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PODCAST

The Estate Agent Consultancy Podcast

The Estate Agent Consultancy

The Estate Agent Consultancy Podcast is where estate agents come to grow their business. Hosted by Chris Webb, we skip the fluff and get straight into the stuff that actually moves the needle, more listings, better fees, and a business that works for you (not the other way around). Expect real talk, proven strategies, and the occasional rant. Whether you’re scaling up or just starting out, this is the no-BS playbook for building a better agency.https://www.estateagentconsultancy.com/

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All Episodes

8:29

How to work with the seasons in your agency, not...

The Estate Agent Consultancy Podcast ·

2026/10/06

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% all year. it's understanding what season you're in, what needs your attention right now, and where your energy wi...

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12:06

The 4 Types of Homeowner Your Estate Agency Marketing...

The Estate Agent Consultancy Podcast ·

2026/10/05

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 starting to recognise a problem, those actively researching their options, and finally those de...

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65:39

Distracted: The Secret to Consistency

The Estate Agent Consultancy Podcast ·

2026/10/03

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 to form new habits that last. You can download a one-page summary of the practical tips in this episod...

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29:41

How to Become the Estate Agent Everyone Knows | Ollie...

The Estate Agent Consultancy Podcast ·

2026/10/02

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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15:59

Estate Agent Q&A: Fees, Hiring, Overpricing & Your...

The Estate Agent Consultancy Podcast ·

2026/10/01

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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11:13

How to Build a Predictable Lead Generation Machine...

The Estate Agent Consultancy Podcast ·

2026/09/30

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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34:32

The Alto Special: AI, Community & Why we should leave...

The Estate Agent Consultancy Podcast ·

2026/09/29

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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8:49

Stop Networking. Start Owning the Network.

The Estate Agent Consultancy Podcast ·

2026/09/28

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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74:56

Lessons Learned from 57 People in 24 Hours

The Estate Agent Consultancy Podcast ·

2026/09/26

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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48:12

AI Won’t Fix Your Estate Agency — You Need to Rebuild...

The Estate Agent Consultancy Podcast ·

2026/09/25

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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12:44

4 Questions Estate Agents Keep Asking Me — Answered

The Estate Agent Consultancy Podcast ·

2026/09/24

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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14:56

5 Mindset Shifts That Changed My Life & Business

The Estate Agent Consultancy Podcast ·

2026/09/23

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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9:27

Video Doesn't Have to be Fancy... And It's not Just...

The Estate Agent Consultancy Podcast ·

2026/09/22

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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61:25

LIVE Coaching: How to Win More Instructions From Your...

The Estate Agent Consultancy Podcast ·

2026/09/21

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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37:49

Just a Minute (Estate Agency Edition)

The Estate Agent Consultancy Podcast ·

2026/09/19

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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41:16

Why Most Estate Agents Are Getting Marketing Wrong |...

The Estate Agent Consultancy Podcast ·

2026/09/18

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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11:13

You Don’t Need More Leads — You Need Better Follow-Up

The Estate Agent Consultancy Podcast ·

2026/09/17

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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10:37

The Power of Silence in Estate Agency

The Estate Agent Consultancy Podcast ·

2026/09/16

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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8:52

Stop Waiting for Landlords to Leave You Reviews...ASK...

The Estate Agent Consultancy Podcast ·

2026/09/15

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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15:17

How to Get More Properties Under Offer

The Estate Agent Consultancy Podcast ·

2026/09/14

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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