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In this episode of The Complete Agent podcast, the hosts dig into what is really happening in the market right now, why some homes fly, and others sit, and how pricing is still the biggest lever agents can pull. They unpack the realities of protracted negotiations, managing seller expectations, and why agents must understand buyer psychology rather than relying on generic scripts.

The conversation covers why quality marketing and strong branding change perceived value, how to articulate fees without becoming defensive, and how technology and social media are now essential tools for reach and credibility. The overall message is simple. Agents who combine sharp pricing, proper process, and premium presentation will outperform those who just list and hope.

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It’s a two-hander this week as Dave Warburton and James Kendall record without Ian, and the conversation quickly turns into a practical look at what’s actually driving results right now. They cover a busy start to the year, why shoots and capacity can become the bottleneck, and how protracted negotiations are becoming more common as buyers stay price sensitive.

From there, they go deep on direct mail and why quality matters. The core point is simple. If your marketing feels cheap, you attract cheap business. If it feels premium and consistent, you win higher quality instructions and higher fees. Dave shares a real example of breaking into an area with zero traction through consistent letter drops, and how that turned into multiple sales and a record fee.

The episode then moves into valuations and overpricing, why some agents are still misreading motivation, and how unrealistic pricing creates radio silence, frustration and lost time. There’s also a punchy story about a “cash buyer” who refused to provide proof of funds, then dropped their offer after viewing out of spite, which leads into a discussion about AML obligations and why many agents are unknowingly exposed.

They close with a wider conversation on building relationships, having opinions, and why being informed on the economy and technology helps you connect with the kind of clients you want. A proper TCA update wraps the episode, including quarterly mailers, portal developments, coaching and the next mastermind.

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In this episode of The Complete Agent Podcast, Dave Warburton, Ian Storey and James Kendall unpack the realities of week to week estate agency life. They cover current market trends, recruitment pressures, valuation challenges and how agents should manage client expectations without becoming defensive. The conversation explores why proximity to high performers matters, how speed of follow up can win or lose instructions, and why personalised communication builds stronger trust. The episode reinforces the importance of mindset, integrity, and adapting to shifting market dynamics when pricing property and maintaining momentum.