Agents to watch at winter meetings

November, 28, 2012
11/28/12
11:05
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Scott BorasKirby Lee/Image of Sport/US PresswireScott Boras won't be the only agent to watch at baseball's annual Winter Meetings this weekend.
Make no mistake -- Scott Boras is always the headliner among agents at baseball’s annual winter meetings.

He loves the limelight and will make sure to walk by the media area at optimum times and hold court. He’s always entertaining, and his strong and often controversial opinions make the TV cameras' red lights go on and writers fill their notepads. This year will be no different with his representation of free agents Michael Bourn, Kyle Lohse and Rafael Soriano, among many others.

However, there’s been a not-so-subtle changing of the guard. For decades, high-profile agents like Tom Reich and Adam Katz, Ron Shapiro, Jim Bronner and Bob Gilhooley and Randy and Alan Hendricks often stood front and center with Boras, dominating the meetings from behind the scenes. But now, larger corporations such as CAA and SFX have taken over a lot of the game’s player representations.

Regardless, the game’s top power brokers will gather this weekend at the Gaylord Opryland Hotel in Nashville, Tenn. Here is a quick glance at some of this year’s most important agents to watch:

Excel Sports Management | Lead agent: Casey Close

Top free agent: Zack Greinke | Others: Andy Pettitte, Scott Hairston, Jeremy Guthrie (recently signed three-year, $25M deal with Royals), Casey Kotchman, Jamey Wright Greinke's likely suitors: Los Angeles Dodgers, Texas Rangers, Los Angeles Angels and Washington Nationals

Background brief: After beginning his career at IMG and accruing 20 years of experience, Close joined Excel in 2011, partnering up with Jeff Schwartz and Mark Steinberg. Their client list is cross-sport, ranging from Derek Jeter and Clayton Kershaw to the NBA’s Paul Pierce, Blake Griffin and Deron Williams, as well as golf’s Tiger Woods.

Style/strategy: They are well-prepared, engaging and have a tremendous track record. They operate in a very private and professional manner and seem to attract the kind of players who handle their own business the same way. Excel is particularly good at recognizing its clients’ value and market and often gets top dollar for its clients. Excel's honest, straightforward approach has gained the respect of the industry.

Problems/barriers in negotiations: There are not a lot of clubs that have the financial wherewithal to play on Greinke.


MVP Sports Group | Lead Agent: Dan Lozano

Top free agent: Nick Swisher | Others: Brian Wilson, Jonny Gomes (recently signed two-year, $10M deal with Boston)

Swisher's likely suitors: Boston, Atlanta, Philadelphia and Texas

Background brief: Lozano boasts 24 years of experience, negotiating some of the game’s largest deals, including Albert Pujols’ $240 million deal with the Angels last December and Joey Votto’s $225 million contract extension with the Cincinnati Reds during spring training. The two deals totaled more than half a billion dollars, a record for any agency in any one offseason.

Style/strategy: Lozano and his staff are hard-working, loyal, passionate and treat their clients like family. His firm uses a stealth approach, as demonstrated by the Albert Pujols negotiations last December, when the Angels swooped in to get him at the last minute. Lozano doesn’t play games, preferring direct and straightforward negotiations with club executives. He always comes extremely prepared with top-notch communication skills.

Problems/barriers in negotiations: Swisher’s poor postseason performance could undermine the fact he’s had eight straight years of 20-plus home runs.


Reynolds Sports Management | Lead agent: Larry Reynolds

Top free agent: B.J. Upton (recently signed a five-year, $75 million deal with Atlanta) | Others: Torii Hunter (recently signed a two-year, $26M deal with Detroit)

Upton's likely suitors: Atlanta, Philadelphia, mystery team

Background brief: Reynolds possesses 28 years of experience as an agent, and prior to negotiating Hunter's recent two-year deal, he got him a five-year, $90 million contract with the Angels in 2007, which was then the largest contract in club history.

Style/strategy: Reynolds makes a concerted effort to tailor each negotiation to the player and club he is dealing with. He spends a great deal of time studying the negotiating styles of the club executives in order to formulate the best plan to maximize the player’s compensation. Reynolds has a wide array of knowledge of the collective bargaining rights, performance comparables and how to stretch the present market. Negotiations can get adversarial and difficult depending on the situation. At the same time, Reynolds always tries to be reasonable and isn’t afraid to close deals earlier in the process than most agents.

Problems/barriers in negotiations: Getting a sixth year for Upton could be difficult.


Paragon Sports International | Lead agent: Brian Grieper

Top free agent: Mike Napoli

Napoli's likely suitors: Red Sox, Rangers and Mariners

Background brief: Paragon is a medium-sized baseball agency with offices in Miami, Los Angeles and Chicago and represents some of baseball’s top young talent and prospects. Grieper has cultivated relationships with club officials at all levels over a decade in the agent business. Many of these officials have gone on to become GMs, assistant GMs and scouting directors.

Style/strategy: Grieper stresses open dialogue, intense preparation and creative analytical and statistical analysis. He develops personal relationships with clients through trust and loyalty. The quality of representation was best illustrated when Grieper made Napoli -- who he has represented since high school -- the highest paid catcher during arbitration, earning him a one-year deal worth $9.4 million. His raise of $3.6 million is the second highest in the history of third- or fourth-time eligible hitters, ranking behind only Prince Fielder. Grieper is very direct and accurate with information, and he negotiates in a respectful and professional manner.

Problems/barriers in negotiations: Napoli is best suited with an American League team because of his value being able to DH along with playing first base and catcher. Obviously this could limit the number of teams that bid on Napoli’s services.

For more on Michael Moye, who is representing Josh Hamilton, check out Jerry Crasnick’s piece today.

Jim Bowden

Baseball, Insider

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