While fashion is constantly changing, Luiz Mattos remains a constant. The modeling agent has been an industry mainstay for over two decades, and played a pivotal role in shaping the careers of some of today’s most successful models, Gigi Hadid, Bella Hadid, and Devon Windsor among them.

He found his way to the industry through a happy accident. The Brazilian-born executive was on his way to becoming a lawyer before making the switch to fashion. He rose up the ranks at Ford Models and  moved to IMG, which Mattos described as his “dream.” We talked with the fashion force to hear more about the secret to his success.

How did you get your start in the fashion industry?

I wasn’t completely sure what I wanted to do when I finished university. I went to law school, took the bar, and tested. A friend of mine invited me to a party and we were having a conversation with someone about the modeling industry. I was giving my opinion on what I thought of it. He liked what I had to say and by the end of the conversation, I had a job. I didn’t say yes or no, so he called me up and said ”since I didn’t hear from you I’m assuming it’s a yes, I’ll see you on Monday.“ Funny enough, the day I started, 70 percent of the staff quit, and they took the models and clients with them. I started working really hard and within six months, all the clients there that they hadn’t paid as much attention to started working like crazy. It really helped me learn the industry.

How did you end up at IMG?

I got an offer to go to New York and work for Ford, so I moved because I felt that I had more to learn about how the industry worked and operated here. IMG was always the place I wanted to be, and they offered me a job around the same time that Ford did, but I wanted to go there when I was completely ready. So I worked at Ford for 10 years, and then when it got sold, I decided it was time for me to move on. I didn’t think IMG would offer me a job again. I was actually in negotiations with another firm and about to sign with them, and then IMG found out, and said this time you have to come work for us. It was the dream, and now it’s been 11 years.

What is the secret to your success?

I love the people I work with. We are partners. To surround yourself with love is the key to success. And passion and dedication. Life is too short for you not to do something that you really love. Once you have passion, nothing can stop you from achieving what you want.

What are some of your career highlights?

A couple of years ago, there was this model [Amanda Welsh] that was with another agency for years but never went anywhere. Her agency said ”I have this girl, I don’t know if you’ll like her, but I want you to meet her.“ I saw a lot of potential in her. She had never done runway before but I knew she could do it. She just needed the opportunity and some time to get ready. After a couple months I took pictures and sent them to everyone I knew. She got offers left and right, and she ended up getting an exclusive with Gucci in Milan, opening and closing the show and getting the global campaign. It was an incredible moment when she opened that show and the vision I had from the first moment that we met was actually happening.

There was also the Gigi Hadid x Tommy Hilfiger partnership. I was part of the negotiations from day one. And Bella’s campaign with Calvin Klein, and Hannah Ferguson when she was shooting the Chloe ad campaign with Steven Meisel that completely changed her career path.

How do you juggle the careers of so many successful models?

All of my clients are priority to me, and I manage them efficiently. They all know I’m there for them and can call me whenever. They know they can count on me and trust me.

What is the most challenging aspect of your job?

Dealing with constant rejection and having to deliver the news to your client. It’s like going to a job interview every day. It’s challenging.

What’s the most rewarding?

Taking on projects that are outside the box, that push boundaries, that present your vision to clients that they might not see as a perfect fit. It’s amazing to see the results and hear them say “oh my god, you’re so right. I should have listened to you.” You get to be a part of the creative process.

What is the biggest misconception about what you do?

You see the glamorous shows, but like every job, you’re there for work. I’m not there to have fun. It’s fun to be around the clients, but you are there to make sure every detail is taken care of. I like to see problems before they happen, and I try to operate in a way I’m thinking about issues prior – just in case they go wrong. I’m always prepared to deal with them if they do.

How do you continue to grow at such an established place in your career?

I’m learning something new every day, whether it’s from my team or my assistant. You have to set goals for yourself. The moment you settle is when you should move onto something else. If you don’t give something one thousand percent, why do it at all? Life is too short. You have to be passionate about what you do. It makes such a big difference when you wake up in the morning. You have 24 hours of opportunity to create whatever you want, so just go for it. If one road is blocked, try to find another one. Keep pushing yourself.

How has the role of a model evolved?

Models these days have a voice. When you leave the set, your partnership with the customer just continues. It doesn’t end there anymore.

What excites you about the industry today?

The rise of new and interesting show formats and the innovation. It’s so much more interesting and creative. Being able to watch that and be part of the process is interesting. New talent as well – all of that really excites me and motivates me to keep going.

Do you have any advice for those trying to break into the industry?

Make connections, make friendships, and immerse yourself in all aspects of the business so you have resources and connect to everyone – photographers, new designers, editors, stylists.

Any regrets on not pursuing your legal career? What would lawyer Luiz be like?

No regrets! I love my job. Luiz as a lawyer would not be messed with. To be honest, I love when there are legal things happening. I get too excited, my blood starts boiling. It excites me so much that I can do something and take care of it.