Top literary agent Suzanne Gluck rejects the idea that a bestseller can be architected. When authors ask for a formula for success, she tells them the only chance they have is to write the book they are truly passionate about. Authenticity is a prerequisite that cannot be faked or engineered.
In creative or unproven domains, the absence of a performance history can be a positive. It allows negotiators to sell a purely optimistic vision without being anchored by past data. For first-time authors, this often leads to more open-ended and lucrative deals than for established ones.
In the *Freakonomics* deal, agent Suzanne Gluck repeatedly raised the price and tightened terms *after* the publisher agreed. This "yesterday's price is not today's price" tactic leverages the buyer's escalating commitment and fear of loss, forcing them to chase the deal.
Agent Suzanne Gluck noticed a surge in manuscript queries every Thanksgiving. She learned it's a reaction, not a strategy: aspiring writers, needled by family, hit "send" out of embarrassment. This reveals the emotional, often irrational, drivers behind outreach attempts, offering a chance to connect differently.
*Freakonomics* co-author Steve Levitt advises against writing a book if the goal is fame or readership, as the odds are incredibly low. He suggests pursuing it only if the creative process itself is the reward, and you'd be happy even if no one reads it. This filters for intrinsic motivation.
Early in her career, agent Suzanne Gluck had to ask a publisher for money to transport LaToya Jackson's pet snakes. They agreed. The lesson: don't be afraid to make seemingly outlandish requests on behalf of your client or project. If you can rationalize it, you might just get it.
Contrary to classic advice, literary agent Suzanne Gluck avoids making the first offer. She builds a compelling case, letting the other party's enthusiasm potentially lead them to a number higher than she would have proposed. If their offer is too low, she simply dismisses it and resets the baseline.