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This is a big one.

In this special 100th episode of The Complete Agent Podcast, we pause to reflect on the journey so far and look ahead to what comes next.

We revisit the biggest lessons, themes and turning points from the first 99 episodes. From pricing and valuations to negotiations, marketing, premium positioning, off market strategies, leadership and building a modern agency that actually works in the real world.

But this episode is not just a highlight reel.

We also talk openly about our own journeys. What we have learned running our businesses. What we would do differently if we were starting again. The mistakes, the breakthroughs, and the moments that changed how we think about agency.

Finally, we share what is next for the podcast, for The Complete Agent, and for agents who want to operate at the top end of the market with confidence, clarity and control.

If you have been with us since the beginning, this episode will bring it all together.

If you are new to the podcast, this is the perfect place to start.

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In this episode of The Complete Agent podcast, Dave Warburton and Ian Storey reflect on the start of a new year and what really sets agents up for success in January. They discuss the importance of team morale, taking proper breaks, and starting the year with a strong pipeline. The conversation explores how AI can support estate agency businesses without replacing personal contact, why authenticity still matters in client relationships, and how marketing is evolving with a growing focus on video. The episode also shares updates on TCA’s plans and why 2026 is shaping up to be an exciting year for agents who prepare properly.

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In this episode of The Complete Agent Podcast, James Kendall of James Kendall & Co is joined by Ian Storey of Storeys of Cheshire for a practical, no-nonsense discussion about the realities of estate agency right now and how agents should be positioning themselves for the year ahead.

The conversation begins with a review of the past week in the market, looking at sales activity, new instructions and the importance of maintaining a strong pipeline. James and Ian explain why pipeline health is the single biggest indicator of future success and how many agents only realise there is a problem once it is already too late.

They go on to unpack the challenges currently facing estate agents, including pricing sensitivity, interest rate uncertainty and changing buyer behaviour. Rather than blaming market conditions, the focus stays firmly on what agents can control. Proactive marketing, clear communication and confident advice are highlighted as the difference between agencies that are struggling and those that are still moving stock.

Marketing strategy plays a central role in the discussion. The hosts talk about the power of staging and presentation, why first impressions still drive value, and how many agents underestimate the impact of getting a property properly prepared before launch. Choosing the right properties to market and being selective about instructions is framed as a business decision, not arrogance.

Client engagement is another recurring theme. James and Ian stress the importance of asking for the business, asking for price adjustments when necessary, and handling objections face to face rather than hiding behind messages or emails. They argue that many agents are sitting on “low hanging fruit” simply because they are not confident enough to have direct conversations.

Interest rates and wider market trends are also covered, with a realistic assessment of how sentiment affects buyers and sellers. The episode reinforces the need for agents to stay informed, communicate clearly with clients and provide reassurance grounded in data rather than headlines.

As the episode closes, the focus turns to growth. James and Ian share their goals for the coming year and discuss the mindset required to improve results in a competitive market. Continuous training, better execution, and charging appropriately for the service delivered are essential foundations for long-term success.

This episode is ideal listening for estate agents who want a realistic view of the market, practical sales strategies they can apply immediately, and clarity on how to enter next year with confidence and control.