In 1950s America, a fugitive Viennese psychoanalyst had a strange theory about why nobody was buying instant cake mix — and his fix had nothing to do with the recipe. Toby tells the story behind the IKEA Effect, the curious behavioural quirk that makes us love things more when we’ve laboured over them, and asks what it means for estate agents who want their vendors to choose them, defend them, and pay them what they’re worth.

📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book?

✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over.

📥 Want FREE materials to help get you your next instruction? 
Head to: https://www.estateagentconsultancy.com/freeintro

💻 Want to launch or scale your own estate agency business?
Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation

🎓 To access to our ‘Your First £100,000 Estate Agency’ video course. 
Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course

📅 Want to join our next free webinar?
Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar

👥 Thinking of launching your own property coaching business?
See how to partner with us to help you: https://www.estateagentconsultancy.com/partnerwithus

Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

In this episode, I’m joined by Simon Cowie to break down what it really takes to operate in the premium end of the property market.

We cover Simon’s journey into estate agency, how he transitioned into higher-value listings, and the thinking behind building a business focused on quality over volume.

The conversation explores:

* The differences between standard and premium property markets
* How marketing, strategy, and positioning change at higher price points
* Why value matters more than fees in the luxury space
* The realities of cash flow, risk, and investing in marketing
* How agents can start positioning themselves to win higher-value instructions

If you’re looking to move upmarket or rethink how you approach your listings, this episode gives a grounded look at what’s involved.

📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book?

✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over.

📥 Want FREE materials to help get you your next instruction? 
Head to: https://www.estateagentconsultancy.com/freeintro

💻 Want to launch or scale your own estate agency business?
Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation

🎓 To access to our ‘Your First £100,000 Estate Agency’ video course. 
Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course

📅 Want to join our next free webinar?
Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar

👥 Thinking of launching your own property coaching business?
See how to partner with us to help you: https://www.estateagentconsultancy.com/partnerwithus

Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

Do your landlords actually understand that you’re both working towards the same goal?

In this episode, I’m talking about why letting agents need to explain the common goal more clearly: finding a good tenant, as quickly as possible, at the right rent, with the lowest avoidable risk.

Because your landlord wants a tenant who pays the rent, looks after the property and reduces void periods — and that’s exactly what you want too.

But too often, landlords can start to see the agent as the person charging fees, asking them to spend money, slowing things down or saying no. When really, a good letting agent is not the enemy — they’re a partner.

I’ll be sharing how to reframe conversations around pricing, property presentation, referencing, compliance and maintenance so landlords understand that your advice is designed to protect their income, their property and their peace of mind.

Because when landlords see you as a partner, not a cost, everything gets easier.

📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book?

✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over.

📥 Want FREE materials to help get you your next instruction? 
Head to: https://www.estateagentconsultancy.com/freeintro

💻 Want to launch or scale your own estate agency business?
Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation

🎓 To access to our ‘Your First £100,000 Estate Agency’ video course. 
Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course

📅 Want to join our next free webinar?
Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar

👥 Thinking of launching your own property coaching business?
See how to partner with us to help you: https://www.estateagentconsultancy.com/partnerwithus

Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

Do you ever feel unsure when it comes to pricing a property—or struggle with confidence on valuations?

In this episode, we break down a simple, practical approach to make valuing homes far easier and more predictable, so you can walk into appointments with clarity and control.

We cover:

* Why a property is only worth what someone will pay
* How to uncover a seller’s true price expectations (before the valuation)
* Simple ways to ask better questions and get better answers
* Why using price ranges beats giving a single figure
* How to position pricing to protect yourself and future conversations
* How to align pricing with motivation and timescales

If you want to feel more confident on valuations and avoid awkward pricing conversations, this episode gives you a clear framework to follow.

📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book?

✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over.

📥 Want FREE materials to help get you your next instruction? 
Head to: https://www.estateagentconsultancy.com/freeintro

💻 Want to launch or scale your own estate agency business?
Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation

🎓 To access to our ‘Your First £100,000 Estate Agency’ video course. 
Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course

📅 Want to join our next free webinar?
Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar

👥 Thinking of launching your own property coaching business?
See how to partner with us to help you: https://www.estateagentconsultancy.com/partnerwithus

Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

Could you increase your management fee without losing a single landlord?

In this episode, I’m talking about why most letting agents are more scared of putting their fees up than their landlords probably are of paying them.

A 1% increase might sound like a big deal, but on an average rent of £1,500 per month, that’s just £15 a month. The real question isn’t whether landlords can afford that extra 1%, it’s whether they can clearly see the value you’re already providing.

I’ll be sharing how to make your management service feel more valuable by turning rent reviews into a strategy, being more proactive with landlords, making compliance feel handled, packaging your service properly, and communicating like a professional.

Because if your landlords only see your fee, they’ll question it.

But if they see the advice, protection, income growth, risk management and peace of mind behind it, your fee becomes much easier to justify.

This episode is for letting agents who know they’re undercharging, but need to build the confidence and positioning to finally do something about it.

📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book?

✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over.

📥 Want FREE materials to help get you your next instruction? 
Head to: https://www.estateagentconsultancy.com/freeintro

💻 Want to launch or scale your own estate agency business?
Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation

🎓 To access to our ‘Your First £100,000 Estate Agency’ video course. 
Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course

📅 Want to join our next free webinar?
Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar

👥 Thinking of launching your own property coaching business?
See how to partner with us to help you: https://www.estateagentconsultancy.com/partnerwithus

Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

Should you build a team from day one, or focus on growing your estate agency on your own first?

In this episode, we break down the reality behind scaling an estate agency business — and why getting this decision wrong can create bigger problems down the line.

We cover:

* Why most agents are building a job, not a business
* The difference between scaling too early vs scaling correctly
* What “nail it before you scale it” actually means in practice
* How to create a proven framework before bringing people in
* Why most team structures fail without a clear proposition
* What you need in place before anyone joins your business

If you’re thinking about growing beyond yourself, this episode will help you decide the right time — and the right way — to do it.

📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book?

✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over.

📥 Want FREE materials to help get you your next instruction? 
Head to: https://www.estateagentconsultancy.com/freeintro

💻 Want to launch or scale your own estate agency business?
Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation

🎓 To access to our ‘Your First £100,000 Estate Agency’ video course. 
Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course

📅 Want to join our next free webinar?
Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar

👥 Thinking of launching your own property coaching business?
See how to partner with us to help you: https://www.estateagentconsultancy.com/partnerwithus

Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

In early 2009, Airbnb was about to die. Two broke design school graduates were living off election-themed novelty cereal, the platform was stagnant, and the obvious problem was hiding in plain sight. This week, Toby tells the story of the most boring billion-dollar fix in startup history — and asks the question every estate agent should be asking themselves right now: what's the unsexy thing your agency has been ignoring? Featuring Brian Chesky, Joe Gebbia, the Collison brothers at Stripe, a brief detour into Netflix's thumbnail laboratory, and a practical AI exercise you can run this afternoon.

📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book?

✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over.

📥 Want FREE materials to help get you your next instruction? 
Head to: https://www.estateagentconsultancy.com/freeintro

💻 Want to launch or scale your own estate agency business?
Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation

🎓 To access to our ‘Your First £100,000 Estate Agency’ video course. 
Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course

📅 Want to join our next free webinar?
Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar

👥 Thinking of launching your own property coaching business?
See how to partner with us to help you: https://www.estateagentconsultancy.com/partnerwithus

Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

In this episode, I sit down with James Hummerstone-Pope, Head of Operations at Nested, to explore the evolving landscape of estate agency.

We discuss James’ journey through traditional, corporate, and self-employed models, and how those experiences have shaped his perspective on the industry today. From there, we get into the reality of self-employment — who it suits, where agents go wrong, and what it actually takes to succeed.

We also break down what’s currently driving results for agents on the ground, including lead generation, personal branding, and consistency, as well as the truth about earnings, workload, and work-life balance.

If you’re considering going self-employed — or want a clearer picture of what’s working right now — this is a grounded, practical conversation worth listening to.

📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book?

✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over.

📥 Want FREE materials to help get you your next instruction? 
Head to: https://www.estateagentconsultancy.com/freeintro

💻 Want to launch or scale your own estate agency business?
Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation

🎓 To access to our ‘Your First £100,000 Estate Agency’ video course. 
Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course

📅 Want to join our next free webinar?
Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar

👥 Thinking of launching your own property coaching business?
See how to partner with us to help you: https://www.estateagentconsultancy.com/partnerwithus

Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

In this episode, I’m talking about why so many landlords think they only need a tenant, when what they actually need is proper management.

I get into why agents are still giving away far too much time, advice and expertise to let only landlords, why managed service is often badly explained, and how to get much better at showing the real value in what you do.

I’m also sharing practical ways agents can convert more let only landlords to fully managed without sounding pushy, awkward or overly salesy.

If you’ve ever felt like your office is acting as an unpaid helpline for self-managing landlords, this one is for you.

📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book?

✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over.

📥 Want FREE materials to help get you your next instruction? 
Head to: https://www.estateagentconsultancy.com/freeintro

💻 Want to launch or scale your own estate agency business?
Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation

🎓 To access to our ‘Your First £100,000 Estate Agency’ video course. 
Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course

📅 Want to join our next free webinar?
Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar

👥 Thinking of launching your own property coaching business?
See how to partner with us to help you: https://www.estateagentconsultancy.com/partnerwithus

Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com

Is your pricing quietly working against you when you’re trying to win instructions?

In this episode, we explore how the way you price your service can completely undermine everything you say during a valuation — even if your offering is genuinely better.

We break down:

* Why low or “average” fees can create doubt instead of trust
* How pricing influences how sellers perceive your value
* The disconnect between what agents say they deliver and what they charge
* Why competing on price keeps you stuck with the wrong comparisons
* How to think about pricing in relation to the results you deliver

If your pitch is strong but your conversion rate isn’t where it should be, this episode will make you rethink how your pricing is positioning you.

📚Want a free copy of the ‘Your First £100,000 Estate Agency’ book?

✅ DM me the word “BOOK” on Instagram https://www.instagram.com/estateagent.consultancy/ and I’ll send it straight over.

📥 Want FREE materials to help get you your next instruction? 
Head to: https://www.estateagentconsultancy.com/freeintro

💻 Want to launch or scale your own estate agency business?
Book a free discovery call here: https://theestateagentconsultancy.as.me/sixty-consultation

🎓 To access to our ‘Your First £100,000 Estate Agency’ video course. 
Head over to: https://www.estateagentconsultancy.com/your-first-100000-digital-course

📅 Want to join our next free webinar?
Get added to the VIP list to find out first: https://www.estateagentconsultancy.com/webinar

👥 Thinking of launching your own property coaching business?
See how to partner with us to help you: https://www.estateagentconsultancy.com/partnerwithus

Any questions? Just email: [email protected] or visit us at https://www.estateagentconsultancy.com