Career Tips

Spartan Insights: A Linkedin Discussion. November’s Featured Spartan Molly Fletcher, Sports Agent, Author, Speaker.

Spartan Insights is a bi-monthly Linkedin discussion thread that is meant to give you the opportunity to ask questions regarding one Spartan’s experience within a specific company, industry, or occupation. Answers will be given at the convenience and discretion of the featured Spartan and will be answered from the Spartan’s own personal experiences and opinions which are not meant to be representative of his/her company’s official position. Please be aware that questions related to your status as a job candidate, or confidential information (such as trade secrets) will be ignored and comments that we consider to be disrespectful, rude, or otherwise inappropriate will be removed. If you would like to be a featured Spartan here, please contact the Assistant Director of Professional Enrichment at the MSUAA: Dave Isbell – write “Spartan Insights” in the subject line.

Our featured Spartan in November was Molly Fletcher, Sports Agent, Author, Speaker. (She recently presented for us on a webinar on the subject of Negotiation.  You can view the recording of this at

Molly Fletcher

Founder & CEO | The Molly Fletcher Company

Hi everyone- I’m looking forward to connecting with my Spartan family! As Dave mentioned, I’m here to answer any and all of your questions on negotiation (and anything else on your mind). A little background on me— I’m a graduate of MSU (class of 1993) and spent the first 15 years of my career as a sports agent, having the opportunity to represent some amazing athletes, coaches and broadcasters. I started my own company a few years ago and travel the country as a keynote speaker and consultant. I now live in Atlanta with my wonderful husband and our three daughters.

My most recent book, A Winner’s Guide to Negotiating: How Conversation Gets Deals Done, is available now on Amazon or in stores. If you’d like more info, you can visit our website at or follow me on Twitter @MollyFletcher.

Opening it up now for conversation and can’t wait to hear your questions! Let’s get started…

Dave Isbell Asked:

Hi Molly, Thanks for the terrific webinar last week and for being available for this discussion as well. I’ll kick off with the first question. In your webinar, you gave an illustration about taking your kids to the orthodontist and negotiating the price. Can you give some more illustrations about how to “think outside the norm,” and maybe a few cues to look for in order to assess whether someone may be able to go there in the conversation with you? Thanks!

Brian Commented:

Thank you Molly for a great webinar. Hope you are still playing tennis and golf and that your daughters all play one or the other down the road. Keep up the great work and thanks again for taking the time to share your insights.

Molly Fletcher

Founder & CEO | The Molly Fletcher Company

Dave asked how you can “think outside the norm” and assess whether there is an opportunity to negotiate. A lot of times we don’t recognize the opportunity to negotiate exists and that’s our first mistake. Any time you are getting ready to make a spend/make a purchase, ask yourself questions like…how can I help this person? What benefit would it be to them if I buy this from them? How can I exemplify how they could benefit if we do business together?

How can you tell if they are open to the conversation? A lot of this is gut. Do they appear open? Engaged? Interested in you and your conversation with them? Is it a two-way or one-way conversation? Listen to what is being said and also what is not being said. Tone and body language can be good indicators.

Molly Fletcher

Founder & CEO | The Molly Fletcher Company

Thanks Brian. Yes, all three of my daughters play tennis, but I’m eager for them to always explore. They also play basketball, volleyball… most anything with a ball, they are in!

Colleen Asked:

Hi Molly. I loved the webinar last week. What really stuck out to me was learning to love the pause after pitching a deal. That’s something I would’ve never thought about to become comfortable with but it makes so much sense now!
Question for you: what tips do you have for a young woman as my self from your experiences being a woman in a male-dominated industry?

Steve Asked:

Hi Molly. Great to see another Spartan flourishing in the business world. I deal with automotive buyers all the time and they are champions at squeezing the vendors for every last dime. I think one negotiating rule is to remember the value you represent and don’t give it away. Too often during negotiations my people are so set on making the sale, they are willing to settle for less than the value. Be willing to walk away if you don’t get your value. If you’re offering what they want, they’ll be back.

Molly Fletcher

Founder & CEO | The Molly Fletcher Company

Colleen asked about tips for young women working in a male-dominated industry. My advice is be authentic; be you. Being authentic is something we choose. When we are authentic we connect and at the most basic level, people want to connect with one another. Tactically, be prepared, know your audience and inside of conversations have something up your sleeve that demonstrates that you aren’t just excited to be in a meeting, but you are ready to add value. It’s not about saying you will add value, rather demonstrating how you will through your behaviors and prep.

Molly Fletcher

Founder & CEO | The Molly Fletcher Company

Steve made the point to always make sure you remember your value inside a negotiation. Absolutely true and I think this is something you should get clear on before you enter any negotiation. Understand what value you have to offer and how it aligns with the value the other party is seeking. No deal is better then a bad deal. And sometimes a loooonnnnng pause is all it takes to get a deal done.

Colleen A. Asked:

Molly, I will be graduating this coming May and have always been interested in the sports industry. What advice do you have for new graduates who are looking into working in the sports industry? I am looking specifically for sports marketing, communication, media, PR, etc., what’s the best way to get my foot in the door and where is the best place to look?

Molly Fletcher

Founder & CEO | The Molly Fletcher Company

The sports industry is very tight knit so building relationships is very important. I would strongly encourage you to get an internship and volunteer as the experience you gain will be so valuable. Find out what opportunities are available within the athletic department if you haven’t already. You can also check out Teamwork Online as they have an extensive job board that includes internship postings. Once you get your foot in the door, gain as much experience as you can across departments, build relationships and add value.

Sarah Asked:

Hi Molly! The sports industry is also something that highly interests me. It seems like you have had a lot of great experiences since you graduated from MSU. Is there any one moment in your career that stands out as being the moment that you knew you were in the right career field?

Molly Fletcher

Founder & CEO | The Molly Fletcher Company

Sarah asked how do you know when you are in the right career field? For me, it was more of a process then a moment. Over time feeling I was adding value to my clients’ lives, feeling like I could do so consistently and authentically. And then when they start referring business to you, that’s a signal you are in a lane that is benefitting others.

Dave Isbell Commented:

This discussion is now closed. Thank you for your participation and thank you Molly for sharing your insights with Spartans in this discussion! You can also find Molly on Twitter: @mollyfletcher, Her latest book “A Winner’s Guide to Negotiating: How Conversation Gets Deals Done” is available now on She will be on the campus of MSU on 12/03 for a book signing (see her website for details: Her LENS webcast on the subject of negotiation, as well as a copy of this conversation, can be found on our blog: Come back here next month for another guest for our “Spartan Insights” Discussion. Go Green!


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