Most Valuable Agent with Matt Hannaford

Episode: MLB Agent Q&A – Off-Season Work Ethic, Playing Time & Contract Negotiation Secrets

Date: March 11, 2026
Host: Matt Hannaford
Guest/Producer: Mike

Episode Overview

In this special Q&A episode, MLB agent Matt Hannaford answers real questions from families and baseball parents around the country. Covering off-season work ethic, dealing with bench time frustrations, and a behind-the-scenes look at contract negotiations, Matt uses his extensive experience to offer actionable advice and deep insights. The tone is conversational, direct, and supportive, with Matt emphasizing context, second-order thinking, and always prioritizing the player's unique circumstances.

Key Discussion Points & Insights

1. Off-Season Work Ethic: How Much Does It Really Matter?

[00:45 – 05:21]

• Question from Ken (Kansas): “How much should a parent read into their kids’ effort level between seasons? Is off-season work ethic really the best predictor of how far they'll go?”

• Matt’s Approach: Context First

  • Understand the player's age, goals, and reality.
    • Is your child 10 with MLB dreams, or 17 and nationally ranked?
    • “If your son is 17, committed to a SEC baseball program, and scouts are coming to games, then obviously… you have something different on your hands.” (Matt, 01:47)
  • Off-season effort does matter for high-achievers, but perspective is vital.
    • All players need downtime for recovery and preventing burnout.
    • “Let me be the first to tell you that these guys in the big leagues… will not leave the couch for a month and a half.” (Matt, 03:39)

• On letting kids be kids:

  • “If your son is 10, 11, 12… you're doing him a disservice if you don’t let him be a kid and go out there and enjoy himself. It’s not just all about training.” (Matt, 04:26)
  • Encourage balance and trust parental intuition.
    • “Your intuition, more than anything, is probably right on. So just kind of listen to it.” (Matt, 05:16)

2. Dealing with Playing Time & Benchwarming Frustrations

[05:21 – 11:29]

• Question from Mark (Cincinnati): “My son works hard at practice, but he rides the bench on game day. How am I supposed to handle this without losing my mind at the coach?”

• Matt’s Perspective: Context & Self-Awareness

  • Consider your son’s age and the team dynamic (freshman on varsity vs. senior, for example).
  • “We all want our kids to be the best on the team… but maybe there’s an issue with the coach, your son, or you.” (Matt, 06:18)

• On communication and stepping back as a parent:

  • For high schoolers and up, encourage players to advocate for themselves.
    • “If [your son] has an issue with his playing time, he should be the one that addresses it with the coach.” (Matt, 07:01)
    • Important life skills: addressing authority, building resilience for future baseball (college/pro).
  • “There’s a time and a place for me to call the general manager or the farm director on behalf of my client, but there’s also a time and a place to make sure the player is addressing it directly with the coach.” (Matt, 08:01)

• Tips for Parents:

  • Coach your child on having a “very professional conversation” with their coach:
    • “Why am I not playing? What do you need to see from me in order to start playing?” (Matt, 09:12)
  • For younger kids (9–10), parents can talk to the coach, but:
    • Wait for a neutral moment (not after a heated game) and approach calmly.
    • “Maintain professionalism… because if you get in an argument with the coach… that gets around, and now you have a reputation as a hothead.” (Matt, 10:37)
  • Be strategic, not emotional.
  • Direct support offered: Matt invites DMs for more specific situational advice.

3. Contract Negotiation Stories & Lessons from the Agent’s Chair

[11:29 – 21:58]

• Question from Jake (Scottsdale): “Take us back to your first deal as an agent. What do you remember, and what would you tell your younger self now?”

• Matt’s Reflection:

  • Shares the story of Liam Hendriks’ contract during the COVID era (signed January 11, 2021).
    • “That contract… was the thing that kind of sparked the signings to start that offseason.” (Matt, 12:29)
    • “We had to be prepared for a lot of different things leading up to that moment, one of which was Covid… The other was, obviously, we had a pitcher. Health of pitchers obviously matters.” (Matt, 13:42)

• Key Negotiation Insight: “Second-Order Thinking”

  • “To be a good agent, you have to be skilled at second-order thinking… If I do this, then this happens, then that happens… It’s a little bit further down the road.” (Matt, 13:55)
  • Key to protecting the player from unexpected outcomes, especially in uncertain times.

• Explaining Options in Contracts:

  • Club option, player option, mutual option—what they mean for a player’s earning and freedom.
    • Liam’s contract: club option where buyout matched option salary, hedging against injury risk.
    • “He essentially gets his money regardless if the option is picked up or not.” (Matt, 15:29)
  • This enabled Hendriks to sign another big deal after the buyout.

• Memorable Story: Hendriks’ Resilience

  • Details Hendriks’ comeback from stage 4 non-Hodgkin’s lymphoma, returning to pitch mid-contract, then Tommy John surgery.
  • “It was the ultimate protection for him… one of the most fulfilling [contracts] as well.” (Matt, 18:10)

• On the Agent’s Role and Gratitude:

  • “Every negotiation and every story, there’s an individual behind it… a family… a concerned parent… and I’m reminded of those conversations in those moments.” (Matt, 19:03)
  • “Sometimes agents make the mistake of thinking they are the center of attention… I think that’s a little silly. We’re only in this business because these players give us an opportunity to be in the business.” (Matt, 20:07)
  • The power of player unity and the agent’s responsibility, especially with upcoming CBA negotiations.

Notable Quotes & Memorable Moments

• On Youth Burnout:
  “Let them be kids… And, you know, just give yourself some credit. Parents oftentimes feel like there’s so much they don’t know. Your intuition more than anything is probably right on.” (Matt, 04:39)

• On Player Agency:
  “If your son truly does have ambitions to maybe turn this into something… these are the things that are going to happen… you’re going to have to stand on your own two feet and address an adult.” (Matt, 07:35)

• On Negotiation:
  “To be a good agent, you have to be skilled at second-order thinking. That was one of those contracts where we had to be prepared for a lot of different things.” (Matt, 13:55)

• On the Agent’s Gratitude:
  “Every waking minute, we have to continue to work and figure out how we can add more value to [players’] careers… That’s certainly a good thing, because as we embark upon this next collective bargaining negotiation… we will have a game that is even better.” (Matt, 20:44)

Important Timestamps

• [00:45] – Q&A Format Introduced; Ken’s Off-Season Work Ethic Question
• [05:21] – Bench Playing Frustration & Advice for Dealing with Coaches
• [11:29] – First Contract Story, Negotiation Lessons, and Explaining "Options"
• [17:33] – Liam Hendriks’ Health Battle and Contract Protection
• [20:07] – Agent’s Perspective: Servant-Leadership in Player Representation

Summary Takeaways

• Context determines everything, from off-season routines to how parents and athletes should approach setbacks.
• Empowering players to advocate for themselves builds invaluable life skills, starting from high school.
• The best MLBA agents think several steps ahead, crafting contracts that protect players against all contingencies.
• Every client’s story matters—the agent’s job is to serve, guide, and honor the trust families place in them.

If you’d like your question answered on a future episode, DM Matt on Instagram. For full episodes and more insider tips, subscribe to The Most Valuable Agent YouTube Channel.