Lunchtime Learning

In this episode of Lunchtime Learning, Stephen Brown talks to Silas J Lees, CEO of Wiggywam and former estate agent turned chartered surveyor turned property reform campaigner.

Silas has spent 30 years in the property industry, and the last few years digging into why UK home moves now take 20 plus weeks when they used to take 6 to 8. His research led to a 130 page white paper and a 7 pledge manifesto for reform, built around what he calls the Maverick Movement.

They talk through:

• What actually makes a good estate agent
• Why 59% of consumers do not know they are paying referral fees, and the knock on effect this has on conveyancing
• The £5.42 billion a year in unclaimed commission estate agents are walking away from
• Why 40% of first time buyers will not even enter the market
• The case for banning referral fees and moving to upfront material information
• What the Maverick Movement actually asks of agents, conveyancers and lenders who want to join
• Why writing a book might be one of the most underused authority builders in the industry

If you work in estate agency, conveyancing or mortgage advice and you are tired of watching good deals fall over, this one is for you.

Guest links: wiggywam.co.uk | [email protected]

Sally Holdway, Sale and Purchase Lead at the Residential Logbook Association and Director of Homeowner's Passport, joins Stephen Brown to unpack digital property logbooks.

A former conveyancing solicitor, Sally explains how logbooks work, what data lenders and solicitors will accept, and why the government's reform roadmap is putting logbooks and sale packs at the heart of faster property transactions.

She shares real results from pilots showing logbooks can cut transaction time by around a quarter, and talks through why more agents are now setting up branded logbooks for buyers, not just sellers, to keep their brand front and centre for the next move.

Get in touch with Sally: [email protected]

This week on Lunchtime Learning I am joined by Bryan Mansell from Gazeal, and we do something a bit different. Instead of a straight interview, Bryan puts me in the seller's chair and walks me through how an agent should present Gazeal's Home Insights Survey and reservation agreement, live, as if I am the one selling my house.

We cover why upfront surveys matter, how they protect the price you agree with a buyer, what happens if the survey turns up problems, and how reservation agreements aim to stop gazumping and gazundering for good. If youa re an agent, this is a real world script you can borrow. If you are a homeowner, it's a good look at questions worth asking before you list.

Listen if you want to understand where the property transaction is heading, not just where it has been.

My guest this week was Melanie Attwater from EXP Luxury.

Here's the stat that sets the whole thing up: 80% of Melanie's clients had already been on the market with another agent and failed to sell. Eighty percent. Usually because the marketing was poor, the agent couldn't negotiate, or there was just no real expertise there.

We talked about how to actually win a decent fee instead of joining everyone else at the bottom, how she gets buyers genuinely committed before they have even seen the house, and a load of small things most agents don't bother with, including running dated photos through ChatGPT on a viewing, getting a survey done before going to market so there are no cheeky offers later, and the onward-purchase conversation that's really what's keeping sellers up at night.

She also works alongside Roger Black and Steve Backley, which I had to ask about, and there is a good bit on a book called Unreasonable Hospitality that's stuck with her.

What does it take to go from pub chef to three-time Olympian — via Usain Bolt?In this episode of Lunchtime Learnings, Stephen Brown sits down with Greg Cackett, a sprinter-turned-bobsledder who didn't pick up athletics until he was 21, yet went on to represent Great Britain at three Winter Olympics.Greg opens up about imposter syndrome, the power of perspective shifts, and why the team environment of bobsleigh gave him something sprinting never could. He also talks candidly about his post-sport transition into screenwriting and stand-up comedy, and why the same relentless hunger for improvement that drove him on the track is now fuelling his creative ambitions.In this conversation, you'll hear:• How an Icelandic ash cloud changed the course of his life• What racing Usain Bolt taught him about belief and belonging• Why the best athletes are often the most insecure — and why that's a strength• How to find your North Star when you're in the middle of a career transition• What "leaders eat last" really looks like in practice• The danger of gurus — and how to find mentors who truly have your backWhether you're navigating a career change, battling self-doubt, or just looking for a bit of fire in your day — this one's for you.Subscribe, share, and leave us a review

Estate Agency in the AI Era: Why Your Digital Plumbing Matters

In this episode, Ben and Idive into how the rise of AI search engines like ChatGPT and Gemini is changing the way vendors and buyers find estate agents. Whether you are looking to future-proof your agency's lead generation or simply understand the essential "digital plumbing" required to rank in the new era of search, this conversation with Google My Business and AI expert Ben Marley covers all the essential details.

What you will learn:

• Why AI-generated leads are highly qualified and dramatically reduce your local competition.

• The vital importance of EEAT (Expertise, Authority, Trustworthiness, Education) and how to feed the machine.

• The surprising reason why claiming your Bing profile is crucial for showing up on ChatGPT.

Make sure to follow the podcast so you never miss an episode, and leave us a review if you enjoyed the discussion.

Welcome to the show.

Today, I’m joined by Michael Alan Sears, Managing Director of Sealeys Walker Jarvis, a respected leader in the UK property industry with over 30 years of experience.

Michael began his career in London Docklands in the early 1990s and has gone on to become a fully qualified member of both the NAEA and ARLA. In 2022, he was elected to the Board of Propertymark, the industry’s leading professional body representing over 17,500 members nationwide.

In this episode, we dive into Michael’s journey through the property world, his approach to mindset and adapting to change, and why being part of industry networks is more important than ever.

We also explore the real challenges in today’s home buying and selling process, how agents can better educate landlords and tenants around the upcoming Renters' Rights Act, and Michael shares insights from his book along with practical advice for estate agents looking to grow and succeed.

This is a must-listen for anyone serious about raising their standards and future-proofing their career in property.

Let’s get into it.

Claire Scott is the Operations Director at Preston Baker. Claire shares tips on building genuine relationships with clients and prospects, including using "Tiny Noticeable Things" to show you care and emphasized the importance of thorough preparation before client meetings, understanding their needs, and delivering a premium service.

Claire discussed how to handle rejection, stressing the need for resilience and not being afraid to fail and shares insights from working with industry leaders like Ian Preston, highlighting the value of mastering your craft and putting in the hard work

Key Takeaways:

• Prioritize understanding your clients as people, not just numbers
• Consistently follow up and stay in touch, even after a deal is done
• Be willing to go above and beyond, even referring clients to competitors if it's the right thing to do
• Embrace failure as part of the journey - success comes from pushing outside your comfort zone

Anneke Babber, with 25 years in the property profession, shares her insights on building a successful self-employed career. Key tips: leverage your network, focus on high-quality communication, and continuously learn. Anneke also discusses the importance of industry qualifications and giving back as a PropertyMark regional executive. Great listen for aspiring or experienced agents.

In this episode, Dan Channer, Group Managing Director of Haslams and Michael Hardy, shares his insights on building a successful estate agency business.

Dan discusses his unconventional path into the industry, the key qualities of top-performing agents, and strategies for creating a strong brand and company culture.

He also addresses the industry's reputation challenges and provides advice for new agents looking to improve their skills.

Additionally, Dan and host Stephen Brown explore the impact of the Renters' Rights Act on the lettings market and ways for agents to continue growing their portfolios.

This episode is packed with practical tips and industry expertise for anyone interested in the world of residential property, lettings and sales.