In this groundbreaking episode, Mark Worrall, Ian Macbeth, and guest Mark Burgess dive into the next evolution of estate agency operations: AI Scouts. Inspired by football scouts, these AI-powered systems are revolutionising how agents source leads, manage databases, and personalise outreach.
Mark Burgess shares the journey behind the development and testing of AI Scouts across 138 postcodes, revealing how they delivered 750+ personalised emails and WhatsApp messages within 24 hours. From monitoring CRMs and property portals to matching listings with buyers, these digital scouts are doing the heavy lifting—freeing agents to focus on high-value, human-centric work.
💡 Key topics in this episode:
What AI Scouts are and how they work
Real-world results from testing with 34 agencies
Why revenue per employee is the new benchmark
The danger of falling behind tech-savvy agents like “Fraser”
How to start using AI today—even if you're not on Iceberg
Whether you're sceptical or excited, this episode is a wake-up call for estate agents. The AI revolution isn't coming—it's here. And those who adapt will lead the industry.
In this episode, Mark Worrall and Ian Macbeth dive into the latest rumours ahead of the UK Budget and their potential impact on the property market. From proposed tax changes on homes over £500,000 to the removal of capital gains exemptions for high-value properties, they explore how these shifts could affect estate agents, sellers, and buyers—particularly in London and the South East. They also unpack the emerging trends among first-time buyers and debate the real value of industry awards versus Google reviews when building a trusted agency brand. Plus, there’s seasonal chat on morning routines, market slowdowns, and the importance of staying proactive as agents navigate political and economic uncertainty.
🔊 This episode is sponsored by Iceberg Digital – Revolutionising the estate agency industry through automation, innovation, and world-class marketing. https://iceberg-digital.co.uk/
In this episode, Mark Worrall and Ian Macbeth dive into the communication habits shaping modern estate agency — starting with their love-hate relationship with voice notes. They explore the growing power of WhatsApp in client communication and how it could revolutionise offer presentations and scheduling. Mark shares a cautionary tale of a six-month sale collapsing on exchange day, sparking a wider discussion on the emotional strain agents face and why the system needs reform. From upfront fees to pre-condition reports, Ian and Mark unpack proposed changes that could reduce fall through's and raise industry standards. This episode is a call to action for agents to be proactive, educate clients, and embrace the evolving property landscape.
🔊 This episode is sponsored by Iceberg Digital – Revolutionising the estate agency industry through automation, innovation, and world-class marketing. https://iceberg-digital.co.uk/
In this episode of The World Class Real Estate Podcast, Jonny Palmer joins Mark and Ian to break down the essential ingredients of a truly world-class estate agency. From the power of relentless standards and consistency to the importance of building strong, collaborative relationships with conveyancers, Jonny shares actionable insights every agent can implement today.
He introduces the RARE formula for choosing solicitors – Reviews, Awards, Referrals, and Experience – and explains how his FAST service is transforming transaction speeds through better systems, weekly updates, and tech-led communication like WhatsApp.
If you're looking to level up your operation, streamline completions, and retain exceptional people in your business, this conversation is a must-listen.
Key Takeaways:
Why systems and standards beat talent alone.
How to choose the right conveyancers using the RARE method.
What the FAST service means for speeding up transactions.
Simple yet powerful action steps to improve communication between agents and solicitors.
🔊 This episode is sponsored by Iceberg Digital – Revolutionising the estate agency industry through automation, innovation, and world-class marketing. https://iceberg-digital.co.uk/
Ian Macbeth and Mark Worrall discuss their excitement about being name-dropped by Gary Vaynerchuk on the Tom Ferry podcast. They explore the benefits of using ChatGPT for content creation, leveraging voice prompts for more detailed inputs. Ian shares his experience with ChatGPT for estate planning and market updates. They also discuss the potential of AI in improving conveyancing efficiency and the importance of early adoption in real estate. The conversation highlights the value of AI in enhancing productivity and content creation, emphasizing the need for estate agents to embrace these tools for competitive advantage.
This week, Ian and Mark sit down with Ben Hicks, a self-employed estate agent with a fascinating journey that began at just 17 years old—right before the 2007 credit crunch.
Ben shares openly about the highs and lows of his career, from juggling multiple jobs and living apart from his family in the early days, to building a successful business grounded in honesty and trust.
The conversation dives into some of the biggest themes shaping estate agency today:
Why being upfront with clients—even when delivering bad news—builds stronger, lasting relationships.
The realities of self-employment and the sacrifices required in those first crucial years.
How AI is transforming the way agents work, from research and emails to client support.
What the property market might look like in the months ahead, with Ben’s thoughts on a flat period until next year.
It’s an inspiring, no-nonsense look at what it really takes to thrive in estate agency—and why truth, adaptability, and technology are key ingredients for success.
Quick episode asking for some help from our listeners....
In this powerful episode, renowned industry leader Iain White sits down with WCRE to explore what it really takes to build a successful modern estate agency. From the early days in the industry to advising some of the UK’s top-performing agencies, Iain shares invaluable lessons on leadership, technology, and the importance of cultural fit in recruitment.
The conversation dives into how agencies can harness data-driven decision-making, embrace AI, and implement technology that actually solves business problems—rather than just chasing the next shiny object. Iain also talks about the critical role of mindset, sharing insights from his time at Romans, where a culture of excellence and intentional leadership produced industry-defining results.
If you're grappling with recruitment, retention, or how to evolve your agency model for the future, this episode is packed with practical strategies to help you stay ahead of the curve and attract high-caliber, high-performing agents.
Actionable Takeaways:
Review your tech stack and align it with business goals.
Adopt a culture-led, data-backed recruitment strategy.
Build a winning mindset across your leadership and team.
Details for ICG Event 08/10/14: https://www.eventbrite.co.uk/e/ai-marketing-mastery-for-estate-letting-agents-free-1-day-power-up-tickets-1565764807689?aff=oddtdtcreator
🔊 This episode is sponsored by Iceberg Digital – Revolutionising the estate agency industry through automation, innovation, and world-class marketing. https://iceberg-digital.co.uk/
Wait… Ian and Mark have 23 years of experience in estate agency? Surely they started at 10 years old, right? 😅
In this episode, they reflect on what two decades plus in the property game has really taught them – from knocking doors and printing particulars to embracing CRMs, video marketing, and, of course, the small matter of the iPhone changing everything.
They dive into:
📱 How tech has transformed the role of the agent
📦 What’s improved (and what hasn’t) in agency culture
🧠 The biggest lessons learned – sometimes the hard way
🔮 What the next 23 years could look like (spoiler: more change, less nonsense)
Whether you’re an industry veteran or just getting started, this one’s packed with insights, laughs, and a little bit of nostalgia for a pre-Zoom world.
🔊 This episode is sponsored by Iceberg Digital – Revolutionising the estate agency industry through automation, innovation, and world-class marketing. https://iceberg-digital.co.uk/
This week, Ian and Mark dive into the latest market stats to answer the burning question on every agent’s mind: just how good is the property market right now?
With transaction volumes up and buyer activity heating up, it feels like a strong market — but do the numbers back that up?
Tune in as the guys break down what’s really happening beneath the headlines, compare this year’s performance to previous years, and share their top tips for staying sharp in a high-volume market. Whether you’re flying or just keeping up, there’s practical advice here to help you maximise every opportunity.
🔊 This episode is sponsored by Iceberg Digital – Revolutionising the estate agency industry through automation, innovation, and world-class marketing. https://iceberg-digital.co.uk/
Mark Worrall and Ian Macbeth are back from their holidays and diving straight into the latest shifts in the property market. In this episode, they share fresh insights from a surprisingly busy August and predict a listing surge as September kicks in. With potential tax changes on the horizon and a patchy market landscape, the duo breaks down what agents really need to focus on.
From pricing with confidence and managing motivated sellers to preparing for Q4 like a pro, this episode is a must-listen for any estate agent looking to finish the year strong. Mark and Ian offer straight-talking advice on why being selective matters, how to spot opportunity in quieter times, and what it really takes to stay ahead in an unpredictable market.
🔊 This episode is sponsored by Iceberg Digital – Revolutionising the estate agency industry through automation, innovation, and world-class marketing. https://iceberg-digital.co.uk/
This week, we're joined by Steve Foreman, founder of Property DriveBuy and a proptech innovator on a mission to rewire the way people discover property in the UK.
After years of working with major players in the digital space, Steve spotted a gap — why are we still relying on outdated portal models when technology could make search more intuitive, hyper-local, and even fun?
In this episode, we unpack:
📍 How DriveBuy lets users find properties from the street using geo-location
💡 Why the traditional property portals might be due for disruption
🏘️ What this means for estate agents and how they can leverage this shift
🚀 The future of proptech and where Steve sees it all heading
If you’re an agent who’s tired of feeding the portal beast — or just curious about what’s next — you won’t want to miss this one.
🔊 This episode is sponsored by Iceberg Digital – Revolutionising the estate agency industry through automation, innovation, and world-class marketing. https://iceberg-digital.co.uk/
What would a social media growth expert do if he opened a new estate agency today? In this game-changing episode, Mark and Ian sit down with James Cocker — founder of HomeFeed and the go-to guy for cracking the social media code in the property industry.
James breaks down how estate agents can hack the algorithm, from content that actually gets seen, to simple tweaks you can implement within minutes, this episode is packed with high-impact, low-effort wins.
Whether you're brand new to social or already posting daily, this episode will change the way you think about content. If you want more leads, more reach, and more business — this is the one to share with your team.
For more information on James and his company see: https://home-feed.co.uk/
What does it take to run one of the UK’s top 100 estate agencies, sell over 100 properties every month, and still stay hands-on in the day-to-day business? In this episode, we sit down with Steve Beercock of Beercocks to uncover how he’s developed his agency into a sales powerhouse while keeping his feet firmly on the ground.
Steve shares the “square peg in square holes” philosophy that reshaped his team, the systems that turn his ideas into action without pulling him away from the front line, and the personal changes that have boosted both his work and home life. Whether you’re an estate agent looking to grow your business, streamline your team, or simply work smarter, Steve’s story is packed with actionable insights you won’t want to miss.
🔊 This episode is sponsored by Iceberg Digital – Revolutionising the estate agency industry through automation, innovation, and world-class marketing.
In this episode, we’re joined by the bold, passionate, and unapologetically opinionated John Ghent – a seasoned estate agent who’s taken TikTok and Instagram by storm. With videos hitting over a million views, John is on his way to be known as The Digital Mayor of Leicester, using short-form video to build a loyal audience and local influence. Mr Watkin would be proud!
John pulls back the curtain on his content strategy, reveals the mindset shift that helped him embrace the camera, and explains how his process has evolved over time to consistently create viral, high-impact videos that resonate with his audience. Expect honesty, humour, and plenty of practical takeaways for agents looking to raise their profile online.
If you're trying to figure out how to stand out in a saturated market or wondering what TikTok can really do for your brand – this is one not to miss. 💥
"The Digital Mayor of Leicester" – TikTok Viral Sensation John Ghent
In this episode, we’re joined by the bold, passionate, and unapologetically opinionated John Ghent – a seasoned estate agent who’s taken TikTok by storm. With videos hitting over a million views, John has become known as The Digital Mayor of Leicester, using short-form video to build a loyal audience and local influence.
John pulls back the curtain on his content strategy, reveals the mindset shift that helped him embrace the camera, and explains how his process has evolved over time to consistently create viral, high-impact videos that resonate with his audience. Expect honesty, humour, and plenty of practical takeaways for agents looking to raise their profile online.
If you're trying to figure out how to stand out in a saturated market or wondering what TikTok can really do for your brand – this is one not to miss. 💥
Sponsored by: Iceberg Digital
In this energised episode, Mark and Ian reflect on recent standout podcast guests—Clint, Steve Beercock, and James—and the powerful insights they've shared around personal development, content creation, and evolving estate agency practices. From Zoom to face-to-face recordings, the duo explore how in-person collaboration creates space for higher energy, richer conversations, and industry-changing ideas.
They reveal two exciting secrets that will be game-changers for agents...
Other key topics covered include:
The value of exclusive listings vs. multi-agency strategies
Pricing strategies that align with seller motivation
Current market trends and how solicitor holidays are affecting completions
The role of consistent client communication in maintaining an effective pipeline
Inspiration from listeners like Ben Roberts, who is already using the podcast for team training
In this explosive episode, Mark and Ian are joined by industry insider Clint Nykamp – former Connells employee – to unpack the shocking revelations from the BBC Panorama episode aired on 14th July.
The trio dive deep into the dark side of corporate estate agency, spotlighting pressurised sales tactics, target-driven culture, and the manipulation that often blurs the line between hustle and harm. They also scrutinise the poor service standards and overvaluing practices exposed at Purplebricks, raising big questions about accountability in the hybrid and online model.
Is this just bad behaviour, or does it reflect something rotten in the core of some big agency structures? And more importantly – what can independent agents learn from it to stand out for the right reasons?
This is a no-holds-barred conversation that every agent needs to hear.
In this future-facing episode, Rowan Waller returns to talk about the rise of Answer Engine Optimisation (AEO) and how AI-generated content is transforming the way estate agents reach their audience. Mark and Ian dive into how AEO is different from traditional SEO—and why optimising for tools like ChatGPT, voice search, and Google’s new search experience could become a competitive edge. Rowan shares tactical examples of how to use AI summaries, structured answers, and smarter content formats to get found faster, build trust, and serve modern buyers and sellers better. Essential listening for agents who want to futureproof their marketing and communications.
https://www.linkedin.com/in/rowan-waller/
In this episode, we’re joined by mortgage advisor Tom Ashton to explore what’s really going on in the mortgage market—and what estate agents need to know next.
Tom shares the latest on fixed-rate stability (including rates as low as 3.84%), the impact of new stress testing, and what changes in swap rates and the Bank of England base rate really mean for your buyers and sellers.
But it’s not just numbers—Tom also dives into the human side of world-class real estate: why communication, empathy, and early engagement with a broker can transform the client experience.
We wrap with practical strategies for agents to build better relationships with mortgage advisors and unlock stronger, more reliable lead generation.
https://www.linkedin.com/in/tom-ashton-824b9b41?utm_source=share&utm_campaign=share_via&utm_content=profile&utm_medium=ios_app
🔊 This episode is sponsored by Iceberg Digital – Revolutionising the estate agency industry through automation, innovation, and world-class marketing.
Most estate agents don’t fail because they lack leads. They fail because they don’t understand their numbers.
In this episode, Royston Guest joins Ian and Mark to uncover the biggest blind spots in estate agency businesses today—starting with cash flow. With only 53% of listed properties completing in 2024, many estate agents are waiting up to 180 days to get paid. That’s not sustainable.
Royston shares real-world advice on managing cash flow, understanding gross profit vs net profit, and why chasing vanity metrics (like listings and followers) won’t pay your bills. He urges agents to focus on financial performance, not just top-line revenue.
Whether you're an independent estate agent or running a growing agency team, this episode is your blueprint for building a profitable, resilient business that lasts.
💡 Key Talking Points:
Why cash flow is the #1 issue facing estate agents in 2024
The dangerous lag between listing and completion (120–180 days)
What every estate agent should know about gross profit and net profit
How to stop chasing vanity metrics—and track what really matters
Why most estate agents can’t calculate key business metrics—and how to fix it
Recurring revenue: how lettings and financial services can smooth cash flow
🎯 Action Steps:
Download Royston’s ‘Seven Fatal Mistakes’ Report and use it for honest self-review below
Reassess your agency’s financial health—start with profit and cash
Educate your team on how long it really takes to get paid
Set up recurring revenue streams to stabilise your business model
Prioritise financial data and metrics over performance “fluff”
Download the report here: