Thinking outside the box with Gavin Rubinstein

Hosted by Gavin Rubinstein

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Latest episode

May 2026

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EN-AU

About the show

Conversations between Gavin Rubinstein & the people he believes have trailblazed by thinking outside the box in their field, industry or even just in his office. Gavin is defining a new era of real estate. His unparalleled commitment to excellence makes him one of the most sought-after property advisers in Sydney. Awarded Ray White’s number 1 salesperson across the state of New South Wales for 2013, 2014, 2015, 2016, 2017, 2018 and 2019. In 2018 and 2019, this extended to the Ray White Group globally. As his first year as a principal, he ranked number 1 across Australia & New Zealand based on sales across the entire Ray White Group.

Listen to episodes

55 recent

September 6, 202649 min

#57 James Short

Gavin chats with performance coach James Short about the self-awareness, discipline and consistent habits behind lasting success. James shares practical insights on motivation, accountability, goal setting, leadership and the connection between personal wellbeing and professional performance. Episode Breakdown 00:00 – 05:00 James’ background, early life, sporting influences and starting his first business at 17. 05:00 – 10:00 Building and selling his fitness businesses, losing an identity and discovering coaching. 10:00 – 15:00 Breaking into real estate coaching, working with industry leaders and recognising the power of consistency. 15:00 – 20:00 Why discipline comes down to hunger and habits, and how pain and purpose drive intrinsic motivation. 20:00 – 25:00 Self-awareness, changing limiting patterns and building habits that support high performance. 25:00 – 30:00 Writing down goals, visualisation, execution and regularly reviewing your progress. 30:00 – 35:00 James’ “rewards and non-rewards” strategy for creating genuine ownership and accountability. 35:00 – 40:00 Leading teams moving at different speeds, empowering others and the traits of elite performers. 40:00 – 45:00 How unresolved trauma and unconscious patterns can affect performance, relationships and leadership. 45:00 – 50:00 Measuring progress, knowing your numbers and why even top performers need coaches and support. 50:00 – End The direct connection between health, energy and professional performance—and the importance of balance. See omnystudio.com/listener for privacy information.

May 24, 202644 min

#56 Chris Helder

In this episode, Gavin sits down with renowned sales trainer, keynote speaker and author Chris Helder, whose work on mindset, communication and “useful belief” has helped shape the performance of some of the top performers in real estate and beyond. Chris unpacks the difference between blind positivity and useful thinking, explaining why elite salespeople can see opportunity where others see tough times. Plus, what separates average agents from elite performers, why consistency is often the missing link and why the words you say to yourself when no one is around may be the most important part of your day. Episode Breakdown 00:00 – 05:00 Chris’ background, global speaking career, early connection with Gavin and why his sales strategies are more relevant than ever. 05:00 – 10:00 From Colorado to Australia, real estate, auctioneering and the path that led Chris into training and keynote speaking. 10:00 – 15:00 The concept of Useful Belief , why positive thinking is not always sustainable, and how your brain filters for what you choose to focus on. 15:00 – 20:00 Market pressure, consistency, reassessing your purpose and the power of acting “as if” before results arrive. 20:00 – 27:00 Designing a life for excellence, setting boundaries, managing distraction and using energy, posture and language as performance tools. 27:00 – 32:00 Chris’ personally useful beliefs: dealing with tough situations, acceptance, radical responsibility, and moving out of blame. 32:00 – 37:00 Personality colours, adapting communication styles and what elite salespeople tend to have in common. 37:00 – 41:00 Movement versus progress, income-producing activity, preparation, and why many agents stay busy without getting better. 41:00 – End Identity, motivation, leadership, “Brigadier Blood,” and how the way you define yourself ultimately shapes your results. See omnystudio.com/listener for privacy information.

April 28, 20261 hr 5 min

#55 Jay Luchs

In this episode, Gavin sits down with legendary retail broker Jay Luchs, the powerhouse behind some of Los Angeles' most iconic commercial property transactions, including the recent $400 million Hermès deal on Rodeo Drive. Though a strict NDA limits the details of that sale, Jay opens up about his rise from a struggling assistant, his unconventional pivot from entertainment into real estate, emphasising why long-term relationships and a "Monopoly board" vision for the city are the true drivers of his success and he pulls back the curtain on his work ethic, explaining why an obsession with deep local knowledge will always outperform shortcuts and social media fame. Episode Breakdown 00:00 – 05:00 Beverly Hills Hotel setup, Jay’s signboard domination and origins in DC before the move to LA. 05:00 – 12:00 Five years chasing acting and agency life before the “real estate ages like wine” lightbulb moment. 12:00 – 20:00 Breaking into commercial at 29, endless cold calls, first $28M deal and landing Etro on Rodeo. 20:00 – 27:00 Obsessive list‑making and how messy scribbles become blue‑chip deals. 27:00 – 35:00 How other brokers are your biggest clients and how relationships win tight, competitive sites. 35:00 – 45:00 Malibu and LA masterclass: formula retail rules and curating brands via Instagram. 45:00 – 55:00 Rodeo Drive 101: double vs single lots, pricing and staying inside a big firm. 55:00 – 62:00 Jay’s three levers: hoard knowledge, outwork everyone and stay humble because it can all end. 62:00 – 67:00 Personal life, relationships, routines and what “switching off” really looks like. 67:00 – End Advice for young agents who want to be “the next Jay Luchs”. See omnystudio.com/listener for privacy information.

April 5, 202637 min

#54 Tony O'Doherty

In this episode, Gavin sits down with Tony O'Doherty, one of Brisbane’s top-performing agents, to unpack the mindset and work ethic behind his rapid rise in real estate. From leaving school at 16 to building a multimillion-dollar business, Tony shares what it really takes to succeed, the role of energy and discipline, and why most agents stay busy but never become truly productive. Episode Breakdown 00:00 – 05:00 Early life, leaving school, family influence and the foundation of his work ethic 05:00 – 10:00 Moving to Australia, construction work and how real estate became the path forward 10:00 – 15:00 Starting from zero, hitting the phones and building momentum through energy 15:00 – 20:00 Rapid growth, building a business and scaling to a top-performing office 20:00 – 25:00 The importance of service, creating raving fans and delivering for vendors 25:00 – 30:00 What separates top agents, focus, productivity and eliminating distractions 30:00 – 33:30 Team structure, burnout, relationships and life outside of work 33:30 – End The real formula for success, emotional intelligence, discipline, energy and consistency See omnystudio.com/listener for privacy information.

March 1, 202627 min

#53 Ben Bandari

In this episode, Gavin sits down in Dubai with Ben Bandari, one of the city’s most recognisable real estate figures and the driving force behind Million Dollar Listing Dubai. With over two decades in the market, Ben has witnessed and helped shape Dubai’s transformation from a desert outpost into one of the most dynamic real estate arenas in the world From delivering pizzas in Vancouver to closing half-a-billion-dollar deals, Ben’s journey is built on belief, relentless hustle and an obsession with being number one. He shares what it took to survive market crashes, rebuild after losing half his wealth, launch multiple businesses during COVID, and leverage global exposure to scale across brokerage, development and investment. Episode Breakdown 00:00 – 03:00 Introduction to Ben and his 23-year journey in Dubai real estate 03:00 – 06:00 Arriving in Dubai in the early 2000s — culture shock, no social media, pure hustle and building business through cold calling and hotel networking 06:00 – 08:00 Selling the dream of Dubai before it was built. Belief, conviction and backing a vision others doubted 08:00 – 10:00 Career mistakes, inconsistency, chasing sign-on bonuses and lessons from the GFC 10:00 – 14:00 Launching his own company during COVID, leveraging Million Dollar Listing exposure, and scaling to 70+ staff across multiple businesses 14:00 – 16:00 Dubai’s explosive growth, investor returns, and why Ben believes the market is still in its early innings 16:00 – 18:00 How Ben brought Million Dollar Listing to Dubai — knocking on doors, pitching developers and executing the biggest deal of his career 18:00 – 20:00 If starting again in 2025: mentorship, rentals, grassroots hustle and earning respect from the ground up 20:00 – 23:00 What separates great agents from average ones — empathy, discipline, competitiveness and playing the long game 23:00 – End Losing wealth, being told he was “washed up,” reigniting the fire to become number one again, and why Dubai remains the land of opportunity See omnystudio.com/listener for privacy information.

February 10, 202654 min

#52 Josh Morrissey

Gavin sits down with Canberra-based Josh Morrissey, founder of Hive Property, to unpack what it really takes to build an elite real estate business from the ground up, and sustain performance at scale. From starting Hive with no money in the bank, a newborn baby, and four staff working out of a concrete garage, to becoming the only independent agency to hold second market share across the ACT, Josh breaks down the mindset, discipline, and systems behind long-term success. This conversation dives deep into compounding time, building high-performance ecosystems, ruthless accountability, and the one percenters that separate good operators from truly elite ones, all while balancing family, health, and leadership at scale. Episode Breakdown 00:00 – 05:00 Introduction to Josh Morrissey and Hive Property; early parallels with Gavin’s journey; overview of Hive’s growth, positioning, and vision in the Canberra market. 05:00 – 10:00 Founding Hive from scratch, leaving the franchise model, starting with a newborn and no capital; the importance of clarity, vision, and committing before conditions are perfect. 10:00 – 15:00 Early-career struggles, burning the ships at 27, losing time due to lack of discipline, and the moment accountability became non-negotiable. 15:00 – 20:00 Compounding time through project marketing, delayed gratification, doing the work others avoid, and accelerating wealth creation through leverage. 20:00 – 25:00 Building momentum through high-end results while monetising volume stock; running parallel business models to scale faster and smarter. 25:00 – 30:00 Discipline, consistency, and accountability are the true differentiators; why most agents are consistent at being inconsistent. 30:00 – 35:00 Time chunking, personal KPIs, and managing energy; structuring days for performance without burnout. 35:00 – 40:00 The real cost of business ownership: leadership pressure, sacrifice, family strain, and the realities behind polished brands. 40:00 – 45:00 Running a real estate business like a professional sports team: culture, retention, standards, and why elite environments attract elite performers. 45:00 – 50:00 Results-based selling, market mastery, and adapting strategy to micro-markets; auctions versus private treaty and protecting vendor outcomes. 50:00 – End One percenters, brand consistency, belief, and playing the long game; why success compounds quietly before it becomes visible. See omnystudio.com/listener for privacy information.

January 25, 202649 min

#51 Matt Lancashire

Gavin sits down with Brisbane’s Matt Lancashire to unpack what it takes to build an elite sales career, how to scale a business, and sustain performance over the long term. From starting broke and nine months without a sale to leading a multi-office operation and breaking Brisbane auction records, Matt unpacks the mindset, systems, and bold decisions that shaped his journey, and the personal frameworks he uses to balance family, health, and business at the highest level. Episode Breakdown 00:00 – 05:00 Introduction to Matt Lancashire; career overview; family life, Brisbane market momentum, and the growth of his multi-office business. 05:00 – 10:00 Business structure and partnerships; splitting operational and performance leadership; scaling with the right people and systems. 10:00 – 15:00 Early career struggles, running out of money, and lessons from financial pressure: building resilience and self-belief. 15:00 – 20:00 Learning from top performers, meeting high-performing agents, simplifying success into repeatable fundamentals. 20:00 – 25:00 The pivotal case study that changed everything: marketing conviction, bold risk-taking, and owning market visibility. 25:00 – 30:00 Creating competitive tension; trust with vendors; why marketing is an investment, not a cost. 30:00 – 35:00 Client selection criteria: saying no to the wrong business; focusing on fewer listings for higher performance and satisfaction. 35:00 – 40:00 Team consolidation, simplifying operations, and achieving record results through focus and clarity. 40:00 – 45:00 Balancing family, health, and business using Matt’s three-bucket framework; managing energy, burnout, and longevity. 45:00 – End Practical advice for agents today: brand presence, auctions, structured prospecting, hard work, and returning to process when momentum stalls. See omnystudio.com/listener for privacy information.

December 7, 202543 min

#50 Josh Phegan

In this episode, Gavin welcomes real estate coach Josh Phegan for an in-depth conversation on achieving excellence and longevity in the industry. From his upbringing in regional Australia and formative years learning from his family’s real estate legacy, to building a global coaching practice, Josh shares lessons on adaptability, service, and the discipline required for lasting success. Learn how he teaches agents to master the fundamentals, navigate changing markets, and cultivate the mindset and habits that set the very best apart. Episode Breakdown 00:00 – 05:00 Introduction to Josh Phegan; early influences from family; learning real estate fundamentals from his father. 05:00 – 10:00 Transition from media and creative pursuits to joining the family business; the value of systemisation and process. 10:00 – 15:00 First steps into real estate training: finding opportunity, building a diverse client base, and early career lessons. 15:00 – 20:00 Expanding into new markets, coaching approaches, and helping clients through major transitions and crises. 20:00 – 25:00 Defining the role of a "practitioner" vs agent; foundational skills new agents must master; the importance of listing presentations. 25:00 – 30:00 Strategies for effective prospecting, leveraging internal business opportunities, and case studies. 30:00 – 35:00 The psychology of uncovering client motivations, language, and advanced selling techniques. 35:00 – 40:00 Consistency, competitive nature, and the routines and standards behind top performers. 40:00 – 45:00 Work-life balance, scheduling downtime for longevity, the importance of recurring goals and rigorous personal commandments. 45:00 – End Final reflections on legacy, energy management, and leaving a positive impact on agents and the industry. See omnystudio.com/listener for privacy information.

November 30, 202556 min

#49 Jordan Smith from Dubai

In this episode, Gavin sits down with Jordan Smith, Dubai’s most dynamic real estate broker. From humble beginnings in Preston to breaking records in Dubai’s luxury market, Jordan details the grit, mindset, and relentless value-add that fueled his rise. Episode Breakdown 00:00 – 05:00 Jordan’s roots in Preston, UK, early career in car and funeral sales, and discovering sales fundamentals. 05:00 – 10:00 The pivotal car deal that sparked his move to Dubai; first impressions, financial pressure, and the challenge of starting over. 10:00 – 15:00 Culture shock, combating loneliness, navigating the Dubai market, and learning through shadowing colleagues. 15:00 – 20:00 Cold calling breakthroughs, adapting pitch strategies, and landing the first big deal in Palm Jumeirah. 20:00 – 25:00 Changing mindsets after a key negotiation, validating sales ability, and transitioning to greater deals. 25:00 – 30:00 The grind: 14-hour days, no “work-life balance”, and building a deep client-focused work ethic. 30:00 – 35:00 Joining White & CO, mentorship from Cal, and the power of broker-focused, incentive-driven cultures. 35:00 – 40:00 Defining non-negotiables: value before commission, office culture, and the importance of never forgetting your roots. 40:00 – 45:00 Networking strategies, building authentic relationships, and mastering referrals in the Dubai property scene. 45:00 – 50:00 Smart income streams, double deals, client education on mortgages and renovations for lasting value. 50:00 – 57:00 Personal growth, overcoming burnout, the true drivers behind success, and final reflections on legacy and longevity. See omnystudio.com/listener for privacy information.

May 25, 202539 min

#48 Adrian Bo

In this episode, Gavin sits down with Adrian Bo, one of the most respected names in Australian real estate. With a career spanning over three decades, Adrian shares how he went from stockbroking dreams to commercial leasing, then became a sales titan and now a sought-after coach and auctioneer. Adrian opens up about the lessons he learned from John McGrath, the power of discipline, and what it takes to stay relevant in a constantly evolving market. From building elite teams to surviving career adversity, this is a masterclass in adaptability, mindset, and longevity. Episode Breakdown 00:00 – 05:00 Adrian’s early career, from stockbroker ambition to falling into real estate. 05:00 – 10:00 Commercial leasing, key contacts, and getting poached by McGrath. 10:00 – 15:00 Switching to residential sales and dominating the Eastern Suburbs. 15:00 – 20:00 Sales meetings, tough love, and lessons from John McGrath. 20:00 – 25:00 From 4 to 100 sales a year, scaling with assistants and structure. 25:00 – 30:00 Why he left selling, embraced coaching, and the moment that changed his path. 30:00 – 35:00 Mindset, stoicism, and navigating career lows with grace. 35:00 – 39:18 The difference between lifestyle and growth agents, and what separates the top 20 percent. See omnystudio.com/listener for privacy information.