Closing the Execution Gap with Simon Gates

For independent estate agents, leaders, and self-employed agents, the difference between thriving and stalling often comes down to one thing: execution.

That’s the theme of this episode of the Estate Agency X Podcast, where we sit down with Simon Gates, industry consultant to more than 200 agencies nationwide. With over 15 years of experience in estate agency, Simon has built a reputation for helping agents turn data into action and ideas into consistent growth.

Simon’s journey began at just 16, during the property boom of 2007. Within months, the market crashed. That experience forced him to look beyond transactions and focus on long-term strategies that keep pipelines full no matter the market conditions.

It was this perspective, built in crisis, that shaped his obsession with data and execution. Today, Simon advises agencies across the UK on how to build predictable growth systems by leveraging the resources they already have.

One of Simon’s most valuable insights is what he calls the execution gap. It’s not knowledge that separates successful agents from those who struggle, it’s speed and consistency of action.

“The gap between idea and execution is minuscule,” Simon explains. “Some agents implement advice within hours. Others are still ‘thinking about it’ weeks later. That gap is everything.” For independent agents and owners, this is a wake-up call... it’s not what you know, it’s what you do.

During his career, Simon tracked his team’s performance and uncovered striking data: the way appraisals were booked and the quality of the information gathered had a direct impact on conversion rates and fee levels.

The result? His team discovered that every appraisal booked was worth £1,000. That single insight transformed how they approached calls, booking, and lead management.

While many agents chase shiny new lead-generation tactics, Simon argues that the most overlooked opportunity lies in your database.

By systematically contacting previous clients at key moving timeframes, agents can generate more consistent, higher-quality instructions than by pouring money into advertising.

His practical framework includes mining

Withdrawn properties

Lost market appraisals

Buyers with homes to sell locally

This strategy gives independent agents and self-employed leaders an immediate action plan for generating listings without spending heavily on marketing.

Whether you’re an independent agency owner, inspiring team member, or self-employed agent, this episode provides

A clear framework for closing your execution gap

Practical data-driven strategies for predictable growth

A reminder that consistency beats cleverness in estate agency

This isn’t about working harder, it’s about working smarter, executing faster, and leading with data-driven clarity.

👉 Listen now to discover how closing the execution gap can transform your agency.

Estate Agency X 10 – Lead Without Limits

🎟 Want more? Join us on 3rd October 2025 at Everyman Broadgate, London for Estate Agency X 10: Lead Without Limits. A full day of high-impact sessions on AI, branding, culture, performance, and leadership featuring headline speakers Mark Burgess, Daniel Priestley, Mike Bates, Sapna Pieroux, and 11 other world-class estate agency guests and panelists.

 

This episode is supported by Iceberg Digital, setting the standard in a world full of PropTech noise and AI buzzwords.

With AI prospecting that identifies listings before competitors, marketing that wins instructions by putting your brand front and centre, and a CRM that transforms how your team works, Iceberg isn’t just another tool, it’s what the leading estate agents use to stay ahead.

👉 Discover more at www.iceberg-digital.co.uk