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A native New Yorker, Tony Martinez graduated from The School of Visual Arts and worked as a music video producer for several years before making the move to LA. Once there, he entered the training program at Paradigm and then worked as an agent for five years at Epstein Wyckoff & Associates. Tony is currently employed by GVA Talent Agency and he is the author of “An Agent Tells All”.

What do you love about being an agent?
I love being right. There have been times when I’ve signed a fresh face that no one knows and no one wants to know. I make call after call, trying to convince casting directors to give the actor a shot. And then, when someone finally does, the actor goes in and books the job. It’s very validating when this happens.

In your opinion, what are the qualities of a great agent?
Any decent agent can spot a talented actor but how many can see the potential for talent? That’s the difference between a good agent and a great one.

A great agent also has to give a damn about his clients. He can’t just view them as names on a list. Actors trust us with their dreams. That’s a great responsibility and it has to be taken seriously.

What’s the toughest part of your job?
I don’t enjoy being the bearer of bad news. I’m the guy who gets to tell a young actress with hope in her eyes that she didn’t get the part. And trust me, that’s not fun.

When is an actor ready to begin approaching agents?
A professional boxer would never step into the ring unless he’s 100% ready. The same holds true for actors. You have to work on your craft and develop some technique before you start pursing representation. How do you do this? By training hard in class and then exercising those muscles on stage in front of a real audience.

In general, what is the most effective way for an actor to approach an agent?
There are many ways to get my attention (submissions, showcases, etc.) but the most effective way is through a referral. Referrals are golden in this business. If someone I trust refers an actor to me, then I’m going to meet that person.

In general, what is the most effective way for an actor to piss off an agent?
I’ve got a million examples of this in my book but here’s the main thing you have to know. I’m a professional and I expect my clients to behave like professionals. That means showing up on time for auditions and being completely prepared. I don’t want to hear excuses about your car or how you weren’t focused because you had a fight with your girlfriend. It’s not my problem. Just do your job.

What do you wish more actors understood about building a career in LA?
As soon as actors arrive in LA, they start running around like mice in a maze, desperately trying to find an agent. “Where are they?” “The agents must be here somewhere!” “Have you seen any?”

Slow down! There’s no rush. We’re not going anywhere. And trust me, you’re not ready. Most actors spend their first year in LA getting used to the city and learning how the business works. Finding an agent and meeting all the right casting directors takes even longer.

Is a college degree in acting essential to a successful career?
You’re joking, right?

What are you looking for on an actors’ resume? What impresses you?
If you don’t have tons of film and television credits, I look for effort. I want to see you that you haven’t been sitting around waiting for an agent to solve all your problems. You should be out there, hustling your butt off so that when you sign with an agency, you’ll be ready to rock and roll.

So let’s define effort. First, I look for it under the “Training” section of your resume. I’ll ask myself, “Is this actor serious about his craft?” “Has he been training with a variety of teachers?” “Has he explored many different types of classes, including scene study, cold reading, voice, and movement?”

I also look for effort under the “Theater” section. And this brings up one of my many pet peeves about actors. I’m constantly meeting actors who complain they can’t get any work because they don’t have an agent. Bull! You may not be able to land a big guest star part on “24”, but you can definitely go out there and do some theater.

If you’re an actor, you should act. And yes, it is that easy. Acting is acting. It doesn’t matter if you’re doing community theater or working opposite Robert DeNiro. You need to practice your craft and build up your credits. Show me an extensive “Theater” section on a resume, and I’ll show you an actor who loves acting.

What qualities do you admire in the actors you’re working with?
I admire actors with a strong work ethic. Most people in this country work 40 hours a week. If you’re not spending at least that much time on your career, then sorry, acting is just a hobby for you.

What is the biggest mistake actors make when meeting an agent?
Meeting with an agent is like a first date. You’ve got two people in a room. They’re sizing each other up. And they’re both wondering if it’s going to go any further.

Now ask yourself this: what’s the worst thing you can do on a first date?

Answer: Talk about yourself.

There’s nothing worse than being stuck on a date with someone who spends the whole night going on and on about themselves. It’s the same thing in a meeting. I tend to tune out actors who waste their time by doing a non-stop monologue about who they are and what they want.

So don’t play into the stereotype of the narcissistic, self-involved actor. It’s dull. It’s boring. And worst of all, it doesn’t give me a chance to really get to know you.

There is a common perception out there that once an actor gets an agent, they can sit back and wait to get famous. What are the actors’ responsibilities after signing with an agent?
This is a great question. In my book, I devote an entire chapter to it. The first thing you have to remember is that you’re not the only client at the agency. Your agent is probably working for over a hundred actors and they’ve all been there a lot longer than you. So you need to stand out. You need to become more than a name on a list. And there are many ways to do this.

Here’s a suggestion that when done properly, has always worked on me - invite your agent to lunch.

This gives you both an hour to get to know each other without interruptions. By doing this, you’ve created a great opportunity to make an impression as a real human being, not just as a needy actor.

The key to making lunch a success is - don’t talk about acting. If you start complaining about how you’re not getting enough auditions, the agent will go back to the office with a bad taste in his mouth. And that’s not what you want.

Instead, try having a normal conversation, just like you would with a friend. See if you can find some common ground. Talk about your favorite movies or the price of tea in China. The topic doesn’t really matter. The idea here is to make a connection.

If you can pull this off, then you’re halfway home to establishing a solid working relationship with your agent.

Is there anything that makes attending a showcase more appealing to you?
A showcase should be short and sweet. I want to see a wide variety of actors perform entertaining material in no more than ninety minutes. That’s plenty of time to get the job done.

If I’ve decided I’m going to pack up and move to Los Angeles to become an actor, what three things should I do to prepare?
First, bring money and plenty of it. This isn’t a cheap town. Besides living expenses, you’re going to need headshots, classes, and a million other things. It’s scary how this stuff can add up.

Second, don’t just show up like a hick on the back of a turnip truck. Come out and visit first. Do some exploring and get to know the town. Start thinking about where you’d like to live. Try to make some friends who will be able to lend a hand when you actually make the move.

And last, don’t do it. I’m serious. It’s getting really crowded out here and we don’t have room for any more actors. The guards at the airport will turn you away.

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