The Estate Agent Consultancy Podcast

“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 photograp...

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 follo...

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 creat...

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...

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,...

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 con...

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 productio...

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...

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 acti...

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...

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...

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...

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 Gol...

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 bro...

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...

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,...