Opening The Gates To More Listings

Episoder

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  Episode 314: Four Year Anniversary Special 23.07.2026 1t 37min

  Four Years, 313 Conversations, and the Lessons That Actually MatterThis week marks four years of Opening the Gates To More Listings, and to celebrate, I'm doing something a bit different. No guest this time, just me, looking back at everything this podcast has taught me and, hopefully, taught you too.I've pulled together the threads that keep showing up conversation after conversation. Why boring, consistent work beats every shiny new tactic. Why fee conversations are almost always a value problem in disguise. Why the database sat in your CRM right now is probably your biggest untapped opportunity. And why being known matters more than being brilliant.I'll also share some of the moments that stopped me in my tracks, the guests who opened up about things far bigger than business, and a bit of my own journey too, from recording nervously in the garden to where we are now.It's part reflection, part reminder, and part thank you to everyone who's listened, shared, and stuck with the show since day one. Here's to the next four years and 300 episodes.
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  Episode 313: Tom Panos 15.07.2026 59min

  Today's guest is a Real Estate Influencer, Trainer, Coach, Auctioneer , Author and, Public Speaker.He is the founder of the Real Estate Gym, Australasia’s #1 real estate coach and trainer, plus he is the Co-Host of Million Dollar Agent with John McGrath and Troy Malcolm. He opened his own real estate office at 22 years of age and has been immersed in the industry for over 30 years.With a Masters degree in Management and Coaching Psychology, he teaches agents how to attract business and not just chase it.His weekly coaching videos are watched by over 20,000 agents and his social media channels attract millions of views every single month.In this episode we discuss market dynamics, agent mindset, interest rates, reputation, ethics, agent myths, practical use of AI, social media authenticity, relationships, data-driven planning, collaboration, gratitude, perspective and life choices. Make sure to give this episode a listen and hear from arguably the very best real estate planner on the planet and I promise you that you'll come away inspired both personally and professionally.
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  Episode 312: Iain McKenzie 08.07.2026 55min

  Today's guest is the CEO at The Guild of Property Professionals and leads one of the UK’s largest networks of independent estate agents, delivering innovation, collaboration, and exceptional standards across the property industry.He lead The Guild to victory at The ESTAS Awards for four consecutive years as the Best Agency Network.Passionate about giving back, he proudly serves on the Board of Agents Giving, the property industry’s leading charity, and also previously say on the Women in Estate Agency board, championing diversity and empowerment within the profession.He has over almost 40 years of experience under his belt, and in recognition of his thought leadership and influence, he was honoured as Spokesperson of the Year at the prestigious Property Reporter Awards 2023, solidifying his reputation as a trusted voice in the property sector.In this episode, we discussed topics, such as the power of networks, trust and reputation, sales and marketing strategies, the future of estate agency and AI, the market outlook and political environment.What he doesn't know about estate agency isn't worth knowing and you'll know what I mean when you check the episode out.He dropped some absolute gold and this is essential listening for any estate agent who wants to learn from one of the very best in the business.
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  Episode 311: Craig Thompson 02.07.2026 1t

  Today's guest is the Founder and Managing Director of North Wall Property.In this episode we discuss his business philosophy, brand positioning, evolution, operations discipline, performance outcomes, flexible fee model, tech-stack, data-driven decisions, professionalism, networks, partner agent models and mindset.His business has some of the best performance metrics across the UK when it comes to chances of selling, time to find a buyer and price achieved, so you definitely want to check this episode out.
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  Episode 310: Alex Pelosi-Buchanan 29.06.2026 1t 1min

  Today's guest is the owner of Beacons Real Estate eXp and is a multi award winning estate agent, including winner of eXp UK Best Newcomer and 2 X Capper.He is also the Founder of Real Agency & Real Agent.Having launched his own business in partnership with eXp UK in September 2023 after a dozen years as an estate agent, he has gone on to be one of the most well regarded and recognised estate agents in the UK.He's sold homes throughout Monmouthshire, The Forest of Dean, Powys, Gloucestershire and Herefordshire and has helped hundreds of families and individuals achieve amazing prices for their property.In this episode we discuss topics such as his journey and mindset, overcoming imposter syndrome, pricing strategies, communication mastery, authentic media, community and mentorship,.If you want to find out more about how to succeed as a self-employed estate agent, you definitely want to check this episode out as you'll be hearing from one of the very best out there in this sector right now.
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  Episode 309: Russell Jervis 25.06.2026 1t

  Today's guest is the Group Managing Director at Rayner Personnel and Co-Host of The Two Russells Podcast.He has worked across estate agency, mortgages, and recruitment, serving the sector for almost 40 years.Previously, Managing Director of Spicerhaart, one of the largest estate agency businesses in the country, he has a wealth of experience across various sectors of the property industry.In this episode we discuss topics such as the principles of successful estate agency, industry evolution, recruitment, business models, and strategies for business growth.Make sure to give this a listen and hear directly from one of the most experienced and senior figures across the estate agency industry as he shared plenty of his learnings from over the years that you can action in your own business straight away.
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  Episode 308: What Two Weeks on the Road Taught Me 22.06.2026 1t 52min

  In more than 300 episodes of Open The Gates To More Listings, I've spent most of my time interviewing the best minds in real estate. This episode is different.For the first time, I'm going solo.Over the past two weeks, I've attended sieveral major industry events, including a private mastermind with Tom Panos, the Real Estate Agency Summit in Ireland, Propertymark One, the eXp Conference, the Estate Agent Success Summit, and Keller Williams. Different stages. Different speakers. Different audiences. Yet the same truths kept appearing.In this episode, I break down the biggest lessons I heard from some of the highest-performing agents, leaders, and business owners in the industry: why estate agencies must think like media companies, why trust is becoming the most valuable currency in business, why process beats price, why prospecting remains the oxygen of every agency, why mindset is the foundation beneath success, and how AI should enhance human connection rather than replace it.This isn't a motivational recap. It's a practical playbook packed with ideas you can implement immediately.I also share insights from my conversations with Tom Panos, personal reflections on adversity, and why moving towards friction—not away from it—may be the biggest competitive advantage available right now.I'd love to hear your thoughts. Which lesson resonated most? What are you seeing in your own market? Connect with me on social media or leave a review and let me know.
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  Episode 307: Simon Leadbetter 18.06.2026 1t 4min

  Today's returning guest is the founder of We Are Unchained, a strategic marketing consultancy that helps businesses grow faster by enhancing their market insight, strategy, activity, and talent.Over his 8 years experience in the estate agency industry, he has worked with Countrywide, Fine & Country, Keller Williams, and Knight Frank. He's also a mentor at Agents Together, Propertymark Trust Ambassador and Fractional CMO for Lemon and Lime Interiors.With over 30 years of marketing experience across multiple sectors, from startups to FTSE100, he has turned failing marketing teams around, and educated hundreds of people on the science and art of marketing.His mission is to make quality strategic marketing and practical advice accessible to every business, whether they need a virtual CMO, a one-to-one mentor, or a marketing trainer.In this episode, we discuss the results of part five of the Voice of The Agent 2026, covering topics such as regulation, qualification, trust, earnings, consumer awareness, marketing strategies, social proof, communication and AI.If you've not already read part five of the report, please do contact me for a copy of it and I will happily share it with you.
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  Episode 306: Simon Leadbetter 15.06.2026 54min

  Today's returning guest is the founder of We Are Unchained, a strategic marketing consultancy that helps businesses grow faster by enhancing their market insight, strategy, activity, and talent.Over his 8 years experience in the estate agency industry, he has worked with Countrywide, Fine & Country, Keller Williams, and Knight Frank. He's also a mentor at Agents Together, Propertymark Trust Ambassador and Fractional CMO for Lemon and Lime Interiors.With over 30 years of marketing experience across multiple sectors, from startups to FTSE100, he has turned failing marketing teams around, and educated hundreds of people on the science and art of marketing.His mission is to make quality strategic marketing and practical advice accessible to every business, whether they need a virtual CMO, a one-to-one mentor, or a marketing trainer.In this episode, we discuss the results of part four of the Voice of The Agent 2026, covering topics such as gender and diversity imbalance, mental health crisis, uncompetitive wages, job satisfaction and leadership responsibility If you've not already read part four of the report, please do contact me for a copy of it and I will happily share it with you.
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  Episode 305: Sonja Townsend 11.06.2026 1t 3min

  Today's guest is the Owner and Creative Lead at London Property Staging.An interiors-obsessed property geek, she has bought, sold, developed and let properties in London and Australia and studied at the British Academy of Interior Design.Property staging is commonplace in North America and Australia, but it’s a much newer concept in the UK. This has been helped by the wave of reality TV shows such as Selling Sunsets, and she's excited to be a part of the growth here, in the UK.She's leveraging her 20+ year marketing and client services career to bring a professional, effective and client-focused staging solution to estate agents, property developers and investors in the London area. WHY YOU SHOULD STAGE PROPERTY?Very simply, to sell quickly and at the highest price possible.Staged properties can sell up to 8-10% more than the competition and spend 50% less time on the market.Average time on market: 99 days non-staged properties, 45 days staged propertiesThe first price decrease is always greater than the cost of home staging.People spend, on average, 7 seconds viewing a property online.Homebuyers invest more time in exploring staged homes, recognising the value they bring over their non-staged counterparts.Sources: Home Staging Association report 2023 and Rightmove.In this episode we discuss how home staging is still an underutilised industry in the UK, the data behind the importance of home staging, the psychology and behaviour of buyers, business generation and personal development.Make sure to check out this conversation as it will highlight how home staging can help you win more business at better fees and sell more houses at a higher price and in a quicker time.
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  Episode 304: Stuart Dare 08.06.2026 59min

  Today's guest is the CEO and Founder of Nexpad, which was founded in February 2026.He previously worked for the Connells Group since 2000 and was the Managing Director of Mortgage Services.In this episode we discuss mindset, modern networking, partnerships, referrals, leadership, culture, accountability, leaving the corporate world, data value, customer economics, social media, market conditions and interest rates.Make sure to give this episode a listen and hear from someone who has held one of the most senior positions in the mortgage world of estate agency as you will learn plenty about the importance of data and the lifetime value of a customer.
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  Episode 303: Shane Harris 04.06.2026 58min

  Today's guest is Company Director at Harris + Wood.He started his estate agency career in 2009 as a trainee negotiator with Spicerhaart before moving across to Sequence and eventually launching his own business in 2017.In this episode we discuss the entrepreneurial mindset, the importance of the right people and partnerships, mentors and coaches, business structure, strategy, expansion, culture, marketing, customer experience, technology and AI.You do not want to miss this episode with an exceptional estate agent and business owner who is growing a very reputable estate agency business and shares plenty of secrets behind his success.
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  Episode 302: Frances Bowling 01.06.2026 54min

  Today's guest is the Operations Director at Moss Properties and Fine & Country York.She started as an estate agent back in 2012 and has worked her way up the ranks ever since.In this episode we discuss the pandemic era, proptech adoption, work ethic and career progression, communication, culture, loyalty, market cycles, activity discipline, personal brand, content strategy, education, data, reviews, execution, different market segments and AI. Definitely check out this conversation with someone who is heading up a team that is one of the most positively reviewed agents across the UK on Google and you can learn from them on how this has been achieved.
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  Episode 301: Opening The Gates X The Complete Agent Part 4: The £100K Mistake Agents Make When Pricing Homes 28.05.2026 56min

  In episode four of Open the Gates to More Listings meets The Complete Agent, the focus shifts to the full lifecycle of getting a property sold, and why top-performing agents are achieving around 80% completion rates versus a UK average closer to 55%.The conversation makes one thing clear from the outset. Selling homes is not luck. It is a structured, repeatable process built on pricing strategy, marketing quality, buyer management, and strong sales progression.It starts in the living room. Rather than “valuing” a home, the approach is to educate the seller using data. Price per square foot, market cycles, supply and demand, and affordability all remove emotion and opinion. This reframes the conversation from “what do you think it’s worth?” to “what will the market pay?”From there, everything flows into strategy. Properties are not rushed onto portals. Instead, a pre-launch phase is used to test pricing, gather real buyer feedback, and build early demand. This avoids wasting the crucial first few weeks online and reduces the need for reactive price reductions later.Marketing is treated as a key differentiator. Not just listing a property, but positioning it properly through presentation, storytelling, and targeted exposure. Done well, this creates demand. Done poorly, it forces reliance on price drops.The episode also highlights that communication is what keeps deals alive. Sellers are kept informed, expectations are managed early, and pricing conversations are framed as market-led decisions rather than agent error. This is a major factor in maintaining client trust and reducing fall-throughs.Negotiation is another defining point. Strong agents control the process, set expectations with buyers, and actively work offers rather than simply passing them on. The difference between an order taker and a negotiator often comes down to tens of thousands of pounds.Finally, the importance of sales progression is emphasised. Getting a property “under offer” is only half the job. Managing chains, working with solicitors, spotting risks early, and maintaining momentum is what ultimately turns agreements into completions.The core takeaway is simple.High completion rates are not about working harder, but working smarter across every stage of the journey. From pricing and positioning through to negotiation and progression, consistency in process is what delivers consistent results.
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  Episode 300: Simon Gates Special (Featuring Matt Baldock) 27.05.2026 1t 10min

  Today's 300th episode special sees me joined by my very good friend, Matt Baldock, who kindly agreed to interview me on my journey to 300 episodes.We discuss the podcast origins, power of consistency, building a personal brand, strategic insights for estate agency success, episode reflections, memorable guests, key learnings and much much more.Thank you so much to all of you who listen to the podcast and to everyone who has appeared as a guest over the 300 episodes, you have no idea how much it means to me.Bring on the next 300 episodes!
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  Episode 299: Sean Newman 25.05.2026 48min

  Today's guest is the CEO of The Experts group, Director of Fine & Country Midlands and Franchise Owner of the Mortgage Advice Bureau. He works with aspiring entrepreneurs who are ready to start their own business - offering straight-talking guidance, practical tools, and real mentorship to help them build something of their own.With over 30 years experience in estate agency, he provides the opportunity for people to start and grow their own estate agency business (sales, lettings and auctions) and has helped 100's of people double their income, work more flexible hours to suit their lifestyle and provide clients with a better service and achieve better results. In this episode we discuss the upcoming Estate Agent Success Summit on 18th June and topics such as being the best known agent, the importance of attention, becoming a key person of influence and why you need to practice more than you play.The Estate Agent Success Summit is going to be a one-day, high-impact event designed to help estate & letting agents shift from chasing business to attracting it - through positioning, authority, and smarter marketing.I will be taking to the stage to discuss 10 ways to attract sellers to your agency in 2026. You will also get to hear from the likes of Chris Watkin, Toby Martin, Sally Lawson, Tyler Newman and the world class real estate trainer, Tom Panos.Having attended and spoken at the previous two events, I know how amazing they are from my own experience, so if you're interested in securing a ticket and want access to my discount code, please send me a DM.
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  Episode 298: Opening The Gates X The Complete Agent Part 3: The Mindset Shift That Doubles Your Estate Agency Fees 21.05.2026 53min

  In part three of Open the Gates To More Listings meets The Complete Agent, Simon Gates, James Kendall, Dave Warburton and Ian Storey unpack the journey from low-fee, high-volume estate agency to consistently commanding 2% plus fees, five-figure commissions and upfront payments.The episode explores the mindset shift required to move away from “cheap and cheerful” agency towards a premium, value-led model. The discussion highlights that higher fees are not just about confidence, but about building a brand, service, and client experience that justifies them.Key themes include the importance of learning from better operators, surrounding yourself with higher-performing agents, improving marketing quality, and creating a consistent, high-end client journey from the very first phone call through to completion. They also break down how to present value properly, how to position upfront fees as a commitment rather than a cost, and why better service naturally leads to better instructions.The overall message is clear. You do not jump to premium fees overnight, but with the right belief, structure, and delivery, any agent can move upmarket and charge what they are truly worth.
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  Episode 297: Simon Leadbetter 18.05.2026 1t 17min

  Today's returning guest for a now unprecedented 11th appearance is the founder of We Are Unchained, a strategic marketing consultancy that helps businesses grow faster by enhancing their market insight, strategy, activity, and talent.Over his 8 years experience in the estate agency industry, he has worked with Countrywide, Fine & Country, Keller Williams, and Knight Frank. He's also a mentor at Agents Together, Propertymark Trust Ambassador and Fractional CMO for Lemon and Lime Interiors.With over 30 years of marketing experience across multiple sectors, from startups to FTSE100, he has turned failing marketing teams around, and educated hundreds of people on the science and art of marketing.His mission is to make quality strategic marketing and practical advice accessible to every business, whether they need a virtual CMO, a one-to-one mentor, or a marketing trainer.In this episode, we discuss the results of part three of the Voice of The Agent 2026, covering topics such as tech and AI adoption, hype cycles, implementation gaps, the future of tech in the industry, and what growth agents do differently. If you've not already read part three of the report, please do contact me for a copy of it and I will happily share it with you.
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  Episode 296: Opening The Gates X The Complete Agent Part 2 - Why Direct Mail Still Beats Most Estate Agent Marketing 14.05.2026 50min

  In part two of Opening the Gates to More Listings meets The Complete Agent, Simon Gates, James Kendall, Dave Warburton and Ian Storey break down how estate agents can use direct mail properly to win better instructions, higher fees and more trust with homeowners.The episode explores why direct mail still works, especially at the mid to higher end of the market, and why the quality of the envelope, handwriting, paper, content and consistency all shape how an agent is perceived before the homeowner ever picks up the phone.The conversation covers quarterly market updates, on-market letters, withdrawn property campaigns, VIP buyer letters, and why direct mail should educate rather than simply advertise. The key message is that prospecting works best when it feels like a service, not a sales pitch.They also discuss how direct mail links with social media, why older high-end homeowners often respond better to print, and how agents can use handwritten, highly targeted communication to separate themselves from generic leaflet drops and AI-generated content.
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  Episode 295: Andy McMenemy 11.05.2026 1t 2min

  Today's guest is a life coach who specialises in peak personal performance. He has studied and been fascinated by human behavioural psychology for over 30 years and has trained and qualified with the London College of Clinical Hypnosis and the Northern College of Therapeutic Hypnosis, earning a Distinction in both Clinical Hypnotherapy and Therapeutic Hypnosis from the Medical Hypnotherapy Examination Board.Having developed a successful 22-year career climbing the corporate ladder to hold senior management and leadership positions in £500 million- and £1.3 billion-pound organisations,  he now works with clients navigating chronic stress, psychological trauma, post traumatic stress, anxiety, panic attacks, exhaustion, burnout, depression, and the relationship strain that so often travels alongside all of it. But he also works with people who simply want to understand themselves better, unlock the resources they already have inside them, and live on their own terms, happy, content, and properly engaged with their lives. Which, when you think about it, is the brief most of us are quietly working to.He has completed the Marathon des Sables (often called the "toughest footrace on earth") and also ran 66 ultra marathons in 66 consecutive days across 66 cities all over the UK.He is the honoured recipient of the True Englishman of the Year Award, and was also honoured by the Yorkshire Society with the Richard Whiteley Award for Inspiration.In this episode we discuss building trust, demonstrating value, confidence in pricing, the psychology of influence, overcoming limitations, mindset, discipline, managing stress, purpose, visibility and personal growth.You definitely want to check out this episode with an incredibly inspiring person and it will certainly get you thinking differently moving forward.