Being a sports agent is not easy. But it can be fun, exciting and lucrative. Not everybody is successful in this field, but some are multi-millionaires because they’ve worked hard and cultivated relationships with the right athletes. The most successful agents follow these 10 commandments without fail.

1. Thou shalt know thy sport. Good sports agents know who signed with who last night and for what amount. They know which teams need a new quarterback for next season and they know who’s about to be traded. This is why so many agents work in one sport only. It allows them to know everything about that sport.
2. Thou shalt know the law. Many sports agents are lawyers. Those who aren’t have sports management degrees and know the laws pertinent to negotiating a contract. Contracts are usually signed for a number of years, so you have to get it right the first time.
3. Thou shalt truly have the best interest of thy players at heart. As a sports agent, you work for your athlete, and your job is to get them the best deal. Period. Caring about your agents and having a true commitment to their well being is crucial.
4. Thou shalt not take no for an answer. Sports agents have to be fierce negotiators to get the best deals for their clients. The first offer won’t be the best. Neither will the second.
5. Thou shalt not be lazy. Long hours and many nights away from home are part of the deal. Sometimes it will be fun, like when you get to go to the Superbowl, because one of your clients is playing. Other times, like when your client’s scandal breaks at 3:00 am on Thanksgiving Day, it will not be so fun.
6. Thou shalt not be easily offended. Sports agents are often reviled for what they do. If you want to be in this business; get used to it.
7. Thou shalt be patient. Highly paid athletes are not always easy to work with. But, since they pay your salary, you need to put up with them.
8. Thou shalt follow trends. Keep abreast of where sponsorships from large companies are going and follow them to help your clients obtain endorsements.
9. Thou shalt be confident. Shrinking violets don’t make good sports agents. Think Drew Rosenhaus. You need to be able to talk to anyone, anytime without fear.
10. Thou shalt like money. Sports management can be a lucrative field. And, the best agents are motivated by money. The harder you’re willing to work to get your client top dollar, the more money you’ll make, too. If you’re not motivated by money, you won’t be willing to put in all the work required.

Sports agents can lead an exciting, fast paced and fun life. And, they can get rich doing it. But, it takes a special kind of person to do the job, and follow all ten of these commandments every single time.

Ellen Ward blogs about how to choose a sport management degree.