In sport, the sequel is the proof.

Your first client is the result of the years of preparation, energy, and drive to get into this industry. There's something of a debut album about it. All the experiences, your conversations and setbacks you absorbed on the way are poured into that first signing. When they say yes, it's a relief, and you're finally in the industry. Then the energy just dissipates, and the real work begins.

When I started, I was 24. I had no track record, no clients, no reputation to build off. I rang everyone I knew in rugby to try and get introductions. One of those calls led to a guy called Russell Earnshaw, player-coach at Doncaster Knights in the Championship. Even though he was just a friend of a friend, he was kind enough to give me the number for a player he thought could eventually play in the Premiership.

I called the player. I didn't say I was 24 with no experience and ask him to take a chance on me. Instead I said I worked for a company that represented Tom Rees, Delon Armitage, Toby Flood, Matt Giteau, Sterling Mortlock and All Blacks captain Tana Umaga, and that we only worked with top players. I was leaning on the credibility from the company before I had any of my own.

He agreed to meet. I drove up to Doncaster and took him to Nando's. The first professional Nando's of my life. Since then I've had about a thousand, because rugby players live on it.

The meeting was straight sales. I asked about his goals, listened, made it about him, explained what the agency had delivered for players chasing the same thing he'd just told me he was aiming for. Then I closed it and he signed.

Over the next couple of months, I did what you should do in any client-facing relationship in any business:

I put time into the relationship.

I went back up regularly.

Watched games.

Built a reputation.

Went for coffees (and more Nando's).

Chatted about the client's goals.

A couple of months after signing, he called me. He said:

There's another kid here, quality player, no agent, want an introduction?

And that's lesson #2, but the most important one.

Once you have one player, the next one gets easier because you now have a reference point for them, the word of the player you already represent.

I met the second player and used a line I still use today.

I could tell you I'm a good agent, but don't take my word for it. Ask your mate.

He did. Within 6 months I had 5 Doncaster players. A third of the starting lineup. Sadly only earning about £5k in total commission 🤦🏻...but it had started and the ball was rolling.

That's how it starts....A small reputation. A foothold in one club. Then it begins to compound.

Much more successful agents have the same starting point: 0

Raiola built through years in the Dutch leagues with players whose names never appeared in a headline, managing those relationships with the same rigour he later brought to Zlatan and Pogba.

Mendes started in bars and nightclubs and ended up with a composition of his client base at Gestifut so influential that within certain Portuguese clubs he held a level of informal governance over their decisions.

Remember, your first client is signed by the aspirational version of you, the person who wants to be in this industry.

Your second is signed by whoever your first client reveals you to be.

That's the proof that counts for your career.