The Estate Agent Consultancy Podcast

A Nobel Prize-winning psychologist once convinced a room full of doctors to deliberately do nothing for three minutes in the middle of a colonoscopy — and in doing so, he may have saved a number of lives. This is the story of Daniel Kahneman, a tub of cold water, a great many students who were paid ten dollars to suffer, and the Peak-End Rule: the faintly alarming discovery that we do not remember...

Most estate agents are working harder than ever… but still stuck earning the same (or less). In this episode, I sit down with David Lindley to break down one of the biggest missed opportunities in the industry right now — the premium property market. We cover: * Why most agents are building a job, not a business * The HUGE income gap between standard and premium properties * Why mindset (not skill...

You don’t always need complicated funnels, paid adverts or a huge marketing budget to win more landlords. Sometimes, the next opportunity is already sitting in your phone, inbox or database. In this episode, I share three simple messages that agents I coach are using right now to generate landlord conversations: a personal WhatsApp referral request, a helpful warm-lead follow-up and a straightforw...

If you’re posting on social media, sending newsletters, or “doing the work”… but not getting the results — this episode is for you. In this podcast, I break down a mistake I’ve been making in my own business — and chances are, you’re making it too. Most estate agents focus on doing the activity instead of focusing on the outcome that activity is supposed to create. ➡️ Posting content vs building t...

You can’t improve a customer experience you haven’t properly mapped. In this episode, we’re talking about why letting agents need to understand the full customer journey, from the very first enquiry a landlord or tenant makes, right through to the ongoing experience they have with your agency. We’ll look at why it’s not enough to assume your process is working, how to map what actually happens now...

In this episode, we break down the Rule of Thirds in estate agency — a simple but powerful way to understand where your business is really coming from. Too many agents lean on one source of leads, whether that’s recommendations, listings, or inbound enquiries, without realising the gaps they’re leaving behind. We explore: * The three core sources of instructions * Why balance is key to long-term g...

In the early nineties, a psychology student set out to prove something faintly disturbing: that you could plant a completely false childhood memory in someone’s head, and they’d not only believe it — they’d decorate it with details that never existed. The experiment worked. It worked so well it ended up reshaping courtrooms, therapy, and eventually the way the world’s biggest brands sell to us. Th...

Most self-employed estate agents think they’re building a business… But in reality, they’re building a job that stops the moment they do. In this episode, I sit down with Alex Jewhurst to break down how he scaled from a one-person setup to a £1M+ estate agency. We cover: * Why starting solo is the smartest move * The exact moment to hire your first team member * How to avoid scaling chaos * Why mo...

If you want to attract more landlords, you need to offer them something useful, not just another “free valuation” or a generic sales pitch. In this episode, we’re talking about how letting agents can use a simple free landlord audit or mini portfolio review to start better conversations with landlords. The offer is simple: “Send me your current let and I’ll tell you three things I’d review before...

Most people think they’ve got time to build a personal brand. They don’t. AI is getting better every single month — and it’s already producing content faster, cheaper, and at scale. Which means standing out online is about to get a LOT harder. In this podcast, I break down: * Why the window to build a personal brand is closing * How AI is changing content, visibility, and attention * The one thing...

Feeling burnt out, overwhelmed, or like everything in your agency is too big to fix? In this episode, we’re breaking overwhelm down into something far more manageable. Instead of trying to overhaul your whole business overnight, I’ll walk you through seven small, practical changes you can make over seven days to create immediate relief. From getting everything out of your head, spotting what only...

Thinking about going self-employed as an estate agent? This is where most people get it wrong. In this video, I break down exactly when you should go self-employed — and more importantly, when you shouldn’t. Because timing isn’t just important… it’s the difference between building a successful business and struggling to survive. 🔑 What You’ll Learn * The biggest mistake agents make when going sel...

In 1950s America, a fugitive Viennese psychoanalyst had a strange theory about why nobody was buying instant cake mix — and his fix had nothing to do with the recipe. Toby tells the story behind the IKEA Effect, the curious behavioural quirk that makes us love things more when we’ve laboured over them, and asks what it means for estate agents who want their vendors to choose them, defend them, and...

In this episode, I’m joined by Simon Cowie to break down what it really takes to operate in the premium end of the property market. We cover Simon’s journey into estate agency, how he transitioned into higher-value listings, and the thinking behind building a business focused on quality over volume. The conversation explores: * The differences between standard and premium property markets * How ma...

Do your landlords actually understand that you’re both working towards the same goal? In this episode, I’m talking about why letting agents need to explain the common goal more clearly: finding a good tenant, as quickly as possible, at the right rent, with the lowest avoidable risk. Because your landlord wants a tenant who pays the rent, looks after the property and reduces void periods — and that...

Do you ever feel unsure when it comes to pricing a property—or struggle with confidence on valuations? In this episode, we break down a simple, practical approach to make valuing homes far easier and more predictable, so you can walk into appointments with clarity and control. We cover: * Why a property is only worth what someone will pay * How to uncover a seller’s true price expectations (before...

Could you increase your management fee without losing a single landlord? In this episode, I’m talking about why most letting agents are more scared of putting their fees up than their landlords probably are of paying them. A 1% increase might sound like a big deal, but on an average rent of £1,500 per month, that’s just £15 a month. The real question isn’t whether landlords can afford that extra 1...

Should you build a team from day one, or focus on growing your estate agency on your own first? In this episode, we break down the reality behind scaling an estate agency business — and why getting this decision wrong can create bigger problems down the line. We cover: * Why most agents are building a job, not a business * The difference between scaling too early vs scaling correctly * What “nail...

In early 2009, Airbnb was about to die. Two broke design school graduates were living off election-themed novelty cereal, the platform was stagnant, and the obvious problem was hiding in plain sight. This week, Toby tells the story of the most boring billion-dollar fix in startup history — and asks the question every estate agent should be asking themselves right now: what's the unsexy thing...

In this episode, I sit down with James Hummerstone-Pope, Head of Operations at Nested, to explore the evolving landscape of estate agency. We discuss James’ journey through traditional, corporate, and self-employed models, and how those experiences have shaped his perspective on the industry today. From there, we get into the reality of self-employment — who it suits, where agents go wrong, and wh...

In this episode, I’m talking about why so many landlords think they only need a tenant, when what they actually need is proper management. I get into why agents are still giving away far too much time, advice and expertise to let only landlords, why managed service is often badly explained, and how to get much better at showing the real value in what you do. I’m also sharing practical ways agents...

Is your pricing quietly working against you when you’re trying to win instructions? In this episode, we explore how the way you price your service can completely undermine everything you say during a valuation — even if your offering is genuinely better. We break down: * Why low or “average” fees can create doubt instead of trust * How pricing influences how sellers perceive your value * The disco...

Maybe the problem isn’t that there are too many agents… maybe it’s that too many of them sound exactly the same. In this episode, I’m talking about the question so many agents ask: How many agents is too many agents? Because when every town seems to have another agency opening, another social media page launching and another person calling themselves a property expert, it’s easy to think the marke...

This episode is a recording of our free consultancy hour webinar, focused entirely on how to generate more instructions in your estate agency business. Join; Chris Webb, Allison Emms, and Toby Martin, we each share insights from our respective areas — sales, lettings, and video content — all centred around winning more business. The session includes individual segments from each speaker, along wit...

In 1950, an 18-year-old joined his father’s sleepy Chelsea estate agency and decided to break every rule of the trade. Instead of dressing up damp basements as “characterful,” he called them revolting. Instead of polishing the truth, he weaponised it, and ended up gentrifying half of West London. This week, the story of Roy Brooks, the rudest estate agent in London, and why telling the unvarnished...