In the world of Australian real estate, where the stakes are high and competition is fierce, Gavin Rubinstein has carved out a niche that few can rival.
His name is synonymous with success, but beneath the polished surface and high-profile persona is a story of relentless hard work.
In a revealing conversation with his mentor and friend, Ray White Chief Strategy Officer, Mark McLeod at Elite Retreat, Gavin opens up about the journey that has shaped his career.
“We often get referred to as twins,” Mark begins with a laugh, setting the tone for a conversation that is both candid and insightful.
The reference is to the classic 1988 comedy Twins, where Arnold ‘Arnie’ Schwarzenegger and Danny DeVito play unlikely twin brothers. One tall and muscular (Schwarzenegger) and the other not as physically imposing (DeVito). It’s a playful nod to their contrasting personalities and appearances.
“Gavin reckons he’s Arnie.”
The Early Days
Gavin admits that he didn’t have any grand plans to go into real estate, but the idea of heading into tertiary education didn’t appeal to him in the slightest.
“I failed pretty much every subject in school. It didn’t interest me. I probably finished just to appease my parents.
“I liked the idea of uncapped income, nice cars, and sharp suits,” he said.
“But as I got into it, I realised I didn’t have many other options, so I had to make it work.”
Gavin’s initial approach was simple but effective: focus on the basics. He broke down his tasks into manageable, actionable steps, focusing on prospecting as the foundation of his business.
“I identified what I had to do in order to get where I wanted to go,” he recalls. “If I had 30 prospecting conversations a day, Monday through Friday, that was 150 new business opportunities each week.”
It was a grind, but Gavin embraced it with enthusiasm, guided by a principle he learned early on from Mark: “Frequency builds trust.”
This idea became the cornerstone of his approach to real estate: “The more frequently you check in with someone, the more they are going to trust you”.
Communication is key
One story that epitomises Gavin’s dedication is his relationship with one particular elderly client. Over three years, Gavin nurtured this connection, never pushing for a sale but always staying in touch.
“She was just a name and a number on a call sheet,” Gavin said. “But through consistent, genuine communication, we built a rapport.”
On a trip to Italy, Gavin even sent her a postcard from a place she had fond memories of, never mentioning real estate, just connecting on a personal level.
Three years later, that relationship culminated in the sale of her house for $9 million and a penthouse for over $7.5 million. “It’s about providing service,” Gavin said. “Not asking for things, but giving them information.”
Mark, who has watched Gavin’s rise from the beginning, highlights the importance of genuine communication in real estate.
“The problem with communication is the illusion that it’s actually taking place,” he says, noting how many agents go through the motions without truly connecting.
But Gavin was different. He was, as Mark describes, “the highest paid telemarketer in Australia,” always on the phone, building relationships one call at a time.
Building a profile
As Gavin’s career progressed, he realised the importance of consistency and mentorship in building a successful business.
“The only consistency in our industry is inconsistency,” Mark quips and points out Gavin’s approach to building a profile, which was strategic and consistent.
“Profile was always a business plan,” Gavin said. “I thought the best way to build a profile was by providing six-star service to my clients who I represented. Again, it lacks in our industry.”
One of the most significant chapters in Gavin’s career was his involvement with Luxe Listings that catapulted his profile even further. While the show brought with it increased visibility and new opportunities, it was all part of Gavin’s larger business plan.
“It was about catching more fish,” he explains, using the show as a platform to attract more listings and grow his brand. The exposure from Luxe Listings wasn’t just about fame; it was a calculated move to leverage his growing profile and set up TRG as a powerhouse in the industry.
Mark and Gavin’s rapport is evident, they share a mutual respect and understanding that goes beyond business, rooted in years of shared experiences and challenges, and Mark sums it up best when he says, “You see the flash, but you don’t see the fire.”
Gavin story is one of relentless pursuit and a deep understanding of the power of genuine connection, but ultimately his rise to the top of Australian real estate isn’t just about hard work and savvy business moves. It’s also his desire to continually do better.
“I still feel that, like every transaction, whether it’s a sale, I could take something from it, adapt it to a little part of my brand and progress.”
