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In this episode of The Complete Agent Podcast, Simon Gates joins Dave Warburton, Ian Storey, and James Kendall to break down what’s really happening in the property market right now and how smart agents are adapting.

From managing buyer expectations to using silence as a powerful negotiation tool, this episode covers the strategies agents need to succeed in a more cautious and competitive market. The team discusses how continuous prospecting, pricing accuracy, and data-driven conversations build trust and drive results.

If you want to stay sharp, win more instructions, and improve your communication with buyers and sellers, this one’s packed with insight.

🔑 Key Takeaways

• Always be prospecting — even when things are going well
• Use urgency and scarcity to drive buyer decisions
• Pricing correctly is non-negotiable in today’s market
• Market data can strengthen your authority and help manage client expectations
• Silence can be a powerful tool during negotiations
• Clear, confident communication leads to stronger client relationships
• Ongoing learning is essential for long-term success

💬 Top Sound Bites

• "Creating urgency and scarcity can drive buyer action."
• "The power of silence can be a strong negotiation tool."
• "Utilizing market data helps in client conversations."

⏱️ Episode Chapters

00:00 – Introduction and Guest Intros
01:09 – Weekly Updates & Market Insights
06:55 – Simon Gates’ Market Reflections
12:50 – Managing Buyer Expectations
20:04 – Pricing & Presentation Strategies
28:03 – Navigating Current Market Conditions
33:55 – Using Silence in Negotiations
40:33 – Leveraging Data in Client Conversations
50:41 – Final Thoughts & Future-Focused Advice