Most estate agents don’t fail because they lack leads. They fail because they don’t understand their numbers.

In this episode, Royston Guest joins Ian and Mark to uncover the biggest blind spots in estate agency businesses today—starting with cash flow. With only 53% of listed properties completing in 2024, many estate agents are waiting up to 180 days to get paid. That’s not sustainable.

Royston shares real-world advice on managing cash flow, understanding gross profit vs net profit, and why chasing vanity metrics (like listings and followers) won’t pay your bills. He urges agents to focus on financial performance, not just top-line revenue.

Whether you're an independent estate agent or running a growing agency team, this episode is your blueprint for building a profitable, resilient business that lasts.

💡 Key Talking Points:

Why cash flow is the #1 issue facing estate agents in 2024

The dangerous lag between listing and completion (120–180 days)

What every estate agent should know about gross profit and net profit

How to stop chasing vanity metrics—and track what really matters

Why most estate agents can’t calculate key business metrics—and how to fix it

Recurring revenue: how lettings and financial services can smooth cash flow

🎯 Action Steps:

Download Royston’s ‘Seven Fatal Mistakes’ Report and use it for honest self-review below

Reassess your agency’s financial health—start with profit and cash

Educate your team on how long it really takes to get paid

Set up recurring revenue streams to stabilise your business model

Prioritise financial data and metrics over performance “fluff”

Download the report here:

https://www.poweragency.co.uk/7-fatal-mistakes-report

🔊 This episode is sponsored by Iceberg Digital – Revolutionising the estate agency industry through automation, innovation, and world-class marketing. https://iceberg-digital.co.uk/