In this episode of Estate Agency Leaders, Ian Preston is joined by Terry Blackburn — founder of Mortgage Genie, Bespoke Financial, and the Wealthy Advisors Club — to unpack why mortgages, protection, and insurance are still so poorly developed in many estate agencies, and what that is costing business owners in real terms.

Together, they explore:

• How financial services can increase revenue per transaction by 75% or more

• Why most agencies underperform in FS despite clear customer demand

• The true economics of broker fees, proc fees, protection, and recurring income

• Employed vs self-employed adviser models — and when each makes sense

• How FS materially increases business valuation and exit multiples

• The power of back books, repeat remortgages, and referral flywheels

This is a practical, numbers-led conversation for agency owners who want more control, more profit, and a more valuable business — without chasing more instructions.

If you plan to grow, professionalise, or exit your estate agency in the next 3–5 years, this episode is essential listening.

In this episode of Estate Agency Leaders, Ian sits down with Oliver Hewitt, Sales Director of Sears and Duncan Yeardley — two powerhouse Berkshire agencies operating under a unique dual-brand model.

Oliver shares how their team has combined elite training, relentless culture-building, and creative incentive structures to deliver standout results — including what could become a record-breaking £40,000 month of flexible fees from a single valuer.

We dig into:

• Why they kept two rival brands running side-by-side after acquisition

• How mindset and bravery underpin their premium-fee strategy

• The exact training and behaviours that drive 1.75–2% fees consistently

• Their journey implementing flexible fees and scaling from £0 to six-figure months

• Why inexperienced valuers often outperform seasoned ones when adopting new models

• How incentives, data-driven coaching, and cultural clarity transform performance

This conversation is packed with practical takeaways for any estate agency leader wanting to lift fees, improve culture, accelerate training, and adopt flexible fees with confidence.

Host Ian Preston sits down with his cousin and business partner, James Baker, to discuss the founding of Preston Baker.

This "unusual interview" explores the beginnings of the business, specifically what it was like opening an estate agency in October 2008.James shares his background in the industry, which started after Ian, his cousin, told him to move to Newcastle and become an estate agent.

He recounts his time at Countrywide, moving to Yorkshire, and then the market crash that led to the opportunity to set up a franchise of Bairstow Eves on October 1, 2008.The discussion covers:

• The market conditions in 2008, when people thought they were "insane" for starting an estate agency.
• Why the market in the early days was actually "one of the better markets" they traded in because people had realistic expectations.
• Strategies for tough markets, including being more proactive and going out to "piece deals together".
• A comparison of the 2008 crash to the current market, suggesting today could be tougher due to unrealistic seller expectations.
• The growth and success of Preston Baker Financial Services, which won the best financial services business in estate agency in 2016 and why a good financial services partner is crucial.
• Working with family, which has been successful due to shared values, work ethic, and trust.
• Winning the Best Estate Agent Overall Winners award in 2017.
• The return to core values like "premium," "energy," and "attitude" in the new self-employed model.
• The future of estate agency, including the benefits of technology and the self-employed model.
• Flexible fees and why they are vital to the self-employed model to help new associates get up and running quickly and to ensure sellers are incentivized to move.
• The future of traditional high street branches.

In this episode of Estate Agency Leaders, I sit down with industry legend Peter Rollings — former Foxtons MD and Marsh & Parsons CEO — for an honest, insider look at what really drives performance in estate agency today.

Peter shares the big lessons from his career:
• How Foxtons lost focus — and how it got its edge back
• What he changed when rebuilding Marsh & Parsons
• Why most agents hire the wrong people
• The simplest, fastest way to raise fees (and double profits)
• Why letting stock is falling — and where opportunity still exists
• How AI will transform prospecting, inbound calls and branch structures
• The truth about EXP, hybrid models and the future high-street office

We also unpack the famous Marsh & Parsons Tube campaign, the culture behind Foxtons’ success, and the role attitude plays in building great teams.

A masterclass in leadership, pricing, marketing and the next chapter of estate agency.

In this episode of Estate Agency Leaders, Ian Preston sits down with Chris Rosindale, Chief Operating Officer of the Connells Group — the UK’s largest estate agency network with over 1,200 branches.

Chris shares his extraordinary rise from a local negotiator to the top of one of the most powerful property businesses in the country. Together, Ian and Chris unpack:

• The leadership qualities that shaped his career

• How Connells is using technology as an enabler, not a barrier

• The cultural shift toward local decision-making and accountability

• Insights from Connells’ flexible fees pilot and its early results

• Why empowering people is at the heart of every high-performing business

• And how initiatives like Project 28 aim to transform the home-moving process for everyone

Candid, thoughtful, and full of lessons for independent and corporate estate agents alike — this episode gives a rare look inside how a modern property giant adapts, scales, and leads through change.