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.