🔁 RECAP: How do you become a Super Agent?

Welcome to Dealmakers with Alex Segal ✍️, a Substack on the realities of being a talent agent, packed with weekly insights to keep you ahead of the game 🚀.

Having negotiated £40m+ in talent deals 💼 and grown company turnover 5x in 5 years 📈, I am sharing my experiences and knowledge of 17 years representing some of the biggest stars in the UK.

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🔁 RECAP: How do you become a Super Agent?

What is a super agent, and what does it take to go from being a great agent to a super agent?

A super agent operates at the very highest level of power, influence and dealmaking ability. It’s a reputation earned through major results with globally recognised talent and, in doing so, makes them both millions in the process. There are thousands of agents out there, but only a handful sit at the very top.

To be considered a super agent, you obviously need to work with superstar talent and have created a huge amount of success both creatively and financially, but that’s just the start.

Representing stars doesn’t happen by luck… and even if it did, being successful with them over a long period of time needs way more than luck. It needs a mindset that is full of unwavering self-belief, non-negotiables and toughness.

Not every agent has an ambition to be a super agent… but for those that do, here is an insight into what makes them who they are.

Here is what all super agents have in common…

🔥 Obsessiveness: They’re relentless for their clients. I was watching a podcast with Emma Grede recently when she said, ‘if you want to achieve extraordinary things, it will take extraordinary effort’ and she is right. Super agents will always have 24/7 availability. They take calls at midnight, weekends, early morning, on holiday, whenever. They are relentless in their representation; office hours aren’t a thing and they are obsessive about managing their talent. I appreciate that everyone wants a work/life balance and to be able to put their phone away in the evening but, being honest, those who achieve the very biggest things will take an important call at midnight if needed, will jump on a plane within hours and will be available at all times.

🧠 Knowledge: Not only do they know everything, but they are also incredible at preparation. Most agents do not pre-plan a negotiation. They just jump in and get going. Not super agents. They plot, strategise, look at data, do their due diligence and check out the market. They don’t rush. They understand where their client sits in the market and what their rate is. They make sure they know more than the other side. Knowledge is power, and this is where they win. They beat others with information. Super agents can also talk about anything: property, crypto, food, the economy, sport, music, culture, politics. You name it. They read nonstop. I’ve never met a super agent who doesn’t read all the papers every day!

🤝 Relationships: They are the very best at networking. The phrase ‘your network is your net worth’ is true. Super agents know EVERYONE. They have relationships with every decision maker in town and make it their business to meet those people. They are front-footed and connect with anyone who can open doors for them now or in the future. They focus on those who can really move the needle. Networking is hugely underrated nowadays. Your relationships are your currency. It’s what makes them stand out from the rest. The more people you know, the more opportunities you can create. They have no issues whatsoever in reaching out to people they don’t know.

⏱️ Consistency: Here is where a lot of people fall behind. They are incredibly consistent on both good and bad days. Most start new habits or processes then drop off. Those who are hugely successful are consistent every day for decades. It’s very easy to get lazy with your work and your time, and it’s very hard to stick to the process, especially when the results aren’t always going for you. Those who are extremely successful are usually those who are more consistent in their habits. Super agents don’t get lazy.

🛡️ Protector: They advise in private and protect in public. Even if they disagree with their client or have reservations about their choices, when it comes to the outside world, they show absolute strength and stand shoulder-to-shoulder with their talent. You have to truly believe they are the absolute best at what they do, tell that to the world, show loyalty even when the going gets tough or things fail, and have full belief in their future. They go to battle for their client every day, no matter what they think in private.

📞 Phone Calls: They’re having way more conversations. Proper conversations. Much like networking, more conversations equal more possibilities. There’s no magic formula, no luck; they’re just on the phone more. Get off messages, get off emails, and call people. Super agents are on the phone all day long. I was reminded of this on my last trip to LA when I met many of them. They make calls. A lot. Non-stop. Most agents and managers negotiate 98% of the time over email, which is very impersonal and also ineffective when it comes to a proper negotiation. Super agents make hundreds of calls a day and achieve results. They’re not scared to pick up the phone, even if it’s a cold call. If you truly want to make something happen, be confident and phone them.

🌟 Standing Out: Most super agents have a unique persona. They stand out in some way. It could be their fashion, their hobbies, their passions. I’ve never met a super agent who was boring. It doesn’t mean they always have to be extroverted, but they all have a uniqueness. Perhaps it’s their backstory. A great backstory will always stick and can become folklore (whether it’s based in fact or not is neither here nor there!). Super agents are very rarely shrinking violets and do not fade into the background. Stand out a bit. It makes you memorable. Something to think about…

🧘‍♂️ Calm Under Pressure: Every great deal nearly falls apart ten times before it closes. Most people panic. Super agents don’t. They are happy to walk away, which is a huge power move. The power of ‘NO’ is huge in our game. They’re not desperate, ever. They make the other side panic instead. When everyone else thinks the deal is dead, they will often find a way to bring it back by holding out and staying quiet. It’s about patience, time, keeping calm and having power in knowing that it’s fine to walk away if needed. They understand their clients’ value in the market and know what they deserve. And if it is a deal that doesn’t work for their client - they will happily just say NO and move on.

⌛ Time Prioritisation: They don’t waste hours in pointless meetings, responding to every message, or entertaining anything that isn’t a potential big deal. If it doesn’t move the dial, grow the business, or elevate the client, it’s not of interest to them. They’re very good at removing emotion from everything and just focus on business. Time management is key for us all, but they only work for big results and ignore everything else.

♟️ Long-Term Vision: They see a client’s career 20 moves ahead. They’re not focused on a single job. They are looking at careers years ahead, plotting an ecosystem. It’s not about today or tomorrow; it’s about all the different things their clients will be doing years from now.

📖 Storytellers: Some of the best deals are about the story. A super agent sells the narrative behind the talent. They don’t play on facts or data, especially when that doesn’t work in their favour. They make people believe in the story of their client, and why they need them. Some of the best agents are incredible storytellers, giving the other side no choice but to say ‘yes’. Rich Paul, one of the biggest NBA agents, did a whole Masterclass talk on why storytelling brought him some of his biggest deals when everyone else said it was impossible. Well worth subscribing to that website, by the way!

Free subscribers receive The Dealmakers Playbook 🚀 & Weekly Industry News 🗞️.

A paid subscription gets you:

✓ LOTS more talent agent insight with Ask The Agent 🧠
✓ My Q&A with VIPs 💡 series with industry stars
✓ 50% off all of the Dealmakers Deal Sheets ✨
✓ PLUS the actual Secret Toolkits 🔥 I use daily to stay one step ahead

📥 Get in touch with me alex@intertalentgroup.com