How I Lost $100M in Listings in One Week - Gavin Rubinstein #133

Gavin Rubinstein lost about 100 million dollars worth of listings in a single week, and describes exactly how he processes it: run the checklist, confirm there was nothing else he could have done, move on the same day.

Gavin Rubinstein is the founder of TRG, with three offices, and has sold Sydney property for around 18 years.

What you will learn:

- The post mortem checklist he runs after losing a pitch, and why it lets him move on the same day

- Why he says you escape competition through authenticity rather than by copying the top performer

- What he found when he audited his own industry's paperwork, and what it says about the standard

- How he thinks about the transition from top agent to running offices, and where most people stall

- Why he keeps calling clients when there is nothing to report

Chapters

00:06 Losing 100 million of listings, and the checklist that follows

03:46 Managing energy as the years add up

07:49 Leading by example without micromanaging

11:15 What a first year in this job is actually for

14:46 You are never going to please everybody

19:10 Why the biggest performers burn out at ten or fifteen years

24:54 A team of killers, and what he looks for in them

28:22 It is not the price point, it is the personality

31:54 Do more than is expected and make an impression

36:04 Call them even when there is nothing to report

40:07 How sloppy the industry is, and what clients notice

43:43 What happens on the weeks he loses

48:19 Being the top agent and running three offices at once

51:52 Where he would and would not expand

55:20 How to mentally prepare for this job

59:23 The gridlock in the growth path, and how to break it

1:04:13 What he sees in his competitors right now

1:07:40 Why not double what you already do

1:12:04 Coattails, entitlement, and who he actually backs

1:16:50 Embodying it rather than talking about it

Gavin Rubinstein lost 100 million in listings in a week and his business kept paying. Property should work the same way.

Most properties only make money if the market does. The ones that pay for themselves from the day you settle are bought differently, and it comes down to four points.

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General information only. Not financial, tax, legal or credit advice. Bothsides is not a mortgage broker or credit provider.