Reading books like The Four Agreements helped me realize that working in the luxury retail industry was both challenging and exhausting and that it was time for change! Working in Real Estate has its moments but for the most part it is much more liberating. These days, I am in charge of my own schedule and don’t have to answer to anyone! Well, I answer to my clients, but the product is a better financial investment and there are no returns!
Books have the power to shape, influence, and change our lives. Why is that so? What goes into a book that can shape lives? To address this we are interviewing people who can share a story about a book that changed their life, and why. As a part of our series, I had the pleasure of interviewing Toni Glickman.
Toni Glickman is a former retail executive, who spent twenty years in the cashmere and silk-studded front lines in the luxury space of this piranha infested industry. Toni, in her provocative new book Bitches of Fifth Avenue, reveals the story of life behind the luxury lines-what the client never sees. Toni now enjoys life as a real estate professional, where she sets her own schedule and no longer needs to contend with maneuvering “bitchy” retail colleagues. She’s also a Francophile, plays classical piano, loves the cinema, travel, her children, family, and friends. And, of course, her forever passion for fashion.
Thank you so much for doing this with us! Before we dig in, our readers would like to get to know you a bit more. Can you tell us a bit about your “backstory” and where you grew up?
I grew up in Washington, DC though my family is originally from Kansas; my dad, Topeka and my mother, Wichita. I have always been interested in the arts and began studying classical piano when I was seven years old. In my teens, I developed a deep interest in French culture and history. I majored in French & English literature though found myself working in sales after graduation. I joke that I was born with a cell phone in one hand — and spent countless hours making prank calls as a kid! Now, I now employ more mature and professional phone skills with a much different outcome. Before it was for selfish humor, now it’s for client and business development.
Let’s talk about your book trilogy, The Bitches of Fifth Avenue, whose third and final book, Designer Deceit has just been published. How do you conceive of the story behind this book?
I wanted to write a story based on my experience with a heavy chick lit dose of sarcasm and edge: two characteristics I think many retailers ultimately develop. My book series Bitches of Fifth Avenue reveals the story of life behind the lines of luxury fashion –what the client never sees. There are so many “rules” in the industry employees adhere to…it gets ridiculous. The hours on the sales floor, the pre-selling, the daily goals. The sale of stealing between colleagues, gossiping, lying and professional sabotage become the norm. I vividly remember taking the escalator from the designer floor down to the main level when the idea for the book hit me. I realized that I had to capture this on paper.
Which three-character traits do you think were most instrumental to your success? Can you please share a story or example for each?
Tenacity, authenticity and kindness. And one more; humility.
I have a real hunger in my gut to “get the sale.” (I do admit I love a little bit of competition.) I love to create and develop personal relationships with clients…I am always honest and upfront and transparent. I think this approach helps to build trust with them. And, last but not least, the most important character asset is to be kind. Doesn’t cost a penny and no one likes an Asshole! Or at least I don’t! And for humility? I like to keep my successes to myself. No need to blast accomplishments by voice, text, direct mail or all-over social media. Taking the quiet high road is more personally fulfilling and rewarding to me.
What’s the inspiration behind your work?
I am a lifelong Francophile who plays classical piano, loves the cinema, travel, and my children, family, and friends. These are just a few of my favorite things which inspire me to move forward and do the best I can.
None of us are able to achieve success without some help along the way. Is there a particular person who you are grateful towards who helped get you to where you are? Can you share a story about that?
I am not sure I completely agree with that statement. Yes, I have gotten help along the way in terms of relying on others for guidance and feedback — as well as observation and understanding. I had a brilliant grandfather who was a natural salesman and genius businessman. Little did I realize that he was teaching me lessons in communication, negotiation and ways to use wit, charm and humor in daily life — personally and professionally. My mother can also sell permafrost to penguins and eskimos. She has also been a great teacher to me. Otherwise, I feel the best way to learn is to make mistakes and learn from them; I’ve made a lot.
Let’s now jump to the primary focus of our interview. I’m an author and I believe that books have the power to change lives. Can you please tell our readers about “The Book That Changed Your Life”? Can you share a story about how it impacted you?
The Four Agreements by Don Miguel Ruiz. The book is short and simple to read, though its’ message for me was profound. I remind myself of these four agreements daily:
1. Be impeccable with your word
2. Do not take anything personally
3. Do not make assumptions
4. Always do your best.
What was the moment or series of events that made you decide that you wanted to take a specific course of action based on the inspiration from the book that changed your life? Can you share a story about that?
Reading books like The Four Agreements helped me realize that working in the luxury retail industry was both challenging and exhausting and that it was time for change! Working in Real Estate has its moments but for the most part it is much more liberating. These days, I am in charge of my own schedule and don’t have to answer to anyone! Well, I answer to my clients, but the product is a better financial investment and there are no returns!
Can you articulate why you think books in particular have the power to create movements, trends, and change?
The more one reads the more one knows. Ideas encourage conversation. Conversation encourages movement and messaging. We live in a very polarized world now. It would be nice to be able to converse again without pointing fingers and blaming others.
A book has many aspects, of course. For example, you have the writing style, the narrative tense, the topic, the genre, the design, the cover, etc. In your opinion, what are the main, essential ingredients needed to create a book that have the power to impact lives?
Obviously, every book is different and has a unique message. All of us are impacted differently, too. I think a solid protagonist, detailed and “colorful” writing to really help bring a scene into a visual image to mind is great. One never knows how a story will portray itself. I told my own because I wanted to speak of the behind the scenes of the retail industry.
What are your “5 Things I Wish Someone Told Me Before I Started My Career” and why?
Again, I was lucky to grow up with great teachers, but I did learn a few hard lessons on my own:
- Always be 15 minutes early and stay 30 minutes late
- Follow up with a client within 5 minutes
- Always send a hand-written thank you note. This may be obsolete in our wifi world; I still do it.
- Always express gratitude
- Keep personal matters to yourself
The world, of course, needs progress in many areas. What movement do you hope someone (or you!) starts next? Can you explain why that is so important?
There are so many areas in the world which need progress. Climate, hunger, women’s health, homelessness, working conditions in garment producing sweatshops just to name a few. We have a lot of work to do.
How can our readers further follow your work online?
They can check out my IG: @toniglickmanauthor
Thank you so much for taking the time to share with us and our readers. We know that it will make a tremendous difference and impact thousands of lives. We are excited to connect further and we wish you so much joy in your next success.
Author Toni Glickman On The Book That Changed Her Life was originally published in Authority Magazine on Medium, where people are continuing the conversation by highlighting and responding to this story.