World Class Real Estate

Thinking about going self-employed as an estate agent? Before you make the jump, there are a few things you seriously need to consider.

In this episode of the World Class Real Estate Podcast, Mark Worrall and Ian Macbeth flip the usual self-employed conversation on its head and look at the 5 reasons an estate agent should NOT go self-employed.

With more agents exploring brokerage models, launching their own brands and leaving traditional employment, it can be easy to get caught up in the success stories. But self-employment isn’t automatically the next step for everyone and making the move too early can have serious financial, personal and career consequences.

🏡 In this episode, Mark and Ian discuss:

✅ Why your financial position has to come first and why 7–8 months of living costs could be a sensible safety net
✅ Why being brilliant at one part of estate agency doesn’t necessarily mean you’re ready to run the whole business
✅ The confidence, decisiveness and mindset needed when there’s nobody above you making the decisions
✅ Why self-employed agents have to constantly learn new skills, from marketing and content to finance, compliance and business development
✅ Why having a supportive partner or support network can make a massive difference
✅ The loneliness that can come with leaving a busy office environment
✅ Why routine, organisation and discipline become even more important when nobody is managing your diary
✅ The danger of “commission breath” and allowing financial pressure to affect how you sell
✅ Why taking ownership instead of blaming the market, clients or other people matters
✅ How to work out whether self-employment is wrong for you, or simply wrong right now

The big takeaway? There is absolutely nothing wrong with staying employed.

Self-employed estate agency can create huge opportunities, freedom and earning potential, but that doesn’t mean everybody should do it. Sometimes the smarter move is to keep developing your skills, strengthen your finances and wait until the timing is genuinely right.

If you are considering making the move, this episode should give you a much clearer idea of the questions you need to ask yourself first. 🎙️

As always, the World Class Real Estate Podcast exists because we love this industry and want to see it improve, grow and get better.

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AI-powered prospecting, instruction-winning marketing systems and a fully integrated CRM designed to help estate agents work smarter and win more business.https://www.iceberg-digital.co.uk

📘 THE WORLD CLASS ESTATE AGENCY ANNUAL MANUAL

Want to put the ideas from the podcast into action?

The World Class Estate Agency Annual Manual is designed to help estate agents plan, track and improve their performance throughout the year, giving you a practical framework for turning goals into action.

Get your copy here!

Cheating, karma, business culture, seaside communities and the economy… this episode goes in a few different directions. 👀

Mark Worrall and Ian Macbeth are back for another episode of the World Class Real Estate Podcast, looking at what estate agents can learn from some very different situations, from football’s financial controversies to the importance of building the right culture inside a business, and why the economic picture might not be quite as gloomy as the headlines suggest.

They start with the idea of cheating, shortcuts and accountability. Using the ongoing debate around football finances as a jumping-off point, Mark and Ian discuss why short-term wins can eventually come back to bite you, whether that’s in sport, business or estate agency. For agency owners in particular, there’s a warning around spending money that hasn’t actually been banked yet and why protecting cash flow matters so much.

🏡 In this episode, they cover:
✅ Why shortcuts and “winning at all costs” can damage a business long term
✅ The dangers of spending your sales pipeline before it completes
✅ Why strong business culture stops bad habits spreading
✅ What estate agency can learn from accountability in football
✅ Ian’s experience of a tiny Welsh seaside community where everyone helps each other
✅ Why that sense of community is incredibly powerful inside a team
✅ The latest economic outlook and why it may be more positive than the headlines suggest
✅ Mortgage affordability, energy prices and what agents should actually keep an eye on
✅ Why estate agents should stop selling fear or optimism and instead show clients what is really happening locally
✅ How consistent hyperlocal market content can build trust and future instructions
✅ Why your value proposition needs to be stronger than simply saying “price it right”

One of the strongest lessons comes from Ian’s trip to a tiny seaside village in Wales, where the whole community rallied together to help stranded visitors. It becomes a brilliant example of what genuinely strong culture looks like: people stepping in because that’s simply “what we do around here”.

Mark and Ian also dig into a recent economic outlook which paints a noticeably more positive picture than much of the mainstream coverage. There are still things to watch, particularly mortgage affordability and energy prices, but the wider message is that estate agents shouldn’t allow national doom-and-gloom headlines to dictate how they speak to their local market.

The big takeaway?

Don’t sell optimism. Don’t sell fear. Show people what is actually happening in their local market and help them make the right decision.

Estate agency is a long game. The calls you make, the culture you build, the money you protect and the advice you give today often determine the results you get months or even years later.

🎙️ Powered by Iceberg Digital
AI-powered prospecting, instruction-winning marketing systems and a fully integrated CRM designed to help estate agents work smarter and win more business.
https://www.iceberg-digital.co.uk

📘 The World Class Estate Agency Annual Manual
A practical planning and performance guide designed to help estate agents review their business, set better goals and build a stronger year ahead.
https://worldclassrealestate.agentresponse.store

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The market is getting tougher and this is exactly where the best estate agents start to stand out. 🏡

In this episode of the World Class Real Estate Podcast, Mark Worrall and Ian Macbeth break down what agents need to be doing differently as affordability tightens, buyers become more cautious and getting stock from listed to sold requires considerably more work.

It’s no longer enough to win the instruction, upload a property and wait.

Mark and Ian discuss why the biggest priority right now should be getting existing stock sold, why correct pricing from day one matters more than ever and why the small 1% improvements across marketing, photography, buyer qualification, viewings and vendor care can make a huge difference.

They also dig into the impact rising mortgage rates are having on buyer affordability, including how the same buyer can suddenly have tens of thousands less purchasing power and why agents need to understand those numbers when talking to both buyers and sellers.

In this episode:

✅ Why getting stock sold should be the biggest focus right now
✅ The importance of launching properties at the right price
✅ Why the first photos, marketing copy and presentation matter
✅ How AI search could begin changing property marketing
✅ Why your best people should be conducting viewings
✅ How to identify genuinely motivated buyers
✅ Why buyers are taking longer to make decisions
✅ The impact mortgage rates are having on affordability
✅ Why agents need to negotiate both sides of the transaction
✅ How small 1% improvements can separate great agents from average ones
✅ Why training your team for this market is now essential

One of the biggest points from the episode is simple: this is not the same estate agency job it was a few years ago.

Agents who have only worked through easier markets may never have needed some of the skills that are becoming essential now, proper qualification, negotiation, vendor management, buyer follow-up and knowing how to create urgency when the market isn’t creating it for you.

And there’s a little exclusive towards the end… 👀

Mark and Ian reveal plans for a World Class Real Estate training day in January 2027, designed around helping estate agency leaders become better trainers themselves and giving them practical sessions they can take straight back into their businesses and teams.

🎙️ Powered by Iceberg Digital

Iceberg Digital provides AI-powered prospecting, instruction-winning marketing systems and a fully integrated CRM designed to help estate agents work smarter and win more business. Find out more!

📘 The World Class Estate Agency Annual Manual

Want to turn the ideas from the podcast into something practical for your business?

The World Class Estate Agency Annual Manual brings together strategies, exercises and ideas designed to help estate agents plan, improve and raise their standards throughout the year.

Get yours here!

🎧 Listen to the World Class Real Estate Podcast

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Mark Worrall

What separates an estate agency that simply operates from one that genuinely stands out? 🔥

In this episode of the World Class Real Estate Podcast, Mark Worrall and Ian Macbeth are joined by Rob Brady from Iceberg Digital for his third appearance on the show.

Rob has spent years working directly with estate agency owners, helping them improve performance, culture, leadership and strategy. This conversation digs into what he is seeing from the agents making real progress in 2026 and why knowing exactly who you are, what you stand for and what you are prepared to say no to is becoming increasingly important.

They also explore why so many established businesses struggle to articulate their core values, how AI can amplify a strong identity but expose a weak one and why having a plan means very little if the actions needed to achieve it never actually make it into your diary.

In this episode, they cover:

✅ Why the strongest estate agencies are becoming more comfortable saying no
✅ How to identify the genuine core values behind your business
✅ Why generic AI content is making authenticity even more valuable
✅ The difference between having a strategy and actually implementing it
✅ Why your diary reveals your real priorities
✅ How one agent went from charging around 1.25% to winning 2% fees
✅ Why confidence and belief can completely change an agent's results
✅ How AI becomes far more powerful when your brand, tone and processes are properly defined
✅ Why 2027 could be the year of saying no to the wrong opportunities
✅ Rob's approach to discipline, personal development and continuous learning
✅ What estate agency businesses can learn from psychology, strategy and high performance

Rob also joins the podcast only days after completing a brutal five-day, 250km multi-stage ultra challenge, another example of the discipline and personal development that underpin his approach to business and coaching.

🎟️ 8 FREE TICKETS TO EX11

Rob has very kindly offered 8 FREE tickets to World Class Real Estate Podcast listeners for Iceberg Digital's upcoming EX11 event.

The tickets are first come, first served, so only claim one if you genuinely intend to attend.

👉 Claim your free ticket here!

The event will bring together speakers and estate agency leaders covering business growth, profitability, AI, performance, leadership, fees and how to build a stronger agency for the future.

🤝 Connect with Rob Brady
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This episode is powered by Iceberg Digital, AI-powered prospecting, instruction-winning marketing systems and a fully integrated CRM designed to help estate agents work smarter and win more business.

👉 Find out more here!

📘 Get the World Class Estate Agency Annual Manual

Want to take what you hear on the podcast and put it into action?

The World Class Estate Agency Annual Manual is designed to help estate agents plan, review their performance, set better goals and build a stronger business throughout the year.

👉 Get your copy here!

🎧 Listen to the World Class Real Estate Podcast

Spotify

Apple Podcasts

📲 Follow World Class Real Estate

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🤝 Connect with the hosts

Ian Macbeth

Mark Worrall

As always, the goal of the World Class Real Estate Podcast is simple: help the estate agency industry improve, grow and get better. 🎙️

🏡 In this episode of the World Class Real Estate Podcast, Mark Worrall and Ian Macbeth are joined by Michael Barnes from Home Estate Agents on the Wirral.

Michael and his business partner Ricky launched Home Estate Agents in 2022 and have quickly built a strong reputation, particularly at the premium end of the market. In this episode, Michael explains how they’ve grown the business by focusing on people, honesty, strong culture, better marketing and giving the team the right incentives to perform.

The conversation covers what world class estate agency actually looks like when you strip away the shiny tools and focus on the fundamentals.

Michael shares why the best client experience is one that people still remember years later, why premium property needs proper local knowledge and why being prepared to tell sellers what they need to hear, rather than what they want to hear, is still one of the most valuable skills an agent can have.

In this episode, they discuss:

🏠 How Home Estate Agents grew from a new launch into a strong premium-market competitor💬 Why honesty runs through everything from valuations to vendor communication📍 Why local knowledge becomes even more important at £1m+ price points📸 The impact of professional photography, drone imagery and strong property video📱 How premium property content can generate 100,000+ organic social views💷 Why Michael believes teams should be paid and incentivised at the back end, not just for winning listings👥 How Home attracts, trains and retains strong team members🚀 Why difficult markets can actually build stronger estate agents and stronger businesses📉 Why walking away from knowingly overpriced stock can be the right decision🤝 How business owners staying involved at the front end can help preserve standards as a company grows🏆 Why culture is really about what happens when the business owners aren’t in the room🔑 How a people-first structure can help reduce fall-throughs and improve the client experience

Michael also talks about building trust in the premium market, giving staff clear earning opportunities, selling properties off-market, dealing with high-value clients, and why premium agency doesn’t need to mean overcomplicating the job.

One of the clearest messages from the episode is:

Businesses don’t sell properties. People do.

A great conversation for estate agents, business owners, valuers and team leaders looking to grow without losing culture, raise standards and build a stronger presence in the premium market.Connect with Michael Barnes⁠LinkedInPowered by Iceberg Digital 🚀

Iceberg Digital helps estate agents build better businesses with Lifesycle, AI, automation, nurture journeys and smarter prospecting tools built specifically for the property industry.

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Get the World Class Real Estate Annual Manual 📘⁠

The World Class Real Estate Annual Manual is built for estate agents who want practical ideas, better conversations, stronger systems and inspiration to improve their business throughout the year. Grab your copy here!
Connect with the Hosts:⁠⁠⁠

Ian Macbeth

Mark Worrall
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If you enjoyed this episode, share it with your team and send it to an estate agent who wants to grow without losing the people, culture and standards that made the business successful in the first place.

🎙️ In this episode of the World Class Real Estate Podcast, Mark Worrall and Ian Macbeth are joined by Toby Martin following his extraordinary 24-hour live broadcast featuring 57 guests from across estate agency, marketing, psychology, leadership and beyond.

The event brought together an incredible mix of people, including Rory Sutherland, Phil Agnew, Stephen Brown, Nigel Risner, Matt Giggs and experts from the UK and Australia, while raising money for Breast Cancer Now and Andy’s Man Club.

Rather than attempting another 24-hour podcast, Toby joins Mark and Ian to unpack some of the biggest ideas, lessons and practical takeaways from the entire event.

And there are plenty.

They discuss:

🧠 The Effort Effect — why customers value something more when they can actually see the work that went into it🏡 Why rushing a property onto the market in 24 hours could actually reduce the perceived value of your service🚀 How a proper pre-launch strategy can maximise those crucial first days on the market⚡ Why showing sellers your workings can create stronger loyalty and trust➖ Rory Sutherland’s argument for leading with the negatives instead of pretending every property is perfect🔎 How property descriptions may need to evolve as buyers increasingly use AI search to find homes📖 Why storytelling and richer property information could become even more important💬 The simple question agents aren't asking enough: “Who else do you know who is thinking of selling?”💷 Why agents need more confidence in their fees and why a fee objection could actually be a trust problem👏 Why good leaders should give specific praise rather than simply saying “well done”📵 The importance of being genuinely present with clients, colleagues and family🤝 Why asking for help early can make such a huge difference❤️ And why Toby came away questioning the industry's obsession with personal brand and self-promotion

One of the biggest messages from the 24 hours was simple:

Work for a cause, not for applause.

Toby reflects on how powerful it was to see dozens of people give up their time with no agenda other than sharing ideas, helping others and supporting two brilliant causes.

It leads to a fascinating conversation about whether estate agency has become too focused on being the loudest person in the room and whether the strongest brands might actually be the ones that spend more time shining a light on other people.

If you're an estate agent, business owner, marketer or team leader, there are a huge number of practical ideas in this episode that you can take away and implement immediately. 🚀

Toby's 24-hour broadcast raised money for Breast Cancer Now and Andy’s Man Club, with more than 17 hours of the sessions available to watch back on demand.Watch the 24-Hour Webinar & Support the Charities ❤️⁠https://24hourwebinar.comConnect with Toby Martin⁠ on LinkedIn
Powered by Iceberg Digital 🚀

Iceberg Digital helps estate agents build better businesses with Lifesycle, AI, automation, nurture journeys and smarter prospecting tools built specifically for the property industry.

Find out more about Iceberg Digital here!
Get the World Class Real Estate Annual Manual 📘⁠

The World Class Real Estate Annual Manual is built for estate agents who want practical ideas, better conversations, stronger systems and inspiration to improve their business throughout the year. Grab your copy here!
Connect with the Hosts⁠

Ian Macbeth

Mark Worrall
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If you enjoyed the episode, share it with your team, reach out to Toby and if you can, head over to the 24-Hour Webinar and support two brilliant charities.

🏡 In this episode of the World Class Real Estate Podcast, Mark Worrall and Ian Macbeth are back with a timely conversation for estate agents heading into the business end of the year.

With September and October often being two of the most important months in estate agency, this episode looks at why agents need to switch out of summer mode, knuckle down and make sure they are doing the work that can shape both the end of this year and the start of next year.

The main conversation focuses on estate agency contracts, including tie-in periods, zero-week agreements, notice periods, upfront fees, ready-willing-and-able clauses and whether agents are protecting themselves in the right way.

Mark and Ian discuss whether long contract periods really show confidence, whether sellers properly understand what they are signing, and how agents can use their contract terms as part of their value proposition rather than hiding them in the small print.

In this episode, they cover:

🏡 Why September and October are key months for listings and sales📈 Why agents need to be more aggressive and focused after summer📄 Whether long contract tie-ins still make sense⏳ The debate around 12, 16, 21 and 26-week agency agreements💬 How zero-week contracts can become a confidence-led sales tool🔒 Why agents still need to protect their time, money and marketing investment🤝 What happens when a second agent sells to a buyer introduced by the first agent💷 Why agents may need better protection when a seller pulls out after a sale is agreed📋 How upfront fees, contract clauses and clear explanations can help protect both agent and client📘 Why now is a good time to revisit your plans, goals and Annual Manual before Q4

This episode is a strong reminder that contracts should not just be copied, ignored or hidden away. If a clause is in your agreement, you should know why it is there, how it protects your business, and how to explain it properly to a seller.

Mark and Ian also touch on buyer urgency, competitive listing months, protecting commission, charging for the real work involved in agency and why agents should be reviewing their agreements as part of their wider planning for 2027.

A practical episode for estate agents, business owners, valuers and team leaders who want to protect their business, improve their conversations with sellers, and make the most of the final stretch of the year.

Powered by Iceberg Digital 🚀Iceberg Digital helps estate agents build better businesses with Lifesycle, AI, automation, nurture journeys and smarter prospecting tools built specifically for the property industry.

Find out more about Iceberg Digital here!

Get the World Class Real Estate Annual Manual 📘The World Class Real Estate Annual Manual is built for estate agents who want practical ideas, better conversations, stronger systems and inspiration to improve their business throughout the year.

Grab your copy here!

Connect with the hosts:Ian MacbethMark Worrall

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If you enjoyed this episode, subscribe, share it with your team and send it to an estate agent who needs to review what their contract really says.

🏡 In this episode of the World Class Real Estate Podcast, Mark Worrall and Ian Macbeth are back with a timely conversation about how estate agents should be thinking as they move into the final stretch of the year.

With September and October often playing a huge role in how the year finishes, this episode looks at how agents can calculate where they are likely to end up, what KPIs still matter, and what actions can still make a difference before 2026 closes out.

Mark and Ian discuss why agents should not drift into holiday mode, why September needs proper focus and how the work done now can shape both the end of this year and the start of the next one.

In this episode, they cover:

📊 How to calculate your likely year-end position🏡 Why September and October can make or break the year📞 Why prospecting and follow-up cannot slow down around holidays✅ How to assess banked income, pipeline and current stock📈 Why motivated sellers matter more than vanity listings💬 How to challenge “let’s just try it” sellers properly🔑 Why buyer urgency is harder to create in the current market🏠 How chains affect workload, risk and fees📋 Why upfront information can help sales move faster🚀 How to start building momentum for 2027 now

The conversation also touches on team performance during holidays, work-life balance, market conditions, mortgage rate pressure, buyer choice, fall-through risk, chain breaking and why agents need to focus their energy on clients who genuinely want to move.

A practical episode for estate agents, branch managers, business owners and team leaders who want to finish the year with more clarity, better standards and a sharper plan.

Powered by Iceberg Digital 🚀Iceberg Digital helps estate agents build better businesses with Lifesycle, AI, automation, nurture journeys and smarter prospecting tools built specifically for the property industry.

Find out more about Iceberg Digital here!

Get the World Class Real Estate Annual Manual 📘The World Class Real Estate Annual Manual is built for estate agents who want practical ideas, better conversations, stronger systems and inspiration to improve their business throughout the year.

Grab your copy here!

Connect with the hosts:Ian MacbethMark Worrall⁠

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If you enjoyed this episode, subscribe, share it with your team and send it to an estate agent who needs to get serious about the final KPIs for 2026.

🏡 In this episode of the World Class Real Estate Podcast, Mark Worrall and Ian Macbeth are joined by Richard Taylor from Richard James Estate Agents for a proper owner-operator conversation about what really makes estate agency work.

Richard has spent around two decades in agency, working at the front line of valuations, sellers, buyers, team standards and local reputation. This episode is packed with practical reminders for agents who want to improve the basics, sharpen their communication and get their stock ready for a stronger September market.

The conversation covers why “doing the basics” is still one of the biggest differentiators in estate agency, from taking proper messages and booking valuations correctly, to keeping vendors updated when there is no news, improving sales progression, greeting walk-ins properly and building a reputation that lasts for years.

Richard also shares why Google reviews have become such a powerful part of his business, how consistency has helped his agency become one of the most reviewed in their area and why agents should be using August to prepare their current stock, align sellers and create momentum before September and October.

There is also a little bit of Gareth Southgate chat in there… because apparently Richard has heard that comparison once or twice before 😄

In this episode, Mark, Ian and Richard discuss:

🏠 What “world class” estate agency looks like in practice📞 Why communication is often the difference between keeping and losing a client🔑 How simple office standards can shape a customer’s first impression📋 Why property knowledge and FAQ sheets matter on viewings⭐ How Google reviews can become a genuine point of difference📉 Why vendors need several conversations before a price adjustment🚀 How agents can prepare their stock for the September market👥 Why long-term local reputation still beats short-term tactics

If you are an estate agent, branch manager, business owner or team leader looking for simple, practical ideas you can implement straight away, this episode is well worth a listen.

Powered by Iceberg Digital 🚀Iceberg Digital helps estate agents build better businesses with Lifesycle, AI, automation, nurture journeys and smarter prospecting tools built specifically for the property industry.

Find out more about Iceberg Digital here

Get the World Class Real Estate Annual Manual 📘The World Class Real Estate Annual Manual is built for estate agents who want practical ideas, better conversations, stronger systems and inspiration to improve their business throughout the year.

Grab your copy here

Connect with Richard Taylor

Connect with the hosts:Ian Macbeth

Mark Worrall

If you enjoyed this episode, subscribe, share it with your team and send it to an estate agent who needs a reminder that the basics still win.

What is estate agency really losing when almost half of listed properties come off the market? 👀

In this episode of the World Class Real Estate Podcast, Mark Worrall and Ian Macbeth dig into one of the most shocking numbers in the property industry: the estimated £1.4 billion leak in estate agency commission caused by withdrawn stock.

With Mark heading into holiday mode but still recording before he leaves, the conversation starts with consistency, habits and showing up, before moving into the numbers behind the current market.

The hosts compare this year’s figures with last year’s data, looking at listings, sales agreed, exchanges, fall-throughs, days to sell and withdrawn properties. The big takeaway? Listings may be broadly similar, but conversion, motivation and stock retention are where agents can win or lose serious money.

🏡 In this episode, Mark and Ian discuss:

Why consistency still matters in estate agency
What current listing and sales data tells us about the market
Why withdrawn stock is one of the biggest hidden costs in agency
How a £1.4 billion commission leak could be affecting the industry
Why agents need to stop treating every listing as good business
The danger of taking on unmotivated sellers
Why estate agency is not a public service
How better upfront conversations can reduce wasted time and money
Why upfront information may be helping fall-through rates improve
What agents can learn from days-to-sell data
Why local market stats matter more than national headlines
How agents can use data to become the voice of reason locally
Why September and October create a major opportunity for serious agents

This episode is a reminder that chasing market share is not always the same as building a profitable agency.

If a seller is not motivated, not realistic on price, not willing to do the work, or simply wants to “test the market”, agents need to think carefully before investing time, money and energy into a listing that may never convert.

The market is still moving. Properties are still selling. Fall-through rates are improving. But the agents who win will be the ones who price correctly, qualify sellers properly, retain stock, communicate well and focus on motivated clients.

🚀 Powered by Iceberg Digital

AI-powered prospecting, instruction-winning marketing systems and a fully integrated CRM designed to help estate agents work smarter and win more business.

Visit Iceberg Digital

📘 Get the World Class Real Estate Annual Manual

🎧 Listen on:

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📲 Follow World Class Real Estate:

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🤝 Connect with the hosts:

Ian Macbeth
Mark Worrall

If you enjoyed this episode, subscribe, share it with your team, and ask yourself:

Are you listing motivated sellers, or leaking time, money and energy on the wrong stock?