In the competitive world of real estate, it’s easy to get lost in the noise. But for TRG Founder Gavin Rubinstein and TRG Director Oliver Lavers, success is built on a foundation of hard work, transparency, commitment and vibe.

Over the years, these two leaders at Rose Bay-based TRG have shaped the company’s culture and their own careers by fostering a high-performance team environment, adapting to market trends, and leading by example.

Gavin opened TRG in Woollahra in 2019, and expanded into the Rose Bay headquarters in 2022. TRG then added a Hunters Hill location to its group.

Coming off a personal best (in the history of TRG) performance in March, we sat down with Gavin and Oliver to delve into what underpins their success, and why they’re the two of the most sought after agents in Sydney’s blue chip eastern suburbs.

The secret behind consistent growth

Oliver attributes his record-breaking month not to any specific new strategy, but rather to consistent effort over time.

“In real estate, it’s all about the work you did 90 days ago,” he says.

For Oliver, pushing himself and his team throughout the year, even in traditionally quieter months like November and December, has set the stage for success.

“A lot of people switch off in those months, but I believe if you keep pushing, you set yourself up for a strong start to the next year,” he explained.

Gavin echoes a similar sentiment, crediting the energy within the team for the company’s recent success.

“When you’ve got agents like Oliver Lavers and Zac Rabin, coupled with our associate culture constantly raising the bar, it’s contagious,” he notes.

The team's collective energy has translated into exceptional months for TRG, with February and March marking their best yet.

“Everyone is putting their brick in the wall, staying positive and focused, regardless of external factors,” Gavin adds.

This shared momentum has created an environment where team members can thrive and push their personal limits.

Adapting to market trends with transparency

Real estate is often marked by fluctuations in the market, but Gavin and Oliver are steadfast in their approach.

“We’re really transparent,” Gavin explains.

“Our process is simple and designed to maximise the value of the asset. We don’t deviate from it, regardless of the market conditions.”

Oliver, who has worked alongside Gavin for over a decade, emphasises that the key to successful client relationships is trust.

“We’re not adversaries with our vendors, we’re on the same team,” Oliver says.

“We make sure they’re informed every step of the way and that we run a comprehensive process.”

Evolution of leadership styles

Both Gavin and Oliver have evolved as leaders over the years, adapting their approaches as they’ve grown in their careers. Oliver, who was Gavin’s first sales associate, recalls how their dynamic shifted as he began to take on a leadership role.

“I’m really hard on myself, and early on, Gavin had to learn how to work with my personality,” he admits.

As Oliver transitioned into leadership, he realised that each team member needs to be approached differently to get the best results.

“No two people are the same,” he reflects. As a director it’s important to treat each employee as uniquely as you would tailor a marketing campaign to fit a vendor’s specific needs - recognising that individual strengths and motivations drive success”.

Gavin's leadership approach is centred around leading by example.

“I’ve always felt it’s important to operate at an optimal level and uphold high standards in everything that I do. If I’m out there performing optimally, listing and selling at a high level, that sets the tone for everyone else,” he explains.

For Gavin, leadership is about more than just managing the team, it's about embodying the values and work ethic he expects from others.

Building a high-performance culture

As TRG expanded to multiple locations, maintaining a strong connection with the team became more challenging. But for Gavin, staying connected isn’t just about being present; it’s about surrounding himself with high-performing individuals who can step up when needed.

“I know I can’t do it all alone, so I bring in amazing people who are great at what they do,” he says.

Oliver has played a crucial role in this, stepping into a leadership position at the company’s Rose Bay location and motivating agents across all offices. As has Mark Lowe in the Woollahra location growing TRGS market share, brand and his own individual business.

“Oliver's leadership style inspires others to follow his example,” Gavin shares.

“It’s not about copying; it’s about building your own rhythm and style.”

The success of TRG, Gavin believes, lies in having the right people in place, people who are committed to the brand and its vision. Oliver shares this sentiment, recalling making the decision to join Gavin’s team.

“My mentor at the time told me, if you can’t make it with Gavin, you should probably get out of real estate,” Oliver says with a smile.

Metrics beyond numbers

When it comes to measuring performance, both leaders rely on a mix of hard data and intangible qualities like energy and vibe. Oliver emphasises the importance of having the right people in the right roles.

“If one person’s energy is off, it throws everything out of sync,” he says.

For him, it’s not just about hitting sales targets; it’s about consistency, collaboration, and ensuring everyone is aligned with the team’s goals.

Gavin, who is heavily data-driven, agrees that numbers are crucial but doesn’t ignore the energy of the team.

“I’ve always said that numbers don’t lie. The numbers tell a story,” he explains.

“But the vibe, the energy, is just as important. You need to enjoy the process, and you need to enjoy working with the people around you.”

Non-negotiables for success

Both Gavin and Oliver have clear non-negotiables when it comes to their business. For Oliver, it’s about dedication to the craft and to the team.

“If you don’t buy into the brand, if you’re not giving it 110 per cent, then this isn’t the place for you,” he states firmly.

For Gavin, the non-negotiable is performance.

“You have to deliver at a high level. If you’re not consistently performing, you won’t last here,” he says, adding that the company’s success is built on the strength of its people and their ability to meet the high standards set.

A culture of excellence

Gavin and Oliver understand the difficulty of maintaining the sort of commitment both of them have to their success. Gavin said he admired Oliver's ability to juggle family life and work, noting that Oliver welcomed his baby girl in February while still achieving one of the best months of his career.

“That’s dedication,” Gavin says. “Clients appreciate that level of commitment; they want someone who shows up no matter what.”

At the core of their success lies a powerful blend of hard work, transparency, and high standards, qualities that have not only helped Gavin and Oliver achieve success but have also built a culture of excellence at TRG, one that will continue to dominate the exclusive eastern suburbs and solidify them as real estate legends.