One of the first things we carry out when starting work with new estate agency clients are training sessions with all their staff (at every level of the business, from branch administrators to directors). The purpose of these sessions is firstly to make them aware of the commitment that the business owners are making by developing and evolving a Land & New Homes department, but also – and just as importantly – to coach everyone on what makes a great land lead.
Over the last 3 years, we have provided this valuable training to over 2600 members of staff for a variety of estate agency businesses. In some instances house builders and planners have kindly given their time to come along and demonstrate good case studies, and these visits have made for some lively sessions with an overall outcome of an overwhelming focus from everyone, which has in turn resulted in literally hundreds of leads.
Clearly, not all of those leads will bear fruit, but the job for us, is to focus on the most realistic opportunities. The house builders we have relationships with have excellent in-house resources, and they have been pleasantly surprised with some of the opportunities that we have been able to present and are currently delivering.
As an example, a house that was valued by a local office and through good conversations with the vendor, has resulted in a subject-to-planning offer which will hopefully see 58 private houses and apartments built – along with further affordable housing.
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