The Estate Agent Consultancy Podcast

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'm sharing how I use simple videos throughout the landlord journey, from a quick personalised video after a valuation, to pre-recorded videos explaining rent payments, statements and what happens next.

...

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 afterwards.

You’ll also hear me coach agents through their questions live, discuss real conversion rates and break down practical changes they can make to their own market appraisa...

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 full minute without incident.

The 24-Hour Open House raised over £4,500 for Breast Cancer Now and Andy's Man Club. Thirty-five sessions from the event are now available on demand in exchange for a donation — including Rory Sutherl...

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 discuss why simply posting on social media isn’t enough, why Rightmove isn’t a marketing strategy, and why the customer journey can begin years before somebody a...

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, prospecting, letters and advertising — but if you don’t consistently nurture the people who respond, you’re pouring more water into a leaking hosepipe.

We lo...

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 silence can encourage sellers and buyers to reveal more information, and why talking too much can actually cost you business.

I also explain how sile...

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 your landlords and tenants to leave one.

We'll also look at how to build reviews into your customer journey, so asking isn't something your...

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 cover:

 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 you never knew existed, and why the garden photo is always number 26. It's a half hour that will make you uncomfortable and give you at least three things to do differently on Monday. 

This episode was recorded live as part...

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 defend your fee instead of immediately discounting 
•  Why carrying fewer properties can actually make you more profitable 
•  How to win the valuation before you walk through the front door 
• ...

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 the best estate agents frame the current market as an opportunity rather than an excuse to delay.

We cover:

* Why almost any...

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 so that saying “no” becomes a genuinely difficult decision.

We look at how to connect what you offer to the things sellers actually care about: more money, less tim...

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 and improve your management service.

- Complaints and friction: Where are landlords, tenants or your team getting frustrated, confused or having to ask the same...

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 to be invented completely from scratch.

In this episode, I explain why you should study people who are 10 or 20 chapters ahead of you, identify what they’re...

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 homeowners.

We discuss:

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 Blockbuster became complacent while the world changed around it, and what estate agents can learn from both examples.

Because “we’ve always done it t...

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 ever, why you need to stop blaming things outside your control, and how proper estate agency skills can help you put...

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 generate more landlord conversations, win new instructions and grow your managed portfolio:

Reconnect wi...

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 after completion.

In this video you’ll discover:

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:

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 estate agency forward — and separating them from all the things that simply make you feel busy.

We look at how to cut through the noise, identify the key actions and metrics that actually matter, and pr...

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-performing estate agents.

If you’re looking to build a more profitable, sustainable estate agency, these mindset shifts could save you years of frustration.

In this vi...

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 talking about the reality of starting and building a letting agency and why you shouldn’t feel like you’re failing just because you’re not living the “high life” yet...

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 sales funnel you should be improving every week
 ✅ The £10, £100 and £1,000 task framework
 ✅ How to prioritise lead generation over low-value admin
 ✅ Why time bloc...

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 visible as search continues to evolve.

We discuss Google’s AI Mode, ChatGPT, Claude, zero-click search, local SEO, Google Business Profiles and why...

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 independent agent, self-employed, or building a growing team, these are the changes that can have the biggest impact on your business.

In this video you’ll learn:

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 often overlook our biggest strengths because they come so naturally to us.

In this episode, I explain why you need to identify your unfair advantage, stop worrying about...

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 everything lives.

In this episode, we’re talking about death by a thousand logins and why having more technology doesn’t necessarily mean having a more efficient agency.

I share a recen...

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 they’re trying to understand the rules, systems and expectations you’ve built along the way.

In this episode, I talk about why you get out...

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:

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 building assets that generate business for years to come. 

You’ll learn:

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:

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 your systems, processes and customer journey. 

Because the answer isn't always to hire more people. Sometimes it's about creating better processes, clearer ownership and systems that allow you and your team to s...

One of the biggest reasons people stop creating content isn’t a lack of confidence—it’s running out of ideas.

In this podcast, I share the simple framework I use to generate an endless stream of content ideas without staring at a blank page or wondering what to post next.

Whether you’re an estate agent, self-employed agent or business owner, this system will help you create content consistently, build your personal brand and attract more clients over time.

In this video you’ll learn:

In this episode, I sit down with Jack Flower for a one-year check-in on his estate agency journey.

When Jack first came on the podcast, he was grinding for every instruction — chasing leads, covering too large an area, and figuring out what actually worked.

Fast forward to today, and things have changed.

We break down:

Most sellers think lots of viewings mean their property is priced correctly.

Unfortunately, that’s often not the case.

In this episode, we explore why viewings can give you a false sense of confidence, using a simple dating analogy that perfectly explains what happens when a property attracts attention—but fails to convert into offers.

We discuss:

Most estate agents think they’re selling a house sale.

They’re not.

Your client doesn’t wake up wanting to sell their home—they want to move closer to family, buy their dream house, downsize, relocate or start a new chapter.

The sale is simply the vehicle that gets them there.

In this episode, we discuss why understanding your seller’s real goal completely changes the way you market yourself, conduct valuations and build long-term client relationships.

We cover:

have you ever stopped yourself from posting or sending something because you thought, "I've already said that?"

The truth is, your audience probably hasn't heard it nearly as often as you think.

In this episode, we're exploring why repetition isn't boring, it's one of the most powerful tools in marketing. You'll learn why the most memorable letting agents don't constantly reinvent their message, they reinforce it. Whether it's your social media, networking conversations, landlord meetings or email communication, repeating your core message in different ways is what builds familiarity, trust and recognition.

I...

Most business owners think charging upfront is all about improving cash flow. In reality, it changes something far more important—it changes the quality of your clients.

In this episode, I explain why switching to upfront payments was one of the biggest improvements I’ve made in my business, and why so many people avoid it because of fear, imposter syndrome or worrying clients will say no.

We discuss why businesses like hotels, airlines and Apple ask for payment before delivering their service, why clients who invest upfront are more committed, and how paying first ofte...

In this episode, I’m joined by David Adams — Managing Director of Cavendish, two-time best-selling author, and a leading voice in modern estate agency.

We cover everything from starting as a Saturday boy to running a multi-branch business, and more importantly — how David has built a brand that attracts landlords and sellers before his team even walks through the door.

Inside this episode: