Gavin Rubinstein on offering six star service
BY ALEX TILBURY
Ray White Head of Strategy ( Real Estate ) Mark McLeod recently spoke with TRG founder Gavin Rubinstein ( pictured right ) on one of his regular Sales Masterclass Sessions .
Gavin Rubinstein ' s story is well known ; starting out managing night clubs throughout Europe , he turned his attention to real estate , working as an associate in the highly competitive eastern suburbs of Sydney .
He quickly realised his gift and devoted himself to the craft , ascending the ladder of the Ray White network to become one of our top salespeople .
Gavin attributes much of his success to those that have been in his corner throughout his career , one of those people is Mark McLeod . simple . It ’ s a simple industry , you talk to more people and you win . How do you get in the the door ? You make phone calls .
“ It has always been a team sport for me . I have had the same core staff with me since day one - Remi Lindsay , Cae Thomas and Oliver Lavers .
“ My success was predicated on keeping the core tight because it was never the Gavin show , despite the narrative .
“ I needed people who were as committed as me to do their roles to give me capacity . I have always treated profile like a business plan .
When I started out I used to lock myself in a room from morning until night and I dialled for dollars . This is the core of what we do . when he happened to be on holiday . A year later he sold her house for $ 9 million , which would be worth $ 27 million today . “ I was frequently building trust with her ,” he said .
Mark said Gavin Rubinstein was always curious to get better .
“ I am very proud of you and you have always had a willingness to get better ,” Mark said .
“ You always strive for excellence in all you do . I tell everyone , don ' t ever ask great agents what they do , ask them what they did . You get work through the work . Where you are today is a result of your fanatical obsession with work to get to this point . If you want to be really successful , be obsessive .”
Gavin said there ’ s a fine line between confidence and arrogance .
The pair first met 20 years ago when he was a rookie agent at Ray White Double Bay .
“ I jumped into real estate as it was my only option and I was excited by the opportunity to earn an uncapped income . I was a nightclub promoter and I had worked at McDonalds , and I quickly realised that I could make an impact and within 12 months I thought , " this is going to be fun ”.
So what did Gavin Rubinstein do ?
“ Young people are so obsessed and they prefer the end result rather than the process . The tasks that are required to succeed are mundane , and I always did the tasks and stayed focused ,” Gavin said .
“ Agents often have to do what we don ’ t like to get where we want to go . My priority was connecting with 30 new homeowners a day . We are in the service game ; don ’ t be arrogant .
“ I offer a six star service . I have always been the vendor ' s agent . Don ' t ever forget who pays your fees . Treat your vendors like gold .
“ Mark taught me 20 years ago that frequency builds trust , and I have never forgotten that .”
As a 23 year old associate with no listings , Gavin established a rapport with an owner from Vaucluse and he used to drive her around to other people ' s listings to help her find a property to buy .
“ If I keep doing the same thing , I know that is the definition of insanity so I am constantly evolving and if my vendor reporting wasn ’ t good enough , I changed it .
“ Acknowledge where you need to tweak . I draw on people who can see angles that I can ' t as I firmly believe real estate is 80 per cent mindset and 20 per cent skill . Close all the doors - fix all the typos , make the ads perfect ," he said .
“ Deliver your updates with your vendors with excitement too , always smile . This is an energy business .”
“ I always keep it simple . Mark ' s advice was always practical and
He even took the time to send her a postcard from her hometown in Italy