World Class Real Estate

Hosted by Mark Worrall and Ian Macbeth

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Episodes

352

Latest episode

Jun 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

June 16, 2026Episode 3531 hr 4 min

Adam Mackay on the Future of Estate Agency: AI, Brokerages & Better Client Service

What does the future of estate agency really look like? 🏡In this episode of the World Class Real Estate Podcast, Ian Macbeth and Mark Worrall sit down with Adam Mackay at Avocado HQ to talk about customer service, AI, brokerage models, self-employed agents, training, profitability and what estate agents need to do differently if they want to stay relevant.Adam shares the advice his dad gave him at the start of his agency career, “don’t be like the rest of them” and explains how that mindset has shaped the way he thinks about clients, business, leadership and the future of the industry. 💡From starting as a Saturday boy to building his own agency, then moving into a brokerage model, Adam gives an honest insight into what has changed, what still needs to change and why the best agents of the future will be the ones who combine better technology with better human service.This episode is packed with practical thinking around AI, self-employed agency, reinvestment, customer experience, training, community and the rise of more efficient, profitable estate agency businesses. 🚀If you’re an estate agent, business owner or self-employed agent thinking about what comes next, this is one to watch.🎯 In this episode, we cover:Why world-class estate agency starts with customer focusThe advice that shaped Adam’s career: “don’t be like the rest of them”Adam’s journey from Saturday boy to agency ownerWhy he moved from a traditional agency into a brokerage modelHow self-employed agents can build safer, more profitable businessesWhy AI should support agents, not replace the human relationship 🤖The future of UK estate agency and global brokerage platformsWhy agents need to reinvest, adapt and stay visibleThe power of training, coaching and communityWhy customer experience still matters more than ever🔗 Connect with Adam Mackay:LinkedInInstagram🚀 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:SpotifyApple Podcasts📲 Follow World Class Real Estate:InstagramFacebookTikTok🤝 Connect with the hosts:Ian MacbethMark WorrallIf you enjoyed this episode, subscribe, share it with your team, and send it to an estate agent who is ready to think differently.👉 Better tech. Better service. Better agency.

June 9, 2026Episode 35249 min

Under The Hood of The Avocado IAD Deal with Mike and Ian

What really happened behind the Avocado Property and IAD deal? 🥑In this special episode of the World Class Real Estate Podcast, Mark Worrall sits down with Ian Macbeth and Mike Robson from Avocado Property to go under the hood of their strategic alliance with IAD.After six years of building Avocado into one of the most recognised self-employed estate agency brands in the UK, Ian and Mike share the thinking behind the deal, what it means for Avocado agents, why the brand remains and how the partnership creates the next phase of growth.This is an honest conversation about building a business with the end in mind, creating a saleable asset, protecting your agents, negotiating under pressure and knowing when the right opportunity is in front of you. 💡Ian and Mike also discuss why simplicity matters, why great businesses are known for one clear thing and why the future of estate agency could be shaped by stronger platforms, better support and more profitable agent-led models.If you’re an estate agency owner, self-employed agent, brokerage leader or someone thinking about the long-term value of your business, this episode is packed with insight. 🚀🎯 In this episode, we cover:What the Avocado and IAD strategic alliance actually meansWhy Avocado kept its brand and agent-first identityHow Ian and Mike built the business with the end in mindWhy 100% agent retention mattered so muchWhat estate agency owners can learn from the dealThe difference between building a lifestyle business and a saleable assetWhy profitability matters more than vanity metricsWhat the negotiation and legal process really felt likeHow partnerships work when you remove egoWhat comes next for Avocado, IAD and the agents involvedMike Robson and Ian Macbeth are the founders of Avocado Property, a self-employed estate agency brand built around personal service, strong marketing and agent-led local businesses.After six years of growing Avocado, they entered into a strategic alliance with IAD, allowing Avocado agents to keep the brand they’ve built locally while gaining access to a wider platform, stronger infrastructure and more long-term growth opportunities.In this episode, Mike and Ian share the real thinking behind the move, the lessons they learned from building and selling a business and why the next chapter is about helping agents build bigger, safer and more scalable businesses.🔗 Connect with Mike & Ian:Ian MacbethMike Robson🚀 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:SpotifyApple Podcasts📲 Follow World Class Real Estate:InstagramFacebookTikTok🤝 Connect with the hosts:Ian MacbethMark WorrallIf you enjoyed this episode, subscribe, share it with your team, and send it to an estate agency owner who is thinking about what their business is really worth.👉 Build it properly. Know your numbers. Start with the end in mind.

June 1, 202642 min

#351 Ryan & Sanjay: Two Agents. One Big Advantage.

In this episode of the World Class Real Estate Podcast, Mark Worrall and Ian Macbeth sit down with Avocado Property partners Ryan Bloomfield and Sanjay Patel in Bracknell to explore what world-class estate agency really looks like. From creating loyal clients who become passionate advocates to building a referral-driven business, Ryan and Sanjay share how communication, consistency, and genuinely caring about customers have helped them become two of the most recommended agents in their market. The conversation dives into the realities of running a successful self-employed estate agency business, including how they structure their partnership, leverage social media and video marketing, embrace AI and outsourcing, and maintain exceptional client service while turning away business they can’t properly service. They also discuss the ongoing Bracknell land search crisis, the importance of proactive communication during difficult transactions, and why transparency is critical to earning trust and long-term recommendations. Ryan and Sanjay also share their journeys into self-employment, the lessons they learned from traditional agency models, their views on the future of estate agency, and practical advice for agents looking to grow their personal brand through social media. This episode is packed with insights on building a sustainable business, attracting the right clients, and creating a reputation that generates referrals long after the transaction is complete. Key Topics:Building a referral-led estate agency businessCreating “superfan” clients and advocatesThe power of communication and consistencySocial media, video marketing, and personal brandingOutsourcing, AI, and scaling a self-employed businessNavigating the Bracknell land search crisisWhy some clients aren’t the right fitAdvice for agents considering self-employmentThe future growth plans for Team Bracknell at Avocado Property🔊 This episode is sponsored by Iceberg Digital – Revolutionising the estate agency industry through automation, innovation, and world-class marketing. https://iceberg-digital.co.uk/Purchase our book at: https://worldclassrealestate.agentresponse.store/

May 26, 202641 min

#350 Episodes In: What Estate Agents Still Get Wrong About Sales Progression

In this milestone 350th episode of the World Class Real Estate Podcast, Mark Worrall and Ian Macbeth dive deep into one of the biggest issues facing the UK property industry — transaction delays and fall-throughs.The conversation explores shocking new statistics showing that many property transactions now take longer from sale agreed to completion than they do to actually find a buyer. Mark and Ian unpack why nearly 4 in 10 agreed sales collapse, the psychology behind successful negotiations, and why education, communication and expectation-setting are becoming the true differentiators for modern estate agents.We discuss:Why sales progression is often handled badly across the industryThe costly impact of poor communication and “sales chasing”How better buyer and seller education can speed up transactionsThe psychology of getting deals agreed and keeping clients committedWhy the best agents focus on small details and consistencyLeasehold delays, conveyancing frustrations and referral fee cultureThe importance of trusted professional partnersHow marginal gains create massive results in an average marketThe episode also touches on mindset, confidence, fitness, goal setting and the importance of continual improvement — both in business and personally.If you’re an estate agent looking to improve your transaction management, client communication and overall business performance, this episode is packed with practical insights you can implement immediately.🎧 Listen now and discover how the best agents protect deals, reduce fall-throughs and raise standards across the industry.🔊 This episode is sponsored by Iceberg Digital – Revolutionising the estate agency industry through automation, innovation, and world-class marketing. https://iceberg-digital.co.uk/Purchase our book at: https://worldclassrealestate.agentresponse.store/

May 19, 202657 min

#349 The Psychology Behind Property Chains

In this episode of the World Class Real Estate Podcast, Mark Worrall and Ian Macbeth welcome back Bryan Mansell from Gazeal to explore one of the biggest problems facing the UK property industry — fall-throughs, broken chains, and a lack of buyer commitment. Bryan shares how Gazeal is helping estate agents create more secure transactions through reservation agreements, buyer deposits, and upfront property information designed to increase confidence for both buyers and sellers. The conversation dives into why the current UK home-moving process feels outdated, how better transparency can improve completion rates, and why estate agents need to think more like marketers and entrepreneurs.The episode also explores:Why “world class” estate agency starts with honesty, respect, and understandingThe dangers of “shiny object syndrome” in prop techHow reservation agreements are achieving a 95.5% exchange success rateThe future of upfront surveys and property informationA new commission advance facility that could transform cash flow for self-employed agents and independentsWhy Scotland’s property system offers lessons for EnglandHow estate agents can create more certainty, trust, and confidence in every transactionPacked with practical insights, industry debate, and forward-thinking ideas, this is an essential listen for estate agents who want to future-proof their business and improve the moving experience for clients.🔊 This episode is sponsored by Iceberg Digital – Revolutionising the estate agency industry through automation, innovation, and world-class marketing. https://iceberg-digital.co.uk/Purchase our book at: https://worldclassrealestate.agentresponse.store/

May 12, 20261 hr 2 min

#348 Content. Consistency. Premium Fees - Alex Pelosi-Buchanan

In this episode of the World Class Real Estate Podcast, Mark Worrall and Ian Macbeth sit down with self-employed estate agent Alex Pelosi-Buchanan, founder of Beacons, to explore what it really takes to build a premium personal brand in today’s changing property market.Alex shares his journey from launching his business in 2023 to building a high-performing estate agency brand powered by consistent marketing, lifestyle-led property videos, and a relentless focus on client experience.The conversation dives deep into:Why consistency is the secret weapon of top-performing agentsThe reality of burnout in self-employed agencyBuilding systems, hiring VAs, and protecting your timeWhy premium marketing helps justify premium feesThe rise of personal branding in estate agencyHow video content is reshaping the future of property marketingThe importance of “controlling the controllables” in a volatile marketWhy the best agents will thrive over the next five yearsAlex also opens up about impostor syndrome, scaling sustainably, increasing fees to 2%, and why estate agents must adapt to changing consumer expectations if they want to stay relevant.If you’re an estate agent looking to future-proof your business, improve your marketing, and build a brand clients genuinely remember, this episode is packed with practical insight and honest reflections from the front line of modern agency.🔊 This episode is sponsored by Iceberg Digital – Revolutionising the estate agency industry through automation, innovation, and world-class marketing. https://iceberg-digital.co.uk/Purchase our book at: https://worldclassrealestate.agentresponse.store/

May 5, 202659 min

#347 Raving Fans, Relationships & Raising the Standard with Troy Malcolm

In this episode, we sit down with Troy Malcolm to break down the difference between being good… and being exceptional.Troy shares why relationships sit at the heart of everything — and how building just 100 “raving fans” (a concept inspired by John McGrath) can completely transform your business. From same-day feedback after viewings to high-level marketing using video and drone content, this is a masterclass in the small details that create big results.We also dive into Troy’s journey — from aspiring rugby league player to leading multiple offices — and the lessons he’s taken from mentors like Tom Panos along the way. There’s a real focus on discipline, daily habits, and what it takes to sustain excellence over time.Inside the episode:* The real difference between average and elite agents* How to create clients who become lifelong advocates* Why consistency beats intensity in building a reputation* The power of role play, feedback, and getting comfortable being uncomfortable* How to lead modern teams by understanding individual goals — not just numbersWe also explore the Australian “pod” model, team structures, and what UK agents can learn from a more relationship-led, client-first approach.If you want to build a business rooted in trust, loyalty, and long-term growth — this is one to listen to.🔊 This episode is sponsored by Iceberg Digital – Revolutionising the estate agency industry through automation, innovation, and world-class marketing. https://iceberg-digital.co.uk/Purchase our book at: https://worldclassrealestate.agentresponse.store/

April 28, 202653 min

#346 Nutrition Coach Shares Secret Hacks For Estate Agents.

In this episode, Ian sits down with Coach Dimitri — a performance and nutrition expert focused on unlocking full human potential.After overcoming Crohn’s disease without medication, Dimitri took a different path. One rooted in biohacking, intelligent nutrition, and a relentless commitment to wellbeing. What started as a personal journey has become a powerful mission: helping entrepreneurs perform at their best, without burning out along the way.With a background in estate agency, Dimitri understands the pressure, the pace, and the toll it can take. Now, he works with ambitious individuals who want more — more energy, more clarity, more control.This conversation is about raising your standards, taking ownership of your health, and building a life where you don’t just cope… you thrive.🔊 This episode is sponsored by Iceberg Digital – Revolutionising the estate agency industry through automation, innovation, and world-class marketing. https://iceberg-digital.co.uk/Purchase our book at: https://worldclassrealestate.agentresponse.store/

April 21, 20261 hr 0 min

#345 Kirsty Franks: Estate Agency Marketing Unfiltered For 60mins

In this episode, we’re joined by marketing strategist Kirsty Franks for a powerful conversation on what world-class real estate marketing really looks like in today’s market.Kirsty breaks down why so many agents fall into the trap of reactive, inconsistent marketing — and how a clear strategy, defined audience, and relentless consistency are what truly set top performers apart. From personal branding to postcode targeting, this is about building a presence that keeps you front of mind when it matters most.We go deep on what Kirsty believes is the highest ROI channel in estate agency right now — email marketing — and how agents can unlock its full potential through segmentation, automation, and authentic, personalised messaging. No generic content. No shortcuts. Just smart, database-driven communication that converts.We also explore how marketing has evolved — from AI search and Google visibility to integrating digital and print — and why tracking your data properly (from UTM links to CRM attribution) is no longer optional if you want to scale.Alongside the strategy, there’s a brilliant conversation around the growing visibility of women in estate agency, the impact of the WIEA conference, and why community, collaboration, and long-term thinking are shaping the future of the industry.If you want to move from random acts of marketing to a clear, measurable, long-term strategy that actually delivers results — this episode is essential listening.🔊 This episode is sponsored by Iceberg Digital – Revolutionising the estate agency industry through automation, innovation, and world-class marketing. https://iceberg-digital.co.uk/Purchase our book at: https://worldclassrealestate.agentresponse.store/

April 14, 202653 min

# 344 Aaron Kirk shares his perfect combination for estate agents to be successful

In this episode, we’re joined by Aaron Kirk from The Property Cloud to talk about what world-class estate agency actually looks like in today’s market.Aaron shares his journey from corporate agency to building a self-employed model, and how that shift has allowed him to deliver a more consistent, client-focused service — not just in marketing, but in communication, management, and overall experience.We get into what really sets great agents apart right now. From staying ahead of the competition and using AI to work smarter, to building a strong online presence through social media and video — this is about doing the fundamentals exceptionally well, every single time.Aaron also gives his view on where the market is heading, and why he believes the next 12 months will reward agents who are proactive, educate their clients properly, and take control of the process.If you’re looking to raise your standards, sharpen your approach, and build a more modern estate agency business, this is one worth listening to.🔊 This episode is sponsored by Iceberg Digital – Revolutionising the estate agency industry through automation, innovation, and world-class marketing. https://iceberg-digital.co.uk/Purchase our book at: https://worldclassrealestate.agentresponse.store/