Dan White is the Managing Director of Ray White Real Estate.

Dan became part of the executive team at Ray White in 2008 and now helps to see over 12,000 agents and shares about his journey, his learnings and the new relationship with TRG. 

Dan White is the Managing Director of Ray White Real Estate.
Dan became part of the executive team at Ray White in 2008 and now helps to see over 12,000 agents and shares about his journey, his learnings and the new relationship with TRG.

Conversations between Gavin Rubinstein & the people he believes have trailblazed by thinking outside the box in their field, industry or even just in his office. Gavin is defining a new era of real estate. An unparalleled commitment to achieving excellence sees him as one of the most desired property advisers in Sydney. Awarded Ray White’s number 1 salesperson across the state of New South Wales for 2013, 2014, 2015, 2016, 2017, 2018 and 2019. In 2018 and 2019, that extended to the Ray White Group globally. As his first year as a principal, he ranked number 1 across Australia & New Zealand based on sales across the entire Ray White Group.

Conversations between Gavin Rubinstein &amp; the people he believes have trailblazed by thinking outside the box in their field, industry or even just in his office. Gavin is defining a new era of real estate. An unparalleled commitment to achieving excellence sees him as one of the most desired property advisers in Sydney. Awarded Ray White’s number 1 salesperson across the state of New South Wales for 2013, 2014, 2015, 2016, 2017, 2018 and 2019. In 2018 and 2019, that extended to the Ray White Group globally. As his first year as a principal, he ranked number 1 across Australia &amp; New Zealand based on sales across the entire Ray White Group.

Thinking outside the box with Gavin Rubinstein

Conversations between Gavin Rubinstein & the people he believes have trailblazed by thinking outside the box in their field, industry or even just in his office. Gavin is defining a new era of real estate. An unparalleled commitment to achieve excellence sees him as one of the most desired property advisers in Sydney. Awarded Ray White’s number 1 salesperson across the state of New South Wales for 2013, 2014, 2015, 2016, 2017, 2018 and 2019. In 2018 and 2019, that extended to the Ray White Group globally. As his first year as a principal, he ranked number 1 across Australia & New Zealand based on sales across the entire Ray White Group.

Conversations between Gavin Rubinstein &amp; the people he believes have trailblazed by thinking outside the box in their field, industry or even just in his office. Gavin is defining a new era of real estate. An unparalleled commitment to achieve excellence sees him as one of the most desired property advisers in Sydney. Awarded Ray White’s number 1 salesperson across the state of New South Wales for 2013, 2014, 2015, 2016, 2017, 2018 and 2019. In 2018 and 2019, that extended to the Ray White Group globally. As his first year as a principal, he ranked number 1 across Australia &amp; New Zealand based on sales across the entire Ray White Group.

#16 - Dan White

Gavin sits down with Brisbane’s Matt Lancashire to unpack what it takes to build an elite sales career, how to scale a business, and sustain performance over the long term. 

From starting broke and nine months without a sale to leading a multi-office operation and breaking Brisbane auction records, Matt unpacks the mindset, systems, and bold decisions that shaped his journey, and the personal frameworks he uses to balance family, health, and business at the highest level.

Episode Breakdown

00:00 – 05:00
Introduction to Matt Lancashire; career overview; family life, Brisbane market momentum, and the growth of his multi-office business.

05:00 – 10:00
Business structure and partnerships; splitting operational and performance leadership; scaling with the right people and systems.

10:00 – 15:00
Early career struggles, running out of money, and lessons from financial pressure: building resilience and self-belief.

15:00 – 20:00
Learning from top performers, meeting high-performing agents, simplifying success into repeatable fundamentals.

20:00 – 25:00
The pivotal case study that changed everything: marketing conviction, bold risk-taking, and owning market visibility.

25:00 – 30:00
Creating competitive tension; trust with vendors; why marketing is an investment, not a cost.

30:00 – 35:00
Client selection criteria: saying no to the wrong business; focusing on fewer listings for higher performance and satisfaction.

35:00 – 40:00
Team consolidation, simplifying operations, and achieving record results through focus and clarity.

40:00 – 45:00
Balancing family, health, and business using Matt’s three-bucket framework; managing energy, burnout, and longevity.

45:00 – End
Practical advice for agents today: brand presence, auctions, structured prospecting, hard work, and returning to process when momentum stalls.

Gavin sits down with Brisbane&rsquo;s Matt Lancashire to unpack what it takes to build an elite sales career, how to scale a business, and sustain performance over the long term.&nbsp;
From starting broke and nine months without a sale to leading a multi-office operation and breaking Brisbane auction records, Matt unpacks the mindset, systems, and bold decisions that shaped his journey, and the personal frameworks he uses to balance family, health, and business at the highest level.
Episode Breakdown
00:00 &ndash; 05:00 Introduction to Matt Lancashire; career overview; family life, Brisbane market momentum, and the growth of his multi-office business.
05:00 &ndash; 10:00 Business structure and partnerships; splitting operational and performance leadership; scaling with the right people and systems.
10:00 &ndash; 15:00 Early career struggles, running out of money, and lessons from financial pressure: building resilience and self-belief.
15:00 &ndash; 20:00 Learning from top performers, meeting high-performing agents, simplifying success into repeatable fundamentals.
20:00 &ndash; 25:00 The pivotal case study that changed everything: marketing conviction, bold risk-taking, and owning market visibility.
25:00 &ndash; 30:00 Creating competitive tension; trust with vendors; why marketing is an investment, not a cost.
30:00 &ndash; 35:00 Client selection criteria: saying no to the wrong business; focusing on fewer listings for higher performance and satisfaction.
35:00 &ndash; 40:00 Team consolidation, simplifying operations, and achieving record results through focus and clarity.
40:00 &ndash; 45:00 Balancing family, health, and business using Matt&rsquo;s three-bucket framework; managing energy, burnout, and longevity.
45:00 &ndash; End Practical advice for agents today: brand presence, auctions, structured prospecting, hard work, and returning to process when momentum stalls.

#51 Matt Lancashire

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 – 05:00
Introduction to Josh Phegan; early influences from family; learning real estate fundamentals from his father.

05:00 – 10:00
Transition from media and creative pursuits to joining the family business; the value of systemisation and process.

10:00 – 15:00
First steps into real estate training: finding opportunity, building a diverse client base, and early career lessons.

15:00 – 20:00
Expanding into new markets, coaching approaches, and helping clients through major transitions and crises.

20:00 – 25:00
Defining the role of a "practitioner" vs agent; foundational skills new agents must master; the importance of listing presentations.

25:00 – 30:00
Strategies for effective prospecting, leveraging internal business opportunities, and case studies.

30:00 – 35:00
The psychology of uncovering client motivations, language, and advanced selling techniques.

35:00 – 40:00
Consistency, competitive nature, and the routines and standards behind top performers.

40:00 – 45:00
Work-life balance, scheduling downtime for longevity, the importance of recurring goals and rigorous personal commandments.

45:00 – End
Final reflections on legacy, energy management, and leaving a positive impact on agents and the industry.

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

#50 Josh Phegan

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 – 05:00
Jordan’s roots in Preston, UK, early career in car and funeral sales, and discovering sales fundamentals.

05:00 – 10:00
The pivotal car deal that sparked his move to Dubai; first impressions, financial pressure, and the challenge of starting over.

10:00 – 15:00
Culture shock, combating loneliness, navigating the Dubai market, and learning through shadowing colleagues.

15:00 – 20:00
Cold calling breakthroughs, adapting pitch strategies, and landing the first big deal in Palm Jumeirah.

20:00 – 25:00
Changing mindsets after a key negotiation, validating sales ability, and transitioning to greater deals.

25:00 – 30:00
The grind: 14-hour days, no “work-life balance”, and building a deep client-focused work ethic.

30:00 – 35:00
Joining White & CO, mentorship from Cal, and the power of broker-focused, incentive-driven cultures.

35:00 – 40:00
Defining non-negotiables: value before commission, office culture, and the importance of never forgetting your roots.

40:00 – 45:00
Networking strategies, building authentic relationships, and mastering referrals in the Dubai property scene.

45:00 – 50:00
Smart income streams, double deals, client education on mortgages and renovations for lasting value.

50:00 – 57:00
Personal growth, overcoming burnout, the true drivers behind success, and final reflections on legacy and longevity.

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

#16 - Dan White

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