Recently I've received several emails outlining some dancers' expectations of an agent. It is apparent that the dancers expected the agent to be a full-time promotional manager for them. Not only did they expect the agent to be committed to taking them to the top, but felt that he should also be well connected and be focused on the dancer's goals. Not to mention that when they sense the agent is in it for the money, the phrase ‘scam artist’ comes quickly to mind. 

So the picture is painted: the perfect agent values art over money; knows everyone who is someone in the business; and is happily committed to one and only one dancer.

Gee, if this person exists, I want one! Seriously, the tone in these emails concerns me. My experience paints a very different picture of the role of a good agent. An agent’s primary role is to "represent the talent," that is, to ensure that the dancer is being contracted correctly. This means that the dancer is:

• Being paid the right amount of money
• Being paid within the correct time frame
• Receiving booking details with enough notice
• Giving the dancer clear direction on the position to which they are contracted
• Ensuring that the dancer is working in a safe, non-discriminating environment. 

In an industry filled with dancers who are willing to sacrifice pay for the sheer love of what they do, these tasks alone are monumental. So why do you need an agent? You could write volumes on the non-represented dancers have found themselves in very tough working conditions after being promised the world. Often these same dancers have also not received the amount of money they felt they should have received (equity rates) for the job done. This is where agents can provide a safe secure working environment for the professional dancer.

Agents today however often take on additional roles, including:

• Sourcing auditions to send their clients to
• Securing contracts that they can cast from within their agencies (more often occurring in smaller cities where casting agents are non-existent)
• And in some cases offering personal management to particular dancers

Today having a dance agent is proof of your legitimate professional career. Not unlike actors, a dance agent is now a necessary career step.

So what should you expect from a dance agent?
There is a common misconception today that if you are represented by an agent and you are not busy working, that your agent isn’t doing their job. Not true. Most agents spend a very large amount of non-productive (or charging) time working behind the scenes. They are often in search of audition opportunities, building relationships with casting directors and clients, keeping up with the latest industrial relations regulations and Equity rulings, managing office staff, debt collecting from clients for dancers, negotiating contracts and of course, negotiating (like an unpaid lawyer) for the dancer who is in a spot of trouble with a client or contract. Agents also frequently attend talent showcases to source new dancers, hold auditions and interview potential new dancers for their books.

So, how do you get an agent?
Agents usually look for new talent in three ways:

1. First, they hold open auditions. The frequency of these auditions varies from agency to agency. Some hold auditions monthly, others hold them quarterly or semi-annually. 
2. Alternatively, for those that can’t attend an auditions, many agents will accept resumes and head sheets (8” x 10” black and white laser copy of a photo of your head and shoulders - stapled together), usually accompanied by a request for an interview or private audition. 
3. Lastly, it is not uncommon for the agent to receive invitations to attend a showcase or performance in which the dancer is participating.

How hard is it to get an agent?
It is important here to understand that competition to get an agent is strong. This means that most agencies are being inundated with new talent requesting representation. These people may be receiving up to 100 applications per day from dancers seeking representation. What can you do to help your chances? Stay positive, respectful and persistent. Don’t give up! If your goal is realistic, your chances of being seen by an agent are good. Don’t be discouraged by an agent who does not appear to be interested in you. All they are really saying is, "no, not right now". Give it another couple of months or so and try again. Timing (and patience) is everything in obtaining an agent.

Who is the right agent for you?
Just like dancers, agents vary in style enormously. Who is right for you, is the agent you feel most comfortable with. You will need to build an honest relationship with this person. One agent may be very nurturing and attentive, while another may be very official and all business. Yet another may be all hype and excitement. Choose the agent that best suits your personality and makes you feel the most comfortable.

What does an agent cost?
Most agents deduct 10% of your gross income as commission. In Australia, this commission is 100% tax deductible. Many dancers begrudge paying this money to their agent, but should they?

I ask you to consider the many duties an agent does to help you get a job. In many cases it will take you at least 10 auditions (some a lot more) before you secure a contract. Your agent in the meantime has had to arrange and cast your position at auditions, promote your talent, notify you of schedules and changes, and other administrative activities while receiving no money. By the time you finally secure a paid position and your agent deducts 10% from your salary, they have certainly earned that money. In fact, it will probably take many successful auditions before an agent even gains back the original costs associated with having you on their books.

What about personal management?
A personal manager will deduct anywhere from 25-50% of your gross salary as commission. Personal managers usually represent only a handful of (usually already successful) dancers. Compare that to agents who could represent several hundred. Personal Managers will work with you to help you make career choices such as which jobs to take, what rate of pay to charge, when to change your ‘look’ and taking care of your promotion.

One more little tip... Listen!
In my role as a dance agent, I most often became frustrated at dancers who approached me for representation in an arrogant or aggressive manner. Many failed to listen to my expertise, my job description or my advice. When told, "we are not currently taking new people on our books, please contact us again in 3 months time,'’ many dancers become quite hostile towards me. This is not the best way to achieve your goal of representation with a dance agent. Be respectful, listen to the conversation, take the advice offered and finally, follow up on their advice.