SBJ/February 28 - March 6, 2005/Forty Under 40
Published February 28, 2005
DAN LOZANO, BEVERLY HILLS SPORTS COUNCIL
BY LIZ MULLEN
Baseball agent Dan Lozano has had a big year. In what the St. Louis Post-Dispatch called a “historic deal,” Lozano last year negotiated a $100 million, seven-year deal to keep Cardinals first baseman Albert Pujols in St. Louis through the 2010 season. The deal, which more than doubles the previous record contract awarded a player with three years of major league service, could be worth as much as $112 million if the Cardinals exercise an option for the 2011 season.
|• Age: 37|
|• Title: Partner|
|• Company: Beverly Hills Sports Council|
|• Education: B.A., University of Southern California, 1990|
|• Family: Single|
|• Career: Started as an intern at Beverly Hills Sports Council while still in college; became a partner in 1996|
|• Last vacation: Monte Carlo, summer of 2004|
|• Last book read: "My 30 Years in Dodger Blue" by Fred Claire|
|• Last movie seen: "Ray"|
|• Greatest achievement: Becoming partners with Rick Thurman, Jeff Borris and Dan Horwits|
|• Greatest disappointment: My brother, who was killed in a car accident, wasn't able to see my success|
|• Fantasy job: A wine sommelier|
|• Business advice: Don't ever chase the dollar. Find your passion and then figure out how to make money at it.|
Earlier this month, Lozano was working on a multiyear extension of a one-year, $3.85 million contract that he had negotiated for Philadelphia shortstop Jimmy Rollins in January.
Lozano is one of four partners and agents who run Beverly Hills Sports Council, a baseball player representation agency with a roster of about 85 Major League Baseball players and 45 minor leaguers.
Among the clients Lozano personally represents are New York Mets slugger Mike Piazza, Philadelphia’s Rollins, St. Louis’ Pujols, Minnesota’s Jacque Jones and Toronto’s Eric Hinske.
Lozano wouldn’t say exactly how many of the agency’s players are his primary responsibility. “There are a lot of players I am very close to, but our office is definitely a team effort,” he said. “My other partners — Jeff Borris, Rick Thurman and Danny Horwits — they play a huge role with every one of the guys I deal with.”
Lozano starts each workday at home about 6:30 a.m. by making calls to clients or teams on the East Coast. “In this business, your phone is really your office,” he said.
When he is in town, he will go into the agency’s Beverly Hills, Calif., office at 8:30 if he doesn’t have clients staying over, or at 10 a.m. if he has house guests.
During the season, when clients come to town to play the Angels or Los Angeles Dodgers, they always come into the office.
Lozano goes to 80 to 100 baseball games a year, counting spring training, minor league games and major league games. When he is not going to a game, his work day ends about 7 p.m.; otherwise it ends when the game ends.
He travels about eight months a year visiting clients, and calls each of his clients at least four or five times a week.
Billy Beane, general manager of the Oakland A’s, has known Lozano for about 11 years and counts him as both a friend and a business partner.
“We both came up in the business together,” he said. “I have a hard time believing he is under 40, he has been in the business so long.”
Beane said that he has a high level of trust with Lozano. “When he tells you something, I think you can take it to be accurate,” he said, adding that it often takes a long time for him to complete a negotiation with Lozano because “half the time we are interacting as friends.”
Beane said that he has dealt with Lozano on every kind of player and every kind of contract. “He is especially good with major league players and major league free agents,” Beane said. “The bigger the issue, the better he is.”