Trainer & Presenter

Lars Gläser

Why true sales success always starts with people!

Lars Gläser is a sales trainer, executive coach and speaker with over 17 years of experience in sales and more than 8 years in leadership roles. He brings the best of practical experience, motivation and clear methodology to the business stage. His passion lies with the people in sales. His expertise spans sales, communication, leadership and personal development – always delivered with clear impulses, a sense of humour and authenticity.

Rates

Vita

Lars Gläser is a sales trainer, executive coach and speaker with over 17 years of experience in sales and more than 8 years of leadership experience.

He began his career in sales at Lufthansa before moving into human resources and management consulting, where he quickly took on leadership responsibilities.

In 2018, he consciously decided to complete a certified training program as a business trainer and coach. This was the starting point of his current mission: to enable people and companies to shape sales with clarity, motivation and humanity.

His clients include real estate companies, service providers, agencies, and large sales teams. As Head of Training at Keller Williams, the world’s largest real estate network, he supports the long-term development of real estate agents. Previously, he accompanied McMakler, among others, in the transition from a seller’s to a buyer’s market.

His lectures and trainings are practical, humorous, and inspiring—always with the focus on moving people and providing impulses that can be implemented immediately.

In addition to his work, he is involved as a lecturer, author of specialist articles, and recognized expert in the real estate industry.

Topics

Distribution and sales Motivation Leadership Transformation Recruitment

We are in the people business.
In (real estate) sales, it’s not about square meters, but about people, trust, security, and well-being. That’s why my trainings don’t focus on rigid guidelines, but on practical role plays, objection exercises, and pitches that make an impact. Because in the end, it’s not just techniques that convince, but empathy, personality, and encounters at eye level.

From chaos to clarity. How clear structures create freedom and revenue.
Lack of order costs time, nerves, and often deals. Diligence alone is not enough. What matters is implementing the right things efficiently. Clear structures are not a rigid corset but the foundation that enables true freedom. More time for customers, more energy for deals, and sustainable growth are clearly in focus.

Communication that connects.
Successful people in sales are not the ones who talk the most. They are the ones who listen best. Because genuine interest and empathy are more convincing than technical terms and impersonal pitches. Whether with objections, in negotiations, or in difficult conversations—clear, authentic words build trust and secure the deal. And those who add lightness and humor create closeness, because sales conversations are not tax returns, but real encounters.

Onboarding in sales is the key to success.
Professional onboarding ensures that new employees not only get started quickly but also celebrate their first successes right away. The decisive factor is the combination of clear guidelines, practical training, direct implementation, and sustainable support. Theory alone is definitely not enough. Those who support new team members from the very beginning with energy, clarity, and personal guidance lay the foundation for lasting motivation and long-term success.

Mindset – the inner foundation for true sales success.
Setbacks are not defeats but real springboards. Those who develop inner strength, show courage, and approach challenges with a positive attitude turn uncertainty into opportunities. Fixed mindset vs. growth mindset. With the right focus, energy, clarity, and motivation emerge. This is the basis for growth, more deals, and sustainable success.

References & Press

Selection of References:

My first encounter with Lars. It was a truly great workshop – even for someone with extensive professional experience. It opened my eyes to new insights. Thank you – highly recommended!
Ms Nicole B., Real Estate Agent

I had the pleasure of working with Lars in a coaching setting – especially in the area of cold calling. His structured approach, targeted questions and honest, constructive feedback triggered many aha moments for me. Lars has a remarkable ability to meet you exactly where you are and help you reflect on and develop your thought processes. Absolutely recommended!
Mr Florian K., Real Estate Agent

I’ve had the pleasure of working with Lars several times – and every time he surprises me again! His ability to motivate is exceptional – and he does it with incredible empathy. He empowers people to go beyond their limits in a meaningful and inspiring way. Lars is not just a sales coach, but a true mentor who makes a difference with passion, knowledge and character. Absolutely recommendable!
Ms Julija F., Entrepreneur

Lars is an outstanding trainer! His dedication, analytical strength and deep empathy turn every training into a real experience. What impresses me most is his ability to connect people, topics and perspectives – this constantly opens up exciting new insights. His communication skills are exceptional, and he masterfully conveys complex content in a clear and inspiring way. His trainings and coachings are not only informative, but also memorable thanks to his powerful imagery and metaphors. If you're looking for a trainer who convinces with passion, expertise and sensitivity – Lars is your man!
Ms Claudia R., Entrepreneur

Lars is a top-level trainer! He supports our real estate agents and has inspired many of them with his energy. His motivation creates the right mindset to face the tough job of an agent and to structure the day effectively – which is one of the keys to success!
Mr Achim A., Entrepreneur

Lars accompanied me in cold calling on both B2B and B2C levels over several weeks as a coach and trainer.
And I have to say – I’m truly grateful for his support. I was able to significantly improve both my communication and my sales skills, and my KPIs improved sustainably. All in all, he helped me grow not just professionally, but personally as well. Thank you, Lars!
Mr Moritz B., Real Estate Agent

The German Real Estate Association (IVD), with whom I regularly work as a trainer and speaker, describes my work as follows:

“Lars looks back on more than 17 years in sales. For nearly half of that time, he served in leadership roles across various organizations – primarily in the personnel and management consulting sector.

For over six years, he has been working as a certified sales trainer and executive coach. Alongside numerous advanced trainer certifications, his core focus is on people-centered sales.

From 2020 to 2024, Lars supported the leaders and agents at McMakler as a trainer, coach and consultant. His daily work included onboarding, live and online trainings, leadership coaching and train-the-trainer sessions.

The transformation from a seller’s market to a buyer’s market was a particularly exciting phase – one in which Lars gained deep insights into success and failure in the real estate industry, using them to shape the foundation of his training today.

Since this year, Lars has been supporting Keller Williams as Head of Training. His key role is to build structures and processes that enable the long-term, sustainable and precise development of the partner network’s real estate agents.”