#304 Royston Guest, Cash Flow, Profit & The Seven Mistakes Killing Estate Agents
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:
World Class Real Estate
Each week Sam Hunter, Mark Worrall, Ian Macbeth and a special guest real estate agent take you through the strategy, advice, tips and tricks that will help you go from a great to a world-class real estate agent.
Featuring interviews with leading agents in Australia, the UK and beyond, each conversation delivers actionable value and brings a positive change to your mindset and a positive change to your real estate business.
- No. of episodes: 304
- Latest episode: 2025-07-22
- Business
Where can you listen?
