a broad grin on his face, even as he took it to the house. Chris wondered, is he messing with me?

After the game, Chris caught up to Trey. “Hey, why wouldn’t you let me get out of your way?” he asked.

“Aw man, you were my blocker!” Trey responded with the same broad grin.

Chris hadn’t realized that as he backpedaled, he had shielded Trey from pursuing defensive backs.

Trey’s a pretty resourceful young man. Remember that as you’re watching him do his thing at Lucas Oil Stadium Saturday when he runs for the scouts (and the cameras) on the NFL Network as part of Group 6.

What Happens in Indy

17 Tuesday Feb 2015

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There seems to be a lot of confusion about what people in the football business do in Indianapolis (besides freeze) during combine week. Let’s try to clear that up today with a very brief overview.

If you’re in Indy for the combine, you’re in one of four groups: player, media, NFL, agent or vendor. There are others who show up to be part of the mix, but that’s pretty much it.

Players, obviously, are there to compete and put up numbers. They are there for four days. The last day is always the day they go to Lucas Oil Stadium and run, jump, etc. The first day is the travel day when they fill out all the forms, make sure they’re fitted right, etc. Somewhere in those four days, they also go to the hospital and get all the medical stuff taken care of. They also are interviewed extensively by NFL teams, either as part of the scheduled session the combine sets out or as part of an individual session an interested team schedules.

Most players also are run through the NFL media room, where there are hundreds of credentialed writers and broadcasters there to ask questions, get video, do interviews, etc. The bigger players are sent to a podium, where they get the full treatment in front of a panel of cameras. The lesser players wind up getting placed at tables where they are interviewed one-on-one, mostly by local writers and media.

If you’re NFL media, you’re pretty much stuck in that room in Lucas Oil Stadium for three days, because they bring the players to you. What most writers do is get tons of quotes from players that they have ‘in the can’ as they do features later throughout the spring.

For agents, the schedule varies. The biggest event of the week is the NFLPA seminar, which is always held on the Friday of the combine. All contract advisors have to attend at least one meeting per year, and this is the one that most attend; the other two are in Las Vegas the weekend before the draft and in Baltimore in mid-May. Most of the agents at the seminar don’t have clients at the combine, so they arrive Thursday night, go to the seminar Friday, then race to the airport that afternoon.

Seasoned agents do things a little differently. There is a lot of meeting and schmoozing with league officials, especially for those agents who have players awaiting free agency in a few weeks. The more connected agents also sit down with scouts and NFL executives to bang the drum for their clients. Usually, agents will hang around at least until their client works out, though there’s really not a lot they can do for them. At the combine, it’s all about what the player does in Lucas Oil Stadium.

If you’re NFL — scout, executive, coach, other league official — your routine is pretty simple. You go to Lucas Oil Stadium early in the morning, watch players participate in drills all day, meet with your team, then hit the nightlife (or go to bed). Workouts start Friday and continue through Monday. These days, fans can pretty much see everything the scouts are seeing because it’s all broadcast, but I can tell you there’s one person who won’t be watching: me. I used to sneak into the combine in the early 2000s, and to me, if you want to REALLY get bored, watch men run 40 yards, time after time, all day. It was complete drudgery. I’d rather have nails driven through my eyelids.

If you’re a vendor, you’re pretty much in one of two places, either the Omni Hotel or the Indiana Convention Center (ICC). The ICC is where we’ll be holding our seminar Thursday evening, and we’ll be in amongst several people trying to pitch weight training, mental skills metrics, and other services to NFL types. In the old days, vendors were practically stacked on top of each other because the RCA Dome was connected to the ICC, meaning all scouts had to parade down the hallways to get out of the building. These days, there’s not the same traffic, but you still get some vendors who don’t want to pay Omni prices that use the ICC.

The Omni is kind of the ‘hangout’ for people when they’re between drills or looking to hook up with friends in the business. It has a big lobby with plenty of suites, and Nike always sets up there, as well as several other more non-descript services. But the big win with the Omni is that you’re in the middle of the action. I like to hang out at the Omni on Saturday in the room behind the lobby. The wi-fi is free, and everyone comes through there. It’s the best place to catch up with all my clients and friends.

Combine Week vs. Senior Bowl Week

16 Monday Feb 2015

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Well, I leave Wednesday for Indianapolis. It’s National Invitational Camp (the official name of the combine) week. Combine Week is the second-best week of the year to someone like me after the Senior Bowl. If you’re a person who’ll be in Indy this week trying to make connections, let’s talk a bit about how it differs from Mobile.

People think of the combine as the biggest week in football, at least from an NFL standpoint. The thing is, there are two ‘parties’ for the NFL, and they are the Senior Bowl and the combine. You’re pretty much going to get everyone from the NFL at both of these events, with two major differences.

One, at the Senior Bowl, two teams are still alive, so their staffs are a little abbreviated. You won’t see any of the coaches from those teams, and you might not see as many scouts or the GM.

Two, I always describe the Senior Bowl as a football party where everyone is invited, and to some degree that’s true. It’s far more ‘open’ and if you’re at least peripherally associated with the game, it’s relatively easy to get credentialed. It’s also true that the people of Mobile are super-friendly but also very welcoming and hospitable to football folks, because the Senior Bowl is the No. 1 event on their social calendar (though they take Mardi Gras pretty seriously there, as well). Each night, there’s a gala event sponsored by some major part of the football industry, and it’s by invitation only. People come out in their suits and evening dresses and it’s clearly a big deal.

On the other hand, at the combine, if you don’t have a badge around your neck, access is very limited. You won’t get any farther than the front door of the players hotel if you don’t have an NFL credential. You won’t get past the entrance to Lucas Oil Stadium if you don’t have a media badge. You won’t get into the NFLPA seminar without signing in and showing that you’re an agent.

Probably the biggest difference between the two is that in Mobile, the big event of the week is relatively open. Even if you don’t have a badge, you can come in and watch practices. And if you want to hobnob with NFL types but don’t have any real connections, you can just go to the team hotel, the Renaissance, and you’re good to go. At the combine, you’re not getting into the stadium to check out the workouts unless you work for the NFL or have otherwise obtained a badge, and they’re not so easy to acquire. Meanwhile, because the city is a bigger and more spread out, there’s not one hotel where everyone hangs out. I guess the closest thing to the Renaissance in Indy is the Omni; it’s become the place where all the vendors hoping to attract NFL business rent space and set up suites.

I’ll try to check in frequently from Indy this week, but don’t hold me to it. It’s going to be busy, but also fun. As always, I’ll let you know on Twitter whenever I’ve got something new.