Utterly Indispensable Podcast for Estate Agents

Most training in estate agency exists to stop you going to prison. Very little of it helps you win instructions, progress sales, or actually understand the law you’re meant to be complying with.  That’s why this conversation matters.  In this episode, I’m joined by Charlotte Jeffrey-Campbell, founder of The Able Agent—and one of the most grounded, no-nonsense voices in estate agency training today.  Charlotte has done the job. Lister, manager, trainer, business builder. She’s seen what works, what doesn’t, and why most agents are quietly blagging their way through regulation they don’t fully understand.  We talk about:  Why qualifications aren’t the enemy—but bad training is  What actually happened to RoPA (and why it hasn’t gone away)  The dangerous gaps in estate agents’ knowledge (even after 20+ years)  Why compliance and business generation should never be taught separately  How most agents learn sales progression the hard way… and why they shouldn’t  And why “free training” often turns out to be the most expensive option of all This isn’t a scare-story episode. It’s a grown-up conversation about raising standards without killing the soul of the industry. If you want your team to be more confident, more credible, and genuinely expert—not just box-ticking—this one’s for you.   Life’s too short for bad training.

Most estate agents think they have a CRM problem.What they really have is a data, discipline, and decision-making problem. In this episode, I’m joined by Mark Hinkins, Commercial Director at Rex, to tear into one of the most uncomfortable truths in estate agency:almost no one is using their CRM properly—and AI is about to make that painfully obvious. We talk about why most agents under-use powerful systems, why moving CRMs is less about software and more about strategy, and how your database is quietly becoming your most valuable asset. Mark shares what he’s seeing on the front line of PropTech, how AI is changing prospecting, pipelines, and productivity, and why agents who “wait and see” will already be too late. This isn’t a tech demo.It’s a reality check. If you’re an agency owner who wants to win more instructions, scale without piling on headcount, and actually work smarter (not just talk about it), this conversation will challenge how you think about CRMs, data, and the future of your business. AI isn’t replacing estate agents.But it is replacing the ones who don’t adapt.

This episode is a proper behind-the-scenes look at how sellers choose estate agents — and why so many get it wrong. I’m joined by Colby Short, co-founder and CEO of GetAgent, the UK’s leading estate agent comparison platform. Over the last 11 years, GetAgent has analysed millions of data points, worked with over 7,500 agents, and helped more than 1.2 million homeowners try to answer one deceptively simple question: Who is actually best to sell my home? We dig into the original insight that sparked GetAgent — a single London postcode where 800 sellers chose 200 different agents, half of whom had never sold a property there — and why that chaos still exists today. Colby explains:  Why most vendors confuse familiarity with performance  The three metrics that really matter when choosing an agent  Why speed to lead wins more instructions than fee discounting  The uncomfortable truth about completion rates and unsold stock  How GetAgent survives on a pay-on-completion model while many prop-tech firms collapsed  Why data without human judgement still isn’t enough This is an honest, commercially grounded conversation about data, cash flow, fees, lead quality, and the brutal reality of running a business where you only get paid if everyone else performs. If you’re an estate agent who believes you’re good — but wonders why the market doesn’t always reward that — this episode will make you think very differently about how sellers see you, long before you ever sit on their sofa.

Most estate agents didn’t get into this business to drown in admin… yet somehow that’s exactly what happens. In this episode, I’m joined by Bronwyn Schmidt, Operations Director at VA Central, to unpack what actually happens when agents stop trying to do everything themselves. We talk honestly about: Why most agents leave outsourcing far too late The difference between cheap outsourcing and building a proper team What tasks VAs really should be doing in sales, lettings and property management Why delegation isn’t about losing control – it’s about structure and trust How VAs and AI work together (and why AI isn’t coming for your job) The broker model, burnout, low fees, and the hidden cost of doing £10-an-hour tasks Why your business doesn’t need to be “perfect” before you outsource Bronwyn brings real-world insight from working with over 200 UK estate agencies, and we get into the practical realities – systems, onboarding, CRMs, productivity, and why your support team doesn’t need to sit in your office to deliver a better service. If you feel busy, stretched, or trapped inside your own agency, this episode will make you rethink how you build your team – and your business. Less graft. Better systems. Smarter growth.

Aarti Patel isn’t just impressive. She’s one of those rare people who walk into your world and remind you what’s actually possible.  Her property journey didn’t begin with fanfare. It began with a disaster. The kind of disaster that sends most people off to lick their wounds and mutter “never again.” Aarti did the opposite. She treated it like tuition. Learned the lessons. Then used those lessons as rocket fuel.  Today she’s a force of nature — a developer, the mind behind Aarti Auctions, a marketer, a founder many times over, and someone who understands how to carve out a niche so sharp it could take your finger off. She’s used social media to generate opportunity most agents dream about. She’s built partnerships. She’s created momentum from thin air. And she’s done it all with integrity, optimism and a ridiculous level of resilience.  Her story is one of reinvention, bravery, and backing yourself even when the evidence isn’t exactly cheering you on. If you want inspiration, you’ll get it. If you want practical insight, you’ll get that too. But above all, you’ll hear from someone who proves — emphatically — that a “Life by Design” isn’t a slogan. It’s a decision.  A cracking listen.

Estate agents love the thrill of the chase. Listings, negotiations, deals — that’s the fun bit.Compliance? That’s the part that keeps everyone awake at night. In this episode, Amy Shields, former estate agent turned Smart Compliance powerhouse, pulls back the curtain on the side of agency most people avoid until it’s too late. From AML pitfalls to the fines agents don’t believe they’ll ever get, to the uncomfortable truth that yes, prison is technically on the table… this conversation is a masterclass in what every agent should know but most never learn. Amy’s journey from frontline agency to compliance expert is surprisingly relatable, surprisingly human, and occasionally absolutely terrifying. This episode should probably have been released on Halloween; the jump scares are real, and the consequences even more so. If you’ve ever thought, “I’ll deal with compliance later,” listen to this before “later” becomes a very expensive word.

Alex Pelosi-Buchanan is one of those leaders who doesn’t hide behind buzzwords or corporate gloss. He’s honest, sharp, commercially switched on and absolutely obsessed with doing agency properly — no shortcuts, no fluff, no ego. In this episode, Alex takes us behind the curtain of what it really takes to build momentum in today’s market. We dig into leadership, culture, standards, growth, accountability, and the uncomfortable truths most agents avoid because they’re easier not to talk about. Alex tackles all of it head-on. This is the kind of conversation estate agents should be having more often — practical, grounded, and full of “why aren’t we all doing this?” moments. Whether you’re running a single branch, growing a team, or scaling a brokerage, there’s a stack of insight in here that will sharpen your thinking and challenge you in the best way. Alex is sharp, fair, and frighteningly clear-headed. You’ll finish this episode with a stronger sense of what good looks like and how to actually build it.

Jack Durkin didn’t just launch a self-employed brokerage… he built a model that actually works. In a world where every man and his dog is suddenly a “broker,” Jack and his team at The Avenue are quietly rewriting the rules of what a high-quality, high-fee, hyper-local agency can look like. In this conversation, Jack opens the bonnet and gets right into the engine of the modern brokerage movement — where it works, why it fails, and what agents consistently get wrong. We talk Purplebricks (the good, the bad, and the burnout) , the “day one panic,” why consistency beats cleverness, and how a single great instruction can feed you for months. Jack explains the Avenue’s obsession with quality over quantity, why saying no is a superpower, how to set standards without becoming a dictator, and why the future belongs to agents who go small, hyper-local, and specialist. We also dive into the realities behind onboarding, culture, recruitment filters, and what it really takes to help an agent build a six-figure (and maybe one-day seven-figure) business without losing their sanity in the process. If you’re running a brokerage, thinking about starting one, or wondering how on earth to stand out in a crowded self-employed marketplace… this episode will give you a ton to chew on.

Kirsty Franks doesn’t just “do marketing.” She dissects it. Rebuilds it. And then plugs it directly into the bloodstream of an estate agency so it actually drives revenue, not just noise. As Founder and CEO of Frank Marketing, she’s spent years helping estate agents and property professionals grow market share, sharpen their message, and turn half-baked ideas into campaigns that actually land. Strategy first. Creativity second. Results always. In this episode we get properly under the bonnet of estate agency marketing. What works. What doesn’t. What agents think matters but really doesn’t. And what they ignore at their peril. Kirsty brings straight-talking insight, loads of experience, and more common sense than most “gurus” put together. I probably am a bit biased — she’s annoyingly brilliant — but listen anyway. You’ll come away with a bucketful of ideas and a much clearer view of what great marketing should look like in our industry.

This week I chat with Garrett Maroon — an agent, coach and all-round good guy from Virginia who built his business the hard way… then figured out how to do it the smart way. After burning out working 100-hour weeks, Garrett rebuilt his business around one simple principle: success isn’t about doing more, it’s about doing it better. He now generates all his leads through referrals and has created a business that serves his life — not the other way round. We talk about how he made that shift, the systems that drive his referrals, and what UK agents can learn from the US brokerage model as it continues to gather pace over here. It’s an honest and practical conversation packed with ideas you can put into play straight away.

This week I chat with Chris Webb — founder of The Estate Agent Consultancy and one of the sharpest minds in our industry. Chris is known for driving growth for small and solo estate agencies. But this conversation goes beyond the polished professional image. Chris lets his guard down and shares the story behind the career; the experiences that shaped him, the mistakes that taught him, and the insights that every ambitious agent can learn from. With over 20 years in the business, he’s seen it all, done most of it, and now helps others grow smarter, faster, and stronger. If you’ve ever wondered what really goes on behind the calm exterior of a true professional, this one’s for you.

Tom Greenacre has done what many talk about but few pull off — built a thriving brokerage from scratch under the Yopa umbrella. From his early days at Countrywide to the chaos and colour of Purplebricks, Tom’s seen every version of estate agency. In this episode, we unpack how he’s created a business within a business — the highs, the mistakes, and the reality behind the glossy LinkedIn posts. We also tackle the uncomfortable truth about why so many brokers fail, and what separates the ones who last from the ones who vanish. If you’re thinking about going self-employed or creating your own brokerage model, listen to this before you jump. It’s honest, practical and might just change how you see the game.

Charlie Lamdin is one of the industry’s most outspoken outsiders — a man who’s never sold a house, yet has spent 25 years studying the people who do. Founder of BestAgent, self-taught “wannabe world-changer,” and serial survivor of business bruises, Charlie’s mission is bold: to tear down the barriers that keep agency unfair and rebuild it around trust, transparency, and process. In this episode, we dig into his philosophy of “talk process, not price,” why he thinks the industry’s obsession with competition is killing service, and how failure and frustration shaped his determination to change it. Whether you agree with him or not, Charlie will make you think differently about what estate agency could be.

In this episode of The Utterly Indispensable Podcast for Estate Agents, Rob Graves sits down with Brian Quick, an eXp agent from the US and a key member of The Wolfpack — a 3,500-strong network of high-performing brokers. Brian’s journey from touring drummer to top-producing agent began after a major health scare that completely shifted his outlook on life and business. The conversation dives deep into the differences and striking similarities between the US and UK property markets, exploring how technology, culture, and agent collaboration are evolving on both sides of the Atlantic. Expect insight, inspiration, and a few “aha” moments that reveal what the UK agency world can learn from its American cousins — and how the future of estate agency might already be playing out across the pond.

This week on The Utterly Indispensable Podcast for Estate Agents, I sit down with Jean-Pierre and his husband Manuel—the creative duo behind Channel 4’s hit property series A Place in the Sun. They share what it was really like to bring one of the UK’s most-loved property shows to life, lifting the curtain on the challenges, surprises, and stories from behind the camera. But their journey didn’t stop there. Today, they run Maison Hunt, a bespoke property-finding service helping clients navigate London’s rental and buying markets with care, clarity, and results. From scouting homes across Europe for TV to guiding international relocations into the heart of London, Jean-Pierre’s career has always been about more than bricks and mortar—it’s about matching people with places that truly feel like home. Expect insights into the making of property television, the evolution into high-level property search, and what it takes to turn vision into reality for clients in one of the world’s most competitive housing markets.

This week on The Utterly Indispensable Podcast for Estate Agents I sit down with Morgan Edmondson of Nesti, the London-based startup building one of the most advanced AI platforms for estate and letting agents. Morgan gives us a clear-eyed look at what AI can really do for estate agency today—and where it’s heading tomorrow. This isn’t about robots taking jobs. It’s about the smartest agents using AI as rocket fuel to become faster, sharper, and more valuable than ever. We explore why AI adoption will be a sprint, not a marathon, how smaller, agile agencies can seize an edge over slower-moving corporates, and why this moment feels like the social media revolution all over again—only accelerated. If you’ve been wondering whether AI is hype or the real deal for your agency, this episode will give you the insight you need to decide whether you’ll be left behind—or leap ahead.

This week I sit down with David Adams — property expert, landlord coach, best-selling author, and the driving force behind Cavendish Sales & Lettings. David has transformed a family business into a modern, value-driven agency. He gets what many miss: property management is the beating heart of cash flow and long-term business value. In our conversation, we explore how he’s using multi-generational influence — from books and webinars to podcasts and social media — to build trust and attract landlords with serious lifetime value. He shares why giving away knowledge is the best calling card, how webinars have become his number one client collection tool, and why he thinks like a coach, not just an agent. There’s a reason I call him the Gary Vee of UK estate agency — he understands the power of giving first, building assets that compound, and using content to create connections that last. Packed with ideas any agent can borrow — whether you’re focused on landlords or sellers — this is a masterclass in building assets that work every day to grow your business.

Sometimes the best conversations don’t come from the big personalities on the industry stage but from the agents quietly getting on with building brilliant businesses. In this episode I sit down with Matthew Hendry, owner of Naish Estate Agents in York, who acquired the business just two years ago and has already steered it through a rebrand, renovation, and a rebuild of his team. We cover:  Why acquisition is a forgotten but powerful way to start or grow an agency  How Matthew approaches pricing with clarity and conviction  The fee structure that serves both clients and the business  Building a team that shares his values and beliefs  Why his focus is on profitablegrowth, not just getting bigger Matthew’s approach is refreshingly clear: do things really well, and growth will follow. With over £130m of York property already entrusted to Naish, it’s working. If you want to hear from someone who proves that estate agency doesn’t have to be about noise or scale—but about substance—this episode is for you.

In this episode I sit down with Apostolos Aktypis—the man building AI-powered client acquisition systems for estate agents, B2B, and service brands. His work sits right where AI, paid media, and revenue engineering collide, and his mission is simple: to move the bottom line with substance, not hype. When we recorded this conversation just eight weeks ago, the tools were impressive. Since then, they’ve leapt forward again. That’s how fast the landscape is shifting. After forty years in agency, I can say this with confidence: AI is the most important development our industry has ever faced. And if you’re only using it to write property details or tidy up emails, you’re barely scratching the surface. This episode will show you why AI matters, how to think beyond gimmicks, and how to start building systems that give you a real business advantage.

In this week’s episode I sit down with Deep Shah to challenge a big misconception: outsourcing isn’t about cutting costs—it’s about raising the quality of your team. Deep shares sharp insights on how recruitment and onboarding can make or break a business. Too often, we blame new starters when the real issue is a lack of process. Without the right systems and procedures, even the best people will stumble. We dig into why onboarding is one of the most underestimated parts of business growth, and how getting it right can transform both performance and culture. If you’ve ever wondered why some hires thrive while others fail, this conversation will change the way you think about recruitment forever.