The Estate Agent Consultancy Podcast

Recorded live on stage at the Kerfuffle Conference at the ICC in Newport — where Toby had the unusual honour of warming up for Alastair Campbell — this episode reveals why the most powerful marketing channel isn't the one you're paying for. It's word of mouth. Drawing on a behavioural psychology principle called the peak-end rule (and a research study involving a colonoscopy, of all...

What does it really take to succeed in the prime and super prime property market? In this episode, I sit down with Simon Leadbetter to break down the latest Voice of the Agent: Prime Cuts report — a data-backed look at how the top estate agents operate at the highest level. We cover: * The difference between upper quartile, prime, and super prime markets * Why top agents list fewer properties… but...

You started your own business so you could do things your way…  So why do so many business owners end up looking exactly like everyone else? In this episode, we break down one of the biggest traps in business — playing it safe, copying the competition, and trying to appeal to everyone… which ultimately makes you stand out to no one. We cover: Why most businesses drift towards “safe and similar” Th...

If you hate networking… you’re not alone. Walking into a room full of strangers, making small talk, and trying to “sell yourself” isn’t for everyone — and honestly, it’s not even the most effective way to win business anymore. In this episode, we break down how building a strong personal brand can completely replace traditional networking. So instead of you chasing conversations… people come to yo...

Is direct mail dead in 2026… or are most agents just doing it badly? In this episode, we break down the truth about direct mail in today’s market — what’s working, what’s not, and how to actually get results from it. We cover: Whether direct mail still works in a digital-first world The biggest mistakes agents are making (that kill response rates) What modern, high-converting direct mail actually...

It takes less than 20 seconds to damage your personal brand. In this episode, we break down one of the biggest mistakes people make when building a personal brand — trying to be someone they’re not. Because the moment there’s a gap between what people see online… and what they experience in real life — trust is gone. Inside this podcast, you’ll learn: * Why authenticity is the foundation of a stro...

In 1970s America, an unpopular religious movement discovered something strange: if you press a flower into a stranger's hand before you ask them for money, they'll give you money — even if they hate the flower, even if they hate you, and even if they throw the flower in the bin thirty seconds later. This week, Toby tells the story of the Hare Krishnas at the airport, the psychology of re...

Most estate agents focus on selling houses… but the best ones build communities. In this episode, I sit down with Dayalan Mahesan, an estate agent who has built a database of over 26,000 people by doing something completely different — putting community first and sales second. We dive into how he’s used events, newsletters, social media, and even a podcast to become a true local authority — withou...

This episode is a bit of a reality check. If you disappeared tomorrow… what would actually happen to your business? For most agents and business owners, the answer is uncomfortable — everything would slow down or stop entirely. In this podcast, we break down: Why you are the most important asset in your business The dangers of burnout and running on empty How to think like a “star player” instead...

What if sellers already trusted you… before you even walked through their front door? In this episode, I break down the exact strategy I’ve been using to position myself as the obvious choice at valuations — before the meeting even begins. This isn’t about scripts, objection handling, or “closing techniques.”  This is about building authority at scale using YouTube and long-form content. Inside th...

Letting agents spend a lot of time looking at what is going wrong in their agency, the lost valuations, the awkward landlords and missed opportunities...but what if one of your biggest growth opportunities is actually hidden in what is already working? in this episode, we explore how Success Leaves Clues and why understanding what your agency does well is just as important as fixing what is not wo...

People don’t like being sold to anymore — and in 2026, they can spot a sales pitch instantly. That’s a problem for estate agents… because if you can’t clearly show why you’re better, you’re losing instructions to agents who can. In this episode, I break down a simple but incredibly effective strategy to position yourself as the obvious choice — without pitching, pushing, or sounding like every oth...

A special weekend episode. Instead of the usual Saturday story, Toby shares the full recording of his recent video marketing webinar, attended by 70-odd estate agents — a complete masterclass on getting confident and consistent on camera. Over the course of the session, Toby works through every excuse agents give for not doing video, and dismantles them one by one. He covers why video is now a non...

Most agents think success comes from chasing leads… but Sue and George Wragg built their business a completely different way. In this episode, we break down how they went from starting from scratch — with no guaranteed income — to building a thriving estate agency powered by community, relationships, and consistency. We cover: * How they got their first listings with no brand * Why community beats...

Today's podcast is a little different. After months of planning behind the scenes, I’m finally able to share a project I’ve wanted to launch for a long time. The Personal Estate Agency Awards 2026 have officially arrived. In this episode, I explain why I believe the UK’s growing personal estate agency sector deserves an awards event dedicated entirely to recognising the people, businesses and...

Most letting agents say they offer great service, but memorable service is built in the small details.  In today's episode, we look at how agents can stand out by making landlords and tenants feel genuinely known: remembering birthdays, noting children's and pets' names, recording communication preferences, personalising move-in experiences, improving handovers and creating thoughtf...

Email marketing should be one of the most powerful (and free) tools in your business… But here’s the problem: 👉 Most of your emails aren’t even being seen. In this episode, I break down a massive mistake I’ve been making — and chances are, you are too. After a conversation that completely changed how I think about email… I realised: 👉 It’s not about sending better emails 👉 It’s about making sur...

Think communication issues in you agency are caused by poor processes or lack of accountability?....Maybe not. In this episode, we explore how DISC profiling can help you better understand the communication styles of your team, landlords and tenants, allowing you to reduce misunderstandings and build stronger working relationships. We're looking at what DISC profiles are, how to identify diff...

Most estate agents think their job is to tell people what to do… 👉 What price to list at 👉 What offer to accept 👉 How the process should work But here’s the truth: People don’t want to be told. They want to be understood. In this episode, I break down why consultative selling is the only approach that works in today’s market — and how you can start using it immediately to win more instructions,...

A failed advertising creative who'd spent a decade watching his best ideas die in focus groups had one conviction left: that the most boring product on earth could become the most talked-about brand in the country. This week, Toby tells the unlikely story of Liquid Death — canned water with a skull on it, a $1.4 billion valuation, and a fan base that tattoos the logo onto their own bodies — a...

What if the thing holding your business back… is doing it alone? In this episode, Rob Brady shares the story behind a new estate agency network designed to bring the right people into the same room — to think bigger, grow faster, and challenge the way the industry operates. We talk about: * Why most agents feel stuck, isolated, or directionless * The shift from competition to collaboration in esta...

I was asked last week, if I could go back to day one of starting my letting agency, what advice would i give myself? I had to have a think because there are lots but I narrowed it down to seven things I would drill into my own head, because I learned most of them the hard way. In this episode, I talk honestly about why great service alone won’t grow your portfolio, why systems will always beat sup...

If you’re not using YouTube in 2026… 👉 You’re already behind. And the reality is — it’s costing you clients. Because today’s buyers and sellers aren’t just choosing agents… They’re researching you first. They’re watching your videos. They’re building trust. They’re deciding BEFORE you ever meet. In this video, I break down: * Why YouTube is becoming essential for estate agents * The biggest mista...

Direct mail still works, but generic “landlords wanted” leaflets usually don’t. In this episode, I share three simple changes that can turn an ignored letter into a landlord enquiry. How to use a QR code to make taking action incredibly easy, why showing your face builds trust and recognition, and how a strong PS can become the most powerful line on the page. I also share lessons from using direct...

Something big is coming… And if you understand this early, it could completely change how you generate leads. ChatGPT isn’t just another platform. It understands people — what they want, what they’re struggling with, and what they’re actively searching for. 👉 Which means advertising is about to change forever. In this podcast, I break down: * Why ChatGPT ads will outperform Facebook & Google...