The danger of being content is that it can lead to complacency. Once things go downhill, it can be difficult for people to find their footing, prompting them to start from scratch. However, those who are used to crises can often find a silver lining that lights up the path for them to rebuild. Barry Gabster is an exemplary figure of what it means to adapt to situations.
An exceptional individual, Barry always found his center in the middle of external turmoil. In 2003, he had established himself in the mortgage industry, but like everyone, five years later, he would be faced with the financial crisis and recession. Barry had to reconsider his options. Yet, despite his career in flux, the professional found a silver lining.
“I know how to make the phone ring,” he said. “This is who I am as a person. It’s in my DNA.”
For driven entrepreneurs, having a client call them for their business instead of spending valuable time and resources chasing clients for their business is the dream. Amid his career and industry collapse, Barry held on to his dream. He knew that if he could make phones ring, he would be an asset to whichever career he pursued. So, taking a huge risk, Barry took a giant leap of faith and dove headfirst into his passion — marketing.
Barry Gabster assumed the role of Vice President of Business Development for a direct mail marketing agency. He built relationships throughout the business, smoothing out any rough edges of his understanding of the industry. “I built that bridge from what’s going on inside the company to what’s going on out on the street,” he explained.
After eight years at a direct mail agency, Barry decided to leave the company. The energy that once motivated him when he started had grown stale, and he started to feel he had gone complacent. By then, Barry launched InitiateU, armed with a deeper understanding of the industry.
“When I broke away, I had new energy and got fired up,” Barry elaborated. “I started going for it, taking on clients and working late and hiring more people.”
When the COVID-19 pandemic arrived in 2020, Barry again hit his stride despite external unrest. While the world struggled with the weight of the pandemic, the real estate market saw an upsurge, and mortgage lenders were spending more money on mailers than before, bolstering Barry’s business.
As the founder and CEO of InitiateU, Barry Gabster increased his business tenfold last year, growing from $800,000 to $8.5 million. He reached such a milestone organically without anything but word of mouth. His clients know how his marketing acumen can open any door in the mortgage lending industry.
Despite being a renowned marketer, Barry has never advertised his business. Instead, he opted to build his brand through networking and word of mouth. “I don’t burn bridges,” he explained. “There’s always a problem to fix. I massage out the kinks if there’s ever an issue with a client to make sure they stay.”
Barry Gabster prides himself on being a conversationalist with an acute social IQ. He says he made it a point to be personable and liked by everyone. When meeting new people, Barry has the gift of getting them to open up. His business partnerships were formed with friends, and many of his clients came from friends.
