A very important person on your
successful team is your manager. Finding a good, responsible and
reputable manager is not an easy task. If you don't already have a
manager, you may not need one. Experience proves, however, that you
can only go so far without one. But how do you obtain a manager if you
don't already have one? That's a tricky one. While I have a huge list
in my book, The Indie Guide To Music, Marketing and Money, you also
need to get references. Once you obtain a list of managers you want to
talk to, that are also interested in having a meeting with you, and
here is a partial list of questions you should ask a manager to find
out if they will be a good fit for your musical career.
What style of music do you represent?
How big do you think for your clients?
Do you consider and pursue corporate sponsorships, etc.?
What territory do you cover?
How are you paid - what is your percentage rate?
Before you can even question a manager, you'll probably have to send
them a press kit in order to get your first appointment. As always, be
sure to contact them prior to sending out packets. Most unsolicited
press kits either end up coming back unopened or are simply thrown
away.
If you find that you decide you want specific recommendations for
management, contact major record labels and ask the staff who they
use. That will help you determine who you should contact for
management. At least then you will be dealing with a manager who
already has a working relationship with a major label and who can
hopefully get you a contract. Most managers, however, who are
associated with major-labels, will not accept submissions from anyone
other than the record labels themselves or high profile industry
contacts. That doesn't mean you shouldn't or can't contact the
managers the major labels recommended and pitch your music anyway.
Someone may say yes! Most managers will take a percentage rate of any
venues or money they are involved in bringing in for you and your
band. When selecting a manager make sure your contract is very
explicit on this point. You should never pay your manager for income
you receive that you developed on your own. Make sure you are not
locked into a contract that will compensate them for money or gigs
they had nothing to do with negotiating for you.
Steer clear of anyone who asks for money up front or states that they
want a percentage of any and all money you earn. I have spoken with
some of the largest mangers and management firms in the industry who
stated this clearly is not reputable or ethical behavior for a
manager. There are no legitimate managers who ask for any money up
front, or a monthly retainer/salary. If they do, chances are they are
trying to start up their own business and don't have the level of
experience you need to succeed. Asking for money up front is
also a way of stating they do not believe in you enough to take a
risk. Why would you want to work with anyone who does not believe in
you? And, why should they work for you if they are already getting
paid, whether or not they get work for you? The main point is managers
only make their money if they make you money. That should be
motivation enough for a manager.
Once your package is submitted to a manager, give them a few weeks to
review it before following up. When you do your own personal
follow-up, make sure you ask them what they thought of your press kit.
Ask them if they've listened to your CD. Your follow-up can also
provide an excellent opportunity for constructive criticism on how you
can make the improvements your press kit or CD. If both parties (you
and they) decide you would like to work with each other, you'll need
to sign a contract. It is essential that you get a lawyer involved at
this point. You should never sign any contract until you let an
entertainment attorney who has the expertise you need advise you.
The same rules apply to booking agencies, as do managers. Never sign a
contract until you have had your lawyer look it over and examine it
for any hidden clauses. Once I was given a contract that actually
stated the booking agent would receive 5% on any and all money I
earned, in addition to the 15% that the booking agent would receive
for any venues they procured for me. That meant 5% of anything I
earned, even if it had
nothing to do with music would go to them. Protect yourself. Read your
contract even before you hand it off to your attorney for review.
Finally, never sign an exclusive contract. If you sign an exclusive
contract, you will not be able to accept any gigs from outside firms.
It also means you will not be allowed to follow through on any gigs
that you negotiated yourself or already had in place as standing gigs.
If you sign an exclusive booking contract you could also wind up with
a booking agent who may not even negotiate any work for you and your
band. Then you're stuck. There are only a few major booking agencies
that will require you to sign an exclusive contract. One is the
William Morris Agency. Their names will speak for themselves. You can
rest assured that if you sign with on of these agencies your chances
are very high for getting work. If an unknown booking agency requires
you to sign an exclusive contract, just say NO! |
