EXECUTIVE SUMMARY:
Ever wonder what it would be like to be a sports agent? You could start your own agency and begin recruiting or work for an already established agency. In one scenario, agents will enter the industry with one sport in mind and slowly branch into other sports. In a second scenario, sports agents might spend their time recruiting all sports to find their “bonus baby.” I decided I need to do some research on my own to find out exactly what agents in the industry thought were the best methods for becoming a successful sports agent. With a background interest in becoming a sports agent myself, I reached out to agents I had previously become acquainted with and ask them to fill out an online survey about their thoughts on the industry. Based on the results received, we can see that neither scenario standing alone is based suited for entry into the industry but rather a combination of both scenarios is more likely to ensure long term success.

TSBX Special Report: So You Want To Be a Sports Agent

All photos are courtesy of CMU University and Athletics Communications.

Update: CentralMichiganLife has an excellent slideshow with more photos from opening night.

When thinking about our daily lives, seemingly everything is at our fingertips. You want to watch last week’s “The Office” episode. Well it’s on-demand with every cable provider or you can watch it on your smart phone off NBC.com. You just heard a song you like on the radio and you hold up your phone to find out who sings it and how you can download it.

Technology has advanced immensely over the past five years. So it always seemed strange to me that when it came to buying tickets for any event, you could never purchase the exact seats you want. On top of that, you never had an idea what kind of view you’d be getting once you did take the “Best Available” ones.

That’s why I think the announcement last week that IOMEDIA and Ticketmaster are partnering to provide fans the very best ticket buying experience is an important one. For the first time ever, fans will truly have the power to spend what they want, where they want. No longer will season ticket holders have to come down to the stadium or arena and put thumb tacks in the back of seats for the upcoming season. They can save time and gas money by doing it all online.

Obviously I’m a little biased since I work for IOMEDIA, but this is exactly what I was begging for back when I was in high school trying to buy Mets tickets with my dad. We loved the back row loge seats at the old Shea Stadium, but being able to get the actual seats we wanted was near impossible. The only way to do it was to call and speak to a representative and then ask about a bunch of sections and rows….sort of like a guess and test. It was a process that took 30-45 minutes each time. And when you’re 17, and you just got your New Jersey driver’s license and a 97 Camry to go along with it, you have better things to do.

Eight years, 30 pounds and slightly more facial hair later, the sports ticketing industry is finally catching up to the rest of the world when it comes to technology. I’m just glad to be a part of it, because a few years from now, we’re all going to be wondering how did we ever buy tickets the old way.

• Connecting with people and then nurturing those relationships
• Tapping into the hidden job market through other people (learning about opportunities never advertised!)
• Learning about career fields and jobs
• Pooling resources from an ever-growing number of sources (ones you never thought of)
• Figuring out how to be creative in reaching out and expanding your contacts

Networking is not asking for a job, walking into someone’s office, sending a resume or making a cold-call.

A few of the key benefits of networking are that most jobs are never advertised (it is estimated that about 10-15 % are advertised in print and another 10-15 % online). Through networking with others you not only are able to learn about specific positions, companies, industries, career fields and career paths, but you are also able to gain insight into current industry trends without the primary focus being to land a job. You gain a sense of the career field, the company culture and figure out if you are a “fit” with a specific company. By reaching out to your network, and expanding to others, you get your name out there and open doors to others. By letting people know you are actively networking, your contacts are likely to think of you when they hear about appropriate job opportunities. Finally, networking allows you to gain confidence in your ability to describe your interests, skills and value when meeting others. 

Networking is not for everyone and many people really hate it or simply don’t do it because they say they aren’t good at it. Here’s a list I recently read of why people hate to network: 

• Fear of rejection – using appropriate networks and techniques, this is unlikely. What’s the worst that happens if someone refuses to meet or speak with you? Move on to someone else, but don’t give up too quickly. An email and follow-up calls over the course of a week or two are not overdoing it.
• Fear of failure – there is no failure when the goal is appropriately set. What is your goal in networking? NOT to find a job, but to gain the exposure and to learn as much as possible, and to build relationships.
• Fear of sounding / appearing “stupid” – networking and informational interviewing are sound, legitimate job search techniques. If you are prepared (knowing yourself, knowing a bit about the target industry or company, and having intelligent questions to pose), you will effectively articulate your goals and come away from each “meeting” with information and additional contacts.
• Fear of bothering / taking up someone’s time – think of networking reciprocally! You are wisely utilizing someone’s time. Your contact would not agree to meet with you if s/he weren’t willing to help. That contact may come to you for help sometime in the future, and you will undoubtedly return the favor!
• Fear of making a negative impression – unlikely if you are well prepared for the meeting. However, just like a “real” interview, you might not connect with the interviewer. Focus on positives and the goals you have set for the meeting.
• Fear of being asked questions – It is very likely that you will be asked questions about yourself and your career goals. Be prepared to answer sincerely.
• Fear of overstepping boundaries – think of informational interviewing simply as a way to gather information; prepare questions that engage your contact and result in better mutual understanding. Stay away from inappropriate questions such as personal salary inquiries or requests for specific job help. Everything else that enhances your understanding of a person’s career, current position, company or field is legitimate.
• Fear that it is a barrier to a “real job” or that it doesn’t count! Too many people network their way to their next job through this process for it NOT to count! For younger people and career changers, this is the best means to learn about new career fields, jobs, companies, trends, and more. For other job seekers, it is a critical step towards making the connections that may count immediately or at some future time.

So, how do you take this advice and make it work for you at an industry/trade networking event like “The Business of Sports” that you may be attending this Wednesday?

You need to be focused on what your “elevator pitch” is when you meet people, but be sure to make it brief. Plan and practice your opener. Discuss with a friend, colleague, or counselor first if desired. More importantly, after you finish your pitch, take the time to listen and learn about the people you are meeting.  Many people just talk about themselves, where they worked, what they did and that is OK if you are responding to their question, but be succinct.  If their company or job is of interest to you, nicely ask if you could have their card to follow up with them. Do not ask them for a job right on the spot (which believe it or not people do). If you get a sense from listening to them that they may know someone at a company you are interested in, it is appropriate to nicely say something like, “Wow, that’s interesting. I was wondering in your role if you might know anyone at X company. Whom do you recommend I contact for additional information?” .  If they agree to help, YOU should offer to do the follow up.  This applies also when meeting someone during a networking meeting.  The people whose advice and assistance you are asking for are often busy.  If you make the follow-up easy for them, it will not be a burden for them to help you.  “That’s great, I’ll follow up with any email”.  They are helping YOU so it is critical to make this as easy as possible for the other party.

Make sure you have biz cards on you so people can follow up with you. As you meet people, or follow-up with them following an event, you should also ask if they are aware of any other trade/industry organizations that might be helpful in your networking efforts/job search.  Following the event, jot down a few notes on the back of the card to remind you where you met them and what the follow up action is. This might sound silly, but I attend a lot of events and it’s helpful to remember this info. And finally, when you get that networking meeting, remember to establish  your credibility and honesty.  State your background relative to the area of which you are speaking. Be clear you are involved in a job search.  Make sure your request is non-threatening. You are asking for information with no expectation of possible job openings or referrals.

Be yourself, have fun at the event and make sure if you tell someone you will follow up with them you do. Be persistent with your follow-up but not pesty!  Maintain connections. Nurture the relationships by staying in touch and letting them know where you “land!”   And last but not least, BE PATIENT.  Networking takes time but the benefits can be HUGE.  Good luck!!

Bess can be contacted at bessbrodsky@aol.com.