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.

In this episode, Gavin sits down with Calum White, founder of White &amp; 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 &ndash; 07:00 Growing White &amp; Co from eight people to 700 and making brokers&rsquo; jobs easier.
07:00 &ndash; 14:00 Putting brokers first, celebrating small wins and building momentum.
14:00 &ndash; 21:00 Leading calmly, delegating effectively and building a trusted team.
21:00 &ndash; 28:00 Solving problems with technology and the upbringing that shaped Calum&rsquo;s ambition.
28:00 &ndash; 35:00 Moving from Edinburgh to Dubai and backing himself to build a brokerage.
35:00 &ndash; 42:00 Protecting jobs through regional conflict and adapting to a changing market.
42:00 &ndash; 49:00 Why successful agents need resilience, specialisation and obsession.
49:00 &ndash; 56:00 Exceptional agents, leadership lessons and helping people succeed.
56:00 &ndash; 63:00 White &amp; Co&rsquo;s next chapter and making sales training more accessible.
63:00 &ndash; End Solving sales problems, training with accountability and valuing performance over experience.

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. His unparalleled commitment to excellence makes him one of the most sought-after 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, this 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. His unparalleled commitment to excellence makes him one of the most sought-after property advisers in Sydney. Awarded Ray White&rsquo;s number 1 salesperson across the state of New South Wales for 2013, 2014, 2015, 2016, 2017, 2018 and 2019. In 2018 and 2019, this 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.