Show Notes
In this episode, Gavin sits down with Calum White, founder of White & Co, to explore how he built a Dubai real estate business from eight people to a team of 700 in just five and a half years. Calum shares his journey from growing up in Edinburgh to moving to Dubai with barely enough money to get by. He discusses the importance of putting brokers first, removing friction from the sales process and building a leadership team that allows the business to thrive without relying on him for every decision. He also explains how he led his team through regional conflict without cutting salaries or making redundancies, why resilience and specialisation are essential for agents, and why performance should always matter more than experience. Episode Breakdown 00:00 – 07:00 Growing White & Co from eight people to 700 and making brokers’ jobs easier. 07:00 – 14:00 Putting brokers first, celebrating small wins and building momentum. 14:00 – 21:00 Leading calmly, delegating effectively and building a trusted team. 21:00 – 28:00 Solving problems with technology and the upbringing that shaped Calum’s ambition. 28:00 – 35:00 Moving from Edinburgh to Dubai and backing himself to build a brokerage. 35:00 – 42:00 Protecting jobs through regional conflict and adapting to a changing market. 42:00 – 49:00 Why successful agents need resilience, specialisation and obsession. 49:00 – 56:00 Exceptional agents, leadership lessons and helping people succeed. 56:00 – 63:00 White & Co’s next chapter and making sales training more accessible. 63:00 – End Solving sales problems, training with accountability and valuing performance over experience. See omnystudio.com/listener for privacy information.
More from Thinking outside the box with Gavin Rubinstein
In this episode, Gavin sits down with London's “Mr. Super Prime”, Daniel Daggers, star of Netflix's Buying London and founder of DDRE Global. Daniel shares his journey from starting out on a modest salary to becoming Knight Frank's number one agent and building his own luxury brokerage. He discusses the importance of people, consistency and bravery, how he built his personal brand through social media, and why he believes the future of real estate will be driven by individuals and relationships. Daniel also shares his roadmap for success: find the best people, learn from them, stay curious and play the long game.
Gavin chats with performance coach James Short about the self-awareness, discipline and consistent habits behind lasting success.
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 – 05:00 Chris’ background, global speaking career, early connection with Gavin and why his sales strategies are more relevant than ever. 05:00 – 10:00 From Colorado to Australia, real estate, auctioneering and the path that led Chris into training and keynote speaking. 10:00 – 15:00 The 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 – 20:00 Market pressure, consistency, reassessing your purpose and the power of acting “as if” before results arrive. 20:00 – 27:00 Designing a life for excellence, setting boundaries, managing distraction and using energy, posture and language as performance tools. 27:00 – 32:00 Chris’ personally useful beliefs: dealing with tough situations, acceptance, radical responsibility, and moving out of blame. 32:00 – 37:00 Personality colours, adapting communication styles and what elite salespeople tend to have in common. 37:00 – 41:00 Movement versus progress, income-producing activity, preparation, and why many agents stay busy without getting better. 41:00 – End Identity, 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 legendary retail broker Jay Luchs, the powerhouse behind some of Los Angeles' most iconic commercial property transactions, including the recent $400 million Hermès deal on Rodeo Drive.
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 – 05:00 Early life, leaving school, family influence and the foundation of his work ethic 05:00 – 10:00 Moving to Australia, construction work and how real estate became the path forward 10:00 – 15:00 Starting from zero, hitting the phones and building momentum through energy 15:00 – 20:00 Rapid growth, building a business and scaling to a top-performing office 20:00 – 25:00 The importance of service, creating raving fans and delivering for vendors 25:00 – 30:00 What separates top agents, focus, productivity and eliminating distractions 30:00 – 33:30 Team structure, burnout, relationships and life outside of work 33:30 – End The real formula for success, emotional intelligence, discipline, energy and consistency See omnystudio.com/listener for privacy information.