Keith Miller of William Morris Endeavor Entertainment instructs students

“You want to underplay a market and sell out, rather than play a big venue and have empty seats,” Keith Miller explained to Venue MGMT 295 students in the Entertainment Management Program.  Miller was also a speaker in MGMT 101 Introduction to Entertainment Business.
 Miller graduated from the University of Montana in 1975 with a degree in Business Administration.  Currently, Keith works as an agent and handles the Northeast United States and Canada at William Morris Endeavor Entertainment's Nashville office. In addition to his responsibilities as a territorial booking agent, Keith is also responsible agent for Sara Evans, Josh Turner, Christian Kane, The Harters, Trisha Yearwood, Diamond Rio, and Terri Clark,
William Morris Endeavor has six territories and generally three agents book in each territory. Each agent is responsible for a type of ticket. For example, hard tickets for venues, soft tickets for fairs, and tickets for clubs, colleges, and casinos.  
He explained an agent’s job in relation to venues and promotion.  For example, an artist wants to go on tour, he talks about a general plan for touring with the artist, then calls the responsible agent for that region.    The agent in that region knows the available venues in the area and calls to see what pricing is for renting the venue. The artist’s agent decides if they want to use a national promoter for the tour or sell blocks of dates to regional promoters.   “The most difficult thing about my job is finding out all of the possible revenue streams a promoter has.” This is important because an agent tries to cut the best deal for their artist.  Technical aspects are also important to attract artists to a venue.