From selling advertising to breaking into the competitive world of New York City real estate, learn how Rachel Glaser overcame long odds with hard work and spirit.
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Originally from Baltimore, Maryland, Rachel Glaser moved to New York to earn a degree at the Fashion Institute of Technology and then worked in advertising. Her passion for real estate led to buying and selling real estate, and ultimately a career in home sales.
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With no MBA or connections, Glaser developed an encyclopedic knowledge of Manhattan and Brooklyn. Known for her tough negotiating skills, she has worked closely with Grammy Award-winning Mumford & Sons musician Ben Lovett and his partner, co-founder and CEO of fashion line La Ligne. He became a high-class agent whose clients included Molly Howard.
Name: Rachel Glaser
Job Title: Associate Real Estate Broker
Experience: 17 years
Location: New York City
Securities company name: Compass
Sales: Over $1 billion in career sales
Awards: Named to Hollywood Reporter’s Top Brokers List in 2023 and 2024
What is the big lesson you learned in real estate?
The transaction is not complete until the money is in the bank. When I entered the real estate industry, I had no idea what to do. Each transaction is highly complex and requires a great deal of skill and effort to complete. Even after a contract is signed, there are some additional steps required before the deal is finalized.
What did you want to be when you grew up? How does real estate relate to that childhood goal?
I grew up in the 1980s and it was a very different time. The real estate agents I knew were housewives trying to earn some extra money through side jobs. It sounds crazy now, but I had no idea that women had jobs other than teachers, nurses, and speech therapists.
After graduating from university, I worked in the advertising industry for several years. It didn’t take long for me to realize that I had to make a lot of money to live in New York City. I had no MBA or inheritance.
Coincidentally, I sold ads to real estate agents. Many of them were women without MBAs, and some were making a lot of money. Even though I didn’t have many social connections, I decided to give it a try.
What do you tell new agents before they start doing business with you?
Don’t believe everything you see on TV. It’s not a glamorous job, and it doesn’t make money easily. If you really want to be successful, you have to work nights and weekends and always be on call.
What does a customer need to know before starting a real estate transaction?
It’s important to be realistic. For buyers, budget is not important. Nothing is perfect and there are trade-offs and compromises. As a seller, the market actually determines the price. Brokers cannot manipulate prices and early offers are often best.
What do too few agents know to make their lives easier?
Hire a great assistant. If you make enough money to feed someone, it’s a good investment. If you cannot afford to hire your own assistant, it often makes sense to share one with another broker.
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