World Class Real Estate

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most shocking numbers in the property industry: the estimated £1.4 billion leak in estate agency commission caused by withdrawn stock.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year’s figures with last year’s data, looking at listings, sales agreed, exchanges, fall-throughs, days to sell and withdrawn properties.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Why withdrawn stock is one of the biggest hidden costs in agency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?

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:
SpotifyApple Podcasts

📲 Follow World Class Real Estate:
InstagramFacebookTikTok

🤝 Connect with the hosts:
Ian MacbethMark 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.

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:SpotifyApple Podcasts

📲 Follow World Class Real Estate:InstagramFacebookTikTok

🤝 Connect with the hosts:Ian MacbethMark 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.

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.ukhttps://worldclassrealestate.agentresponse.store/https://open.spotify.com/show/0cfH6Ub1wnEuaUAz5Rj2CP
Apple Podcasts: https://podcasts.apple.com/gb/podcast/world-class-real-estate/id1477663124https://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=1https://www.linkedin.com/in/ian-macbeth-5190a926/
Mark Worrall: https://www.linkedin.com/in/mark-worrall-811ab823/

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:
SpotifyApple Podcasts

📲 Follow World Class Real Estate:
InstagramFacebookTikTok

🤝 Connect with the hosts:
Ian MacbethMark 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.