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Fresh off the back of the TCA Mastermind in Manchester, the lads are back (eventually... Dave had some connection issues!) to dissect the reality of the current market.

This week, Ian shares a horror story involving a high-value property and a lazy agent that nearly collapsed a chain, proving once again that "cheap" fees often cost the most. JK battles the "Mancunian Cough" to drop truth bombs about conversion rates, and the team debates the age-old question: Should you launch new listings now or wait for the January rush?

If you are an agency owner feeling the burnout, or you're obsessed with high conversion rates, this episode will challenge your thinking. It’s time to stop looking at vanity metrics and start looking at your profit.

In this episode, we cover:

• The Chain from Hell: Ian exposes a shocking failure in source of funds checks on a high-value property and why doing it properly is worth the premium fee.
• The December Dilemma: With the holidays approaching, is it better to launch stock now or hold fire for the New Year? The guys share their strategy.
• The Conversion Rate Myth: Why a 60-70% conversion rate might actually be a warning sign that your fees are too low.
• Defining Your "North Star": Why the goal isn't always a supercar—sometimes it's just being able to do the school run.
• Scaling Up: The specific first hires you need to make to transition from an overworked owner-operator to a business owner.
• Mastermind Takeaways: Exclusive insights from the Manchester event, including the power of daily data tracking.

Killer Quotes from the Episode:

"That is what you get for less than 1%... You remember when you were choosing between 2% and 0.75%? This is what you chose. And now we're having to pick up the pieces." — James Kendall

"If your gross conversion rate is 60-70%, the fact of the matter is you're too cheap. Put your fees up, you'll convert less, but you'll make more money." — James Kendall

"You're not going to look back on your deathbed and think, 'God, I wish I'd done one more valuation.' You're going to think, 'I'm really glad I took the kids to school.'" — Ian Storey

Key Resources & Mentions:

• TCA Mastermind: Insights from the recent Manchester event.
• Street.co.uk: Mentioned regarding AI call handling.
• Book Recommendation: Exactly What to Say by Phil M. Jones (referenced in previous context but relevant to the scripts discussed).

Next Week: Get ready for a special milestone! Next week we celebrate Episode 100 with a video special.

About The Complete Agent: The Complete Agent is dedicated to helping estate agents move away from the high-volume, low-fee hamster wheel and build a business based on quality, high fees, and exceptional service.

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This week on The Complete Agent Podcast, James Kendall, Ian Storey and David Warburton return with a frank and practical breakdown of the latest movements in the UK property market. From fall-through frustrations to budget-day anticlimaxes, the trio pull apart what’s actually happening on the ground and how estate agents can use this period to strengthen relationships, sharpen marketing strategies and stay ahead of buyer sentiment.

Ian opens the episode with a raw update on sales that have recently fallen through. Rather than dressing it up, he talks honestly about managing the emotional and financial impact of pipeline turbulence. The hosts reflect on how common this pattern has become for agents across the country, reinforcing the value of community and peer support when the weeks feel heavy.

The discussion moves into the recent budget announcement, which, despite the build-up, delivered very little for the mainstream housing market. The only headline measure, the forthcoming mansion tax, is dissected for its true-to-life impact, which appears limited to a small slice of high-value homes from 2028 onward. The hosts explore what this means for messaging, client communication and how to address incoming questions from sellers and buyers.

Social media strategy becomes a central theme, with the team championing transparent, steady content during uncertain times. They emphasise that authenticity consistently outperforms polished perfection, especially when clients are already jittery about the budget, mortgages and market timing. Marketing properties correctly, positioning them with confidence and grounding conversations in data are framed as essential habits for agents who want to remain trusted advisers.

The episode circles back to client relationships. With buyers and sellers absorbing conflicting narratives from the news, the team encourage agents to double down on communication, check in with clients post-budget, and use this moment to reinforce clarity rather than speculation. Community engagement also comes to the fore, from local events to visibility on social channels, as a way to remain the go-to expert in your patch.

As the year edges toward its final stretch, James, Ian and David underline a clear message: the agents who prepare now, remain proactive and keep talking to their clients will enter 2026 in a stronger position. The market may not feel thrilling, but those who stay visible, supportive and strategic will reap the rewards as momentum shifts.

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This week on The Complete Agent Podcast, James Kendall is joined by co-hosts Ian Storey and David Warburton for a deep dive into the realities of building a high-performing estate agency in an ever-changing market. They’re joined by a familiar face to the Complete Agent community: Michelle, whose background in estate agency, sales progression and business coaching has shaped the growth of the project from day one.

The conversation opens with Michelle’s career journey and the lessons she has carried from frontline agency work through to coaching roles where she has helped agents refine decision-making, strengthen processes and develop strategic focus. Her experience bridges the day-to-day operational pressures of modern estate agency with the bigger picture thinking required to build a resilient, profitable business.

Across the episode, the team explore how buyer behaviour, market cycles and shifting levels of confidence continue to influence what agents need to prioritise. Weekly market insights, data interpretation and clear communication are positioned as essential tools rather than optional extras. Michelle unpacks how strong sales progression processes can transform pipeline speed, fall-through rates and client experience, creating a meaningful uplift in revenue without adding more leads to the top of the funnel.

A recurring theme throughout the discussion is the importance of setting clear, realistic goals and tracking the right performance metrics. Whether it’s cost of acquisition, lead generation efficiency, or the value of first contact, the team argue that the agents who win in 2025 will be the ones who treat their businesses like businesses, not weeks of firefighting stitched together.

Personal development is given equal weight. The hosts reflect on how agency owners often focus on growth targets and operational output, yet neglect mindset, work-life balance and the ability to stay consistently focused when the market feels uncertain. Michelle shares the benefits of community support within the Complete Agent mastermind, where accountability, problem-solving and shared experience accelerate growth far faster than working in isolation.

With the next mastermind event on the horizon, the episode closes on a simple message: progress comes from action. Understanding your numbers, measuring growth, improving communication, and implementing small but meaningful changes can redefine the trajectory of an estate agency within a single quarter.

If you’re a premium estate agent, business owner or someone aiming to reach the upper quartile of your local market, this episode offers a grounded, practical look at what truly moves the needle. From sales progression clarity to mindset resilience, it’s packed with the strategies high-performing agents are using to push ahead in a competitive landscape.