The Complete Agent - The Podcast For Premium Real Estate Agents

In this episode of The Complete Agent Podcast, Dave Warburton and Ian Storey discuss what's really happening in the property market and why many estate agents are creating unnecessary fear by describing it as a "bad market". Instead, they argue that today's market is simply more price sensitive, and that agents who educate their clients properly are continuing to achieve excellent results. They share their own recent sales figures, discuss why the mid to upper end of the market remains active, and explain why pricing strategy has never been more important.

The conversation explores how a structured pre-launch strategy is helping them secure stronger launches, generate buyer demand before hitting the portals, and remove much of the guesswork around pricing. They explain why homeowners should stop thinking of valuations as an agent's opinion and instead understand that the market determines value.

Dave and Ian also analyse the latest Rightmove House Price Index, discussing falling asking prices, increased housing supply, improving mortgage rates and why these statistics should be used proactively to educate sellers rather than simply reported. They explain how combining national data with local success stories gives agents far greater credibility during valuation appointments and pricing conversations.

Finally, they discuss the importance of consistent marketing, from quarterly market update letters to regular social media content, sharing real examples of how long-term consistency has generated high-value instructions and significantly increased fees. The episode concludes with an insight into how The Complete Agent is helping agents across the UK improve pricing conversations, marketing, and profitability.

In this technology-focused episode of The Complete Agent Podcast, James Kendall is joined by Giles Ellwood from HomeSearch to explore how artificial intelligence is fundamentally changing estate agency. From AI powered search to automation and the future of property portals, this is a fast paced conversation packed with practical insights for agents who want to stay ahead of the curve.

The discussion begins by looking at the explosion of AI tools such as ChatGPT, Claude and Fable, and why many agents are suffering from "AI fatigue" as new products launch almost daily. James and Giles explain why it's more important than ever to focus on practical implementation rather than chasing every new tool.

They then dive into practical AI advice for estate agents, covering everything from protecting sensitive business information, choosing the right AI subscriptions, using voice AI and WhatsApp automation, and avoiding the trap of buying unproven software from opportunistic startups.

The second half of the episode focuses on the future of property search. Giles explains why consumer behaviour is rapidly shifting away from traditional search methods and towards AI powered discovery, how HomeSearch's HAILO platform is optimising listings for AI search engines, and why agents who prepare now will be far better positioned as AI becomes the primary way buyers discover property.

The episode concludes with impressive adoption statistics for HAILO demonstrating how quickly AI search is becoming a genuine alternative to traditional property portals and why estate agents need to start thinking about AI visibility today rather than waiting for the market to catch up.

This week’s episode of The Complete Agent Podcast welcomes former detective and police commander Jeff Hill, co founder of Harrier Global, alongside Michelle Smith. The conversation explores a topic rarely discussed in estate agency: protecting high net worth clients throughout the property journey.  

James opens by sharing how Michelle’s training has changed the way his team approaches client experience, including a thoughtful story about creating a bespoke audio and video tour for the visually impaired husband of a prospective buyer, highlighting how small details can create world class service.  

Jeff then explains how his experience investigating organised crime shaped Harrier Global’s unique approach to residential security. Rather than focusing purely on alarms and cameras, he reveals how sophisticated criminals think, how they research wealthy homeowners, and why many expensive homes remain surprisingly vulnerable.  

The discussion moves into practical advice for estate agents, including why buyer vetting should go beyond a phone number, how intuition can be just as valuable as process, and why luxury marketing can unintentionally create opportunities for criminals if handled carelessly.  

Finally, the conversation shifts from security to business growth. Jeff shares why networking has been the single biggest driver of Harrier Global’s success, explaining how building genuine relationships, adding value before asking for anything, and becoming the trusted expert within your niche creates long term referrals and opportunities.

This week on The Complete Agent Podcast, James Kendall and Dave Warburton take a deep dive into the current property market and explain why many agents are getting it wrong.

They discuss why today’s market isn’t bad, it’s simply different, and why agents who rely on outdated pricing strategies are costing homeowners tens of thousands of pounds. Through real life examples, they explain the importance of pricing correctly from day one, using pre launch strategies to test the market, and having honest conversations with sellers instead of chasing instructions.

The episode also covers how direct mail is generating valuation opportunities, why storytelling and local market knowledge are becoming the biggest competitive advantages, and how experienced agents should position themselves as trusted advisers rather than salespeople.

Towards the end, James and Dave also share their thoughts on proposed stamp duty reforms, the wider economic outlook, and finish with an entertaining discussion about England’s World Cup chances.

If you want practical advice on winning more instructions, pricing property correctly and navigating today’s changing market, this episode is packed with actionable ideas.

This week on The Complete Agent Podcast, James, Michelle and Ian are joined by marketing consultant and AI specialist Toby Martin for a fascinating conversation about what separates memorable estate agents from those who simply blend into the crowd.

Drawing on his experience as both a former estate agent and educator, Toby explains why so many agencies look and sound the same, and why standing out has never been more important. The discussion explores how buyers and sellers now research agents long before a valuation appointment, making brand, content and consistency critical to winning instructions.

The conversation also dives deep into artificial intelligence, exploring where AI genuinely saves time, where it should never replace human interaction, and how agents can use it to become more efficient without losing the personality and trust that premium estate agency is built upon.

From video marketing and storytelling to AI workflows, digital home staging and customer psychology, this episode is packed with practical ideas that agents can implement immediately to improve both their marketing and their business.

In this week’s episode of The Complete Agent Podcast, James, Michelle and Dave reflect on a packed Mastermind in Manchester and share the biggest lessons that members are already implementing.

The conversation covers the current state of the market, why valuations are moving more slowly across the country, and why uncertainty always creates reasons for homeowners to delay moving. The team discuss how experienced agents can still thrive by focusing on communication, pricing strategy and expert advice rather than chasing the market.

They also unpack some of the biggest Mastermind takeaways, including live valuation role plays, sales progression strategies that reduce fall throughs, the importance of managing survey renegotiations, and why consistent communication is often the difference between completion and collapse.

The episode finishes with a discussion on confidence, community and continuous improvement, showing how the right environment can transform both mindset and business performance.

In this episode of The Complete Agent Podcast, Dave Warburton is joined by Ian Storey, Michelle Smith and special guest Craig Thompson from North Wall.

Craig shares the journey of building North Wall from a standing start into a premium-focused agency, including the challenges of moving from the middle of the market towards higher value homes. The conversation covers branding, fee confidence, team buy-in, personal brand, video marketing, customer service and why simply using professional photography is no longer enough.

The group also discuss the importance of culture, leadership and helping valuers believe in the value of the service they deliver. Craig explains how joining The Complete Agent has helped increase average fees, improve confidence across the team and sharpen the agency’s ambition for future growth.

A strong episode for agents who want to raise their standards, improve their brand, charge stronger fees and build a team that genuinely believes in the service they provide.

This week on The Complete Agent Podcast, the team discuss a market that remains active but increasingly price sensitive. Ian shares updates on Storey Homes’ expansion into Knutsford, the launch of a new mortgage brokerage, and the challenge of slow conveyancing times despite a strong pipeline.

James talks through recent premium instructions, the impact of high quality marketing on winning listings, and why homeowners are increasingly recognising the difference between a basic Rightmove listing and a comprehensive marketing strategy. Dave reflects on a busy sales pipeline and the importance of keeping sellers informed during a market where buyers are negotiating harder than ever.  

The main discussion centres around the growing use of AI by buyers during negotiations. The team explore how tools such as ChatGPT are being used to generate low offers backed by seemingly persuasive market data, and what agents can do to handle these conversations effectively. Rather than becoming defensive, they discuss the importance of understanding buyer motivations, using local market data confidently, and focusing on emotional drivers rather than simply debating statistics.  

Michelle adds a coaching perspective, explaining why emotional intelligence is becoming even more valuable in an AI-driven world. The conversation covers how to diffuse difficult negotiations, build stronger relationships with buyers and sellers, and ensure teams are equipped to handle increasingly informed consumers. The episode concludes with practical advice on pricing, seller expectations, and why strong communication remains the most valuable skill an estate agent can possess.  

In this episode, James Kendall and Michelle Smith explore one of the biggest challenges facing estate agency business owners: how to genuinely switch off.

The conversation starts with Michelle reflecting on a family holiday to Rhodes and the surprising creativity that emerged once she disconnected from the day-to-day demands of business and life. That sparks a wider discussion around burnout, boundaries, leadership, coaching and the importance of building a business that can operate without you constantly being present.

Alongside the discussion on holidays and leadership, James also shares practical advice on dealing with slower-moving listings, managing seller expectations and understanding the difference between patience and pricing problems in today’s market.

In episode four of Open the Gates to More Listings meets The Complete Agent, the focus shifts to the full lifecycle of getting a property sold, and why top-performing agents are achieving around 80% completion rates versus a UK average closer to 55%.

The conversation makes one thing clear from the outset. Selling homes is not luck. It is a structured, repeatable process built on pricing strategy, marketing quality, buyer management, and strong sales progression.

It starts in the living room. Rather than “valuing” a home, the approach is to educate the seller using data. Price per square foot, market cycles, supply and demand, and affordability all remove emotion and opinion. This reframes the conversation from “what do you think it’s worth?” to “what will the market pay?”

From there, everything flows into strategy. Properties are not rushed onto portals. Instead, a pre-launch phase is used to test pricing, gather real buyer feedback, and build early demand. This avoids wasting the crucial first few weeks online and reduces the need for reactive price reductions later.

Marketing is treated as a key differentiator. Not just listing a property, but positioning it properly through presentation, storytelling, and targeted exposure. Done well, this creates demand. Done poorly, it forces reliance on price drops.

The episode also highlights that communication is what keeps deals alive. Sellers are kept informed, expectations are managed early, and pricing conversations are framed as market-led decisions rather than agent error. This is a major factor in maintaining client trust and reducing fall-throughs.

Negotiation is another defining point. Strong agents control the process, set expectations with buyers, and actively work offers rather than simply passing them on. The difference between an order taker and a negotiator often comes down to tens of thousands of pounds.

Finally, the importance of sales progression is emphasised. Getting a property “under offer” is only half the job. Managing chains, working with solicitors, spotting risks early, and maintaining momentum is what ultimately turns agreements into completions.

The core takeaway is simple.

High completion rates are not about working harder, but working smarter across every stage of the journey. From pricing and positioning through to negotiation and progression, consistency in process is what delivers consistent results.