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/
17episodes
Episodes
Newest firstAll episodes
SPECIAL EPISODE Part 1/4 Opening The Gates X The Complete Agent - Before You Charge More, Fix This First
2w ago00:48:09Tap to summarizeSend us Fan MailFull video live on YouTube and Spotify. In this episode, Simon Gates is joined by James Kendall, Dave Warburton and Ian Storey to break down exactly how estate agents can transition from low fee, high volume business into the mid to higher end of the market.The conversation centres around a core principle most agents struggle to commit to: selectivity. Rather than taking on everything, the panel explains how deliberately turning away lower quality stock early on helps shape brand perception and attract higher value homes.They explore the reality of starting out, including the pressure of cash flow, the role of confidence, and why many agents fail because they try to “ease into” the higher end rather than fully committing to it.A major theme throughout is how you look as a business. From branding and websites through to brochures, boards and even business cards, the discussion highlights how perception drives instruction at the top end of the market. Poor alignment between marketing quality and target client will immediately undermine credibility.The group also dives into:* Why branding often needs a full reset, not a tweak* The importance of consistency across every listing and touchpoint* How better quality marketing directly influences the type of client you attract* Why most agents’ marketing strategies last weeks, not months, despite properties sitting on the market for far longer* How to generate higher-end listings through direct mail, social media, and on-market prospecting* The opportunity sitting in unsold, overpriced stock* Why price, not marketing, is often the real issue when properties don’t sell* And ultimately, why you are the USP, not just your marketingThe episode finishes with a clear message: breaking into the mid to higher end isn’t about one tactic. It’s about clarity of brand, consistency of execution, and the discipline to do the basics better than everyone else.
Transcribe →116. The Anxiety Behind Showing Up Online
2w ago00:38:59Tap to summarizeSend us Fan MailIn this episode of The Complete Agent Podcast, Dave Warburton, James Kendall, Ian Storey and Michelle Smith discuss the reality of putting yourself on camera, dealing with self doubt, and why video is now non negotiable for estate agents who want to build trust and authority.Michelle shares her honest experience of stepping into a professional content day with Digital Sparks, despite not being naturally comfortable on social media or video. The conversation opens up into a deeper discussion around anxiety, overthinking, internal self talk and the practical ways agents can push through discomfort to do the things that move their business forward.The team also touch on the current property market, with valuations slightly lighter in some areas but strong buyer activity, good listings, active offers and continued demand for well presented, correctly priced homes. There is also a useful discussion around sensitive client conversations, including probate, bereavement and the importance of being human first.The main takeaway is simple. Video is not going away. Confidence comes after action, not before it. If agents want to build a stronger personal brand, create trust before the valuation and stay relevant in 2026, they need to start showing up.
Transcribe →115.The Estate Agency Trap Most People Never Escape
3w ago00:42:15Tap to summarizeSend us Fan MailIn this episode of The Complete Agent Podcast, Dave Warburton, James Kendall and Ian Storey unpack what it really takes to move from average fee estate agency into the mid to upper end of the market. The conversation starts with the usual weekly catch up, covering a strong run of listings, sales, off market opportunities and the cash flow realities that still come with running a growing business. From there, the episode shifts into a bigger discussion around mindset, positioning and what actually separates agents who stay stuck from those who build premium, profitable businesses. The lads reflect on their own journeys, from low fee, high volume agency into charging stronger fees on better homes, and explain why this was not about luck or geography. It came from consistency, investment, training, better marketing and a willingness to change how they thought about their value. A big theme throughout is that you do not need to jump straight from small terraces to multi million pound homes. The more realistic first step is often improving your proposition, raising your standards and getting better fees on more attainable properties in the five hundred thousand to one million pound range. That is where confidence builds, reputation grows and momentum starts to compound. The central message is simple. You can absolutely do this, but you have to commit to it. Better fees and better homes do not happen by accident. They come from building a brand, improving your marketing, learning how to articulate value and refusing to stay on the same treadmill forever.
Transcribe →114. The Hidden Cost Of Undertraining Your Team
Apr 1600:50:20Tap to summarizeSend us Fan MailIn this episode of The Complete Agent Podcast, James Kendall is joined by Michelle Smith and Ian Storey for a conversation focused on training, culture, leadership and what actually drives long term growth in an estate agency. Alongside a quick catch up on the week’s listings, sales and market conditions, the discussion goes much deeper into why so many agencies stagnate despite doing the basics well. A major theme throughout the episode is that training is not an event, it is a habit. Michelle explains why most agencies get this wrong, confusing one off sessions or tick box learning with real development, while Ian and James share how consistent coaching, clear weekly meetings, accountability and the right culture can transform both performance and morale. The episode also explores the role of leadership in setting standards, how behaviour flows from the top, and why great businesses do not happen by accident. There is a strong emphasis on practical implementation, from improving Monday morning meetings to building autonomy in the team, recognising the right behaviours, and keeping everyone aligned around clear commercial goals. One of the most powerful takeaways is that the best agencies are not the ones doing flashy training for the sake of it. They are the ones embedding small disciplines consistently, creating the right environment, and helping good people become even better.
Transcribe →113. What the Middle East Conflict Really Means for House Prices
Apr 1100:39:08Tap to summarizeSend us Fan MailIn this episode of The Complete Agent Podcast, Dave Warburton and James Kendall unpack what’s really happening in the market as Q2 begins. They discuss why so many sellers are being told the wrong story, how global events are filtering into UK property sentiment, and why agents need to stop blaming “the market” without understanding what is actually driving it. A big theme throughout the episode is price sensitivity. There are still buyers in the market, deals are still being done, and strong houses are still selling, but only when pricing, presentation and communication are spot on. The lads explain why homes that sit too high are getting ignored, why reductions are becoming more common, and how the right strategy can still create competition even in a tougher environment. They also go deeper on the wider economic backdrop, from the Middle East conflict and rising oil prices through to swap rates, mortgage repricing and the knock on effect on affordability. Rather than using these headlines as lazy excuses, the conversation focuses on how good agents should be using them to educate clients, frame the market properly, and help sellers make smarter decisions. The central message is simple. This is not a dead market. It is a selective market. And agents who can explain that clearly, price stock correctly, and guide sellers with confidence are the ones who will keep winning.
Transcribe →112. The FX Insight That Separates Average Agents from Trusted Advisors Ft. Steve Eakins
Apr 200:45:50Tap to summarizeSend us Fan MailIn this episode of The Complete Agent Podcast, we break down a market that’s still moving… but becoming increasingly complex beneath the surface.There’s strong activity across listings and sales, particularly in the £600k to £1.7m range, with deals still being agreed and chains being built. However, the real challenge is what’s happening underneath. Fall-throughs, slower negotiations, and pricing sensitivity are all increasing, meaning agents need to be sharper than ever to keep deals together. A key theme is timing and strategy. Holding stock back around Easter, soft-launching to test pricing, and creating competition before going live are all proving to be powerful tools. The best agents aren’t just listing property, they’re engineering demand.We also dive into the growing importance of off-market deals, proactive buyer work, and controlling both sides of the chain to secure results in a tightening market.A major part of the conversation focuses on the wider economic backdrop. Rising oil prices, geopolitical tensions, and shifting interest rate expectations are now directly impacting mortgage rates and buyer confidence. Thousands of mortgage products are being repriced, and this is starting to filter through into real-world transactions.Finally, we’re joined by Steve Eakins from Lumon, who sheds light on a huge missed opportunity for agents. Currency fluctuations, international buyers, and relocating vendors can massively affect affordability and deal viability. Agents who understand this can protect deals, increase buyer budgets, and even generate additional income streams simply by asking the right questions.The takeaway is simple:This market rewards proactive, informed, and strategic agents. Everyone else will feel like it’s slowing down.
Transcribe →111. Why The Best Agents Are 3-0 Up Before They Even Arrive Ft. Ben Madden
Mar 2600:58:53Tap to summarizeSend us Fan MailIn this episode of The Complete Agent Podcast, we unpack what’s really happening in the current property market and why so many agents are struggling to convert despite strong activity.There’s a clear theme running through this one. The market is moving, but it is far more price sensitive than many are prepared to admit. We break down real examples of similar homes getting completely different results based purely on pricing, and why getting this right has never been more important.We also dive into the wider economic backdrop, including how geopolitical tensions and rising oil prices filter through into mortgages, affordability and ultimately buyer behaviour. More importantly, how you should be communicating that to clients in a way that builds trust rather than fear.A big focus in this episode is the idea of being “3-0 up before the valuation”. The best agents are not turning up to win business from scratch. They are walking through the door with trust, rapport and authority already established through content, branding and consistent communication.We also cover:Why data-led valuations are critical in a sensitive marketHow to use global events to strengthen your pricing conversationsThe difference between agents who educate and agents who just “report the news”Why personal brand is becoming a non-negotiable in modern estate agencyThe role of video and social media in building trust before you even meetIf you’re still relying purely on the valuation appointment to win instructions, this episode will challenge that thinking.Because in today’s market, if you’re not already 3-0 up before you arrive… you’re chasing.
Transcribe →110. Is The Property Market About To Slow Down Again
Mar 1900:37:36Tap to summarizeSend us Fan MailIn this Episode, JK & Dave share a clear and practical view of the current property market, focusing on how agents can navigate uncertainty with confidence. The conversation covers how to use market data properly, why pricing strategy is more important than ever, and how external factors such as geopolitical events and interest rates influence buyer behaviour.The key message is simple. Agents who rely on opinion will struggle, while those who use data, communicate clearly, and position property correctly will continue to win instructions and deliver results.Key takeawaysData should lead every valuation, not gut feelThis builds trust with clients and reduces price reductions later in the processPricing correctly from day one is critical in uncertain marketsOverpricing leads to longer time on market and weaker eventual outcomesGeopolitical and economic events influence sentiment more than realityAgents need to translate headlines into clear, local context for clientsBuyers are more sensitive to value, not just pricePresentation, positioning and messaging all play a role in perceived valueAgents who educate their clients stand out immediatelyClear communication turns uncertainty into confidenceKey topicsMarket data and valuation techniquesHow to use real numbers to justify pricing and win trustImpact of geopolitical events on the property marketUnderstanding how headlines affect buyer confidence and behaviourPricing strategies and market positioningWhy correct pricing and strong positioning drive better outcomesSound bites“You charge what you’re worth and are worth what you charge.”“The data is the data. Opinions are opinions.”“Educate your clients with data and context.”Chapters00:00 Introduction and guest overview01:08 Sales challenges and strategies05:39 Business structure and selectivity10:13 Sales performance and market insight12:02 Valuation strategies and positioning18:16 Pricing sensitivity and buyer behaviour27:05 Economic factors and market impact36:49 Closing thoughts and outlookResourcesComplete Agent Facebook Grouphttps://facebook.com/groups/thecompleteagentBank of England swap rateshttps://www.bankofengland.co.uk/markets/market-data/interest-rates
Transcribe →109. If Your Estate Agency Was a Hotel... Reed Diffuser Concierge vs Static Caravan in a Highrise
Mar 1200:31:58Tap to summarizeSend us Fan MailIn this episode of The Complete Agent Podcast, James Kendall and Ian Storey reflect on a strong week in agency and a hugely positive TCA Mastermind in Manchester. They discuss standout listing activity, the impact of consistent direct mail, and why premium positioning continues to attract better instructions, better fees and stronger clients.A big part of the conversation centres around culture, leadership and autonomy within an estate agency business. James and Ian unpack what makes a team thrive, why difficult conversations matter, and how the standard you tolerate eventually becomes your culture. They also reflect on the growth of TCA members, with some significantly increasing fees and shifting to much higher average price points.The episode finishes with a brilliant analogy around hotels and service levels, exploring how agents should think about whether their business feels like a budget stay or a premium experience. The wider point is clear. Better fees do not come from asking for more. They come from consistently delivering more at every touchpoint.
Transcribe →108. Why Porsche reached out to Storeys.
Mar 1100:41:36Tap to summarizeSend us Fan MailIn this episode of The Complete Agent Podcast, Dave Warburton, James Kendall and Ian Storey share what they are seeing in the market right now, from strong first quarter activity to the growing importance of pricing accurately and communicating value clearly. The conversation covers standout wins, including premium listings, long term stock finally moving, and the power of consistent brand positioning, with Ian sharing how Stories was approached by Porsche for a social media collaboration.The discussion then moves into market dynamics, why withdrawn stock is worth revisiting, and how agents should be using data to guide valuations rather than relying on guesswork. The lads also touch on the spring statement, AI’s likely impact on agency and wider employment, and why the human side of the job will become even more valuable as technology advances. The episode finishes with a look ahead to the next TCA mastermind and what members can expect.
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