SUCCESS can be fleeting, complacency is an evergreen threat. It takes persistence and a certain character to stay at the top.
One of the key skills to be learned along the journey of developing a remarkable career is how to develop those people that work alongside you.
Four of our most consistent Elite Performers have taken to the stage at Connect 2018 to share how they have reached great heights year after year, and how they have overcome the challenges of building teams and then experienced the turbo-boost that has come as a result.
They are Ray White agents 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.
Gavin Rubinstein (above) started his first three years as an assistant and after two years he went out on his own and 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 accomplishment,” Mr Rubinstein said.
“You are your own boss and you can do whatever you want in an office so I eliminate all the time thieves who take my time.
“We are extremely disciplined in my team but my team gives me huge capacity and my business will continue to grow.
“I focus on buyers, sellers and deals,” Mr Rubinstein said, who won’t even wait for coffee or do grocery shopping.
Mr Lancashire (above) said 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. I try and 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.
“Print marketing is crucial for me. One thing all the top agents do is print ads, auctions and they are all hard workers.”
Ray White Commercial's Mike Willems (above) starting 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.
“I have a PA and she works Monday to Thurs 9 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.”
Ray White Dalkeith / Claremont principal Vivien Yap (above) 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 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.”
