Like any relationship, your partnership can get tested from time to time. But how we do small things is how we do all things. The way we treat one we treat all.

Representation is an essential part of our industry. They are the ones who open doors, get us appointments, give us guidance through the stages of our career and negotiate on our behalf.

A good team can be your greatest asset and support system. A poor team can make us feel unseen, unconsidered and that we would be better off alone.

As a Mindset and Performance coach, I work with clients to understand how they can optimize the way they show up in the world. Not just in the work but everything that surrounds it as well.

The first thing we need to do is set up some clear expectations so that you bring a healthy mindset to these relationships:

Your Rep is an extension of you.

It is essential that you feel that they represent your principles, your value because everything they do reflects back on you. And vice versa.

Let’s start with them.

How they pitch you matters. The way they communicate to casting, studios, networks and other industry professionals—matters. IIf you don’t feel truly seen by them, that they understand what your dreams and goals are and you aren’t making progress together then the relationship won’t be sustainable.

And you are an extension of them.

Your reps have been developing their relationships far longer than their relationship with you. When they sign you, it is not only because they believe that you will be successful together, but they will be excited to connect you to their network.

Your sense of professionalism, your ability to consistently put forth excellent work and your ability to solve problems are going to make them look very good.

Your Rep does a lot of work in private that only occasionally shows up in public. The amount of legwork, research, script reading, networking pitching, following up and hustling they do to be successful pays off when you are working.

Ultimately, they want you to be working. That is how you both win. But as there will inevitably be periods in between the work, having an attitude of gratitude towards how hard they work, and appreciating their hard efforts will be felt and will sustain you both through fallow periods.

Don’t be transactional. Seek to be transformational.

Transactional is when you constantly are waiting for your reps to do things for you. It’s when you call to say “just checking in.” It’s when you only call to talk about you and your ideas and needs and never consider the human on the other end of the line.

To be transformational doesn’t mean you have to be best friends, but thoughtfulness, consideration and generosity go a long way.

Transformational means you recognize that you are getting 90% of the money, and they get 10%. Which means you can’t expect them to do 90% of the work. You have to do more than that.

You can’t just show up for your appointments. You have to do consistently excellent work AND you must consider what you are bringing to the partnership. Treat it like a collaboration.

What new tool do you have for them to help pitch you? It could be pictures, footage, new bookings? What new relationships are you making? What new projects have you heard about that haven’t been announced in the trades?

Your Rep doesn’t have higher status.

Too often actors put themselves into a position where it feels like they are lucky to be signed but not the other way around. Too often actors don’t remember that they are hiring the rep, not the other way around.

Too often actors bring a scarcity mindset to getting represented and it impacts the way they see themselves in the partnership.

It can make actors feel like they need to walk on eggshells lest they be dropped. And this doesn’t always fall just on the actors. Some reps like to play power games with actors and show them who is in charge.

I just want to remind you that as the CEO of your company, and brand and business, you decide who you hire and fire from your team. It has to be mutual, but it isn’t one sided.

Your Rep doesn’t work for you, they work with you.

Please be mindful of the words that you use when you communicate. The essence of every good relationship are: Agreements, Boundaries and Communication.

These are the ABC’s. This means that you need to be clear and you need to make sure you are understood. You are allowed to say what you are willing or not willing to agree to. You must demonstrate healthy boundaries. And you must seek to have clear, direct communication as often as possible.

Like any relationship, your partnership can get tested from time to time. But how we do small things is how we do all things. The way we treat one we treat all.

Their words give them away.

If you find yourself constantly hearing negativity from your rep, hearing about how hard things are, how bleak the picture is, believe them.

But not necessary just about the state of the industry: their words also indicate how optimistic they are about their ability to do their jobs well. Their words will indicate if they are creatively problem solving.

Their words will indicate if their agency may close or if they are heading towards burnout. If you are hearing the same thing over and over…for months and for years…how is that representing you well.

The same goes for you. Your words about your rep give you away. So pay attention. Are you appreciating or criticizing? Are you complaining more than usual. It’s not that they’re haven’t been hard times, especially these last few years…but as storytellers…it is up to us to tell a better story. That’s how we create change.

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