A Letter on (Dis)loyalty

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Today, as I sent emails back and forth with one of my longtime clients in the NFL financial planning square, the tone of things changed rather quickly, and he asked if I could address loyalty, or, in his words, integrity, on one of my platforms. Here’s what he wrote:

“I think the lack of integrity on the players’ part would be an interesting discussion. We all have been fired, it is never fun.  Agents get it worse than we (financial advisors) do, for sure.  But I think most would agree that a notice from the player would go a long way. “Hey, I appreciate everything you have done.  My decision is final but I want you to know I am taking my business elsewhere.”  Stinks, but that is a WHOLE lot better than getting a notice by the NFLPA or an ACAT e-mail (email that tells an FA the account is transferring out).

“Me personally– I’ve had a player stay at my house, I went to see the week before my wife was due with our first child (you know that baby could arrive at ANY minute), thought highly enough of me that he referred 5 other players—he fired me with no warning.  Not even a text message.  Still to this day no clue why it happened.

“So I would be interested in war stories/theories as to why players have no integrity when it comes to business.  Is it upbringing?  Is it they have been pampered the whole way up and never taught about integrity?  I doubt that, coaches take that pretty seriously.  Lack of maturity? Food for thought.”

I gotta tell you, this topic is one that’s regularly discussed in the business. There’s a general lack of decorum when it comes to terminations (actually, player-advisor relations in general) that is getting worse instead of better. In fact, I would say the two reasons most often cited by people getting out of the business is (a) the money involved in earning clients and (b) the difficulty in maintaining them due to the lack of respect many players have for the relationship.

My theory on this is that all their lives, elite athletes are use to getting their way. Very rarely in modern society is a great athlete told ‘no.’ For that reason, they start thinking it’s an entitlement to be told ‘yes.’ It’s rare for players to grow up in the warm sunshine of preference and not become impossibly self-centered. Only those whose parents did an exceptional and intentional job of keeping them grounded wind up handling this kind of attention.

For what it’s worth, offensive linemen seem to be the exception to ‘great athlete’ syndrome. For whatever reason, regardless of race, socioeconomic background, geography, or any other factors, most O-linemen seem to be understanding, deferential and even respectful to the people who manage them. Of course, there are always exceptions, but this is why I always recommend a new agent’s first client be a center, guard or tackle.

Need answers? We need questions

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In this space, I normally try to provide answers to questions I’ve received over the years, or guidance where I think it’s needed for people aspiring to make football their lives’ work. Today, I guess, I want to make sure I’m covering everything you, my reader, needs.

On Tuesday evening at 7:30 p.m., as I’ve already mentioned, I’ll be interviewing former Redskins, Texans and Lions pro and college scout Miller McCalmon for a presentation before the Rice University Sport Business Society (it will be in Herring 100 if you’re in town). It will be called ‘Inside the War Room,’ and among the things we’ll talk about is Miller’s career in scouting, from being required to get a $10,000 line of credit to be considered for an unpaid internship with George Allen’s Redskins to being in the room a week before the 2006 NFL draft when a running backs coach — of all people — helped convince the team that N.C. State DE Mario Williams should be the team’s No. 1 overall pick, and not Heisman Trophy-winning USC RB Reggie Bush.

Of course, because this is an Inside the League event, I want every student and young professional who attends to have a better understanding of what it takes to work in professional football and, more importantly, how to get that ‘big break’ that could launch your career. As such, I need questions from you, my reader. What do you wonder about? What strategies are you considering? What is precluding you from ‘going for it’ and pursuing an NFL career, and what do you need to know to help you make up your mind?

Of course, there are other questions I haven’t even thought of, and that’s why I need you to go here and add yours. I’ll try to pick at least one (and maybe several) to pose to Miller, and we’ll bring his answer back to you in this space. For what it’s worth, we’ll also be posting video of the entire program on our YouTube channel sometime before Christmas, so stay tuned for that, too.

I’ve found there’s nothing more riveting than talking to a seasoned veteran of player evaluation; their old stories and experiences offer a treasure chest of insights and bits of information that are tantalizing to a football junkie like myself. I think you feel the same way. Help me get information that will make a big difference for you professionally next week by sharing your questions here.

WSW: The Economics of Representation

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I don’t have a war story today, per se. Instead, I hope you’ll permit me to pass along my dissection of a conversation I had with an agent from a top-10 firm today.

  • I’m always getting asked by new agents how much money they need to recruit a player. Well, based on the phone conversation I had today, the figure his firm uses for budgeting is $35,000/player after the signing. This firm doesn’t cheat, but I’m still presuming the recruiting costs per player (which probably involve at least 2-3 visits each with probably 2-3 representatives) are around $3,000-$5,000 after you consider plane flights, hotel stays, meals and rental cars. This agency recruits players that range anywhere from 1-50 in the draft (from the first pick in the draft to about midway through the second round). So basically what I took from that is that if you want to recruit a first-rounder, the baseline is a commitment of about $40,000 to get you to draft day.
  • I should mention two others related things. His agency doesn’t pay signing bonuses or stipends, which typically run in the five figures. If you’re a new agent with a limited client list, you’re definitely going to need to figure that into the cost, just as a sweetener to get the kid to consider you. That number could range into the tens of thousands, but let’s just say $10,000, for a grand total of $50,000/player.
  • The other thing he added is that if the kid falls to the third round, the $35,000 becomes a break-even figure. The kid has to go in the first two rounds just to turn a profit. Now, as you know, a first-rounder in December is just a bad combine, a failed drug test, an arrest or a pulled hamstring on pro day away from the third round (or worse) in April. There are no guarantees in this business, except that bills will come due and you better pay them.
  • There’s one other consideration. If you don’t have a client list ranging around 20-30 active players, you have very little shot of signing a player in the top 100. You’ll also need to spend, I would estimate, 100 hours on the phone with him and/or his parents. These are the non-money costs of recruiting.

We’ll get back to other aspects of the football industry in Thursday’s post, but I wanted to write about this while it was fresh. I hope you find it insightful as it pertains to your place in the football world.

The Big Bucks

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A couple years ago, I was having a phone conversation with an agent who’s a longtime friend and supporter of ITL. We often talk generally about the business (he’s an avid reader of this blog, too). In our discussion, he asked me how many of the almost 800 agents in the business I thought were making more than $100,000.

I guessed high and said 100. He laughed and said it was a fraction of that, maybe 20. I’ve often gone back and thought about that. If it were possible to track such things, who was right? My friend or me?

I thought about this when I tripped across this link while browsing the web earlier today. I knew the big movie stars were making a killing and the big directors and producers, too, but it was interesting to learn what agents make. Now, I must caution you that I don’t know anything about how the agent business works in entertainment, or how many agents make this kind of dough, or how long it takes to build to that level. Still, it was interesting stuff.

A couple weeks ago, I texted a young woman who had expressed interest in representing athletes in the past. I wanted to know if she had taken the NFLPA exam this summer, and her response was interesting. “I’m still deciding if I want to be (a sports) agent” she texted. “Our entertainment side has grown so much and is more lucrative.”

She went on to say that her agency was considering “(divesting) wholly of the sports side. 1% with 40+ hours a week is probably not the best business decision for us right now. It’s a bummer because we love it, but the opportunity cost is rough to ignore.”

I subsequently sent her a text on Nov. 2 asking if she’d gone through with the NFLPA exam, and she never responded. I guess that answers my question.

I know I strike a negative tone at times in this space, and I don’t mean to be discouraging. However, I do want everyone considering this business to know the risks, to give themselves time to prepare for this business, and to understand that it takes a special kind of passion to make this career work.

 

Face time

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Today I had a conversation with a friend of mine who’s between jobs in football right now, and starting to look outside pro football for a way to support his family. However, before he completely moves on with his life, he wants to give it one last shot, so we talked today about how he might get in front of some real difference-makers, and our discussion turned to the Senior Bowl.

There are a lot of college all-star games, but only one Senior Bowl. It’s the one place you can go (outside of maybe the combine) where you know you’ll see representatives from all 32 NFL teams and often their decision-makers (the GM and/or head coach), plus a good number of top media types who are there to get interviews and chronicle things. The Senior Bowl may be the last, best-kept secret in pro football. It’s like the Super Bowl, but for people inside the game. I’m always hearing about people who want to crack the NFL, and they go to the Super Bowl and hope to bump into someone. To me, that’s a mistake. I’ve never been to a Super Bowl, but I’ve been to every Senior Bowl but one since about 1999.

The best part about the Senior Bowl is that you don’t have to have credentials to ‘get in.’ Practices at Ladd-Peebles Stadium are open on one side of the stands, and every day, lots of students from nearby high schools, fans, parents of players or whatever show up and check out the proceedings. Meanwhile, the team hotel is pretty much where everyone congregates. It’s very similar to The Omni in Indianapolis at combine time. Though the Omni is not where combine invitees stay, it’s become the place where football types seem to congregate. The Renaissance Riverview Plaza, which does house the players, is the nerve center in Mobile. Especially early in the week, it’s the place to be, hands down. At some point, everyone moves through the Riverview. I always tell people that the first time they pass Bill Belichick or Michael Irvin or whoever in the john, they’re starstruck; the second and third times, you’re more like, ‘get out of my way.’

At any rate, getting your foot in the door with top agencies or NFL teams involves cutting through the clutter and getting face to face with someone who can make a decision. While that can be daunting, you don’t get a hit if you don’t get an at-bat. If you’re thinking the NFL is the only way you can fulfill your life professionally, start by thinking of a way to get to Mobile.

More from Miller

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I wanted to pass along a few more thoughts from my lunch with former NFL scout Miller McCalmon, whom I’ll interview for the Rice University Sports Business Society on Tuesday, Nov. 18. One of the striking things from our two hours-plus conversation was how big a role the team’s owner can play, even in personnel matters.

Miller was with the Texans for their 2006 draft, which netted them LB DeMeco Ryans, OT Eric Winston, TE Owen Daniels and, of course, DE Mario Williams. Not only are each of them still active today, well beyond the average length of an NFL career, but they were instrumental in the team’s run of success in the 2011 and 2012 seasons. Though he was on the pro side, he was brought in to help on the college draft that year as the team tried to decide what it would do with the No. 1 pick. That year, of course, the media already had the Texans with Heisman-winning running back Reggie Bush on the heels of his sterling junior season at Southern Cal. But the team was very dilligent in its selection process, and wound up selecting Williams, to everyone’s surprise.

What caught me off-guard is that Miller says owner Bob McNair was part of the decision-making process. He didn’t make the call on who the team would take, of course, but he did take part as, a week before the draft, two of the team’s coaches made lengthy cases each for Williams and Bush. McNair took in all the points made during the video, heard the coaches point out the qualities that made each special, and considered the impact each would make on the team.

That year, like this year, there was a talented local quarterback that people around Houston hoped the Texans would take; in 2006, it was Texas’ Vince Young, while this year, it was Texas A&M’s Johnny Manziel.  The difference is that while McNair never pressured GM Charley Casserly or head coach Gary Kubiak into selecting Young, it’s been widely reported that Titans owner Bud Adams was pretty heavy-handed about his desire to take Young, a Houston high school legend. Maybe that’s why the Texans’ dip won’t be as pronounced as the Titans’ struggles have been.

On the other hand, Miller also worked for the Lions. Detroit’s ownership, the Ford family, has been aggressively hands-off for the most part, and that hasn’t led to results, per se. I guess it’s always hard to draw conclusions, and one size doesn’t fit all.

 

WST: Relationship-building

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On Tuesday, Nov. 18, at 7:30 p.m., I’ll be interviewing former NFL scout Miller McCalmon before an audience from the Rice Sports Business Society. We’ll talk about his experiences in scouting and he’ll tell a few war stories, as well as imparting his advice on how to break into the the sports business in general and professional football specifically. Today I did the pre-interview over lunch at a Houston restaurant.

I’ve interviewed five or six former NFL scouts (and have the videos archived at ITL), and every time I do it, the pre-interview is a lot of fun for a football weirdo like me. You get to hear all kinds of stories about players and front office types that you’d never read anywhere else, and I always learn something, or at least get something reinforced that I already know. Today was no exception.

Miller has almost four decades in the game (38 years, to be exact). His story of getting hired by the Redskins as a scout (his first job in pro football) will probably turn up in a War Story Wednesday one day because it’s quite interesting, but the real takeaway I got from his story was that he came in just one year ahead of Charley Casserly, who went on to be a GM with the Redskins and Texans. They were both hired by legendary Redskins head coach George Allen, and that’s about the last time Miller got a job from someone he didn’t know beforehand.

At that time in the early-to-mid 70s, Miller was head coach at a high school in Colorado, but wanted to move over to college coaching. He went into scouting because, frankly, Allen regarded the draft lightly and sent his interns into scouting. Miller eventually moved on to other teams (the Bills and Colts) before getting back into scouting with the Redskins. At that point, Casserly had moved up the ranks, and brought him back to Washington. Later in his career, Miller was working with the BLESTO scouting service when Casserly came to Houston to launch the Texans franchise as its GM and hired him again, this time as a pro scout.

After the Texans scouting staff got sacked in the late ’00s, Martin Mayhew had risen to GM in Detroit. Mayhew had played for the Redskins when Casserly and McCalmon were in Washington, and even interned in the front office at one point. Through that connection, Miller was able to finish out his career with the Lions before retiring in January.

If you read this blog regularly, you know that maintaining relationships and building strong bonds with your coworkers is a recurring theme. I thought I’d pass along today’s story just to reinforce that lesson.

 

 

War Story Weds: Desperation

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In my newsletter for parents of 2015 NFL draft prospects and the prospects themselves, I’ve been talking a lot about the all-star game process. How do invitations work? When do they come out? Who are they sent to? What if I don’t accept? What if I accept later? There are dozens of questions associated with the all-star process, and plenty at stake for those who don’t make the right moves, act promptly, etc.

These recent editions of my newsletter have been met with plenty of emails, calls and texts from readers. I’m glad to get these questions. It’s much better to handle these issues now, in early November, than some time in late December or even early January, when it’s far too late. Whenever I’m talking to parents concerned about their sons’ place in the process, it reminds me of January 2007.

I was working on my first-ever game here in Houston, the Inta Juice North-South All-Star Classic. It was pretty heady stuff for me back then, as I’d just launched ITL a few short years beforehand and I was already playing a central role in filling the rosters of a game that real NFL scouts would attend. It was a fun fall and winter. Part of what made it fun was that there were two games we were competing against for talent, one in Las Vegas and one in El Paso.

At times, we would hear that others were saying our game wouldn’t be played. This infuriated us, but there was little we could do about it. At the same time, we were hearing that the other two games wouldn’t be played. We had no way to know if this was true or not, though I’ll admit we had a lot of fun considering the possibilities of one or both games falling through.

As the weeks progressed, we moved closer and closer to the game itself in early January. We were scheduled head-to-head with two contests that year, the one in Las Vegas and the Hula Bowl in Honolulu (which, ironically, I would run the following year). On the Friday before our players were scheduled to start arriving on Sunday, we started to get credible evidence that the Las Vegas game would, indeed, be cancelled. Very soon, the phone calls started poring into our office line.

We fielded probably 70-80 calls that Friday night from people, mostly parents and the players themselves, that were irate, devastated, shocked, tearful, or all of the above. We wound up taking calls until around 1 a.m., then trudged home, bleary-eyed and empty. But the real calls started the next day.

When we arrived at the office that Saturday, we had more than a hundred messages (there’s no telling how many actual calls we had received). The voice mails they left were an incredible mess. Callers talked of suing the organizers of the Las Vegas game. They boasted about how scouts were infatuated with their sons, who would be a credit to our game. They begged. They pleaded. They threatened. Sometimes, they threatened, then called back, apologizing and begging to be invited. Some offered money. Some parents cried during the message. Some screamed. It was amazing. We wanted to help, but we were trapped. We wound up adding a handful to our roster, but couldn’t help many. The others, I guess, tried different options, but I doubt many of them found another game.

This wasn’t a life-or-death situation, but it sure felt that way to those parents and those players. And while no one could have predicted that the Vegas game would fail, and so late in the process, it does help to get as educated as possible on these games and really know the ins and outs of things.

If you’re a parent who’s got questions, I’m here to help. Reach me at nstratton@insidetheleague.com

Knowledge is power

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On Monday night, I spent an hour on the phone with a new agent. It was really refreshing.

This agent had lots and lots of questions, and she was clearly taking notes as I discussed the various answers to her questions. There are a lot of people who come into this business thinking they already know the answers. There are still others who’ve spent a little time in the industry and think nothing’s changing. Wow, is that ever wrong. . . .

Here’s an example. There’s a new all-star game added to the slate this year called the College Gridiron Showcase (CGS). This is the fifth game in January and will take place the same week as another game, the Medal of Honor Bowl, which was pretty well-received in its first year (2013). It would be easy to dismiss a new game, and already I’ve gotten lots of questions from clients asking if the CGS is even worth considering. I’m sure lots of agents don’t even know about this new game, and others have already dismissed it as a waste of time. This is where it’s an advantage to stay up to date on the business.

Though the CGS is a new game, the people running it aren’t new. The organizers have spent a great deal of time putting all the pieces in place, and have developed a solid base of sponsors to help give them the resources to do a good job. One of the game’s co-founders is Craig Redd, who’s himself a former NFLPA-certified contract advisor who knows the drill quite well (in addition to being a high-character, standup guy). Among Craig’s smart moves is bringing in John Murphy to run the personnel side of things. In addition to being the Assistant GM of the CFL’s Calgary franchise, John has been involved in more all-star games than I can count. He’s super-familiar with the process and knows what NFL talent looks like.

I haven’t personally checked out the hotel sponsoring the game, but I’m sure it’s more than adequate. They’ve been smart about assembling broadcast partners, and they’ve got a good field for the game. They’ve also been aggressive about reaching out to NFL teams and they’ll have a great group of scouts there. But you might not know that if you don’t read ITL (sorry for the shameless plug), or if you are serious about staying up to date on things.

If you read this blog regularly, you know I feel that you can be successful in the football business, but you must be vigilant about information-gathering to ensure victory. This is just another example of that. Don’t ever presume the learning process has ended and that you know all you need to know.

Endorsing early exits

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Now that we’ve reached the start of November, college players are starting to think post-college playing days. So are all-star game organizers, and slowly but surely, news is starting to trickle out about all-star game invites. One such invite caught my attention last week.

The NFLPA Collegiate Bowl, currently the No. 3 game in the all-star cycle, invited Syracuse FS Durell Eskridge to play in its game slated for Jan. 17 in Los Angeles. Normally, that wouldn’t be a big deal. What makes it a little unusual, however, is that Eskridge will not (technically) be done with his playing career in January, as he’s a redshirt junior.

As the college game moves inch by inch into an official minor league for the NFL, I guess this isn’t particularly surprising. However, it is disappointing. When the Senior Bowl began inviting redshirt seniors to its game in 2013, it was billed as a special circumstance, and one only arrived at after receiving permission from the school’s head coach. What’s more, the player invited only received his invite after the season and after he’d already declared his intention to enter the draft a year early. To my knowledge, Eskridge has made no such declaration, though given that the NFLPA has deemed him to be a legitimate NFL prospect, I’d be surprised if such an announcement isn’t forthcoming.

Look, I know these players aren’t competing in major college football for the fun of hanging out with their friends, but it’s still a major leap to start inviting players who could conceivably improve their lots in life by spending another season on the college level. Of course, in its zeal to show that it hosts the biggest and best all-star game, the NFLPA has already shown an inclination to invite juniors in its own, ham-handed way several years ago.

This resulted in embarrassment and a scarcity of NFL scouts at the game in 2012, but the PA appears to be headed to no such change of direction this year. It seems to be juniors invited, full speed ahead.

In the grand scheme of things, I guess this matters little. However, as this policy is expanded and the other games fall in line, inviting their own juniors and eventually even encouraging underclassmen to leave early, it’s going to be a net negative for the game, in my opinion. But time will tell. Hopefully, there will remain at least a few collegiate players who take the long view on an NFL career. We’ll see.