Built For The Harder Market (With Tom Turner)
episodePreviously titled “Built For The Harder Market” — renamed by the publisher on Aug 12, 2026
Estate Agency X Podcast - Rethinking Agency Agency Since 2017
42 min
1 speaker
8 chapters
transcribed 1 month ago
Transcript
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Transcript generated automatically by AI and may contain errors.
Who is Tom Turner and how did his early family agency experience shape his career?
Welcome to this episode of Estate NCX. Today I'm talking to Tom Turner from Pendle Hill Properties. It's gonna be such an interesting story for anybody out there that went through COVID, got to the other side and suddenly scratched their head and thought, like, oh, what am I supposed to do now? Tom's background, he was working in his dad's estate agency when he was thirteen years old. He travelled round to the other side of the world, experienced what real estate in Australia's like, came back to England, went through the COVID period, implemented AI operating systems into his dad's estate agency, and now they're charging an average of two percent, sometimes three percent. So this is the episode for you if you're trying to figure out where your estate agency should be going.
Estate ANCX, the UK's number one Estate Agency podcast discussing the future of Estate Agency, entrepreneurship and business, hosts Mark Burgess and Rob Brady.
Okay, Tom, thanks for coming all the way down. That's all right. Uh tube strike and everything. Still managed to get here. Um, so we always start off with the guests just giving the listeners a bit of a background how they got into a state agency, you know, what they're up to at the moment. Um if you could just give the listeners a bit of a idea as to how you fell into this, that'd be great.
Yeah. Um I started out in a state agency. Probably around the age of thirteen. Okay. Um so a famil family business, mine and my dad's uh my dad always encouraged me on a Saturday to come into the company and sort of learn learn the way. Um so that would just be answering calls at thirteen and booking nice for him and handling things whilst he was in a way. And at thirteen, did you like that or would you like, Oh, please no? Oh nice. I suppose it just in it was only ever in the morning. Right. 'Cause we've got big cricket backgrounds so we we tend not to do too much in the afternoons, um, for total transparency and then um I'd answer then calls and then they'd let me go off to my cricket game and and play from later in the afternoon.
So it was a good introduction to it. Um the family side of it. Led on from there a little bit. I Hate scope. Um, I didn't like being in a classroom. So leaving school just decided that I wanted to work and always enjoyed spending time with my dad and learning from him. So that led on to an apprenticeship through His business. Um, at the time it was my dad had this crazy idea to put me in he wanted me to be a mortgage advisor. Right. Tried to get me through my C Maps at the time and trying to be this youngest qualified mortgage advisor that you'd ever seen and As a sort of fifteen, sixteen year old lad, I just found it really boring that yeah. I've always been a people person. And meeting people and getting to know people and always found my way when I did that two year apprenticeship with him at that sort of the best part of what I did was enjoying meeting people on viewings and then sort of like feeding my dad valuations.
Um and that worked quite nicely. So that that's sort of where it started. Um the the business in terms of where it went on from there, I went abroad. So I finished my apprenticeship and decided to go to Australia. A lot of my friends had done that before and just went and worked in farms and in different industries for I love cricket, so that's like predominantly where I was going for is just to travel and and see cool places and like sport and that led on to an opportunity where I just emailed companies out there to try and see if it was an opportunity to do some some some form of work in the industry.
Yeah.
Um, and then got into a a company out there called Nicholas Scott Real Estate. Yeah. Um whereabouts were they basically in Melbourne. Yep. Melbourne. Um chap called Nicholas Scopoulos, who I'm still good friends with now, messages me on my birthday every year. Um he basically gave me a job and he he he really like peached it up. It was called home finding. And what what that really consisted of was here's our white pages, the the yellow pages of Australia.
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Chapters
8 chapters
1
Who is Tom Turner and how did his early family agency experience shape his career?
0:00–6:37
2
What major changes did Pendle Hill Properties make after COVID to become more data‑led?
6:37–12:16
3
How did the business achieve 300% growth and expand to a second branch?
12:16–18:22
4
Why did the agency raise its fees to 2‑3% and how do they justify the higher price to clients?
18:22–23:49
5
How does the AI operating system transform prospecting, data handling and revenue per employee?
23:49–28:28
6
What mindset and risk‑taking strategies helped the team stay ahead in a tougher market?
28:28–33:15
7
How does Pendle Hill ensure accountability, improve follow‑up and avoid wasted time on dead leads?
33:15–37:39
8
What future trends does Tom see for independent estate agents and what advice does he give listeners?
37:39–42:09