PHOTO: Ray White Head of Strategy (Real Estate) Mark McLeod spoke with TRG founder Gavin Rubinstein (pictured above), who was recently named the top principal inside the Ray White Group internationally.
Gavin Rubinstein‘s journey is a well-known tale. Initially, he managed nightclubs across Europe, but he eventually redirected his focus towards the real estate industry, where he embarked as an associate in the highly competitive eastern suburbs of Sydney.
Recognizing his innate talent, he fully committed to mastering the craft, swiftly climbing the ranks within the Ray White network, eventually achieving the position of its top salesperson.
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Mr. Rubinstein attributes a significant portion of his success to the support he received from individuals who have been by his side throughout his career, and one such person is Mark McLeod.
Their paths first crossed two decades ago when Gavin was a novice agent at Ray White Double Bay.
“I entered the real estate world as my primary option and was thrilled by the potential for unlimited earnings. Coming from a background in nightclub promotion and working at McDonald’s, I quickly grasped the potential impact I could make. Within a year, I thought to myself, ‘this is going to be enjoyable.'”
So, what was Gavin Rubinstein’s secret?
“Young people are often fixated on the end result rather than the process. The necessary tasks for success can seem mundane, but I consistently executed those tasks and maintained my focus,” Mr. Rubinstein explained.
“I always adhered to simplicity. Mark, your guidance was consistently practical and straightforward. Real estate is a straightforward industry: you engage with more people, you win. How do you get your foot in the door? You make phone calls.
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“I’d dial for opportunities from morning till night, and I found enjoyment in the process. I always approached it with a smile, never like a robotic script reader, and I made countless calls. The more property appraisals you conduct, the more victories you achieve. Many people in the real estate field shy away from the phone, but as Mark consistently emphasized, ‘frequency builds trust.’ The more often you touch base with people, the greater your chances of securing a listing. Trust is paramount in prospecting. My primary focus has always been on building a foundation of trust with potential sellers, regardless of whether they were ready to sell in one, two, three, four, or five years. Most of the time, I secured uncontested listings.
“I’ve always been genuinely interested in establishing trust and getting to know my sellers. I believe in serving people and building trust.”
Gavin Rubinstein humorously refers to himself as “the highest-paid telemarketer in the country.”
Mark McLeod highlighted that most people don’t realize that the industry doesn’t demand extraordinary skill. “Skill is often overrated. Just pick up the phone. Curbside appraisals don’t hold much value; you need to reach the dining room table,” Mr. McLeod emphasized.
“Small and medium-sized enterprises thrive on energy, and Gavin understands the importance of managing his energy. He is diligent in identifying what fuels his energy and is willing to cut ties with those who drain it. Currently, I’ve even disabled my Instagram account, which is something I’ve never done, because it’s become overly negative.”
“This industry thrives on momentum, and people often get disheartened by the losses. The highs can be exhilarating, and the depths of despair can occur within an hour. To remain on the right track, always return to the basics. There is no magical solution; the core principles will always serve you well today.”