Opening The Gates To More Listings

I booked two tickets to see Will Guidara and Rory Sutherland in conversation in London as a thank you to Toby Martin.
No agenda, nothing expected back. Before we'd even sat down, Toby handed me a book I didn't know existed, Unreasonable Hospitality: The Field Guide. That set the tone for the whole night.
Will Guidara took Eleven Madison Park from a two star brasserie to the number one restaurant in the world. Rory Sutherland is one of the sharpest minds in advertising and behavioural science.
In this solo special, I take you inside their conversation and show you how almost everything they said applies to your estate agency.
In this episode:
Why the opposite of a good idea should also be a good idea, and why "reasonable" agents get forgotten
The famous two dollar hot dog, and what it teaches us about listening to sellers and buyers
Reverse benchmarking: how to find what other agents in your town are getting wrong and become famous for it
The Popsicle Hotline, Buc-ee's toilets and what your agency should be known for
Why valuations are won and lost before you arrive and after you leave
Charging what you're worth, and why the second cheapest agent is in the most dangerous place
Technology as a choice: automate the predictable, humanise the exceptional
Hiring slowly, looking after your team and finding their superpowers
Why 99% of your competitors will never copy you

And stay to the end for the moment that summed up the whole evening: a gentleman in the audience who never got his champagne, and what Will did about it.

On Wednesday 23rd September I spent a full day in Manchester at a coaching day with Professor Damian Hughes, co host of the High Performance podcast.
There was no PowerPoint and no agenda. Just a flip chart and around twenty five leaders from schools, charities, the NHS, insurance, fintech, hospitality and more. Every one of them had turned up with the same problem as you: their people.
In this solo special I break down everything I learned and what it means for estate agency, including:
Why "high performance" and "culture" mean something different to everyone in your office, and how to fix that
The research on choice, and why giving your team a little control changes how they feel about the whole job
The job application exercise that gets your team to set their own standards, and why English cricket could do with it
Single loop and double loop thinking, and why cutting your fee is not the answer to losing a listing
The five culture blueprints from Stanford's research on start ups, what football teaches us about each one, and which one your agency is running
"Success leaves clues": the simplest way to build a winning culture in your agency next week
Psychological safety, and why the best teams report more mistakes
Radiators, drains and why it is better to have a hole in the business than the wrong person in it
Why doctors interrupt patients after 18 seconds, and how long you let a vendor talk
Bottom line up front, and the story spine you can use for every sale agreed
What Damian did after the day that epitomises high performance, and why it should change how you follow up every valuation

Plus, with AI on everyone's mind, why the most important question is not what will change in estate agency but what will stay the same.
Transactions do not compound. Relationships do.
If you have not heard my conversation with Damian on episode 100, go back and listen to that too.

Today's returning guest specialises in training, consultancy and keynote speaking for independent estate and letting agents across the UK.
A failed rock star, retired stand-up. and former English teacher, now a marketer, trainer, speaker and troublemaker, who helps agencies win more instructions by standing out rather than blending in - through smarter marketing, video and content that sounds like a human (not every other estate agent), practical AI training for busy teams, and a bit of personality along the way.
Alongside the above, he also:
▸ Works under the banner of The Estate Agent Consultancy
▸ Speaks at industry conferences and agency away days on AI, video and marketing
▸ Co-founded PropX - an industry event that raised £40k for charity
▸ Am an ambassador of the Propertymark Trust
In this special episode we review his key takeaways and learnings from his recent 24 hour webinar, which was part conference, part telethon, and part fever dream.
He ran 24 hours straight for charity and the recordings are yours in exchange for a donation that will go a long way for Breast Cancer Now and Andy's Man Club.
You can expect us to discuss men's mental health, taking action, motivation, lessons on purpose, marketing insights and so much more in this value packed episode.

Today's guest is an Estate & Letting Agency Sales Conversion Coach, helping agents turn leads into clients, backed by almost 20 years of front-line and leadership experience.
He is also a funnel & conversion expert, speaker & trainer.
He started in estate agency in 2007, just before the housing market crash, which meant he learned how to hustle, spot opportunities, and make deals happen in the toughest possible conditions.
At 21, he co-founded his first agency in Bedfordshire and, from a standing start, grew it into a Top 3 market share branch in just 12 months. At 24, he acquired a struggling agency in a neighbouring town, implemented his systems, and turned it profitable within months.
After 8 years of running multi-branch sales operations, he moved to the Midlands to join Concentric Sales & Lettings, where he shifted his focus to lettings and became an ARLA Propertymark-qualified member.
Today, alongside his role as Director at Concentric, he coaches agents across the UK with Agent Rainmaker and Agency Titans.
In this episode we discuss having the right foundations, time blocking, discipline and focus, learning from a crisis, trust and communication, data, acquisitions, market positioning, funnels, nurture systems, content, delegation, leadership, AI and so much more.
As you can tell, we packed a lot into this fantastic conversation and it is definitely not one you want to miss!

Today's returning guest is the founder of We Are Unchained, a strategic marketing consultancy that helps businesses grow faster by enhancing their market insight, strategy, activity, and talent.
Over his 8 years experience in the estate agency industry, he has worked with Countrywide, Fine & Country, Keller Williams, and Knight Frank.
He's also a mentor at Agents Together, Propertymark Trust Ambassador and Fractional CMO for Lemon and Lime Interiors.
With over 30 years of marketing experience across multiple sectors, from startups to FTSE100, he has turned failing marketing teams around, and educated hundreds of people on the science and art of marketing.
His mission is to make quality strategic marketing and practical advice accessible to every business, whether they need a virtual CMO, a one-to-one mentor, or a marketing trainer.
In this episode, we discuss the results of part eight of the Voice of The Agent 2026 (The Property Transaction: One Journey, Many Professions), covering topics such as escalating transaction timelines and economic costs, upfront legal readiness, fee structures, speed to market vs speed to sell, agent toolkits, coordination over pure tech addition, parasocial rapport, consumer experience, and inter-professional alignment.
If you've not already read part seven of the report, please do contact me for a copy of it and I will happily share it with you.