BY MICA CALFEE

 

Mica Calfee has been a performing magician and juggler for decades and has been a member of various organizations for magicians and jugglers since 1972. Although he has never relied on the money derived from entertaining as his principle income, he has always considered himself a professional. Like many jugglers, he wondered why the really good jobs with the good fees were so few and far between. If you are wondering the same, Calfee offers some tips in this article, as well as an article which appeared in the summer issue.

 

In the summer issue we outlined several ideas that will help you make more successful as a performing juggling performer. They were:

1. Stop helping the public believe that jugglers aren't worth much.

2. Appraise your act. Know it's value.

3. Learn how to negotiate higher performance fees.

4. Always conduct business with a high sense of ethics.

 

The first three items, which were discussed in the preceding article, might leave someone thinking that the important thing is learning how to make money. However, I contend that the most important item of the three above is - 4. Always conduct business with a high sense of ethics.

 

Money can't be your ultimate goal. If you disregard ethics when dealing with customers, competition, agents or colleagues, you will soon find yourself unable to find work, This is true regardless of your skill level.

 

Let's consider each group one at a time.

 

Customers: Let's face it, they are the reason you exist. At times, the need to perform and share our skill is so great that we would almost pay people them to watch. At the same time, the thought of being paid to juggle for many of us is a dream come true. The temptation is to look at the fee you can gouge from a client as a reflection of your skill. But there's a very fine line between charging too little or too much, and mak­ing a large mistake either way can severely damage your ability to successfully book

future engagements. .

 

In "Negotiating Higher Performance Fees" by Michael Ammar, he talks about sizing up the potential client and not reacting to offers of high payment. His suggestion is to pause after the offer, think about it, then agree. If you wish, you might call back after consideration. Don't say, "Wow! For that kind of money I would eat beetles on stage!" This leaves a client thinking, "Darn, I could have gotten them for less."

Colleagues and Competition: Competition is perhaps one of the healthiest things we have. But it's important that we not let competition for jobs become so strong that we behave unethically. After all, it is possible to steal clients. Imagine you are performing at a trade show booth and you notice that a juggler who has previously  undercut your price has given his card to your client. What should you do?

 

Let's take a quiz:

A. Talk to your client about what a poor performer this guy is.

B. Admit you know this performer, don't talk about his talent, but comment that you think his or her actions were unethical.

C. Say only good things about the competition, and comment that someday he or she meet be up to the standards your client requires.

D. Hire someone to break your colleague's hands in a dark alley.

 

If you answered B or C, you are on the right track. The difference between Band C is the relationship you have with your client. If you have worked for this person for some time, you might risk mentioning your feelings on the ethics. But be careful! Don't question your client's ability to choose entertainers, because that's what your competition is doing. You might even tell your client ahead of time that other jugglers may show up, and say that you are not worried about anything except helping the client achieve his or her goals.

 

By the same token, it is' also possible for clients to switch entertainers without it being considered "backs tabbing."  If a client calls and you know that "Mac the Juggler" has been working for the client for years, ask the client about it. Your potential new customer will appreciate this because it shows your moral character. If the reason they are changing entertainers is because of something Mac did, it gives the client the opportunity to warn you about it. But don't press the client for an answer. The change might involve a reasons which could be embarrassing for Mac or the client. You might like to give Mac a call before confirming, but not if the client gives you a good reason.

 

In an article in "Magic" magazine, Danny Orleans writes about "stealing" clients. "Nobody owns clients, and likewise, clients may pick any vendor they want. If McDonalds all of the sudden decided to switch to Pepsi and get rid of Coke, Coke executives would be upset, but they wouldn't consider it unethical. Clients change advertising agencies, public relations agencies, insurance companies and law firms all of the time... Men and women who run successful businesses compare price, quality and service. They choose a vendor who can give them the best deal."

 

Remember, you have the right to provide a better service. If your show is of higher quality than another's, you deserve the job. But if you go out of the way to solicit another performer's client, you might find yourself in a dark alley with some big, burly guy who has been paid to break your hands!

 

One of your most valuable resources is friends and colleagues. Use them, but don't abuse them, It will mean more work for you.

 

Agents: This is a touchy subject to some. I know my opinion might not be popular, but I like agents. I like giving them 15-20% or more because they're worth it.

 

There are many reasons why I believe this. Here are a few:

1) I mentioned that I believe you can get higher fees if you do not negotiate yourself. The agent can say: "No, the fee is X," and that response does not reflect on you.

2) Each time an agent makes money, I make money. I hope my agents get rich off of me.

3) Agents spend money on advertising so I don't have to.

4) I almost always am treated more like a professional when I show up for a job an agent has booked for me.

 

Some rules when dealing with agents:

1) Always give the agency's card when on a job the agent booked, with your name on it, to anyone who inquires about your services. If your are called later and you know it was due to a job an agent booked, refer the customer back to the agent.

2) Decide on your fee for the engagement and don't worry about what the agent gets. If you have no problem working for $100 an hour and you find out the agent gets $200 an hour, great! If this agent makes $100 each time they send you out, guess who they will book every chance they get? As long as you get your fee, who cares?

3) Get a contract, it can only help you. Agents have told me the wrong time for engagements, and a contract will save you a lot of personal embarrassment. If the agent doesn't mind, send a copy of their contract to the client.

4. Find out exactly what you will be paid.

 

Just as with any profession, there are good agents and not-so-good ones. You may get a call from an agency who does not book variety acts much. Perhaps they are familiar only with bands or actors. These people will get you into trouble because they don't know your profession. Help them. Ask questions. Get a contract.

 

There are also some agencies that focus too much on money. Recognize them and just don't work for them. One thing that an unethical agency might do is not call you because of the profit margin even if a customer requests you specifically. If the client has $250 to spend and your fee would be $200 and "Mac the Juggler's" fee is $125, the agent makes more money with a much larger profit margin with Mac.

 

You might also encounter an agent who will talk you down below your basic price and then charge a large fee. Recently I thought I was doing an agent a favor and performed for a party at half my normal fee. Quite by accident I discovered that the agent charged enough to have paid my regular price, and still kept a commission. Avoid this agency. It won't last long, and you can expect to hear from another agent with the same client soon.

 

Remember that your contract is with the agent. You will be (or rather should be) paid regardless of any arrangements between the agent and the client. Feel free to make special plans with your agent for payment. But a warning light should flash if the agent gives you excuses about not being paid by the client.

 

Although ethics is one of the "gray areas" in the world of entertainment, it is one you should keep in mind. There are many opportunities and temptations to push good ethics aside and go for the money. This will only hurt you in the long run.