Ask Rory Sutherland what he sees when he looks at estate agency and he doesn't hesitate: complete dysfunction. Recorded live during The 24-Hour Open House, Ogilvy's Vice Chairman Emeritus takes apart the psychology of buying and selling homes — why people who'd never list their house will happily consider a private approach, why Rightmove's search makes you eliminate options you never knew existed, and why the garden photo is always number 26. It's a half hour that will make you uncomfortable and give you at least three things to do differently on Monday. 

This episode was recorded live as part of The 24-Hour Open House, a twenty-four hour broadcast of back-to-back conversations with people worth listening to, raising money for Breast Cancer Now & Andy's Man Club. Donations are still very welcome and every pound goes to the cause — you can give at 24hourwebinar.com. Anyone donating will receive access to the on-demand recordings of the sessions, including this one with Rory Sutherland.

📚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

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

What separates the estate agents building highly profitable businesses from everyone else?

In this episode, I’m joined by Chris Buckler to discuss what he’s learned from building and selling his own estate agency business, joining TA UK and now working alongside hundreds of self-employed agents across the country.

We discuss:

•  Why the best agents aren't afraid to charge 2%+ fees 
•  How to defend your fee instead of immediately discounting 
•  Why carrying fewer properties can actually make you more profitable 
•  How to win the valuation before you walk through the front door 
•  Why most agents aren't communicating their value effectively enough 
•  How AI is already changing the way buyers search for property 
•  Why AEO and GEO could become increasingly important for estate agents 
•  How your social media and personal brand could influence AI recommendations 
•  Why relying entirely on Rightmove and the portals is becoming increasingly risky 
•  How agents can build a "moat" around their business through their database, network and content 
•  Whether the property portals could eventually become less important

Chris also explains why he believes estate agency is becoming an "arms race of value, support and tech" — and why the agents who embrace these changes now could have a significant advantage over those who continue operating the way they always have.

📚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

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

Estate agents and sellers often wait for the “perfect” time to put a property on the market.

September. Spring. After Christmas. After Easter. When the weather improves. When the market picks up.

But in this episode, I explain why the best time is almost always right now.

We look at how to create urgency around both new instructions and price reductions, why waiting carries a consequence, and how the best estate agents frame the current market as an opportunity rather than an excuse to delay.

We cover:

* Why almost any month can be positioned as the right time to sell
* How to create urgency without sounding pushy
* Why self-employed agents still need a target-driven mindset
* How to use the “carrot and stick” when discussing price changes
* Why waiting on the market can actually make a property harder to sell
* How to stop sellers endlessly delaying decisions
* Why your job is to explain the cost of doing nothing

The big takeaway is simple: there is rarely a perfect future moment.

If selling is the right move, the best time to start is usually today.

📚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

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

Most estate agents are pretty good at explaining what they do.

Professional photography. One point of contact. Great communication. Longer opening hours. Better marketing.

But there’s one problem: why should the seller actually care?

In this episode, I explain how to turn the features of your estate agency into compelling reasons for a homeowner to choose you — and how to phrase your proposition so that saying “no” becomes a genuinely difficult decision.

We look at how to connect what you offer to the things sellers actually care about: more money, less time and a better service.

I also cover how to use this approach on market appraisals, viewings, financial services and third-party referrals, plus why understanding what matters to the individual client is crucial.

Because great selling isn’t about talking endlessly about how brilliant you are.

It’s about listening to what somebody wants and then making it blindingly obvious how you can help them get 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

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

I know I say it all the time..."Go back to your Customer journey"

But it's because I genuinely believe your customer journey can help you solve far more than just a few process problems.

In today's episode, I'm looking at 3 common agency challenges and how your customer journey can help you tackle them:

- Cash flow: Where are the opportunities to increase income, add value and improve your management service.

- Complaints and friction: Where are landlords, tenants or your team getting frustrated, confused or having to ask the same questions?

- Growth: Where are you losing opportunities, dropping leads, missing follow ups or simply lacking the time and resources to grow?

Your customer journey isn't just a process map. It's a way of looking under the bonnet of your agency and working out what's really going on.

And if this get's you thinking about your own customer journey, there's still time to come and join me for my Mapping Your Customer Journey Workshop.

📚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

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

Stealing is wrong… except, perhaps, when it comes to business ideas.

Some of the most successful things I’ve implemented in my own business weren’t completely original ideas. I’ve seen something that works, taken inspiration from it and adapted it to work for me.

My social media content. YouTube. Podcasts. Books. Webinars. Even elements of our partner coaching model.

Very little in business needs to be invented completely from scratch.

In this episode, I explain why you should study people who are 10 or 20 chapters ahead of you, identify what they’re doing successfully and work out how you can apply the same principles to your estate agency.

We also cover the very important difference between inspiration and plagiarism. This isn’t about copying somebody word for word or ripping off their intellectual property. It’s about recognising proven ideas, adding your own perspective and avoiding years of unnecessary trial and error.

You don’t need to reinvent the wheel.

Find a really good wheel and work out how to put it on your car.

📚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

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

Why does selling a property now take more than 20 weeks when transactions once completed in six to eight?

In this episode, I’m joined by Silas J. Lees, who brings nearly 30 years of experience across estate agency, surveying and property investment. We examine why the UK property transaction process has become slower, more expensive and increasingly frustrating for agents, conveyancers and homeowners.

We discuss:

• Why referral fees may be damaging the conveyancing process
• How overloaded conveyancers slow down transactions
• Why estate agents need to educate sellers more effectively
• The risks agents face when material information is missed
• Whether qualifications would genuinely improve the industry
• How AI is making consumers more informed—and more likely to complain
• Why the traditional no-sale, no-fee model may be broken
• What Silas would change if he became Housing Minister
• How estate agents can raise standards, charge more and rebuild public trust

Silas also explains the thinking behind the Maverick Movement and his seven-point manifesto for improving the housing market from within—without waiting for the Government to solve 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

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

If something in your estate agency is working perfectly well today, you should still be asking one question:

How could we make it better?

In this episode, I explain why every successful business should be prepared to cannibalise itself before a competitor does it for them.

We look at how Apple effectively replaced the iPod with the iPhone rather than waiting for another company to do it, how Blockbuster became complacent while the world changed around it, and what estate agents can learn from both examples.

Because “we’ve always done it this way” is one of the most dangerous attitudes a successful business can have.

We look at how estate agents should continually challenge and improve their marketing, technology, customer journey, communication, automation and internal processes — even when the existing version still works.

This is particularly important for self-employed estate agents because you don’t have layers of management stopping you. If you spot something that could make your business better, you can implement it tomorrow.

The question to ask yourself is simple:

Are you building the next version of your business — or waiting for a competitor to build it 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

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

A difficult property market doesn’t have to mean a difficult year for your estate agency.

In fact, a tougher market can be exactly where the best estate agents start to stand out.

In this episode, I look at what you should be focusing on when properties are taking longer to sell, buyers are more cautious and the market isn’t doing you any favours.

We cover why pricing becomes more important than ever, why you need to stop blaming things outside your control, and how proper estate agency skills can help you put deals together when other agents can’t.

I also explain the importance of thinking about the differential between someone’s current property and their onward purchase, how to move the “chips” around a chain to make deals work, and why a falling market can actually benefit homeowners looking to trade upwards.

And finally, we talk about why a tougher market is often the worst possible time to cut your marketing.

Because anyone can look like a great estate agent when everything sells.

The best agents prove it when the market gets tough.

📚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

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

September has a funny way of feeling like a fresh start in agency life.

The summer holidays are over, the kids are back at school, you and your team are feeling refreshed and your landlords are getting back into business mode too.

So if your marketing has gone a little quiet over the summer, now is the time to get moving again.

In this episode, I’m sharing 3 simple things you can do right now to generate more landlord conversations, win new instructions and grow your managed portfolio:

Reconnect with your let-only landlords.

Speak to your existing landlords about their future plans.

Follow up with every landlord you’ve seen over the last 12 months

But the real secret? Don’t let this become another September burst of energy.

These should be built into your customer journey and happening all year round.

Because the easiest landlord to win is often the one who already knows 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

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