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Local Agents Taking A Different Approach

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By ANWAR S. RICHARDSON The Tampa Tribune

The Tampa Tribune

Published: March 22, 2008

Updated: 03/22/2008 01:12 am

BRANDON - Glen Lansky knew he had to pick up Pampers, baby food and find an ATM for former University of South Florida football standout Terrance Royal.

Lansky promised Royal if he became the first client of Elite Sports Agency after its opening in late 2005, he would not be a typical agent. He would be a friend for life.

When Royal reached out to Lansky, his son and girlfriend needed help, because his struggling football career was not paying the bills.

"My grandfather always told me if a person looks you in your eye, that means he's a man of his word," Royal said. "When I first met Glen, he looked me in the eye and shook my hand and has always been a man of his word."

Lansky helped Royal land a roster spot on the Tampa Bay Storm, but the work of the Brandon-based agent has just begun.

His goal is to become a big-time sports agent - with a household name like Drew Rosenhaus, the power of Tom Condon, the respect of Jimmy Sexton and the long-term success of Leigh Steinberg. Considering there are 760 certified agents, including 146 certified in the past year, Lansky is one of many idealists.

Lansky does not represent superstars such as Matt Leinart, Ben Roethlisberger, Chad Johnson, Terrell Owens, Peyton Manning or LaDainian Tomlinson. Instead, his active players include Ean Randolph (CFL's Montreal Alouettes), Casey Camero (All American Football League's Team Michigan), DeAndrew Rubin (AFL's New Orleans VooDoo) and Garret Rivas (AAFL's Team Michigan).

"We really have to target the lower-round draft picks or free-agent type kids. Even with those guys, you are competing against 10 or 12 agents who have more experience than you," Lansky said. "There are nearly 800 agents, and the top 58 represent about 85 percent of the guys in the league. We try to target local kids with local ties."

The goal of an entry-level agent is essentially to catch lightning in a bottle.

Lansky, like many new to the business, hopes to sign a lesser-known player who eventually can become an NFL standout. He then would be able to attract premier veterans and top college prospects instead of trying to convince athletes to give him a chance.

"A lot of larger agencies may not do what we do. Does it work? We can't tell you," Lansky said. "We'll send film out to teams. We send information out to teams. We e-mail college scouting directors. We will fax information about our players to teams. We will place phone calls from now until the draft. Part of our pitch is we will outwork, out-hustle and outperform anybody."

Tampa agent Peter Carratt also constantly contacts teams to help his clients obtain work.

Carratt became a certified agent in 2007 and represents backup Cincinnati Bengals running back DeDe Dorsey, who entered the NFL as an undrafted free agent with Indianapolis in 2006. He was released by the Colts last year, then signed with Cincinnati and played in 12 games before suffering a high ankle sprain and being placed on injured reserve.

"No one is going to outwork me," Carratt said. "I will keep making phone calls to teams until someone threatens to call the cops on me ... I look at it as, this is this guy's livelihood. This is his job. They might not be able to retire for life, but it's a good start if he signs a contract. I take that very seriously."

New agents might be motivated about selling their clients, but most teams are unmoved.

"I don't think the agent touting a player to a team makes that much of a difference," said Paul Vance, senior vice president of football operations for the Jacksonville Jaguars. "Most teams have extensive scouting departments. Usually, a team interested in a player is how business is drummed up.

"Professional staffs always have a list of guys to look at in certain positions if someone gets hurt or needs to be replaced. They are going to their list and not looking at the agents' list. The idea an agent can call and say 'My guy is available,' and a pro staff not know who he is, that does not happen."

Vance said the biggest mistakes inexperienced agents make is not realizing their clients' worth and outpricing themselves.

"If we have to choose between three guys and we're looking to fill a need, we may have our first choice. But if the agent is not efficient with getting a deal done, we may move on to the next guy," Vance said. "Ninety percent of athletes, and especially inexperienced guys, are the ones who need a job. When an agent gets an opportunity to get his client signed, the key is to close that deal and not leave their guy out on the curb."

Lansky, who has spent more money than he has earned, is getting closer to success.

He represents quarterback Jerry Babb, who recently signed with the Green Bay Packers. Lansky also represents Florida offensive lineman Drew Miller, whose draft stock rose after a recent Pro Day workout, and Eastern Kentucky cornerback Antwaun Molden, who participated in this year's NFL Scouting Combine.

His biggest prize might be North Dakota State punter Mike Dragosavich, who worked out at the scouting combine and averaged 45.4 yards a punt last season.

Dragosavich quickly became Lansky's friend after signing with him. He recently attended the bar mitzvah of Lansky's daughter and danced at the ceremony after she saw Dragosavich boogie during halftime of a college game in a YouTube video.

"I've heard stories of guys who can't get a hold of their agents at big firms, and have to go through secretaries or runners. I wanted to really stay away from that," Dragosavich said. "I could have gone with a bigger agency, but I pride myself on building good relationships, and I have that with Glen. He said he would always be there for me, and I believe him."

Reporter Anwar S. Richardson can be reached at (813) 259-8425 or arichardson@tampatrib.com

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