The Estate Agent Consultancy Podcast
The Estate Agent Consultancy Podcast is a business show aimed at estate agents who want to grow their agency. Hosted by Chris Webb, it focuses on practical steps for winning more listings, charging better fees and building a business that works for the owner rather than the other way around. Episodes mix straight-talking advice, proven strategies and the occasional rant, with no filler or hype. It is aimed at both agents who are scaling up and those just starting out, offering a no-nonsense playbook for running a stronger agency.
Episodes
How to Get More Done in Your Estate Agency (Parkinson’s Law Explained)
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 yourself
It's OK To Talk: Andy's Man Club and Mental Health
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-Ho
What the Best Self-Employed Estate Agents Do Differently | Jack Durkin
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 as
Are You Giving Sellers Too Much Choice? The Paradox of Choice in Estate Agency
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, we
How to Use Price Anchoring to Win More
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 re
How to work with the seasons in your agency, not against them!
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 100
The 4 Types of Homeowner Your Estate Agency Marketing Needs to Target
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, those s
Distracted: The Secret to Consistency
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 t
How to Become the Estate Agent Everyone Knows | Ollie Hawkins
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 recommenda
Estate Agent Q&A: Fees, Hiring, Overpricing & Your Core Area
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, i
How to Build a Predictable Lead Generation Machine for Your Estate Agency
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,
The Alto Special: AI, Community & Why we should leave building a CRM to the professionals!
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 impro
Stop Networking. Start Owning the Network.
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 network
Lessons Learned from 57 People in 24 Hours
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 wh
AI Won’t Fix Your Estate Agency — You Need to Rebuild It | Mark Burgess
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 e
4 Questions Estate Agents Keep Asking Me — Answered
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 als
5 Mindset Shifts That Changed My Life & Business
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 o
Video Doesn't Have to be Fancy... And It's not Just For marketing
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
LIVE Coaching: How to Win More Instructions From Your Market Appraisals
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 afterwa
Just a Minute (Estate Agency Edition)
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 ful
Why Most Estate Agents Are Getting Marketing Wrong | Cindy Slaughter
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
You Don’t Need More Leads — You Need Better Follow-Up
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, p
The Power of Silence in Estate Agency
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 s
Stop Waiting for Landlords to Leave You Reviews...ASK Them!
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
How to Get More Properties Under Offer
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:
Rory Sutherland: Complete Dysfunction
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 y
What the Best Estate Agents Are Doing Differently Right Now | Chris Buckler
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 defe
The Best Time to List a Property? Today.
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
How to Make Sellers Feel Stupid Saying No
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 t
Your Customer Journey Can Fix Anything...Let's Put It To The Test
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 an
Why You Should Steal Your Best Business Ideas
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
Why Property Transactions Are Broken — and How Estate Agents Can Fix Them | Silas J. Lees
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 homeowne
Cannibalise Your Estate Agency Before Someone Else Does
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 Blockbus
How Great Estate Agents Win in a Tough Market
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
September Is Your Second New Year: 3 Things to Do to Finish the Year Strong
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 gen
Why You’re NOT Getting More Referrals (And How to Fix It)
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
From Cold Calling to Sales Director: Alex Tan on Energy, Culture and Leadership
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:Why cold
The Only Things That Actually Grow Your Estate Agency
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
5 Estate Agency Myths That Are Costing You Thousands
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-perf
Agents, Let’s Normalise Our Beans on Toast Era
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 talkin
You’re Busy… But Your Estate Agency Isn’t Growing
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 funn
The Biggest Google Update in 25 Years (Estate Agents Beware)
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
The Biggest Estate Agency Mistakes (And How To Fix Them)
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
What’s Your Unfair Advantage in Estate Agency?
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 of
Death by a Thousand Logins: Is Your Software Helping Your Agency… or Slowing It Down?
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 everyth
Your Team Is Only as Good as the Training You Give Them
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 t
25 Years in Estate Agency: The Real Secret to Winning (Back-to-Back Awards)
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:How Michelle built a dominant local brand in Lancaster & MorecambeThe real reason most agents lose instruct
The Leverage Ladder Every Estate Agent Needs to Understand
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 a
Most Estate Agents Launch Properties Completely Wrong
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:Why most property launches
Summer Doesn't Creat Problems in Your Agency...It Exposes Them!
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 yo
Never Run Out of Content Ideas Again (My Simple Framework)
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, bui
From Chasing Clients to Attracting Them: Jack Flower’s Growth Story
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:What’s driven real growth over the last 12 monthsHow niching down transformed his b
Would You Rather Get No Dates… Or Never Get a Second One?
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:Why viewings aren’t the metric that mattersThe dating
People Don’t Want to Sell Their Home (They Want This Instead)
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
You're not Repeating Yourself...You're Finally Being Remembered
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&
The Estate Agency Business Model Is Broken.
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 discus
How to Become the Go-To Agent (Without Chasing Leads)
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:Why today’
The Dark Side of Personal Branding Nobody Talks About
Building a personal brand can be one of the fastest ways to grow your business—but it comes with hidden challenges that few people ever mention.In this episode, I explore both sides of personal branding: the trust, authority and opportunities it creates, alongside the pressure, expectations and risks that can leave you feeling trapped by your own success.We discuss why personal brands often grow f
Why You’re Tracking the Wrong Numbers in Business
If your motivation rises and falls with your revenue, you’re probably measuring the wrong things.In this episode, I explain why revenue is a lagging indicator and why the most successful business owners focus on the actions they can actually control instead. You’ll learn how shifting your attention from outcomes to inputs creates more consistent growth, better decision-making and a healthier minds
The Curiosity Advantage: Why the Best Letting Agents Ask More Than They Tell!
The best letting agents don't always have the best answers...they ask the best questions.Today, it's all about why curiosity is one of the most underrated skills in lettings businesses and how asking better questions can transform your valuations, landlord meetings, networking conversations and even the way you lead your team.We're exploring how the right question can uncover opport
Stop Pitching: The Consultative Selling Method That Wins More Clients
Selling has changed, but many businesses are still relying on outdated pitches.In this episode, we explore why modern clients do not need more information—they need clarity, confidence and someone who genuinely understands their problem. You will learn how consultative selling helps you build trust faster, win higher-value clients and make sales conversations feel far more natural.We cover why pit
From Starting Again at 30 to Market Leader: Ross Daniello’s No-BS Playbook for Estate Agents
In this episode, I sit down with Ross Daniello to unpack one of the most honest and insightful journeys in estate agency—from starting again as a junior in his 30s to building a market-leading premium brand with Chartwell Noble.We dive deep into what it really takes to succeed in this industry—cutting through the noise, the hype, and the “get rich quick” nonsense that’s everywhere right now.Ross s
Nobody Wants a “Free Valuation” (Do This Instead to Win More Instructions)
Most estate agents are offering the exact same thing… just packaged in the most boring way possible.In this episode, we break down why “free market appraisals” don’t actually appeal to modern sellers—and what they really want instead. Because the truth is, it’s not about changing the service… it’s about changing how you position it.You’ll learn how simple shifts like “strategy session”, “market co
Okay I Give In... How To Grow Your Downline.
You asked. I delivered.I was asked last week by an agent how to grow their downline... Here's how I would do it in 2026.Enjoy.📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book?✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over.📥 Want FREE materials to help get you your next instruction? Head to: https://www.es
Don't Report the Market. Explain it!
Any agent can share the latest property news.Very few can explain what it actually means for their landlords.Even fewer are actually doing it.In today's episode, we're looking at how to become the local expert landlords rely on by turning headlines into practical advice. How to use your market knowledge in valuations, social media and landlord conversations to demonstrate real expertise
How to Get More 5-Star Reviews (Without Begging for Them)
Most estate agents ask for reviews… But very few actually get them consistently.In this episode, we break down the psychology behind getting more 5-star reviews — and more importantly, getting clients to actually follow through and leave them.We cover:Why most people intend to leave a review… but never doThe simple psychological shift that gets more “yes” responsesHow to give clients a real reason
Burnout, Altruism, and a Big Announcement (or, "Why I Nearly Cried on a Train")
This Saturday's episode is a little different. It begins on a packed train out of Bath Spa, where nobody would give up their seat for an elderly lady — and where Toby realised something wasn't right, and hadn't been for a while. What follows is an honest conversation about burnout and the pressure of self-employment, and some genuinely remarkable research into why doing good is good
Why The Best Estate Agents Don’t Feel Like Estate Agents
What does it really take to build a long-lasting estate agency business?In this episode, I sit down with Wendy Peterman from Petermans, a business that’s been serving its community for decades, to unpack what actually matters.And it’s probably not what you think.We cover:* Wendy’s journey from advertising into estate agency* Why communication is the most underrated skill in the industry* The impor
Want More Instructions? Do This One Thing First
If you want more instructions… You need to be brutally honest about one thing:Are you actually focusing on the job that matters most?In this episode, we break down the mindset shift every estate agent needs to make if they want to grow — and why so many get distracted by everything except the thing that drives revenue.We cover:The real #1 job of an estate agent (it’s simpler than you think)Why mos
Busy But Broke? Here’s What You’re Doing Wrong
If you feel constantly busy in your estate agency… but your bank account doesn’t reflect it — this episode is for you.Because being busy doesn’t mean you’re being productive.In this episode, we break down:Why so many agents stay stuck doing everything themselvesHow to identify what actually moves the needle in your businessThe shift from “doing more” to doing the right thingsHow to bring in top ta
The Most Valuable Marketing Asset You don't Own...Yet
Rachel's back this week (thanks Chris for holding the fort!) with your weekly lettings challenge.What if your next landlord instruction didn't come from an advert, a valuation or a referral...but from a community you've built yourself?I'm setting you a challenge that could completely change the way landlords in your local area see your agency.We're talking about creating a
You’re Talking Like an Estate Agent… That’s the Problem
Most estate agents aren’t losing business because they’re bad…They’re losing it because they’re misunderstood.In this episode, we break down how to “read your client’s mind” — not by guessing, but by understanding how they actually think, what they’re worried about, and the questions they’re too afraid (or too unsure) to ask.We cover:Why estate agents accidentally confuse clients with industry jar
How to Turn Customers Into Raving Fans — Live from the Kerfuffle Conference
Recorded live on stage at the Kerfuffle Conference at the ICC in Newport — where Toby had the unusual honour of warming up for Alastair Campbell — this episode reveals why the most powerful marketing channel isn't the one you're paying for. It's word of mouth. Drawing on a behavioural psychology principle called the peak-end rule (and a research study involving a colonoscopy, of all
Want Higher Fees? Learn From Prime Estate Agents
What does it really take to succeed in the prime and super prime property market?In this episode, I sit down with Simon Leadbetter to break down the latest Voice of the Agent: Prime Cuts report — a data-backed look at how the top estate agents operate at the highest level.We cover:* The difference between upper quartile, prime, and super prime markets* Why top agents list fewer properties… but ear
You Started a Business to Be Different… So Why Do You Look Like Everyone Else?
You started your own business so you could do things your way… So why do so many business owners end up looking exactly like everyone else?In this episode, we break down one of the biggest traps in business — playing it safe, copying the competition, and trying to appeal to everyone… which ultimately makes you stand out to no one.We cover:Why most businesses drift towards “safe and similar”The hid
If You Hate Networking… Listen to This
If you hate networking… you’re not alone.Walking into a room full of strangers, making small talk, and trying to “sell yourself” isn’t for everyone — and honestly, it’s not even the most effective way to win business anymore.In this episode, we break down how building a strong personal brand can completely replace traditional networking.So instead of you chasing conversations… people come to you.I
Is Direct Mail Dead in 2026?
Is direct mail dead in 2026… or are most agents just doing it badly?In this episode, we break down the truth about direct mail in today’s market — what’s working, what’s not, and how to actually get results from it.We cover:Whether direct mail still works in a digital-first worldThe biggest mistakes agents are making (that kill response rates)What modern, high-converting direct mail actually looks
How to Destroy Your Personal Brand in 20 Seconds
It takes less than 20 seconds to damage your personal brand.In this episode, we break down one of the biggest mistakes people make when building a personal brand — trying to be someone they’re not.Because the moment there’s a gap between what people see online… and what they experience in real life — trust is gone.Inside this podcast, you’ll learn:* Why authenticity is the foundation of a strong p
The Flowers Nobody Asked For
In 1970s America, an unpopular religious movement discovered something strange: if you press a flower into a stranger's hand before you ask them for money, they'll give you money — even if they hate the flower, even if they hate you, and even if they throw the flower in the bin thirty seconds later. This week, Toby tells the story of the Hare Krishnas at the airport, the psychology of re
From Unknown to Local Influencer: The Estate Agent Community Strategy
Most estate agents focus on selling houses… but the best ones build communities.In this episode, I sit down with Dayalan Mahesan, an estate agent who has built a database of over 26,000 people by doing something completely different — putting community first and sales second.We dive into how he’s used events, newsletters, social media, and even a podcast to become a true local authority — without
