In this episode Gavin sits down with Team Cosgrove after they have just finished a record month for their careers: Patrick Cosgrove, Don Riley & Liam O'Donnell.

In this episode Gavin sits down with Team Cosgrove after they have just finished a record month for their careers: Patrick Cosgrove, Don Riley &amp; Liam O'Donnell.

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.

#1 - Team Cosgrove

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.

In this episode, Gavin sits down with renowned sales trainer, keynote speaker and author Chris Helder, whose work on mindset, communication and &ldquo;useful belief&rdquo; 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 &ndash; 05:00 Chris&rsquo; background, global speaking career, early connection with Gavin and why his sales strategies are more relevant than ever.
05:00 &ndash; 10:00 From Colorado to Australia, real estate, auctioneering and the path that led Chris into training and keynote speaking.
10:00 &ndash; 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 &ndash; 20:00 Market pressure, consistency, reassessing your purpose and the power of acting &ldquo;as if&rdquo; before results arrive.
20:00 &ndash; 27:00 Designing a life for excellence, setting boundaries, managing distraction and using energy, posture and language as performance tools.
27:00 &ndash; 32:00 Chris&rsquo; personally useful beliefs: dealing with tough situations, acceptance, radical responsibility, and moving out of blame.
32:00 &ndash; 37:00 Personality colours, adapting communication styles and what elite salespeople tend to have in common.
37:00 &ndash; 41:00 Movement versus progress, income-producing activity, preparation, and why many agents stay busy without getting better.
41:00 &ndash; End Identity, motivation, leadership, &ldquo;Brigadier Blood,&rdquo; and how the way you define yourself ultimately shapes your results.

#56 Chris Helder 

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.

Though a strict NDA limits the details of that sale, Jay opens up about his rise from a struggling assistant, his unconventional pivot from entertainment into real estate, emphasising why long-term relationships and a "Monopoly board" vision for the city are the true drivers of his success and he pulls back the curtain on his work ethic, explaining why an obsession with deep local knowledge will always outperform shortcuts and social media fame.
Episode Breakdown

00:00 – 05:00
Beverly Hills Hotel setup, Jay’s signboard domination and origins in DC before the move to LA.

05:00 – 12:00
Five years chasing acting and agency life before the “real estate ages like wine” lightbulb moment.

12:00 – 20:00
Breaking into commercial at 29, endless cold calls, first $28M deal and landing Etro on Rodeo.

20:00 – 27:00
Obsessive list‑making and how messy scribbles become blue‑chip deals.

27:00 – 35:00
How other brokers are your biggest clients and how relationships win tight, competitive sites.

35:00 – 45:00
Malibu and LA masterclass: formula retail rules and curating brands via Instagram.

45:00 – 55:00
Rodeo Drive 101: double vs single lots, pricing and staying inside a big firm.

55:00 – 62:00
Jay’s three levers: hoard knowledge, outwork everyone and stay humble because it can all end.

62:00 – 67:00
Personal life, relationships, routines and what “switching off” really looks like.

67:00 – End
Advice for young agents who want to be “the next Jay Luchs”.

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 Herm&egrave;s deal on Rodeo Drive. Though a strict NDA limits the details of that sale, Jay opens up about his rise from a struggling&nbsp;assistant, his unconventional pivot from entertainment into real estate, emphasising why long-term relationships and a "Monopoly board" vision for the city are the true drivers of his success and&nbsp;he&nbsp;pulls back the curtain on his work ethic, explaining why an obsession with deep local knowledge will always outperform shortcuts and social media fame. Episode Breakdown 00:00 &ndash; 05:00 Beverly Hills Hotel setup, Jay&rsquo;s signboard domination and origins in DC before the move to LA. 05:00 &ndash; 12:00 Five years chasing acting and agency life before the &ldquo;real estate ages like wine&rdquo; lightbulb moment. 12:00 &ndash; 20:00 Breaking into commercial at 29, endless cold calls, first $28M deal and landing Etro on Rodeo. 20:00 &ndash; 27:00 Obsessive list‑making and how messy scribbles become blue‑chip deals. 27:00 &ndash; 35:00 How other brokers are your biggest clients and how relationships win tight, competitive sites. 35:00 &ndash; 45:00 Malibu and LA masterclass: formula retail rules and curating brands via Instagram. 45:00 &ndash; 55:00 Rodeo Drive 101: double vs single lots, pricing and staying inside a big firm. 55:00 &ndash; 62:00 Jay&rsquo;s three levers: hoard knowledge, outwork everyone and stay humble because it can all end. 62:00 &ndash; 67:00 Personal life, relationships, routines and what &ldquo;switching off&rdquo; really looks like. 67:00 &ndash; End Advice for young agents who want to be &ldquo;the next Jay Luchs&rdquo;.

#55 Jay Luchs

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

In this episode, Gavin sits down with Tony O'Doherty, one of Brisbane&rsquo;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 &ndash; 05:00 Early life, leaving school, family influence and the foundation of his work ethic
05:00 &ndash; 10:00 Moving to Australia, construction work and how real estate became the path forward
10:00 &ndash; 15:00 Starting from zero, hitting the phones and building momentum through energy
15:00 &ndash; 20:00 Rapid growth, building a business and scaling to a top-performing office
20:00 &ndash; 25:00 The importance of service, creating raving fans and delivering for vendors
25:00 &ndash; 30:00 What separates top agents, focus, productivity and eliminating distractions
30:00 &ndash; 33:30 Team structure, burnout, relationships and life outside of work
33:30 &ndash; End The real formula for success, emotional intelligence, discipline, energy and consistency

#1 - Team Cosgrove

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