Why Agents Stop Growing (With Russell Jervis)
episode
Estate Agency X Podcast - Rethinking Agency Agency Since 2017
56 min
3 speakers
8 chapters
transcribed 1 month ago
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Who is Russell Jervis and what is his journey in the estate agency industry?
Welcome to this episode of Estate Agency X. Today me and Rob are talking to Russell Jervis, the Oracle of Estate Agency. We're going all the way back to him being a first-time estate agent in nineteen eighty-seven. all the way through to being managing director of one of the country's, if not one of the world's biggest estate agencies. The things that he learned along the way, he's now managing director of Reigner Personnel, probably the top recruitment agency in a state agency. And how people use staff the right way, how people use the wrong way, all the things he's learnt along the way. It's absolute gold. Hope you enjoy.
Estate and CX, the UK's number one Estate ANC podcast discussing the future of Estate Agency, entrepreneurship and business. Host Mark Burgers and Rob Brady.
Russell, thanks for coming in. Um tube strike and everything, you still managed to make it. Only 'cause I only walked. Yeah, yeah. Um right, okay. So uh you're one of the most well known uh figures in the industry, but for anybody that doesn't know, can you give us a brief history of time on Russell Jervis? Very kind of you. Um
Well for th for those and thanks for having me on. Th those who don't know me, which I imagine there's quite a few people, um, I was an estate agent, still like think I am sometimes, for probably thirty five years. Um started at Strutdaughters in Colchester, um that then got sold to Connells, David Connells, then moved through to town and country property services. And where um probably m most people know me, um, then moved to Spicer McCall, um and the history of Spicer Heart that then became um through acquisitions and growth um and became managing director of the Spicer Heart estate agency division which included new homes, corporate sales, various parts of it, main board director in two thousand three and then um left there in two thousand and nineteen.
So, well, eighth of December two thousand nineteen. Um Yeah, and now uh managing director of Raider Personnel. So still heavily connected to the property industry, working with uh companies, uh independents, corporates in uh sales, lettings, property management, new homes, block management, um and also the Prop tech side. So yeah, so I run the I run the the the franchise side for Rainer Personnel um along with my partner the the wonderful Joshua Rayner.
Yeah. Joshua's been on the Steve. Josh has been on, yeah, he has Um so the oracle of a state agency, let's say. Um so so so if we go all the way back to those first uh moments in a state agency, how did you end up getting into a state agency?
Uh well I got into a state agency. I was working um at the Royal London. I was on a um uh YTS scheme, well I didn't think it was a YTS thing, I think it was called something else, but um it was that was the basic principle. So I worked at the Royal London um and a friend of mine, Sean, uh best man to me, I was best man to him. He's still actively in the industry, still see Sean um regularly. Um he worked at Strut Daughters um and it looked to me like he was having the absolute time of his life. So
they're good at doing that state.
Yeah, he honestly he was it was he was he was living his life um through a a state agency um and he said, Look Yeah, you should have a go at this. And so I went for an interview, um, had a had an interview with Alex Smith. I can remember at 64 North Hill in the back office. Um, he told me all the money I was going to earn on this magic calculator that became quite legendary. Um, and uh I went home to my mum and dad and said, Look, I'm uh I'm gonna leave this and become an estate agent, but before I get the job, I've got to do uh third. Thursday evening, Friday evening, all day Saturday as a trial. So I used to finish Raw London at half past three, race home, um, get into town for f for four thirty in my Debram's suit.
I think I've just finished paying off. And um I would uh be given applicant cards, properties to phone out on, sat at the back of the office and and phoned out. So I did um Thursday Thursday evenings, Friday evenings, and every Friday evening you got taken to the pub.
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Chapters
8 chapters
1
Who is Russell Jervis and what is his journey in the estate agency industry?
0:00–7:46
2
How did Russell break into estate agency back in 1987 and what were his first roles?
7:46–14:56
3
What were the key milestones and acquisitions that drove the rapid growth of Spicer McCall and Heart?
14:56–22:50
4
Why does Russell believe people and culture are the biggest factor in sustainable growth?
22:50–30:06
5
What hiring mistakes has he seen and how does he identify the ‘right’ talent for agencies?
30:06–36:41
6
How important are defined processes versus individual activity in achieving outcomes?
36:41–43:38
7
What role does technology—especially AI and video—play in modern prospecting and recruitment?
43:38–50:56
8
What final advice does Russell give to independent agents and agency owners looking to grow?
50:56–56:30