Estate Agency Leaders Podcast with Ian Preston

In this weeks Estate Agency Leaders Podcast, we chat with with James Ankers, the visionary founder of the outsourced sales progression powerhouse, QuickChain!Prepare for a deep dive into the shocking truth about today's property market: why is the average transaction now a jaw-dropping 16 to 17 weeks? James Ankers calls this "insane". We uncover the core reasons for this agonizing delay, including the "plummeted" standard of conveyancing where many firms operate on a "pile it high, sell it cheap" model.The episode explores how a lack of vital "handholding" for buyers and sellers, and the late scheduling of surveys, are contributing to high rates of deals collapsing. Discover the critical mission for every estate agent: to dedicate serious time to "thoroughly" qualify every link in a property chain before the deal is celebrated.Finally, the discussion culminates with a powerful case for leveraging outsourced sales progression. James Ankers argues that for a business owner, it is far more profitable and less risky to outsource to a specialist team than to face the "fixed cost" of an in-house progressor, dealing with the inevitable crises of staff holidays, sickness, or sudden resignations. This is the essential guide to turning your property pipeline from a liability into a highly efficient, profit-generating asset!

Join us for a dynamic conversation with Adam Day, the entrepreneur behind the UK's second online estate agent, Hatched, and the driving force behind the massive growth of EXP in the UK, which has just hit 900 agents.Day dives into his entrepreneurial journey, from selling cans of Coke as a kid to founding Hatched to solve cash flow issues by charging upfront fees. Discover why he sees Purplebricks’ deferred payment model as an "absolute game changer" and the industry's tipping point.Hear Day's candid thoughts on leadership—why he’s a visionary, not an integrator—and the core ingredients to EXP's success, including the crucial two-year experience requirement for agents and the power of rewarding agents through equity and revenue share.Finally, Day shares his prediction for the future: how agentic AI could eliminate the biggest challenge in the self-employed model and why his single piece of advice for independent estate agency owners in 2026 is to overcome the fear of failure and "just do it".

In this episode of Estate Agency Leaders, Ian Preston interviews Joanna Knight on Culture, Leaders.Inc, Growth, and Future Business Models.Join us as we sit down with Joanna Knight, CEO of Leaders, Inc., to trace her unique career path from selling typewriter ribbons internationally to becoming a driving force behind Moneypenny for two decades. Jo, who was recognized with an OBE for her services, discusses how she helped two Prime Ministers on their business advisory council.She also reveals the foundational principles behind Moneypenny’s renowned culture, a business that fundamentally answers phone calls for companies. She emphasises that a positive work environment isn't created by "one big magic button" but by a "collection of... the hundred thousand tiny little things that matter". At Leaders.Inc., Jo’s strategy focuses on "incremental marginal gains, evolution rather than revolution," aiming for "more of the same but even better". Finally, the conversation tackles the integration of technology in people-focused businesses. Jo advises us against choosing "people or tech," urging leaders to instead ask, "what does my future business model look like?". She encourages entrepreneurs to trust their "gut feel" over a "solid business case". Her final advice for business owners for 2026 is to invest in their people, giving them "space to learn" and connect with "great people from other businesses".

In this episode of Estate Agency Leaders, Ian Preston is joined by Terry Blackburn — founder of Mortgage Genie, Bespoke Financial, and the Wealthy Advisors Club — to unpack why mortgages, protection, and insurance are still so poorly developed in many estate agencies, and what that is costing business owners in real terms.Together, they explore:How financial services can increase revenue per transaction by 75% or moreWhy most agencies underperform in FS despite clear customer demandThe true economics of broker fees, proc fees, protection, and recurring incomeEmployed vs self-employed adviser models — and when each makes senseHow FS materially increases business valuation and exit multiplesThe power of back books, repeat remortgages, and referral flywheelsThis is a practical, numbers-led conversation for agency owners who want more control, more profit, and a more valuable business — without chasing more instructions.If you plan to grow, professionalise, or exit your estate agency in the next 3–5 years, this episode is essential listening.

In this episode of Estate Agency Leaders, Ian sits down with Oliver Hewitt, Sales Director of Sears and Duncan Yeardley — two powerhouse Berkshire agencies operating under a unique dual-brand model.Oliver shares how their team has combined elite training, relentless culture-building, and creative incentive structures to deliver standout results — including what could become a record-breaking £40,000 month of flexible fees from a single valuer.We dig into:Why they kept two rival brands running side-by-side after acquisitionHow mindset and bravery underpin their premium-fee strategyThe exact training and behaviours that drive 1.75–2% fees consistentlyTheir journey implementing flexible fees and scaling from £0 to six-figure monthsWhy inexperienced valuers often outperform seasoned ones when adopting new modelsHow incentives, data-driven coaching, and cultural clarity transform performanceThis conversation is packed with practical takeaways for any estate agency leader wanting to lift fees, improve culture, accelerate training, and adopt flexible fees with confidence.

Host Ian Preston sits down with his cousin and business partner, James Baker, to discuss the founding of Preston Baker. This "unusual interview" explores the beginnings of the business, specifically what it was like opening an estate agency in October 2008.James shares his background in the industry, which started after Ian, his cousin, told him to move to Newcastle and become an estate agent. He recounts his time at Countrywide, moving to Yorkshire, and then the market crash that led to the opportunity to set up a franchise of Bairstow Eves on October 1, 2008.The discussion covers:The market conditions in 2008, when people thought they were "insane" for starting an estate agency.Why the market in the early days was actually "one of the better markets" they traded in because people had realistic expectations.Strategies for tough markets, including being more proactive and going out to "piece deals together".A comparison of the 2008 crash to the current market, suggesting today could be tougher due to unrealistic seller expectations.The growth and success of Preston Baker Financial Services, which won the best financial services business in estate agency in 2016 and why a good financial services partner is crucial.Working with family, which has been successful due to shared values, work ethic, and trust.Winning the Best Estate Agent Overall Winners award in 2017.The return to core values like "premium," "energy," and "attitude" in the new self-employed model.The future of estate agency, including the benefits of technology and the self-employed model.Flexible fees and why they are vital to the self-employed model to help new associates get up and running quickly and to ensure sellers are incentivized to move.The future of traditional high street branches.

In this episode of Estate Agency Leaders, I sit down with industry legend Peter Rollings — former Foxtons MD and Marsh & Parsons CEO — for an honest, insider look at what really drives performance in estate agency today.Peter shares the big lessons from his career:• How Foxtons lost focus — and how it got its edge back• What he changed when rebuilding Marsh & Parsons• Why most agents hire the wrong people• The simplest, fastest way to raise fees (and double profits)• Why letting stock is falling — and where opportunity still exists• How AI will transform prospecting, inbound calls and branch structures• The truth about EXP, hybrid models and the future high-street officeWe also unpack the famous Marsh & Parsons Tube campaign, the culture behind Foxtons’ success, and the role attitude plays in building great teams.A masterclass in leadership, pricing, marketing and the next chapter of estate agency.

In this episode of Estate Agency Leaders, Ian Preston sits down with Chris Rosindale, Chief Operating Officer of the Connells Group — the UK’s largest estate agency network with over 1,200 branches.Chris shares his extraordinary rise from a local negotiator to the top of one of the most powerful property businesses in the country. Together, Ian and Chris unpack:The leadership qualities that shaped his careerHow Connells is using technology as an enabler, not a barrierThe cultural shift toward local decision-making and accountabilityInsights from Connells’ flexible fees pilot and its early resultsWhy empowering people is at the heart of every high-performing businessAnd how initiatives like Project 28 aim to transform the home-moving process for everyoneCandid, thoughtful, and full of lessons for independent and corporate estate agents alike — this episode gives a rare look inside how a modern property giant adapts, scales, and leads through change.