Opening The Gates To More Listings

In this episode, I'm joined by James Kendall, Dave Warburton and Ian Storey to break down exactly how estate agents can transition from low fee, high volume business into the mid to higher end of the market.
The conversation centres around a core principle most agents struggle to commit to: selectivity. Rather than taking on everything, the panel explains how deliberately turning away lower quality stock early on helps shape brand perception and attract higher value homes.
They explore the reality of starting out, including the pressure of cash flow, the role of confidence, and why many agents fail because they try to “ease into” the higher end rather than fully committing to it.
A major theme throughout is how you look as a business. From branding and websites through to brochures, boards and even business cards, the discussion highlights how perception drives instruction at the top end of the market. Poor alignment between marketing quality and target client will immediately undermine credibility.

The group also dives into:

* Why branding often needs a full reset, not a tweak
* The importance of consistency across every listing and touchpoint
* How better quality marketing directly influences the type of client you attract
* Why most agents’ marketing strategies last weeks, not months, despite properties sitting on the market for far longer
* How to generate higher-end listings through direct mail, social media, and on-market prospecting
* The opportunity sitting in unsold, overpriced stock
* Why price, not marketing, is often the real issue when properties don’t sell
* And ultimately, why you are the USP, not just your marketing

The episode finishes with a clear message: breaking into the mid to higher end isn’t about one tactic. It’s about clarity of brand, consistency of execution, and the discipline to do the basics better than everyone else.

Today's returning guest for a now unprecedented tenth appearance 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 two of the Voice of The Agent 2026, covering topics such as marketing, social media, content creation, video and AI.
If you've not already read part two of the report, please do contact me for a copy of it and I will happily share it with you.

Today's guest is the Director of Sales at Duncan Yeardley & Sears Property.
He has been working in the property industry since 2005, having enjoyed running his own estate agency in his 20’s and working for independent estate agents.
In this episode we discuss human connection, personal brand, talent, culture, leadership, mentorship, mindset, prospecting, networks, flexible/blended fees, ancillary revenue and implementation.
Definitely check out this conversation to hear from someone who in my opinion, goes under the radar in the industry, but has so much value to give.

Today's returning guest for a now unprecedented ninth appearance 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 one of the Voice of The Agent 2026, covering topics such as market sentiment, AI, sales & lettings, house prices, fees, communication, marketing, 2025 performance and 2026 outlook.
If you've not already read part one of the report, please do contact me for a copy of it and I will happily share it with you.

Today's guest is an industry legend and here are just a few highlights from his CV:
Joined Foxtons in 1985 as one of just 20 employees
Appointed MD in 1997 (10 offices, £10m turnover)
Grew it to 17 offices and £40m turnover
Left in early 2005 to acquire Marsh & Parsons→
Sold Marsh & Parsons to LSL PLC in November 2011 for £53m
These days he work as a Non-Executive Director and advisor, partnering with founders and leadership teams on growth strategy, operational discipline, and building cultures that actually perform, not just look good on paper.
Some of the topics discussed in the episode were the Foxtons era, daily structure, recruitment, recessions, business strategy, proptech/AI, mentorship, collaboration and improving the estate agency profession.
These businesses include names such as Viewber and Nesti to name a couple.
What he doesn't know about estate agency isn't worth knowing and trust me, you won't want to miss this one as it's an absolute belter.