In this episode of The World Class Real Estate Podcast, we sit down with Steph Walker of The Agency UK, a true force in the self-employed estate agency space. With roots at Purplebricks and a wealth of experience championing what she calls the “personal agent model,” Steph brings clarity, passion, and purpose to her mission of reshaping the industry.

We dive deep into how and why the face of agency needs to change, what the future could—and should—look like, and why being an estate agent is something to be proud of, not apologised for. Steph challenges the worn-out narrative that people "fall into" estate agency and instead paints a picture of a profession full of potential, purpose, and pride.

Whether you're a seasoned agent or just starting out, this is a must-listen for anyone who cares about the future of our industry.

The property market has shifted. April completions dropped. Sales stayed steady. But the numbers tell a deeper story. In this episode, estate agents Ian and Mark break down what’s happening on the ground.

They talk about the end of the stamp duty holiday and how it's stretched the market. Summer could be slower. Not because of demand—but because of price.

Ian shares hard stats: from March to May, 66.5% of homes went under offer. Still, asking prices are up 6.6% since October. The result? Fewer buyers, more price reductions, and longer times on the market.

This one’s for estate agents, property consultants, and letting agents who want clear, real advice. If you're in sales and lettings, listen up. Pricing right matters. Marketing matters more. And if your stock isn’t shifting, it’s time to change the approach.

💡 What You’ll Learn:

Why April completions dropped—and what it means for estate agency pipelines.

How to tackle the summer slowdown in your property sales strategy.

The dangers of overpricing in today’s housing market.

Why a 4-week contract could save your listing.

The power of face-to-face estate agent conversations with clients.

How to use a 1–3 scoring system to target motivated sellers.

Why your existing clients are more valuable than your next lead.

✅ Agent Action Points:

@Ian Macbeth: Use a 1–3 score to rank seller motivation.

@Ian Macbeth: When you drop a price, drop a new marketing angle too.

Team: Run weekly listing reviews. Share honest feedback. Sharpen the pitch.

⚠️ Issues Estate Agents Face Right Now:

Overvalued stock that’s sitting too long.

Buyers ignoring reduced listings.

Long chains holding up completions.

A widening gap between asking price vs sold price.

Agents chasing leads instead of nurturing live stock.

❓ Questions Answered:

“Why aren’t more listings going under offer right now?”

“How do we move a property from for sale to SSTC?”

“Why are asking prices rising even with fewer completions?”

“How can we convert more instructions into sales?”

This isn’t theory. It’s what’s working—and what’s not—in the UK housing market today. For estate agents looking to increase sales, move more stock, and build stronger relationships, this episode hits home.

WCRE has partnered with Iceberg Digital as our exclusive sponsor 🙌

The World Class Real Estate Agents podcast is all about raising the bar in our industry—and this partnership is a perfect fit.

Why? Because Iceberg Digital isn’t just another PropTech business.

This is company that is actually moving the dial for estate agents.

✅ AI-powered prospecting to find new listings before your competitors

✅ Marketing that wins instructions by putting your brand front and centre

✅ A fully integrated CRM that transforms the way your team works

Mark and Ian welcome back a true game-changer in the estate agency world — Mark Burgess, founder of Iceberg Digital and best-selling author of The Estate Agency Revolution.

If you're serious about future-proofing your agency, this episode is essential listening.

We visit Mark’s journey — from the continued evolution of Iceberg Digital to what he's seeing now in the marketplace that many agents are still blind to. This is a strategic deep-dive into how agents can stay ahead of the curve in a fast-changing industry.

🎯 What we cover:

• What "future-proofing" really means for estate agents in 2025 and beyond

• Why tech alone won’t save your business — and what will

• The core systems and strategies top-performing agents are doubling down on

• How consumer behaviour is shifting — and how your marketing must evolve with it

• The difference between automating tasks and building a scalable business

🧊 Mark also shares real-world examples of how Iceberg Digital clients are thriving by embracing change — not fearing it.

🚀 About Mark Burgess:
CEO of Iceberg Digital
PropTech innovator & business strategist
Author of Where Did My Industry Go?

This episode is brought to you in partnership with Iceberg Digital — the platform designed to help estate agents stop firefighting and start leading.
Learn more at iceberg-digital.co.uk

In this candid episode, we’re joined by Ian Macbeth and Mark Worrall—two experienced agents who aren’t afraid to talk about the real stuff behind the scenes.

From the frustration of training for a 100k ultra with an injury, to the uncomfortable topic of money in estate agency, this chat is refreshingly real. Ian opens up about the mental toll of being sidelined from running, while Mark highlights the importance of being honest—not just with others, but with yourself.

We dive into:

🏃‍♂️ Ian’s injury, mindset shifts, and the life lessons sport teaches us in business

💬 Why “I’m alright” isn’t always the right answer—and what happens when we get honest

💰 The taboo of money in the UK property industry, and how the US does it differently

📱 Strategic social media: how to post with purpose (and avoid just showing off)

🌱 Building trust by sharing not just wins—but also the wobbles along the way

💬 Handling negativity and keyboard critics with grace

🤝 Why the estate agency community is more supportive than it’s often given credit for

⚖️ Balancing personal goals with professional growth

Whether you’re a solo agent, part of a growing team, or just starting out, there’s a goldmine of insight here on how to do social media right, build trust, and create a career you’re genuinely proud of.

🎧 Tune in for real talk, practical tips, and a few laughs along the way.

💡 This episode is brought to you by our Sponsor Partner – Iceberg Digital

In a world full of PropTech promises and AI buzzwords, Iceberg Digital is the company quietly (and consistently) setting the standard. With AI-powered prospecting that uncovers new listings before your competitors, marketing tools that win you instructions by putting your brand where it belongs—front and centre—and a fully integrated CRM that transforms the way your team works, this isn’t just another bit of kit.

This is world-class estate agency technology.

Stop just doing the basics better—start using software that actually moves the dial in your business.

👉 Discover more at icebergdigital.co.uk

Action steps from this episode:

Share your challenges, not just the highlights

Be intentional with your content—who are you really speaking to?

Use your platform to inspire, educate, and connect

Follow, rate, and share the podcast if you found value in today’s episode. Let’s raise the bar in estate agency—together.

In this forward-thinking episode of The World Class Real Estate Podcast, we sit down with Mark Burgess, founder of Iceberg Digital and author of the acclaimed book “Where did my industry go?” If you’ve ever felt like you’re stuck in the day-to-day of estate agency, this episode is your invitation to zoom out — and level up.

Mark brings a unique perspective: part PropTech innovator, part strategic coach. He unpacks how AI and integrated systems are giving estate agents the edge — but only if they’re willing to think like real business owners, not just agents.

🎯 Topics covered include:

• Why most agents are running hard but standing still — and how to break free

• How AI-powered prospecting can uncover listings before your competitors even see them

• The critical mindset shift: from "agent" to CEO

• Why marketing your brand (not just your listings) is the new instruction-winner

• What’s broken with most CRM systems — and how Iceberg’s platform is fixing it

• Lessons from Prepare: AI's impact on business on what we can expect from the future of agency

🚀 About Mark Burgess:

• Founder & CEO of Iceberg Digital, a PropTech company that’s genuinely moving the dial for estate agents

• Best-selling author of The Estate Agency Revolution & Where did my industry go?

• Leading voice in helping agents combine technology, mindset, and marketing to scale sustainably

🧊 Powered by Iceberg Digital:
This episode is brought to you in partnership with Iceberg Digital, home of:

✅ AI-powered prospecting
✅ Instruction-winning marketing systems
✅ A fully integrated CRM that transforms the way your agency works

If you want to stop reacting and start leading, visit iceberg-digital.co.uk.

🎧 Whether you're an agent, team leader or independent business owner, this episode will challenge you to stop playing small — and start thinking strategically. Tune in now.

This episode marks a big moment for the podcast—and for the agents who tune in every week to raise their game.

Today, we’re proud to announce our official partnership with Iceberg Digital—the team behind some of the most innovative, forward-thinking technology in estate agency today.

Why does this matter?

Because at World Class Real Estate Agents, we only shine a light on what actually works. No fluff. No buzzwords. Just proper value for proper agents. And when we looked at who’s genuinely helping agents stand out, win more instructions, and build better businesses, one name kept coming up—Iceberg Digital.

In this episode, we take you behind the scenes on how the partnership came to life and why we believe Iceberg Digital is leading the charge for agents who want more than just average results.

We talk about:

🔍 The PropTech landscape—and what’s actually worth paying attention to

🧠 Why estate agency tech should be more than just a “tool”

💥 The shift from doing the basics better to doing business better

🤝 What this partnership means for you as a listener, and what to expect next

💡 Meet Our Sponsor Partner – Iceberg Digital

This isn’t just a sponsor—it’s a shared mission.

Iceberg Digital helps ambitious estate agents transform the way they attract listings, win instructions, and run their business day-to-day. With AI-driven prospecting, bold marketing that keeps your brand centre stage, and a CRM that truly connects the dots—this is software that actually shifts performance, not just promises to.

👉 Head to icebergdigital.co.uk and see why the best agents are building with Iceberg.

In this episode of World Class Real Estate, Ian Macbeth and Mark Worrall sit down with Kevin Hollinrake, Shadow Secretary for Levelling Up, to explore how marginal gains, customer-first thinking, and smarter housing policy could reshape the UK property market. From 95% satisfaction rates (thanks in part to feedback from his own mum) to fresh ideas for first-time buyers and downsizers, Kevin shares a practical vision for better homes and better service.

🎯 Key topics:

• The power of small, consistent improvements

• Tailored policies for local housing needs

• Support for first-time and last-time buyers

• Why trust, not targets, should guide housing reform

Subscribe for bold ideas from real estate’s top thinkers.

Every real estate agent faces daily challenges, but what truly sets the best apart? Join Ian and Mark as they explore the crucial difference between presenting clients with problems versus offering effective solutions. Learn how to shift your mindset, become a trusted advisor, and navigate obstacles with confidence, ultimately leading to more successful outcomes and stronger client relationships. Discover practical strategies to turn hurdles into opportunities and become the go-to problem-solver in your market.

Join Ian and Mark as they welcome Matt Barrell to discuss what truly defines "world-class" real estate. Discover the importance of knowing your numbers, building strong client relationships through responsiveness, and maintaining integrity in every transaction. Matt also shares his strategies for balancing work and life, emphasizing the need to avoid burnout and prioritize well-being. Learn how to educate clients with real data, build trust through transparency, and set boundaries for sustainable success in this demanding industry.

Apologies to Matt for the delay with this episode, it was originally scheduled to be released as episode 288, but there was a error in the system meaning this episode wasn't published at all until now!

In this refreshingly honest episode, Mark is joined by Ian to tackle a topic that’s increasingly relevant in today’s property market—lowball offers. With more buyers chancing their luck, the duo unpack the art and psychology of negotiating without letting ego, emotion, or poor advice get in the way.

Ian opens up about a recent experience where an offer came in a staggering 17.5% under asking price. What follows is a brilliant breakdown of how agents should respond in these moments—offering perspective, not panic, and keeping both feet firmly on the ground.

You’ll hear why humouring lowball offers could be a mistake, how to manage seller expectations, and why a calm, strategic approach often leads to better outcomes. There’s a strong focus on advising, not appeasing, with plenty of insight into the psychology of buyers, sellers and agents alike.

💡 Key Talking Points

First reactions to a lowball offer: Why knee-jerk responses can derail a deal before it begins.

Resetting expectations: How buyers are using low offers to shift negotiation anchors—and why you need to be ready for it.

Agent behaviour matters: The role of the agent is to advise, not just pass on offers.

The three-offer theory: Why most deals are a dance of three steps—and how to navigate each one wisely.

Don’t let ego drive decisions: The difference between fighting for your client vs. fighting for pride.

Cultural context: Understanding buyer behaviour in multicultural areas and why education is key.

✅ Practical Takeaways

If the offer is within 2–4% of the seller’s target, lock it in early to strengthen your position.

Vet buyers thoroughly before encouraging sellers to entertain lower offers.

Educate buyers on local negotiation norms—especially if they’re not familiar with UK market etiquette.

Always provide sellers with stats on average negotiation ranges—knowledge is power.

Keep communication open, transparent and calm. Let strategy lead, not emotion.

⚠️ Risks to Watch

Entertaining lowball offers may damage seller trust and weaken your negotiating power.

Multiple simultaneous offers from the same buyer can lead to false hope and wasted time.

Incomplete due diligence on buyers may result in deals falling through.

🔁 Next Steps

Mark will update us on the outcome of his own current negotiation situation.

Agents are encouraged to share their experiences handling low offers for future episodes.

🎧 Final Thoughts

Ian wraps up with a solid reminder that good agents leave ego at the door. The goal? To get the best outcome for the client, full stop. Whether it’s navigating cheeky offers or calming nerves mid-deal, this episode is full of sharp advice for agents who want to raise their game in today’s unpredictable market.

👂 Like what you heard?

Don’t forget to subscribe, share, and let us know how you’ve handled a lowball offer recently. We’d love to hear your stories and maybe even feature you in a future episode.