Podcast
The Complete Agent - The Podcast For Premium Real Estate Agents
Hosted by Ian Storey, David Warburton and James Kendall · EN
Hosted by top-performing estate agents David Warburton, Ian Storey and James Kendall.
The Complete Agent Podcast is your weekly inside track on building a smarter, more profitable estate agency.... without the fluff.
With over 60 years of combined experience, your hosts bring real-world strategies, proven marketing tactics, and honest conversations from the front lines of the UK property market.
Each episode delivers practical insights on winning premium listings, commanding five-figure fees, navigating market shifts, and building a brand that attracts the right clients. Whether you're an independent agent, self-employed, or scaling your own agency, this is the podcast you’ll wish you found sooner.
Direct mail, social media, mindset, market insight, and the systems we actually use - all laid bare.
Join the UK's most ambitious agents and start becoming a Complete Agent.
Join the Private Facebook Group here! - https://www.facebook.com/groups/911153513904767/
32episodes
Episodes
Newest firstAll episodes
128. Why becoming a better agent starts with becoming a better version of yourself Ft. Matt Giggs
6d ago01:03:22Tap to summarizeEvery estate agent knows how to win instructions.Far fewer know how to build a successful business without sacrificing themselves or the people closest to them.This week, James is joined by Michelle Smith and Matt Giggs for one of the most personal conversations we've ever had on the Complete Agent Podcast.The conversation starts with business, discussing today's market, social media, pricing strategy and why great conversations are more valuable than ever. But it quickly becomes something much deeper.Matt shares the personal journey that changed both his business and his life, explaining why improving yourself is often the first step to improving your company.Michelle opens up about the reality of balancing a growing business with raising children, the guilt many working parents carry, and why being a positive role model sometimes means allowing your children to see you chasing your own ambitions.James reflects on turning forty, improving his health, becoming more intentional as a father and the small moments with his children that have changed his perspective on success.It's an honest conversation about leadership, confidence, personal growth and why the best businesses are often built by people who first invest in becoming better versions of themselves.Whether you're an estate agent, business owner or simply trying to balance work and family, this is an episode that will stay with you long after it finishes.
Transcribe →127. The Pricing Strategy That's Winning Estate Agents More Sales
2w ago00:39:45Tap to summarizeIn this episode of The Complete Agent Podcast, James Kendall, Dave Warburton and Ian Storey catch up on how their businesses are performing before diving into one of the biggest challenges facing estate agents today: pricing property correctly in a changing market.The conversation begins with a look at their latest sales, listings and pipeline, discussing why they're focusing on quality over volume, the strength of the premium market, and why realistic pricing is helping new instructions sell much faster than stale stock. They share examples of recent deals ranging from £600,000 homes to multi-million pound country properties, explaining how premium positioning and strong fees continue to drive profitability.A major topic is the importance of pre-launch marketing. The trio explain how testing demand before a property reaches Rightmove helps establish the correct pricing strategy, creates buyer competition and often results in stronger offers. They also discuss why many sellers misunderstand how buyers search online and how simply moving into a different price bracket can dramatically increase exposure and final sale prices.The discussion then moves into negotiation, with practical advice on agreeing sales to buyers who still need to sell, educating vendors about today's market, and using real examples to justify pricing recommendations. They argue that today's market isn't "bad", it's simply more price sensitive, and agents who communicate this effectively are winning more instructions and creating better outcomes for their clients.Finally, they discuss the importance of robust agency agreements, managing difficult clients, the value of consistent marketing, and why estate agents must stop racing to the bottom on fees if they want to build sustainable, profitable businesses.
Transcribe →126. Estate Agents Need To Stop Saying It's A Bad Market
3w ago00:33:16Tap to summarizeIn this episode of The Complete Agent Podcast, Dave Warburton and Ian Storey discuss what's really happening in the property market and why many estate agents are creating unnecessary fear by describing it as a "bad market". Instead, they argue that today's market is simply more price sensitive, and that agents who educate their clients properly are continuing to achieve excellent results. They share their own recent sales figures, discuss why the mid to upper end of the market remains active, and explain why pricing strategy has never been more important.The conversation explores how a structured pre-launch strategy is helping them secure stronger launches, generate buyer demand before hitting the portals, and remove much of the guesswork around pricing. They explain why homeowners should stop thinking of valuations as an agent's opinion and instead understand that the market determines value.Dave and Ian also analyse the latest Rightmove House Price Index, discussing falling asking prices, increased housing supply, improving mortgage rates and why these statistics should be used proactively to educate sellers rather than simply reported. They explain how combining national data with local success stories gives agents far greater credibility during valuation appointments and pricing conversations.Finally, they discuss the importance of consistent marketing, from quarterly market update letters to regular social media content, sharing real examples of how long-term consistency has generated high-value instructions and significantly increased fees. The episode concludes with an insight into how The Complete Agent is helping agents across the UK improve pricing conversations, marketing, and profitability.
Transcribe →125. AI Is About To Change Estate Agency Forever Ft.Giles Ellwood
4w ago00:45:22Tap to summarizeIn this technology-focused episode of The Complete Agent Podcast, James Kendall is joined by Giles Ellwood from HomeSearch to explore how artificial intelligence is fundamentally changing estate agency. From AI powered search to automation and the future of property portals, this is a fast paced conversation packed with practical insights for agents who want to stay ahead of the curve. The discussion begins by looking at the explosion of AI tools such as ChatGPT, Claude and Fable, and why many agents are suffering from "AI fatigue" as new products launch almost daily. James and Giles explain why it's more important than ever to focus on practical implementation rather than chasing every new tool. They then dive into practical AI advice for estate agents, covering everything from protecting sensitive business information, choosing the right AI subscriptions, using voice AI and WhatsApp automation, and avoiding the trap of buying unproven software from opportunistic startups. The second half of the episode focuses on the future of property search. Giles explains why consumer behaviour is rapidly shifting away from traditional search methods and towards AI powered discovery, how HomeSearch's HAILO platform is optimising listings for AI search engines, and why agents who prepare now will be far better positioned as AI becomes the primary way buyers discover property. The episode concludes with impressive adoption statistics for HAILO demonstrating how quickly AI search is becoming a genuine alternative to traditional property portals and why estate agents need to start thinking about AI visibility today rather than waiting for the market to catch up.
Transcribe →124. The Dark Side Of Selling Luxury Homes ft. Jeff Hill
Jul 901:01:22Tap to summarizeThis week’s episode of The Complete Agent Podcast welcomes former detective and police commander Jeff Hill, co founder of Harrier Global, alongside Michelle Smith. The conversation explores a topic rarely discussed in estate agency: protecting high net worth clients throughout the property journey. James opens by sharing how Michelle’s training has changed the way his team approaches client experience, including a thoughtful story about creating a bespoke audio and video tour for the visually impaired husband of a prospective buyer, highlighting how small details can create world class service. Jeff then explains how his experience investigating organised crime shaped Harrier Global’s unique approach to residential security. Rather than focusing purely on alarms and cameras, he reveals how sophisticated criminals think, how they research wealthy homeowners, and why many expensive homes remain surprisingly vulnerable. The discussion moves into practical advice for estate agents, including why buyer vetting should go beyond a phone number, how intuition can be just as valuable as process, and why luxury marketing can unintentionally create opportunities for criminals if handled carelessly. Finally, the conversation shifts from security to business growth. Jeff shares why networking has been the single biggest driver of Harrier Global’s success, explaining how building genuine relationships, adding value before asking for anything, and becoming the trusted expert within your niche creates long term referrals and opportunities.
Transcribe →123. Why Most Estate Agents Are Getting The Market Completely Wrong
Jul 300:48:22Tap to summarizeThis week on The Complete Agent Podcast, James Kendall and Dave Warburton take a deep dive into the current property market and explain why many agents are getting it wrong.They discuss why today’s market isn’t bad, it’s simply different, and why agents who rely on outdated pricing strategies are costing homeowners tens of thousands of pounds. Through real life examples, they explain the importance of pricing correctly from day one, using pre launch strategies to test the market, and having honest conversations with sellers instead of chasing instructions.The episode also covers how direct mail is generating valuation opportunities, why storytelling and local market knowledge are becoming the biggest competitive advantages, and how experienced agents should position themselves as trusted advisers rather than salespeople.Towards the end, James and Dave also share their thoughts on proposed stamp duty reforms, the wider economic outlook, and finish with an entertaining discussion about England’s World Cup chances.If you want practical advice on winning more instructions, pricing property correctly and navigating today’s changing market, this episode is packed with actionable ideas.
Transcribe →122. Why Most Estate Agents Look Exactly the Same (And How to Fix It) Ft. Toby Martin
Jun 2500:54:36Tap to summarizeThis week on The Complete Agent Podcast, James, Michelle and Ian are joined by marketing consultant and AI specialist Toby Martin for a fascinating conversation about what separates memorable estate agents from those who simply blend into the crowd.Drawing on his experience as both a former estate agent and educator, Toby explains why so many agencies look and sound the same, and why standing out has never been more important. The discussion explores how buyers and sellers now research agents long before a valuation appointment, making brand, content and consistency critical to winning instructions.The conversation also dives deep into artificial intelligence, exploring where AI genuinely saves time, where it should never replace human interaction, and how agents can use it to become more efficient without losing the personality and trust that premium estate agency is built upon.From video marketing and storytelling to AI workflows, digital home staging and customer psychology, this episode is packed with practical ideas that agents can implement immediately to improve both their marketing and their business.
Transcribe →121. Post Mastermind - The Valuation Script That Could Double Your Fee Confidence
Jun 1900:39:24Tap to summarizeIn this week’s episode of The Complete Agent Podcast, James, Michelle and Dave reflect on a packed Mastermind in Manchester and share the biggest lessons that members are already implementing.The conversation covers the current state of the market, why valuations are moving more slowly across the country, and why uncertainty always creates reasons for homeowners to delay moving. The team discuss how experienced agents can still thrive by focusing on communication, pricing strategy and expert advice rather than chasing the market.They also unpack some of the biggest Mastermind takeaways, including live valuation role plays, sales progression strategies that reduce fall throughs, the importance of managing survey renegotiations, and why consistent communication is often the difference between completion and collapse.The episode finishes with a discussion on confidence, community and continuous improvement, showing how the right environment can transform both mindset and business performance.
Transcribe →120. How North Wall Raised Fees And Changed Their Entire Agency Ft. Craig Thompson
Jun 1100:42:13Tap to summarizeIn this episode of The Complete Agent Podcast, Dave Warburton is joined by Ian Storey, Michelle Smith and special guest Craig Thompson from North Wall.Craig shares the journey of building North Wall from a standing start into a premium-focused agency, including the challenges of moving from the middle of the market towards higher value homes. The conversation covers branding, fee confidence, team buy-in, personal brand, video marketing, customer service and why simply using professional photography is no longer enough.The group also discuss the importance of culture, leadership and helping valuers believe in the value of the service they deliver. Craig explains how joining The Complete Agent has helped increase average fees, improve confidence across the team and sharpen the agency’s ambition for future growth.A strong episode for agents who want to raise their standards, improve their brand, charge stronger fees and build a team that genuinely believes in the service they provide.
Transcribe →119. Buyers Have More Data Than Ever. Now What?
Jun 400:37:25Tap to summarizeThis week on The Complete Agent Podcast, the team discuss a market that remains active but increasingly price sensitive. Ian shares updates on Storey Homes’ expansion into Knutsford, the launch of a new mortgage brokerage, and the challenge of slow conveyancing times despite a strong pipeline. James talks through recent premium instructions, the impact of high quality marketing on winning listings, and why homeowners are increasingly recognising the difference between a basic Rightmove listing and a comprehensive marketing strategy. Dave reflects on a busy sales pipeline and the importance of keeping sellers informed during a market where buyers are negotiating harder than ever. The main discussion centres around the growing use of AI by buyers during negotiations. The team explore how tools such as ChatGPT are being used to generate low offers backed by seemingly persuasive market data, and what agents can do to handle these conversations effectively. Rather than becoming defensive, they discuss the importance of understanding buyer motivations, using local market data confidently, and focusing on emotional drivers rather than simply debating statistics. Michelle adds a coaching perspective, explaining why emotional intelligence is becoming even more valuable in an AI-driven world. The conversation covers how to diffuse difficult negotiations, build stronger relationships with buyers and sellers, and ensure teams are equipped to handle increasingly informed consumers. The episode concludes with practical advice on pricing, seller expectations, and why strong communication remains the most valuable skill an estate agent can possess.
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