In this episode of the Zero BS Estate Agency Podcast, John Savage speaks with Ian Macbeth, founder of Avocado Property, about what truly maximises a seller's result — and why most estate agents get it wrong.

Ian explains why homes don't sell because they're marketed harder, listed longer, or pushed across more portals. They sell when an agent identifies the one defining factor that matters to the right buyer and builds the strategy around it.

This conversation covers:

• The difference between marketing a property and actually selling it

• Why portals like Rightmove are over-credited for results

• The shift from traditional estate agency to a consultancy-led model

• Why understanding the ideal buyer matters more than exposure

• How AI is changing estate agency — and where it genuinely adds value

• Why the real job is facilitating the move, not just agreeing a price

Ian also shares how ultra-endurance running shaped his mindset around pressure, leadership, and long-term decision-making in business.

This episode is essential listening for estate agents who want clearer thinking, better decisions, and accountability for results — and for sellers who want to understand what really makes the difference when selling a home.

Ian Macbeth – Founder, Avocado Property 🌐 Website: https://avocadopropertyagents.co.uk 🔗 LinkedIn: https://www.linkedin.com/in/ian-macbeth-5190a926 📧 Email: [email protected]

Most property deals don't collapse because of interest rates or lenders.

They collapse because buyers aren't properly qualified.

In this episode of Zero BS Estate Agency, John Savage speaks with Emily Franks, an experienced mortgage broker, about the real financial reasons property sales fall apart — often weeks before agents realise there's a problem.

Emily explains why most finance-led fall-throughs come down to valuation issues, poor preparation, or buyers approved on hope instead of lender policy. She breaks down what proper buyer qualification actually involves, why an Agreement in Principle means very little on its own, and how experienced brokers protect deals with contingency planning long before an offer is accepted.

This episode is essential listening for:

• Estate agents who want fewer fall-throughs

• Sellers who want to avoid wasted time and failed chains

• Buyers who want their purchase to actually complete

Straight-talking insight into mortgage finance, risk management, and deal protection — without jargon, hype, or excuses.

00:00 Understanding Sale Collapses and Financial Challenges 03:13 The Role of Preparation in Successful Financing 05:51 The Importance of Proper Qualification for Buyers 09:07 Navigating Risks in Buyer Financing 11:59 The Impact of Broker Experience on Deal Success 15:01 The Passion Behind Mortgage Brokering 18:02 Advice for Sellers and Buyers in the Market 20:59 Additional Financial Services Offered by Emily

If you're tired of fall-throughs, weak buyers, and deals collapsing late in the process, this episode explains exactly where most agents go wrong — and what elite operators do differently.

👉 Follow the podcast for weekly no-BS conversations on buyer qualification, deal protection, pricing strategy, and negotiation.

If you're selling a property, this episode will change how you judge offers. Not all buyers are equal — and the wrong one can cost you months.

👉 Learn how to spot financially solid buyers and protect your sale before you accept an offer.

In this episode of the Zero BS Estate Agency Podcast, John Savage is joined by Felix Bravo, Managing Director of eXp International, for a deep, honest conversation about where estate agency is heading — and why the self-employed model is accelerating globally.

Felix shares a behind-the-scenes view of eXp's international growth, the realities of scaling across dozens of countries, and what truly separates high-performing agents from everyone else. This isn't theory or corporate spin — it's a grounded discussion based on what's actually working in real markets, right now.

• Why eXp's global growth isn't accidental
• Why the self-employed model is outperforming traditional agency structures
• What eXp is doing internationally that other models can't replicate
• The real challenges of expanding an agency business across borders
• What differentiates high-performing partners from average operators
• Why freedom works for some agents — and exposes others
• How technology and AI will reshape estate agency (without replacing great agents)
• Felix's view on what the next 5–10 years of estate agency will actually look like

• Agents questioning the traditional employed model
• Self-employed agents looking to future-proof their business
• High-performers who want scale, leverage, and control
• Agents sitting on the fence and looking for clarity

If you're serious about building a long-term, resilient agency business — and you want insight from someone who sees the industry at a global level — this episode will challenge how you think about your next move.

In this Zero BS Estate Agency episode, John Savage and Ian Wilkinson break down the truth about launch strategy — the single most important (and most ignored) part of selling a home for maximum value.

Most agents rush the launch. They slap photos online, guess a price, cross their fingers, and hope "the right buyer" turns up. That's why so many properties sit on the market for months and bleed value.

In this conversation, we dig into: • Why a powerful launch creates instant demand • How pricing, marketing, and presentation must work together • The real consequences of a weak or lazy launch • Why agents skip the hard work that actually gets results • The myth of "waiting for the right buyer" • How momentum, timing, and anticipation drive higher offers • What elite agents do differently from everyone else • How sellers can protect themselves in this market

If you want a fast sale, better offers, and complete control of your move, this episode reveals the launch strategy that actually works — and the mistakes that cost sellers thousands every year.

No fluff. No jargon. Just the truth. Instagram @estateagent.ian TikTok @estateagent.ian LinkedIn: https://www.linkedin.com/in/ian-wilkinson-a7427019?utm_source=share&utm_campaign=share_via&utm_content=profile&utm_medium=ios_app #homesellingtips #propertyadvice #estateagent #propertylaunch #pricingstrategy #homeselling #propertymarketing #housenotselling #realestatetips #zerobseateagency

In this episode, I sit down with Lexi Hensby — a self-employed estate agent who's breaking the mould and delivering 104% of asking price on average. We go deep into why most sellers are getting stitched up before they even hit the market, the psychological damage caused by weak agents, and the brutal truth behind overvaluations.

We cover:

• The single biggest factor that determines a successful home sale

• Why most agents are incentivised to win listings, not results

• The emotional toll of a failed sale — and how to avoid it

• Lexi's capped-client model (15 max) and why it works

• What elite-level service actually looks like

If you're a seller (or an agent), this is a masterclass in how to protect your most valuable asset — and what great agency actually sounds like.

In this episode, John Savage sits down with Paul Leslie of Leslie & Co. to unpack what really drives maximum value in a home sale — and why most sellers are getting it completely wrong.

They talk inflated valuations, weak negotiation, agent accountability, and what separates order-takers from elite performers.

If you're selling a home — or you're an agent who gives a sh*t — this one's unmissable.

In this raw and revealing episode, John sits down with Adam Day, one of the most influential figures in UK estate agency and a driving force behind eXp's growth.

Adam shares the unfiltered story behind why he joined eXp instead of launching his own brand, what self-employment really demands from agents in the first 12 months, and the deeply personal experiences that shaped his mindset—including losing his father at age one and watching his mum struggle to make ends meet.

This is more than an industry chat. It's a conversation about why we work, who we're working for, and what it takes to build something that actually lasts.

Expect straight talk on:

– The brutal truth about work/life balance in year one

– Why consistency only works when it's tied to your deepest "why"

– What sets eXp apart (without the sales pitch)

– How helping others succeed has become Adam's real mission

If you're self-employed, thinking about making the leap, or just want to understand what high-performance looks like without the fluff—this episode is a must-listen.

In this episode of the Zero BS Estate Agency Podcast, I'm joined by Barry Pulver — #1 International Agent at eXp Realty and one of the true pioneers of self-employed agency done right.

Barry shares his journey from a brand-new agent in North Carolina to leading a business that now spans 17 countries, helping agents build real careers, real wealth, and real freedom.

We dive into why the old High Street model is broken, how the future belongs to agents who back themselves, and what it really takes to build a business — and a life — you're proud of.

This isn't about theory.

This is about real-world experience from someone who's living it at the highest level.

If you're serious about growing your agency career, making an impact, and staying true to yourself in the process — you don't want to miss this one.

Are you building a career in estate agency — or just chasing your next deal?

In this episode of The Zero BS Estate Agency Podcast, John sits down with Charlotte Jeffrey-Campbell, Director of The Able Agent®, the UK's leading online training platform for estate and letting agents.

Charlotte has helped thousands of agents become confident, qualified professionals through practical training that blends sales, compliance, and legal know-how — all aligned to Ofqual-regulated qualifications and RoPA-ready standards.

Together, they discuss:

• Why seller education, not sales patter, is the key to maximising profit

• The real reason overvalued homes sit on the market for 100+ days

• Why we've lost the art of questioning — and how to get it back

• What's broken in traditional agency training and how to fix it

• How to build a career that actually lasts

Whether you're new to the industry or looking to sharpen your edge, this is your roadmap to becoming a true property professional.

🎧 Listen now

📝 Read the full write-up at zerobsestateagency.com

📲 Book a 1:1 with Charlotte at theableagent.co.uk

What if we stopped treating surveys as an afterthought?

Had the privilege of sitting down with Mateo Cave, an emerging force in UK property surveying.

In our latest Zero BS Estate Agency podcast, we unpacked something crucial (and all too often ignored):

The condition of the property is the product.

So why are so many agents clueless about it?

Matteo didn't hold back:

✔️ Lack of agent training around condition

✔️ Retrofits that ruin Victorian homes

✔️ The hidden cost of buyer's remorse

✔️ Why pre-listing surveys could save us all time, stress, and thousands in fall-throughs

He's 20. Just twenty!

Yet his vision for transparency, tech-driven solutions, and informed decisions is years ahead of where our industry is stuck.

We talked lofts with no building regs, patchwork repairs, and how opinion overload (mum, dad, Terry down the pub) derails deals.

Matteo's message?

Surveyors and agents aren't on opposing teams.

We're both here to help people make smarter decisions with what's often their biggest financial commitment.

If you're an agent who gives a damn about standards, listen to this one. https://www.survey-shack.com/

#EstateAgency #Surveyors #PropertyTransparency #HomeBuying #ZeroBSPodcast #SurveyShack #PropTech #EstateAgentsWhoCare