Advertise on podcast: The Estate Agent Consultancy Podcast

Another round of your estate agency questions answered — and this time we’re tackling four big ones. Should you reduce your fee when another agent is cheaper? When is the right time to make your first hire? Should you ever take on an overpriced property? And are you better off covering a huge area or becoming the dominant agent in a much smaller patch? I break down how I’d approach each situation, including how to defend a premium fee, when outsourcing starts making commercial sense, the dangers of taking instructions you know won’t sell, and why being a big fish in a small pond can transform your marketing. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? ✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over. 📥 Want FREE materials to help get you your next instruction?  Head to: https://www.estateagentconsultancy.com/freeintro 💻 Want to launch or scale your own estate agency business? Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation 🎓 To access to our ‘Your First £100,000 Estate Agency’ video course.  Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course 📅 Want to join our next free webinar? Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

Referrals and recommendations are brilliant, but there’s one major problem: you can’t control when they arrive. In this episode, I explain why every estate agency needs a predictable lead generation system that you can turn up when you want to grow and dial back when you’re busy. We look at the three main sources of instructions, why relying too heavily on referrals creates feast-and-famine months, and how to work out which marketing activities are actually producing a return. If you want to stop hoping the phone rings and start building a more predictable pipeline of market appraisals, instructions and sales, this episode is for you. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? ✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over. 📥 Want FREE materials to help get you your next instruction?  Head to: https://www.estateagentconsultancy.com/freeintro 💻 Want to launch or scale your own estate agency business? Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation 🎓 To access to our ‘Your First £100,000 Estate Agency’ video course.  Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course 📅 Want to join our next free webinar? Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

Friend of the pod and Alto Software CEO, Riccardo Iannucci-Dawson, is back! Fresh from Alto's Summer Boat Party on the Thames, Ric's fills us in on what exciting things are happening at Alto. How they are using AI and "Skills" to help agents customise their CRM experience around the way their agency actually works. How Alto welcome genuine feedback to help them continuously improve and why events like theirs bringing agents together with no agenda are so important for community and collaboration in the industry. And of course we get Ric's thoughts on how he thinks technology is going to continue changing the way agents work. Put the kettle on, settle in and enjoy. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? ✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over. 📥 Want FREE materials to help get you your next instruction?  Head to: https://www.estateagentconsultancy.com/freeintro 💻 Want to launch or scale your own estate agency business? Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation 🎓 To access to our ‘Your First £100,000 Estate Agency’ video course.  Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course 📅 Want to join our next free webinar? Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

Networking can be a brilliant source of estate agency business — but only if it actually produces opportunities. In this episode, I share a simple strategy for going beyond attending networking breakfasts and instead becoming the person who connects the local business community together. I explain how to use local Facebook groups to find tradespeople and business owners, create your own free networking group, build a WhatsApp community and organise simple local meet-ups. Done properly, you become the estate agent sitting at the centre of a network of people who are speaking to homeowners every single day. Instead of simply joining somebody else’s network, build one that makes you the person everyone knows. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? ✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over. 📥 Want FREE materials to help get you your next instruction?  Head to: https://www.estateagentconsultancy.com/freeintro 💻 Want to launch or scale your own estate agency business? Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation 🎓 To access to our ‘Your First £100,000 Estate Agency’ video course.  Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course 📅 Want to join our next free webinar? Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

On the 3rd of September I sat down in front of a camera and didn't get up for twenty-four hours — forty-four sessions with some of the best people in estate agency, raising money for Breast Cancer Now and Andy's Man Club. Rory Sutherland on why the negatives are what sell the house, Stephen Brown winning a £14,000 fee with a single question, an Australian buyer's agent explaining why "just listed" is the worst marketing you can possibly do. This is one lesson from every single session, in the order they happened.  You can donate to the fundraiser and get access to the on-demand videos at 24hourwebinar.com  📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? ✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over. 📥 Want FREE materials to help get you your next instruction?  Head to: https://www.estateagentconsultancy.com/freeintro 💻 Want to launch or scale your own estate agency business? Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation 🎓 To access to our ‘Your First £100,000 Estate Agency’ video course.  Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course 📅 Want to join our next free webinar? Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

AI is everywhere in estate agency right now — but are agents actually using it to transform their businesses, or simply using new technology to do old jobs slightly faster? In this episode, I’m joined once again by Mark Burgess, founder and CEO of Iceberg Digital, to talk about what AI could really mean for the future of estate agency. Mark argues that simply plugging AI into an existing CRM isn’t enough. The estate agencies that win over the next few years will rethink how their entire businesses operate — using data and AI to identify the right opportunities while allowing people to focus on the work humans are actually good at. We discuss: Why most agents are using AI in the wrong wayThe difference between AI productivity and genuine business transformationWhy your CRM probably doesn’t contain enough context for AIHow data could help agents identify their best opportunities automaticallyThe four outcomes an estate agency should really focus on: listings, viewings, offers and completionsWhy AI could actually result in more people and greater productivity, rather than simply replacing staffWhy estate agents need to focus on outcomes rather than activityThe danger of trying to run tomorrow’s technology through yesterday’s systemsWhy Mark believes estate agency is already experiencing its “Blockbuster moment”How agents can build a stronger competitive moat using dataWhat the next 24–36 months could mean for traditional estate agency businessesThis isn’t really a conversation about getting AI to write your property descriptions or emails faster. It’s about whether the entire operating model of estate agency is about to change — and what agents need to do now if they don’t want to be left behind. If you run an estate agency, work in property, or are trying to understand where AI genuinely fits into your business, this is a fascinating conversation about what could be coming next. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? ✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over. 📥 Want FREE materials to help get you your next instruction?  Head to: https://www.estateagentconsultancy.com/freeintro 💻 Want to launch or scale your own estate agency business? Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation 🎓 To access to our ‘Your First £100,000 Estate Agency’ video course.  Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course 📅 Want to join our next free webinar? Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

In this episode, I’m answering four questions that come up again and again when I’m speaking to estate agents about growing their businesses. We cover how to turn social media into something that actually generates leads rather than just likes, how to handle a valuation when you know another agent will be cheaper, and how often you should follow up a market appraisal without becoming annoying. I also answer a big one for self-employed agents: if you only had two hours a day to generate new business, where should you spend that time? We cover the difference between activity that gets you business today and marketing that makes life easier six or twelve months from now. If you want more instructions, better follow-up and a clearer plan for where to spend your time, this episode should give you plenty to work with. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? ✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over. 📥 Want FREE materials to help get you your next instruction?  Head to: https://www.estateagentconsultancy.com/freeintro 💻 Want to launch or scale your own estate agency business? Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation 🎓 To access to our ‘Your First £100,000 Estate Agency’ video course.  Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course 📅 Want to join our next free webinar? Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

This is a slightly different podcast from me. I’m not a mindset coach, and I’m definitely not pretending to be one. But over the years, there are a handful of lessons that have genuinely changed the way I approach business, work and life — and I wanted to share them. In this episode, I break down five ideas that have helped me enormously: No one cares — and why that’s actually incredibly freeing.No one is coming to save you — if you want the business, lifestyle or results, you have to create them.Design your life backwards — decide what makes you happy, then build your work around it.Your brain isn’t always right — fear and anxiety aren’t necessarily signs that you shouldn’t do something.Maximum attack — if you decide something matters, stop dipping your toe in and properly commit.Whether you’re building an estate agency, starting something new or simply feel like you’ve been holding yourself back, hopefully there are a few ideas in this episode that give you the push you need. Sometimes the biggest thing standing between where you are and where you want to be is simply deciding to go for it. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? ✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over. 📥 Want FREE materials to help get you your next instruction?  Head to: https://www.estateagentconsultancy.com/freeintro 💻 Want to launch or scale your own estate agency business? Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation 🎓 To access to our ‘Your First £100,000 Estate Agency’ video course.  Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course 📅 Want to join our next free webinar? Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

Now, video marketing is Toby Martin's territory not mine but video doesn't just have to be for your marketing, it works best best it's creating a connection between you and your landlords. It doesn't have to be fancy, perfect lighting or hours of editing. It can be getting your phone out, pressing record and creating a message for your landlord. In today's episode, I'm sharing how I use simple videos throughout the landlord journey, from a quick personalised video after a valuation, to pre-recorded videos explaining rent payments, statements and what happens next. It's a simple way to add a personal touch, build trust and rapport whilst making things easier for landlords to understand. It also saves you and your team time by reducing those "just a quick question..." calls. Don't worry about making it perfect. Pick up your phone, press record and let your personality speak to the landlord. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? ✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over. 📥 Want FREE materials to help get you your next instruction?  Head to: https://www.estateagentconsultancy.com/freeintro 💻 Want to launch or scale your own estate agency business? Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation 🎓 To access to our ‘Your First £100,000 Estate Agency’ video course.  Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course 📅 Want to join our next free webinar? Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

Something slightly different for this episode. I’m sharing the full recording from one of my live estate agency coaching sessions, where agents joined me to work through how to convert more market appraisals into instructions. We look at the entire journey — from what happens before you knock on the seller’s door, through to your market appraisal, closing for the instruction and following up afterwards. You’ll also hear me coach agents through their questions live, discuss real conversion rates and break down practical changes they can make to their own market appraisal process. Think of this less as a normal podcast episode and more as an hour of free estate agency coaching. Grab a pen and paper, because there are plenty of ideas in here you can implement on your very next valuation. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? ✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over. 📥 Want FREE materials to help get you your next instruction?  Head to: https://www.estateagentconsultancy.com/freeintro 💻 Want to launch or scale your own estate agency business? Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation 🎓 To access to our ‘Your First £100,000 Estate Agency’ video course.  Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course 📅 Want to join our next free webinar? Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

Four estate agents. Sixty seconds. No hesitation, repetition or deviation. Recorded live at The 24-Hour Open House — a 24-hour non-stop charity broadcast for the property industry — Natalie Barton, Sarah Hood, Rowan Waller and David Mintz take on the classic parlour game, with subjects drawn entirely from the world of estate agency. Buzzers are pressed. Challenges are disputed. Nobody manages a full minute without incident. The 24-Hour Open House raised over £4,500 for Breast Cancer Now and Andy's Man Club. Thirty-five sessions from the event are now available on demand in exchange for a donation — including Rory Sutherland, Phill Agnew, John Espirian and Kate Faulkner OBE. Donate and get access: 24hourwebinar.com 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? ✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over. 📥 Want FREE materials to help get you your next instruction?  Head to: https://www.estateagentconsultancy.com/freeintro 💻 Want to launch or scale your own estate agency business? Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation 🎓 To access to our ‘Your First £100,000 Estate Agency’ video course.  Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course 📅 Want to join our next free webinar? Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

Most estate agents are doing marketing. Far fewer actually have a marketing strategy. In this episode, I’m joined by Cindy Slaughter, Head of Marketing and Communications at IAD UK, to discuss why estate agents need to stop doing random acts of marketing and start thinking properly about who they’re trying to reach, what they want to say and what result they’re actually trying to achieve. We discuss why simply posting on social media isn’t enough, why Rightmove isn’t a marketing strategy, and why the customer journey can begin years before somebody actually decides to sell their home. We also cover brand marketing versus sales marketing, building a strong local presence, choosing your niche, the importance of consistency, Facebook and Google Ads, measuring your marketing and why self-employed shouldn’t automatically mean DIY marketing. If you’re spending time creating content but wondering why it isn’t generating more instructions, this episode will help you take a much more strategic approach. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? ✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over. 📥 Want FREE materials to help get you your next instruction?  Head to: https://www.estateagentconsultancy.com/freeintro 💻 Want to launch or scale your own estate agency business? Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation 🎓 To access to our ‘Your First £100,000 Estate Agency’ video course.  Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course 📅 Want to join our next free webinar? Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

Most estate agents want more leads. More enquiries. More market appraisals. More homeowners to speak to. But before you spend another penny generating them, there’s an important question to ask: what are you doing with the leads you’ve already got? In this episode, I explain why follow-up is one of the biggest leaks in the average estate agency sales funnel. You can spend thousands on social media, prospecting, letters and advertising — but if you don’t consistently nurture the people who respond, you’re pouring more water into a leaking hosepipe. We look at how to follow up without becoming the annoying estate agent who constantly asks, “Are you ready to sell yet?” Instead, use market updates, useful content, local success stories, WhatsApp, video, email and other touchpoints to remain valuable and front of mind. I also cover why every market appraisal should have a next action booked, how automation can make the process significantly easier, and why your existing database could contain some of the easiest instructions you’ll ever win. Before trying to generate another 100 leads, make sure you’re properly following up the ones you’ve already paid to get. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? ✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over. 📥 Want FREE materials to help get you your next instruction?  Head to: https://www.estateagentconsultancy.com/freeintro 💻 Want to launch or scale your own estate agency business? Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation 🎓 To access to our ‘Your First £100,000 Estate Agency’ video course.  Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course 📅 Want to join our next free webinar? Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

Estate agents are paid to talk — but sometimes the most powerful thing you can do is say absolutely nothing. In this episode, I explain how strategically using silence can make you a better salesperson, improve your conversion rate and even increase the perceived value of the work you’re doing for your clients. We look at why you should stop talking after asking for the instruction, how an awkward silence can encourage sellers and buyers to reveal more information, and why talking too much can actually cost you business. I also explain how silence and timing can be used during offer negotiations to demonstrate the work you’ve done and make sellers appreciate the value you’re bringing to the transaction. Whether you’re on a market appraisal, negotiating an offer or simply speaking to a potential client, knowing when to talk and when to shut up is one of the most underrated skills in estate agency. Sometimes the most powerful thing you can say is nothing at all. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? ✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over. 📥 Want FREE materials to help get you your next instruction?  Head to: https://www.estateagentconsultancy.com/freeintro 💻 Want to launch or scale your own estate agency business? Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation 🎓 To access to our ‘Your First £100,000 Estate Agency’ video course.  Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course 📅 Want to join our next free webinar? Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

You've got happy landlords. They tell you how brilliant you are. They thank you for going the extra mile... So why aren't they leaving you reviews? The truth is, even most happy customers aren't going to think about leaving a review unless you actually ask them. In this episode, I'm talking about why reviews matter, when you should ask and how to make it ridiculously easy for your landlords and tenants to leave one. We'll also look at how to build reviews into your customer journey, so asking isn't something your team remembers to do occasionally, it becomes part of the way your agency operates. Your next 5-star review probably isn't waiting to be found...it's waiting to be asked for. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? ✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over. 📥 Want FREE materials to help get you your next instruction?  Head to: https://www.estateagentconsultancy.com/freeintro 💻 Want to launch or scale your own estate agency business? Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation 🎓 To access to our ‘Your First £100,000 Estate Agency’ video course.  Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course 📅 Want to join our next free webinar? Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com