Thinking outside the box with Gavin Rubinstein

Gavin sits down with Canberra-based Josh Morrissey, founder of Hive Property, to unpack what it really takes to build an elite real estate business from the ground up, and sustain performance at scale.
From starting Hive with no money in the bank, a newborn baby, and four staff working out of a concrete garage, to becoming the only independent agency to hold second market share across the ACT, Josh breaks down the mindset, discipline, and systems behind long-term success.
This conversation dives deep into compounding time, building high-performance ecosystems, ruthless accountability, and the one percenters that separate good operators from truly elite ones, all while balancing family, health, and leadership at scale.
Episode Breakdown
00:00 – 05:00
Introduction to Josh Morrissey and Hive Property; early parallels with Gavin’s journey; overview of Hive’s growth, positioning, and vision in the Canberra market.
05:00 – 10:00
Founding Hive from scratch, leaving the franchise model, starting with a newborn and no capital; the importance of clarity, vision, and committing before conditions are perfect.
10:00 – 15:00
Early-career struggles, burning the ships at 27, losing time due to lack of discipline, and the moment accountability became non-negotiable.
15:00 – 20:00
Compounding time through project marketing, delayed gratification, doing the work others avoid, and accelerating wealth creation through leverage.
20:00 – 25:00
Building momentum through high-end results while monetising volume stock; running parallel business models to scale faster and smarter.
25:00 – 30:00
Discipline, consistency, and accountability are the true differentiators; why most agents are consistent at being inconsistent.
30:00 – 35:00
Time chunking, personal KPIs, and managing energy; structuring days for performance without burnout.
35:00 – 40:00
The real cost of business ownership: leadership pressure, sacrifice, family strain, and the realities behind polished brands.
40:00 – 45:00
Running a real estate business like a professional sports team: culture, retention, standards, and why elite environments attract elite performers.
45:00 – 50:00
Results-based selling, market mastery, and adapting strategy to micro-markets; auctions versus private treaty and protecting vendor outcomes.
50:00 – End
One percenters, brand consistency, belief, and playing the long game; why success compounds quietly before it becomes visible.
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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.
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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.
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In this episode, Gavin sits down with Jordan Smith, Dubai’s most dynamic real estate broker. From humble beginnings in Preston to breaking records in Dubai’s luxury market, Jordan details the grit, mindset, and relentless value-add that fueled his rise.
Episode Breakdown
00:00 – 05:00
Jordan’s roots in Preston, UK, early career in car and funeral sales, and discovering sales fundamentals.
05:00 – 10:00
The pivotal car deal that sparked his move to Dubai; first impressions, financial pressure, and the challenge of starting over.
10:00 – 15:00
Culture shock, combating loneliness, navigating the Dubai market, and learning through shadowing colleagues.
15:00 – 20:00
Cold calling breakthroughs, adapting pitch strategies, and landing the first big deal in Palm Jumeirah.
20:00 – 25:00
Changing mindsets after a key negotiation, validating sales ability, and transitioning to greater deals.
25:00 – 30:00
The grind: 14-hour days, no “work-life balance”, and building a deep client-focused work ethic.
30:00 – 35:00
Joining White & CO, mentorship from Cal, and the power of broker-focused, incentive-driven cultures.
35:00 – 40:00
Defining non-negotiables: value before commission, office culture, and the importance of never forgetting your roots.
40:00 – 45:00
Networking strategies, building authentic relationships, and mastering referrals in the Dubai property scene.
45:00 – 50:00
Smart income streams, double deals, client education on mortgages and renovations for lasting value.
50:00 – 57:00
Personal growth, overcoming burnout, the true drivers behind success, and final reflections on legacy and longevity.
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In this episode, Gavin sits down with Adrian Bo, one of the most respected names in Australian real estate. With a career spanning over three decades, Adrian shares how he went from stockbroking dreams to commercial leasing, then became a sales titan and now a sought-after coach and auctioneer.
Adrian opens up about the lessons he learned from John McGrath, the power of discipline, and what it takes to stay relevant in a constantly evolving market. From building elite teams to surviving career adversity, this is a masterclass in adaptability, mindset, and longevity.
Episode Breakdown
00:00 – 05:00
Adrian’s early career, from stockbroker ambition to falling into real estate.
05:00 – 10:00
Commercial leasing, key contacts, and getting poached by McGrath.
10:00 – 15:00
Switching to residential sales and dominating the Eastern Suburbs.
15:00 – 20:00
Sales meetings, tough love, and lessons from John McGrath.
20:00 – 25:00
From 4 to 100 sales a year, scaling with assistants and structure.
25:00 – 30:00
Why he left selling, embraced coaching, and the moment that changed his path.
30:00 – 35:00
Mindset, stoicism, and navigating career lows with grace.
35:00 – 39:18
The difference between lifestyle and growth agents, and what separates the top 20 percent.
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