The Complete Agent - The Podcast For Premium Real Estate Agents

Ian Storey, David Warburton and James Kendall
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Hosted by top-performing estate agents David Warburton, Ian Storey and James Kendall. The Complete Agent Podcast is your weekly inside track on building a smarter, more profitable estate agency.... without the fluff.  With over 60 years of combined experience, your hosts bring real-world strategies, proven marketing tactics, and honest conversations from the front lines of the UK property market. Each episode delivers practical insights on winning premium listings, commanding five-figure fees, navigating market shifts, and building a brand that attracts the right clients. Whether you're an independent agent, self-employed, or scaling your own agency, this is the podcast you’ll wish you found sooner. Direct mail, social media, mindset, market insight, and the systems we actually use - all laid bare. Join the UK's most ambitious agents and start becoming a Complete Agent. Join the Private Facebook Group here! - https://www.facebook.com/groups/911153513904767/

  1. 3D AGO

    SPECIAL EPISODE Part 2/4 Opening The Gates X The Complete Agent - Part 2: Why Direct Mail Still Beats Most Estate Agent Marketing

    Send us Fan Mail In part two of Open the Gates to More Listings meets The Complete Agent, Simon Gates, James Kendall, Dave Warburton and Ian Storey break down how estate agents can use direct mail properly to win better instructions, higher fees and more trust with homeowners. The episode explores why direct mail still works, especially at the mid to higher end of the market, and why the quality of the envelope, handwriting, paper, content and consistency all shape how an agent is perceived before the homeowner ever picks up the phone. The conversation covers quarterly market updates, on-market letters, withdrawn property campaigns, VIP buyer letters, and why direct mail should educate rather than simply advertise. The key message is that prospecting works best when it feels like a service, not a sales pitch. They also discuss how direct mail links with social media, why older high-end homeowners often respond better to print, and how agents can use handwritten, highly targeted communication to separate themselves from generic leaflet drops and AI-generated content.

    50 min

  2. MAY 7

    SPECIAL EPISODE Part 1/4 Opening The Gates X The Complete Agent - Before You Charge More, Fix This First

    Send us Fan Mail Full video live on YouTube and Spotify.  In this episode, Simon Gates is 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.

    48 min

  3. APR 30

    116. The Anxiety Behind Showing Up Online

    Send us Fan Mail In this episode of The Complete Agent Podcast, Dave Warburton, James Kendall, Ian Storey and Michelle Smith discuss the reality of putting yourself on camera, dealing with self doubt, and why video is now non negotiable for estate agents who want to build trust and authority. Michelle shares her honest experience of stepping into a professional content day with Digital Sparks, despite not being naturally comfortable on social media or video. The conversation opens up into a deeper discussion around anxiety, overthinking, internal self talk and the practical ways agents can push through discomfort to do the things that move their business forward. The team also touch on the current property market, with valuations slightly lighter in some areas but strong buyer activity, good listings, active offers and continued demand for well presented, correctly priced homes. There is also a useful discussion around sensitive client conversations, including probate, bereavement and the importance of being human first. The main takeaway is simple. Video is not going away. Confidence comes after action, not before it. If agents want to build a stronger personal brand, create trust before the valuation and stay relevant in 2026, they need to start showing up.

    39 min

  4. APR 23

    115.The Estate Agency Trap Most People Never Escape

    Send us Fan Mail In this episode of The Complete Agent Podcast, Dave Warburton, James Kendall and Ian Storey unpack what it really takes to move from average fee estate agency into the mid to upper end of the market. The conversation starts with the usual weekly catch up, covering a strong run of listings, sales, off market opportunities and the cash flow realities that still come with running a growing business.   From there, the episode shifts into a bigger discussion around mindset, positioning and what actually separates agents who stay stuck from those who build premium, profitable businesses. The lads reflect on their own journeys, from low fee, high volume agency into charging stronger fees on better homes, and explain why this was not about luck or geography. It came from consistency, investment, training, better marketing and a willingness to change how they thought about their value.   A big theme throughout is that you do not need to jump straight from small terraces to multi million pound homes. The more realistic first step is often improving your proposition, raising your standards and getting better fees on more attainable properties in the five hundred thousand to one million pound range. That is where confidence builds, reputation grows and momentum starts to compound.   The central message is simple. You can absolutely do this, but you have to commit to it. Better fees and better homes do not happen by accident. They come from building a brand, improving your marketing, learning how to articulate value and refusing to stay on the same treadmill forever.

    42 min

  5. APR 16

    114. The Hidden Cost Of Undertraining Your Team

    Send us Fan Mail In this episode of The Complete Agent Podcast, James Kendall is joined by Michelle Smith and Ian Storey for a conversation focused on training, culture, leadership and what actually drives long term growth in an estate agency. Alongside a quick catch up on the week’s listings, sales and market conditions, the discussion goes much deeper into why so many agencies stagnate despite doing the basics well.   A major theme throughout the episode is that training is not an event, it is a habit. Michelle explains why most agencies get this wrong, confusing one off sessions or tick box learning with real development, while Ian and James share how consistent coaching, clear weekly meetings, accountability and the right culture can transform both performance and morale.   The episode also explores the role of leadership in setting standards, how behaviour flows from the top, and why great businesses do not happen by accident. There is a strong emphasis on practical implementation, from improving Monday morning meetings to building autonomy in the team, recognising the right behaviours, and keeping everyone aligned around clear commercial goals.   One of the most powerful takeaways is that the best agencies are not the ones doing flashy training for the sake of it. They are the ones embedding small disciplines consistently, creating the right environment, and helping good people become even better.

    50 min

  6. APR 11

    113. What the Middle East Conflict Really Means for House Prices

    Send us Fan Mail In this episode of The Complete Agent Podcast, Dave Warburton and James Kendall unpack what’s really happening in the market as Q2 begins. They discuss why so many sellers are being told the wrong story, how global events are filtering into UK property sentiment, and why agents need to stop blaming “the market” without understanding what is actually driving it.   A big theme throughout the episode is price sensitivity. There are still buyers in the market, deals are still being done, and strong houses are still selling, but only when pricing, presentation and communication are spot on. The lads explain why homes that sit too high are getting ignored, why reductions are becoming more common, and how the right strategy can still create competition even in a tougher environment.   They also go deeper on the wider economic backdrop, from the Middle East conflict and rising oil prices through to swap rates, mortgage repricing and the knock on effect on affordability. Rather than using these headlines as lazy excuses, the conversation focuses on how good agents should be using them to educate clients, frame the market properly, and help sellers make smarter decisions.   The central message is simple. This is not a dead market. It is a selective market. And agents who can explain that clearly, price stock correctly, and guide sellers with confidence are the ones who will keep winning.

    39 min

  7. APR 2

    112. The FX Insight That Separates Average Agents from Trusted Advisors Ft. Steve Eakins

    Send us Fan Mail In this episode of The Complete Agent Podcast, we break down a market that’s still moving… but becoming increasingly complex beneath the surface. There’s strong activity across listings and sales, particularly in the £600k to £1.7m range, with deals still being agreed and chains being built. However, the real challenge is what’s happening underneath. Fall-throughs, slower negotiations, and pricing sensitivity are all increasing, meaning agents need to be sharper than ever to keep deals together.   A key theme is timing and strategy. Holding stock back around Easter, soft-launching to test pricing, and creating competition before going live are all proving to be powerful tools. The best agents aren’t just listing property, they’re engineering demand. We also dive into the growing importance of off-market deals, proactive buyer work, and controlling both sides of the chain to secure results in a tightening market. A major part of the conversation focuses on the wider economic backdrop. Rising oil prices, geopolitical tensions, and shifting interest rate expectations are now directly impacting mortgage rates and buyer confidence. Thousands of mortgage products are being repriced, and this is starting to filter through into real-world transactions. Finally, we’re joined by Steve Eakins from Lumon, who sheds light on a huge missed opportunity for agents. Currency fluctuations, international buyers, and relocating vendors can massively affect affordability and deal viability. Agents who understand this can protect deals, increase buyer budgets, and even generate additional income streams simply by asking the right questions. The takeaway is simple: This market rewards proactive, informed, and strategic agents. Everyone else will feel like it’s slowing down.

    46 min

  8. MAR 26

    111. Why The Best Agents Are 3-0 Up Before They Even Arrive Ft. Ben Madden

    Send us Fan Mail In this episode of The Complete Agent Podcast, we unpack what’s really happening in the current property market and why so many agents are struggling to convert despite strong activity. There’s a clear theme running through this one. The market is moving, but it is far more price sensitive than many are prepared to admit. We break down real examples of similar homes getting completely different results based purely on pricing, and why getting this right has never been more important. We also dive into the wider economic backdrop, including how geopolitical tensions and rising oil prices filter through into mortgages, affordability and ultimately buyer behaviour. More importantly, how you should be communicating that to clients in a way that builds trust rather than fear. A big focus in this episode is the idea of being “3-0 up before the valuation”. The best agents are not turning up to win business from scratch. They are walking through the door with trust, rapport and authority already established through content, branding and consistent communication. We also cover: Why data-led valuations are critical in a sensitive marketHow to use global events to strengthen your pricing conversationsThe difference between agents who educate and agents who just “report the news”Why personal brand is becoming a non-negotiable in modern estate agencyThe role of video and social media in building trust before you even meet If you’re still relying purely on the valuation appointment to win instructions, this episode will challenge that thinking. Because in today’s market, if you’re not already 3-0 up before you arrive… you’re chasing.

    59 min
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About

Hosted by top-performing estate agents David Warburton, Ian Storey and James Kendall. The Complete Agent Podcast is your weekly inside track on building a smarter, more profitable estate agency.... without the fluff.  With over 60 years of combined experience, your hosts bring real-world strategies, proven marketing tactics, and honest conversations from the front lines of the UK property market. Each episode delivers practical insights on winning premium listings, commanding five-figure fees, navigating market shifts, and building a brand that attracts the right clients. Whether you're an independent agent, self-employed, or scaling your own agency, this is the podcast you’ll wish you found sooner. Direct mail, social media, mindset, market insight, and the systems we actually use - all laid bare. Join the UK's most ambitious agents and start becoming a Complete Agent. Join the Private Facebook Group here! - https://www.facebook.com/groups/911153513904767/

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