Opening The Gates To More Listings

Today's guest is Company Director at Harris + Wood.
He started his estate agency career in 2009 as a trainee negotiator with Spicerhaart before moving across to Sequence and eventually launching his own business in 2017.
In this episode we discuss the entrepreneurial mindset, the importance of the right people and partnerships, mentors and coaches, business structure, strategy, expansion, culture, marketing, customer experience, technology and AI.
You do not want to miss this episode with an exceptional estate agent and business owner who is growing a very reputable estate agency business and shares plenty of secrets behind his success.

Today's guest is the Operations Director at Moss Properties and Fine & Country York.
She started as an estate agent back in 2012 and has worked her way up the ranks ever since.
In this episode we discuss the pandemic era, proptech adoption, work ethic and career progression, communication, culture, loyalty, market cycles, activity discipline, personal brand, content strategy, education, data, reviews, execution, different market segments and AI.
Definitely check out this conversation with someone who is heading up a team that is one of the most positively reviewed agents across the UK on Google and you can learn from them on how this has been achieved.

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.

Today's 300th episode special sees me joined by my very good friend, Matt Baldock, who kindly agreed to interview me on my journey to 300 episodes.
We discuss the podcast origins, power of consistency, building a personal brand, strategic insights for estate agency success, episode reflections, memorable guests, key learnings and much much more.
Thank you so much to all of you who listen to the podcast and to everyone who has appeared as a guest over the 300 episodes, you have no idea how much it means to me.
Bring on the next 300 episodes!

Today's guest is the CEO of The Experts group, Director of Fine & Country Midlands and Franchise Owner of the Mortgage Advice Bureau.
He works with aspiring entrepreneurs who are ready to start their own business - offering straight-talking guidance, practical tools, and real mentorship to help them build something of their own.
With over 30 years experience in estate agency, he provides the opportunity for people to start and grow their own estate agency business (sales, lettings and auctions) and has helped 100's of people double their income, work more flexible hours to suit their lifestyle and provide clients with a better service and achieve better results.
In this episode we discuss the upcoming Estate Agent Success Summit on 18th June and topics such as being the best known agent, the importance of attention, becoming a key person of influence and why you need to practice more than you play.
The Estate Agent Success Summit is going to be a one-day, high-impact event designed to help estate & letting agents shift from chasing business to attracting it - through positioning, authority, and smarter marketing.
I will be taking to the stage to discuss 10 ways to attract sellers to your agency in 2026.
You will also get to hear from the likes of Chris Watkin, Toby Martin, Sally Lawson, Tyler Newman and the world class real estate trainer, Tom Panos.
Having attended and spoken at the previous two events, I know how amazing they are from my own experience, so if you're interested in securing a ticket and want access to my discount code, please send me a DM.