Explore every episode of the podcast The Estate Agent Consultancy Podcast
| Title | Pub. Date | Duration | |
|---|---|---|---|
| November Lead Generation Series: Your Contractors Could Be Your Best Source of New Landlords | 10 Nov 2026 | 00:08:04 | |
Your contractors are in landlords’ properties every week. They’re speaking to people dealing with repairs, managing their own rentals, renovating properties and getting ready to let them out. But are they recommending your agency when those conversations happen? Week two of our November Landlord Lead Generation series looks at how letting agents can turn contractor relationships into a genuine source of landlord referrals. Not by making things complicated, introducing elaborate schemes or assuming contractors will automatically send business your way, but by building good working relationships and simply asking for the recommendation. Your contractors already see how your agency operates. They know the standards you expect, how you treat people and what it’s like to work with your team. It’s time to make sure they know you’re looking to grow, too. Your action point: Choose your top 10 contractors, arrange a conversation and tell them exactly what kind of landlord you’d love them to introduce you to. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| Views Don’t Pay the Bills: Turning Social Media Into Instructions | 09 Nov 2026 | 00:12:32 | |
Tens of thousands of views. No new clients. Sound familiar? In this episode, Chris Webb explains why most estate agents stop their social media strategy at the reel, and how to turn that attention into instructions. Chris covers the real purpose of social media for an agent: being known, liked and trusted before the valuation. He explains how to work out what content to make by imagining a seller sitting next to you in the pub. You’ll also hear why a high-value lead magnet beats a five-minute PDF every time, and how to nurture leads so sellers feel they owe you the instruction. Finally, Chris explains why 200 local views beat 200,000 views from Mongolia, and how tracking links and AI show you exactly what’s working. Get it right and social media becomes a lead-producing machine you can turn up or down whenever you like. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| Nobody’s a Natural: How Estate Agents Can Beat Camera Shyness | 07 Nov 2026 | 01:07:08 | |
You know video works. You know vendors and landlords want to see who they’ll be dealing with before they pick up the phone. But the moment the camera’s on, your mind goes blank, you hate how you sound, and the recording ends up deleted. This episode is taken from Toby’s live show Distracted - a live stream in which anyone can join as a surprise guest. It’s about camera shyness, and why it stops so many good agents from showing up online. Toby looks at why we cringe at our own faces and voices, and how to get through it so filming becomes routine. Toby is joined by Natalie Barton and Alistair Brown. Alistair explains why nobody is a natural on camera, and why a highly polished video can actually work against you. Natalie argues against trying to nail everything in one take, and shows how filming in short chunks takes the pressure off. In this episode:
📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| Low Guide Prices, Upfront Fees and Walking-Down-the-Street Videos | Jack Bowyer | 06 Nov 2026 | 00:34:01 | |
In this episode, Chris talks to Jack Bowyer, a self-employed estate agent in Wandsworth, about what it really takes to build a successful estate agency on your own. Jack’s first attempt nearly ended in disaster, so he explains what he got wrong, what he changed the second time round, and the simple habits that made the difference. They cover why you shouldn’t be a “secret agent”, how to make unstaged social media content work, why Jack prices properties lower than the competition and explains it to sellers, and how an upfront marketing fee and signed paperwork filter out time-wasters. They also get into choosing the right clients, outsourcing, and building a business without sacrificing your family life. In this episode:
This episode is sponsored by Iceberg Digital, an AI operating system for estate agents that brings prospecting, marketing, CRM, compliance and your website into one connected system. Book a demo at icebergdigital.co.uk. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| Your Next Instruction Could Already Be in Your Database | Mark Hinkins, Rex | 05 Nov 2026 | 00:42:24 | |
How much business are you missing from the contacts already sitting in your CRM? Rachel is joined by Mark Hinkins from Rex to explore how estate agents can use AI, smarter systems and better follow-up to uncover opportunities and free up time for the conversations that matter. They discuss how AI can identify who to call, why to call them and what to say — alongside the crucial question of when technology should hand over to a human. Plus, why being a brilliant estate agent doesn’t automatically make running your own business easy, how sales and lettings teams can stop opportunities slipping between them, and why getting the basics right still matters as much as the latest AI features. A practical conversation about making your systems work harder while keeping personal service at the heart of your agency. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| Stop Punching Yourself Twice | 04 Nov 2026 | 00:10:14 | |
That “have I got an exam coming up?” feeling when you wake up. Sound familiar? In this episode, Chris Webb opens up about the nerves he felt in the run-up to the Personal Estate Agency Awards. He shares what he does to keep them under control, and how you can use the same approach in your own business. Chris explains “punching yourself twice”: dreading something for weeks, then having to do it anyway. He covers why your brain tries to keep you on the sofa, and a study he cites showing that 91% of the things people worried about never happened. Using his talk at Propex as an example, he shows how to separate what you can control from what you can’t. You’ll hear how to turn valuation nerves into a checklist: a 10-out-of-10 pre-valuation process, over-researching the property, and nailing your pitch. Chris also explains why there are levels to this game, from his first £200,000 offer to negotiating on a £4 million house without blinking, and why, as Rachel Ollington puts it, every new level brings a new devil. Prepare what you can control, let go of the rest and get on with it. Most of what you’re dreading will never happen. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| November Lead Generation Series: Turn Your Let-Only Landlords Into Fully Managed Clients | 03 Nov 2026 | 00:11:58 | |
I've said it before and I'll say it again, your let-only landlords could be some of the easiest opportunities for growth sitting right under your nose. They already know your agency, they’ve used your tenant-find service and they’ve seen how you work. So why are they still managing the property themselves? In the first of my November Landlord Lead Generation series, I’m sharing three practical conversations you can have with your let-only landlords as we head into 2027 to demonstrate the value of your fully managed service, from the Rental Property Database and upcoming EPC changes to the questions landlords are asking about the Renters’ Rights Act. It’s all about picking up the phone, understanding what your landlords need and showing them where your agency can help. If you want to grow your managed portfolio in 2027, start with the landlords you already know. Your action point: Make a list of your let-only landlords and identify who you need to speak to first. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| Your January Sellers Have Already Picked Their Agent | 02 Nov 2026 | 00:09:27 | |
“We’ll get the marketing going properly in January.” Sound familiar? In this episode, Chris Webb explains why the sellers who move in January make their choice in November and December, and how to make sure it’s you they choose. Chris starts with the 95% of homeowners who aren’t on the market today but are thinking about it, from the “New Year, new house” Christmas dinner conversations to the ones having one last Christmas before the divorce. He explains why the agent who knocks three weeks after a price reduction has already lost, because the seller made their mind up a month earlier. Then he walks through what to do now: helpful Q4 content such as spring-move checklists and the mistakes homeowners make, a fresh look at your past valuations, withdrawn properties and old enquiries, and doubling down in December while your competitors go Christmas shopping. Go from gear three to gear four while they drop to gear two, and you’ll be the fit one at the gym when the January crowd turns up, just like the agents who kept working through lockdown. Start now, and you’ll be on chapter three of 2027 while everyone else is still rubbing the sleepy dust out of their eyes. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| The Most Important Episode You’ll Hear This Year (And It’s Not About Listings) | 31 Oct 2026 | 00:30:58 | |
She felt fit, healthy and completely well. Then she found a lump in the shower. In this Saturday episode, Toby Martin shares one of the two sessions at the heart of the 24-Hour Open House, a conversation with Emma Hildesley of Breast Cancer Now and Emma Harvey-Kitching, who was diagnosed with breast cancer at 39, more than a decade before NHS screening begins. Emma Hildesley explains what Breast Cancer Now actually does: free support for anyone affected, including a nurse-led helpline, online forum, groups and one-to-one matching with volunteers who’ve been through it, alongside research that has helped transform HER2-positive breast cancer from a subtype once linked with very poor outcomes into one with highly effective, personalised treatments. Emma Harvey-Kitching talks candidly about finding a lump, waiting months before seeing her GP, starting chemotherapy within four weeks of diagnosis, keeping working through treatment, and why finishing treatment isn’t the same as feeling “all better”. She also explains how Breast Cancer Now’s information helped her make sense of what her doctors were telling her, without falling down a Google rabbit hole. The episode closes with practical advice for everyone, men included: the TLC approach (Touch, Look, Check) and the signs and symptoms worth getting checked. It won’t help you win more instructions, but it might help you protect something far more important. ❤️ Donate to the 24-Hour Open House at 24hourwebinar.com. Every penny is split evenly between Breast Cancer Now and Andy’s Man Club, and every donor gets on-demand access to all 37 session recordings. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| “I Just Had to Make It Work” – Gemma Castillo on Building Her Estate Agency From Scratch | 30 Oct 2026 | 00:35:40 | |
Gemma Castillo didn’t spend years working her way up through traditional estate agency before going self-employed. She took the opportunity, committed to making it work and learned along the way. Three years later, Gemma has built a successful estate agency business — and in this episode, we unpack exactly how she did it. We talk about the reality of starting with no listings, why consistent lead generation matters, the marketing that helped Gemma win her first instructions and how she went from avoiding social media to using her personality to attract clients. We also get into outsourcing, sales progression, communication, referrals and why trying to do absolutely everything yourself can eventually hold your business back. If you’re thinking about becoming a self-employed estate agent — or you’ve already launched and want to grow — there are plenty of lessons in Gemma’s journey you can apply to your own business. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| All Estate Agents Are the Same… Aren’t They? | 29 Oct 2026 | 00:16:52 | |
“I could do your job. You just put houses on Rightmove.” Sound familiar? In this episode, Chris takes on one of the most frustrating things an estate agent can hear and shows you how to become a field of one in your local market. You’ll hear how to niche your messaging so the right sellers feel you’re made for them, and how to turn features into benefits sellers can’t ignore (that £8,000 photography conversation). Chris also covers front-loading your valuation process so sellers have chosen you before you arrive, and building a memorable selling framework they can explain to their partner afterwards. Finally, you’ll hear why the seller’s real goal is getting to their next home, and how lining up with that wins you the instruction. Do this well and fee becomes a non-issue for most sellers. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| What Homeowners Really Want From Your Valuation | 28 Oct 2026 | 00:09:36 | |
Eighty-six per cent of homeowners say the valuation matters when choosing an agent, so why do so many agents wing it? Chris walks through a Get Agent report, as featured in The Negotiator, on what vendors look for, and what it means for your own appraisal process. You’ll hear why the valuation is really an audition, why knowledge, confidence and strategy beat price, why a quick professional follow-up report wins instructions, and why consistent branding builds trust. Chris also shows how a small lift in conversion, from 30% to 45%, means 50% more instructions from the same appointments. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| Is the Landlord Right for Your Agency? | 27 Oct 2026 | 00:09:57 | |
What if your next valuation isn't just about whether the landlord chooses you? What it you're deciding whether you want the landlord? We're so used to trying to win instructions that we can forget to ask whether every landlord is actually right for our agency. So today we're flipping the usual valuation conversation on it's head and looking at the landlords who can create disproportionate work, stress, compliance problems and reputational risk. A bigger portfolio isn't automatically a better portfolio. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| How to Build a £100k Estate Agency Without a Big Team | 26 Oct 2026 | 00:11:06 | |
Plenty of self-employed estate agents build a business they never wanted: longer hours, less pay and no holidays. Chris shares the simplest way to build a £100,000 estate agency without running yourself into the ground. He covers why discounting your fee to win your first few instructions attracts the clients you least want, how to protect your lead generation time and outsource the rest, and how to create capacity so that taking your instruction is a privilege rather than a favour. He also covers deciding early what “enough” looks like, because a one-person £100k business is a perfectly good business. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| Behind the Scenes, Hours Before the First Personal Estate Agency Awards | 24 Oct 2026 | 00:17:48 | |
In this episode, Toby Martin turns the tables on Chris Webb, catching him just hours before the inaugural Personal Estate Agency Awards to find out why he built them and what separates the agents who win. Chris explains why personal estate agents are among the loudest voices online but have rarely been recognised by the industry, and what being a personal agent really means: one point of contact, hyper-local, an agent for the community rather than just in it. He talks about what’s pulling both agents and sellers towards the model, the “succeed or die, no plan B” mindset he sees in almost every winner, and how eight independent judges whittled 350 nominations down to 36 winners across 12 categories, with some decided by half a point. He also shares why community impact was non-negotiable, how half the judges independently named the same person for the secret Judges’ Award, the finalist who won an instruction just by posting about the nomination, and his prediction for where personal estate agency goes over the next five years. Not a winner this year? Being in the room already puts you near the front of the queue, and next year is just around the corner. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| Stop Being an Order Taker: How Great Estate Agents Create More Business | Tony Morris | 23 Oct 2026 | 00:36:26 | |
What separates the estate agents who consistently win instructions from those waiting for Rightmove, referrals and the phone to deliver their next opportunity? In this episode, I sit down with sales trainer and author Tony Morris to talk about becoming an order maker rather than an order taker. Tony has spent almost 20 years training salespeople and estate agents, and we get into the practical conversations, questions and processes that can make a genuine difference to an agent’s results. We discuss how to qualify a market appraisal properly before you even walk through the door, why meeting every decision-maker matters, and the questions that uncover what a homeowner actually wants from their agent. We also cover charging higher fees and communicating your value, dealing with competitors who overvalue, improving your follow-up without becoming annoying, using the right communication channels and creating clients who actively recommend you to other people. There are plenty of practical scripts, frameworks and ideas in this one that you can take straight into your next market appraisal. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| What an 85-Year-Old on a Mobility Scooter Can Teach You About Social Media | 22 Oct 2026 | 00:08:42 | |
On a night out in Benidorm, Chris spotted an 85-year-old livestreaming to TikTok from a mobility scooter, with music blaring and around a thousand people watching. It’s an unlikely lesson, but it makes a point every estate agent needs to hear: the things you find boring about your job are fascinating to everyone else. Chris explains why people love property content, why personality beats production quality, and how to stop overthinking what you post. Valuations, offers, price reductions and handovers are all things the public rarely sees, and they’re worth sharing. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| How I’d Build a Personal Estate Agent Brand From Scratch | 21 Oct 2026 | 00:17:51 | |
If Chris had to become the best-known estate agent in a local area, he wouldn’t start by designing a logo. In this episode he shares the personal branding plan he’d use to go from zero attention to everyone in town knowing who he is and what he does. He explains why you should aim for a “Marmite” brand rather than trying to please everybody, and how to pick a specific audience and just two to four things to be known for. He also covers why a personal brand needs your face, how to be omnipresent online and offline, and how to build proof through case studies and video testimonials without bragging. Finally, he shows how to turn followers into leads in your CRM with one clear next step, because likes don’t pay the mortgage. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| The C word: 5 Things Your Letting Agency Should Do Now To Prepare! | 20 Oct 2026 | 00:08:44 | |
Yes, I said it...Christmas! It might feel a little premature to start your Christmas prep, but as you know, for letting agents, the festive period has a habit of arriving just when everything else is going slightly bonkers. Today i'm sharing five things you can get organised now, from landlord and tenant communication and maintenance to Christmas cover, marketing and getting your January action list ready. A little preparation now can make a massive difference when December arrives, giving you a much better chance of enjoying Christmas rather than spending it answering maintenance calls. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| The Commission Mistake That’s Demotivating Your Team | 19 Oct 2026 | 00:07:48 | |
Estate agents wait around six months to see the reward for a good day’s lead generation. That gap is killing motivation, especially in new team members. Chris uses a vacuum-cleaner salesman to show why the distance between doing great work and getting paid matters, and how to shorten it without hurting your cash flow. Inspired by a conversation with a client expanding from a one-person band, this episode covers paying out earlier for things like financial services appointments, market appraisals booked and marketing fees. It also covers why you need to know your conversion numbers before you set any of it. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| Solving Overwhelm: The Science of Stress for Busy Estate Agents | 17 Oct 2026 | 01:22:27 | |
Back-to-back valuations, a phone that never stops, and a to-do list that grows faster than you can tick things off. If you’ve ever felt frozen by the sheer volume of work in estate agency, this episode is for you. In this episode, taken from Toby’s live show Distracted, we look at why overwhelm isn’t a failure of willpower or discipline. It’s your brain doing exactly what it was built to do. Toby explains the “amygdala hijack”, the reason your inner head of security can lock the rational CEO out of its own office. Then he moves on to practical ways to calm things down in the moment, and to structural changes that stop overwhelm happening in the first place. Toby is joined by TEAC coach Hannah McCartan, who shares what she learned from years of running an agency. Her tips include box breathing, turning “shoulds” into “coulds”, and separating your musts from your nice-to-haves. Author and former agent Rowan Waller talks about how writing gave him a way out of a business he’d come to dread. He also writes and performs a poem on overwhelm, live, in about a minute. In this episode:
Plus: Our upcoming webinar, Work Smarter, Win More Listings. You can register for free here: https://us06web.zoom.us/meeting/register/0f5avtqtT7i8vq8agW1AKg#/registration 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| Why Being Yourself Is Your Biggest Advantage in Estate Agency | Emma Redley | 16 Oct 2026 | 00:36:11 | |
How much of the real you are you actually showing in your estate agency marketing? In this episode, I’m joined by Emma Redley to talk about personal branding, social media and why agents need to stop trying to look and sound like everybody else. Emma shares her journey from marketing and PR into estate agency, how she initially struggled with confidence on camera, and why she eventually learnt to stop worrying about other people’s opinions and put more of her real personality into her content. We discuss:
A really enjoyable conversation about confidence, authenticity, consistency and being brave enough to actually be yourself. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| How to Stay the Underdog (and Beat the Big Agents Without Copying Them) | 15 Oct 2026 | 00:08:21 | |
Britons love an underdog, and they love knocking people down a peg just as much. In this episode, Chris explains why your job as an independent agent is to stay David for as long as you can, and why trying to out-measure Goliath on branches, listings or boards is a fight you don’t need to have. You’ll hear how to turn “we’re small” into a genuine selling point, how to keep a David wrapper on a Goliath cake (small-team service on the surface, tech, AI and outsourcing behind the scenes), and why you shouldn’t recreate the corporate culture you left. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| If I Had to Start an Estate Agency From £0, Here’s Exactly What I’d Do | 14 Oct 2026 | 00:19:07 | |
No listings, no database, no Google reviews and virtually no budget. If Chris woke up tomorrow having to start an estate agency from absolute zero, what would he do? In this episode he walks through the exact steps, in order. He starts with a minimum viable product, then shrinks his patch to a hyper-local area sized to the number of salespeople. He tells everyone he knows (including a WhatsApp broadcast trick) and goes after the 5–10% of homeowners already thinking of moving. Then he tracks what’s working so he can build a winning formula, leverages every win into the next instruction, and keeps costs lean for the first 12 months. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| Why Your Letting Agency Should Have Its Own Local Landlord Podcast! | 13 Oct 2026 | 00:11:05 | |
There are thousands of property podcasts out there… but how many are actually talking to landlords in your local area? This episode is all about an opportunity I think letting agents are massively overlooking: creating your own local landlord podcast. Imagine having somewhere your local landlords can listen to you talking about exactly what they want to hear: What’s happening in your local rental market! Talk about investment opportunities and potential returns, refurbishments, HMOs and holiday lets, changes in legislation and what they mean for landlords. Give them an education around local tenant trends and what you’re seeing on the ground, real examples of landlords you’ve helped and properties you’ve transformed And it doesn’t have to be just you. You can bring on local builders, EPC assessors, mortgage brokers, accountants, solicitors and, best of all, your own landlords to share their investment journeys. This gives real expert opinions and information whilst building your relationship with other business experts. It’s not about becoming the next big podcast. It’s about becoming the agent your local landlords listen to, trust and think of first. Your local property knowledge is your advantage. Why not turn it into content? 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| How to Get More Done in Your Estate Agency (Parkinson’s Law Explained) | 12 Oct 2026 | 00:09:23 | |
Ever noticed how a job takes as long as the time you give yourself to complete it? In this episode, I break down Parkinson’s Law and how you can use it to become far more productive in your estate agency without simply working longer hours. We look at why tighter deadlines can force you to focus on what actually matters, how to make better use of the small gaps in your diary, and why giving yourself 30 days to achieve something can produce a completely different result to giving yourself just one day. I also share how I use this approach in my own working day — fitting podcasts, marketing and other important jobs into small windows of time rather than allowing them to expand unnecessarily. If you regularly finish a busy day wondering “What did I actually get done?”, this episode will help you rethink how you manage your time. Work hard when you’re working, give yourself tighter deadlines, and judge the day by what you actually produced. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| It's OK To Talk: Andy's Man Club and Mental Health | 10 Oct 2026 | 00:42:20 | |
Why do we find it so hard to share our worries? What happens when we bottle them up? How can we get better at managing our mental wellbeing? Today's episode features a conversation with Andy Barton from the charity Andy's Man Club, who are on a mission to drive down male suicide rates by encouraging healthier conversations around mental wellbeing. This conversation formed part of The 24-Hour Open House, a charity event raising money for Andy's Man Club and Breast Cancer Now. You can find more information about the event, donate to the fundraiser, and access all of the on-demand videos at 24hourwebinar.com. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| What the Best Self-Employed Estate Agents Do Differently | Jack Durkin | 09 Oct 2026 | 00:38:38 | |
What separates the self-employed estate agents who build successful businesses from those who struggle to gain momentum? In this episode, I’m joined by Jack Durkin, co-founder of The Avenue Estate Agents, to talk about what he has learnt from building the business and supporting a growing network of self-employed agents. We discuss why quality over quantity has been central to The Avenue, as well as the habits and strategies Jack sees consistently among its highest-performing agents. We cover:
Jack also shares how The Avenue has grown from around 15 agents when we last spoke to 26 today, while deliberately resisting the temptation to chase growth for growth’s sake. If you’re already a self-employed estate agent — or you’re considering making the move — this episode gives a really practical look at what it takes to build a sustainable, profitable business. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| Are You Giving Sellers Too Much Choice? The Paradox of Choice in Estate Agency | 08 Oct 2026 | 00:09:35 | |
More choice sounds like better service. But in estate agency, too many options can actually make it harder for clients to make a decision — and that could be costing you instructions, sales and conversions. In this episode, I break down the paradox of choice and how it applies across your estate agency business. From marketing packages and fees to pricing strategies, offers and even your website, we look at why bombarding homeowners with options creates unnecessary mental load — and why your job as the expert is to simplify the decision. I cover how to narrow down the options, make clear recommendations and give clients one or two sensible routes forward rather than handing them a menu of everything you could possibly do. Sometimes, giving your clients less choice can make it much easier for them to say yes. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| How to Use Price Anchoring to Win More | 07 Oct 2026 | 00:10:44 | |
Want to charge higher fees, secure upfront marketing payments and make price and offer negotiations easier? In this episode, I break down price anchoring — a simple psychological principle that can completely change how homeowners and buyers perceive a number. We look at how to use anchoring when discussing your estate agency fee, presenting marketing packages, negotiating offers and having price reduction conversations. The important lesson is that people rarely judge a number in isolation. They compare it with the numbers around it. Use that correctly, and the exact same fee can suddenly feel far more reasonable, an upfront marketing package can become the obvious choice, and your negotiations can become much easier. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| How to work with the seasons in your agency, not against them! | 06 Oct 2026 | 00:08:29 | |
Your letting agency doesn't perform at the same level all year round and that's completely normal. In this episode, i'm talking about the different seasons your agency goes through, from busy new-instruction periods and maintenance-heavy months to quieter times when you can finally step back to work on the business. The trick isn't trying to push every part of the business at 100% all year. it's understanding what season you're in, what needs your attention right now, and where your energy will have the biggest impact. Sometime the smartest thing you can do is stop trying to do everything, all the time. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| The 4 Types of Homeowner Your Estate Agency Marketing Needs to Target | 05 Oct 2026 | 00:12:06 | |
Most estate agents focus their marketing on one group: homeowners who are ready to sell right now. The problem? That’s only a tiny percentage of your local market. In this episode, I break down the four stages of homeowner awareness and explain how your marketing should change depending on where someone is in their moving journey. We cover homeowners who aren’t even thinking about moving yet, those starting to recognise a problem, those actively researching their options, and finally those deciding which estate agent to instruct. If you want your marketing to generate instructions not just today, but six months, one year or even several years from now, this episode will help you build that pipeline. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| Distracted: The Secret to Consistency | 03 Oct 2026 | 01:05:39 | |
Why is it so hard to form a consistent habit? How do we form habits that stick? What should we do if we fall off the wagon? In this replay of Toby's weekly live YouTube show Distracted, he discusses the secrets to success with his guests. They cover the psychology of how our brains form habits, how to plan your day to produce consistently good quality work, and practical techniques that help to form new habits that last. You can download a one-page summary of the practical tips in this episode from www.tobyisdistracted.com. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| How to Become the Estate Agent Everyone Knows | Ollie Hawkins | 02 Oct 2026 | 00:29:41 | |
Ollie Hawkins has spent nearly 25 years in estate agency, but it was moving into the self-employed model that allowed him to build the type of business he’d always wanted. In this episode, Ollie joins me to talk about how he’s become a highly recognisable estate agent in Tadley, built a business around delivering a genuinely personal service, and created a growing stream of referrals and recommendations. We talk about why he deliberately chose not to compete on cheap fees, how specialising in family movers has shaped his proposition, and why he wants clients to see him as their “estate agent for life”. Ollie also shares his “price to entice” approach, how his Beat the Portals strategy uses social media to generate early buyer interest and create competition, and how this contributed to him achieving an average of 104% of asking price in 2025 with an average listing-to-sale time of 13 days. We also cover lettings, personal branding, becoming known in your local community, building financial security before going self-employed, and what happens as more personal estate agents enter the market. If you’re building a self-employed or personal estate agency and want to create a business based on reputation, service and long-term relationships rather than simply chasing volume, there’s loads to take away from this conversation. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| Estate Agent Q&A: Fees, Hiring, Overpricing & Your Core Area | 01 Oct 2026 | 00:15:59 | |
Another round of your estate agency questions answered — and this time we’re tackling four big ones. Should you reduce your fee when another agent is cheaper? When is the right time to make your first hire? Should you ever take on an overpriced property? And are you better off covering a huge area or becoming the dominant agent in a much smaller patch? I break down how I’d approach each situation, including how to defend a premium fee, when outsourcing starts making commercial sense, the dangers of taking instructions you know won’t sell, and why being a big fish in a small pond can transform your marketing. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| How to Build a Predictable Lead Generation Machine for Your Estate Agency | 30 Sep 2026 | 00:11:13 | |
Referrals and recommendations are brilliant, but there’s one major problem: you can’t control when they arrive. In this episode, I explain why every estate agency needs a predictable lead generation system that you can turn up when you want to grow and dial back when you’re busy. We look at the three main sources of instructions, why relying too heavily on referrals creates feast-and-famine months, and how to work out which marketing activities are actually producing a return. If you want to stop hoping the phone rings and start building a more predictable pipeline of market appraisals, instructions and sales, this episode is for you. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| The Alto Special: AI, Community & Why we should leave building a CRM to the professionals! | 29 Sep 2026 | 00:34:32 | |
Friend of the pod and Alto Software CEO, Riccardo Iannucci-Dawson, is back! Fresh from Alto's Summer Boat Party on the Thames, Ric's fills us in on what exciting things are happening at Alto. How they are using AI and "Skills" to help agents customise their CRM experience around the way their agency actually works. How Alto welcome genuine feedback to help them continuously improve and why events like theirs bringing agents together with no agenda are so important for community and collaboration in the industry. And of course we get Ric's thoughts on how he thinks technology is going to continue changing the way agents work. Put the kettle on, settle in and enjoy. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| Stop Networking. Start Owning the Network. | 28 Sep 2026 | 00:08:49 | |
Networking can be a brilliant source of estate agency business — but only if it actually produces opportunities. In this episode, I share a simple strategy for going beyond attending networking breakfasts and instead becoming the person who connects the local business community together. I explain how to use local Facebook groups to find tradespeople and business owners, create your own free networking group, build a WhatsApp community and organise simple local meet-ups. Done properly, you become the estate agent sitting at the centre of a network of people who are speaking to homeowners every single day. Instead of simply joining somebody else’s network, build one that makes you the person everyone knows. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| Lessons Learned from 57 People in 24 Hours | 26 Sep 2026 | 01:14:56 | |
On the 3rd of September I sat down in front of a camera and didn't get up for twenty-four hours — forty-four sessions with some of the best people in estate agency, raising money for Breast Cancer Now and Andy's Man Club. Rory Sutherland on why the negatives are what sell the house, Stephen Brown winning a £14,000 fee with a single question, an Australian buyer's agent explaining why "just listed" is the worst marketing you can possibly do. This is one lesson from every single session, in the order they happened. You can donate to the fundraiser and get access to the on-demand videos at 24hourwebinar.com 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| AI Won’t Fix Your Estate Agency — You Need to Rebuild It | Mark Burgess | 25 Sep 2026 | 00:48:12 | |
AI is everywhere in estate agency right now — but are agents actually using it to transform their businesses, or simply using new technology to do old jobs slightly faster? In this episode, I’m joined once again by Mark Burgess, founder and CEO of Iceberg Digital, to talk about what AI could really mean for the future of estate agency. Mark argues that simply plugging AI into an existing CRM isn’t enough. The estate agencies that win over the next few years will rethink how their entire businesses operate — using data and AI to identify the right opportunities while allowing people to focus on the work humans are actually good at. We discuss:
This isn’t really a conversation about getting AI to write your property descriptions or emails faster. It’s about whether the entire operating model of estate agency is about to change — and what agents need to do now if they don’t want to be left behind. If you run an estate agency, work in property, or are trying to understand where AI genuinely fits into your business, this is a fascinating conversation about what could be coming next. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| 4 Questions Estate Agents Keep Asking Me — Answered | 24 Sep 2026 | 00:12:44 | |
In this episode, I’m answering four questions that come up again and again when I’m speaking to estate agents about growing their businesses. We cover how to turn social media into something that actually generates leads rather than just likes, how to handle a valuation when you know another agent will be cheaper, and how often you should follow up a market appraisal without becoming annoying. I also answer a big one for self-employed agents: if you only had two hours a day to generate new business, where should you spend that time? We cover the difference between activity that gets you business today and marketing that makes life easier six or twelve months from now. If you want more instructions, better follow-up and a clearer plan for where to spend your time, this episode should give you plenty to work with. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| 5 Mindset Shifts That Changed My Life & Business | 23 Sep 2026 | 00:14:56 | |
This is a slightly different podcast from me. I’m not a mindset coach, and I’m definitely not pretending to be one. But over the years, there are a handful of lessons that have genuinely changed the way I approach business, work and life — and I wanted to share them. In this episode, I break down five ideas that have helped me enormously:
Whether you’re building an estate agency, starting something new or simply feel like you’ve been holding yourself back, hopefully there are a few ideas in this episode that give you the push you need. Sometimes the biggest thing standing between where you are and where you want to be is simply deciding to go for it. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| Video Doesn't Have to be Fancy... And It's not Just For marketing | 22 Sep 2026 | 00:09:27 | |
Now, video marketing is Toby Martin's territory not mine but video doesn't just have to be for your marketing, it works best best it's creating a connection between you and your landlords. It doesn't have to be fancy, perfect lighting or hours of editing. It can be getting your phone out, pressing record and creating a message for your landlord. In today's episode, I'm sharing how I use simple videos throughout the landlord journey, from a quick personalised video after a valuation, to pre-recorded videos explaining rent payments, statements and what happens next. It's a simple way to add a personal touch, build trust and rapport whilst making things easier for landlords to understand. It also saves you and your team time by reducing those "just a quick question..." calls. Don't worry about making it perfect. Pick up your phone, press record and let your personality speak to the landlord. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| LIVE Coaching: How to Win More Instructions From Your Market Appraisals | 21 Sep 2026 | 01:01:25 | |
Something slightly different for this episode. I’m sharing the full recording from one of my live estate agency coaching sessions, where agents joined me to work through how to convert more market appraisals into instructions. We look at the entire journey — from what happens before you knock on the seller’s door, through to your market appraisal, closing for the instruction and following up afterwards. You’ll also hear me coach agents through their questions live, discuss real conversion rates and break down practical changes they can make to their own market appraisal process. Think of this less as a normal podcast episode and more as an hour of free estate agency coaching. Grab a pen and paper, because there are plenty of ideas in here you can implement on your very next valuation. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| Just a Minute (Estate Agency Edition) | 19 Sep 2026 | 00:37:49 | |
Four estate agents. Sixty seconds. No hesitation, repetition or deviation. Recorded live at The 24-Hour Open House — a 24-hour non-stop charity broadcast for the property industry — Natalie Barton, Sarah Hood, Rowan Waller and David Mintz take on the classic parlour game, with subjects drawn entirely from the world of estate agency. Buzzers are pressed. Challenges are disputed. Nobody manages a full minute without incident. The 24-Hour Open House raised over £4,500 for Breast Cancer Now and Andy's Man Club. Thirty-five sessions from the event are now available on demand in exchange for a donation — including Rory Sutherland, Phill Agnew, John Espirian and Kate Faulkner OBE. Donate and get access: 24hourwebinar.com 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| Why Most Estate Agents Are Getting Marketing Wrong | Cindy Slaughter | 18 Sep 2026 | 00:41:16 | |
Most estate agents are doing marketing. Far fewer actually have a marketing strategy. In this episode, I’m joined by Cindy Slaughter, Head of Marketing and Communications at IAD UK, to discuss why estate agents need to stop doing random acts of marketing and start thinking properly about who they’re trying to reach, what they want to say and what result they’re actually trying to achieve. We discuss why simply posting on social media isn’t enough, why Rightmove isn’t a marketing strategy, and why the customer journey can begin years before somebody actually decides to sell their home. We also cover brand marketing versus sales marketing, building a strong local presence, choosing your niche, the importance of consistency, Facebook and Google Ads, measuring your marketing and why self-employed shouldn’t automatically mean DIY marketing. If you’re spending time creating content but wondering why it isn’t generating more instructions, this episode will help you take a much more strategic approach. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| You Don’t Need More Leads — You Need Better Follow-Up | 17 Sep 2026 | 00:11:13 | |
Most estate agents want more leads. More enquiries. More market appraisals. More homeowners to speak to. But before you spend another penny generating them, there’s an important question to ask: what are you doing with the leads you’ve already got? In this episode, I explain why follow-up is one of the biggest leaks in the average estate agency sales funnel. You can spend thousands on social media, prospecting, letters and advertising — but if you don’t consistently nurture the people who respond, you’re pouring more water into a leaking hosepipe. We look at how to follow up without becoming the annoying estate agent who constantly asks, “Are you ready to sell yet?” Instead, use market updates, useful content, local success stories, WhatsApp, video, email and other touchpoints to remain valuable and front of mind. I also cover why every market appraisal should have a next action booked, how automation can make the process significantly easier, and why your existing database could contain some of the easiest instructions you’ll ever win. Before trying to generate another 100 leads, make sure you’re properly following up the ones you’ve already paid to get. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| The Power of Silence in Estate Agency | 16 Sep 2026 | 00:10:37 | |
Estate agents are paid to talk — but sometimes the most powerful thing you can do is say absolutely nothing. In this episode, I explain how strategically using silence can make you a better salesperson, improve your conversion rate and even increase the perceived value of the work you’re doing for your clients. We look at why you should stop talking after asking for the instruction, how an awkward silence can encourage sellers and buyers to reveal more information, and why talking too much can actually cost you business. I also explain how silence and timing can be used during offer negotiations to demonstrate the work you’ve done and make sellers appreciate the value you’re bringing to the transaction. Whether you’re on a market appraisal, negotiating an offer or simply speaking to a potential client, knowing when to talk and when to shut up is one of the most underrated skills in estate agency. Sometimes the most powerful thing you can say is nothing at all. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| Stop Waiting for Landlords to Leave You Reviews...ASK Them! | 15 Sep 2026 | 00:08:52 | |
You've got happy landlords. They tell you how brilliant you are. They thank you for going the extra mile... So why aren't they leaving you reviews? The truth is, even most happy customers aren't going to think about leaving a review unless you actually ask them. In this episode, I'm talking about why reviews matter, when you should ask and how to make it ridiculously easy for your landlords and tenants to leave one. We'll also look at how to build reviews into your customer journey, so asking isn't something your team remembers to do occasionally, it becomes part of the way your agency operates. Your next 5-star review probably isn't waiting to be found...it's waiting to be asked for. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||
| How to Get More Properties Under Offer | 14 Sep 2026 | 00:15:17 | |
If too many of your listings are sitting on the market and not selling, the first place to look is usually pricing. In this episode, I break down the stock management process I’d use to get more properties under offer, including when to have the price reduction conversation, how to prepare a seller for it properly, and why your communication should actually increase when viewings decrease. We cover:
If you want more properties under offer without simply hoping the market improves, this episode gives you a practical framework to work through your current stock and make the right changes. 📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book? | |||