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In this episode of The Complete Agent Podcast, James Kendall of James Kendall & Co is joined by Ian Storey of Storeys of Cheshire for a practical, no-nonsense discussion about the realities of estate agency right now and how agents should be positioning themselves for the year ahead.

The conversation begins with a review of the past week in the market, looking at sales activity, new instructions and the importance of maintaining a strong pipeline. James and Ian explain why pipeline health is the single biggest indicator of future success and how many agents only realise there is a problem once it is already too late.

They go on to unpack the challenges currently facing estate agents, including pricing sensitivity, interest rate uncertainty and changing buyer behaviour. Rather than blaming market conditions, the focus stays firmly on what agents can control. Proactive marketing, clear communication and confident advice are highlighted as the difference between agencies that are struggling and those that are still moving stock.

Marketing strategy plays a central role in the discussion. The hosts talk about the power of staging and presentation, why first impressions still drive value, and how many agents underestimate the impact of getting a property properly prepared before launch. Choosing the right properties to market and being selective about instructions is framed as a business decision, not arrogance.

Client engagement is another recurring theme. James and Ian stress the importance of asking for the business, asking for price adjustments when necessary, and handling objections face to face rather than hiding behind messages or emails. They argue that many agents are sitting on “low hanging fruit” simply because they are not confident enough to have direct conversations.

Interest rates and wider market trends are also covered, with a realistic assessment of how sentiment affects buyers and sellers. The episode reinforces the need for agents to stay informed, communicate clearly with clients and provide reassurance grounded in data rather than headlines.

As the episode closes, the focus turns to growth. James and Ian share their goals for the coming year and discuss the mindset required to improve results in a competitive market. Continuous training, better execution, and charging appropriately for the service delivered are essential foundations for long-term success.

This episode is ideal listening for estate agents who want a realistic view of the market, practical sales strategies they can apply immediately, and clarity on how to enter next year with confidence and control.

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his week on The Complete Agent Podcast, we recorded in person live from Ian Storey’s house for a proper, unfiltered market chat. No studio polish, no scripted segments, just three agents comparing notes on what this year has really felt like on the ground and what we believe is coming next.

James Kendall, Ian Storey and David Warburton talk candidly about the challenges we have all had to navigate. Sellers still anchored to pricing from a different market, buyers more cautious and more selective, and the constant tension between keeping instructions moving and protecting your fee and brand position. We get into where deals have been falling down, what has helped keep momentum, and what we have changed in our own businesses to stay proactive when the market is not doing you any favours.

We also look ahead to next year. What will matter most for agents who want to grow, especially in the mid to upper end of the market. How to keep your pipeline strong, how to communicate with clients when sentiment is fragile, and why the agents who win are the ones who focus on the basics and execute consistently. There is plenty of practical takeaways, but it is also a reminder that you are not the only one dealing with the madness. This is the job, and we can get better at it together.

If you have had a challenging year, or you are determined to enter next year with more clarity and control, this episode will feel like a conversation you needed to hear.

Key topics covered

This year’s market challenges and what they have looked like in real time

Seller expectations, buyer behaviour and how to handle the gap

How we have stayed consistent with communication and pricing strategy

What we think will matter most next year for growth and stability

Practical mindset shifts for agents who want to perform at a higher level

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Fresh off the back of the TCA Mastermind in Manchester, the lads are back (eventually... Dave had some connection issues!) to dissect the reality of the current market.

This week, Ian shares a horror story involving a high-value property and a lazy agent that nearly collapsed a chain, proving once again that "cheap" fees often cost the most. JK battles the "Mancunian Cough" to drop truth bombs about conversion rates, and the team debates the age-old question: Should you launch new listings now or wait for the January rush?

If you are an agency owner feeling the burnout, or you're obsessed with high conversion rates, this episode will challenge your thinking. It’s time to stop looking at vanity metrics and start looking at your profit.

In this episode, we cover:

• The Chain from Hell: Ian exposes a shocking failure in source of funds checks on a high-value property and why doing it properly is worth the premium fee.
• The December Dilemma: With the holidays approaching, is it better to launch stock now or hold fire for the New Year? The guys share their strategy.
• The Conversion Rate Myth: Why a 60-70% conversion rate might actually be a warning sign that your fees are too low.
• Defining Your "North Star": Why the goal isn't always a supercar—sometimes it's just being able to do the school run.
• Scaling Up: The specific first hires you need to make to transition from an overworked owner-operator to a business owner.
• Mastermind Takeaways: Exclusive insights from the Manchester event, including the power of daily data tracking.

Killer Quotes from the Episode:

"That is what you get for less than 1%... You remember when you were choosing between 2% and 0.75%? This is what you chose. And now we're having to pick up the pieces." — James Kendall

"If your gross conversion rate is 60-70%, the fact of the matter is you're too cheap. Put your fees up, you'll convert less, but you'll make more money." — James Kendall

"You're not going to look back on your deathbed and think, 'God, I wish I'd done one more valuation.' You're going to think, 'I'm really glad I took the kids to school.'" — Ian Storey

Key Resources & Mentions:

• TCA Mastermind: Insights from the recent Manchester event.
• Street.co.uk: Mentioned regarding AI call handling.
• Book Recommendation: Exactly What to Say by Phil M. Jones (referenced in previous context but relevant to the scripts discussed).

Next Week: Get ready for a special milestone! Next week we celebrate Episode 100 with a video special.

About The Complete Agent: The Complete Agent is dedicated to helping estate agents move away from the high-volume, low-fee hamster wheel and build a business based on quality, high fees, and exceptional service.

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This week on The Complete Agent Podcast, James Kendall, Ian Storey and David Warburton return with a frank and practical breakdown of the latest movements in the UK property market. From fall-through frustrations to budget-day anticlimaxes, the trio pull apart what’s actually happening on the ground and how estate agents can use this period to strengthen relationships, sharpen marketing strategies and stay ahead of buyer sentiment.

Ian opens the episode with a raw update on sales that have recently fallen through. Rather than dressing it up, he talks honestly about managing the emotional and financial impact of pipeline turbulence. The hosts reflect on how common this pattern has become for agents across the country, reinforcing the value of community and peer support when the weeks feel heavy.

The discussion moves into the recent budget announcement, which, despite the build-up, delivered very little for the mainstream housing market. The only headline measure, the forthcoming mansion tax, is dissected for its true-to-life impact, which appears limited to a small slice of high-value homes from 2028 onward. The hosts explore what this means for messaging, client communication and how to address incoming questions from sellers and buyers.

Social media strategy becomes a central theme, with the team championing transparent, steady content during uncertain times. They emphasise that authenticity consistently outperforms polished perfection, especially when clients are already jittery about the budget, mortgages and market timing. Marketing properties correctly, positioning them with confidence and grounding conversations in data are framed as essential habits for agents who want to remain trusted advisers.

The episode circles back to client relationships. With buyers and sellers absorbing conflicting narratives from the news, the team encourage agents to double down on communication, check in with clients post-budget, and use this moment to reinforce clarity rather than speculation. Community engagement also comes to the fore, from local events to visibility on social channels, as a way to remain the go-to expert in your patch.

As the year edges toward its final stretch, James, Ian and David underline a clear message: the agents who prepare now, remain proactive and keep talking to their clients will enter 2026 in a stronger position. The market may not feel thrilling, but those who stay visible, supportive and strategic will reap the rewards as momentum shifts.

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This week on The Complete Agent Podcast, James Kendall is joined by co-hosts Ian Storey and David Warburton for a deep dive into the realities of building a high-performing estate agency in an ever-changing market. They’re joined by a familiar face to the Complete Agent community: Michelle, whose background in estate agency, sales progression and business coaching has shaped the growth of the project from day one.

The conversation opens with Michelle’s career journey and the lessons she has carried from frontline agency work through to coaching roles where she has helped agents refine decision-making, strengthen processes and develop strategic focus. Her experience bridges the day-to-day operational pressures of modern estate agency with the bigger picture thinking required to build a resilient, profitable business.

Across the episode, the team explore how buyer behaviour, market cycles and shifting levels of confidence continue to influence what agents need to prioritise. Weekly market insights, data interpretation and clear communication are positioned as essential tools rather than optional extras. Michelle unpacks how strong sales progression processes can transform pipeline speed, fall-through rates and client experience, creating a meaningful uplift in revenue without adding more leads to the top of the funnel.

A recurring theme throughout the discussion is the importance of setting clear, realistic goals and tracking the right performance metrics. Whether it’s cost of acquisition, lead generation efficiency, or the value of first contact, the team argue that the agents who win in 2025 will be the ones who treat their businesses like businesses, not weeks of firefighting stitched together.

Personal development is given equal weight. The hosts reflect on how agency owners often focus on growth targets and operational output, yet neglect mindset, work-life balance and the ability to stay consistently focused when the market feels uncertain. Michelle shares the benefits of community support within the Complete Agent mastermind, where accountability, problem-solving and shared experience accelerate growth far faster than working in isolation.

With the next mastermind event on the horizon, the episode closes on a simple message: progress comes from action. Understanding your numbers, measuring growth, improving communication, and implementing small but meaningful changes can redefine the trajectory of an estate agency within a single quarter.

If you’re a premium estate agent, business owner or someone aiming to reach the upper quartile of your local market, this episode offers a grounded, practical look at what truly moves the needle. From sales progression clarity to mindset resilience, it’s packed with the strategies high-performing agents are using to push ahead in a competitive landscape.

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In this episode of the Complete Agent Podcast, Dave Warburton, Ian Storey and James Kendall share a wide-ranging, honest discussion about what’s working – and what isn’t – in the current market. From pricing challenges and fickle buyers to the power of confidence and consistency in winning high-end business, this episode dives deep into the realities estate agents are facing right now. The team reflect on their own wins and lessons, exploring the importance of brand positioning, the art of deal-making, and why now is the time to look in the mirror and ask: how do you really look to your ideal clients?

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In this episode of the Complete Agent Podcast, the hosts explore the current state of the property market and why prioritising quality over quantity is crucial for estate agents right now. They share timely insights into pricing strategies, lead generation techniques, and how strong branding can attract motivated buyers and sellers. The team also previews their upcoming December Mastermind event, where agents will gain tools to build momentum heading into 2026.

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In this episode of the Complete Agent Podcast, hosts Dave Warburton, Ian Storey, and James Kendall explore the current real estate landscape, focusing on pricing challenges, shifting buyer expectations, and the increasing importance of data-led decision-making. Joined by special guest Rory Black from Dataloft(PriceHubble), the conversation delves into how agents can use market intelligence to deliver accurate property valuations and enhance their credibility with clients. They cover everything from the rental market and overpricing pitfalls to building long-term relationships through trust, data, and communication.

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In this episode of The Complete Agent Podcast, host Dave Warburton is joined by co-hosts James Kendall and Ian Storey along with special guest Giles Ellwood, CEO of HomeSearch.

Together they explore how AI and data are reshaping the property industry — from how buyers search for homes to how agents can generate more instructions. Giles shares the story behind Halo, HomeSearch’s latest tool ,aiming to double the number of property transactions by connecting agents and consumers directly.

They also cover the evolving mindset of sellers, the growing importance of real-time data, and why embracing technology is now essential for estate agents who want to stay ahead in a competitive market.

Top Takeaways

• 40% of US home searches now start with AI — the UK is not far behind
• Halo aims to double transaction volume through better buyer-agent connection
• Real-time data is critical for accurate listings and informed conversations
• Agents must shift from resisting tech to leveraging it to win instructions
• AI tools now understand buyers better than buyers understand themselves
• Property marketing must move beyond portals — or risk irrelevance
• Being an early adopter of tech = market advantage

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In this episode of The Complete Agent Podcast, hosts James Kendall, Ian Storey, and David Warburton dive into the realities of today’s property market — where hustle, adaptability, and sharper sales strategies are the keys to success.

They explore how AI is changing property marketing, why setting the right expectations with clients is more crucial than ever, and how agents can stay proactive with lead generation, direct mail, and community-based branding.

With actionable takeaways, buyer behaviour insights, and real talk on how to stay profitable in a slower market, this episode is packed with value for any agent who wants to stay ahead of the curve.