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Four of Ray White’s most consistent top performers have shared how they each overcame early hurdles to reach the great heights they have now, revealing the simple strategies that keep them turbo-boosted at the top of the heap today.
Speaking at Connect 2018, the top agents are Gavin Rubinstein of Ray White Double Bay; Matt Lancashire of Ray White New Farm; Michael Willems, commercial agent at Ray White Surfers Paradise Group; and Vivien Yap, the owner of Ray White Dalkeith – Claremont in Perth.
Mr Rubinstein said that he started his career as an assistant for three years. Then when he went out on his own, he immediately went backwards.
“I spoke to Mike Finger and he said what are your other options and there weren’t any, so I decided at age 24 to go for it,” Mr Rubinstein said.
“We are in the attitude and energy game. Mindset and discipline — it’s the bridge between goals and accomplishments. You are your own boss and you can do whatever you want in an office.”
So, Mr Rubinstein said that today he eliminates all the time thieves who take his time. He won’t even wait for coffee or do grocery shopping.
“We are extremely disciplined in my team, but my team gives me huge capacity and my business will continue to grow.”
Mr Rubinstein’s strategy is simple. It is to stay focused.
“I focus on buyers, sellers and deals.”
Mr Lancashire, meanwhile, said that he got started in the real estate industry in 2006 and it took him nine months to make his first sale.
“I racked up $50,000 as a credit card debt and I was 26 and had to move home and I worked very hard to build momentum.”
He said that he tries to keep it really simple.
“This industry isn’t rocket science. If you do the basic activities, and become obsessed about them, and do them really well, you’ll succeed.
“I keep it simple and keep my dialogue very basic, and my letters are simple. I am always prospecting though and getting stock isn’t an issue for me as I make the calls.”
Mr Lancashire manages 92 staff across four offices with his partner Haesley Cush.
Mr Willems started selling $12,000 relocatable homes when he first got into real estate, but he quickly worked out that selling more expensive homes “meant better pay cheques”.
“You can waste a lot of time when you have freedom and being unproductive, and plenty of people want to pinch your time, so be super productive; it’s a hard fight to win,” Mr Willems said.
“I have a PA and she works Monday to Thursday 9am until 4pm. And I have a driver, so I can sit in the car and go from A to B and manage my time. I keep it really easy and in the last three years I’ve gone home at 5pm.”
Ms Yap said that she entered real estate after buying her own pharmacy.
“I was given the opportunity to sell as it wasn’t a good environment, so I got excited and pursued real estate at the age of 24 even though I had no money,” Ms Yap said.
“I got into real estate when I needed to have a job, but I am driven by a fear of failure. I always ask my owners what I could have done better.
“But in any given day, I will outwork my competitors and I look for the holes and improve. I am thankful every day.”
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