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CHAPTER
10
AGENT
The primary function of an agent is to secure
work for the client. Many agents
carve out their own niche by specializing in
international tours or representing clients
for film, television, and advertising work. At a
large company, agents usually focus on
a particular region of the country and work
with fellow agents to book cross-country
tours.
AGENT · BOOKING AGENT ·
INTERNATIONAL AGENT
JOB OVERVIEW
The agent routes tours, and negotiates fees and
contractual obligations for musical
artists' live performances.
PREREQUISITES
"You've got to have a very strong work ethic,"
says Buck Williams. "This is not a 9
to 5 job. You've got to be willing to work
seven days a week. Whatever hours it takes
to get the job done. You have many shows to
attend and there is a lot of travel. You
have to have good phone skills; be able to talk
with people. You have to be a good
people person in order to not only sign talent
and get people to believe in you, but
also to get along with the people you're
selling to. You have to be able to negotiate,
not just demand, but negotiate."
A DAY IN THE LIFE
Williams begins his day by organizing his phone
list and resolving leftover tasks
from the previous day. Then he works from the
East Coast to the West Coast, because
of the time differences. Throughout the
afternoon he may route a tour, negotiate fees
and other contractual obligations, or get
confirmations for dates. Every Tuesday
Williams has a strategy meeting with his entire
staff to plan tours and go over
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