TRG founder Gavin Rubinstein is preparing for international expansion, with plans already underway for the agency’s first overseas office. But closer to home, he’s also steering a strategic recruitment push that’s reshaping his Sydney-based team; one increasingly led by high-performing women.
“Every single thing I do in business is 100 per cent strategic,” Gavin says matter-of-factly.
“When you compare Australia to markets like New York or London, you notice there are far more high-performing female salespeople. In Australia, we just don’t have that same depth, and I think that’s a real gap.”
That gap has driven a clear recruitment focus within TRG, with recent appointments including Denise Cameron, Marion Badenoch, who join long-time standout agent Chrissie Ren; known internally as “the Penthouse Queen.”
Gavin says their success has helped reinforce the value of diversity within the team.
“Chrissie’s been with us three years now. She came from the north and transitioned to the east. Since joining, she’s sold several penthouses between $5-to-$15million and even a joint sale with me for $25million. She’s phenomenal.”
Marion, he adds, brings more than a decade of experience.
“She was with her last firm for fourteen years. She’s exceptional, and she’s already listed a blue-chip property with us and is about to get her first couple of sales under the TRG banner.
“And Denise, even though she’s just started, has the experience, the knowledge and the drive.”
Building balance
While Gavin is quick to point out that talent isn’t defined by gender, he’s equally clear about the complementary qualities women bring to the business.
“People love dealing with female agents; I know I do,” he says.
“They bring skill sets that a lot of men don’t naturally have. I’m generalising, but attention to detail, empathy, patience – those things are incredibly valuable in real estate. It’s an emotional process, buying and selling homes, and empathy plays a huge part in that.”
He believes the best results come from balance.
“Having that feminine energy mixed with masculine energy, that yin and yang, only means good things for the people we represent. It’s about creating a team dynamic that adds as much value as possible for our clients.”
Gavin takes a hands-on approach to recruitment, meeting personally with every potential hire, whether they’re a seasoned performer or an emerging agent.
“I’ve met with, discussed, and strategised with every person who’s joined TRG,” he says.
“After almost two decades in the business, you develop a pretty fair read of people. I don’t get it right all the time, but most of the time, you can tell who’s going to thrive and who won’t.”
Gavin doesn’t leave culture to chance at TRG. He’s selective about who joins the ranks, choosing only those who match the group’s high-performance mindset.
“I look for three things,” Gavin explains.
“Number one: people who do what they say they’re going to do. Number two: people who consciously put in effort and want to be better today than they were yesterday. And number three: people who are completely client-centric, who are focused on adding value to vendors and offering exceptional service.”
That mindset extends across TRG’s growing footprint.
“We’re almost full at Rose Bay … I had to renovate recently just to add four more desks. That’s forty-seven desks now, all taken. But there’s still space in Woollahra and Hunters Hill for high-performing agents who want to improve and serve clients at the highest level.”
Culture and authenticity
For Gavin, culture isn’t about slogans or statements, it’s reflected in how his team operates day to day. He believes that the foundation of success, both for individuals and for the business as a whole, lies in authenticity.
“At TRG, we’re not in the business of creating replicas,” Gavin says.
“I tell every agent who joins: don’t try to be me; it won’t work. The people who thrive here are the ones who lean into who they really are, not the ones who try to mimic someone else’s style.”
That philosophy has helped shape TRG’s identity as a brand built on individuality rather than conformity.
“I’ve seen so many agents in the industry trying to copy others, thinking that’s the shortcut to success,” he says.
“But clients see through that. Authenticity builds trust, and trust is everything in real estate.”
He points to long-time colleague Oliver Lavers as proof that being true to yourself pays off.
“Ollie started out as my assistant 12 years ago. Now he’s Ray White’s number one salesperson for the last two years, writing enormous numbers. He’s successful because he’s authentic. If he’d tried to be me, he’d never have reached those levels.”
Gavin says it’s this mix of individuality and shared purpose gives TRG its edge.
“We’ve got an eclectic group of people, no one’s the same, and that’s exactly how it should be. What unites us is the standard we hold ourselves to and the values we share: accountability, improvement, and client service.
“When you put authentic people in an environment that demands excellence, that’s when great things happen.”
The next chapter: going global
As TRG expands its local presence, Gavin is also preparing to take the brand offshore.
“We’re opening an office overseas,” he confirms, “but I can’t say too much just yet. What I can say is that it’s the next logical step for us. The demand, the brand recognition, the calibre of people we’re attracting, it’s all pointing that way.
“My goal is simple: to build a global brand with people who are authentic, who work hard, and who want to be better every day. When you’ve got that, success takes care of itself.”
