from Gare Joyce of Sportsnet,

Agents make headlines when they score big-money contracts for their clients, but netting those same clients is just as important a part of the job. We asked a veteran hockey agent to lay out his recruitment strategy.

1. Homework

“Identifying players at age 14 and 15 isn’t easy, but it’s necessary. Otherwise you’re too late.”

1A. Network

“As much as I can go to bantam and minor-midget games or tournaments, I have to spend serious time with my NHL clients. So [getting] information from coaches and other people in minor hockey is crucial. I count on their tips for finding clients.”

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