138. 90 Days to Turn Your Estate Agency Around: More Instructions, More Sales, Better Results

What would you do if your estate agency hadn't won an instruction in three weeks, sales were slowing down and your pipeline was looking worryingly thin? In this episode of The Complete Agent Podcast, James Kendall and Michelle Smith tackle a challenge facing many estate agents right now: how to rebuild momentum, generate more business and get properties sold when the market feels like it's working against you. With fewer buyers, higher mortgage costs and a growing gap between seller expectations and what buyers are prepared to pay, it's easy to blame the market. But James and Michelle argue that the agents who perform best in challenging conditions are those who take control of what they can actually influence. Together, they break down a practical 90-day approach to turning an estate agency around, starting with identifying where the business is losing opportunities. Michelle explains why the first step isn't simply telling the team to work harder. It's understanding the numbers, identifying weaknesses in the sales process and getting to the bottom of what's really holding the business back. Sometimes the problem isn't a lack of valuations. It's poor conversion, unrealistic pricing or a team that has lost confidence. The conversation then turns to one of the biggest opportunities in the current market: buyer work. Rather than waiting for the phone to ring, James and Michelle explain how agents can generate sales from their existing database, identify genuinely motivated buyers and create opportunities by matching those buyers with properties they might previously have overlooked. They also explore how to turn existing stock into sales without immediately resorting to price reductions. From reviewing presentation and marketing to proactive buyer calls, collaborating with other agents and thinking creatively about where potential buyers might come from, the message is clear: great estate agents create opportunities rather than simply wait for them. With instruction levels under pressure, the pair also discuss the importance of prospecting, targeted direct mail and door knocking. Michelle explains why approaching homeowners with genuine advice and a service-led mindset can be far more effective than simply asking whether they want a free valuation. Another major theme is conversion. Are agents losing instructions because there aren't enough opportunities, or because they're failing to secure the opportunities already in front of them? Michelle makes a compelling case for asking for the business during the valuation appointment, while James shares how to make closing feel like a natural part of a professional conversation rather than an uncomfortable sales technique. Finally, they tackle a tempting response to a difficult market: reducing your fees to win more business. Their message is simple. When transactions are harder to secure and sales are taking longer to complete, cutting your fees can leave you working harder for less money. The answer is to become more valuable, not cheaper. Whether you're running an established agency that's lost momentum, trying to improve your team's performance or simply looking for practical ways to generate more instructions and sales, this episode is packed with actionable advice you can start implementing tomorrow. Because turning your business around doesn't necessarily require a new system, a new brand or a bigger marketing budget. Sometimes it starts with better conversations, clearer priorities and consistently doing the things that actually generate business. Find out more about The Complete Agent at www.thecompleteagent.co.uk