The Estate Agent Consultancy Podcast

 Ask Rory Sutherland what he sees when he looks at estate agency and he doesn't hesitate: complete dysfunction. Recorded live during The 24-Hour Open House, Ogilvy's Vice Chairman Emeritus takes apart the psychology of buying and selling homes — why people who'd never list their house will happily consider a private approach, why Rightmove's search makes you eliminate options y...

What separates the estate agents building highly profitable businesses from everyone else? In this episode, I’m joined by Chris Buckler to discuss what he’s learned from building and selling his own estate agency business, joining TA UK and now working alongside hundreds of self-employed agents across the country. We discuss: •  Why the best agents aren't afraid to charge 2%+ fees  •  How to...

Estate agents and sellers often wait for the “perfect” time to put a property on the market. September. Spring. After Christmas. After Easter. When the weather improves. When the market picks up. But in this episode, I explain why the best time is almost always right now. We look at how to create urgency around both new instructions and price reductions, why waiting carries a consequence, and how...

Most estate agents are pretty good at explaining what they do. Professional photography. One point of contact. Great communication. Longer opening hours. Better marketing. But there’s one problem: why should the seller actually care? In this episode, I explain how to turn the features of your estate agency into compelling reasons for a homeowner to choose you — and how to phrase your proposition s...

I know I say it all the time..."Go back to your Customer journey" But it's because I genuinely believe your customer journey can help you solve far more than just a few process problems. In today's episode, I'm looking at 3 common agency challenges and how your customer journey can help you tackle them: - Cash flow: Where are the opportunities to increase income, add value...

Stealing is wrong… except, perhaps, when it comes to business ideas. Some of the most successful things I’ve implemented in my own business weren’t completely original ideas. I’ve seen something that works, taken inspiration from it and adapted it to work for me. My social media content. YouTube. Podcasts. Books. Webinars. Even elements of our partner coaching model. Very little in business needs...

Why does selling a property now take more than 20 weeks when transactions once completed in six to eight? In this episode, I’m joined by Silas J. Lees, who brings nearly 30 years of experience across estate agency, surveying and property investment. We examine why the UK property transaction process has become slower, more expensive and increasingly frustrating for agents, conveyancers and homeown...

If something in your estate agency is working perfectly well today, you should still be asking one question: How could we make it better? In this episode, I explain why every successful business should be prepared to cannibalise itself before a competitor does it for them. We look at how Apple effectively replaced the iPod with the iPhone rather than waiting for another company to do it, how Block...

A difficult property market doesn’t have to mean a difficult year for your estate agency. In fact, a tougher market can be exactly where the best estate agents start to stand out. In this episode, I look at what you should be focusing on when properties are taking longer to sell, buyers are more cautious and the market isn’t doing you any favours. We cover why pricing becomes more important than e...

September has a funny way of feeling like a fresh start in agency life. The summer holidays are over, the kids are back at school, you and your team are feeling refreshed and your landlords are getting back into business mode too. So if your marketing has gone a little quiet over the summer, now is the time to get moving again. In this episode, I’m sharing 3 simple things you can do right now to g...

Most estate agents hope happy clients will recommend them. The problem? That’s rarely how referrals actually happen. In this video, I break down the exact referral system I used in estate agency to consistently generate recommendations without relying on luck. You’ll learn how to create memorable customer experiences, build referral opportunities into your process, and stay front of mind long afte...

Alex Tan began her sales career making more than 100 cold calls a day before entering estate agency during the 2008 financial crisis. Today, she is Group Sales Director at Andrews Property Group, helping lead sales across a network of 40 branches. In this episode, Alex shares the experiences, lessons and mindset that helped her progress from junior negotiator to senior leadership. We discuss: Why...

Estate agency can get incredibly noisy. Social media, emails, meetings, new technology, AI, admin, marketing, training — there’s always something demanding your attention. But if you stripped everything away, what are the one or two things you absolutely must do consistently to grow your business? In this episode, I talk about identifying the non-negotiable activities that genuinely move your esta...

There’s no shortage of estate agency advice online—but not all of it is good. In this video, I share five pieces of advice I hear repeatedly that I believe are actually damaging estate agency businesses. From discounting your fees and claiming you’re available 24/7, to chasing more leads when your existing processes need fixing, I explain what I’d do instead after coaching some of the UK’s top-per...

Everyone sees the successful agency owner travelling, growing a team, choosing their own hours and celebrating the wins. What we don’t always see is how they started. The late nights. The financial uncertainty. Working another job alongside the business. Doing every single role yourself. Saying no to things. Watching every penny. And, yes… having beans on toast for dinner. In this episode, I’m tal...

Are you constantly busy in your estate agency but still not making the money you want? In this podcast, I break down the biggest mistake I see estate agents make—confusing activity with progress. I’ll show you the simple framework I use to focus on the work that actually grows an estate agency, including: ✅ Why being busy isn’t the same as building a profitable business  ✅ The estate agency sale...

Google search is about to change forever. AI is transforming the way people search online, and for estate agents, that means the strategies that worked for the last decade may no longer be enough. In this video, I’m joined by SEO expert Ben Marley to unpack the biggest changes happening inside Google, how AI search is replacing traditional results, and what estate agents need to do to remain visib...

I work with estate agents across the UK every single day, and despite every business being different, I see the same mistakes repeated again and again. In this podcast, I break down the biggest issues holding estate agencies back—from poor marketing and weak value propositions to leaking leads, inconsistent follow-up and systems that only exist inside the owner’s head. Whether you’re an independen...

What do you do better than almost everyone else — without even really thinking about it? Every great estate agent has an unfair advantage. Maybe you’re brilliant on social media. Maybe you can walk into a room and instantly connect with people. Perhaps you’re a natural networker, a great public speaker, ridiculously consistent, or simply prepared to outwork everyone around you. The problem is, we...

How many different systems do you or  your team log into every day? Your CRM. Property management software. Accounts. Referencing. Maintenance. Compliance. E-signatures. Reporting. Marketing… One by one, they might seem like sensible investments but all those small costs quickly add up and so does the time it takes jumping between systems, duplicating information and trying to remember where every...

I had to apologise to one of my team members this week. Not because they’d done something wrong — but because I’d made our systems more complicated than they were ready for and expected them to understand things that had taken me years to learn. When someone joins your estate agency, they’re effectively joining the game halfway through. You might have 10 or 20 years of experience behind you, while...

In this episode, I sit down with Michelle Gallagher — a 25-year estate agency veteran and back-to-back winner of the UK’s Best Estate Agent award. We break down what actually separates top-performing agents from everyone else — and it’s probably not what you think. Inside this conversation: How Michelle built a dominant local brand in Lancaster & Morecambe The real reason most agents lose inst...

When you first launch an estate agency, hard work is your biggest advantage. You door knock. You leaflet. You make calls. You do whatever it takes to win instructions. But if you’re still relying on those same tactics years later, you’ve got a leverage problem. In this podcast, I explain The Leverage Ladder —the framework that helps estate agents stop trading time for instructions and start buildi...

Most estate agents simply upload a property to Rightmove, post it on Facebook and hope the phone rings. The best agents don’t. In this podcast, I break down the property launch process I use to help estate agents generate more viewings, create urgency, build local authority and—most importantly—win more instructions from every single listing.  Inside this video you’ll learn: Why most property laun...

When half your team are on annual leave, does your agency suddenly feel harder to run? Are certain people impossible to cover? Does everyone know exactly what needs doing, or does the office descend into "Does anyone know whats happening with this?" In today's podcast, we're looking at why annual leave, sickness and busy periods can expose the weaknesses that already exist in y...