Send a text

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.

Send us a text

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.

Send us a text

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.

Send us a text

Continue the conversation on Facebook! - https://www.facebook.com/groups/thecompleteagent

In this episode, James Kendall and Ian Storey share their weekly market updates and what they are seeing on the ground. They break down current sales performance, shifting market sentiment, and how pricing strategy needs to match reality if you want traction from buyers. A big focus is placed on direct mail and why quality matters more than volume, as well as how premium marketing influences perception, enquiry levels, and ultimately fees. The conversation also touches on mortgage rate sentiment, buyer behaviour, and why modern estate agents need to think like media businesses to stay relevant and win the right instructions.

Send us a text

The lads are back together for the first full episode of the year after the pre recorded 100th milestone and a two host episode last week. The conversation kicks off with the reality of returning after Christmas, how to get your mojo back, and why January performance is all about pipeline and momentum. From there it moves into high end agency realities, including the emotional and commercial impact of fall throughs, handling withdrawals with class, and why certain stock types like niche Grade II listed and equestrian homes can be brutal in this market.

They then get into what good business actually looks like, why not every instruction is worth taking, how to manage expectation gaps between buyers and sellers, and how to keep clients feeling looked after even when the answer is a price adjustment. The episode closes with practical marketing plays like social media relaunches, candid behind the scenes content, bio letters, and focusing on gold dust instructions that are well priced, motivated, and pay proper fees.

Send us a text

This is a big one.

In this special 100th episode of The Complete Agent Podcast, we pause to reflect on the journey so far and look ahead to what comes next.

We revisit the biggest lessons, themes and turning points from the first 99 episodes. From pricing and valuations to negotiations, marketing, premium positioning, off market strategies, leadership and building a modern agency that actually works in the real world.

But this episode is not just a highlight reel.

We also talk openly about our own journeys. What we have learned running our businesses. What we would do differently if we were starting again. The mistakes, the breakthroughs, and the moments that changed how we think about agency.

Finally, we share what is next for the podcast, for The Complete Agent, and for agents who want to operate at the top end of the market with confidence, clarity and control.

If you have been with us since the beginning, this episode will bring it all together.

If you are new to the podcast, this is the perfect place to start.

Send us a text

In this episode of The Complete Agent podcast, Dave Warburton and Ian Storey reflect on the start of a new year and what really sets agents up for success in January. They discuss the importance of team morale, taking proper breaks, and starting the year with a strong pipeline. The conversation explores how AI can support estate agency businesses without replacing personal contact, why authenticity still matters in client relationships, and how marketing is evolving with a growing focus on video. The episode also shares updates on TCA’s plans and why 2026 is shaping up to be an exciting year for agents who prepare properly.

Send us a text

In this episode of The Complete Agent Podcast, James Kendall of James Kendall & Co is joined by Ian Storey of Storeys of Cheshire for a practical, no-nonsense discussion about the realities of estate agency right now and how agents should be positioning themselves for the year ahead.

The conversation begins with a review of the past week in the market, looking at sales activity, new instructions and the importance of maintaining a strong pipeline. James and Ian explain why pipeline health is the single biggest indicator of future success and how many agents only realise there is a problem once it is already too late.

They go on to unpack the challenges currently facing estate agents, including pricing sensitivity, interest rate uncertainty and changing buyer behaviour. Rather than blaming market conditions, the focus stays firmly on what agents can control. Proactive marketing, clear communication and confident advice are highlighted as the difference between agencies that are struggling and those that are still moving stock.

Marketing strategy plays a central role in the discussion. The hosts talk about the power of staging and presentation, why first impressions still drive value, and how many agents underestimate the impact of getting a property properly prepared before launch. Choosing the right properties to market and being selective about instructions is framed as a business decision, not arrogance.

Client engagement is another recurring theme. James and Ian stress the importance of asking for the business, asking for price adjustments when necessary, and handling objections face to face rather than hiding behind messages or emails. They argue that many agents are sitting on “low hanging fruit” simply because they are not confident enough to have direct conversations.

Interest rates and wider market trends are also covered, with a realistic assessment of how sentiment affects buyers and sellers. The episode reinforces the need for agents to stay informed, communicate clearly with clients and provide reassurance grounded in data rather than headlines.

As the episode closes, the focus turns to growth. James and Ian share their goals for the coming year and discuss the mindset required to improve results in a competitive market. Continuous training, better execution, and charging appropriately for the service delivered are essential foundations for long-term success.

This episode is ideal listening for estate agents who want a realistic view of the market, practical sales strategies they can apply immediately, and clarity on how to enter next year with confidence and control.