What a sports agent does: functions, negotiation, and representation

A sports agent does more than just sign contracts. Their work spans from contract negotiation to building an athlete's public image, and varies significantly depending on the sport, level of competition, and region where they work.

The main functions of an agent

The most visible function is contract negotiation. When a club or sponsor makes an offer, the agent acts as an intermediary between the athlete and the organization. They review salary terms, contract duration, termination clauses, image rights, and additional benefits. In Latin America, where contracts are often less standardized than in Europe, this task becomes more complex: one must verify the club's financial soundness, assess whether the salary will be paid without delays, and negotiate protections in case of administrative changes.

Beyond the numbers, a good agent manages the athlete's career in the medium and long term. This includes deciding when it's time to change clubs, which competitions to participate in, what supplementary training could accelerate their development, and even what public visibility is worth maintaining. A 19-year-old rising footballer is not the same as one established in their prime: strategies differ radically.

Identifying opportunities is another constant task. Agents maintain contact with executives, scouts, and other agents. They know which clubs are looking for reinforcements, which competitions have available spots, and what salary expectations are in the market at any given time. In sports less centralized than football (such as athletics, swimming, or tennis), the agent is often the one who actively seeks out which tournaments to compete in, what the optimal calendar is, and how to finance participation.

Negotiation: beyond salary

When negotiating, most young athletes think only about the monthly or annual amount. But there are elements that an experienced agent never overlooks.

Image rights are crucial. Can the club use the player's photo in advertising without additional consent? What happens if the club's technical sponsor comes into conflict with the athlete's personal sponsorship? In smaller contracts, these points are easily omitted; in professional contracts, they determine how much extra money the athlete can generate outside of base salary.

Termination clauses are also negotiable. A three-year contract can be a trap if the athlete improves quickly and the club won't release them without demanding an impossible transfer fee. An agent must anticipate the athlete's future potential and negotiate viable exits if things change.

Performance bonuses, participation in international competitions, guaranteed playing time (in competitive teams this is real and negotiable)—these are details that multiply total income and provide security. An experienced agent knows which are reasonable in each context.

Representation: who represents whom

Legal representation is where many young athletes get confused. An agent is not the same as a lawyer, although sometimes they work together.

The agent acts on behalf of the athlete in commercial and sports negotiations. They have veto power over offers, authority to initiate conversations with clubs, and responsibility for transparency about what is being offered. Some agents also act as image managers: they seek sponsorships, manage social media, coordinate public appearances.

It is essential that this relationship be in writing. A contract between the athlete and their agent must specify: the scope of representation (sports only or also commercial?), the commission the agent charges, for how long they represent the athlete, and under what conditions the relationship can be terminated. Without this, there is risk of costly misunderstandings.

Multi-sport agents

In Latin America, some agents work exclusively in football—which makes sense, it's the largest market. But in other sports, agents tend to be more generalist or specific depending on their network of contacts.

An athletics agent, for example, must know international competition calendars, national federations, sports-specific sponsors (sportswear brands, supplements), and funding platforms such as scholarships or state support. The structure is very different from professional football. The same applies to tennis, swimming, or esports, where business models change completely.

Some agents have expanded their expertise to multiple sports, but this requires deep knowledge of each one. It is advisable to verify whether the agent you contact has real track record in your sport, not just generic promises.

When does a young athlete need an agent

Not all athletes need an agent at the same time. A 15-year-old beginner competing at local level probably doesn't need one. But from the moment they receive real offers from semi-professional or professional clubs, an agent becomes valuable.

Parents of young athletes often ask when is the right time to seek representation. The answer is: when there is real money on the table, or when it is likely there will be in the next 12-24 months. If a teenager is being evaluated by professional clubs, an agent can prevent hasty decisions that close future doors.

On platforms like Smidrat, where scouts and clubs seek talent and athletes post their profiles, having clarity about representation is useful. If a club contacts you and you have an agent, that contact should go through them. If you don't have an agent but receive formal offers, that's the time to seek one before signing anything.

The typical commission of an agent ranges between 8% and 15% of agreed salary, plus administrative expenses. In some cases, they also charge a percentage of sponsorships they negotiate. Compared to the risk of negotiating a contract poorly, it is usually an investment that pays for itself.

Red flags

Not everyone who calls themselves an agent is trustworthy. If someone asks for money upfront without having done anything, that's a red flag. Legitimate agents charge commission only when they close an agreement that generates income for the athlete.

Also be wary of vague promises: if an agent tells you 'I'm going to take you to Europe' without specifying concrete plans, budget, or verifiable contacts, it is unrealistic. Good agents talk about short and medium-term strategies, not fantasies.

Verify references. Have other athletes in your sport worked with this agent? What results did they obtain? In Latin America, where the professional sports market is smaller, reputation travels fast.

Frequently asked questions