Sydney agent and principal of Ray White Sutherland, Gavin Ottaway, started his career selling cars at a Ford dealership and has gone on to build his business around maintaining long-term relationships with clients.
Including one who has completed six property transactions with him over 25 years.
The couple, who came to Australia from the UK in 2000, both purchased cars from Mr Ottaway and then followed him when he got into real estate.
The pair have sold six properties in total with the help of Mr Ottaway including a recent sale at 15 Torumba Close, Bango for $2,120,000 that he had helped them buy back in 2015.
He said that the way he operates and his focus on maintaining strong relationships leads to a lot of ongoing work with clients.
“When I say I’m going to do something, I do it and get it done,” Mr Ottaway said.
“I think certain people just like that straightforward approach.”
His journey into real estate came through an unexpected encounter when a real estate agent visited his dealership.
“He was looking to buy a car for his daughter, and even though I didn’t sell the car, he offered me a job in real estate,” he said.
“I’d been trying to break into the industry for years.”
After four successful years, Mr Ottaway partnered with Matt Debrazini to purchase Ray White in 2009.
“We started with just four people,” he said.
“Now we have four offices and about 50 staff. We’ve grown about 12 times larger.”
Despite launching during the GFC, the business thrived by maintaining a strong work ethic while others retreated.
This approach continues to pay dividends, with Mr Ottaway’s business achieving record results even in challenging market conditions.
“I’m on track for 30 sales this quarter, which would be my best ever,” he said.
“While most people are complaining about tough conditions, if you just stick at it, things happen.”
Community engagement plays a crucial role in the business’s success, with extensive sponsorship programs including a corporate box at Cronulla Sharks games and support for local schools and sporting clubs.
“We try to do as much community engagement as we can, whether it’s sporting clubs or schools. We’re always trying something to build those connections,” he said.
Mr Ottaway’s client-first approach includes regular contact and personal touches.
“I keep in contact with all my clients, send Christmas presents every year, scratchies at Easter,” he said.
“If you over-service them and get great results, they’ll keep coming back.”
Looking to the future, Mr Ottaway remains passionate about growth and development.
“I really want to find more good people and double our footprint over the next few years,” he said.
“We’re just going to keep on growing and evolving.”
