The Estate Agent Consultancy Podcast

Avsnitt

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  How to Become the Estate Agent Everyone Knows | Ollie Hawkins 02.10.2026 29min

  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 recommendations. We talk about why he deliberately chose not to compete on cheap fees, how specialising in...
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  Estate Agent Q&A: Fees, Hiring, Overpricing & Your Core Area 01.10.2026 15min

  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, including how to defend a premium fee, when outsourcing starts making commercial sense, the dang...
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  How to Build a Predictable Lead Generation Machine for Your Estate Agency 30.09.2026 11min

  Referrals and recommendations are brilliant, but there’s one major problem: you can’t control when they arrive. In this episode, I explain why every estate agency needs a predictable lead generation system that you can turn up when you want to grow and dial back when you’re busy. We look at the three main sources of instructions, why relying too heavily on referrals creates feast-and-famine months, and how to work out which marketing activities are actually producing a return. If you want to ...
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  The Alto Special: AI, Community & Why we should leave building a CRM to the professionals! 29.09.2026 34min

  Friend of the pod and Alto Software CEO, Riccardo Iannucci-Dawson, is back! Fresh from Alto's Summer Boat Party on the Thames, Ric's fills us in on what exciting things are happening at Alto. How they are using AI and "Skills" to help agents customise their CRM experience around the way their agency actually works. How Alto welcome genuine feedback to help them continuously improve and why events like theirs bringing agents together with no agenda are so important for community and collaborat...
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  Stop Networking. Start Owning the Network. 28.09.2026 8min

  Networking can be a brilliant source of estate agency business — but only if it actually produces opportunities. In this episode, I share a simple strategy for going beyond attending networking breakfasts and instead becoming the person who connects the local business community together. I explain how to use local Facebook groups to find tradespeople and business owners, create your own free networking group, build a WhatsApp community and organise simple local meet-ups. Done properly, you be...
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  Lessons Learned from 57 People in 24 Hours 26.09.2026 1h 14min

  On the 3rd of September I sat down in front of a camera and didn't get up for twenty-four hours — forty-four sessions with some of the best people in estate agency, raising money for Breast Cancer Now and Andy's Man Club. Rory Sutherland on why the negatives are what sell the house, Stephen Brown winning a £14,000 fee with a single question, an Australian buyer's agent explaining why "just listed" is the worst marketing you can possibly do. This is one lesson from every single session, in the...
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  AI Won’t Fix Your Estate Agency — You Need to Rebuild It | Mark Burgess 25.09.2026 48min

  AI is everywhere in estate agency right now — but are agents actually using it to transform their businesses, or simply using new technology to do old jobs slightly faster? In this episode, I’m joined once again by Mark Burgess, founder and CEO of Iceberg Digital, to talk about what AI could really mean for the future of estate agency. Mark argues that simply plugging AI into an existing CRM isn’t enough. The estate agencies that win over the next few years will rethink how their entire busin...
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  4 Questions Estate Agents Keep Asking Me — Answered 24.09.2026 12min

  In this episode, I’m answering four questions that come up again and again when I’m speaking to estate agents about growing their businesses. We cover how to turn social media into something that actually generates leads rather than just likes, how to handle a valuation when you know another agent will be cheaper, and how often you should follow up a market appraisal without becoming annoying. I also answer a big one for self-employed agents: if you only had two hours a day to generate new bu...
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  5 Mindset Shifts That Changed My Life & Business 23.09.2026 14min

  This is a slightly different podcast from me. I’m not a mindset coach, and I’m definitely not pretending to be one. But over the years, there are a handful of lessons that have genuinely changed the way I approach business, work and life — and I wanted to share them. In this episode, I break down five ideas that have helped me enormously: No one cares — and why that’s actually incredibly freeing.No one is coming to save you — if you want the business, lifestyle or results, you have to create ...
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  Video Doesn't Have to be Fancy... And It's not Just For marketing 22.09.2026 9min

  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-re...
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  LIVE Coaching: How to Win More Instructions From Your Market Appraisals 21.09.2026 1h 1min

  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 rat...
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  Just a Minute (Estate Agency Edition) 19.09.2026 37min

  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 A...
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  Why Most Estate Agents Are Getting Marketing Wrong | Cindy Slaughter 18.09.2026 41min

  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...
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  You Don’t Need More Leads — You Need Better Follow-Up 17.09.2026 11min

  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 res...
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  The Power of Silence in Estate Agency 16.09.2026 10min

  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 ca...
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  Stop Waiting for Landlords to Leave You Reviews...ASK Them! 15.09.2026 8min

  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...
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  How to Get More Properties Under Offer 14.09.2026 15min

  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: The 50/50 for sale vs under offer benchmarkWhy one meaningful price reduction is usually bette...
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  Rory Sutherland: Complete Dysfunction 12.09.2026 43min

  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 uncomfo...
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  What the Best Estate Agents Are Doing Differently Right Now | Chris Buckler 11.09.2026 34min

  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 ...
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  The Best Time to List a Property? Today. 10.09.2026 9min

  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 del...