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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.

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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 market
• How to use global events to strengthen your pricing conversations
• The difference between agents who educate and agents who just “report the news”
• Why personal brand is becoming a non-negotiable in modern estate agency
• The 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.

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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