One classic story I’ll never forget from a very high quality, successful agent. He had deep connections to a certain university and represented several NFL players who had attended that school. When he pulled up to the house where his targeted player was living, he noted a number of very expensive cars — in the driveway of a house that looked as though it might collapse at any minute. He didn’t even bother going inside. The player turned out to be a first-round draft choice, but was out of the league (and almost broke) within three years.

Agents just looking for a paycheck usually don’t last very long in the profession. Clients should be looked upon as long-term investments and/or people with whom you’d like to build personal relationships.