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. 4D AGO

    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

  2. MAR 19

    110. Is The Property Market About To Slow Down Again

    Send us Fan Mail In this Episode, JK & Dave share a clear and practical view of the current property market, focusing on how agents can navigate uncertainty with confidence. The conversation covers how to use market data properly, why pricing strategy is more important than ever, and how external factors such as geopolitical events and interest rates influence buyer behaviour. The key message is simple. Agents who rely on opinion will struggle, while those who use data, communicate clearly, and position property correctly will continue to win instructions and deliver results. Key takeaways Data should lead every valuation, not gut feel This builds trust with clients and reduces price reductions later in the process Pricing correctly from day one is critical in uncertain markets Overpricing leads to longer time on market and weaker eventual outcomes Geopolitical and economic events influence sentiment more than reality Agents need to translate headlines into clear, local context for clients Buyers are more sensitive to value, not just price Presentation, positioning and messaging all play a role in perceived value Agents who educate their clients stand out immediately Clear communication turns uncertainty into confidence Key topics Market data and valuation techniques How to use real numbers to justify pricing and win trust Impact of geopolitical events on the property market Understanding how headlines affect buyer confidence and behaviour Pricing strategies and market positioning Why correct pricing and strong positioning drive better outcomes Sound bites “You charge what you’re worth and are worth what you charge.” “The data is the data. Opinions are opinions.” “Educate your clients with data and context.” Chapters 00:00 Introduction and guest overview 01:08 Sales challenges and strategies 05:39 Business structure and selectivity 10:13 Sales performance and market insight 12:02 Valuation strategies and positioning 18:16 Pricing sensitivity and buyer behaviour 27:05 Economic factors and market impact 36:49 Closing thoughts and outlook Resources Complete Agent Facebook Group https://facebook.com/groups/thecompleteagent Bank of England swap rates https://www.bankofengland.co.uk/markets/market-data/interest-rates

    38 min

  3. MAR 12

    109. If Your Estate Agency Was a Hotel... Reed Diffuser Concierge vs Static Caravan in a Highrise

    Send a text In this episode of The Complete Agent Podcast, James Kendall and Ian Storey reflect on a strong week in agency and a hugely positive TCA Mastermind in Manchester. They discuss standout listing activity, the impact of consistent direct mail, and why premium positioning continues to attract better instructions, better fees and stronger clients. A big part of the conversation centres around culture, leadership and autonomy within an estate agency business. James and Ian unpack what makes a team thrive, why difficult conversations matter, and how the standard you tolerate eventually becomes your culture. They also reflect on the growth of TCA members, with some significantly increasing fees and shifting to much higher average price points. The episode finishes with a brilliant analogy around hotels and service levels, exploring how agents should think about whether their business feels like a budget stay or a premium experience. The wider point is clear. Better fees do not come from asking for more. They come from consistently delivering more at every touchpoint.

    32 min

  4. MAR 11

    108. Why Porsche reached out to Storeys.

    Send us Fan Mail In this episode of The Complete Agent Podcast, Dave Warburton, James Kendall and Ian Storey share what they are seeing in the market right now, from strong first quarter activity to the growing importance of pricing accurately and communicating value clearly. The conversation covers standout wins, including premium listings, long term stock finally moving, and the power of consistent brand positioning, with Ian sharing how Stories was approached by Porsche for a social media collaboration. The discussion then moves into market dynamics, why withdrawn stock is worth revisiting, and how agents should be using data to guide valuations rather than relying on guesswork. The lads also touch on the spring statement, AI’s likely impact on agency and wider employment, and why the human side of the job will become even more valuable as technology advances. The episode finishes with a look ahead to the next TCA mastermind and what members can expect.

    42 min

  5. FEB 26

    107. The Questions That Win Better Clients Ft. Sam Hunter

    Send us Fan Mail In this episode of The Complete Agent Podcast, James Kendall is joined by Sam Hunter of @HappyBuyersClub for a wide-ranging conversation that blends market insight with personal perspective. They explore negotiation dynamics at the upper end of the market, the growing role of buying agents, and why asking better questions leads to stronger outcomes for clients. The discussion moves into marketing and personal branding, highlighting how social media strategy and authenticity can shape perception and engagement. They also touch on team building, talent acquisition, and the importance of shared values when growing a business. Drawing on experiences from both the UK and Australian markets, the episode emphasises that success in estate agency is built not just on process and performance, but on relationships, alignment, and personal growth.

    56 min

  6. FEB 19

    106. Is A Property Crash Coming In 2026?

    Send us Fan Mail In this episode of The Complete Agent Podcast, Dave Warburton and James Kendall unpack what they are seeing week to week inside the property market, from standout sales performance to the growing tension around pricing and realism. They explore why activity remains strong in the mid-market “gold dust range,” how communication and questioning shape better outcomes with buyers and sellers, and what agents must do to stay in control during negotiations. The conversation then turns to the bigger picture. Predictions of a potential 2026 property crash, the role government policy could play in supporting the housing market, and how employment trends may ultimately dictate direction. They also discuss the rapid rise of AI in real estate, separating hype from genuine disruption, and what it could mean for jobs, productivity, and opportunity across the industry. The central theme is clear. Agents who understand market dynamics, communicate honestly, and adapt early will outperform regardless of headlines.

    45 min

  7. FEB 13

    105. More Value In One Episode Than Most Training Courses ft. Simon Gates

    Send us Fan Mail In this episode of The Complete Agent podcast, the hosts dig into what is really happening in the market right now, why some homes fly, and others sit, and how pricing is still the biggest lever agents can pull. They unpack the realities of protracted negotiations, managing seller expectations, and why agents must understand buyer psychology rather than relying on generic scripts. The conversation covers why quality marketing and strong branding change perceived value, how to articulate fees without becoming defensive, and how technology and social media are now essential tools for reach and credibility. The overall message is simple. Agents who combine sharp pricing, proper process, and premium presentation will outperform those who just list and hope.

    57 min

  8. FEB 6

    104. Premium Clients Notice Details You Think Don’t Matter

    Send us Fan Mail It’s a two-hander this week as Dave Warburton and James Kendall record without Ian, and the conversation quickly turns into a practical look at what’s actually driving results right now. They cover a busy start to the year, why shoots and capacity can become the bottleneck, and how protracted negotiations are becoming more common as buyers stay price sensitive. From there, they go deep on direct mail and why quality matters. The core point is simple. If your marketing feels cheap, you attract cheap business. If it feels premium and consistent, you win higher quality instructions and higher fees. Dave shares a real example of breaking into an area with zero traction through consistent letter drops, and how that turned into multiple sales and a record fee. The episode then moves into valuations and overpricing, why some agents are still misreading motivation, and how unrealistic pricing creates radio silence, frustration and lost time. There’s also a punchy story about a “cash buyer” who refused to provide proof of funds, then dropped their offer after viewing out of spite, which leads into a discussion about AML obligations and why many agents are unknowingly exposed. They close with a wider conversation on building relationships, having opinions, and why being informed on the economy and technology helps you connect with the kind of clients you want. A proper TCA update wraps the episode, including quarterly mailers, portal developments, coaching and the next mastermind.

    47 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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