Estate Agent Showdown

Matt Giggs
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Estate Agent Showdown is the ultimate debate show for real estate agents, property industry professionals and investors worldwide. Hosted by the dynamic and insightful Matt, this podcast delivers bold discussions on the hottest industry trends, game-changing business models, and the challenges shaping the future. Each episode brings together two expert guests for unfiltered conversations, real-world insights, and the strategies you need to stay ahead in an ever-evolving market. Whether you're scaling your portfolio, refining your sales tactics, or navigating industry shifts, Estate Agent Showdown keeps you informed, inspired, and ready to win. My mission is to challenge the comfort zone of estate agency, one honest conversation at a time.

  1. 4D AGO

    Dear Sirs, It’s Over: Breaking the Glass Ceiling in Estate Agency with Ellie Rees & Alexandra Hearn

    In this highly anticipated and occasionally heated episode of Estate Agent Showdown, Matt Giggs is joined by Ellie Rees, co-founder of Brickworks, and Alexandra Hearn from TAUK. What started as a LinkedIn debate over a lack of diversity in industry imagery turns into a raw, honest exploration of the "sexist culture" still embedded in many traditional agencies. Ellie shares the incredible story of her viral "Dear Sirs" campaign, which reached over 81 million views and forced the Law Society to rewrite their official guidelines. Alexandra discusses her journey as an early adopter of the self-employed model and the challenges of being a young female branch manager in environments dominated by "testosterone and golf". This isn't just a conversation about problems; it’s a deep dive into tangible solutions. We explore why women naturally possess the "secret sauce" of agency—listening and empathy—and how the industry must evolve to support the "Motherhood Penalty" if it wants to keep its best talent. Key Takeaways The "Dear Sirs" Victory: Learn how one person’s refusal to accept an outdated salutation led to a meeting with the Law Society and a national shift toward inclusive language. The Motherhood Penalty: A frank discussion on the use of NDAs for pregnant employees and the 71% of women who feel discriminated against by clients based on gender. Performance vs. Trust: Drawing on Simon Sinek’s Navy SEALs analogy, the guests explain why "toxic" high-performers are being replaced by leaders who value high-trust and emotional intelligence. Intentional Recruitment: Why diversity doesn't happen by accident. Ellie explains the concept of "affirmative action" and why she deliberately built a diverse team to foster better results. The Power of Perception: Matt reflects on his own learning curve regarding how content is framed and why leaders have a responsibility to show "what good looks like" beyond the traditional stereotype. Self-Employment as Freedom: How the rise of self-employed models is allowing women to control their own destinies and bypass the "rigged" corporate ladder. Timestamps [00:01:28] – Introducing Ellie Rees and the birth of Brickworks. [00:04:19] – The LinkedIn post that sparked this conversation. [00:09:22] – Overlooked and underestimated: Real stories from the high street. [00:16:53] – Why Ellie calls things out: Using privilege to effect change. [00:18:24] – The "Motherhood Penalty" and the shocking truth about NDAs. [00:25:41] – Recruitment and Language: Why anonymous CVs are changing the game. [00:30:43] – High Performance vs. High Trust: The Navy SEAL approach. [00:34:50] – The "Dear Sirs" Campaign: From national radio to the Law Society boardroom. [00:46:32] – Waiting for the "Dinosaurs" to die out vs. facilitating change now. [00:54:21] – Embracing flexibility: Why the 8:30–6:30 office model is failing caregivers. [01:07:33] – Creating a new culture: Taking the " youngest daughter" to a valuation. Ellie Rees https://withbrickworks.com/ https://uk.linkedin.com/in/ellie-rees-68881535 Alexandra Hearn https://theagencyuk.com/our-agents/estate-agents-in-brighton/ https://uk.linkedin.com/in/alexandra-hearn-13266b16 https://www.instagram.com/alexandrapropertybrighton/ Social Links YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/@mattgiggs⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Instagram: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.instagram.com/giggsmatt/?hl=en⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ TikTok: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.tiktok.com/@giggsmatt⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Linkedin: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/mattgiggs/⁠⁠⁠⁠⁠⁠⁠ This Podcast has been brought to you by Disruptive Media. ⁠⁠⁠⁠⁠⁠⁠https://disruptivemedia.co.uk/⁠⁠⁠

    1h 36m

  2. MAY 6

    Work-Life Balance is a Myth: Managing Burnout and "Mum Guilt" While Scaling a Business

    In this deeply personal episode of Estate Agent Showdown, Matt is joined by Kim McGinley, founder of Vibe Finance. Kim shares the visceral "epiphany" moment that led her to walk away from a successful 16-year corporate career in London: being told she couldn't leave work to pick up her sick child from nursery. The conversation dives into the "character-building" realities of the last eight years—from 3:00 AM starts and crushing burnout to the isolation that comes when friends and family don't support your growth. Kim pulls no punches on why she believes "work-life balance is a load of shit" and explains why she eventually "retired" her husband to support her mission of empowering women in the property and finance sectors. Key Takeaways The Entrepreneurial Rollercoaster: Kim reflects on the naivety of thinking business ownership would mean "coasting along." Instead, she details the resilience required to survive a "volatility economy" and the 24/7 mental load of building a brand. Personal Branding as Survival: When Kim started with zero clients and no money, social media was her only free tool. She explains how being authentic and vulnerable on camera allowed her to stand out in a male-dominated industry. The "Let Them" Philosophy: Inspired by Mel Robbins, Kim discusses the importance of setting boundaries and protecting your energy, even if it means distancing yourself from people who want to pull you back down. Flipping Societal Expectations: Kim shares the reality of "mum guilt" and the decision to become the primary breadwinner, challenging the traditional roles often found in senior-level finance and property. Specialist Growth: A look inside Kim’s multi-brand ecosystem, including the Specialist Finance Academy and Women Shaping Property, built on the value of "collaboration over competition." Timestamps [00:00:28] – The birth of the "Vibe" brand and leaving the corporate world. [00:04:15] – The Nursery Phone Call: The emotional turning point. [00:07:22] – The 3:00 AM Reality: Surviving the first five years of burnout. [00:15:35] – When friends don't like your posts: The isolation of growth. [00:21:40] – The Tony Robbins Effect: Finding your "trueness" in personal development. [00:33:58] – "Work-life balance is a lie": Prioritizing what's right in the moment. [00:38:12] – Retiring her husband: Flipping societal expectations on their head. [00:44:50] – Female Leadership: Why empathy and vulnerability are the key skills of tomorrow. [00:51:22] – Creating the Specialist Finance Academy: Collaboration over competition. Vibe Finance https://vibefinance.co.uk/ https://www.instagram.com/vibefinanceuk/ Kim Mcginley Links https://www.instagram.com/iamkimmcginley/ https://uk.linkedin.com/in/kim-mcginley-064354a4 Social Links YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/@mattgiggs⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Instagram: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.instagram.com/giggsmatt/?hl=en⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ TikTok: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.tiktok.com/@giggsmatt⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Linkedin: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/mattgiggs/⁠⁠⁠⁠⁠⁠ This Podcast has been brought to you by Disruptive Media. ⁠⁠⁠⁠⁠⁠https://disruptivemedia.co.uk/⁠⁠

    1h 3m

  3. APR 29

    The 2% Rule: Why Charging More Delivers Better Results for Luxury Sellers With Jonathan Handford

    In this episode of Estate Agent Showdown, Matt Giggs is joined by Jonathan Handford, a senior figure at the global luxury brand Fine & Country. Jonathan shares his remarkable "sliding doors" journey—starting as a carpenter before a chance meeting in a pub led him to take a "Ground Zero" trainee role that launched a 25-year career in premium property. This conversation pulls back the curtain on what it really takes to dominate the upper quartile of the market. From the psychological burden of multi-million pound transactions to the "necessary evil" of high-end video production and AI, Jonathan explains why modern agents must act as high-value consultants rather than simple salespeople. Whether you’re an aspiring luxury agent or a business leader looking to raise your standards, this episode is a masterclass in leadership, tenacity, and the pursuit of excellence. Key Takeaways The "Ground Zero" Choice: Jonathan reveals why he turned down a branch manager role to start as a junior trainee. He explains how following the right leader is more valuable than a title. The 2% Philosophy: Discover why Jonathan would rather have five instructions at a 2% fee than ten at 1%. He argues that "cheap" fees dumb down the industry and reduce the value delivered to the client. Defining Super Prime: Luxury isn't just restricted to London; every town has its own "super prime" market. Jonathan breaks down the market quartiles and how to carve a niche in the top 1%. The DNA of Leadership: Using a Manchester United analogy, Matt and Jonathan discuss the importance of "Ferguson-style" passion and setting the pace for a team. Recruitment & The "CLAMS" Acronym: Jonathan shares his professional interviewing framework—Challenge, Location, Advancement, Money, and Security—to get under the skin of potential high performers. The Future of the Job: From wooden rulers to digital production, Jonathan highlights how legislative burdens and tech like AI are making the job harder for those who refuse to evolve. Timestamps [00:01:22] – The interim MD experience at Fine & Country. [00:02:14] – From carpentry to property: The pub meeting that changed everything. [00:05:18] – Choosing the "bottom rung" over a management title. [00:11:36] – Leadership DNA: Setting the pace and maintaining standards. [00:18:01] – The Elephant in the Room: Minimum standards and licenses to practice. [00:22:44] – The 80/20 Rule of Listening in consultations. [00:24:00] – Why 1% fees are killing the industry. [00:25:27] – Breaking down the market quartiles. [00:39:59] – The CLAMS framework for high-level recruitment. [00:43:43] – Key characteristics of top performers: Tenacity and broad shoulders. [00:49:52] – AI and Evolution: Why traditional agents are in danger. [00:58:14] – Replaying the tape: The mental burden of the "Always On" agent. Jonathan Links https://www.fineandcountry.co.uk/ https://www.fineandcountry.co.uk/team/jonathan-handford https://www.linkedin.com/in/jonathan-handford-308a8815/ https://www.instagram.com/fineandcountryjonathanhandford/ Social Links YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/@mattgiggs⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Instagram: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.instagram.com/giggsmatt/?hl=en⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ TikTok: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.tiktok.com/@giggsmatt⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Linkedin: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/mattgiggs/⁠⁠⁠⁠⁠ This Podcast has been brought to you by Disruptive Media. ⁠⁠⁠⁠⁠https://disruptivemedia.co.uk/⁠

    1h 7m

  4. APR 8

    Navigating the Premium Pivot — Staging, Global Volatility, and the Advisor Mindset

    In this episode of Estate Agent Showdown, Matt Giggs is joined by two industry heavyweights: Elaine Penhaul, founder of Lemon and Lime Interiors, and Steve Eakins of Lumen Currency Exchange. Following a major premium market conference, the trio dives deep into the "new normal" of market volatility and why the traditional estate agency model is under threat from a more sophisticated "Advisor" approach. From the impact of Iranian oil prices on UK interest rates to the 52% of premium sellers who are now bypassing agents entirely, this conversation is a masterclass in staying relevant at the top end of the market. Learn why staging is a financial strategy (not a decorative one) and how the "Black Book" of professional partners is becoming the modern agent's most valuable asset. Key Takeaways The Volatility Trap: Matt and Steve discuss why we have moved from a "mini-budget" shock to a state of permanent global volatility. With 25,000 mortgages being repriced in a single week, certainty has become the most valuable currency an agent can provide. Staging as Risk Management: Elaine explains why agents often suggest a £100k price drop before considering a £10k staging investment. Discover the data-driven science of "flow" and "purpose" that bridges the 15% pricing gap in the premium sector. The 52% Warning: A shocking statistic reveals that over half of Elaine’s premium leads now come from homeowners directly, not through agents. This highlights a massive shift: sellers are looking for specialists before they even choose a portal uploader. The Advisor Mindset: Steve Eakins breaks down why top-tier agents must act as "Advisors" who understand currency, tax, and staging. Reputation is built in the rooms you aren't in, and your value is determined by the problems you can solve. The Return of International Wealth: Insights into why American and Middle Eastern buyers are looking back at the UK market and how currency fluctuations are creating "accidental" discounts for international investors. Timestamps [00:00:22] – Introduction: Meeting the experts in premium presentation and currency. [00:05:45] – The Premium Market Pulse: Insights from the Fine & Country conference. [00:12:30] – The "New Normal": Why volatility is here to stay and how to manage client expectations. [00:19:15] – The Pricing Gap: How staging addresses the disconnect between buyer and seller expectations. [00:24:40] – Global Impact: How oil prices and Middle Eastern tensions reprice UK mortgages. [00:33:10] – The "Black Book" Strategy: Why your network of partners is your biggest competitive advantage. [00:42:05] – Direct to Consumer: Why homeowners are bypassing agents to find service providers first. [00:51:55] – The Tech Trap: Why "Technical" agents often fail to scale their businesses. [01:02:15] – Defining "Good": The importance of saying "No" to the wrong business to protect your brand. Lumon https://www.lumonpay.com/ Lemon & Lime Interiors https://www.lemonandlimeinteriors.co.uk/ Social Links YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/@mattgiggs⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Instagram: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.instagram.com/giggsmatt/?hl=en⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ TikTok: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.tiktok.com/@giggsmatt⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Linkedin: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/mattgiggs/⁠⁠⁠⁠ This Podcast has been brought to you by Disruptive Media. ⁠⁠⁠⁠https://disruptivemedia.co.uk/⁠

    1 hr

  5. APR 1

    The Undercover Agent — Rescuing a Hemorrhaging Business and Dominating on Fee with Simon Efford

    In this unfiltered episode of Estate Agent Showdown, Matt Giggs is joined by Simon Efford, co-owner of Glazebrook Estate Agents. Simon is what Matt calls an "undercover agent"—someone who avoids the public limelight of social media "peacocking" to focus entirely on local growth and client results. Simon shares the raw, high-stakes story of his first 18 months in business, where he was hemorrhaging money and facing total failure. He details the pivotal 4-hour meeting that stripped his business back to the basics and the mindset shift that allowed him to become the most expensive agent in his town. From delivering groceries during lockdown to achieving a 32% net profit margin, this conversation is a blueprint for resilience and authenticity in agency. Key Takeaways The Turning Point: Simon candidly discusses the "very dark times" when it felt like the business was over. He explains how cutting unnecessary "quick fix" expenses and focusing on daily non-negotiable actions saved his agency. The High-Fee Mindset: How Simon moved from charging low fees to becoming 50% more expensive than his local competitors. He reveals the mental trick of "banking two grand" every time he walks through a door for a valuation, regardless of the outcome. Philanthropy as a Brand Pillar: During the 2020 lockdown, Simon ignored the news and focused on the community. By coordinating 40 volunteers to deliver supplies to vulnerable homes, he built a lasting brand fingerprint based on giving back. The Power of Ownership: Matt and Simon dive into why high earners must be "high learners" and why blaming others is the fastest way to lose control of your business. Networking for Contribution: Simon explains why he doesn't use networking to hunt for leads, but rather to give value to other local businesses, which in turn leads to high-quality reciprocal referrals. Business Agility: The benefits of being a small, independent agency—from avoiding the "perspex layer" of corporate regulation during Covid to being able to influence change faster and stronger. Timestamps 00:01:12 – Starting an agency without ever having sold a house. 00:07:18 – The Honest Truth: Hemorrhaging money and the reality of dark times. 00:13:51 – The 4-hour "intervention" that saved Glazebrook Estate Agents. 00:19:38 – The Power of Belief: How having a mentor changes your trajectory. 00:21:29 – Lockdown Strategy: Community leaflets and the birth of a philanthropic brand. 00:29:30 – Networking Secrets: Moving from lead-hunting to reciprocal giving. 00:36:22 – The "Most Expensive Agent" Strategy: Banking £2,000 per valuation. 00:43:57 – Managing the Insanity: Handling the emotional highs and lows of daily sales. 00:54:15 – Win or Learn: Why blaming others for lost listings is self-destructive. 01:02:17 – The Art of Delegation: Empowering your team to do it 70% as well as you. Simon Efford Links https://leysbrook.co.uk/ https://uk.linkedin.com/in/simon-efford-261194209 Social Links YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/@mattgiggs⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Instagram: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.instagram.com/giggsmatt/?hl=en⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ TikTok: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.tiktok.com/@giggsmatt⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Linkedin: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/mattgiggs/⁠⁠⁠ This Podcast has been brought to you by Disruptive Media. ⁠⁠⁠https://disruptivemedia.co.uk/

    1h 12m

  6. MAR 26

    Stop Training Your Brain to Fail: The Accountability Secret of Top 1% Agents

    In this unfiltered episode of Estate Agent Showdown, Matt sits down with Andrew Sanderson, owner of AKS Residential. After 20 years in the industry moving from the fast-paced London market to building his own brand in Derbyshire Andrew shares the raw truth about the "slow burner" years of business ownership and the mental shifts required to scale. This conversation dives into the psychology of self-belief, the "insanity" of the sales rollercoaster, and Andrew’s recent transition to a disruptive flexible fee model. If you’ve ever felt like you were "training yourself to accept failure" or struggled to relinquish control as a solo agent, this episode is your roadmap to sustainable growth. Key Takeaways Training for Success vs. Failure: Andrew reflects on a pivotal accountability moment where he realised he was habitually accepting "close enough" results. Matt explores how following through on small personal commitments builds the foundation for professional self-belief. The Transition from Agent to Owner: Andrew discusses the "scary" reality of launching a business in an area where he was a total stranger. He explains why being a great estate agent doesn't automatically make you a great lead generator or business builder. The Flexible Fee Revolution: Why Andrew moved away from the traditional "no sale, no fee" model. He explains how charging an upfront fee alongside a completion fee ensures he works with committed clients and protects the business from zero-revenue fall-throughs. Recruiting Through Experience: Andrew reveals his unique recruitment strategy: nearly everyone on his 11-person team was previously a client who bought or sold through the agency. This ensures the team inherently understands and "gets" the brand’s service level. The Power of "No": Andrew and Matt discuss the importance of "team fit" and why having the courage to have honest, difficult conversations with staff who don't align with company values is essential for protecting office harmony. Pulling Away from the "Dark Places": Andrew shares a powerful motivator a simple photo on his desk that reminds him of a time when financial pressure was at its peak and how that "pull" keeps him from ever settling for mediocrity. Timstamps 00:00:28 – Reflecting on the "Modern Estate Agent" event and meeting Matt Giggs. 00:05:37 – The Accountability Call: "Stop training yourself to accept failure". 00:12:03 – The London to Derbyshire Leap: Navigating a totally different market. 00:16:46 – The "Hard Slog" of Year One: When the phone doesn't ring. 00:25:35 – Building a Business, Not a Job: Achieving the goal of not working weekends. 00:27:54 – Recruitment Gold: Why former clients make the best estate agents. 00:34:27 – The "Sucking Up" Red Flag: Learning to value behaviors over words. 00:43:11 – Three tips for Year One: Feelings, values, and resilience. 00:48:53 – The Flexible Fee Model: Why the industry's standard payment structure is "crazy". 00:54:19 – Working with Committed Sellers: How fees filter for the best clients. Andrew Links https://www.aksresidential.com/ https://uk.linkedin.com/in/andrew-sanderson Social Links YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/@mattgiggs⁠⁠⁠⁠⁠⁠⁠⁠⁠ Instagram: ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.instagram.com/giggsmatt/?hl=en⁠⁠⁠⁠⁠⁠⁠⁠⁠ TikTok: ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.tiktok.com/@giggsmatt⁠⁠⁠⁠⁠⁠⁠⁠⁠ Linkedin: ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/mattgiggs/⁠⁠ This Podcast has been brought to you by Disruptive Media. ⁠⁠https://disruptivemedia.co.uk/

    1h 4m

  7. MAR 19

    Small Changes, Massive Results: The Relay Strategy for Business Growth With Roger Black

    In this unfiltered and high-impact conversation, Matt Giggs sits down with three-time Olympic medalist and two-time World Champion Roger Black. Moving from the Olympic rostrum to the world of estate agency, Roger explores the psychological mechanics of elite performance and why the transition to self-employment is the ultimate "mindset test". Whether you are an agent navigating the daily "rollercoaster" or a business owner trying to foster an environment of excellence, this episode provides a masterclass in commitment, accountability, and the power of finding your true "Why". Key Takeaways The Daily Olympic Final: Unlike athletics, where the goal is a single moment every four years, estate agency is a relentless, daily competition. Roger explains how to maintain an "elite" focus when there is no clear finish line. Commitment vs. Playing at It: Roger discusses his pivotal decision to leave a career in medicine to go "all in" on athletics. He argues that the most successful agents are those who stop "having a go" and fully commit to their chosen vehicle. Need vs. Want: A profound psychological distinction. Roger explains that while many want success, those who need it are the ones who show up and perform regardless of the "weather" or external challenges. The "Unsuccessful" Mentor: Roger reveals the counter-intuitive secret to his success: finding a mentor who missed their goal. Learning from someone else's mistakes can be the missing piece to your own performance. Environment over Coaching: While great coaches are vital, Roger believes the training environment—the "dressing room"—is the greatest asset. He emphasizes surrounding yourself with people who raise your standards and share your values. The Power of Marginal Gains: Through the story of his 1991 World Championship relay win, Roger illustrates how a tiny change in a solid foundation can create a massive result. Timestamps 00:00:22 – Correcting the record: Roger’s Olympic and World Championship achievements. 00:03:50 – Beyond Talent: Learning the psychology of performance through injury. 00:05:54 – Marginal Gains: Chasing the milliseconds in business and sport. 00:07:02 – The Daily Final: Managing the relentless "rollercoaster" of estate agency. 00:13:17 – "If it was easy, everyone would do it": Daley Thompson’s brutal advice. 00:17:09 – The Secret Mentor: Why you should find the person who didn't achieve their goal. 00:20:43 – Roger & Kriss Akabusi: How two different backgrounds created one champion mindset. 00:31:08 – Uncovering your 'Why': The fuel that keeps you going when things go bad. 00:43:59 – Asking for Help: Why seeking marginal gains is a sign of strength, not weakness. 00:52:04 – Process over Outcome: Doing the "boring" basics like an elite athlete. 00:55:42 – Need vs. Want: The question that defines your career. 01:04:19 – The Relay Strategy: How tiny changes create massive results. Roger Black Links https://www.instagram.com/rogerblack400/ https://www.backleyblack.com/ https://www.instagram.com/real_agencyuk/ https://realagencyclub.co.uk/ Social Links YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/@mattgiggs⁠⁠⁠⁠⁠⁠⁠⁠ Instagram: ⁠⁠⁠⁠⁠⁠⁠⁠https://www.instagram.com/giggsmatt/?hl=en⁠⁠⁠⁠⁠⁠⁠⁠ TikTok: ⁠⁠⁠⁠⁠⁠⁠⁠https://www.tiktok.com/@giggsmatt⁠⁠⁠⁠⁠⁠⁠⁠ Linkedin: ⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/mattgiggs/⁠ This Podcast has been brought to you by Disruptive Media. ⁠https://disruptivemedia.co.uk/

    1h 9m

  8. MAR 12

    The Transfer of Certainty: Masterclass in Fee Confidence and High-Value Sales

    In this unfiltered 1-to-1 conversation, Matt Giggs is joined by Tom Lawrence, owner of Alexander Lawrence Estate Agents in Milton Keynes. Tom shares his journey to becoming a high-performing independent business owner with net profits reaching 35–40%. This episode is a masterclass in "Old School" values meeting modern strategy. Tom reveals why he never negotiates his fee, how he uses a unique "Price Strategy" instead of standard valuations to win instructions, and why genuine human interest is the ultimate competitive advantage in a digital world. Key Takeaways The "Transfer of Certainty": Sales isn't about persuasion; it's about transferring certainty and value through trust. Tom explains how staying firm on fees actually builds more trust than discounting ever could. Price Strategy vs. Shooting from the Hip: Tom refuses to give a valuation price during the initial appointment. Instead, he analyzes the home’s finish and then returns with a data-backed strategy to find the best buyer rather than just a number. The Scheduled Viewing Model: Moving away from reactive, "willy-nilly" viewings, Tom’s agency uses a structured approach to protect the vendor's time and create massive buyer demand. Old School Communication: In a world of AI and automation, Tom focuses on the basics: answering the phone quickly and having real conversations rather than relying on robotic email interactions. The Power of Saying "No": One of the biggest lessons for an established agent is recognizing that not every client is a good fit. Protecting your time and your brand means being willing to walk away from the wrong instructions. Leadership and Trust: Tom discusses the difficulty of relinquishing control and why giving his team the "rope" to fail and learn is what ultimately built their confidence and accelerated their growth. Timestamps 01:01 – Tom’s journey from Next and Countrywide to business ownership. 04:16 – Lessons from "Old School" sales environments and the value of accountability. 10:11 – Why taking a genuine interest in people is the foundation of a "fortune". 13:18 – The Scheduled Viewing Strategy: Why Tom doesn't do viewings during the week. 16:05 – Launching on Saturdays and the strategy behind being closed on Sundays. 23:04 – The Non-Negotiable Fee: Why Tom hasn't lowered his commission in years. 28:33 – Using Google reviews to let clients "sell themselves" before the appointment. 32:31 – Why you should never give a price at the valuation appointment. 38:29 – The hardest part of business: Relinquishing trust and letting your team lead. 39:48 – Top 3 pieces of advice for estate agents running their own business. 43:32 – Why Tom prefers hiring agents with zero industry experience. 47:53 – The danger of thinking you’ve "cracked it" and the importance of lifelong learning. Tom Lawrence Links https://alexanderlawrencemk.co.uk/ https://uk.linkedin.com/in/tom-lawrence-6a951134 Social Links YouTube: ⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/@mattgiggs⁠⁠⁠⁠⁠⁠⁠ Instagram: ⁠⁠⁠⁠⁠⁠⁠https://www.instagram.com/giggsmatt/?hl=en⁠⁠⁠⁠⁠⁠⁠ TikTok: ⁠⁠⁠⁠⁠⁠⁠https://www.tiktok.com/@giggsmatt⁠⁠⁠⁠⁠⁠⁠ Linkedin: ⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/mattgiggs/

    56 min
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About

Estate Agent Showdown is the ultimate debate show for real estate agents, property industry professionals and investors worldwide. Hosted by the dynamic and insightful Matt, this podcast delivers bold discussions on the hottest industry trends, game-changing business models, and the challenges shaping the future. Each episode brings together two expert guests for unfiltered conversations, real-world insights, and the strategies you need to stay ahead in an ever-evolving market. Whether you're scaling your portfolio, refining your sales tactics, or navigating industry shifts, Estate Agent Showdown keeps you informed, inspired, and ready to win. My mission is to challenge the comfort zone of estate agency, one honest conversation at a time.

Information

  • Creator
    Matt Giggs
  • Years Active
    2025 - 2026
  • Episodes
    46
  • Rating
    Explicit
  • Copyright
    © 2025 Matt Giggs
  • Show Website
    Estate Agent Showdown

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