From promoting promoting to coming into the aggressive world of New York Metropolis actual property, learn the way Rachel Glazer overcame lengthy odds with hustle and coronary heart.
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A local of Baltimore, Maryland, Rachel Glazer moved to New York to pursue a level on the Trend Institute of Know-how and, later, labored on the planet of promoting. Her ardour for actual property translated into shopping for and promoting properties and, ultimately, a profession in residential gross sales.
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With no MBA and no connections, Glazer developed an encyclopedic information of Manhattan and Brooklyn. Identified for her powerful negotiating abilities, she has turn into a luxurious agent with purchasers like Grammy-winning Mumford & Sons musician Ben Lovett and his associate, Molly Howard, co-founder and CEO of the style line La Ligne.
Title: Rachel Glazer
Title: Affiliate actual property dealer
Expertise: 17 years
Location: New York Metropolis
Brokerage identify: Compass
Gross sales quantity: Over $1 billion in profession gross sales
Awards: Named to the Hollywood Reporter High Dealer Record in 2023 and 2024
What’s one massive lesson you’ve discovered in actual property?
No deal is full till the cash is within the financial institution! I had no clue what to anticipate after I received into the true property enterprise. Every deal is extraordinarily advanced and requires nice talent and energy to finish. Even after a contract is signed, a number of further steps exist earlier than it closes.
What did you need to be once you grew up? How does actual property relate to that childhood aim?
I grew up within the Nineteen Eighties, which was a really completely different time. The actual property brokers I knew have been housewives making an attempt to make a bit of cash on the facet. It sounds loopy now, however I didn’t know that girls had careers exterior of being academics, nurses or speech therapists.
After I graduated school, I labored in promoting for just a few years. It didn’t take lengthy till it hit me that you simply needed to make some huge cash to stay in New York Metropolis. I didn’t have an MBA or an inheritance.
Coincidentally, I bought promoting to actual property brokers, lots of whom have been ladies with out MBAs, and a few have been making massive cash. Regardless of not having many social connections, I made a decision to attempt it.
What would you inform a brand new agent earlier than they begin out within the enterprise?
Don’t imagine every part you see on TV. This isn’t a glamorous job, and there’s no straightforward cash. You’ll have to work nights and weekends and be on name for those who actually need to make it.
What do purchasers must know earlier than they start an actual property transaction?
It is very important be practical. As a purchaser, your price range doesn’t matter — nothing is ideal, and there shall be trade-offs and concessions. As a vendor, the market actually will dictate the value. Brokers can’t manipulate the value, and infrequently, early provides are one of the best.
What do too few brokers know that will make their lives simpler?
Get assistant. After getting sufficient income to afford somebody, it’s funding. When you can’t afford your individual assistant, sharing one with one other dealer typically is sensible.
E-mail Christy Murdock
