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/
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60 recent
June 11, 202642 min
120. How North Wall Raised Fees And Changed Their Entire Agency Ft. Craig Thompson
In 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.
June 4, 202637 min
119. Buyers Have More Data Than Ever. Now What?
This 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.
May 29, 202652 min
118. The Boundary Problem Costing Agents Their Freedom
In this episode, James Kendall and Michelle Smith explore one of the biggest challenges facing estate agency business owners: how to genuinely switch off.The conversation starts with Michelle reflecting on a family holiday to Rhodes and the surprising creativity that emerged once she disconnected from the day-to-day demands of business and life. That sparks a wider discussion around burnout, boundaries, leadership, coaching and the importance of building a business that can operate without you constantly being present.Alongside the discussion on holidays and leadership, James also shares practical advice on dealing with slower-moving listings, managing seller expectations and understanding the difference between patience and pricing problems in today’s market.
May 28, 202656 min
SPECIAL EPISODE 4/4 OTG X TCA Part 4: The £100K Mistake Agents Make When Pricing Homes
In episode four of Open the Gates to More Listings meets The Complete Agent, the focus shifts to the full lifecycle of getting a property sold, and why top-performing agents are achieving around 80% completion rates versus a UK average closer to 55%.The conversation makes one thing clear from the outset. Selling homes is not luck. It is a structured, repeatable process built on pricing strategy, marketing quality, buyer management, and strong sales progression.It starts in the living room. Rather than “valuing” a home, the approach is to educate the seller using data. Price per square foot, market cycles, supply and demand, and affordability all remove emotion and opinion. This reframes the conversation from “what do you think it’s worth?” to “what will the market pay?”From there, everything flows into strategy. Properties are not rushed onto portals. Instead, a pre-launch phase is used to test pricing, gather real buyer feedback, and build early demand. This avoids wasting the crucial first few weeks online and reduces the need for reactive price reductions later.Marketing is treated as a key differentiator. Not just listing a property, but positioning it properly through presentation, storytelling, and targeted exposure. Done well, this creates demand. Done poorly, it forces reliance on price drops.The episode also highlights that communication is what keeps deals alive. Sellers are kept informed, expectations are managed early, and pricing conversations are framed as market-led decisions rather than agent error. This is a major factor in maintaining client trust and reducing fall-throughs.Negotiation is another defining point. Strong agents control the process, set expectations with buyers, and actively work offers rather than simply passing them on. The difference between an order taker and a negotiator often comes down to tens of thousands of pounds.Finally, the importance of sales progression is emphasised. Getting a property “under offer” is only half the job. Managing chains, working with solicitors, spotting risks early, and maintaining momentum is what ultimately turns agreements into completions.The core takeaway is simple.High completion rates are not about working harder, but working smarter across every stage of the journey. From pricing and positioning through to negotiation and progression, consistency in process is what delivers consistent results.
August 15, 202524 min
80. Short & Sweet - How to be worth 2% and How to add £50K to your business without spending a penny.
Send us Fan MailIn this episode of The Complete Agent Podcast, James Kendall and Ian Storey explore what it takes to thrive in today’s property market.From engaging buyers more effectively to valuing homes with precision, they discuss how proactive strategies, data-driven decision-making, and consistent marketing are helping agents succeed — even in a shifting landscape.The conversation also highlights the power of collaboration, agent community, and real-life success stories that prove what’s possible when you take action.
July 7, 20254 min
**GOLD MOMENTS** What your Estate Agency Business is Worth. Ft. Lucy Noonan
Send us Fan MailA 4 minute snippet from Lucy Noonan on what your business is really worth!
May 27, 20252 min
**GOLD MOMENTS** World Class Culture - Heather Staff Explains The Poo in the Pool.
Send us Fan MailEmail us succeed@thecompleteagent.co.uk Join our private Facebook group - https://www.facebook.com/groups/911153513904767/
May 17, 202533 min
68. Community First, Sales Second.. Why It Works
Send us Fan MailEmail us succeed@thecompleteagent.co.ukIn this episode of The Complete Agent Podcast, hosts Dave Warburton and James Kendall unpack their latest experiences in the property market, offering a grounded look at what’s working—and what’s not—in today's landscape.They explore the growing sensitivity around pricing, the importance of consistency in marketing, and why clear, honest communication with clients is more crucial than ever. The discussion also looks ahead to future opportunities, including the impact of the Universal Studios development and how agents can position themselves through community-focused marketing.It’s a valuable listen for agents navigating a cautious market while planning for growth. Join our private Facebook group - https://www.facebook.com/groups/911153513904767/
October 25, 2024Episode 4242 min
42. Why Your Viewings Aren’t Leading to Sales – And How to Fix It!
Send us Fan MailIn this episode of The Complete Agent Podcast, James, Ian, and David uncover the often-overlooked strategies that can transform property viewings into successful sales. They dive deep into the art of gathering buyer feedback, interpreting it effectively, and using it to shape sales strategies. The team highlights the importance of proactive conversations with clients, giving honest feedback on pricing, and recognising when price adjustments can enhance market appeal. They share actionable advice on how to generate meaningful client conversations and ultimately achieve quicker, more effective sales – even in challenging market conditions. Whether you’re struggling to convert viewings into offers or looking for insights to boost your sales approach, this episode is packed with practical tips for the modern agent.
July 4, 202440 min
26. Maintaining a strong mindset, educating your market and success stories!
Send us Fan MailIn this episode of the Complete Agent Podcast, hosts David Warburton and Ian Storey dive into the dynamic world of estate agency, sharing their personal experiences and valuable insights.James Kendall is missing this week - off on a stag/birthday long weekend in Benidorm, leaving the Northern lads holding the fort!Ian recounts a roller-coaster few weeks, highlighting a high-value sale that nearly fell through due to delays in transferring money from Switzerland. David and Ian then discuss the importance of staying calm and focused during such turbulent times, emphasising the need for honest communication with clients.The conversation transitions into the broader market conditions, debunking myths about the impact of the upcoming election on property sales. They stress the significance of educating clients about real market trends and maintaining transparency. Both hosts highlight the power of a strong brand and consistent marketing efforts, sharing anecdotes about how these elements have driven their success. Ian talks about the importance of having a cohesive brand image and ensuring every team member aligns with the company’s values.David and Ian also delve into the effectiveness of social media and pre-launch strategies in attracting potential buyers. They share success stories from their own experiences, demonstrating how targeted marketing and engaging content can significantly boost property visibility and interest. The episode underscores the value of prompt client communication, especially after potential setbacks, to maintain trust and keep the process moving forward.Key Takeaways:Stay Positive and Supportive: Navigating the ups and downs of property sales requires a positive mindset and a strong support network.Consistency is Key: Regular and consistent marketing efforts, including the use of social media and video content, are crucial for attracting buyers and securing listings.Effective Client Communication: Honest and timely communication with clients, especially in challenging situations, helps build trust and manage expectations.Strong Branding: A cohesive and appealing brand image is vital in establishing credibility and attracting high-end clients.Utilise Social Media: Leveraging social media platforms and pre-launch strategies can greatly enhance property visibility and generate interest.Listeners are encouraged to join the Complete Agent’s membership group for further insights and support, and to engage with their active community on Facebook for additional resources and networking opportunities.Join our private Facebook community here: https://www.facebook.com/groups/911153513904767/Join our private Facebook community here: https://www.facebook.com/groups/911153513904767/
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