In this episode of the 5% Podcast, Bryan Mansell sits down with David Adams, Managing Director of Cavendish Estate Agents, to talk about the uncomfortable truth in estate agency: one in three agreed sales still fall through.

David shares how his team moved from accepting fall-throughs as “just part of the job” to building commitment into their process from day one. Instead of waiting until an offer is agreed, they introduced Reservation Agreements earlier in the conversation: at valuation, during viewings, and as part of their pitch.

The result?

Fall-through rates closer to 5%, not 30%.

In this 16-minute conversation, they cover:

• Why most agents introduce commitment too late
• Why understanding the product makes it easier to present
• Common objections from sellers, buyers, and solicitors
• How reducing fall-throughs creates a compound effect on your pipeline and profit

If you’re an agent who is tired of watching agreed deals drift or collapse, this episode will challenge how you structure your process.