Explorez tous les épisodes du podcast EAM: Estate Agency Mastery with Chris Buckler

The Reset Button: Rebuilding Your Life After 40 with VikramSeason 4 of Estate Agency Mastery wraps with a conversation that gets more honest as it goes. Chris sits down with Vikram, a long-standing estate agent and business owner, to unpack what he actually did to protect his mental health, his family life and his own wellbeing after hitting a genuine turning point last year.Vikramis refreshingly direct about the fact that this is the first time he has ever had a proper in depth conversation about his mental health, which is exactly why the episode matters. Most men in this industry never do.What we coverVikram opens with a reflection on how uncomfortable men in estate agency still are talking about mental health. He is honest that even in an era where it is more accepted, he has never sat down and unpacked it properly. The conversation that follows is his first real attempt.He talks about turning 40 last year and what he chose to do differently. Rather than adding new habits like more gym sessions or a stricter routine, he did the opposite. He hit the reset button. He shut his high street office. He pulled away from the parts of his working life that were causing him stress. He restructured how he spent his time so he could actually be present as a father.We dig into the shift from high street model to self-employed model. Vikram is direct that the biggest change is not the money or the freedom. It is the removal of pressure. Under the high street model you have to be in at 9am and out at 5:30pm. Under his current model he does his least amount of work between 9am and midday, does his school run every day, and speaks to clients in the evenings when they are actually available.We get into phones and screen time. Vikram runs two work phones and has since he was 19, but has trained himself over the last two years to leave them to one side at key moments. Dinner. Bath time. Time with his daughters. His daughters are watching him. If he treats his phone like it is more important than they are, they will grow up believing that is normal.The conversation gets more useful when Chris asks him what advice he would give himself as his own coach. Vikram goes straight to business. He knows he should be prospecting more, and he knows the reason he does not is that his existing pipeline keeps him too busy. Chris pushes back, and Vikram accepts a challenge on the spot. 25 doors a day for 3 days straight.On the personal side, Vikram commits to leaving his phone charging downstairs. He is honest that scrolling before sleep never actually helps him rest, and removing the physical option is the only way he will change the habit.We close on sleep. Vikram went into atrial fibrillation in December 2024. His heart rate stopped resting properly and stayed elevated all day. That experience taught him about sleep discipline, consistent bedtimes, and the value of tracking his recovery. He now wears a Whoop and treats sleep as one of the highest leverage things he can protect. Chris agrees, calling sleep the most underused performance enhancer available to men in their 40s.The final take from Chris is worth listening to. Vikram grafted so hard in his 20s that he now has the freedom to be fully present as a father in his 40s. That is the real prize.Key takeaways- You do not always need to add new habits. Sometimes the most powerful move is to remove the sources of stress that never should have been there- The removal of pressure is the single biggest mental health benefit of moving to a self-employed model- Your kids are watching your phone habits and quietly learning them as normal- There are almost no emergencies in estate agency after 6pm. If there are, it is usually because you made one earlier- Your 20s are for grafting. Your 30s and 40s are for reaping the flexibility that graft bought you- Sleep is the most under-discussed performance enhancer for men in their 40s and consistency matters more than duration

Affirmations, Boundaries and Letting Go: Protecting Your Mindset with Mark Stern

Season 4 of Estate Agency Mastery continues with one of the most vulnerable and practical mental health conversations we have published. Chris sits down with Mark Stern to unpack exactly what he does day to day to protect his mindset while running a self-employed estate agency business.

This one gets into affirmations, morning routines, boundaries with your phone, protecting your relationship, and the quiet skill of letting go when a deal starts to wobble. Mark is refreshingly honest about what has worked, what he still gets wrong, and the specific practices his wife Anne (whose business is in spirituality) has taught him.

What we cover

Mark opens with the first rule he lives by. There is no point in feeling sorry for yourself. He talks about the feast or famine reality of estate agency and how even the wins can create anxiety. Within half an hour of a big payment landing in his account, he is already asking himself how long it will last.

We dig into his morning routine in detail. He gives himself half an hour of positivity every morning. No phone. Say good morning to his wife. Shower. Then a full ritual of prayer and affirmations that he reads directly from his phone. Chris shares his own version, including a Tony Robbins inspired affirmation practice he has been doing in a cold shower for over a decade.

Mark reads several of his affirmations on air, all rooted in gratitude and abundance. Everything is always working out for me in the best possible way. I am constantly amazed at the opportunities that come my way. Thank you for showing me that this issue is already so solved. I have certainty beyond reasonable logic.

We talk about the biggest doubt affirmations create, which is when they do not appear to work. Mark shares how he trained himself through certainty, and how consistency (even when you are just going through the motions) builds the muscle you rely on when things get hard.

We get into phones and boundaries. Mark shares the rule his wife Anne created. The bedroom is not a work room. Anything that comes in stays until you are up, dressed and downstairs in your office. Chris shares his own approach, including an Amazon phone safe that locks his phone away for the last hour of every day. Both talk honestly about how hard it is to break the habit of subconsciously flicking between WhatsApp and Instagram.

Mark shares one of the most quotable ideas of the episode. You need to force interferences to test your strength. Reading a message and training your eyes not to see it. Being present in the field with your wife instead of pulling out your phone. Choosing what you would do if you were on a valuation and applying that same standard to time with the people you love.

We close on two of the most powerful moments in the episode. The airplane oxygen mask analogy, which Mark uses as the framework for everything in life. Put your own mask on first because you cannot look after anyone or anything else until you are in a safe place. And the reminder that self-employed agency, done properly, is what gives you the flexibility to build stronger relationships with the people you love. That is worth protecting.

Key Takeaways

• There is no point in feeling sorry for yourself, and the wins can be as destabilising as the losses if you have not built the mindset to handle them
• Plan the routine of positivity like you plan a client meeting. Give it protected time in the morning before anything else lands
• Affirmations only work if they are intentions you feel in your heart, not scripts you recite. Certainty beyond reasonable logic is the goal
• The bedroom is not a work room. Boundaries with your phone are what protect your relationship, your energy and your sleep
• There is no such thing as an emergency in real estate. If a buyer wants to buy and a seller wants to sell, the deal will get done

Going Self-Employed in 2026: Lessons from One of Prime Central London's Top Brokers

In this episode, I sit down with Oliver Ingles of DDRE Global, a broker I genuinely rate for one simple reason. He doesn't BS. No walking around big houses pretending he isn't selling them, no show without substance. Just a proper operator who made the leap to self-employed brokerage three and a half years ago and hasn't looked back.

If 2026 is the year you're thinking of going self-employed, this is the conversation to listen to.

What we coverOliver opens up about why going self-employed was the best decision he ever made, and why the industry is only heading in one direction. We get into the reality of leaving the 8:30 to 6 desk life behind, why sitting in an office will make you fade away, and how the agents winning now are the ones closest to the customer.

We talk about burning the boats. There's never a right time, much like having kids, and Oliver is clear that waiting until you've saved a bit more or finished the extension is just another excuse. His biggest regret is not doing it sooner.

Oliver shares his approach to bringing every single person he meets into his ecosystem, from monthly newsletters to weekly check ins, and why every buyer viewing should end with a coffee. We discuss how to position yourself as a trusted real estate advisor rather than just another agent quoting price per square foot, and why you need to understand FX markets, geopolitics, tax structures and legislation to genuinely serve high net worth clients.

There's a brilliant story about hiring a red open top bus to take 60 wealth managers and private offices from London down to Richmond to view a 20 million pound home, and why doing things differently gets you remembered.

We dig into consistency as the cheat code, the militant approach to outreach, meeting five to ten new people a day, and why Oliver views every buyer as someone he can potentially retain. He also shares why buying agency is the biggest missed opportunity in UK real estate right now.

To finish, Oliver gives his three pieces of advice for anyone going self-employed in 2026. Don't work from home, build regiment and structure quickly, and commit to meeting people, speaking to clients, producing content and educating yourself every single day.

Key takeaways

The future belongs to agents who are closest to the customer and can build trust across the widest audience possible. Personal brand matters. Substance matters more. Add value in every interaction so clients walk away saying "he knew everything." Stay consistent with the boring bits daily because that is where careers are built. And if you're thinking about making the leap, stop waiting.

Season 3, Episode 7 | Estate Agency Mastery

Kate Brookfield quit high street agency two years ago and built something entirely her own. She is honest, she is direct, and in this conversation she covers everything from the fear of leaving a stable income to the daily reality of running a personal brand as an estate agent.

We talk about why her background in lettings gave her a relationship-first mindset that she believes sets her apart in sales, how she approaches content creation without chasing perfection, and what she wishes she had known before going self-employed. Kate also opens up about the moments of self-doubt that still show up, and what she actually does to move through them.

If you are anywhere near the decision to go independent, or you are already out on your own and wondering how to grow your presence, this is the episode for you.

Topics covered include personal branding, content strategy, authenticity in business, the mindset of self-employment, and building a client-facing presence that actually converts. Kate also names three agents worth following as you find your feet: Tanya Baker, Ollie Howard, and Sean Louise.

Oliver Howard returns for Season 3 and this time he is not holding back. If you are thinking about making the leap into self-employed estate agency in 2026, this is the episode you need to hear before you hand in your notice.Oliver built his business from almost nothing - cash poor despite a strong prior year, living off pickled onions and beans on toast, with his partner's NHS wage as the only safety net. He made it work. Now, nearly four years in, he shares exactly what he would do differently and what he would double down on.

In this episode, Chris and Oliver cover:

• Why you need at minimum six months of savings before going self-employed and ideally a full year
• The brutal reality of year one and how Oliver's partner kept the company alive on a part-time healthcare assistant's wage
• Why learning to generate a lead matters far more than being a brilliant negotiator
• The case for taking a lower-paid valuer or assistant manager role before you leave, even if it stings financially
• Personal brand and what is actually achievable while you are still employed, and why you should start six to twelve months before you plan to leave
• Door knocking, why it is a right of passage, how to approach it without a gimmick, and why the agents who try it often find it far easier than expected
• Cold outreach and Oliver's approach of sending cold emails between 8pm and 10pm and why the timing works in his favour
• Why lead generation is non-negotiable every single day, including the day you have five listings on the market
• Working smart versus working hard, and why 19-hour days do not automatically produce 19-hour results
• The £24,000 fee Oliver missed because he was not confident enough to send a simple check-in message six months earlier

Oliver also shares his personal one non-negotiable prospecting activity for anyone starting out and it is not what most people expect.Whether you are a negotiator considering your first move into self-employment or already a few months in and struggling with the feast and famine cycle, this episode is essential listening.

Estate Agency Mastery – Season 3, Episode 5In this episode of Estate Agency Mastery, Chris sits down with luxury real estate agent and London entrepreneur, Sian‑Louise Tangney, for a sharp and honest conversation about what it truly takes to go self‑employed in estate agency.Sian‑Louise shares the real catalyst behind her decision to leave a secure employed role: her daughter. She talks openly about nursery fees, school schedules and the desire to be present, and why traditional employment simply couldn’t offer the balance she needed.Across this twenty‑minute episode, she breaks down the realities of building a self‑employed business from scratch — the early mornings, the late nights, the discipline, and the constant balancing act that comes with being both a parent and a business owner.Chris and Sian‑Louise explore the practical steps she took long before handing in her notice, including:• building a personal brand that represented her, not her employer• presenting herself authentically on social media• networking in the right circles• making sure clients recognised her expertise, not the corporate brand behind herThe conversation also dives into the operational side: choosing a business name, registering a company, opening a business bank account and outsourcing tasks like bookkeeping and accounting to protect her time.They discuss time‑blocking, strict diary management, and the difference between being busy and being effective — along with how Sian‑Louise secures new listings through recommendations, targeted social content, and the relationships she has built over the years.Towards the end of the episode, she shares two bold prospecting moves that accelerated her network and elevated her business quickly, and the lesson she would give her younger self: let go, trust others and scale faster.A focused, insightful and genuinely valuable conversation for any agent considering the leap into self‑employment.

Estate Agency Mastery – Season 3, Episode 4Guest: Dan Firth, Founder & Managing Director of BID and former Head Trainer at PurplebricksHost: Chris BucklerEpisode OverviewSeason 3 continues with one of our most valuable conversations yet. If you are considering the move into the self‑employed or brokerage model, this episode with industry leader Dan Firth will give you clarity, confidence and a realistic view of what the transition really requires.With 21 years in the property industry, Dan has seen every side of the profession: traditional agency, early adoption of the Purplebricks self‑employed model, leading national training, and now running his own business, BID. His insights on belief, habits, accountability and growth are essential for anyone at the crossroads of employment and self-employment.Chris and Dan unpack the fears, the conversations at home, the reality of giving up a salary, and why the first 45 days will tell you everything you need to know about your likelihood of success.What We Cover in This Episode1. Done Beats PerfectDan explains why perfectionism stalls so many new agents. Branding, websites and polished videos do not matter at the start. Version one is simply a vehicle to get moving. Action creates momentum; perfection comes later.2. Habits Over GoalsYou cannot reach big goals without daily discipline. Dan and Chris break down:- Why time‑blocking is essential- How lead generation becomes your full‑time job- Why top agents never stop prospecting- The importance of endurance over enthusiasm- How simple habits, trackers and accountability partners drive consistency- The danger of switching off lead generation once you secure early listings3. Know Your Strengths and Delegate EarlyWhile every new self-employed agent begins by doing everything, long‑term success depends on stepping away from tasks that do not require you. Dan shares:- How BID transitioned tasks off his plate as the business grew- Why knowing your hourly value shapes better decisions- When to outsource admin, sales progression or marketing- The difference between being accountable and being responsible- Why focusing on your highest-value activities leads to profitability- How agents can remain present for key client moments without drowning in adminChris and Dan also address a common misconception: self-employed does not mean doing everything alone. It means ensuring the right tasks are done by the right people while you drive the standards and client experience.Who This Episode Is For- Agents thinking about going self‑employed- New joiners in their first month- Anyone overwhelmed by branding, content or perfectionism- Agents needing structure around daily lead generation- Individuals unsure how to balance admin, marketing and prospecting- Business owners wanting to grow sustainably without burning outWhere to Connect with DanLinkedIn: Dan Firth

Welcome back to Season 3 of Estate Agency Mastery, Episode 5.This season is focused on one thing: helping experienced agents transition into personal agency and build profitable, sustainable businesses in 2026 and beyond. We are cutting through the hype, ignoring the noise, and bringing you practical, grounded conversations with people who have seen this model from every angle.Today, Chris is joined by Kenny Bruce, one of his business partners and a well‑known name in the estate agency arena. Instead of discussing background or industry history, this episode focuses solely on what agents actually want to know:What should you be doing right now if you’re considering moving into the self‑employed or personal agency model?In This EpisodeChris asks Kenny for the three things every agent should prioritise before stepping into personal agency. Together, they break down:1. Preparing for Lead Generation Before You StartKenny explains why the number‑one skill in personal agency is the ability to generate leads consistently. Before making the jump, agents should be preparing their contact base: previous vendors, landlords, investors, and anyone they’ve built relationships with over the years.This isn’t about a pushy sales pitch. It’s about educating your sphere that the market is moving towards personal agency, that the high street is no longer the default, and that you are stepping into a model where clients get one person from start to finish.2. Building Your Social Presence EarlyPersonal agency thrives on visibility. Kenny breaks down why agents should begin building their social channels months before launch:- hyper‑local market updates- property trends- local data- content that positions you as the go‑to authorityWith property being one of the most consumed categories on social media, the opportunity is there. The agents who win are those who produce relevant, interesting content and who invest in quality.3. Researching the Right Brokerage for YouKenny goes broker‑agnostic and outlines what agents should be looking for when choosing a partner:- robust onboarding and proper training in personal agency- genuine operational support so you can focus on high‑value activities- leadership with a proven track record of building initiatives that drive agent success- long‑term thinking and scalable infrastructureThe model should feel like a partnership, not a place where you become a number.Additional InsightsChris and Kenny also discuss:- why building a list of 300 people is the best acid test for whether you’re ready for personal agency- how hyper‑local agents like Dan Brown, Ollie Smith and Anthony Dowling used community businesses to grow fast- why traditional high street restrictions hold agents back from building a personal brand- how combining social media with canvassing creates unrivalled momentum- the difference between being a great estate agent and being a successful business owner- why the industry is entering an “arms race” and why not all brokerages will keep upKenny’s One Lead Generation Strategy If He Had to Start TomorrowKenny shares the single most effective activity he would prioritise on day one: engage relentlessly with the homeowners already on the market in your hyper‑local area.Forty per cent will sell with a second agent. Those relationships, built consistently and thoughtfully, compound fast.Key Takeaways- Personal agency is about lead generation first, estate agency second.- Educate your sphere early and build a high‑quality contact base.- Visibility beats everything: social presence is non‑negotiable.- Hyper‑local content and community relationships build authority.- The right brokerage provides onboarding, operational support and future‑proofed thinking.- Momentum comes from consistent engagement with homeowners in your patch.

Welcome back to Season 3 of Estate Agency Mastery.This season focuses entirely on one thing: helping agents make the leap into self‑employment, launch their own estate agency, and build a profitable personal brand in 2026 and beyond.This is not a series designed to sell brokerages. Throughout this season, we are bringing you guests who offer practical, real‑world guidance on how to transition into business ownership without the confusion, overwhelm or common mistakes that derail most agents in their first year.In today’s episode, Chris is joined by Adam Mackay, one of the most visible and vocal advocates for the self‑employed estate agency model in the United Kingdom.About AdamAdam launched his independent agency in 2010 and joined eXp in 2024. In 2025 he rebranded and partnered with long‑time friend Jamie to create “Moving”, while continuing to support agents through his community, Real Agency.Over the last 18 months he has become one of the most recognisable names in the personal agency space, sharing daily insights, championing community‑led marketing and documenting what it actually takes to build a modern self‑employed agency. Fresh off achieving ICON status, Adam brings a candid, practical and high‑energy perspective to the industry.In This EpisodeChris and Adam break down the reality of going self‑employed in 2026 and what agents must do before launching. Together they cover:Becoming the Most Known Agent in Your PatchAdam’s first message is simple: visibility beats ability. You do not need to be the best agent in your market, but you do need to be the best seen.Adam explains how agents can sow the seeds months before launch by getting involved locally, putting their face everywhere and avoiding becoming a “secret agent”.Using Your Sphere ProperlyMost agents underestimate the power of their own phone.Adam shares a powerful story of messaging his contacts and generating 13 leads in 48 hours, simply by asking past clients and friends for help.The biggest mistake agents make: waiting for leads instead of initiating conversations.Blended Content Beats Pure Sales MessagingNot every post should be a market update or a sales pitch. This isn’t about going viral. It’s about becoming the familiar, trusted face in your community.Planning What Good Looks LikeGoing self‑employed without a plan leads to peaks, troughs and burnout.

Chris and Adam discuss why agents lose momentum and how to build consistency through daily lead generation, not sporadic bursts of activity.The Power of NichingWhether it is a hyper‑local area or a specific property type, the fastest‑growing agents specialise early.

Adam explains why:- niching accelerates brand recognition- tight patches outperform wide coverage- specialising increases average fee- profitable businesses focus on depth, not widthHe also covers when to turn down instructions, how to co‑list out‑of‑area opportunities, and why niching protects time, margins and personal brand.One Prospecting Tip for Your First WeekUse your phone!Speak to or message every single person in your contacts list. Let them know you exist, you’ve launched, and you’re looking for your first twenty‑five instructions.Video messages, WhatsApp broadcasts and a simple launch event can create instant awareness and immediate referrals.Key Takeaways- Visibility is more valuable than perfection. Be known before day one.Use your phone, your sphere and your WhatsApp lists. It is your fastest route to early success.- A blended content strategy wins: community, value and data over pure selling.- Planning prevents peaks and troughs. Stick to daily lead generation.- Niching accelerates market share and protects your time.- Your launch week should involve contacting everyone you know and activating your network.

Welcome back to Season 3 of Estate Agency Mastery.

This season is entirely focused on one thing: making the leap, whether that is stepping into self-employment, launching your own estate agency, or embracing personal agency in 2026 and beyond.

This is not another series full of brokerage sales pitches. Instead, we are bringing you guests who offer practical, meaningful, real-world insights on how to make that jump successfully and avoid the mistakes that thousands of agents make when they go out on their own.

To open the season, Chris is joined by his long-time business partner, Stephanie Vass, one of the most experienced voices in the United Kingdom personal estate agency space.

About Steph

Steph is a lifelong estate agent who grew up in a family of property professionals. She went self-employed in 2015, spent two years in California recruiting against some of the largest American brokerages, and co-founded TAUK in 2020. Over the last decade she has spoken to more than four thousand five hundred agents, giving her a clear understanding of what truly helps agents succeed, what holds them back and what causes burnout.

In This Episode

Chris and Steph explore the reality of launching your own estate agency in 2026. Together they discuss:

Why you need to stop overthinking and start.

Steph’s biggest message is that no one ever regrets going self employed. They only regret waiting too long. There is no perfect time. The market heading into 2026 offers major opportunity with oversupply, forgotten stock and sellers who are looking for a different approach. The real mistake is waiting for everything to line up.

Choosing the right business partner

Agents often focus on caps, splits and CRMs, but Steph explains that the real priority is the people you surround yourself with. Your business partner or brokerage becomes an extension of you on your best and worst days. Look for culture, alignment, systems that actually work and people whose values match your own.

Learning from the agents who came before you

Many agents have already walked the path you are about to take. The fastest growing agents use proven systems, follow the playbook and avoid unnecessary missteps. Chris and Steph discuss ego versus profitability and why reinventing the wheel slows your progress.

Solo operator versus joining a brokerage

Steph breaks down the romantic idea of doing everything yourself versus the reality of costs, stress and low margins. Most agents do not actually want to run a full business. They want flexibility, better marketing, better support and the ability to serve clients properly without dealing with suppliers and operations.

One prospecting tip to start immediately

Door knocking, but not the traditional valuation pitch. Steph explains how to approach door knocking as a buyer registration conversation, which builds trust more easily and leads to stock in your first ten weeks.

Dress code, suit or no suit

Chris and Steph discuss how to dress confidently for your specific market while staying authentic. Whether it is streetwear in East London or a smart blazer in the suburbs, the aim is to look the part, feel natural and attract clients who naturally fit with you.

Key Takeaways

• There is no perfect time. Start now and take advantage of the market.
• Surround yourself with the right people. Culture matters more than splits.
• Set ego aside and follow proven systems before trying to innovate.
• Low overhead and high margin is always better than doing everything yourself.
• Knock ten doors a day for ten weeks to build early momentum.
• Dress to impress for your market, but stay true to yourself.

🎙️ EAM Live with Simon Gates – The Power of Accountability, AI in Conveyancing & Reimagining Estate Agency Fees

In this energetic live recording of EAM Live, Simon Gates joins the stage for an honest, insightful, and at times hilarious discussion on what really drives performance and sustainability for self-employed estate agents. From the importance of having accountability, to the transformation AI is bringing to conveyancing, and the urgent need to rethink the "no sale, no fee" model — this one is packed.

🔑 What You’ll Learn in This Episode:

• Why self-employed agents often let themselves down — and how to combat that

• The critical role of mentorship vs management in building agent resilience

• How a single door knock changed Simon’s career — and why “one more door” matters

• Real talk on AI: why conveyancing may evolve faster than agency

• How to implement accountability mechanisms that actually work

• The case for upfront marketing fees — and the psychology behind “commitment fees”

• Marginal fee gains: why increasing your fee from 1% to 1.1% is a win

• How agents can stop “discounting dishonestly” and start charging with confidence

• Why consistency beats perfection in content creation

💬 Memorable Moments:

• “You never let today’s business get in the way of tomorrow.”

• “Self-employed agents fail not because of money — it’s mindset.”

• “If it weren’t for Olivia singing ‘One more door’ down the phone, I wouldn’t be sat in this chair.”

• “People don’t want to speak to someone — they want to self-serve until something goes wrong.”

🤖 AI Talk:

• How AI is poised to transform conveyancing within 6 months — faster than estate agency

• Why standardisation + automation could radically speed up the sales process

• The role of voice notes, Zaps, and automation in the future agent toolkit

💸 Rewriting the Fee Model:

• How firms like Preston Baker are using tradeables to justify higher fees

• Upfront payment success stories: 80% of clients paying at least something before listing

• The “commitment fee” approach — and how language shifts perception

🍻 Bonus Bits:

• Why Amazon sets the standard for consumer expectations

• Where to head for post-event pints (hint: it’s named perfectly for Simon and co.)

• Unfiltered banter, shoutouts, and a few roastings

🧠 Whether you’re an independent agent, team leader, or just agency-curious, this episode is loaded with tangible insights to take back into your business.

👉 Got value from this episode? Don’t forget to subscribe, share, and leave a review!

This week, we're joined by lead gen expert John Paul (JP) to tackle one of the most important (and most misunderstood) parts of any agency’s success: *lead generation*. Whether you’re in Birmingham, Belfast, or Bogna Regis, if you don’t have a consistent lead gen strategy—this episode is your wake-up call. Expect big insights on omnichannel marketing, sales psychology, and actionable ways to stop being a “busy fool” and start building real pipelines.🧠 What You'll Learn📊 The Truth About Lead GenerationLead gen is no just marketing—it’s about data, consistency, and proper sales follow-up. Marketing gets the phone ringing; sales is what happens once you pick it up.🧩 Strategy First, Tactics Later Digital ads, content, direct mail, door knocking—they all work. But without an overarching marketing strategy that links back to your goals, you’re just “throwing stuff out and hoping.🧠 Sales Psychology Is Your Secret WeaponWant more ROI from your marketing? Think like a *sales psychologist*, not an estate agent. Understand behavior. Use language that connects. Drop the industry jargon.💡 One Surprising High-ROI Tactic Handwritten letters—but with a psychological twist. Offer tips, name the current agent positively, and become the trusted backup—not the competitor.📞 Inbound vs. Outbound CallsInbound leads are motivated. Outbound needs a hook. Prioritize outbound calling daily and make it non-negotiable. "Your roof can fall down—finish your prospecting session first."☎️ Top 5 Outbound Conversation Starters What to say when calling your old database:1. Anniversary check-in: “Can you believe it’s been 3 years since we sold your house?”2. Landlord updates: “Have you seen the latest changes in rental reform? Need help?”3. Compliance tip-off: “Can I offer a quick compliance health check?”4. Market updates: “House prices in your area have shifted—want a free update?”5. Newsletter opt-in: “Can I send you our weekly update? No hard sell—just value.” 📈 Optimisation Tips- Aim for 5–6 minutes per call—the sweet spot for results.- Always end the call yourself, respectfully and confidently.- Tracktime of day, call reason, conversion type, and outcome.- Prioritise lead gen in your diary—everything else wraps around it. Mindset & Influences to Follow- Daniel G– Raw sales energy meets mindset mastery.- Andy Elliot – High-octane, no-BS training.- Underdog Sales (TikTok) – Humorous, disarming cold-call tactics.- Sun Tzu Quote (CB’s fave): *“Tactics without strategy is the noise before defeat.”* 🛠️ Tools Mentioned- ProspectorPro.co.uk – AI-enhanced prospecting platform designed for agents who want smarter, consistent outreach.🙌 Connect with JP📸 Instagram: @johnpaulbusinesscoach🌐 Website: http://prospectorpro.co.uk🎬 Final Thought👉 “Consistency beats talent. Every single day.”Make prospecting your non-negotiable daily habit, not a side task.

Reform Your Algorithm: How Your Inputs Shape Your Output with Oliver Ingles

Season 4 of Estate Agency Mastery continues with Oliver Ingles of DDRE Global back on the show. In previous episodes we have covered lead generation and making the leap to business ownership. This time we go deeper into the specific inputs that keep him operating at the top of prime central London three and a half years into his self-employed journey.

Fitness, information diet, coaching, fear as fuel, and the way he is already teaching his five-year-old daughter about assets and liabilities. This is one of the most practical mindset conversations of the series.

What we cover

Oliver opens with fitness and reframes it in a way most people miss. He goes to the gym four or five times a week and plays football on top of it, but his argument is not that fitness makes you feel better. It is that fitness builds the consistency muscle that then shows up in every other part of the business. If you can get up at 6am, you have already won the day. That trait then travels into your prospecting, your follow through and everything else that compounds.

We dig into what he calls reforming your algorithm. Oliver argues that most people are unconsciously feeding themselves six and a half hours a day of content that adds nothing. His solution is deliberate. Follow the top 20 or 30 tech entrepreneurs globally. Subscribe to FT one minute clips. Learn about art if your clients buy art. He shares specific examples of conversations he has won with high net worth clients purely because of what he learned in a 30 second TikTok.

We get into coaching. Oliver is honest that he does not have a business coach yet, but he is about to sign one. He talks through what changed his mind, including a one hour ChatGPT conversation that laid out exactly what he had been avoiding. Every ultra successful client he deals with has a coach. He is finally doing the same.

We talk about the fear stick. Oliver references a Gordon Ramsay Netflix documentary and the idea that even at the top, the drive comes from a quiet fear of losing it all. He is unashamed about using fear as fuel and argues that pretending you should not need it is naive.

The entrepreneur parenting section is one of the standout moments of the whole series. Oliver talks about teaching his son to sell cupcakes door to door at five years old. Chris shares how he has been teaching his daughter Lily about assets and passive income since she was four. Both make the same argument. The education system is not preparing children for the world they will build businesses in. It is on parents to fill the gap.

Oliver closes with the one piece of advice he would give himself right now. Get better at delegating. He has been running his own business for three and a half years and has resisted letting others in. He now knows growth requires it.

Key takeaways

• Fitness is a consistency builder, not a mood booster. The trait travels into everything else
• Your algorithm is either educating you or wasting you. There is no neutral setting
• The best brokers in the world have coaches. If you don't have one, you are working with less support than the people you are competing against-
• Fear as fuel is not weakness. It is one of the most powerful drivers you have and pretending otherwise is naive
• If you want your children to build wealth, teach them about assets, liabilities and running a business now. School will not- You cannot scale what you refuse to delegate

In this episode, Chris Buckler welcomes the renowned Stephen Brown to discuss the critical importance of building and nurturing a robust database in the estate agency business. They dive into practical strategies for new and established agents, emphasising the value of personal connections, targeted communication, and consistent engagement. Stephen shares actionable tips for growing your database, maximising referrals, and turning clients into lifelong advocates.

The Importance of a Database: Moving beyond the "spray and pray" approach of general canvassing. Building genuine relationships with potential clients.Positioning yourself as the go-to agent when clients are ready to transact.Growing Your Database as a New Agent:Leveraging your existing personal network. Asking for referrals using targeted questions ("Who in your world..."). Providing valuable local market insights.Using disruptive questions to encourage engagement.Effective Communication Strategies:Personalising interactions and avoiding generic approaches. Providing value beyond property listings (local events, business recommendations).Utilizing contact cards and follow-up messages.Sending birthday messages.

Database Management and Tagging: Categorising contacts for targeted communication.Scheduling regular engagement activities.Focusing on creating "raving fans."Providing a stay in touch policy for past buyers.Maximising Referrals and Client Loyalty: Asking for referrals using specific questions ("Who of your neighbors...").Staying in touch with past clients and celebrating anniversaries.Providing exceptional customer service to create lifelong clients. Avoiding Common Communication Mistakes: Generic valuation requests.Failing to capture contact information. Asking generic questions instead of engaging in meaningful conversation.Not scheduling time for lead generation. Prioritise building and nurturing your database.Ask targeted questions to generate referrals. Provide valuable local market insights and community information.Personalize your communication and focus on building relationships. Schedule time for lead generation and database management.Always make "one more call". Treat every client as a client for life.

Resources: Stephen J Brown Consultancy (Google, LinkedIn, Facebook, YouTube)Instagram: @StephenBrown54 Jeb Blount - Fanatical Prospecting. Tom Ferry.John McGrath. Con Kollias.

Call to Action:

Implement the strategies discussed to grow your database and enhance client relationships.Follow Stephen Brown and the recommended industry leaders for more insights.Share this episode with fellow estate agents seeking to improve their business.In this episode, Chris Buckler welcomes the renowned Stephen Brown to discuss the critical importance of building and nurturing a robust database in the estate agency business. They dive into practical strategies for new and established agents, emphasizing the value of personal connections, targeted communication, and consistent engagement. Stephen shares actionable tips for growing your database, maximising referrals, and turning clients into lifelong advocates.

In this episode, Chris is joined by the legendary Sam Ashdown—a powerhouse when it comes to direct mail strategy for estate agents. Whether you're in Birmingham, Belfast, or Bognor Regis, if you're unsure where to start with direct mail or struggling to make it work, Sam delivers a masterclass in consistency, clarity, and copywriting that converts.Expect practical advice, juicy anecdotes, and a few mic-drop moments. What You’ll Learn:- 🎯 Where to start with direct mail Hint: define your goal first!- 📬 The difference between high-value campaigns and mass-market mailings- 🧠 How to get team buy-in using Sam’s Lead Generation Planner- 📝 The *pillar letters* you should always be sending: - On the market letters - monthly, not trigger-based - Not on the market market update letters - quarterly - Withdrawn/Try Again emotional storytelling letters - Plus: buyer waiting, just listed, and valuation-in-your-street letters - 💌 Envelope secrets that dramatically boost open rates - DL size, blue pen, handwritten, stamp not franked- 📏 How to write like a pro: The "Box 5" envelope method- 💡 Why simplicity and consistency *always beat* flashy or complicated campaignsSam’s Top 5 Mistakes Agents Make with Direct Mail:1. Talking about themselves in the letter 2. Believing generic leaflets still work 3. Inconsistency in sending mail 4. Sounding too corporate - ditch the "we" and formal tone 5. Cutting costs with franking - it’s killing your open rateThe Gold Is in the Story:Sam’s winning “Try Again” letter format uses real, emotional stories to relate to withdrawn vendors without telling them how they should feel.Free Resources & Templates:Sam is sharing a treasure trove of goodies mentioned in this episode, including:- Envelope-writing guide - Direct mail planner - Letter templates - Possibly a video walk-through📥 Grab everything here: https://ajmastermind.co.uk/eam 🔁 Key Takeaway:A consistent rubbish letter beats an inconsistent great one—but aim for both: great and consistent.

In this episode of Estate Agency Mastery, we tackle one of the most debated topics in the industry: door knocking. Love it or hate it, door knocking can be a powerful tool for generating leads—if done correctly. Joining us today is a lead generation guru who has pioneered the Frozen Pea Method, a unique approach to warming up cold conversations and winning listings.

What We Cover:

- Why Most Agents Avoid Door Knocking – Overcoming the fear of rejection and understanding the psychology behind it.

- Mindset and Confidence– How to shift your perspective to embrace the challenge.

- The Drive to Five Initiative – Why securing your first five listings changes everything.

- Winning Opening Lines – Scripts that work to engage homeowners and break the ice.

- Targeting the Right Homes – Expired listings, withdrawn stock, and stale properties—how to turn these into new opportunities.

- The Frozen Pea Method – A creative approach that builds trust and positions you as the go-to agent.

- The Power of Consistency – How showing up regularly can make vendors feel obligated to engage with you.

- Unconventional Strategies – Burnt letter envelopes, eye-catching stamps, and other attention-grabbing techniques.

- Building Local Authority – How becoming a market expert sets you apart from the competition.

Key Takeaways:

✅ Fear of rejection is just an illusion—every “no” gets you closer to a “yes.”

✅ People don’t like admitting they made a wrong choice—frame your conversations wisely.

✅ A well-crafted opening line can make all the difference.

✅ Consistency and persistence are key to winning business.

✅ Creative marketing strategies, like the Frozen Pea Method, can open doors (literally!).

✅ Local property knowledge is your secret weapon—talk about what matters to your audience.

Welcome back to Season 2 of Estate Agency Mastery! After an incredible first episode, we’re diving straight into another insightful conversation. In this episode, we welcome Spencer Lawrence from Paramount to discuss the transformative power of community engagement in estate agency.Spencer shares his expertise on how being an active community member isn’t just a marketing tool but a long-term strategy for building trust, reputation, and business growth. We explore the concept of authentic engagement, the slow-burn effect of community involvement, and how agents can align their efforts with sustainable projects rather than short-lived sponsorships.From food bank initiatives to long-term local projects like the Mill Lane Bridge restoration, Spencer illustrates how estate agents can make a meaningful impact while also organically generating leads. If you’ve been wondering how to effectively integrate community engagement into your business, this episode is packed with actionable insights!Key Topics Covered:1. Why Community Engagement Matters - How community involvement humanises estate agents. - The slow-burn approach vs. instant gratification in lead generation. - Building authentic relationships beyond property transactions.2. Aligning Your Business Model with Sustainable Community Projects - Avoiding the “box-ticking” approach to sponsorships. - Long-term vs. short-term community initiatives. - The role of estate agents as facilitators of positive local change.3. Case Study: The Mill Lane Bridge Project - How Paramount helped restore an iconic local landmark. - Working with councils, schools, and local artists. - The lasting impact of projects that connect deeply with the community.4. The Power of Authentic Presence - Why simply sponsoring a football team isn’t enough. - The importance of being physically present at community events. - How personal interactions turn into brand advocacy.5. Integrating Community Engagement into Business Growth - How to use community work for recruitment and team culture. - Segmenting your database for personalised, valuable outreach. - The role of social proof and third-party endorsement in estate agency.6. Practical Ideas for Immediate Implementation - Setting up a branded Book Nook for local book exchanges. - Creating a community calendar featuring local children's artwork. - Partnering with local markets to distribute reusable, branded tote bags.Key Takeaways: - Community engagement isn’t a direct sales tool, but it builds trust and recognition over time. - Authenticity is crucial—don’t just “tick the box” with sponsorships; be present and involved. - Long-term projects leave a lasting impact and create deeper connections. - Estate agents who invest in their communities naturally attract better clients and team members. Action Steps for Listeners:1. Identify a long-term community project that aligns with your brand values. 2. Spend time physically present at local events—not just as a sponsor. 3. Segment your database to provide valuable, community-driven content. 4. Consider small, sustainable initiatives like book swaps or branded tote bags. 5. Ensure community involvement is part of your agency’s culture, not just a marketing tactic.Resources & Links:- Learn more about Paramount: https://www.paramount-properties.co.uk- Follow Spencer Lawrence on LinkedIn: https://www.linkedin.com/in/spencerlawrence/Subscribe & Review:If you enjoyed this episode, please subscribe and leave us a review! Your feedback helps us bring more insightful conversations to the estate agency community.

Season Two of Estate Agency Mastery is here, and this season is all about lead generation. We’re kicking things off with a discussion that might surprise you – digital marketing and creating *strong online presence as an independent or self-employed estate agent.Our guest, Chris K, is an expert in this space and joins us to share practical strategies for building a digital footprint**, mastering social media marketing, and making Facebook and Instagram work for your estate agency business.Key Topics Covered:✅ Why independent and self-employed estate agents struggle with digital marketing✅ The importance of **choosing one social media platform** and sticking with it✅ Daily posting strategies – what to post even if you don’t have new properties✅ The power of **personal branding** and why you should be more than just property posts✅ How to build **trust and engagement** on social media (No Like Trust model)✅ Understanding **Google Ads vs. Facebook Ads** – where should you invest?✅ Why **Google Search Ads** are a must for estate agents (and what to budget for them)✅ The importance of **remarketing** – how to stay top of mind with potential clients✅ Common mistakes agents make with digital marketing (and how to fix them!)✅ The **#1 mistake** agents make when posting properties on social mediaChris K’s Top Digital Marketing Tips for Estate Agents🚀 Post consistently – daily posts help you stay visible and build your audience🚀 Engagement first, sales second – warm up your audience before pitching🚀 Retargeting is key – don’t let potential clients slip away🚀 SEO is dead – pay to play – why Google Ads should be part of your strategy🚀 Track everything – make sure you’re collecting data and optimising results*Resources & Mentions:🔗 Follow Chris K for more digital marketing insights (Instagram: @ChrisKMarketing)🔗 Google Search Ads – Start with a small budget (£5–£10/day)🔗 Meta Ads – Use Facebook retargeting ads to stay in front of potential sellers🔗 AI Ad Launchers – Automate your ad creation for better results🔗 Follow these marketing leaders for inspiration: - Alex Hormozi - Gary Vee - Tony Robbins - Brendon Burchard

Welcome back to Estate Agency Mastery -CHRISTMAS EDITION! In this special live Christmas edition, we’re joined once again by the one and only Simon Gates, whose previous appearance was our most viewed episode. Simon shares three actionable tips to target withdrawn properties as we enter the start of 2025. Whether you’re in Birmingham, Belfast, or Bognor Regis, this episode is packed with strategies to help you connect with sellers and stand out from the competition.

What You’ll Learn in This Episode:

1. Just Do It – Why agents need to act fast and stop over-planning when targeting withdrawn properties.

- Key insight: 50-55% of properties don’t sell, and nearly half of those will return to the market within a year.

- How to use these statistics to gain a competitive edge.

2. Direct Mail That Works – Tips for writing letters that get results.

- Personalise your approach: Colored envelopes, handwritten addresses, and stamps make a huge difference.

- What to include in your letter: Highlight success stories like “We sell properties other agents can’t.”

3. Leverage Your Own Withdrawn Data – Don’t forget properties that withdrew from your agency.

- Why staying in touch matters: Sellers may still be motivated to move.

- Scripts for re-engaging past clients, even if the relationship was tricky.

*op Direct Mail Tip:

- Use a **PS (Postscript)** and a QR Code at the bottom of your letter to include a strong call-to-action.

- Example: PS: Scan the QR code to see how many buyers are registered in your area right now!”*

Key Stats Shared:

- 50-55% of properties nationally are not selling.

- Of those, 45% will return to the market within 12 months.

- In London, only 38.7% of properties sell, creating an even greater opportunity.

Golden Quote:

“Don’t archive relationships—a withdrawn property isn’t a stopped move; it’s a paused move. Stay in touch and be ready when sellers are ready to re-list.” – *Simon Gates*

Thank You:

Big thanks to Simon Gates for joining us again and sharing his expert advice. And thank you for tuning in to this special Christmas edition!

Don’t Forget: If you enjoyed this episode, subscribe to the podcast and leave a 5-star review—it helps more agents master their craft.

Welcome back to Estate Agency Mastery! This episode is packed with insights and strategies for estate agents looking to stay ahead in 2024 and beyond.

1. Reassess Your Dependency on Portals

- Mal shares why Rightmove might be more of a liability than an asset in the future.

- Learn how to future-proof your agency by exploring alternative ways to generate leads and build your brand.

- Tips to wean off portals:

- Showcase properties outside of portals (e.g., exclusive Facebook group releases). - Utilise CRM reverse matches to engage your audience directly.

2. Craft a Unique Brand Story

- Mal stresses the importance of focusing on your USP (Unique Selling Proposition) to stand out in a crowded marketplace.

- Understand your target audience: their habits, needs, and preferences.

- Practical steps to build your presence:

- Attend local events like school fairs or markets.

- Highlight unique community features in property descriptions to connect emotionally with vendors and buyers.

3. Leverage AI Virtual Assistants

- Discover how an AI assistant can transform your agency’s efficiency and client experience:

- Handles inquiries 24/7 with precise, personalized responses.

- Offers natural language search to match buyers with specific property features like “skylight kitchens” or “sea views.”

- Enhances local engagement by connecting buyers with the best nearby businesses.

- Examples include integrating the assistant with WhatsApp for seamless communication.

4. Boost Your AI Literacy- Mal’s advice: Dive into AI tools to stay ahead of the curve. - Tools to try: ChatGPT, Claude, Google Gemini, and MidJourney.

- Experiment and learn how AI can help with tasks like marketing, customer support, and market insights. Resources Mentioned in This Episode:

- Free Webinars & Newsletters: Find practical AI tips for estate agents.

- AI Assistants:** Links and recommendations for tools to get started.

- Property Marketing Tips: Strategies to build a brand that outshines competitors. Stay tuned for future episodes where we’ll dive even deeper into practical strategies to help you thrive as an agent. Did this resonate with you? Share your thoughts and tag us on socials. Don’t forget to subscribe so you never miss an episode of Estate Agency Mastery!

Welcome to an episode packed with energy and actionable insights! This time, we’re thrilled to have Oliver Howard from OHRE joining us. Known for shaking up the Southwest London property scene with bold marketing and a fresh perspective, Oliver is here to share his journey and three transformative tips for estate agents—whether you're in Key Takeaways: 1. Dare to Be Different

• Break the Mold: Modern estate agency requires standing out. It’s not just about selling homes; it’s about selling yourself as a brand.
• Embrace Personality: Whether it’s through creative marketing or authenticity, find your unique niche and double down.
• Example: Oliver used dynamic video tours to differentiate himself, showcasing both properties and his vibrant personality.

• Social Media is a Necessity: It’s no longer optional—agents must leverage platforms like Instagram and TikTok to attract buyers and sellers.
• Tips for Growth:
• Start with paid ads for quick visibility.
• Use Instagram tools (trending audio, localized hashtags) to hack the algorithm.
• Post consistently and experiment to find what resonates.
• Pro Tip: Even a small budget, like £30 a week, can make a big difference in reaching your audience.

• Lead Generation is Critical: You can’t wait for clients to come to you. Be proactive and persistent every day.
• Time Management: Block time for lead generation, whether in the morning or evening. Stick to the system and avoid procrastination.
• Mindset: Success is earned by going above and beyond—focus on building relationships and creating opportunities.

• "Our industry is about people, not properties." – Oliver Howard
• "He or she who creates the lead wins the business." – Chris Buckler
• "Even the best agent in the world is powerless without attention." – Oliver Howard

2. Build a Social Media Presence 3. Be Hungry and Consistent Quotable Moments: Follow Oliver Howard on Instagram: @oliverhowardlondon   / oliverhowardlondon  

Estate Agency Mastery: Authenticity, Automation, and the Power of "No" with Kristjan Byfield Welcome to another episode of *Estate Agency Mastery*, where we unlock the secrets of success in the property industry. In this episode, we're joined by Kristjan Byfield, a seasoned expert with over 20 years of experience in the estate agency world. Kristjan shares insights from his journey as a long-time agent, a business owner, and a tech innovator in the lettings industry. In this fast-paced conversation, we discuss three powerful strategies that any estate agent—whether you're in Birmingham, Belfast, or Bognor Regis—can apply to their business immediately. Let’s dive into Kristjan’s key takeaways: 1. Authenticity: Be Yourself to Attract the Right Clients - The Cookie Cutter Trap: Too many agents fall into the trap of mimicking the corporate structures and personas of other businesses. Kristjan believes that your personal authenticity should be the core of your business identity. - Dress for Success: Forget stiff suits! Kristjan talks about how, even in high-end markets, being comfortable in your own skin—and dressing in a way that feels authentic to you—can attract the right clients. Clients value personality over polished facades. - Why Authenticity Works: Being genuine helps foster trust and build long-term relationships. When clients see the real you, they are more likely to connect with you on a personal level, which can lead to better business outcomes. 2. Automation: The Future of Estate Agency Success - Embrace Tech to Stay Competitive: Kristjan highlights how embracing automation and AI can streamline your business, saving time and reducing costs. If you’re not focusing on automation, you're putting your agency’s future at risk. - AI: The Industrial Revolution of Our Time: We’re on the cusp of a massive shift. Kristjan compares the impact of AI on estate agencies to the Industrial Revolution. He believes that agents who fail to adopt AI will be left behind. - Automate the Mundane, Deliver the Extraordinary. Using automation for routine tasks like data entry and document handling frees up your time to focus on what truly matters—building relationships, offering expert advice, and negotiating deals. 3. The Power of “No”: Don’t Be Afraid to Set Boundaries - Saying No with Confidence: Kristjan emphasises that one of the most powerful words in estate agency is "no." Whether it’s declining a lower fee, rejecting unreasonable client demands, or protecting your time, saying "no" sets boundaries and protects the value of your service. - Why Saying No Is Good for Business: Far from losing clients, saying "no" can often increase respect and trust. If you’re not confident in your own value, why should a client be? Saying “no” lets clients know you’re serious about delivering results. -*The Psychology Behind It: Saying “no” doesn’t just protect your time; it builds credibility. Kristjan shares an example of how confidently rejecting a request can often lead to a better result, forcing clients to respect your terms. Key Takeaways: - Authenticity is Key: Be genuine in your business and personal branding. It’s not about looking the part; it’s about being the part. - Automate for Efficiency: Embrace automation to save time, improve customer experience, and scale your business. - Use “No” to Your Advantage: Don’t fear rejection. Saying no can be the key to protecting your value and setting clear boundaries with clients. Listen to the full episode for more insights and practical tips that can help you transform your agency. About Estate Agency Mastery: The Estate Agency Mastery podcast is your go-to resource for practical strategies and expert advice from top industry leaders.

Make sure to share this episode with fellow agents and tag us with your thoughts on social media. How have you been applying authenticity, automation, and saying no in your business? Let us know!

The Honest Reality of Building Something Big with Kate Brookfield

Season 4 of Estate Agency Mastery continues, and this one is a deliberate counterpoint to the last episode. Where Oliver Howard came on the show with a highly structured system of rituals, training and diet, Kate Brookfield is refreshingly honest that her world does not look like that at all.

In Episode 3 I sit back down with Kate to talk about how she actually protects her operating system while running an all consuming, content driven, high touch agency business. There is no glossy routine. There is no perfectly structured morning. What there is instead is one of the most honest conversations we have published on what it really looks like to grow something meaningful when everything is coming at you at once.

What We Cover

Kate opens up about why saying no has become the single most important skill she has developed. She talks through the discipline of protecting her brand by turning away properties that do not align with what she has built, the importance of collaborating with other agents rather than trying to be everything to everyone, and how learning to say no has protected both her business and her energy.

We dig into what it actually looks like to switch off, or in Kate's case, largely not to. She is honest that boundaries between home and work regularly blur, that she has 42,000 unread emails, and that she is the mum at the school gates asking teachers to stick a post it note to her head. Rather than pretend otherwise, she has made peace with it and stopped comparing herself to parents whose lives look cleaner and more balanced from the outside.

We talk about the reality of raising kids while building a business, and the perspective that comes from knowing your children are watching you build something. Kate shares why she believes seeing both parents work for themselves is one of the best educations she can give her children, even if it means the odd forgotten PE kit and missed school newsletter.

We get into the discipline of vision. Kate is clear that her one real discipline is staying in her lane, protecting her brand and being unambiguous about what she is and is not for. That clarity is what allows her to say no with confidence and collaborate rather than compete.

The conversation gets interesting when I raise Ollie's approach of booking in an event to force downtime. Kate is honest, she has tried it and it has not worked for her. She is a self confessed workaholic who loves working and is not ashamed of it. What she does acknowledge, and what she is trying to build in this year, is a business structure that gives her more support so she can protect the parts of her life that matter most.

We close on urgency. Kate's one piece of coaching advice to herself is simple. Do not wait for tomorrow. Do not procrastinate on the small tasks. Do the press release today. Do the follow up today. Stop stacking little jobs into tomorrow that could be closed off in ten minutes now.

Key takeaways

• Saying no is the most underrated skill in a growing self-employed business, and it protects both your brand and your energy
• Collaboration beats competition every time, especially when a lead is not right for you but perfect for someone in your network
• There is no perfect routine, and comparing yourself to people whose lives look cleaner from the outside is a losing game
• Your children learning to see both parents work for themselves is one of the greatest educations you can give them
• Booking in events works for some people and not others, know yourself before you copy someone else's system
• The failure to commit in the early stages of self-employed business is what makes or breaks it
• Don't wait for tomorrow, urgency is the difference between a productive week and a wasted one

In this episode, Chris Buckler is joined by Mark from Rex, who brings a unique perspective from the tech side of estate agency operations. Together, they dive into actionable strategies agents can use to streamline and enhance prospecting, operational efficiency, and long-term growth. Whether you're an agent in Birmingham, Belfast, or Bognor Regis, Mark shares powerful techniques that you can start implementing immediately to improve your business. Takeaways: 1. Laddering Techniques for Effective Prospecting - What it is: A process where every action (like a property viewing or valuation) is paired with an additional prospecting step, such as door-knocking or flyer drops. - How it works: Every visit to a property can be an opportunity to reach more potential clients—knock on nearby doors or target the area with social media campaigns. - Why it matters: It minimises the time dedicated solely to prospecting by integrating these steps with other daily tasks, leading to a more efficient and effective workflow. 2. Defining and Chasing Big Goals in Business - Setting Big Goals: Whether you’re a solo agent or a multi-branch agency, having a clear goal (like increasing properties under management) is essential for growth. - Breaking Down Goals: Mark emphasises breaking down big goals (such as gaining 100 new properties under management) into smaller, actionable steps, like asking clients if they are landlords. - Motivation and Team Buy-In: Communicating these goals and their benefits to the team keeps everyone aligned, engaged, and focused on the long-term vision of the agency. 3. Following Up and Asking for Referrals** - Referrals: A well-timed follow-up call three months after a sale can be an easy way to check in with clients and ask if they know anyone who could benefit from your services. - Why it Works: This approach has yielded significant business—Mark shared how one agency generated £65,000 in revenue from referral calls alone. - Automate with CRM: Using a CRM like Rex can simplify this process by setting reminders to ensure no client interaction slips through the cracks. Featured Product: Rex CRM Mark highlights Rex as more than just a CRM; it’s a full-scale solution to keep every aspect of your agency aligned with your goals. It drives consistency in client interactions, integrates smoothly with team workflows, and provides a foundation to scale operations. Enjoyed the Episode? Don't forget to subscribe, rate, and review Estate Agent Mastery!

Episode Overview: In this episode of Estate Agency Mastery, we sit down with Kieran, the founder of Propalt, a tool designed to help estate agents scale their business. While Propalt is a great resource for agents, this episode is all about Kieran sharing his top three actionable tips for estate agents to stand out, generate more leads, and grow their business—whether you’re based in Birmingham, Belfast, or Bognor Regis.

Key Takeaways:

1. Be Different and Memorable
   Kieran highlights that many estate agents fail to stand out in their market. With consumers only able to remember three agents at a time, it’s crucial to create a unique brand and marketing message. Tips for agents include:

   • Conducting a competitor analysis to see how your messaging differs.
   • Avoiding generic slogans like “free valuations”—instead, offer a more personalized, niche service such as off-market property searching.

2. Automate to Free Up Time
   Kieran stresses the importance of automating repetitive tasks so agents can focus on high-value activities like lead generation. Agents should ask themselves:

   • How much time is being spent on tasks that could be outsourced or automated?
   • Could tech solutions streamline time-consuming activities like sending direct mail or managing CRM databases?

3. Nurture Your Existing CRM Data
   A goldmine of potential business already exists in agents’ CRMs, but many fail to tap into it. Kieran shares:

   • 84% of sellers don’t use the same agent who helped them buy.
   • By nurturing past clients and staying in touch, agents can regain business from customers who might have otherwise gone to competitors.
   • Tools like Propalt can help agents track when landlords or past buyers are likely to sell again, giving them a head start in maintaining relationships.

Memorable Quotes:

• “The average person can only remember three agents, so make sure you're one of them by being different.”
• "If you’ve been in the business for eight years or more, the leads you need are already in your CRM."

Resources Mentioned:

• Propalt’s market watch feature for tracking landlord portfolios and potential leads.
• Case study: An agent who spent £4,400 and generated £13,000 in return through off-market marketing campaigns.

Actionable Advice:

• Start automating repetitive tasks today to free up more time for lead generation.
• Dive deep into your CRM and reconnect with past clients. The leads you need to succeed could already be within your reach.

Links:

• Propalt Website
• Case Study

Next Episode Preview:
Join us in the next episode where we explore more tech tools for estate agents and how to stay ahead of market trends.

**Show Notes: The Estate Agency Podcast with Chris Buckler and Megan**

**Introduction:**

- Host: Chris Buckler from The Estate Agency.

- Special Guest: Megan, a highly visible and proactive figure in the property industry.

- Discussion focus: Key strategies for building relationships and growing your estate agency business, applicable whether you're in Birmingham, Belfast, or Bognor Regis.

**Key Discussion Points:**

1. **Building Relationships is Key:**

- Megan emphasizes the importance of relationship building in the property industry.

- Rather than chasing new leads, focus on maintaining communication with your existing CRM contacts – there’s a wealth of opportunity already within.

- Regular check-ins, not just for selling, but for keeping clients engaged and connected with the agency.

2. **Proactive Client Communication:**

- For Lettings: Megan calls her entire portfolio every three months, even for tenants. Simple check-ins can uncover opportunities to expand or sell properties.

- For Sales: Pay attention to key milestones, such as anniversaries of purchase or mortgage renewals. Early communication could reveal potential sales or upsell opportunities.

- Tenants today are often buyers tomorrow, making them a valuable group to build relationships with early.

3. **Delivering Genuine Care:**

- Chris and Megan share stories about going the extra mile for clients, like checking on properties and handling unexpected situations to create trust.

- Going above and beyond leads to better client retention, stronger referrals, and a sense of long-term partnership.

4. **The Power of Thoughtful Gestures:**

- Examples of thoughtful gestures, from checking on a tenant's iron to cleaning a property’s communal areas.

- Such gestures create goodwill and lead to loyalty, even in tough situations like maintenance delays.

5. **The ‘One-Night Stand’ Analogy:**

- Megan compares client relationships to long-term partnerships. Agents should avoid making clients feel like a “one-night stand” – be memorable, not forgettable.

- Invest in your clients with regular, thoughtful contact, showing them you’re invested in their long-term success.

6. **Categorizing Landlords:**

- Megan shares her strategy for categorizing landlords into groups like ‘Accidental Landlords,’ ‘Nervous Landlords,’ and ‘Investor Landlords.’

- This helps to manage and maintain your portfolio by identifying potential sellers and buyers within your client base.

7. **Opportunities for Seamless Transactions:**

- Megan shares how orchestrating internal sales between landlords can keep properties in the portfolio, while generating sales fees and keeping tenants happy.

- Adding extra services like mortgages, conveyancing, and furniture packs can provide even more value.

8. **Chris’ Takeaway:**

- Structured communication is the key takeaway. Don’t cold call for the sake of it—make each interaction meaningful and full of value.

- Structure your follow-ups around key milestones, and always look for opportunities to add ancillary services, which can boost revenue and client loyalty.

**Closing:**

- Megan's insights have provided a fresh approach to relationship building and maximizing value in the property business.

- Chris expresses excitement about using Megan's tips at The Estate Agency and hints at having Megan back on the podcast soon.

**Call to Action:**

- Stay tuned for more episodes packed with actionable insights for estate agents looking to grow their business.

- Don’t forget to subscribe to the podcast and follow us on social media for updates!

**Podcast Episode 21: Estate Agency Mastery with Chris Watkin**

Welcome to episode 21 of *Estate Agency Mastery*! Today, we're thrilled to have property expert Chris Watkin on the show. Chris has helped letting and estate agents across the UK, including in Birmingham, Belfast, and Bognor Regis, gain more property valuations. In this episode, Chris shares actionable strategies to implement immediately to boost your business.

### Key Takeaways:

1. **Get More Valuations**: Chris emphasizes the need for estate agents to stand out in a crowded market. Posting listings on social media is essential but not enough. Instead, focus on creating valuable content that homeowners care about, particularly around property market trends.

2. **Join Local Facebook Groups**: Engage with your local community by joining and posting in town-specific groups, housing estate groups, and even school communities. Share valuable content like local property market updates, rather than just listings.

3. **Create Video Content**: Chris shares three quick ideas for video content any agent can create today:

- **Market Trends**: Compare home prices in your town over the last few years using data from Rightmove or other platforms.

- **Rental Analysis**: Calculate average rents in your town and provide updates on rent changes over time.

- **Top 50 Streets Countdown**: People love knowing the most expensive streets in their area. Create countdown videos that engage local homeowners.

4. **Community Engagement**: Chris advocates interviewing local shop owners to build trust and rapport within the community. Being interested in your town and its people will ultimately make them interested in you.

5. **The Frozen Peas Method**: Chris explains a unique and highly effective door-knocking technique where you help potential clients with their onward property search while subtly building rapport and trust.

6. **Self-Employed Estate Agents**: For those going solo, Chris stresses the importance of hard work and patience. Self-employment isn’t easier—it’s about dedication and effort over time to achieve success.

### Resources Mentioned:

- **Frozen Peas Method Video**: [Frozen Peas Method on YouTube](https://www.youtube.com)

- **Chris Watkin’s Free Training**: Text “FREE STUFF” to 07951 147 572 to receive over 50 videos with 8+ hours of training content.

- **Chris Watkin’s Content Writing Service**: For £350+VAT per month, Chris writes property market reports and content that make agents look like local property experts.

### Get in Touch:

- **Chris Watkin Ghostwriting Service**: For exclusive content and marketing support, reach out to Chris directly.

Stay tuned for more episodes, and don't forget to implement these strategies today! Let’s make your estate agency the go-to choice in your area.

Podcast Show Notes: Estate Agency Mastery with Alex Evans from Estate Apps

In this episode, we are joined by Alex Evans from Estate Apps. While Alex is a supplier, he's here to deliver some amazing insights on estate agency mastery that are both practical and actionable. We dive deep into topics ranging from leveraging social proof, personal branding, and innovative ways to drive listings. Whether you’re an agent in Birmingham, Belfast, or Bognor Regis, Alex shares tips that you can start implementing in your business tomorrow.

Key Takeaways:

1. Importance of Reviews

   • Ask for Google reviews early in the process, not just at the end.
   • Aim for reviews with detailed narratives, not just star ratings.
   • Don't be afraid of negative reviews—they add authenticity and allow you to demonstrate growth.
   • Tip: You can request clients to update their reviews throughout the process, which increases engagement and helps tell a continuous story.

2. Top Platforms for Reviews

   • Google is the most critical review platform for estate agents, followed by Facebook.
   • Ensure your Facebook reviews section is visible—hiding it can seem suspicious.
   • Personal branding: Start building personal reviews for yourself as an agent, especially with the rise of self-employed brokers.

3. Personal Branding and Visibility

   • In Australia, personal agent branding is much more common and prominent on property boards.
   • UK agents and agencies should put more focus on showcasing individual agents to build trust and connection with clients.
   • Build your personal brand and leverage social media to stand out.

4. Pre-Portal Listing Strategies

   • Launch properties on your website and social media before sending them to portals like Rightmove.
   • Increase exclusivity and generate interest with your own audience first, giving you an edge and creating higher value for your service.
   • Agents can reduce portal costs and gain more control over their listings by relying less on third-party platforms.

5. Innovative Agents Moving Away from Portals

   • Some agents are reducing their reliance on property portals altogether, focusing on social media, Google Ads, and other digital marketing methods.
   • While portals still offer significant ROI, agents should strive to increase their value proposition by building their brand and audience directly.

Resources Mentioned:

• Estate Apps: [Website Link]
• Review Tool by Estate Apps: [Link if available]
• Google Reviews & Facebook Reviews
• Australian Real Estate Conference (AREC)

Episode Summary: Welcome back to Estate Agency Mastery! In this episode, we’re thrilled to be joined by Izabela, a seasoned estate agent with over 15 years of experience spanning lettings, sales, and high-stakes deals in Dubai. Izabela brings a unique approach to the property market, focusing on working with just one client at a time to provide an unparalleled level of service. We dive deep into her business model, how she sells houses in just one week, and why being selective with clients can be the key to success. Key Takeaways: Izabela’s Unique Business Model: Izabela focuses on working exclusively with one client at a time, dedicating all her resources to selling their home within a week. Her approach ensures a personalised, highly focused strategy that sets her apart from the competition.

Manifestation and Strategy Design: During the lockdown, Izabela reimagined her business model to attract clients who value her expertise, allowing her to avoid traditional methods like door-knocking. She emphasises the importance of visualising success and designing a business model that aligns with personal values and goals.

Three Tips for Estate Agents Everywhere: Preparation: Research is critical. Know the market, the buyers, and the specifics of each area. Izabela’s in-depth preparation ensures that every question from a potential buyer is answered, providing a seamless experience. Pricing Strategy: Set realistic prices that reflect the property’s value and market conditions. Isabella shares her method of giving clients two prices—the listing price and the achievable price—to set clear expectations. Execution: Deliver on promises. Izabela outlines her detailed plan for every listing, ensuring clients know what to expect at each stage. If the property doesn’t sell within her specified timeframe, she adjusts her strategy or hands the listing back, maintaining her integrity and commitment. Additional Insights: Izabela stresses the importance of understanding that real estate is a people business, not just about properties. Putting clients first and maintaining integrity are crucial. Collaboration over competition: Drawing from her experience in Dubai, Izabela advocates for more cooperative deals between agents, which can improve client outcomes and agent success alike. Bonus Tip: Isabella’s top piece of advice for agents: If you’re not genuinely interested in people, real estate isn’t the right field for you. This industry is about building relationships and putting clients first, which is key to long-term success. Links and Resources: Book Mentioned: Full Fee Agent – Discover strategies for securing high-value clients through referrals and recommendations. Guest Info: Connect with Isabella Radka on LinkedIn and follow her journey in transforming the estate agency landscape. Tune In Next Time: Join us next week as we explore the latest trends in the property market and bring you more insights from industry experts. Don’t forget to subscribe, rate, and leave a review on your favourite podcast platform!

Chris and Steph both run self employed estate agency brokerage models. Steph loves the model and estate agency as much as Chris. Steph starts on highlighting that you have to make the back end of the year a big success. Whilst this episode isn’t out till the start of September, the same applies to the back and of the year.  We all need to sit down with a magic number of what you need to list and to bank and then work backwards. Take your average fee and then work backward to how many listings you need to sell in order to get this figure in place. Then you need to take this figure and work out how many listings you need live. Finally, work out the val to listings ratio and work out how many valuations you need to create. Steph then goes on to highlight pick 50 properties in your farm, and hit them once a week for the next 12 weeks. This should allow you to generate the listings you need to hit you goal, especially when you add it to your other lead generation activities.  Her second tip is to take the listing number you want to achieve. Each time you go and pitch add £100 on top of your fee. Do this every time you pitch. Chris jokes that incremental fee increases will allow self employed agents to increase their take-home. Both Chris and Steph believe that self employed agents should charge more and actually the vase they provide means that the client would be happy to pay this. Chris jumps in and highlights that doing reduced fees when you start your journey as a self employed agent.  The third tip is to get off Canva and get on video. The end user doesn’t care about your pictures of sold properties. What they do care about is whether they trust you. Steph mentions 30 days of videos to record so you can bank them in advance. That is then 30 pieces of personal content. Chris highlights that he has just taken on a full time videographer at The Estate Agency. Content that anyone can watch, that isn’t hyperlocal is being pushed by the algorithms at the moment. Chris ends this section by highlighting that the client needs to constantly need to see you to build trust.  Chris then curveballs Steph and ask her what any self employed estate agent should do in their first 30 days. She starts with finding 50 local properties that you feel you can really add value to. Write comp slips and letters and try to speak to those homeowners in a. Week. 50 door knocks isn’t going to take too long. Once you have business, the easiest way to get more business is when you are interacting with those vendors. At The Estate Agency we call it ‘drive to 5’ and Steph refers to it as ‘the magic 10’. The above can easily be done on Rightmove and Hoopla free of charge. Both Chris and Steph highlight that it is all about consistently. But these next 6 months could be the hardest you ever have to do.  The last tip is a long term play. Steph highlights that introducing yourself to the wider community and this should be done on a daily basis.  Steph signs off saying each buyer should be saved as the property they bought. You can then work out where they move to and send them a moreaversay card in a year's time.  Wow… what an episode.  Full Fee Agent - Chris Voss and Steve Shull https://www.amazon.co.uk/Full-Fee-Agent-Estate-Professional-ebook/dp/B0BK2WDXN7 7-11-4 is the key formula to building meaningful connections.\Imagine spending 7 hours together (YouTube, podcasts, webinars, presentations, etc.), engaging in 11 interactions, and meeting in 4 locations (website, LinkedIn, Instagram, etc.) - a bond is inevitable.

Angi runs a very successful business in Staffordshire, West Midlands. She is an ESTA winner, straight talking and pulls no punches.

She starts off with these is no secrets to success other than consistency and highlights that agents have to be acceptational communicators. You have to know your stuff and be the expert in your field. If you don’t have this in your armoury then it is lights out.

Agents need to remember, “don’t tell me you’re funny, make me laugh”. 

Starting with Angi’s first tip, exceptional communication, she highlights that she feels “we have failed if we email”. Angi is a huge advocate of picking up the phone and feels modern agents hide behind emails / WhatsApps. Chris adds that you have to enable the agent with tech, but the human touch has to be replicated, especially in a world with AI. The phone should be your number one tool.  Using AI such as chatGPT is gold, but then you have to make it personal. 

Angi also confirms that she also gets a lot more loyalty from clients, and Angi rarely lose a client, due to being on a phone and making sure she runs though every vendor every day in price order to check what is happening with he vendors. Every week, without fail, the vendor gets a phone call. 

Angi’s next tip is market knowledge and ups killing. Don’t blag it. Continuously learn and find your tribe. Make sure you pick up hints and tip and constantly learn and evolve to be the best agent you can. You have to constantly learn and evolve as an agent. Chris and Angi both agree that scripts allow agents to actively listen and get to the end result much more quickly. You have to be able to objection handle and move the conversation on.

The final tip from Angi is regarding negotiation. You have to focus and being a world class negotiator. You have to train yourself but also you have to have experience and people around you that can show you the way. Chris highlights that the first offer has to be rejected and that going the extra mile for the client and get the extra few thousand for the client. How you go about this will increase customer satisfaction and lead to referrals. 

Clare Yates is an estate agency trainer who genuinely wants to better our industry. Her well thought out tips are top drawer. Clare opens by highlighting that you have 45 minutes in a valuation and you aren’t selling houses, you are selling trust (and confidence in you and your business). Chris adds to this that you should be able to build trust and win the val before you get there. Clare highlights work she has done and it is simple. Do what you say you are going to do, when you are going to do it. If you turn up late, the trust is broken. 

One thing Clare advocates is that if you didn’t book in the val, speak to the person who did and try and get a read on the situation. Teamwork makes the dreamwork. They can even call ahead to highlight you’re on your way and are very excited to see you.

The second tip can easily be issued, but really is one that shouldn’t be. Ask clients how they will choose their agent and you can then present based on what they are looking for, not what you think they may want to hear. Most agents turn up with a presentation that agents don’t adapt to the individual. Pitching is not one size fits all. Have a conversation about what matters to them, not what you want to tell them. If you ask great questions, then fee will rarely come into play. It makes people feel special. 

Chris closes the point by sharing that sending a pre val video, so that the client knows who you are is a non negotiable, it allows you to build trust, then allows you to focus on the client. 

We move onto not overpromising and providing stories (real stories) that are similar to the people looking to move, and highlight what you did for them. Stories that show how you go above and beyond. This again will build trust. Chris shares his "why" for getting into estate agency, and making sure you can connect with the client through stories. 

Clare ends with highlighting the “Nan Test”. Is their service good enough for Nan? If it isn’t, then don’t do it. 

Chris ends the podcast, but highlights that whilst the tips Clare has shared are simple, but if agents really listen and adapt them into their business, their valuation conversation will increase.

For the ending curveball question, Clare suggested you should always ask the client why they bought their property. Chris adds that you can put this into the property description on the listing if appropriate. 

Carly has been an agent since the age of 17 and was a record breaker in some of the agencies she worked with. She now works for Dataloft and starts off by pushing that you have to know your market data.

Chris highlights his old business partner, Dominic Murphy who constantly updates the local community and is consistent in his approach. Carly pushes that meaningful data is key, especially on social media and that agents have to be omni-present when sharing the data. Video is key for this and whilst local content is great, local data adds authority. It combines the personal touch, with meaningful local stats. They finish the point off by pushing that consistency is key here and you need to repeat the same actions on outbound marketing to take the guesswork away. Chris ends by highlighting her sees agents miss activity and then give up. Never give up!

Carly’s second tip is taken from Sales 101 - you must create urgency. She highlights the importance of the open house strategy in order to do this. This is a very underutilised tactic in the UK. Printing extra particulars, and giving the appearance the property is a sort after commodity. Especially in a tough market. Chris adds to this, that one off viewings are very inefficient and agents after work to the applicants timescale and not their own. We have to be efficient. 

The third tip from Carly is around Community engagement. Agents in the UK really can learn from our US and Australian cousins that become pillars of their community. Chris highlights that you don’t often earn money if you are sitting behind your desk. At The Estate Agency the big push is the “drive to five listings” and everything becomes easier after this. Hiring out a cinema, to Halloween support for parents, just being a really nice person will help you grow your business. Chris points to Episode 8 with Dom Marcel where he goes into detail on this. Helping the community in which you serve goes so far. 

Chris ends on a curve ball, as he often does, he asks Carly for one tip. She just straight in on door knocking. Pick your number for each and every day and go for it. They are the easiest instructions you will get. Remember, in the UK it is one of the only places where you can legally knock on a board that is on with another agent. Chris finishes the podcast by highlighting that if you offer value, and are consistent over 8 weeks, you WILL get a response. 

Wellness, Mindset and the Rituals That Build Resilient Self-Employed Agents with Oliver Howard

Season 4 of Estate Agency Mastery is all about what the top agents in the UK actually do differently. The routines, the rituals, the wellness, mindset and sleep habits that separate the agents thriving in this industry from the ones burning out trying to.

In Episode 2 I sit back down with Oliver Howard of OHRE, to dig into how he keeps the wheels on while running a brokerage, building a personal brand, raising an eight-month-old daughter and training for an Iron Man. This is one of the most honest conversations I have had on the podcast about what it actually costs to operate at the top end of self-employed agency, and how to build the systems that stop it costing you everything.

What we cover

Ollie opens up about the burnout he hit last year, the panic attacks and anxiety that came with starting OHRE without proper rituals in place, and the moment he realised that without the health side of his life sorted, nothing else would hold. He talks through paying for an Iron Man as a forcing function, training six days a week, swimming, biking and running on a strict rotation, and how locking something into the diary forces the rest of his lifestyle to fall in line.

We dig into diet properly. Ollie is twelve kilos down with another twenty to go, eating an essentially carnivore style keto diet of chicken, steak, avocado, broccoli and eggs. He explains how the carbs were stealing his afternoons, how he was losing two hours of prime working time to post lunch naps, and why he believes diet and exercise are the difference between him operating at sixty percent and ninety five percent every day.

We talk about alcohol. Ollie has not drunk in nearly three years, and he is honest that the difference does not hit you immediately. He shares how he was waking up properly at 8 or 9am, losing focus from 1 to 3pm, and ordering rubbish food at 8 or 9pm. Cutting the booze rebuilt the whole day for him.

We dig into sleep, where Ollie is refreshingly honest that he is not good at it. As a new father running a growing brokerage, he is averaging three and a half hours some nights and openly admits sleep is the thing that gives when something has to. He shares the research from his psychology degree on the thirty percent performance gap between an eight hour and a four hour sleep, and the link to Alzheimer's and dementia that he is aware he will need to address as the business matures.

We get into mindset, where Ollie talks about killer instinct, how he learned it from his dad, and why he believes most agents quietly carry a scarcity mindset that holds them back. He shares his Sunday 8pm cold email ritual that wins him most of his instructions, his use of social media as a public accountability tool, and his honest reflection that the one thing he would coach himself on is confidence. Specifically, the confidence to say no more often.

To close, Ollie shares exactly how he resets when the mind goes to a dark place. Punch the desk. Put the trainers on. Go for a run. Come back ready to make calls. No ruminating, no spiralling, no excuses.

Key takeaways

• The agents who last in this industry are the ones with rituals. The agents who burn out are the ones who think they do not need them
• Diet and exercise are not extras, they are the foundation that everything else sits on
• Booking yourself into an event forces the discipline that good intentions never will
• Sleep is the most underutilised performance enhancer in business, and the thing that gives first when you let it
• Killer instinct can be learned, but only if you are willing to surround yourself with the right people
• When you spiral, move your body. Do not sit with it

This is one of the most useful conversations of the series for anyone running their own thing.

CEO of Yopa, Verona comes at things a little differently, which is very timely as we enter a new quarter and the back 6 months of the year on the day the episode is released. She has been in the industry for 20 years and before that has been a leader in a number of different industries. 

Why does your organisation exist? What are your aspirations and what do you want to achieve? Do you want to have big market share, earnings for your family, and be the best marketer in your area? So when you work out what you want to be famous for then you have to turn this into a strategy.

Chris talks about starting with "why" and the agents that simply set KPIs. Verona hits back with how sad it is that she sees agents live from month to month and suggests agents watch this following. https://www.youtube.com/watch?v=Wz7WsozDcZMHowever simply having a strategy isn't enough.

You have to work out where you are going to play. So the geography, the locations, communities, customer segment, price brackets. Once you know this then you can offer your products. Chris highlights you can't set this plan up, and then swerve away from it. Follow "true north" and don't get distracted. Once you document your plan, you have to document this and once you say no, you have to focus on exactly where you are going. 

Then you move onto how you are going to win. What is my competitive advantage? What makes me stand out? What makes me different? Once you know this you have to articulate that, demonstrate that, and then you'll be that. It needs to be so clear and you HAVE to be able to back this up with data? How can you demonstrate it? Data is super important.

Once you put these all on a page, communicate it with your people and then utilise it on a weekly, daily and monthly basis to make decisions. This will really help with the learning to say no. 

Chris ends up with highlighting that you're 42.1% more likely to hit a goal if you write it down and 80% more likely to achieve it if you have an accountability partner. Finally once you have a plan, you need to make your plan in your diary. So you make sure you are showing up day to day, you are showing up to your goal. The podcast ends with a tip from Chris where he suggests that it is a "drop kick to the jaw". An emotive 1-2 liner that from the customer experience is world class" followed by a "does that sound like an agent you would like to work with". 

Perry is one of THE most forward thinkers in our industry! After ten years of running his own business he starts off by saying he is obsessed with both marketing and negotiation. His first tip is that negotiation is everything and that you need to master it. From fee, to negotiating the best price the market will allow. Perry offers a negotiation diploma and makes sure everyone in his business. Perry affirms that 80% of estate agents haven't had negotiation training. Chris Voss has a MasterClass on negotiation and Perry also offers a course on this once a year. The key takeaway here is that by being obsessed you can be the very best agent for your client. Perry NEVER accepts the first offer and advocates that you need to create your own style and process.  His second tip is based on the American model in that buyers should have representation as well as sellers. One of his agents charges 2% to help negotiate and manage the onward purchase. As estate agents, we aren't just the selling agents. Chris probes Perry on the public not accepting "would you like to do what I do to get houses for sale, but directly for you"? The key thing here is that if you are remarkable, it isn't actually that hard. Chris points out buyers remorse often occurs and it would be far less likely with buyer representation. Perry automates a text asking "if I found you a property would you pay me 2%". Text is key here rather than email and Perry highlights that he gets a 6x return rate. The overall point here is that if you don't ask, you don't get.Circling back is that all the public are employing is your ability to negotiate.  Perry's third and final point is that all debts should offer auction, rather than just private treaty. Often agents don't pose the best solution for the client. He goes further and pushes that all agents should be able to offer all parts of agents (including lettings, auction) to the client. This allows real fiduciary advice to be given.  Chris ends on asking Perry where he gets his info to be a better estate agent from, and which he promptly replies with YouTube where you can find this podcast (https://youtu.be/PwjIsjM0G5Y)

Elle and Chris go way back. In this episode Elle gives away her tips and tricks that have helped her rapidly become known as one of the best estate agencies in London. This is a must watch for anyone who wants to get more listings.

She delves into 3 points:

1. Honesty and integrity - whether the vendor wants to hear it or not. DO NOT list at the wrong price as it is a waste of everyone's time

2. Pick up the phone and get out from behind your desk and meet people. Our business is all about making relationships.

3. Always ask clients to share reviews and give you feedback. 

Chris jumps into the points and highlights John Savage's podcast (Episode 7) where he talks about being able to tell the truth and get away with it. Elle highlights that 60% of her stock is second hand stock and that she simply doesn't value any property at any figure. Explaining it is layman's terms (especially if you are a business owner). If you put it on too high, you are most likely to lose that client. So don't focus on KPIs and the stock will come back to you at the right price. Whilst many listeners will find this hard in an employed environment, Elle highlights that reaching out to vendors in a different way. She will send leaflets that will show a "different level of agency".

When starting Elle would write handwritten notes (they could see it was physically hand written) and it would take her four hours a day, but it directly led to sales. When the client does contact you, but is under contract, or doesn't want to sign with you it is your job to be in contact with them more than their current agent. If you are starting out, 4 hours a day on market properties is a non negotiable. When you do miss out on a val, it is so important that you have world class touch points so that you are the second agent of choice. Picking up the phone might seem old school, but in a world of emerging tech and WhatsApp it is easier.

With offers it is very easy to send them across and wait for a response. People want to deal with people and often you need to educate the buyer and sellers. Infact when Elle sold, she was receiving 82 emails a day from estate agents. This will really help you world out who is serious and who isn't. 

Elle's third and final tip evolved into tips from Chris and Elle. The first one from Chris is to get social proof from vendors on social media when you send their listing live. Elle sponsors every single listing that she sends live. She will produce a social media campaign for every single listing. She will also join the Facebook and WhatsApp groups of the local areas and buildings. When they sell, Elle asks for referrals in the local Facebook and WhatsApp group, which directly leads to referrals. 93% if her business is referral business and this is one of the main reasons. In fact, do the same with buyers when you offer them world class service as it leads to the same result. 

Katy Poore is a very experience agent who has just taken the leap into the self employed world. She starts with treating everyone like they have a £1,000,000 listing. Katy gives analogies of window cleaners, carpet fitters and postmen and treating them so well bu doing small things such as making them cups of tea By doing this you create an army “raving fans”. A group of people that know, like and trust you. They will use you when the time is right and as Chris affirms from his experience this works. These are the people that find out first if people are thinking of moving. 

Katy hits Chris hard with the next tip, which is that Chris and Katy have known each other a while, but she wasn’t 100% sure what he did. Therefore she didn’t join The Estate Agency as she has already made inroads with another model. Katy then goes onto highlight the simple act of texting WhatsApp grouped and really launching yourself and making sure everyone knows what you doing. Chris really dumbs home that you can’t be James Bond… a Secret Agent. From day one every single person in your world, and those who you haven’t met do. The conversation quickly turns to social media and how in the UK agents often don’t like mixing business and personal. Often, like clockwork, American agents will do two personal to one business posts which works well.

Katy offers the best bit of advice given so far one all the podcast - HAVE FUN. Our business is hard, and by being real, authentic and avenge fun it allows Katy to have fun whilst people see that see is being real. She highlights she isn’t corporate and that she treats social media the same as walking into a pub. Don’t yell out “who wants to sell their house”, but by engaging with people  and being honest, jokey and fun then you build trust.

Chris ends the episode by curve balling Katy with a question on mental health. He asks Katy how she ensures she gets to the end fo the day and when she witches off she is having fun. Katy highlights she still sees her friends for coffee, plays netball once a week and affirms that being an agent, especially as elf employed agent is very lonely. So surround yourself with a schedule that supports you, as well as people that support you. Katy really opens up about things that have impacting her mental health, but Chris probes her into how she got passed it. The conversation goes to putting things into perspective and releasing you can’t’t let one person or moment impact your reason why you’re doing this job. 

Simon Leadbetter is a marketing geek, there is no other way to put it. He’s held envious positions from CMO to Knight Frank to CEO at Fine and Country. In this episode Simon cover 4 things that you HAVE to master in your marketing to drive responses to your business.

1. Maximising Email Database
2. Social Media
3. Direct Mail
4. Personal Brand Built via PR

Simon quips that’s the end of the show as all his years and data has pointed to the fact that if you nail these four, then you will succeed in driving leads to your business. Chris jumps in and asks how does and agent without a huge budget or brand do this. Simon fires back with  simply by focusing on locality or demography. He highlights that if you’ve been given their email, then you have been given the right to email them. News in the market, Halifax, nationwide and Land Reg House Price index and piece together and update for your local market. 

If someone is thinking of selling in the next 12 months, email is the number one in terms of driving an action (by far). Chris teases out a title that an agent could use such as “What impact will the General Election have on Solihull Property prices”. Be specific and remember, there is no better time to sell than now and you must always promote that. 

Simon also highlights that you can turn a send and forget, to an open conversation where you ask he audience “What have you always wanted to know to know from an Estate Agent”. You can answer these, slip in the answers you want to give. Do this every quarter and I will answer them. 

Social Media - Simon starts by highlighting that Facebook is a non negotiable. But you have to be on at least three. Data backs Simon’s comment of people selling in the next 12 months are Facebook, Instagram, Youtube, X, LinkedIn (in that order). Pick four of them and work out a marketing strategy. If you haven’t got started in 2024, then you need to . The average person scrolls 3 times the height of the the Eiffel Tower on social media a day.

Direct Mail - Chris highlights that he has had mixed success, but immediately mentions he is inconsistent. Legitimate Interest means that you can send 

95% of direct mail is engaged with. The average receives 1.4 pieces of direct mail a day. Be 1 of the 1.4. But don’t got with the mass franked stuff. Be consistent, budget for it, use coloured envelopes that are handwritten. You don’t have to get it all right, but if you can set and forget then do it, but be aware you won’t get the best success. 

Personal Brand and PR - reach out to all your local media companies and mention you’re happy to give comment and property and the local market. Make sure you’re always accessable. Chris mentions he did this in his early estate agency career and ended up on BBC Breakfast. Papers, parish magazine, radio, TV, etc. Put the time in your diary to do it. 

Chris curve balls Simon for an extra golden nugget, and Simon responds with a hard data backed response. Your brand matters. The correlation between your brand and long term instructions is key. Whether a self-employed agent, or multibranch agency, you have to focus on the brand and make it strong. 

Jason has a successfully exited a large estate agency business. He opens with the fact he chooses who he works with and that agents should be in the same position. Don’t be the needy sales person during the market appraisal, but treat the valuation as a choice conversation… in favour of you, the agent

The quality of your questions will have a direct impact on your future”. Chris jumps in and highlights that during script practice at The Estate Agency, the agent can only respond with a question. This allows the vendor to self discover the right decisions. Practice breads confidence. Jason highlights that if he calls you as an agent and asks you tough objections, are you in a position to acknowledge, isolate and overcome the objection?  Whatever you do, don’t practice is on the public. If you want to sign up for some great scripts subscribe to www.chrisbuckler.co.uk

Jason mentions NLP, hypnosis and how he fully believes that if you want to be in the top 1%, then you need to be in the top 1% of communicators. Jason highlights that you need to go onto YouTube, follow Chris Watkin, etc as all the information is out there, but it is up to the agent to be learning based and go and find it. This is exactly the same  advice Dom Marcel gives us in Episode 8, when referring to marketing and positioning clients as your marketing department Podcasts (such as this) and other learning resources have never been more available than now. Agents Together offer you mentors for nothing, and brokerages will help you work from your goals through to the skillset you need to obtain in order to achieve those goals. 

Chris asks the direct question, “Do you have relationship with your goals”. And do your daily activities move you towards these goals, or at times are you often a busy fool? You HAVE to refer back to your goals on a daily basis. Jason highlights a technique for solidifying your goals is to put a red doc on every mirror in your home. This will then trigger thoughts of what his goals are everyday. 

Jason then kicks in with his 5 Killer Coaching Questions:

1. What projects have the highest impact on the future (3 years) Your long game.
2. How can I meet more people in my community? Knowing more people creates more opportunity.
3. What needs to be removed (not added to speed up) What doesn’t work or what is not contributing. Is XYZ best use of my time!
4. How can I improve my service levels. Over and above. This will equal more referrals and recommendations.
5. What is my north star? What is most important. Money or lifestyle. What and who are you doing this for? Remind yourself and tell the world.

Chris jumps in and highlights whether self employed agent or not, that you need to building your own google ranking but rather than just the 5 star review, it is all about the copy in the comments. This is what people pay attention to. 

Chris also then goes off piste and highlights before the val, get agents together with a picture of the property you’re about the value on screen, and text the client with a picture of a the marketing mastermind. “Hey, we are just masterminding a marketing strategy with my fellow agents in order to over expose your property to get the best price the market will allow”. WhatsApp the photo to the client. This is great point of differentiation. Chris then carries on highlighting that you HAVE to put yourself in the mindset that you are going to take the listing, not to give a valuation. 

Chris drops in that before it get’s to fee, always ask the questions?

1. Fee aside, am I your agent of choice? 
2. That’s great - do you mind me asking why?

Which then leads on to the close, especially if you can demonstrate your ability to negotiate (actually by not negotiating) on your fee. 

Jason jumps in with, ”if I can show you that the buyer is going to pay my fee, do you care what I charge”. Knowing your numbers as per the John Savage episode is key here.

Jason ends with, looking after a clients money, looks after your money. 

Dom is a very accomplished self employed agent who has gone on to become one of the most success self employed agents in the country. He now runs a team of self employed agents. 

His first hard hitting tip is that you aren’t in sales, but you are in marketing. This is twofold… you have to market yourself to people. You need to spark emotion as emotion inspires action. Marketing practices is a fundamental for any estate agency. Therefore you have to learn social media, advertising, etc if you want to succeed in our industry until 2030. Dom shares that he sounds like a human, and not an estate agent whenever speaking to clients and within his marketing mix. Dom’s marketing isn’t corporate, for example when doing an open house, reach out to other neighbours and let them know there may be some extra traffic. By doing this you are showing that you are human. It will often then create intrigue and is a great firm moment of contact with the street. Dom highlights that this indirect approach means neighbours will go online to be nosy and then see you great marketing. 

He adds other touch points such as, “we are out of your hair thanks for baring with us” which again indirectly highlights we’ve done our job, which in turn is non ‘estate agenty’ and also promotes more intrigue. 

His second tip is that you just “treat your clients like your marketing department”. So rather than spend on marketing, treat your clients on the standard of service  you provide to them, so that your clients indirectly become the marketing department and refer you business. Do not take for granted the importance a £500 increase with work on the final sale amount and the little things you can do throughout the sales process - they go a long way. Whilst Chris doesn’t discuss this, the fulls right in line with the teachings from the great book, “Full Fee Agent” by Chris Voss and Steve Shull.

By driving a powerful enough emotion to blow someone away, they will actively drive people towards you. Dom mentions a TV show called “The Bear” on Disney Plus (Season 2, Episode 6) in order to understand the levels of customers experience and how you can translate that to your estate agency business. If you can provide such outrageous service, you clients will refer you for life. Go and spend your entire marketing budget on ensuring the experience is so world class. Note it is actually Episode 7 as Chris found out, but WELL worth a watch.

Customer Experience trumps Customer Service and if you offer what Dom suggests and combine it with excellent database management, this should lead to 85% of business being referral business. In the theme of this Dom shows us how to use yearly events to promote your business to the community. He highlights linking this to local Facebook group and how quickly it can help grow your reputation in the community. Events are massively underrated, and there are no such things as past clients. Chris shares all the events (and the events calendar) that he utilises and drives Associates to at The Estate Agency.

The hard thing is that you don’t want to treat giving back like running a business (even though that is what you are doing). Be human and focus on the relationships and not transitions.

Chris closes the podcast by asking Dom what the best piece of coaching advice he has been given. Dom highlights that as you grow you HAVE to document your processes. You will get very busy, very quickly. You need to be able to leave the business tomorrow, and by documenting processes from the off, this will be possible. Learn from Dom’s mistake, who had to take 4 weeks out in order to document his processes. Dom leaves by highlighting that it isn’t fair for clients to receive different experiences  because there is someone else in the business looking out for them. 

With an ex Military background and self proclaimed no BS approach John starts with agents being able to “tell the truth and get away with it’. Especially when other agents may often lie in order to win the business.

So how do you act with integrity and turn yourself into a trusted advisor? John jumps straight into the “anchoring effect”. When it comes to selling a property, the highest figure the vendor is given, then will ankle every decision based on that figure. So if agents are artificially inflating prices in your town, how do you get around it?

Firstly, google the anchoring effect. Secondly remember this Tom Panos quote, “property is not in isolation, it is in competition”. So your goal is to help the vendor self discover what the right price is. 

Agent: “Mr or Mrs. Seller, would you agree with me that property is not in isolation”

Vendor: “Yes”

Agent “So would you agree your property is in isolation”

Vendor “Yes”

Agent “Well at the moment, there are X properties for sale similar to yours on the market, what are you going to do to make all the very best buyers  way from what they are currently looking at, to come and see your property instead?”

This will allow vendors to move away from the anchor and as an elite agent that understands consumer psychology. Chris, jumps in and highlights the importance of asking great questions is key for agents. 

John moves onto data, and the data play. Who is the most competent is the one that wins the conversation. When it comes to objection handling, most agents don’t know how to handle being town they aren’t great. John goes onto share data that you need to prepare in order to ensure you aren’t caught short on the valuation. He believes you HAVE to know the answer to the 20 questions below, before you go into battle?

The first 10 of the 20 questions below are from John’s agents course called ‘Highest Net Profit Formula…’

1. What is the pounds per square foot for the good, the bad and the ugly?

2. What percentage of asking price do you or your agency achieve on average for your sellers?

3. How many days are your current clients property’s on the market before they go under offer?

4. What has been your viewing to offer ratio been in the last 12 months

5. How many properties have you been instructed to sell and how many of these have you completed on (last 12 months)

6. How many properties have you sold at the asking price or above in the last 12 months?

7. Can you explain in detail what other properties similar to the property your valuing have sold and when?

8. How will local, national and international economies affect the sale of property in your area?

9. What questions will you ask buyers to be absolutely confident they will make your client an offer before they go to your clients home?

10. What are your sole agency fee’s? If below 1% why? If 2%, why? 

Chris highlights when he sold his last property that agents he invited in offered a 26% price variance, which is shocking. If you have a world class pre valuation call, this should never happen. 

Do not be afraid of other agents in your area. It is OK to share what other agents sell for / their stats and John believe this is a superpower. By being confident John wins the conversation. Turn your vendor into a critical thinker and allow other agents stats to do your talking. Chris ad to this, that you should never bad mouth another agent. 

What is great about John is he turns the table on the vendor that he is interviewing them.

Final thoughts, property is not in isolation it is in completion. Remember that takeaway and 

John SavageTikTok · John Savage55.7K+ followers

Chris Webb is an estate agency author, coach and all round nice guy. In this episode he shares some fundamentals which offer a great refresher for the experience agent, and a no nonsense approach for those newer to the industry.

Chris starts with lead generation, highlighting that if you are good at it, everything else falls into place. Both Chris’s are in agreement that everything else is downstream of lead generation. 

Chris B, highlights that you are a lead generator first, and an estate agent second. Chris W uses a tool of asking agents to rank themselves out of 10 as an agent, then ask the same question but for how well known they are in that area. There is often a difference and that is the chasm that the agent needs to cross. Chris W uses a tool with his clients of writing down all the ways that you can get leads into your business. Withdrawn letters, build emails, etc. Then write down what you are actually doing in the next month. Both set of questions show disparity on where agents want to be and where they are now. 

Again, Chris W hits on that 80-90% of agents time should be spent lead generating. If you’re self employed and you only have 4-5 properties on at then this is only 10 hours a week to service. The rest of the time needs to be spent lead generating.

“If it isn’t in your calendar is doesn’t exist” if a quote both Chris’s agree with when it comes to time block in the above. You can move appointments around as agents we need to be fluid. “If you erase you replace”. 

Chris W highlights that it isn’t a one size fits all and you have to work out what to use. 

Chris B curve balls Chris W by telling him then he firmly believe agents should not take a call of a buyer wishing to offer, if they agent is in a middle of a lead generation task.

Chris W moves the conversation to what can we do to get properties on the market. What do you do pre and post market appraisal to increase the changes of wining. If you don’t win the appraisal, then get someone else to ring for feedback, but will highlight areas for improvement, but is also a time to re-pitch and ask “if it doesn’t work with the current agent, would you be happy to use is as your second agent of choice”.

“Is it too greedy of you to want to be first and last”, from Chris W rounds off the conversation of his post val tips.  

Your property details are not there to sell the property, don’t give it all away. Show off the best 8-12 photos of the property. Don’t repeat what the portals already tell you such as bedrooms, etc in the first line. 

The conversation then moves to client feedback. Chris W is a a huge advocate of vendor care and that it needs to be weekly. This also allows you to work towards a price adjustment conversion. It is very agents for agents to shy away from this, but in essence you’re opening up your clients to competition who will be hearing from them, more than they hear from you. 

Chris B highlights as agent sending videos to clients, which most agents wouldn’t do, but Chris W highlights that you don’t get two way feedback. If in doubt pick up the phone. Chris B highlights the importance of when you update the vendor and allowing it to be on your time and not on theirs, especially if they’re on a long motorway journey and are ringing “for a quick check in or update”.

The real message in this podcast is that you have to be structured, create your own processes and protect your time and make sure that your number one activity is lead generation. 

Choosing Another Agent: Could you share what led you to that decision? Were there particular services or offers they provided that you found more appealing?
Future Consideration: If things don't work out with your current estate agent, would you consider using our services in the future? What could we do to be your first choice next time?

Alex is a world class agent who has recently stepped into the self employed word. He kicks off by saying "don't be afraid to do the things that everyone's afraid to do". You have to get comfortable being uncomfortable.

Chris resorts by asing how you get into that mindset. Alex highlights there are people that have to knock on doors and offer world shattering news to people. He touches on door knocking but highlights that they have had some nice conversations. Alex leads with leading with value whether door knocking or with a video. Chris asks "do you think every agent in the UK should door knock?".

Alex suggests you need to do what works well for you, but that every agent should try it. Alex tells Chris in order to get into the mindset, you have to remind yourself what you are doing and that it becomes far more real when you become a self-employed agent. He highlighted there was a house he didn't knock on, and now they have changed agent. Alex highlights that the "lost listing" could have led to a lot more business, but you have to move on and learn from it. Fail forward, fail fast, fail often.

Chris closes the conversation that every agent should door knock with value. The UK is one of the only counties where you can knock on someone's door with a for sale sign. In other countries you can lose your license.Alex highlights that don't copy what other agents do. Do your own thing and work out what you can do better than the other agent, such as Sunday openings. Work out what it is, and create this as you USP and become the digital mayor of your town.

Alex then goes on to mention that if someone wants to choose another agent, you have stats and data that highlight why you will perform better than the other agent. This is key. Chris then highlights if you work this with scripts (and ask great questions) then you should be onto a winner. The conversation is rounded off with charging what you are worth. Chris pushes Alex on whether agents should drop their fee. But actually, the client isn't as fussed on fees as the agent. Alex calls fee promotions "a loose around your neck", and that is what you become known for - a discount agent. The reason I am £5k more Mr Vendor... If you ask most people what 1.25% of £575,000 is, most people can't do maths. So often it works putting things into figures allows clients to make decisions. He also mentions that he casually drops his fee, and then mentions that he will come back to that later. Chris loves this and highlights that fee only becomes an issue when value comes into play. Chris goes on to share some scripts when charging a higher fee, "do you think I will outperform, outnegotiate or both the other agents?". Getting the client to tell you this, reaffirms what you should charge a high fee and "If I can't negotiate on my own money, how do you expect me to negotiate on yours?".

Alex discussed turning business away. You have to get yourself into a position where you can choose to walk away. To sum up, Alex highlights "input = output". Always try to be 1% better every day.

Season 4 is here and we are doing things differently.This series is not about listings, lead generation or fee structures. It is about the habits, routines and mindset shifts that separate good agents from truly elite performers. Because if you are not showing up as the best version of yourself, you are leaving everything on the table.To open the series, Chris sits down with Sian-Louise Tangney for a conversation that is as honest as it is inspiring. Sian-Louise has spent nearly a decade building a high performing estate agency business whilst raising a daughter as a sole income household, navigating international time zones and refusing to compromise on who she is in the process.This one is personal, practical and genuinely worth your time.Across the episode they cover:

• why Sian-Louise starts every single morning with a smile before she even opens her eyes, and the science behind why it works
• the power of human connection first thing in the morning and why your phone can waithow controlling your emotional response to deals falling through is one of the most underrated skills in estate agency
• why celebrating wins quietly and investing wisely has built her more stability than any commission splurge ever could
• the importance of moving your body every day, even when life gets in the way, and why for Sian-Louise it is not optional
• how she protects her evenings, manages multiple time zones and still finds five sacred minutes for herself every day
• why magnesium before bed changed her sleep, and why five to six hours has been sustainable for years
• the non-negotiable rule she lives by when it comes to negativity and the people she allows in her circle
• how relationships naturally evolve as you grow, and why letting some go is not a betrayal but a boundary
• and what she does the moment she feels herself slipping into a negative headspace

Whether you are employed, self-employed or somewhere in between, if you want to perform at a higher level and protect your mental health while doing it, this episode is for you.Subscribe, leave a review and share this with an agent who needs to hear it. Season 4 is just getting started.

Ali Harper is long time friend and one of the top agents at Exp UK (other models are available such as The Estate Agency).

On this quick fire post cast Ali talks about the importance of growing you team with individuals that aren't the same as yourself. You need to recognise your own weaknesses and employ people to fill those gaps.

Ali pushes the importance of taking the leap into self-employed estate agency as wish he would have done this sooner. "I've never felt freer or happier... life is on my terms now".

The discussion then goes onto fees... Asking for the business and going high on fees is a message Ali pushes charging 9x that of his local competition. He goes out with the mindset of knowing he is going to win the instruction. If you want to run your own business, then you need to back yourself. If you don't then don't go self employed. But when you do, ask for the business.

Chris highlights using a "10% over" fee strategy on what Ali terms "your already high fee" work very well, as they often do in Scotland. "If the client invites you out, it is yours to lose".

Chris reemphasises that the lead generation should form the start of every day, especially if you're not great at admin. Ali goes onto agree that in order you grow the business, then this is a non negotiable.

Being raw, Ali goes into different aspects of his business and highlights that he focuses on the thing that is going to make the most money.

He highlights @https://www.instagram.com/daniel_daggers/?hl=en being the best agent in the world to follow.

Ali can be found at https://www.facebook.com/harpersprop/

Matt Giggs - top agent and coach. Matt starts off by hitting the audience with why agents should NEVER negotiate on fees. Remember we are the one of the only industries in the world where you only get paid at the end of the transaction!

Matt argues you should focus on the things that you can control, and not waste time on things you can't. He highlights that you should spend a proportion of each day listening to podcasts, or anything that lifts you up and puts you in a great headspace including Les Brown - https://www.youtube.com/watch?v=tOv8E4ifVWY

Matt also advocates disconnecting from tech early and ensuring your morning routine is in place. He highlights, again, that listening to podcasts, comedy, anything to lift you energy and DON"T read your emails and texts first thing.

Tech - Matt highlights putting in place tech that allows agents to do their job and take away the mundane and this will be poignant when choosing your CRM.

Matt also highlights the importance of trusting yourself and trust your gut. Your intuition should always drive you. Don't always try and do things for other people. Your inner voice is your core values and your beliefs.

Matt's productivity hack is to set one goal a day that will move your closer to your goal.

His book of choice is Atomic Habbits, by James Clear (the same as Simon Gates) regarding agents linking rabbits to get to their end goal.

Socials - Matt picks Trevor Kearney https://www.instagram.com/superprimesurrey/

Matt finishes with the Secret to success is your core values. You have to work with them and ensure they play a part in your day to day journey.

Matt can be found at https://www.linkedin.com/in/mattgiggs

Nat, who has been in the industry as an estate agent and supplier for 35 years shares some nuggets from his years on the front line. A big fan of proptech, Nat offers listeners free use of his ValPal tool for two weeks via this link - https://landingpage.angelsmedia.co.uk/vp-free-trial/

Nat believes that there will be consolidation in proptech in the next 5 years and highlights the importance of prospecting, prospecting and prospecting. He advises that you can set up certain rules in his inbox so that he doesn't become distracted from his and your main task - prospecting.

Nat also shows the importance of listening, repeating back and clarifying. His favorite book for estate agents is, How to win friends and influence people - Dale Carnegie. Nat highlights that in order to win clients, you need to ask great questions and speak 10% of the time. "Don't be the usual salesman".

Best people to follow in our industry: https://www.instagram.com/ryanserhant/?hl=en

Nat's property Natter: https://www.estateagenttoday.co.uk/community/personal-profile/283-nat-daniels

Simon Gates has become one of the best known names in estate agency over the past few years. From his background as a world class agent, to becoming THE marketing go to (especially for Direct Mail campaigns). In this episode Simon shares some absolute gold including free online tools that will set you apart from the competition, books he has read that has changed the path he is on, to best practice that you can immediately implement into your estate agency business such as setting up a Linktree.

Chrome Extensions for Rightmove:

Property Log - https://chromewebstore.google.com/detail/property-log/jccihedpilhidcbkconacnalppdeecno?hl=en-GB

PATMA - https://www.patma.co.uk/page/property-tools-browser-extensions/

Address Helper For Rightmove - https://chromewebstore.google.com/detail/address-helper-for-rightm/lifjjkbfffnigehemaibfklomnbklmad?hl=en-GB

Property Data - https://propertydata.co.uk/browser-extension

GoFullPage - https://chromewebstore.google.com/detail/gofullpage-full-page-scre/fdpohaocaechififmbbbbbknoalclacl

Propbar - https://chromewebstore.google.com/detail/propbar-property-data-enh/pccbghdfdnnkkbcdcibchpbffdgednkf?hl=en-GB

"Care, but don't care too much". "Stand on the shoulders of giants".

Contact Simon on https://linktr.ee/Gatesy91