World Class Real Estate

Sam Hunter, Mark Worrall and Ian Macbeth
World Class Real Estate

Each week Sam Hunter, 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.

  1. 6 DAYS AGO

    #304 Royston Guest, Cash Flow, Profit & The Seven Mistakes Killing Estate Agents

    Most estate agents don’t fail because they lack leads. They fail because they don’t understand their numbers. In this episode, Royston Guest joins Ian and Mark to uncover the biggest blind spots in estate agency businesses today—starting with cash flow. With only 53% of listed properties completing in 2024, many estate agents are waiting up to 180 days to get paid. That’s not sustainable. Royston shares real-world advice on managing cash flow, understanding gross profit vs net profit, and why chasing vanity metrics (like listings and followers) won’t pay your bills. He urges agents to focus on financial performance, not just top-line revenue. Whether you're an independent estate agent or running a growing agency team, this episode is your blueprint for building a profitable, resilient business that lasts. 💡 Key Talking Points: Why cash flow is the #1 issue facing estate agents in 2024 The dangerous lag between listing and completion (120–180 days) What every estate agent should know about gross profit and net profit How to stop chasing vanity metrics—and track what really matters Why most estate agents can’t calculate key business metrics—and how to fix it Recurring revenue: how lettings and financial services can smooth cash flow 🎯 Action Steps: Download Royston’s ‘Seven Fatal Mistakes’ Report and use it for honest self-review below Reassess your agency’s financial health—start with profit and cash Educate your team on how long it really takes to get paid Set up recurring revenue streams to stabilise your business model Prioritise financial data and metrics over performance “fluff” Download the report here: https://www.poweragency.co.uk/7-fatal-mistakes-report

    57 min

  2. 24 JUN

    #303 Learn how to expand into new areas and super size your agency

    In this episode of The World Class Real Estate Podcast, Mark and Ian break down how to strategically expand your estate agency into new territories. From village-to-village growth to a more scientific, data-driven approach, Ian shares the exact research he does before entering a new area—and why traditional methods might be holding you back. 🔊 This episode is sponsored by Iceberg Digital – Revolutionising the estate agency industry through automation, innovation, and world-class marketing.

    47 min

  3. 17 JUN

    #302 Controversial Warning: Schools, Education and Estate Agency Value?

    In this bold and thought-provoking episode, Mark and Ian explore two powerful themes: the role estate agents can play in the education system, and the importance of personal development within our teams. First, they dive into why our children should be learning about mortgages, financial literacy, and real-world life skills much earlier—and how estate agents could be part of that solution. Then, the conversation shifts toward self-improvement, with a focus on how helping our teams grow as individuals can lead to stronger, more resilient businesses overall. Packed with practical insights, big ideas, and real-world experience, this episode challenges traditional thinking and aims to inspire action—both in our schools and our offices. 👂 Do you agree? Should estate agents step up in education—and are you investing enough in your own team's growth? 🔊 This episode is sponsored by Iceberg Digital – Revolutionising the estate agency industry through automation, innovation, and world-class marketing.

    21 min

  4. 10 JUN

    #301 Michelle Gallagher, learn the skills that made her x2 UK Agent of The Year

    In this episode, Ian and Mark sit down face-to-face with one of the UK’s most accomplished estate agents – Michelle Gallagher, co-owner of JD Gallagher in Lancaster. Alongside her husband John Gallagher, Michelle has led their agency to back-to-back EA Masters wins in 2022 and 2023 – the most prestigious accolade in the UK property industry. Michelle opens up about the disciplined routines, powerful habits, and relentless consistency that have helped her build one of the country’s leading agencies. From her market update videos to her evolving video marketing strategy, Michelle shares how she keeps her brand fresh and her clients engaged. We also get a behind-the-scenes look at John Gallagher’s vital role as Managing Director – a “tight ship” captain and demon negotiator whose influence is central to their success. This episode is packed with takeaways for estate agents everywhere – a masterclass in culture, leadership, and the compound effect of doing the right things every single day. WCRE has partnered with Iceberg Digital as our exclusive sponsor 🙌 The World Class Real Estate Agents podcast is all about raising the bar in our industry—and this partnership is a perfect fit. Why? Because Iceberg Digital isn’t just another PropTech business. This is company that is actually moving the dial for estate agents. ✅ AI-powered prospecting to find new listings before your competitors ✅ Marketing that wins instructions by putting your brand front and centre ✅ A fully integrated CRM that transforms the way your team works

    53 min

  5. 3 JUN

    #300 Learn how to negotiate like they teach at Harvard

    In this episode of The World Class Real Estate Podcast, Ian Macbeth and Mark Worrall dive into one of the most vital — yet often underdeveloped — skills in estate agency: negotiation. With the market shifting and buyers becoming more price-sensitive, Ian and Mark break down the different styles of negotiation, from collaborative and consultative to competitive and hardball. They discuss which styles work best in today’s climate, and how agents can adapt their approach depending on the client, property type, and economic conditions. WCRE has partnered with Iceberg Digital as our exclusive sponsor 🙌 The World Class Real Estate Agents podcast is all about raising the bar in our industry—and this partnership is a perfect fit. Why? Because Iceberg Digital isn’t just another PropTech business. This is company that is actually moving the dial for estate agents. ✅ AI-powered prospecting to find new listings before your competitors ✅ Marketing that wins instructions by putting your brand front and centre ✅ A fully integrated CRM that transforms the way your team works

    43 min

  6. 27 MAY

    #299 Learn how Steph Walker thinks estate agency should change

    In this episode of The World Class Real Estate Podcast, we sit down with Steph Walker of The Agency UK, a true force in the self-employed estate agency space. With roots at Purplebricks and a wealth of experience championing what she calls the “personal agent model,” Steph brings clarity, passion, and purpose to her mission of reshaping the industry. We dive deep into how and why the face of agency needs to change, what the future could—and should—look like, and why being an estate agent is something to be proud of, not apologised for. Steph challenges the worn-out narrative that people "fall into" estate agency and instead paints a picture of a profession full of potential, purpose, and pride. Whether you're a seasoned agent or just starting out, this is a must-listen for anyone who cares about the future of our industry. WCRE has partnered with Iceberg Digital as our exclusive sponsor 🙌 The World Class Real Estate Agents podcast is all about raising the bar in our industry—and this partnership is a perfect fit. Why? Because Iceberg Digital isn’t just another PropTech business. This is company that is actually moving the dial for estate agents. ✅ AI-powered prospecting to find new listings before your competitors ✅ Marketing that wins instructions by putting your brand front and centre ✅ A fully integrated CRM that transforms the way your team works

    59 min

  7. 20 MAY

    #298 Learn how to make properties sexy again

    The property market has shifted. April completions dropped. Sales stayed steady. But the numbers tell a deeper story. In this episode, estate agents Ian and Mark break down what’s happening on the ground. They talk about the end of the stamp duty holiday and how it's stretched the market. Summer could be slower. Not because of demand—but because of price. Ian shares hard stats: from March to May, 66.5% of homes went under offer. Still, asking prices are up 6.6% since October. The result? Fewer buyers, more price reductions, and longer times on the market. This one’s for estate agents, property consultants, and letting agents who want clear, real advice. If you're in sales and lettings, listen up. Pricing right matters. Marketing matters more. And if your stock isn’t shifting, it’s time to change the approach. 💡 What You’ll Learn: Why April completions dropped—and what it means for estate agency pipelines. How to tackle the summer slowdown in your property sales strategy. The dangers of overpricing in today’s housing market. Why a 4-week contract could save your listing. The power of face-to-face estate agent conversations with clients. How to use a 1–3 scoring system to target motivated sellers. Why your existing clients are more valuable than your next lead. ✅ Agent Action Points: @Ian Macbeth: Use a 1–3 score to rank seller motivation. @Ian Macbeth: When you drop a price, drop a new marketing angle too. Team: Run weekly listing reviews. Share honest feedback. Sharpen the pitch. ⚠️ Issues Estate Agents Face Right Now: Overvalued stock that’s sitting too long. Buyers ignoring reduced listings. Long chains holding up completions. A widening gap between asking price vs sold price. Agents chasing leads instead of nurturing live stock. ❓ Questions Answered: “Why aren’t more listings going under offer right now?” “How do we move a property from for sale to SSTC?” “Why are asking prices rising even with fewer completions?” “How can we convert more instructions into sales?” This isn’t theory. It’s what’s working—and what’s not—in the UK housing market today. For estate agents looking to increase sales, move more stock, and build stronger relationships, this episode hits home. WCRE has partnered with Iceberg Digital as our exclusive sponsor 🙌 The World Class Real Estate Agents podcast is all about raising the bar in our industry—and this partnership is a perfect fit. Why? Because Iceberg Digital isn’t just another PropTech business. This is company that is actually moving the dial for estate agents. ✅ AI-powered prospecting to find new listings before your competitors ✅ Marketing that wins instructions by putting your brand front and centre ✅ A fully integrated CRM that transforms the way your team works

    29 min

  8. 13 MAY

    #297 Learn how to future proof estate agency with Mark Burgess

    Mark and Ian welcome back a true game-changer in the estate agency world — Mark Burgess, founder of Iceberg Digital and best-selling author of The Estate Agency Revolution. If you're serious about future-proofing your agency, this episode is essential listening. We visit Mark’s journey — from the continued evolution of Iceberg Digital to what he's seeing now in the marketplace that many agents are still blind to. This is a strategic deep-dive into how agents can stay ahead of the curve in a fast-changing industry. 🎯 What we cover: What "future-proofing" really means for estate agents in 2025 and beyond Why tech alone won’t save your business — and what will The core systems and strategies top-performing agents are doubling down on How consumer behaviour is shifting — and how your marketing must evolve with it The difference between automating tasks and building a scalable business 🧊 Mark also shares real-world examples of how Iceberg Digital clients are thriving by embracing change — not fearing it. 🚀 About Mark Burgess:CEO of Iceberg DigitalPropTech innovator & business strategistAuthor of Where Did My Industry Go? This episode is brought to you in partnership with Iceberg Digital — the platform designed to help estate agents stop firefighting and start leading.Learn more at iceberg-digital.co.uk

    59 min
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5
out of 5
38 Ratings

About

Each week Sam Hunter, 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.

Information

  • Creator
    Sam Hunter, Mark Worrall and Ian Macbeth
  • Years Active
    2019 - 2025
  • Episodes
    301
  • Rating
    Explicit
  • Copyright
    © Sam Hunter, Mark Worrall and Ian Macbeth
  • Show Website
    World Class Real Estate

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