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.

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.