Thinking outside the box with Gavin Rubinstein

• #50 Josh Phegan

  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.

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• #49 Jordan Smith from Dubai

  In this episode, Gavin sits down with Jordan Smith, Dubai’s most dynamic real estate broker. From humble beginnings in Preston to breaking records in Dubai’s luxury market, Jordan details the grit, mindset, and relentless value-add that fueled his rise. Episode Breakdown 00:00 – 05:00Jordan’s roots in Preston, UK, early career in car and funeral sales, and discovering sales fundamentals. 05:00 – 10:00The pivotal car deal that sparked his move to Dubai; first impressions, financial pressure, and the challenge of starting over. 10:00 – 15:00Culture shock, combating loneliness, navigating the Dubai market, and learning through shadowing colleagues. 15:00 – 20:00Cold calling breakthroughs, adapting pitch strategies, and landing the first big deal in Palm Jumeirah. 20:00 – 25:00Changing mindsets after a key negotiation, validating sales ability, and transitioning to greater deals. 25:00 – 30:00The grind: 14-hour days, no “work-life balance”, and building a deep client-focused work ethic. 30:00 – 35:00Joining White & CO, mentorship from Cal, and the power of broker-focused, incentive-driven cultures. 35:00 – 40:00Defining non-negotiables: value before commission, office culture, and the importance of never forgetting your roots. 40:00 – 45:00Networking strategies, building authentic relationships, and mastering referrals in the Dubai property scene. 45:00 – 50:00Smart income streams, double deals, client education on mortgages and renovations for lasting value. 50:00 – 57:00Personal growth, overcoming burnout, the true drivers behind success, and final reflections on legacy and longevity.See omnystudio.com/listener for privacy information.

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• #48 Adrian Bo

  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.

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• #47 Vivien Yap

  Gavin sits down with Vivien Yap, One of Australia’s top female real estate agents, to unpack how she built a powerhouse career after two decades as a pharmacist. Vivian shares the mindset, routines, and lessons that fuel her success. She opens up about her transition into real estate, the support systems that keep her grounded, and what drives her now as a leader and mentor. This episode is full of practical insights for anyone aiming to lead with impact and longevity. Episode Breakdown 00:00 – 10:00How pharmacy led to real estate, early lessons, and first listings. 10:00 – 15:00Record-breaking sales and building momentum. 15:00 – 20:00Discipline, family support, and long-term vision. 20:00 – 25:00Vivian’s 5 tips for new agents, from energy to abundance. 25:00 – 30:00Growing a team and leaving a legacy. 30:00 – 35:00Daily routines, staying motivated, and balance. 35:00 – 41:00Handling rejection and keeping perspective.See omnystudio.com/listener for privacy information.

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• #46 Marcus Chiminello

  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.

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