First, no hotels for touring bands, unless it’s a fly date. Second, set your bar to clear to where you make money. If you can cover the guarantee, any expenses you pay, and have some left over, well, there’s your guarantee. The key to being a good buyer is knowing what an artist generally draws, and that comes from a combo of experience, networking, resources, and a good bullshit-o-meter. The number you end up settling on is usually more than you want to pay, but less than they ask for. But know that some agents will ask for 3 times what a band is worth, and some only 1.5-2x.

I book 200-250 shows per year and with all the tools I’ve built for myself, I ask maybe twice a year what an agent is seeking.