Thinking outside the box with Gavin Rubinstein

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 – 05:00Chris’ background, global speaking career, early connection with Gavin and why his sales strategies are more relevant than ever. 05:00 – 10:00From Colorado to Australia, real estate, auctioneering and the path that led Chris into training and keynote speaking. 10:00 – 15:00The 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 – 20:00Market pressure, consistency, reassessing your purpose and the power of acting “as if” before results arrive. 20:00 – 27:00Designing a life for excellence, setting boundaries, managing distraction and using energy, posture and language as performance tools. 27:00 – 32:00Chris’ personally useful beliefs: dealing with tough situations, acceptance, radical responsibility, and moving out of blame. 32:00 – 37:00Personality colours, adapting communication styles and what elite salespeople tend to have in common. 37:00 – 41:00Movement versus progress, income-producing activity, preparation, and why many agents stay busy without getting better. 41:00 – EndIdentity, motivation, leadership, “Brigadier Blood,” and how the way you define yourself ultimately shapes your results.See omnystudio.com/listener for privacy information.

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 – 05:00Early life, leaving school, family influence and the foundation of his work ethic 05:00 – 10:00Moving to Australia, construction work and how real estate became the path forward 10:00 – 15:00Starting from zero, hitting the phones and building momentum through energy 15:00 – 20:00Rapid growth, building a business and scaling to a top-performing office 20:00 – 25:00The importance of service, creating raving fans and delivering for vendors 25:00 – 30:00What separates top agents, focus, productivity and eliminating distractions 30:00 – 33:30Team structure, burnout, relationships and life outside of work 33:30 – EndThe real formula for success, emotional intelligence, discipline, energy and consistencySee omnystudio.com/listener for privacy information.

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 – 05:00Introduction 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 – 10:00Founding 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 – 15:00Early-career struggles, burning the ships at 27, losing time due to lack of discipline, and the moment accountability became non-negotiable. 15:00 – 20:00Compounding time through project marketing, delayed gratification, doing the work others avoid, and accelerating wealth creation through leverage. 20:00 – 25:00Building momentum through high-end results while monetising volume stock; running parallel business models to scale faster and smarter. 25:00 – 30:00Discipline, consistency, and accountability are the true differentiators; why most agents are consistent at being inconsistent. 30:00 – 35:00Time chunking, personal KPIs, and managing energy; structuring days for performance without burnout. 35:00 – 40:00The real cost of business ownership: leadership pressure, sacrifice, family strain, and the realities behind polished brands. 40:00 – 45:00Running a real estate business like a professional sports team: culture, retention, standards, and why elite environments attract elite performers. 45:00 – 50:00Results-based selling, market mastery, and adapting strategy to micro-markets; auctions versus private treaty and protecting vendor outcomes. 50:00 – EndOne percenters, brand consistency, belief, and playing the long game; why success compounds quietly before it becomes visible.See omnystudio.com/listener for privacy information.

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 – 05:00Introduction to Josh Phegan; early influences from family; learning real estate fundamentals from his father. 05:00 – 10:00Transition from media and creative pursuits to joining the family business; the value of systemisation and process. 10:00 – 15:00First steps into real estate training: finding opportunity, building a diverse client base, and early career lessons. 15:00 – 20:00Expanding into new markets, coaching approaches, and helping clients through major transitions and crises. 20:00 – 25:00Defining the role of a "practitioner" vs agent; foundational skills new agents must master; the importance of listing presentations. 25:00 – 30:00Strategies for effective prospecting, leveraging internal business opportunities, and case studies. 30:00 – 35:00The psychology of uncovering client motivations, language, and advanced selling techniques. 35:00 – 40:00Consistency, competitive nature, and the routines and standards behind top performers. 40:00 – 45:00Work-life balance, scheduling downtime for longevity, the importance of recurring goals and rigorous personal commandments. 45:00 – EndFinal reflections on legacy, energy management, and leaving a positive impact on agents and the industry.See omnystudio.com/listener for privacy information.

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 – 05:00Adrian’s early career, from stockbroker ambition to falling into real estate. 05:00 – 10:00Commercial leasing, key contacts, and getting poached by McGrath. 10:00 – 15:00Switching to residential sales and dominating the Eastern Suburbs. 15:00 – 20:00Sales meetings, tough love, and lessons from John McGrath. 20:00 – 25:00From 4 to 100 sales a year, scaling with assistants and structure. 25:00 – 30:00Why he left selling, embraced coaching, and the moment that changed his path. 30:00 – 35:00Mindset, stoicism, and navigating career lows with grace. 35:00 – 39:18The difference between lifestyle and growth agents, and what separates the top 20 percent.See omnystudio.com/listener for privacy information.

In this episode, Gavin sits down with Marcus Chiminello, one of Australia's most respected names in real estate, known for dominating Melbourne’s luxury market and redefining what prestige selling looks like. Marcus opens up about his journey from apprentice carpenter to record-breaking agent, his decision to specialise in high-end properties, and the personal discipline it takes to stay at the top. They discuss everything from mentorship, routines, and database curation, to how Marcus balances a high-stakes career with family life and board-level leadership at Marshall White. This is a masterclass in elite performance, strategy, and staying grounded. Whether you're in real estate or business, Marcus shares playbook-level insights on how to build a brand with integrity, attract the right clients, and lead a fulfilling career. Episode Breakdown 00:00 – 05:00:From apprentice to agent – Marcus’ early career pivot and what drew him to real estate. 05:00 – 10:00:Learning the ropes – Working with top mentors, enduring tough lessons, and switching firms. 10:00 – 15:00:Back to PA – Why Marcus took a step back to learn a new market and how it paid off long-term. 15:00 – 20:00:Database strategy & brand positioning – The mindset shift from generalist to prestige specialist. 20:00 – 25:00:Building a high-performance team – From solo to scale: how Marcus built and structured his elite unit. 25:00 – 30:00:Board responsibilities & balance – Managing 350+ staff, family, and staying deal-focused. 30:00 – 35:00:Mental resilience – The voice in your head, burnout, and how Marcus stays in peak state. 35:00 – 37:00:Fitness, focus, and legacy – What drives Marcus now, and how he leads by example for his family.See omnystudio.com/listener for privacy information.

Gavin sits down with Sunny Gill, a retail mogul who has helped shape the fashion landscape in Southeast Asia. As the second generation in his family’s retail empire, Sunny shares invaluable insights on business, resilience, and the lessons learned from his father, who famously brought Zara to Southeast Asia. From selling shoes in his father’s stores as a teenager to securing the rights for global brands like H&M, Sunny’s journey is a masterclass in hard work, persistence, and strategic vision. He opens up about navigating the pressures of a family business, overcoming entitlement, and the transformative power of discipline. Episode Breakdown:  [00:00 - 05:00] Introduction to Sunny Gill – his background, family business legacy, and global retail influence. [05:00 - 10:00] From selling shoes as a teenager to securing global fashion brands – the early years and work ethic. [10:00 - 15:00] The role of discipline and resilience – how a simple gym bet transformed Sunny’s mindset and career. [15:00 - 20:00] The business of fashion – from Zara to H&M and beyond, securing the rights to major brands in Southeast Asia. [20:00 - 25:00] The art of deal-making – strategies for securing international brands and why relationships matter. [25:00 - 30:00] Expansion and future plans – Sunny’s vision for retail growth in Southeast Asia, including new brand acquisitions. [30:00 - 35:00] The power of relationships – how networking and persistence opened doors for massive deals. [35:00 - 40:00] Personal growth and family – lessons from his father, navigating entitlement, and building something bigger than himself. [40:00 - 43:32] Final thoughts – staying grounded, cutting out negativity, and the importance of consistency in business and life.See omnystudio.com/listener for privacy information.

Maz joins Gavin to share insights from her career in entertainment and her transition into conference speaking. Having worked on The X Factor, Celebrity Apprentice, Big Brother UK & Australia, and many more, Maz now specializes in personal brand differentiation and behavior change. She discusses the importance of storytelling, reading an audience, and standing out in competitive industries. Maz explains how she helps people craft a memorable personal brand, shift audience behavior, and create a lasting impact. She shares real-world examples from her experience working with CEOs, real estate professionals, and lawyers, emphasizing the power of perception, branding, and differentiation. Episode Breakdown: [0:00 - 5:00] Maz’s unexpected career shift from TV production to public speaking – learning to pivot and find new opportunities. [5:00 - 10:00] How Maz transitioned from producing TV shows to helping professionals build strong personal brands. [10:00 - 15:00] The power of first impressions – why people judge you in seconds and how to make it work in your favor. [15:00 - 20:00] Memorable branding: The story of a lawyer who changed their pitch from "I’m a partner at a law firm" to "I keep CEOs out of jail". [20:00 - 25:00] Behavioral change in business – how Maz ensures her audience takes action, rather than just listening. [25:00 - 30:00] The importance of being different, not vanilla – why standing out is critical in real estate, sales, and leadership. [30:00 - 35:00] How Maz reads a room, works with industry leaders, and adapts her message for different audiences. [35:00 - 40:00] The power of storytelling, theatricality, and engagement in professional branding. [40:00 - 45:00] Why “Hope is not a strategy” in sales, real estate, and business – changing minds through behavior-based influence.See omnystudio.com/listener for privacy information.

In this episode, Gavin sits down with Anthony Bell, the CEO of Bell Partners, one of Australia's top accounting firms. Hear how Anthony's determination and entrepreneurial spirit led him to break away from his father's accounting practice and start his own successful firm at just 27 years old. Learn about his unique approach to building a thriving business, including his focus on advisory services, strategic partnerships, and cultivating a strong company culture. Anthony also discusses his passion for property investment, experiences navigating industry challenges, and advice for aspiring entrepreneurs and real estate professionals. [0:00 - 5:00] Anthony's background and early career, including his decision to leave his father's accounting firm to start his own practice. [5:00 - 10:00] How Anthony built Bell Partners into a leading accounting firm, focusing on advisory services and strategic partnerships. [10:00 - 15:00] Anthony's experiences as a property investor and his thoughts on the Australian real estate market. [15:00 - 20:00] Strategies Anthony has used to retain top talent and foster a strong company culture at Bell Partners. [20:00 - 25:00] Advice from Anthony on overcoming industry challenges and thriving as an entrepreneur in the professional services sector.See omnystudio.com/listener for privacy information.

Today, we welcome Peter Freedman, founder of RØDE, a leading brand specialising in microphones, headphones, audio interfaces, and software. Their state-of-the-art facilities house over $500 million in machinery and an international team of 800+. Their products are exported to 119 countries worldwide. From his humble beginnings as a young Swedish immigrant to Australia, Peter shares his story of overcoming adversity, developing a relentless work ethic, and building a global audio empire. Get inspired by Peter's unwavering passion for his craft, his innovative approach to marketing and sales, and his steadfast commitment to customer service and core values. 0:00 - 5:00] Introduction to Peter Freedman, founder of RØDE Microphones, and his impressive journey from moving to Australia as a child to building a global audio empire. [5:00 - 15:00] Peter's early life struggles, including learning English, facing bullying, and developing a driven mindset to prove his worth. [15:00 - 25:00] The founding of RØDE Microphones and how a chance opportunity with a microphone led to the company's meteoric rise. [25:00 - 35:00] Overcoming the 1989 financial crash, Peter's resilience, and the importance of customer service in rebuilding the business. [35:00 - 45:00] Peter's unique blend of technical expertise, marketing prowess, and passion for his work, which has been the key to RØDE's success. [45:00 - 55:00] The role of core values, transparency, and a strong company culture in driving RØDE's growth and Peter's plans for the future. [55:00 - 60:00] Peter's reflections on his journey, the lessons learned, and his commitment to making a positive impact in the world.See omnystudio.com/listener for privacy information.

In this episode Gavin sits down with Matt Kemeny, a top-performing associate in Gavin's office. Matt shares his remarkable journey from working at the front desk of a gym to becoming a highly successful real estate agent, despite having no prior experience. Listeners will learn about Matt's resilience, discipline, and the valuable lessons he's learned from his mentor, Gavin, and the experienced agents around him. This episode offers insights into the ups and downs of the real estate industry and the keys to achieving success in this competitive field.See omnystudio.com/listener for privacy information.

In this episode, Gavin interviews real estate powerhouse Michael Kollosche about his incredible career journey. Michael shares how he got his start in real estate over 25 years ago and discusses his early success in becoming the #1 agent at Ray White, the reason for his 5-year break from the industry and how a certain client eventually convinced him to return. 0:14-0:28 - Starting a real estate career at 18 with Michael Kollosche0:28-1:23 - Why Michael took a 5-year break from real estate1:23-2:26 - Michael shares some of the keys to his success2:26-end - Michael's business growth while maintaining work/life balanceSee omnystudio.com/listener for privacy information.

Gavin sits down with Jason Boon to discuss his journey from falling into real estate to becoming one of Australia's top agents. Jason shares stories from his early career working as an assistant, the lessons he learned along the way, and the unique approach he took to build his business and brand. 0:00-5:00 - Jason's start in real estate and early career5:00-10:00 - Lessons from his time as John McGraw's assistant 10:00-15:00 - His approach to dominating Potts Point and Elizabeth Bay15:00-20:00 - Personal growth and shifts in mindset 20:00-25:00 - Transitioning to marketing himself over chasing leads25:00-30:00 - A memorable client experience with contrasting personalities30:00-35:00 - Building his team through loyalty over many years 35:00-40:00 - Balancing business and family as he got olderSee omnystudio.com/listener for privacy information.