The Estate Agent Consultancy Podcast

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 yourse...

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-...

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...

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,...

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...

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 1...

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, thos...

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...

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 recommend...

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,...

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...

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 imp...

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 netwo...

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 wh...

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...

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 a...

This is a slightly different podcast from me. I’m not a mindset coach, and I’m definitely not pretending to be one. But over the years, there are a handful of lessons that have genuinely changed the way I approach business, work and life — and I wanted to share them. In this episode, I break down five ideas that have helped me enormously: No one cares — and why that’s actually incredibly freeing....

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'...

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 after...

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 fu...

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 discu...

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...

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...

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 y...

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 cove...