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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

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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.

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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.

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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.

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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.

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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.