The definition of fear is “a distressing emotion aroused by impending danger, evil, pain, etc., whether the threat is real or imagined; the feeling or condition of being afraid.” In other words, a potential buyer may be afraid to book a show through your agency because he’s anticipating that if he signs a contract and sends you a deposit, something bad is bound to happen. This usually happens if he has been burned by a previous agent, or he just doesn’t trust the person he’s presently working with (namely you). This is a problem that many agents share. Here’s how to overcome his fears and get the booking, if he’s been burned by another booking agent in the past. Continue reading
