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Home , Air Jordan, Be Like Mike, Darrell Griffith, David Falk, Dominique Wilkins, Dynasty (sports)

The Success of and How His Agent, , Changed

Sports Marketing

By: Worch

Instructor: Amanda Freeman

Date: 2/11/19

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Worch-2 Table of Contents

❏ Interviewer Release Form…...Page 4

❏ Interviewee Release Form…...Page 6

❏ Statement of Purpose………. .Page 9

❏ Biography…………………... ..Page 10

❏ How Marketing was Changed by David Falk and His Success

Representing the Legendary Michael Jordan………. Page 11

❏ Interview Transcription…….Page 18

❏ Interview Analysis………….. Page 40

❏ Bibliography………. ………..Page 44

❏ Interview Recording……….. Flash Drive

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Worch-5 American Century Oral History Project

Interviewee Release Form

I, ______David Falk______, hereby give and grant to St.

Andrew's

(interviewee)

Episcopal School the absolute and unqualified right to the use of my oral history memoir conducted by

______Kane Worch______on ___2/11/19______. I understand that

(student interviewer) (date)

the purpose of this project is to collect audio- and video-recorded oral histories of first-hand memories of a particular period or event in history as part of a classroom project (The American Century Project).

I understand that these interviews (recordings and transcripts) will be deposited in the Saint Andrew's Episcopal School library and archives for the use by future students, ​ ​ ​ ​ ​ educators and researchers. Responsibility for the creation of derivative works will be at the discretion of the librarian, archivist and/or project coordinator. I also understand that the recordings and transcripts may be used in public presentations including, but not limited

Worch-6 to, books, audio or video documentaries, slide-tape presentations, exhibits, articles, public performance, or presentation the World Wide Web at the project's web site www.documentinghistory.org and online archive (www.digitalmaryland.org) or successor ​ ​ ​ ​ technologies.

In making this contract I understand that I am sharing with St. Andrew's Episcopal

School library and archives all legal title and literary property rights which I have or may be deemed to have in my interview as well as my right, title and interest in any copyright related to this oral history interview which may be secured under the laws now or in force and effect in the of America. This gift, however, does not preclude any use that I myself want to make of the information in these transcripts and recordings.

I herein warrant that I have not assigned or in any manner encumbered or impaired any of the aforementioned rights in my oral memoir. The only conditions which I place on this unrestricted gift are:

1. ______

2. ______

______David Falk ______

Signature of Interviewee/Donor

_____Kane Worch______

Type or Print Name

Worch-7 ______

Address

______

______6712 Arroyo Ct ______

______2/11/19______

Date

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Statement of Purpose

My purpose in interviewing David Falk was to learn more about the work of a . Since David is very well known and well respected as a sports agent, I felt that I would learn much from him that could later help me in life. Since I am interested in a sports agent I thought it would be a great idea to interview him. Also, David represents Michael Jordan, who is the best player to ever live. By interviewing David Falk, I thought I could learn what David and Michael had success within both of their fields.

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Worch-10 Biography

David Falk was born in Seaford, in 1950. He went to Douglas MacArthur

High School and continued on to where he studied Economics. Once he graduated, he went on to law school at George Washington University. David Falk is a world-class negotiator but is mainly known for being Michael Jordan’s Agent. He is also known for changing the sports marketing world and turning it into a major multi-marketing phenomenon. David eventually became the creator of the company and patent of .

How Sports Marketing was Changed by David Falk and His Success

Representing the Legendary Michael Jordan.

Michael Jordan was the best basketball player to ever live by setting many records and winning six back to back national championships. Michael was inducted into the

Hall of Fame in 2009. Behind it all, his agent David Falk would make sure that he had everything at he needed to make it happen. 1 The legend Michael Jordan who became a

1 https://deadspin.com/5924825/how-michael-jordan-and-nike-teamed-up-to-conquer-the-world. ​ ​ How Michael Jordan And Nike Teamed Up To Conquer The World.

Worch-11 Basketball icon along with his agent David Falk changed the way the Basketball marketing industry operates. David Falk also had to make some risky decisions on behalf of Michael ​ ​ Jordan, but the outcome would always end positively. Even though these decisions were risky, he would always make sure that Michael was happy in the long run. Jordan could always trust

David falk to guide him and make the right decision. If he had to put David on the line to make the right decision he would do it knowing it would be the right one and make them both very successful. During this time period in 1991, Michael Jordan’s popularity was at an all-time high!

He had won the NBA championship for the Bulls. was thrilled and expected another

Championship ring from Michael Jordan. Not only did he bring another championship, but he also carried that title for six years in a row. From 1991-1998, he never lost an NBA

Championship. The entire world wanted to “Be ”. His playing style was so significant.

Michael Jordan's basketball was even more significant #23. As a kid, I can remember when our coaches would give out jerseys to our basketball team, everyone wanted the number

#23. Everyone wanted to “”!

Michael Jordan wins MVP, again! 2Michael winning MVP in 1991 and 1992. During the

1990s basketball was one of America’s most watched . At the time George Bush Sr was

President. In 1990, what was going on in the U.S. was when we first experienced going to war as a country since World War II, The Gulf War. I would personally consider Basketball one of

America’s sports. In 1991, the NBA championship was a by the . The was 107 - 86 beating down on the . Michael being the star player of the game, dropping many points and . Michael was averaging 31.7 points a game. Michael

2 Michael Jordan Wins MVP again. Michael on track to be a superstar.

Worch-12 Jordan's First NBA Championship was a surreal moment in Basketball history. Going to head with the Lakers and especially with the .3 This is where it all had started with the series of many of Michael’s Championships. The Bulls had crushed the Lakers in the series 4 - 1. After winning the 1991 NBA championship, this marked his that lasted forever.

Michael considers the his escape. Anytime he would go through a problem in life he would go play basketball. Michael never paid that much attention to what his father said until one day he did, he became successful. He never wanted to sign with Nike.

Michael Jordan originally had no interest in signing a contract with Nike. He had a huge desire for the famous brand . They had asked him to fly out to Oregon so they could try and convince one of the best rookies to sign to Nike. He really did not have the patience, but then he had talked to his parents and David Falk. He ended up flying out to Oregon. He was in a meeting with many of Nike's commissioner etc. In the meeting when one of the gentlemen asked him, how would you like to create your own . That is what caught him so he signed with Nike.

After this, he had been to several meeting to Nike on what the shoe would like and the color scheme. Mj, David has been talking about a name but it could not be Michael Jordan because it won't sell. So David came up with a great name off the top of his head and name it Air Jordan. 4

3 https://www.history.com/this-day-in-history/jordan-leads-bulls-to-sixth-nba-title ​

4 “For the Love of the Game, My Story by Michael Jordan” ​

Worch-13 Basketball first started in 1946 that was created by a gym teacher who wanted his students to be able to play a game where you can have fun and horse around. At the same time, you can finish the game with no injuries. This game is divided up into 2 teams on the ​ court. With 10 people on the court at once playing 5v5. There were no rules in the first ever basketball game. It was free for all. The sport of Basketball was a very fast spread across the entire world. was introduced in 1901, and this slowed down the number of kids who would get injured all the time. This brought the game to a faster pace of play. This improved everybody's skills, which made the game a lot more exciting. In 1936, basketball was introduced as a men’s Olympic event in Berlin, Germany. Teams from 23 countries competed in games played in an outdoor stadium, Their medals were presented by James Naismith the creator of Basketball. Basketball is now played all throughout the world. It is a very enjoyable game to watch and to play. You can find basketball almost everywhere you go. Basketball is a well-known sport now and there is a pro team where you can make a lot of money from play competitive basketball. In the there was not much controversy that was going on.

Basketball was a big sport at the time but there was nothing significant going on. This is what also made Michael Jordan so popular and famous. Once the basketball season had started,

Michael was already a big hit to the NBA and to the entire basketball world. Today in 2018, to make it to the pros you must put in a lot of effort, time and dedication to the game in order to succeed. By doing this you will become a great basketball player over time. For example,

Michael Jordan he put in all the time and dedication to the game and got cut from varsity as a

Edited by Mark Vancil

Worch-14 junior. After that moment, Michael had practiced every day for hours he only improved from that on. He had one special dream and it was to be the best. After High School, he soon went on to go and play at the University of . He had started on UNC and was a star player freshman year. Then sophomore year he made an even bigger dent then he had did freshman year setting many records and being a star player for the . Making his mark at the University of North Carolina, he was later drafted into the NBA to the Chicago Bulls in

1984.

When Michael Jordan was at his peak, There was never a day where he would not be in the gym. He would be the first one in the gym and the last one out. His work ethic was unreal.

His dedication and love for the game are which drove him to be one of the best in the world. He had a killer instinct to be the best. He always wanted to not just make himself better but to make everyone around him better. There is a reason Michael Jordan had won 6 NBA Championships.

He was literally the best to ever live. He had turned the Chicago Bulls into a winning program.

He had many goals to set and he would always break them by going above and beyond.

David Falk one of the best negotiators to ever live had negotiated with some of the best owners and basketball players in the world to make them more successful. David Falk had brought Knight and Jordan together in 1984. A 1975 law-school graduate, David, and his

Worch-15 ProServ agency were among the first agency. As an observer put it, falk figures Jordan might persuade WorldCom to insert McDonald's coupons in its mailings. David had stopped those sales by threatening to take to take the NBA to Court. David Falk and MJ had begun in the 1990s to use a global communications company for selling many products of Jordan all throughout the country. 5

My interviewee David Falk, the agent of the greatest Michael Jordan. David Falk has attended all 6 NBA Championships that Michael Jordan went to. Fun Fact Michael Jordan had won 6 NBA championships that including he had only attended 6.

Phil Jackson makes an analysis on Michael vs / two of the best basketball players in the world. Kobe Bryant has 5 NBA rings and MJ has 6. Not a big difference but this shows the talent level and how close they are. is an all-star coach and two all-stars very well. He says that the major difference between the two is that Michael Jordan has much better superior skills as a leader. At times he could be very hard on his teammates though. Kobe

Bryant definitely had most exposure with being more of a team player and making everybody around him better each and every day. 6 This article is significant because it talks about how not just Michael became successful in the NBA just by himself. Michael Jordans Phil

5 “ Michael Jordan and the new global capitalism” ​ By; Walter LaFeber

6 Michael Jordan was better leader shooter and defender than Kobe Bryant ​

Worch-16 Jackson another behind Michaels success. Phil starting from his rookie year he already knew by the integrity and that he could easily be a lethal threat on the court. Another key factor that

Phil had noticed was that the had been a leader during games and almost all practices. He would pick up his teams when they had felt down or had made a mistake. He was always there to support his teammates. Phil had new from the start that the program had made the right decision.

Michael is known to this day as one of the best basketball players in the entire world.

MJ had set many records as the NBA all-star. Including many dunk contest. MJ single-handedly shaped and molded the Chicago Bulls into a winning program. The bulls during

MJ’s time at the time were an underdog team. Jordan built the Chicago Bulls from the ground up and transformed them into the unstoppable team we witnessed during the championship years.“ here is no other team in the history of the NBA for which one athlete has become synonymous with the team itself. Throughout NBA history, players have passed the torch of their legacy on to the next generation of up-and-coming superstars to carry the team in the future.” In one entire decade, MJ had Won 6 NBA championships. 7 The significance of this article is that they mention many ways about how Michael Jordan changed the spirit of a city. He proved and mention in many interviews, that the Chicago Bulls are on the rise and will be a very successful team and program. Michael had much pride and passion when he played for the Chicago Bulls.

Winning six NBA Championship he city of Chicago was very proud and lucky for the type of person and skill he had brought to the program.

7 A Player who changed the culture of an entire city. ​

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The reason why I would like to cover this topic for my Oral History Project is that I want to explain to you the lifeline of Michael Jordan to you. With having much success playing in the

NBA, with all his determination and dedication to the game. Behind who would make sure everything would happen for the greatest Michael Jordan. David Falk, he has changed the way the sports marketing and the amount each player should earn. I got another different perspective on how David Falk would treat every client with the same amount of respect and knowing that they were going to be successful.

Interview Transcription ​

(KW) This is Kane Worch and I am interviewing David Falk on the Topic of The life Line of

Michael Jordan and the way sports marketing was changed by David Falk. As part of the

American Century Oral History Project. The interview took place on December 4, 2018, at The

Falk Household. This interview was recorded using a computer.

(Kane Worch) Mr. Falk, how are you doing?

Worch-18 (DF) Excellent Kane how are you doing?

(KW) I'm doing well.

(KW) First Question What was it like growing up in Long Island?

(DF) So I grew up in a small town called Seaford. It was a better community, a blue color town. Most of my friend's parents were skilled labors. My Dad was a butcher, there were many carpenters, steamfitters, photographers, few of my friend's parents were really professional. We were a very working community. Very Modestine, money usually went to summer camp, we would play ball in the summer. I've worked since I was about nine years old. It gave me a really good sense of the core values of how young Americans grow up.

(KW) What High School did you go to?

(DF) Douglas MacArthur. It was in the school district called Levittown First planned community in the United States built in the late forties by William level. He built houses for the GIS in world war 2. It would cost 53,000 dollars for a house. WOW. We didn't live in Levittown but that was my school district.

(KW) Did you have a particular sport that you played?

(DF) I played a lot of going up My fifth-grade teacher had taught me how to play basketball. I loved basketball when I was in High School. I would play 3 on 3, I would play every day until I was three years old. I use to come home and play with my brother. Played football in the fall. Pretty good sideline . I was not that good at the game. I always love sports I was really that good at it but I had really good form. I was in a league when

Worch-19 I was about 13. Pretty much played everything.

(KW) Did you play any ?

(DF) I never played golf until I got to college.

(KW) Tell me about your education?

(DF) I went to high school, I did well I was in honors I applied to 4 ivy league colleges got rejected by all of them. So I went to Syracuse. It was great for me because that's where I met my wife. I Met 2 starters on the basketball team when I was a freshman, this is where I started t get into the business of enhancing matching athletes. Made a lot of great friends at Syracuse.

Lifelong friends. Then I went to law School Here at George Washington. In D.C. This is what brought me to D.C. The great thing about going to school in Washington is there are so many federal agencies and law firms associations. That I worked after my first semester, I worked the rest of the time. Part-time actually because I was going to school. I really give you the practical side of how the world works.

(KW) Being a graduate from the University of Syracuse how has Syracuse prepared you for the real world?

(DF) So I was an economics major I knew right of the back I will have to go to law school. I planned to major in Political Science I rushed a fraternity with older brothers This is completely worthless, and they had suggested Economics. Syracuse at the time had a really big program in

Social Science its called ranked 3rd in the country behind Harvard, Princeton. So I majored in

Worch-20 Econ. A lot of interesting courses city planning, it has really helped me in the business. Having an economics background gives you a certain way of think about evaluating I have assets that I would come to specialize in I don't value my players in the marketing world.

(KW) What was one take away that you had learned from Syracuse that you still carry on to this day?

(DF) I speak at many universities around the country. I think college is the time when your 18 or

19 years old where you sort of need to grow up and learn about yourself Syracuse is a very social place made a lot of great friends. I got to learn a lot about myself, I have stayed very active at

Syracuse. There is a building in my own name sports management building. I'm on the board of trustees I stay very active. I have never had a client from Syracuse. Pretty Amazing 45 years as a sports agent I have never had one client from The University of Syracuse.

5:00

(KW) What did you do to make Michael Jordan successful?

(DF) You have to understand that in 1984 Michael left the University of North Carolina as a junior. It was sort of like in 1492 when people thought the world was flat. The NBA finals were not even showing Michael when he had left UNC. It was a delayed basis. There was a perception that the league had a lot of drug use and people who do the thought the league was to

Afrocentric to marketable on the mainstream of America. That was the lay of the land back in the

Worch-21 day in 1984. Super stoners in the game did not have any endorsements. Magic Johnson in 1984 had won the NCAA Title in ‘79 rookie year in 1980. The MVP in 1980 and the NBA

Championship in 1980. And the Only actual deal he had was a one year deal with 7 UP. Larry

Bird had none Kareem Jabbar had none. People had local deals. If you lived in L.A. and like the lakers and if you live in you hated the Lakers. That was the environment Michael was not the number 1 pick in the he was the 3rd pick by Chicago people thought he would be the exciting player by the experts. None of the experts had a clue as dominant as he came. Coach

Smith at Carolina, I think did not think that I certainly didn't know I'm not even sure parents thought he would become successful as he was. He is an extremely competitive human being very smart man, very hard worker. And he was obsessed with being the best.

(KW) How did you change sports marketing?

(DF) So in this environment where there was very little marketing, Michael started in the

Olympics in 1984. His team was the last team of American amateurs to win the gold medal. He came home from the Olympics, thought to myself this young man is dominating the Olympics on a world stage. Where millions would watch. He was a very old young American man, he came from two-parent family four siblings all hard working people. His parents are great people. In many ways, he was like the boy next door. A very normal guy was not egotistical. I sat down with him and his parents and chatted about and I said our job is to try project you as an all

American man. The first few companies that I had proposed chevy, Coca-cola, and McDonald's.

Doesn't get any all American than that. These were the first three companies that we had signed

Worch-22 with. And this had sort of formed a foundation for him. They were all local deals, none of them were national for the first couple of years. This is Chicago and North Carolina. I think it gave him spring to more he was terrific all around with the commercials. Then, of course, we had

Nike for his and clothing. Right away before he even stepped for on-court companies had already started promoting him. Which was unheard of at the time. Most people felt that you had to prove yourself first before you get endorsements. We had leverage relationships that did at a period in time. We had a lot of our clients and tennis Mcdonalds, Coke. They said hey, take a shot on the sky, then the rest was history.

10:00

(KW) I was doing my research and I read an article saying that he had a big thing for Adidas signing shoe contracts? Why was he so against Nike?

(DF) I was not that he was against Nike, He didn't know anything about Nike. in 1984, the dominant shoe company of America was probably Adidas. I was called and-das. The founder's name is Adi. We actually represented his son.

(KW) Oh really.

(DF) Yes, Probably one of the most powerful men in history at one point in sports. He actually died, the company assorted a disera at the time Michael coming out they didn't feel they had the resources to properly market. So I took him and his father to all different types of companies.

Also through colleges for a recruit. And I felt that Nike the young hungry company would be the most aggressive marketing him and that what I wanted someone to market him as the individual athlete. As a team athlete, I wanted him to be marketed as a game of golf or a tennis player. Most people thought I was crazy.

Worch-23 (KW) I did read that.

(DF) haha

(DF) Because this has never been done before.

(DF) He didn't want to go to Nike. That's the funny part of the story. He had just finished the

Olympics very experienced with the coach, that coach and I really pushed him hard. And he just wanted to come home and chill out. I said no we have to go to Portland Oregon. Michael said

David, I'm not going to Portland Oregon. I had just met him, I didn't know him very well. It's the very first record base. He turns me down. So I called his parents and said look, Mr. and Mrs.

Jordan you work together you have to trust me He does not have to sign with Nike you have to get out and see what they have to offer because compared to what the other companies have. We went out there, his parents had made him go. Nike had made an amazing presentation

(KW) Really!

(DF) It was like one of the early music videos they took all of his highlights and put it to music, they had Van Halen I wore my sunglasses. It was funny. It was tremendous and he did not crack a spot during the entire time he was there, “I can’t believe you made me fly out here for this” said Michael. So we finished dinner about to come home and I said well what do you think. “

That was amazing I don’t want to see anybody else,” said Michael. Now that was the first time

Michael Jordan was a great and I player. Because he never played his emotions, he was really smart who took it all in.

(KW) that's good to know, I'm glad I'm hearing this from you the fact that he was very suddle but later on and how he did have many emotions.

(DF) He always had a lot of emotion he knows when to display it. I know that he is Kenny

Worch-24 Rodgers, he is very going with the flow.

( KW) How did you become a sports Agent?

(DF) So I always wanted to become a lawyer from the time I was 8 years old. I had this romantic motion when I was in college that maybe I could combine them. And the sports management industry was infused at the time it was just starting. And So I become great friends with these two-star basketball players that were on my floor freshman year. We became great friends to this day. I thought when we became seniors that they would go pro and unlike most the agents today probably could not pass an open book test on marketing. I knew I had no clue what I was doing when I was a senior so I went to law school and when I was in law school I started networking I met Phil Mclaughlin, who was a financial manager for a lot of the Celtics. Since he had a great financial background he had a friend of his who was the head of Union basketball. And back then most of the people in business sold practices they didn't have these big firms like a preserve,

SFx. They were all basically individuals who were not hiring. When I told them I was in school at GW, they told me that there is a smaller firm in Washington DC named . I went to go see him. I tried going through with him on the phone and I could not get with him. And I called or weeks, unanswered. He was always in meetings, with clients, he was always busy. He was the most difficult person of all people. I met Paul Tagliabue Boss, I met the lawyer for the

NFL. I met all these really big people. It was very frustrating because they were all so busy. I called everyone, and nobody would pick up. I called the secretary and he finally gave me an interview. She kept me waiting for 3 hours. They told me they were not hiring people with my background. So I told him I would work for free. So we took me up on my offer. I can't say the

17 years I work there I got paid a lot more than doing it for free but it wasn't much. But I love

Worch-25 what I was doing so, I was happy.

15:00

(KW) Good!

(KW) When you went to Michael's games what was your role to do at the games?

(DF) Really no role, I would go to the cities when I have clients Especially Michael I would fly to the city and have meetings with Companies that the players would have endorsements from

And even agencies. Then I would go to the game to watch. Usually bring somebody with me,

Usually a person from the company, and just try after the game to catch up with the client

Usually I would help them out or they have any questions for me. Usually, I would ask them if they're happy on the team or their role on the team. It's a very very personal business. And

Michael had so much business that I spent a lot of time in Chicago And it was great fun.

(KW) Did you ever live in Chicago?

(DF) Never lives in Chicago, people thought I was from Chicago.

(KW) really

(DF) yes because of him.

(DF) I spend much time at his house, he is an amazing friend very welcoming, I will tell you a funny story When he was at the peak of his career I went up to Chicago And he would come to pick me up at the airport Oh, he lots of cars here a very big thing for cars Lots of . I ended up having another client on the team, Five years later named . She was a six pick in the draft. And one day he complains why do you spend more time with Michael did I do.

Well I tell Him he comes and picks me up from the airport she's as big as your Stacy stop

Worch-26 complaining. He asked me to come to his house which is 30 million miles from downtown in the middle of nowhere he was never too big. To this day he is a phenomenal friend

(KW) What's the status of our country during this time, was any controversy going on?

(DF) I mean there is always controversy, people had criticized him for not being more

Politically involved. Which I find interesting because any person has to pick their own thing that causes. they're very passionate about their cause. I was very big into education my mom was a teacher I donate most of my money charity to schools because that's the way of honoring my mom. most people say wow why don't you give your money to cancer research or cystic fibrosis. you have limited resources, it's really based on what's important for you. Education is very important to me. Michael, she donated a lot of money to charity. but he didn't feel he did most of it private. people really just think that he should be more politically active. you have to do what you believe in he did what he believed in. Perhaps another person might have done it differently but this is what makes the best of us.

(KW) Good!

(KW) Why did you feel that Nike was really for Michael?

(DF)

Well number one, what I really wanted for Michael who years For Michael Sign the biggest endorsement deal in basketball. There was another basketball player from UNC ,

Kismet more than Kareem, Magic, but it didn't have his own products from Michael because he was a national player of the year, started in the Olympics. and he was very very excited, the one thing when you're selling products it doesn't really matter how good you are playing your sport it

Worch-27 matters how much people want to listen to you, fans. George sold more grills and was more famous than the world champ, for example. so I wanted Michael to have his line.

Converse was the dominant shoe at the time. The is actually owned by Nike now. At the time it was an independent company based in Boston and they were the Fisher shoe of the

NBA. and the Fisher shoe of the Olympics. , Magic Johnson, dr. J, Isaiah Thomas, tons of guys and none of them had their own product, and none of them had a single commercial. I felt that Nike was a Brash entrepreneur company. they would put more resources behind it and that they could help it grow is an affiliation with Nike became so strong a lot of people started calling the company Mikey.

20:00

(KW) Really!

(DF) yeah, and I went to my friend Rob Johnson the head of Nike. we have done a lot of deals together. He had said if you want to sign Michael Jordan. I need a lot of clothes and shoes and he said we can consider that in our industry. you can call an autograph line or signature line. And so Rob said what do you want to call the line, I said we will call it Michael Jordan and he said no we're not going to do that and it said really why not because in 1984 we have got to a crazed where the deciders are putting their names on all sorts of products clothes and shoes Sunday dresses beach chairs even cars were named after players to. Ron felt that America was fed up with this design by the name. He felt that say 21-year-old basketball player needed to have a nickname. you see people believe Michael sitting in his apartment designing shoes I understand that they would say. so we know we can't call Michael Jordan. what do you want to call it? this is where became tricky oh, this is your challenge, you and Michael must come up with the line

Worch-28 name. This is your challenge to come up with a cool name. When are you told me this I wanted to strangle him, I was so frustrated because every player, all had their name on their product. and he did not want to name it Michael Jordan. All the sudden when I was thinking of names in

Ron's office I immediately came up with a name. AIR JORDAN. Nike had recently come out with new technology for the running shoes cold air soles. It gave you more cushioning when you're here to make contact with the ground. that was it took 30 seconds it just came to me.

( KW) Great Story.

(DF)

Michael tells me the best nickname I've ever had.

(KW) What's stood out to you In Michael that made you watch him as a client?

( DF) well, first of all, we've had a long relationship with the University of North Carolina. we represented a great player in the early 70s named played at Denver then

Philadelphia. be represented by in 1978 National Prayer of the year. Michael Korin

1980. James Worthy 1982. coach Smith ran a wonderful program always had the top three four agencies with their players. We had had a long relationship with the University of North

Carolina. Michael was obviously was what are the best players to go to that program. And we are very fortunate to represent Michael.

(KW) why did he choose you?

(DF) well, it isn't so much that he chose me I worked for a firm at the time into City partners had a relationship with Coach Smith. So what would happen is that we would go down and meet the

Worch-29 players Because I was the head basketball in Donalds? Was involved with the first contract and then after that, I took over because basketball is my area so when we went to meet Michael because of our previous affiliation of all of his friends who perform he probably knew more about us than more we knew about him. coach Smith recommended us. That's how we got them if you didn't recommend us we would have had him.

(KW) Interesting.

(KW) What did you do than encourage Michael Jordan's Trust?

(DF) That's a very interesting question, I told him he shouldn't trust me. Until I earn his Trust. when you pick it, agent, you sign contract you trust them. And I say trust is not just a push button it's something you earn. And I think over time I think they came to realize that I had his best interest at heart. And my own company

25:00

(KW) that's good!

(KW) In what ways has Michael made a big impact on your life today?

(DF) He has made a tremendous impact, in my career just think if you are representing musicians and you have Jay-Z or Beyonce Lady Gaga it doesn't get any better. Basketball most people consider Michael the goat.

(KW) oh for sure

(DF) And so, #1 It's really honoring to have Michael as a client. #2 International popularity he able me to exercise my own creativity and make a movie called , which I produce. Car dealerships, restaurants, all sorts of marketing, fast food, soft drinks so many different deals it gave me leadership to talk to many big entrepreneurs in the world. Politicians Like President

Worch-30 Obama. sometimes when I represent Michael I think that she could have picked anyone, but he picked me it stayed with me throughout his career.

(KW) speaking of restaurants, I went to the steakhouse in Chicago for UN for a school trip.

(DF)What did you ask?

(KW) I had steak with mashed potatoes. very good in high quality.it was nice and I felt comfortable.

(DF) It's a great place.

(KW) I like it there a lot.

(KW) How do you know how to recruit clients and retain them?

(DF) so I would say we hardly ever recruited clients we got clients based on recommendations as

I said in the 80s into the 90s at the premier basketball programs in the country in Georgetown,

North Carolina, to Kansas, Kentucky, the head coach didn't want the players getting recruited so he tells them the top agents no recruiting no letters, no nothing.

(KW) Why is that?

(DF) They wanted them to focus on school and basketball, and they said just leave them alone and when the season ends we will invite you in to make a presentation and so we had the best track record contracts and marketing. For many years, It was easy to get invited in a majority of the cases or from the coach. this is how you're going to change, we got older clients from recommendations. You were like Warren Buffett people got to worry about that because he's in the morning bastard in the United States all because the way he dresses the kind of car he drives.

He's the best and the coaches wanted to play to be well and get them mixed up. For a long the

Worch-31 time we had a very strong track record. coach Thompson, he recommended us for she got the highest contract in NBA history not for working. it was easy because we would prove ourselves. let's say you have three seconds left in the game it's two players on the team came to watch and Michael Jordan he going to have to take the last shot? If you want to win the game because of all the Michael Jordan. No disrespect.

30:00

(KW) HAHAHA

(DF) and this is what made us have a very strong track record. we were also great promoters.

(KW) You are still an agent, how stressful can it be?

(DF) Absolutely, there is a lot of pressure. but I'm an extremely competitive person. One of the things that's created between me and my clients is that well my clients I think could and so on in the boardroom I'm very competitive rather than on the court and they find that almost humorous but how competitive I am. there's a lot of stress but I like stress confident, and I like challenges.

And also if you think about it I have had the honor of representing the best and the brightest and your challenge is to live up to their standards they set a very high standard. and I want to match it with my performance.

(KW) You play a very important role as a sports agent, I just want to know can most clients be demanding or you're not liking what they asked for?

(DF) it's very intimidating for most sports agents because players can be extremely demanding sometimes they can be unreasonable. and they may I ask you questions for advice, you know if you tell him the truth you're going to make some very angry. Because everyone else is stroking

Worch-32 them 24/7. It is always been this way. I always felt that my job was to tell him my best advice tell them the truth and if they get mad at you they will respect you for being a candidate.

Ironically when I was about 35 John Thompson College his office one day you said, Son, we've got a problem, I got very nervous. So the problem does you want people to like you? of course, he said get out of the business. your business when you are a candidate you ask a hundred million dollars he's not going to appreciate you doing that. if that bothers you quickly, it's not weather Seafood like you its weather that they respect you and John is an extremely intelligent man great mentor for me. it was great advice, it was hard for people to like me if they get that through my head. to go to work do the best job you can not worry what people think. two of my clients Patrick Ewing in Michael Jordan great friends and a great relationship, but hate each other on the court. Michael wants to tear his eyes apart on the court. they are both very competitive and just want to win. So I had to learn to put my ego and emotions behind me and just try and go out and do the best job I could. Because these players to serve, they put their trust in you their future in your hands and you want to feel like you've done a good job.

(KW) ok!

(KW) If you weren't a sports agent, Where would you be with your life? What kind of job would you have?

(DF) So, my mom, her dream was to always be the chief justice of the Supreme Court. I would have probably been a lawyer, a good litigator so somebody who argues cases, I think quickly on my feet I'm very creative but the distance between being a litigator in an agent is that when you're a litigator you presented case and the judge or the jury is going to decide the case whenever set my case it's 101 it's me and an owner. and my job is to persuade but we're asking

Worch-33 for and there's no third party and if you don't do a good job and you don't get it which is appropriate you didn't do a good job and I like that countability.

35:00

(KW) ok, I like that?

(KW) Have you seen any changes in the World of Sports since the era of Michael Jordan?

(DF) Oh a tremendous, number one I think Michael single-handedly changed the world of basketball.

(KW) Yes, agree 100 %.

(DF) From 1984 on sort of like for many centuries people went looking for the Fountain of

Youth Exploring for the next Michael Jordan. so 1986 people thought that One of Michael

Jordan's teammates that became 1991 there were always people looking for the next Michael Jordan and there will never be the next Michael Jordan. I think today people searching for next Steph Curry and there's not going to be another Steph Curry steps unique one thing that makes Michael so unique is that when he was working even before he played his first game ask me are you trying to be the new doctor J and he loves dr. J and Michael said no try to be the next Michael Jordan. she wasn't trying to copy one she was trying to be genuine.

(KW) during this time of the World Sports, What else was going on that was very dramatic?

( DF) Lukasz Michael played for Mercy years many many years so controversies Contragate

President Reagan, I would say there was a lot of controversies. Michael himself gotten much controversy about gambling to play golf with a friend and it just disreputable you a person causing problems you know he was very human he apologizes. She created a vacuum what

Worch-34 people were looking for the next Michael Jordan, the players all wanted to be Michael Jordan but if you look at the logos of the players who came after Michael, Shaq, oh, everyone has like a fake Jordan logo. Michaels was called the . everyone is trying to replicate it because he was a role model. And yet what made him so successful was that he was not trying to be anyone else he was trying to be the next Michael Jordan. and I think to be very marketable gotta be you must be yourself.

(KW) what kind of work ethic did Michael Jordan do during the season questions?

(DF) his work ethic was legendary! so in about in about 1990-1991 I was representing a local player named who later became a coach and we got Keith drafted first round by the

Bulls when they had won their first or second championship and I told him to look you must go to training camp do whatever they tell you. you must be hungry if they tell you to be there 10 be there at nine-thirty. the first day he got to practice say at 9 Jordan was in a full sweat next day

Kevin 8:45 Jordan was it a full sweat. no matter what time he got there Jordan was already prepared and ready to go. one day he got there really early and beat Michael and Michael was so upset the next day when Keith showed up coffee and donuts waiting for use prestigious worker works really hard found a trainer really pushed him getting a stronger cuz you get so beating up the defense. He must have been physically and mentally strong because he had a tough position that's why they will never be another Jordan. Jordan is very very smart. coach by one of the greatest college coaches of all time and not just being a dunker great family an amazing work ethic. To find all that in one package good luck.

40:00

(KW) How many national championships did Michael win in college?

Worch-35 (DF) He won one is freshman year, he hit the winning shot against Georgetown. sophomore year they had lost it, to . A guy called Dan guarded him and held him. A great game.

(KW) I heard the story All the Time Michael Jordan get caught from his High School varsity basketball team his sophomore year, What did Michael do after that that help you gain more confidence to get better?

(DF) he played JV, they had him and another guy named Roy. they actually had a contract for

Nike later on. they had motivated Michael they pushed him enough where he actually wanted it. today I think young players everyone is telling them how great they are they get recruited to play on a right aid team. Michael had got cut as a sophomore, It really made him more competitive he was a late bloomer he wasn't spoiled he was humbled and hungry that made him work twice as hard.

(KW) That’s wonderful!

(DF) The same thing happened in college, he won the National Championship as a freshman had a great sophomore year and thought about leaving school. sophomore year going to junior year. coach Smith's and Michael your great offensive player but you're not that good at defense. Coach

Smith said to come back for one more year and we will teach you how to play defense and then you can go to the NBA. I think with the exception of Who is the greatest defensive player to ever live Michael's probably II best ever when he really wanted for the clamps on he was a bitch on defense.

(KW) if Michael Jordan left college his sophomore year do you think that he would be as successful as he is today?

(DF) NO, I think he would have been very successful it's very exciting but I think 3rd-year

Worch-36 school really put them up the next level. He gains more knowledge of the game is the junior year his more maturity. that's one of my complaints about the NBA today I think that the players come out too early.

(KW) I was just about to ask that.

(KW) players going to the NBA should finish 4 years of education then move on?

(DF) I will tell you what I think, if you study the NBA in 1979 one of the highest television games was Larry Bird played Magic Johnson in the NBA finals and from 1979 to 1995 When

Kevin Garnett left high school to go straight to the NBA almost every major star from there 79 to

85 was a star in the NCAA. from Magic, Larry Bird, Isaiah Thomas, , Patrick

Ewing, Michael Jordan, James Worthy. these guys all we're all NCAA Stars. the fans identified what stars they were from watching them in college. And they have great rivalries Ewing vs. worthy pretty amazing I think that the competition is maybe better today players the score that's just three months well they're very talented they're not polished. it puts a lot of pressure on the

NBA Scouts. instead of giving them three years to get three months putting a lot of pressure on the scouts. I think it's a dumb system and the average fan has the chance to really get to know the players through the college time when it comes to the pros, in my day Jordan, Ewing, Larry

Johnson. average fan knew who these players were. and I think it makes them more marketable I think it makes it harder for them to make it to the lake the maturity that's why I think the system it's really bad for the league two-player still have the revenue that generates son a good thing for business. now I have been advocating in school for 20 years very few people agree with me.

Worch-37 45:00

(KW) do you think the NCAA should make a rule where is they should at least you three years in college before they leave to go pro?

(DF) Well they can't it comes from the NBA ironically in football the NFL Union will not allow the players to come out early, but in basketball you're allowed to come out of high school so I think that the union doesn't really understand a that the union is formed to get the existing players by maybe having them talented but not ready. he may not even be ready for the real world he'll probably be paying his dues for 5-10 years. Imbi the failure rate of the draft picks

Scott rather because it's very difficult for the pros to evaluate the players at the three months. it's really not good for the game, the union doesn't see it going that way.

(KW) so I know that LeBron came straight from high-school to go to the NBA what is your thought on that?

(DF) well, I'm a big LeBron fan, I think that she handles all the pressure very well but he's an outlier LeBron is a WhatsApp for 10 years player he is not your typical guy. there's a local player here we talked to him for a couple years his name is Diamond Stone he went to Maryland. we met with him and his parents and I told him you're not going to go first round go back to

Maryland. he wouldn't listen came out and then didn't even make it. We met another local player named Josh Hart.

(KW) I know time Josh Hart. I know his brother well.

(DF) He left his junior year I told him the same thing you're not good enough yet, go back to

Worch-38 school. Josh did listen went back to school. she had a really good year get drafted by the Lakers.

His maturity is going to help him survive against the great competition. I have never recommended you a player to leave early. never in 25 years.

(KW) Is there anything that I miss that can help me better understand the subject?

(DF) you asked a lot of very good questions, Michael wasn't a product at the time. at all he developed late bloomer Kenzie go and check had a tremendous Missouri from coach Smith a lot of great players in Pros and it was almost like a story broke the come up great tremendous family great parents smart great values they kept them humble whatever he did his parents always said he could do better I must have heard him tell him a hundred times which is amazing because most parents tell them they are really great. I love them they constantly push them to improve to get better and to be smarter. I had A great client who is one of the most exciting players in the

NBA. Named they called him the human highlight film. And I told him

Dominic when you can't jump you're not going to be able to play in the NBA he said what about

Michael, I said Michael can jump he can beat Larry Bird Michael played for the Wizards until his 40s. He was still a great player because he uses fundamentals all threat the NBA all because of his family and Coach Smith.

(KW) Awesome, it's been a great interview. I appreciate it very much.

(DF) you enjoyed it. hope you get in your class and if you don't call me and I'll negotiate with your teacher!

(KW) thank you.

Worch-39 49:00

Interview Analysis

History is a unique opportunity of recording, in the most useful to the greatest number, the fullness of knowledge which the 19th century is about to encounter. The facts are the same for all historians and are the backbone of history. A historian should have the facts to be as close as possible to the actual occurrence or truth. The historian is selective and there is no right or wrong among their interpretations. Some historians might not accept one another’s interpretation.

Oral History is collecting memories and personal commentaries of historical significance through recorded interviews. Oral History later became standard practice for building presidential collections. Some social historians have accused oral historians of swallowing whole the stories that informants tell them. After research and hindsight, oral history perceives past events more clearly than those who lived through them. It does not include random recordings such as personal diaries on tape or recorded speeches. The Historian's job is to pull together a multitude of evidence from documents, objects, interviews, and other resources, combining them together to create a narrative that makes sense of all the often conflicting evidence.

Trust-- David Falk talks about having trust in our interview. Trust can go along way, for instance, Michael put his trust in David for the Nike Shoe contract. MJ didn't believe that David could make this work. David assured him to trust him, and things will go your way. Honest--I

Worch-40 ask David in my interview if clients can be very demanding or unreasonable? David said always tell them the truth no matter what, even if they get mad at you. Eventually, my clients will get over it, but after being honest they will always respect you as a candidate. Motivated -- David being the Man he is today, he is always motivated and always on the hunt. He is also a motivational speaker so, he knows what to do when a client is down or not feeling like themselves. Competitive-- David always say to his clients do your part on the court and I will do mine in the boardroom. David is a very competitive person in general. He always tells his clients this and this is how to form a better bond and gain trust. Persuasive-- David is a world class negotiator. His Job is to work out deals with owners for his clients. Doing his part in the boardroom clients are always happy.

Top-down History relates to David Falk because he was working with the best of the best, and has does a lot to change history by recreating sports marketing in basketball. David is considered transnational history because David was the agent for Michael Jordan, who was a major part of his success. When I interviewed David Falk, I had only a selection of what I wanted to talk about. I choose to ask about the lifeline of Michael Jordan and how David changed sports marketing forever. David is Considered a primary source because he has always been by Michael's side, and made many decisions for Michael. David Falk is a secondary source because he does his main part in the board room making him one of the best agents in basketball history.

Worch-41 Strengths, Michael Jordan being an outstanding athlete. This made David Falk's job a bit easier to be marketable. David also is a very convincing man and helps his clients part ways with their money. Weakness, Trying to sell a product with the name Michael Jordan on it can be very hard, because it would have to be top of the line.

(DF) “His work ethic was legendary!” (DF) “ Jordan is very very smart. Coached by one of the greatest college coaches of all time and not just being a dunker, he has a great family an amazing work ethic. To find all that in one package, good luck.” (DF) “Today, I think that young players are having everyone telling them how great they are they get recruited to play on a right aid team. Michael had got cut as a sophomore, It really made him more competitive. He was a late bloomer, he wasn't spoiled he was humbled and hungry that made him work twice as hard.” (DF) “They wanted them to focus on school and basketball, and they said just leave them alone and when the season ends we will invite you in to make a presentation and so we had the best track record contracts and marketing. For many years, It was easy to get invited in a majority of the cases or from the coach. this is how you're going to change, we got older clients from recommendations.” (DF) “ it's very intimidating for most sports agents because players can be extremely demanding sometimes they can be unreasonable. and they may I ask you questions for advice, you know if you tell him the truth you're going to make some very angry. Because everyone else is stroking them 24/7. It is always been this way. I always felt that my job was to tell him my best advice tell them the truth and if they get mad at you they will respect you for being a candidate.”

I had asked David during my interview about, Why Michael had originally refused to not have any part with Nike? David tells me he has always been a fan of Adidas and would like to

Worch-42 sign with them over Nike. Michael was tired of getting phone calls from Nike and he was done with it. David did his best to convince him and he still had no interest in going. David knew this would be a big opportunity for Michael. The only way to get him to go was to call his parents.

David called Michael's parents and he explains that this would be a great opportunity for their son. So Michael did so and went to Oregon with David for a presentation by Nike. David had said that Michael had no reaction after the wonderful video of him. When they had finished dinner, David asked what he thought? David said Michael loved it and would not shut up about it. He was filled with emotions David said, then later on signed with Nike. I was not expecting

Michael to be filled with emotions at all!

Transcription - “ He must have been physically and mentally strong because he

had a tough position that's why they will never be another Jordan. Jordan is very very

smart. coach by one of the greatest college coaches of all time and not just being a dunker

great family an amazing work ethic.” “Behind who would make sure everything would

happen for the greatest Michael Jordan. David Falk, he has changed the way the sports

marketing and the amount each player should earn. I got another different perspective on

how David Falk would treat every client with the same amount of respect and knowing

that they were going to be successful.”

Kane Worch 2019, Our topics are a little bit different because Cheyenne talks about just

Worch-43 about the sports agent perspective and about David himself. In My OHP I talk about how David

Falk changed sports marketing and what he did to make Michael Jordan Successful.

Cheyenne Polk 2012, Cheyenne Polk talks about David Falk and The NBA Lockouts of

1995 and 1998: a sports agents perspective.

Everyone knows that Michael Jordan is the greatest basketball player to ever live!

Behind it, all is David Falk the sports agent. David was the one who signed all the deals including Nike, Coca-Cola, Mcdonalds, and . David is a major part of Michaels

Success. Michael signed the first million-dollar shoe contract in sports history. This confirmed my initial research that David was the most successful sports agent of all time. He even came up with the tagline name Air Jordan.

I have learned many things from the Oral History Project. I took a different perspective on how David saw something bigger than just an NBA basketball player. What I learned is that

David has taken being a sports agent to another level. He works with each client and makes sure that they reach the peak of their ability. I also learned that being honest is always the best option with a client in any type of situation. Through this project, I learned that David only got to where he is today because of his diligence. Hard work pays off and working the way up in the will come from being persistent and hardworking.

Bibliography

Worch-44

Reynolds, Jonathan. "Michael Jordan: A Player Who Changed the Culture of an Entire City."

Bleacher Report. October 03, 2017. https://bleacherreport.com/articles/823073-michael-jordan-a-player-who-changed-the-culture-of- an-entire-city.

"Phil Jackson: Michael Jordan Was Better Leader, Shooter and Defender than Kobe Bryant."

SI.com. https://www.si.com/nba/point-forward/2013/05/17/phil-jackson-michael-jordan-was-better-leade r-shooter-and-defender-than-kobe-bryant.

Worch-45 Der, Bob. “Michael Jordan: MVP...Again!” for Kids 5, no. 9 (September

1993): 14. http://search.ebscohost.com/login.aspx?direct=true&AuthType=sso&db=prh&AN=9308270018

&site=eds-live&custid=ns074952. ​

"Jordan Leads Bulls to Sixth NBA Title." H

https://www.history.com/this-day-in-histor

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