Rich 100: The Secret Player Agent reveals what really happens when it comes to player movement

The stars are easy to deal with and the youngsters monopolise player agents’ time, but where does that leave hard-working role players when it comes to the negotiating table?

We’ve all read the stories about players making a move for big money.

But, when it comes to the nitty gritty of the conversations with players about whether they want to change clubs or not, money is very rarely the deciding factor.

More often than not, it’s about the chance to take their careers forward in an ideally-suited on-field role, or the chance to flourish in a particular club environment, or a need to be closer to family.

As long as the money is fair and reasonable, the player’s motivation to make a fresh start somewhere often revolves mostly around on-field opportunities.

The reality of any trade is that the bulk of the work begins months before the October trade period even starts.

Knowing the landscape, which players are moving, what clubs are targeting, how clubs sit with their salary cap, what sort of qualities coaches and recruiters value, where teams are placed in terms of their direction and premiership window, and what they want to do at the draft are all important factors.

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Patrick Cripps recommitted to the Blues before hitting free agency. Picture: Getty Images

The overwhelming majority of AFL players are very loyal to their clubs. Look at Patrick Cripps, Marcus Bontempelli and Zach Merrett – superstars who were free agents and all recommitted to their clubs.

Few players actually want overs, yet similarly no one wants to get shafted.

The lion’s share of a player manager’s work is done well before trade time.

Many important conversations are scheduled in the mid-season bye.

As a manager, you want to be a sounding board, a friend and a confidante. You want to be someone who helps the player get the best advice and make wise choices with their money and careers.

One of your main obligations is at contract time and securing their future in an environment in which they can flourish.

But, when it comes to the players who want a fresh start or have an exciting opportunity to pursue, experience and understanding count.

You need a good grasp of what cards the clubs are holding for the exchange period. That means knowing who else is on the move, what changes are in store and what picks could be swapping hands and which ones are off limits.

Clubs occasionally drop a bomb late, like Collingwood with Adam Treloar last year, but that’s rare.

Adam Treloar leaving the Pies was a trade period bombshell. Picture: Michael Klein

It is always best to be honest with the player if a move – as much as they might want it – is going to be extremely difficult to arrange.

If clubs don’t have the on-field opening, or the draft picks to get the deal done, the last thing you want to do is make noise about the move and then get left at the altar.

Toby Nankervis, Dion Prestia, Patrick Dangerfield and Lachie Neale are recent examples of excellent trade moves.

Nankervis and Prestia became premiership heroes at Richmond, and Neale and Dangerfield have taken their games to new levels, winning Brownlow Medals.

Jeremy Cameron’s transfer also looks like a real winner.

In these cases, I doubt money was the main driver in their decisions to leave.

There have also been great decisions to stay. Ollie Wines is having a career-best season, Merrett has hit new heights at Essendon and Clayton Oliver, Angus Brayshaw and Christian Petracca have all been rewarded for sticking together at Melbourne, despite strong interest from other clubs.

Often the stars are very easy to deal with as they are determined to get the most out of the sweet spot of their time in footy. They are the pros.

Outside of the contract talk, it is about maximising their potential with sponsors and investments, as well as ensuring their families are happy.

Ollie Wines is happy at Port Adelaide after being linked with a trade. Picture: Getty Images

The younger guys on the fringe of selection and finding their feet at the top level often need more regular conversations. For that reason, we are regularly talking to clubs about their progress, and any specific areas they need to improve, whether it is fitness, roles or game education.

Pay structures vary from club-to-club but, generally, it seems clubs are increasingly putting their money into the stars and the best kids.

That means some of the middle-tier players are getting squeezed, which means there isn’t a lot left for the youngest or bottom 10 guys at each club.

Free agency provides the opportunity for players to get rewarded for their loyalty with either more lucrative or longer-term contracts.

But it takes a lot of hard work and commitment to get to that point eight years in.

Timing and knowing your client’s personality is important when striking new deals.

If your player is on a roll, in-demand and happy with some of the noise their contact might generate externally, it can be better to back themselves in and hold off on signing an extension.

Marcus Bontempelli took unders to stay at the Bulldogs. Picture: Michael Klein

The other option is to lock-in an agreement quicker if an attractive deal is on the table, to end any distraction or if the offer might not last.

When it comes to draft time, 99 per cent of players will play on the moon to get a foot in the AFL door. They will go anywhere.

But there have been a couple of cases where players have said they would prefer not to move interstate.

Essendon’s Archie Perkins was one of those last year.

You don’t say “don’t draft them”, but “just be aware of this and that”. That said, plenty of Victorians are carving out fine careers interstate.

That is the start of a football journey that often has many ups and downs. As a manager, it is satisfying to see your client enjoy team success and the rewards for all their hard work, commitment and sacrifice.

Originally published as Rich 100: The Secret Player Agent reveals what really happens when it comes to player movement