World Class Real Estate

Hosted by Mark Worrall and Ian Macbeth

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Episodes

364

Latest episode

Sep 2026

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EN-GB

About the show

Each week Mark Worrall, Ian Macbeth and a special guest real estate agent take you through the strategy, advice, tips and tricks that will help you go from a great to a world-class real estate agent. Featuring interviews with leading agents in Australia, the UK and beyond, each conversation delivers actionable value and brings a positive change to your mindset and a positive change to your real estate business.

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60 recent

September 8, 2026Episode 36534 min

Should Estate Agents Still Use Long Contracts?

🏡 In this episode of the World Class Real Estate Podcast, Mark Worrall and Ian Macbeth are back with a timely conversation for estate agents heading into the business end of the year. With September and October often being two of the most important months in estate agency, this episode looks at why agents need to switch out of summer mode, knuckle down and make sure they are doing the work that can shape both the end of this year and the start of next year. The main conversation focuses on estate agency contracts, including tie-in periods, zero-week agreements, notice periods, upfront fees, ready-willing-and-able clauses and whether agents are protecting themselves in the right way. Mark and Ian discuss whether long contract periods really show confidence, whether sellers properly understand what they are signing, and how agents can use their contract terms as part of their value proposition rather than hiding them in the small print. In this episode, they cover: 🏡 Why September and October are key months for listings and sales📈 Why agents need to be more aggressive and focused after summer📄 Whether long contract tie-ins still make sense⏳ The debate around 12, 16, 21 and 26-week agency agreements💬 How zero-week contracts can become a confidence-led sales tool🔒 Why agents still need to protect their time, money and marketing investment🤝 What happens when a second agent sells to a buyer introduced by the first agent💷 Why agents may need better protection when a seller pulls out after a sale is agreed📋 How upfront fees, contract clauses and clear explanations can help protect both agent and client📘 Why now is a good time to revisit your plans, goals and Annual Manual before Q4 This episode is a strong reminder that contracts should not just be copied, ignored or hidden away. If a clause is in your agreement, you should know why it is there, how it protects your business, and how to explain it properly to a seller. Mark and Ian also touch on buyer urgency, competitive listing months, protecting commission, charging for the real work involved in agency and why agents should be reviewing their agreements as part of their wider planning for 2027. A practical episode for estate agents, business owners, valuers and team leaders who want to protect their business, improve their conversations with sellers, and make the most of the final stretch of the year. Powered by Iceberg Digital 🚀Iceberg Digital helps estate agents build better businesses with Lifesycle, AI, automation, nurture journeys and smarter prospecting tools built specifically for the property industry. Find out more about Iceberg Digital here! Get the World Class Real Estate Annual Manual 📘The World Class Real Estate Annual Manual is built for estate agents who want practical ideas, better conversations, stronger systems and inspiration to improve their business throughout the year. Grab your copy here! Connect with the hosts: Ian Macbeth Mark Worrall Follow World Class Real Estate: Instagram Facebook TikTok If you enjoyed this episode, subscribe, share it with your team and send it to an estate agent who needs to review what their contract really says.

September 1, 2026Episode 36439 min

Calculating Final KPIs For 2026 Now!

🏡 In this episode of the World Class Real Estate Podcast, Mark Worrall and Ian Macbeth are back with a timely conversation about how estate agents should be thinking as they move into the final stretch of the year. With September and October often playing a huge role in how the year finishes, this episode looks at how agents can calculate where they are likely to end up, what KPIs still matter, and what actions can still make a difference before 2026 closes out. Mark and Ian discuss why agents should not drift into holiday mode, why September needs proper focus and how the work done now can shape both the end of this year and the start of the next one. In this episode, they cover: 📊 How to calculate your likely year-end position🏡 Why September and October can make or break the year📞 Why prospecting and follow-up cannot slow down around holidays✅ How to assess banked income, pipeline and current stock📈 Why motivated sellers matter more than vanity listings💬 How to challenge “let’s just try it” sellers properly🔑 Why buyer urgency is harder to create in the current market🏠 How chains affect workload, risk and fees📋 Why upfront information can help sales move faster🚀 How to start building momentum for 2027 now The conversation also touches on team performance during holidays, work-life balance, market conditions, mortgage rate pressure, buyer choice, fall-through risk, chain breaking and why agents need to focus their energy on clients who genuinely want to move. A practical episode for estate agents, branch managers, business owners and team leaders who want to finish the year with more clarity, better standards and a sharper plan. Powered by Iceberg Digital 🚀Iceberg Digital helps estate agents build better businesses with Lifesycle, AI, automation, nurture journeys and smarter prospecting tools built specifically for the property industry. Find out more about Iceberg Digital here! Get the World Class Real Estate Annual Manual 📘The World Class Real Estate Annual Manual is built for estate agents who want practical ideas, better conversations, stronger systems and inspiration to improve their business throughout the year. Grab your copy here! Connect with the hosts: Ian Macbeth Mark Worrall⁠ Follow World Class Real Estate: Instagram Facebook TikTok If you enjoyed this episode, subscribe, share it with your team and send it to an estate agent who needs to get serious about the final KPIs for 2026.

August 25, 2026Episode 36350 min

Richard Taylor on The Basics That Still Win in Estate Agency

🏡 In this episode of the World Class Real Estate Podcast, Mark Worrall and Ian Macbeth are joined by Richard Taylor from Richard James Estate Agents for a proper owner-operator conversation about what really makes estate agency work. Richard has spent around two decades in agency, working at the front line of valuations, sellers, buyers, team standards and local reputation. This episode is packed with practical reminders for agents who want to improve the basics, sharpen their communication and get their stock ready for a stronger September market. The conversation covers why “doing the basics” is still one of the biggest differentiators in estate agency, from taking proper messages and booking valuations correctly, to keeping vendors updated when there is no news, improving sales progression, greeting walk-ins properly and building a reputation that lasts for years. Richard also shares why Google reviews have become such a powerful part of his business, how consistency has helped his agency become one of the most reviewed in their area and why agents should be using August to prepare their current stock, align sellers and create momentum before September and October. There is also a little bit of Gareth Southgate chat in there… because apparently Richard has heard that comparison once or twice before 😄 In this episode, Mark, Ian and Richard discuss: 🏠 What “world class” estate agency looks like in practice📞 Why communication is often the difference between keeping and losing a client🔑 How simple office standards can shape a customer’s first impression📋 Why property knowledge and FAQ sheets matter on viewings⭐ How Google reviews can become a genuine point of difference📉 Why vendors need several conversations before a price adjustment🚀 How agents can prepare their stock for the September market👥 Why long-term local reputation still beats short-term tactics If you are an estate agent, branch manager, business owner or team leader looking for simple, practical ideas you can implement straight away, this episode is well worth a listen. Powered by Iceberg Digital 🚀Iceberg Digital helps estate agents build better businesses with Lifesycle, AI, automation, nurture journeys and smarter prospecting tools built specifically for the property industry. Find out more about Iceberg Digital here Get the World Class Real Estate Annual Manual 📘The World Class Real Estate Annual Manual is built for estate agents who want practical ideas, better conversations, stronger systems and inspiration to improve their business throughout the year. Grab your copy here Connect with Richard Taylor Connect with the hosts: Ian Macbeth Mark Worrall If you enjoyed this episode, subscribe, share it with your team and send it to an estate agent who needs a reminder that the basics still win.

August 18, 2026Episode 36230 min

The Shocking 1.4 Billion Pound Leak In Estate Agency!

What is estate agency really losing when almost half of listed properties come off the market? 👀 In this episode of the World Class Real Estate Podcast, Mark Worrall and Ian Macbeth dig into one of the most shocking numbers in the property industry: the estimated £1.4 billion leak in estate agency commission caused by withdrawn stock. With Mark heading into holiday mode but still recording before he leaves, the conversation starts with consistency, habits and showing up, before moving into the numbers behind the current market. The hosts compare this year’s figures with last year’s data, looking at listings, sales agreed, exchanges, fall-throughs, days to sell and withdrawn properties. The big takeaway? Listings may be broadly similar, but conversion, motivation and stock retention are where agents can win or lose serious money. 🏡 In this episode, Mark and Ian discuss: Why consistency still matters in estate agency What current listing and sales data tells us about the market Why withdrawn stock is one of the biggest hidden costs in agency How a £1.4 billion commission leak could be affecting the industry Why agents need to stop treating every listing as good business The danger of taking on unmotivated sellers Why estate agency is not a public service How better upfront conversations can reduce wasted time and money Why upfront information may be helping fall-through rates improve What agents can learn from days-to-sell data Why local market stats matter more than national headlines How agents can use data to become the voice of reason locally Why September and October create a major opportunity for serious agents This episode is a reminder that chasing market share is not always the same as building a profitable agency. If a seller is not motivated, not realistic on price, not willing to do the work, or simply wants to “test the market”, agents need to think carefully before investing time, money and energy into a listing that may never convert. The market is still moving. Properties are still selling. Fall-through rates are improving. But the agents who win will be the ones who price correctly, qualify sellers properly, retain stock, communicate well and focus on motivated clients. 🚀 Powered by Iceberg Digital AI-powered prospecting, instruction-winning marketing systems and a fully integrated CRM designed to help estate agents work smarter and win more business. Visit Iceberg Digital 📘 Get the World Class Real Estate Annual Manual 🎧 Listen on: Spotify Apple Podcasts 📲 Follow World Class Real Estate: Instagram Facebook TikTok 🤝 Connect with the hosts: Ian Macbeth Mark Worrall If you enjoyed this episode, subscribe, share it with your team, and ask yourself: Are you listing motivated sellers, or leaking time, money and energy on the wrong stock?

August 11, 2026Episode 36125 min

The September Reset: 3 Questions Every Estate Agent Should Ask Before Autumn

Seven years of the World Class Real Estate Podcast. Every week, every episode, every conversation focused on helping estate agency improve. 🎙️🏡 In this episode, Mark Worrall and Ian Macbeth look ahead to one of the most important periods of the property year: September and October. With August often becoming a quieter month as families, clients and even businesses slow down for summer, this episode asks a simple but powerful question: Are you using the summer to switch off completely, or are you using it to prepare for a stronger autumn market? Mark and Ian discuss why September and October can make or break the year for estate agents, how businesses can use August to sharpen their systems and why the agents who keep their lead generation, buyer conversations and nurture campaigns moving are often the ones who start autumn with momentum. 🚀 They also explore three key questions every estate agency team should be asking before the market picks back up: Which system is currently making you the most revenue? Which system is flawed, clunky or failing? What system do you need to build before September and October? From buyer registration and property onboarding to paid property videos, AI content, social media engagement and local brand building, this episode is a practical reset for agents who want to finish the year strongly. Mark shares how Moving Works are focusing on improving their property onboarding process and becoming even better with buyers, while Ian talks about what is working across Avocado, including buyer-focused conversations, local database activity and using strong property videos with targeted paid promotion. They also discuss the danger of poorly used AI in estate agency marketing, why overcomplicated graphics and generic AI copy can damage engagement and why simple, human, relatable content still cuts through. 💡 If you are an estate agent, branch manager, business owner or self-employed agent, this episode is a timely reminder to use August wisely, review your systems, and get ready to attack the autumn market with clarity. 🎯 In this episode, we cover: Why the podcast’s seventh anniversary mattersWhy September and October are key months for estate agencyHow August can be used as a reset rather than a write-ofThe three system questions every agency should askWhy buyer care can become a powerful revenue streamHow to turn buyers into future sellersWhy property onboarding often feels clunkyHow paid property videos can boost visibilityWhy agents should show clients the impact of their marketingThe danger of lazy AI content in estate agencyWhy simple, human content still winsHow to get your team thinking about what needs to be built next 🚀 Powered by Iceberg Digital AI-powered prospecting, instruction-winning marketing systems, and a fully integrated CRM designed to help estate agents work smarter and win more business. Visit Iceberg Digital 📘 Get the World Class Real Estate Annual Manual 🎧 Listen on: Spotify Apple Podcasts 📲 Follow World Class Real Estate: Instagram Facebook TikTok 🤝 Connect with the hosts: Ian Macbeth Mark Worrall If this episode helps, share it with your team and ask them the three questions before September arrives. 👉 Review the systems. Fix the gaps. Finish the year strong.

August 4, 2026Episode 36052 min

Estate Agency Marketing in 2026: Video, Paid Ads & Winning Attention with Mat Wilson

Estate agency marketing has changed, but are most agents keeping up? 👀 In this episode of the World Class Real Estate Podcast, Ian Macbeth sits down with Mat Wilson, founder of Immortal Media, to talk about what actually works in digital marketing today and how estate agents can use paid ads, video, hooks, retargeting and smarter content to win more attention locally. Mat shares his journey from sales and cold calling into nearly 20 years of digital marketing, helping service businesses generate better leads through platforms like Google, Facebook, Instagram, YouTube and TikTok. This conversation is packed with practical advice for agents who want to stop relying only on portals, leaflets and old school tactics and start building a modern marketing system that gets properties, people and brands seen by the right audience. 🚀 Ian and Mat cover why video is still hugely underused in estate agency, how a simple hook can qualify your audience in the first few seconds, why storytelling beats generic “book a valuation” ads and how agents can use Meta ads to promote properties locally at a very low cost. They also discuss how much estate agents should be thinking about spending on marketing, why you should test before scaling and how to use awareness content and lead generation together rather than treating them as separate worlds. 🎯 In this episode, you’ll hear: ✅ Why many estate agents are still behind with online marketing✅ Why video can immediately separate you from most local competitors✅ How to create stronger hooks for property and valuation ads✅ Why attention matters more than the platform itself✅ How to use Facebook and Instagram ads properly✅ Why agents should save good ads from other industries for inspiration✅ How to test ads without wasting huge budgets✅ Why awareness campaigns can be incredibly cheap and effective✅ How property walkthrough videos can build trust before a buyer ever enquires✅ Why retargeting people who watched your property videos is so powerful✅ How estate agents can use lead magnets like online valuation tools✅ Why old-school marketing still needs to be judged by real ROI 💡 One of the biggest takeaways from this episode? Most agents are still not doing enough with video, paid social and storytelling, which means there is still a huge opportunity for agents willing to get creative, test properly and show up where the attention already is. 👤 Guest: Mat Wilson Founder of Immortal Media, a digital marketing agency helping service-based businesses generate better leads through paid ads, creative strategy and smarter funnels. 🔗 Connect with Mat Wilson on LinkedIn 🚀 Powered by Iceberg Digital AI-powered prospecting, instruction-winning marketing systems, and a fully integrated CRM designed to help estate agents work smarter and win more business. https://iceberg-digital.co.uk 📘 Get the World Class Real Estate Annual Manual 🎧 Listen on: Spotify Apple Podcasts 📲 Follow World Class Real Estate: Instagram Facebook TikTok 🤝 Connect with the hosts: Ian Macbeth Mark Worrall If you’re an estate agent, business owner or marketing lead who wants to generate better leads, improve your local visibility and stop blending in online, this episode is well worth a listen.

July 28, 2026Episode 35936 min

The Overpricing Trap That's Damaging Your Reputation

What should estate agents focus on when the market starts to shift? In this episode of the World Class Real Estate Podcast, Mark Worrall and Ian Macbeth discuss missed opportunities, market realism, pricing strategy and why agents need to focus their energy on the right stock, the right clients and the right conversations. Fresh back from Atlanta, Ian reflects on England’s World Cup campaign, before the conversation moves into a powerful sporting lesson from Josh Kerr’s record-breaking mile attempt: set the target, visualise the result, commit to the plan, and deliver when it matters. That same mindset is then applied to estate agency, especially in a market where pricing, seller motivation and stock management are becoming more important than ever. Ian and Mark break down the latest Rightmove and Zoopla market commentary, including the reported drop in asking prices, conflicting market narratives and why agents need to translate national data into local advice their clients can actually understand. They also discuss why price reductions are less effective than they used to be, why getting the launch price right is critical, and why the strongest agents are having honest pricing conversations before a property goes live, not three months later when the momentum has gone. In this episode, we cover: Why England’s World Cup result felt like a missed opportunityWhat estate agents can learn from Josh Kerr’s record-breaking mindsetWhy bold goals need discipline, focus and public commitmentWhat the latest Rightmove and Zoopla data really means for agentsWhy national property stats need to be translated locallyWhy correct pricing is now more important than everThe danger of “trying it on” with inflated asking pricesWhy price reductions are not creating the same buyer responseHow to create buzz in week one, not month threeWhy agents should walk away from unrealistic sellersHow to value your on-market stock like a real pipelineWhy motivated clients deserve your energy and attentionHow withdrawn stock can still create future opportunitiesWhy sharing financial targets with your team can improve focus This episode is a practical reminder that in a tougher market, agents do not always need more stock. Sometimes, they need to focus harder on the stock they already have, understand where the value sits and put their effort into the clients who are serious about moving. Powered by Iceberg DigitalAI-powered prospecting, instruction-winning marketing systems, and a fully integrated CRM designed to help estate agents work smarter and win more business. Visit Iceberg Digital Get the World Class Real Estate Annual Manual Listen on: Spotify Apple Podcasts Follow World Class Real Estate: Instagram Facebook TikTok Connect with the hosts: Ian Macbeth Mark Worrall If you enjoyed this episode, subscribe, share it with your team, and send it to an estate agent who needs to hear why pricing correctly from day one matters. https://iceberg-digital.co.uk https://worldclassrealestate.agentresponse.store/ https://open.spotify.com/show/0cfH6Ub1wnEuaUAz5Rj2CP Apple Podcasts: https://podcasts.apple.com/gb/podcast/world-class-real-estate/id1477663124 https://www.instagram.com/worldclass_realestate_podcast/ Facebook: https://www.facebook.com/people/The-World-Class-Agency-Podcast/100053642472605/ TikTok: https://www.tiktok.com/@worldclass.realestate?_t=8o5oI9TkgVs&_r=1 https://www.linkedin.com/in/ian-macbeth-5190a926/ Mark Worrall: https://www.linkedin.com/in/mark-worrall-811ab823/

July 21, 2026Episode 35845 min

5 Issues Agents Can Fix & Building High Level Teams

What are the biggest issues estate agents can fix right now? In this episode of the World Class Real Estate Podcast, Ian Macbeth and Mark Worrall discuss what estate agency teams can learn from high-performing sport, why culture matters and the five common complaints agents still need to solve. Using England’s World Cup run as a starting point, Ian and Mark explore what makes a strong team: specialists in the right positions, people who work for each other and leaders who know when to step in and when to let the team perform. They then break down five major issues that continue to damage trust in estate agency: poor communication, overvaluing, lack of transparency, clients feeling like a number, and weak sales progression. This is a practical episode for estate agents, business owners, branch managers and self-employed agents who want to build better teams, improve service standards and create a stronger client experience. 🎯 In this episode, we cover: Why high-performing teams need more than just star playersWhat estate agents can learn from football squad buildingWhy negotiators are like great midfieldersThe importance of pairing different skill sets in an agency teamWhy leaders should not always step in too quicklyThe top five complaints clients make about estate agentsWhy communication is still the biggest issue in the industryHow overvaluing damages trust and long-term reputationWhy buyers need better qualification and clearer explanationHow to stop clients feeling ignored or unsupportedWhy sales progression needs clearer boundaries and expectationsHow trust, transparency and care shape the client experience 💡 Key takeaway: Most complaints in estate agency are not really about marketing, fees or even whether a house sells. They are about trust. Clients can often forgive delays, chain issues and mortgage complications. What they struggle to forgive is feeling ignored, misled, uninformed or unsupported. 🚀 Powered by Iceberg Digital AI-powered prospecting, instruction-winning marketing systems and a fully integrated CRM designed to help estate agents work smarter and win more business. Visit Iceberg Digital 📘 Get the World Class Real Estate Annual Manual 🎧 Listen on: Spotify Apple Podcasts 📲 Follow World Class Real Estate: Instagram Facebook TikTok 🤝 Connect with the hosts: Ian Macbeth Mark Worrall If you enjoyed this episode, subscribe, share it with your team, and send it to an estate agent who wants to build a better business.

July 14, 2026Episode 35742 min

Half-Year Reset: What Estate Agents Should Focus On Next

We’ve reached the halfway point of the year, so what should estate agents be focusing on now? 🏡 In this episode of the World Class Real Estate Podcast, Ian Macbeth and Mark Worrall sit down for a host-only conversation covering the property market, business planning, team structure, estate agency standards, the World Cup, property tax talk, and why the second half of the year needs clarity, discipline and focus. Ian and Mark discuss how agents can use the halfway point of the year to reassess their goals, review what is actually working, cut out unnecessary noise and build stronger systems for the next 12 weeks. They also dig into what a strong estate agency team really looks like, using a five-a-side football analogy to explore the roles every agency needs, from valuers and sales negotiators to sales progressors, admin support, marketing and leadership. There is also a conversation around the importance of showing the behind-the-scenes work that estate agents do, why clients often only see the “Rightmove result” and how agents can better communicate their value before, during and after a valuation. If you’re an estate agent, business owner, branch manager or team leader looking to improve performance in the second half of the year, this episode is packed with practical thinking and useful takeaways. 🚀 🎯 In this episode, we cover: Why the halfway point of the year matters How estate agents can reset for the next 12 weeks Why annual goals are easy to lose sight of The value of short-term planning and weekly reviews What a strong estate agency “five-a-side team” looks like Why support roles matter as much as front-line sales How to decide what your team really needs Why estate agents should show more behind-the-scenes work How to communicate value before a valuation Why tech, internet speed and systems are investments, not just costs How to review your software, suppliers and business tools Why agents should stay consistent under pressure What football can teach estate agents about squad depth and identity 🚀 Powered by Iceberg DigitalAI-powered prospecting, instruction-winning marketing systems and a fully integrated CRM designed to help estate agents work smarter and win more business. Visit Iceberg Digital 📘 Get the World Class Real Estate Annual Manual 🎧 Listen on: Spotify Apple Podcasts 📲 Follow World Class Real Estate: Instagram Facebook TikTok 🤝 Connect with the hosts: Ian Macbeth Mark Worrall If you enjoyed this episode, subscribe, share it with your team, and use it as your reminder to review the first half of the year properly. 👉 Reset. Refocus. Build the second half with intent.

July 7, 2026Episode 35655 min

Ricky Veale on Building an Estate Agency Business Through Graft, Care & Consistency

What does world-class estate agency really come down to? For Ricky Veale, it starts with something simple: doing the basics properly, consistently. 🏡 In this episode of the World Class Real Estate Podcast, Ian Macbeth and Mark Worrall are joined by Ricky Veale from Avocado Stevenage to talk about standards, graft, client care, door knocking, self-employed estate agency and what it really takes to build a strong local business. Ricky shares how he built his business the hard way, without relying on shortcuts, but by getting face-to-face with homeowners, following up properly, caring about the client experience and doing the work others often avoid. From Saturday door knocking and handwritten follow-ups to WhatsApp groups, sale progression, family business life and the importance of returning phone calls, this episode is a reminder that estate agency does not always need to be complicated. Sometimes, the agents who win are the ones who care enough to do the simple things properly. 💡 Ian, Mark and Ricky also discuss the current property market, why agents should ignore the noise and focus on what they can control, how Stevenage benefits from surrounding higher-value areas, and why seller expectations need to be handled with honesty and confidence. If you’re an estate agent, business owner, self-employed agent or branch manager who wants to raise standards, improve client service and build a better local reputation, this episode is packed with practical insight. 🚀 🎯 In this episode, we cover: Why world-class estate agency starts with the basics Why returning phone calls still matters The standards gap in estate agency How Ricky built his business through door knocking The “softly, softly” approach to prospecting Why Saturday door knocking can build trust How to stand out as a self-employed estate agent Why care, systems and culture matter How agents can improve sale progression Why getting solicitors instructed early helps Building a family-run estate agency business The mindset needed to succeed as a self-employed agent 👤 About Ricky Veale: Ricky Veale is the partner behind Avocado Stevenage and has built his estate agency business around local knowledge, personal service, consistency and genuine client care. After a corporate estate agency background, Ricky moved into the self-employed model and built his business through hard work, door knocking, strong follow-up and a commitment to doing the basics properly. Now working alongside his wife Rebecca, Ricky has created a family-run agency experience where clients know they are dealing directly with the people responsible for their move. 🔗 Connect with Ricky Veale: LinkedIn 🚀 Powered by Iceberg Digital AI-powered prospecting, instruction-winning marketing systems and a fully integrated CRM designed to help estate agents work smarter and win more business. Visit Iceberg Digital 📘 Get the World Class Real Estate Annual Manual 🎧 Listen on: Spotify & Apple Podcasts 📲 Follow World Class Real Estate: Instagram Facebook TikTok 🤝 Connect with the hosts: Ian Macbeth & Mark Worrall If you enjoyed this episode, subscribe, share it with your team, and send it to an estate agent who needs a reminder that the basics still matter. 👉 Care more. Follow up. Do the basics properly.