Property Media

If you really want to know what goes on behind the scenes at estate agents, who better to interview than the person who trains many of them! In this frank and direct interview, Boyd Mayover discusses what he sees as the fall down of both high street agents, hybrid and online agents.

What are they good at and where do they need to improve? What is the difference between them all? Who would Boyd instruct? All these questions and more will be explored in this most insightful interview yet!

Eye-opening interview with a trainer of Estate Agents

Alex: Very excited indeed to be interviewing a chap called Boyd Mayover. Now, he has a company called Sales Doctor, and what’s so incredibly interesting is he actually teaches estate agents behind the scenes. Boyd, fantastic to have you on the phone this morning. Thank you very much indeed for spending the time with us.

Boyd Mayover: That’s great. Thanks for asking me.

Alex: Not at all. Now just sort of getting straight into it, just talk me through how from your perspective, from effectively the Sales teaching point of view, how you feel estate agency as a business sector has actually changed over, I suppose, the last 10 years or so?

Boyd Mayover: Well, I think there’s a few things that have changed. I think some of the estate agents have started to realize that they’ve got to be far more consultative. The hard sell’s gone, unfortunately. I’m sure there’s a few odd balls out there, but by large the hard sell’s gone. The estate agents are realizing they have to offer a world car service now, otherwise they’re not going to keep and retain business. And when I say that, I mean to everyone: to the tenant, to the landlord, to the vendor, and to the person buying. And that service has to be from the moment somebody calls them, to the moment and after they’ve moved in.

Alex: And you feel this is one of the key areas that estate agents really need to get better at, if not the only reason that they need to get better at, in terms of keeping their clients?

Boyd Mayover: Absolutely. I think they forget sometimes, and what happens is… You know, Alex, there’s times where estate agents are very busy and life for them is pretty easy, and what I find happens then, they get lazy. And if they have a lot of inquiries, they don’t treat each inquiry with the respect it deserves.

Alex: And why is that, Boyd? Why do you feel that the agents don’t sort of… I guess that’s partly why they get a bit of a bad reputation, is this of the handling of calls and returning the calls. Why do you feel that’s the case?

Boyd Mayover: Yeah, I think it’s because they carry big, and sometimes the culture within the agency… I’ve even heard agents say things like, ” Oh, they’re just tenants.” Now think about it, the person who’s renting today, might well be renting to scope the area and then have an absolutely enormous budget to buy. So it’s a very short, [inaudible 00:02:31], Alex. And they are changing and they are getting better, but there’re still too many of them don’t treat every customer. I call it the George Clooney effect. I say, if George Clooney walked into your estate agency office tomorrow, would you treat him any differently to your normal clients? And unfortunately, over 80% of agents say, “Yes, I would.”

Alex: Yeah, I probably agree with that, having been that side of the fence myself, as you know. I mean, guess a lot of what’s changed over the last 10 years or so is very much now with this targeted type culture and key performance indicators, and that sort of grindstone mentality. And I suppose from your perspective, which is almost very much the insider with estate agency, do you feel that that’s changed the business sector for better, for worse, or do you feel that it’s just had no effect whatsoever?

Boyd Mayover: I think it’s changed it for worse with the corporates. You know, there are many companies I know that built up very nice businesses, they might have had seven or eight branches or maybe more, got taken over by a corporate, and within a year their start turnover was almost 80%, because they changed from being what made that company special and why they bought them, to just a sales machine where the only thing that was important was a number of calls you made. And it just doesn’t work. And let me tell you, Alex. Unless estate agents are careful, the likes of Purplebricks and easy property are coming over the power pit with their bayonets fixed. Unless they’re careful, they’re gonna lose the war and it will be their own fault.

Alex: It’s a valid point. I mean, it’s very much sort of seen as the insurgency, so to speak, at the moment, the pure online agents like Purplebricks. You’ve got the hybrid agents such as you, me, for example. Why are they making such a hit within the estate agency sector? Why does their business sort of seem to be growing at the moment and they’re taking more of the properties on?

Boyd Mayover: Well, I think it’s simple. If the customer’s perception is that he’s not getting a good service and in fact sometimes he’s getting a bad service – no follow-ups, no calls, etc. – he might as well pay for the cheaper service. Now, my experience Purplebricks, some of these hybrids, their service is not good. You know, people forget that when you buy a property or you’re selling a property, you need the agent to have a great deal of expertise, because it’s not the fee you pay, it’s what you get and in what timeline, Alex. It’s not the fee that’s important to the customer. I urge vendors, “Don’t just look at the fee! Look at what you’re going to get,” because some of the hybrids, they have no sales progression whatsoever. So what I mean by that is, from the moment the customer makes the offer, they’re on their own.

Now, how could the customer know about surveys, about convincing, about the fact that his buyer, if he was able to get another 1% reduction on his mortgage, would easily be able to buy his house rather than struggle? This is what a good, a world-class estate agent knows and does, and that’s the value in estate.

Alex: So very, very valid point. And I mean, I suppose it’s also been in the news, and we’re not saying anything untoward, but as an example, Purplebricks… Just talk everyone through this, because they’ve had a bit of controversy recently, just in the way that they sort of get their fee.

Boyd Mayover: Yes, absolutely. They get their fee in advance! So you paid them your money, and therefore what incentive is there for Purplebricks to do a wonderful job selling the property at the right price for the vendor? Zero.

Alex: In detail, they’re not motivated. As soon as you instruct them, you pay your money, in effect, in advance, and that goes straight into the Purplebricks account, and then I suppose they just leave you out there to dry, and that’s one of the biggest issues out there. But I suppose if you are a homeowner of seller, you don’t find out about it until it’s too late.

Boyd Mayover: Well, that’s right. And as far as the seller… If I was selling my property, the agent I want to choose is an agent that can demonstrate to me they’ve sold properties like mine at the price I want, but most importantly, they will hold my hand from the moment the offer’s in. And I want the right offer. You know, there could be two people offering the same amount or similar amounts. One could be in a chain of 10 and one could be a crash buyer. Which one would you prefer to buy your house?

Alex: Exactly. It’s a cash buyer every time, and it’s having, as I always say Boyd and correct me if I’m wrong, it’s all about the the agent’s experience, not the number of years they’ve actually done in specifically in estate agency, and obviously the front-of-house team, because those are the guys and girls that tend to take incoming inquiries and walk-in inquires.

Boyd Mayover: Absolutely. It’s hard jobs they’ve done. You know, the truth is, anybody can go on and be Purplebricks tomorrow. They could be a franchisee of Purplebricks tomorrow and many of these hybrids. Now, what experience have you had in selling houses? What experience have you had? Zero, in most cases. They’re not schooled in what helps the customer.

Alex: I mean, we’ve talked about sort of agent experience. Where do you feel that agent experience comes into your own? Why is it not akin, whereby someone just, I suppose in insurance sales, for example, feels that they’re in a sales role and they feel estate agency is very sales-led, but they don’t have any property or estate agency experience. Where do you feel that they will be let down as individuals and agents?

Boyd Mayover: Well, I think what happens is there’s lots of chunks in the chain, and in the journey of selling your house or buying your house it takes up many different components. And someone who’s running a franchise, the master book of how to run the franchise will not tell them how to deal with a mortgage adviser, how to do with a conveyancing solicitor, how to understand what the survey means, how to make sure that he’s in control of the chain. These are things that only an experienced agent will understand and will have the experience…and more important, Alex, the history of success. You know, if you and I were looking for an agent tomorrow, we don’t necessarily want the most experienced or the least experienced, but we want the one with a history of success who sells properties at the right price, in the right time.

Alex: I was about to say, you mentioned the other week to me that you’re also going in behind the scenes to these companies that say, “Well, we will buy your house now for cash.” And just talk everyone on, I suppose, the inside track on those sorts of companies.

Boyd Mayover: Well, yeah. I was absolutely shocked. I worked with one of these companies, and my perception, before I got there, was that most of the people phoning them would be people who were saying, “I’m in a res. The [inaudible 00:10:05] are due. I’m behind with my mortgage. I’m desperate to sell. Please help me.” And you know, Alex, I was shocked, over 65% of their inquiries were from people that just got fed up to the back teeth with bad service from agents.

Alex: And that was their main job. It wasn’t the fact that they were being into a forced situation. It was primarily just down to customer service at the end of the day.

Boyd Mayover: Just down to customer service, “I want someone to sell my property for me.”

Alex: Well, that is an extremely strong figure. And as you said, it’s not what you first think from first impressions. I mean, how are you actually helping? What do you actually do behind the scenes with estate agents? And by the sounds of it, you help both the pure online agent, the hybrid, and indeed the high street agents in your line of work. But what is it that you’re actually teach them? What are you giving them insight on?

Boyd Mayover: I think what we’re saying to the high street eight is this, you have to be world class in everything you do. So when somebody phones in, what I don’t wanna hear an estate agent saying is the first question “What’s your budget and have you got anything to sell?” It’s selfish, it’s stupid, it doesn’t help the customer. And if I was a potential buyer, I’ve just found out your agency and virtually the first thing you’re asking me is, “Have I got anything to sell?” Too many agents have gone through that formula for too long. What we teach them is show an interest in your customer, find out what’s important to them, why are they looking to move to [inaudible 00:11:53], where do they live at the moment, what made them choose the house they lived at the moment, whereabouts do they live, what’s gonna be important to them.

You know, I always tell the story of a lady that was looking to move, and she lived in a four-bedroom house, and she approached five agents. And they all asked her how many bedrooms she wanted. She said four, and most of the agents said, “Would you accept three bedrooms?” She said, “Absolutely not.” The last agent, world-class, said to her, “Can I ask you why is a four-bedroom so important?” She said, “Because I believe the four-bedroom houses always have a bigger downstairs than a three-bedroom and the downstairs is the most important thing.” The agent said, “That’s fine. If I can show you a property with a downstairs in a three-bed is as big as a four-bed, would you look at it?” She said, “Of course I would,” and she ended off buying through them.

Alex: So it’s all about asking the right question, isn’t it?

Boyd Mayover: Absolutely, and do an under promise and over deliver. If you tell someone you’re gonna ring them back Tuesday, ring them back Tuesday. You know, for me, I always say to people, when someone walks into your office, depending on the area, they could have from, say, a quarter of a million to well in excess of a million in their pocket. That’s what they’ve got in their pocket to spend. Now, if you were selling diamonds, how well would you treat the customer that came in with a quarter of a million pounds? Very well. Why on earth aren’t they being treated exactly the same? And it has to be from the beginning to the end. You know, I hear agents say, “Oh, thank you for looking at the property. I’ll ring you next week.” And I say, “But hang on a minute. This is someone who has an enormous amount of money to spend. It’s very important to them. Why aren’t you making an appointment to speak to them next week?” Don’t get me wrong Alex, there’s some very good agents out there, but too many are still trying to take what I call the easy route.

Alex: Absolutely. I think it’s down to you and I, Boyd, to save the estate agency sector. And I’ve gotta say thank you very much indeed for coming on probably one of the most powerful interviews we’ve had on the show to date.

Boyd Mayover: You’re welcome.

Alex: Just remind everyone your contact details and the website, if they want to get in touch.

Boyd Mayover: Yeah, the website is www.salesdoctors.co.uk. Please have a look at the website. I think you’ll find it very interesting. You can always email me at boyd@salesdoctors.co.uk, and we’re very happy to take inquiries from anyone. And as I said, our business is all built around the world-class customer service should be the minimum your delivering.

Alex: Fantastic.

Boyd Mayover: Thank you for inviting me.

Alex: No, not at all, Boyd. It’s great to have you on. Thank you so much indeed for a fantastic sort of talk through the real insider tips and tricks, and I look forward to speaking to you soon.

Tune in to property expert Alex Goldstein who this month gets expert insight into the world of estate agency, when he interviews one of the leading trainers of negotiators in the sector on The Alex Goldstein Property Show (Part 7)! We get the low down on what to pay estate agents, mortgage broker vs banks and lots more!

The Alex Goldstein Property Show (Part 7)

Full transcript below:

Alex: Welcome again to the Alex Goldstein Property Show (Part 7). The only fast-paced property radio show on Stray FM, which aims to give you up-to-the-minute property expert advice from a wide range of related businesses, insider knowledge and know-how, all jam packed in, so you can make the best-informed decision when it comes to buying or selling your home. We’re available for podcast download on the first day of every month, so make sure you sign up to the Alex Goldstein social media accounts to get an early reminder of this and get expert property advice whenever you need. Now, in this month’s show, we’re going to be having one of the most interesting conversations to date where we’re getting inside track information from Boyd Mayover, now this chap is a specialist trainer who actually teaches estate agents. We also put Mark Edwards from House of Harrogate in the hot seat to better understand the kitchen and interiors business. We also discuss mortgage brokers versus banks when getting mortgages and of course we have the Alex Goldstein top tips. So much to cram in, so let’s get straight on with it.

This month we discuss the property market post-Brexit. As we saw and as I predicted there was a dip in property transactions and general activity just after the Brexit result. What I also predicted was that the market would bounce back. Now, I never like to use the phrase I told you so, but it’s always good to know that my forecast about the property market has proven to be correct. Now, only today according to Rightmove, within the last month the average asking price of new listings has rebounded and increased by 0.7% and that’s a inquivalent to £3,000. Visits to the Rightmove site were also significantly up by almost 8% when compared with the same period last year. So, what we know is that activity is back up, viewings are getting right up to speed and there’s more traction in the market. However, in this flurry of activity prices of homes for first-time buyers have all greatly increased and this proves the continual difficultly they face when trying to get on the housing ladder. On this point I spoke a few months back about government intervention in the marketplace with the introduction of the new 3% stamp duty levy, curtailing of mortgage interest relief and toughened up buy-to-let criteria and that was with the aim to put brakes on property investment and wealthier individuals. Well what its really done and what I actually forecast is it’s pushed those looking at more valuable properties, whether it’s for personal or buy-to-let purposes now they’re looking to buy property at lower price points in the market because it makes more financial sense for them and what this has done is it’s pushed up prices for first-time buyers and it’s flooded the market with a new type of buyer. So, what do my predictions and forecasts really show? What it means is that whether you’re a first-time buyer, up-sizer, down-sizer or buy-to-let investor, now it’s never been more important to get advice from a experienced property professional. There are gaps in the market and it’s really how you play the game. Play your cards right and not only will you get the property you want but one which will be a great investment as at the end of the day, that’s why the bulk of people buy into property as it remains one of the safest investments you can make over the medium to long-term.

Very excited indeed to be interviewing a chap called Boyd Mayover. Now he has a company called Sale Doctors and what’s so incredibly interesting is he actually teaches estate agents behind the scenes. So, Boyd, fantastic to have you on the phone this morning, thank you very much indeed for spending the time with us.

Boyd: That’s great, thanks for asking me.

Alex: Not at all. Now just sort of getting straight into it, just talk me through how from your perspective from the effectively the sales teaching point of view how you feel estate agency as a business sector has actually changed over I suppose the last 10 years or so.

Boyd: Well I think there’s a few things that have changed. I think some of the estate agents have started to realise that they’ve got to be far more consultative, the hard sells gone unfortunately, I’m sure there’s a few oddballs out there but by and large the hard sells gone. The estate agents are realising they have to offer a world class service now, otherwise they are not going to keep and retain business and when I say that I mean to everyone to the tenant, to the landlord, to the vendor and to the person buying, and that service has to be from the moment somebody calls them, to the moment that they’ve moved in.

Alex: And you feel this is one of the key areas that estate agents really need to get better at, if not the only reason that they need to get better at in terms of keeping their clients?

Boyd: Absolutely, I think they forget sometimes, and what happens is, you know Alex, there’s times where estate agents are very busy and life for them is pretty easy and what I find happens then, they get lazy. And if they have a lot of enquiries they don’t treat each enquiry with the respect it deserves.

Alex: Why is that Boyd? Why do you feel agents don’t, I suppose that’s partly why they get a bit of a bad reputation is the handling of calls and returning of calls? Do you feel that’s the case?

Boyd: Yeah, I think it’s because they cherry pick and sometimes the culture within the agency. I’ve heard they can say things like they’re just tenants. Think about it, the person who’s renting today might well be renting to scope the area and then have a absolutely enormous budget to buy so it’s a very short-sighted attitude Alex, and they are changing and they are getting better but there’s still too many of them treating the customer, I call it the George Clooney effect, I say if George Clooney walked into your estate agency office tomorrow would you treat him any differently to your normal clients, and unfortunately over 80% of agents say yes they would.

Alex: Yeah, I’d probably agree with that having been that side of the fence as you know. I mean I guess a lot what’s changed over the last 10 years or so is very much we’re now of this target type culture and key performance indicators and that sort of grindstone mentality and I suppose from your perspective which is almost very much the insider with estate agency, do you feel this has changed the business sector for better, for worse, or do you feel that it’s just had no effect whatsoever?

Boyd: I think it’s changed it for worse with corporates. There are many companies I know that built up very nice businesses, they might have had seven or eight branches or maybe, got taken over by a corporate and within a year their staff turnover was almost 80%, because they changed from what made that company special and why they bought them to just a sales machine, where the only thing that was important was the number of calls you made and it just doesn’t work. Let me tell you Alex unless estate agents are careful, the likes of Purple Bricks and Easy Property are coming over the parapet with it with their bayonets fixed, unless they’re careful they’re going to lose the war and it will be their own fault.

Alex: I know it’s a valid point and I mean it’s very much sort of seen as the insurgency so to speak at the moment these sort of pure online agents like Purple Bricks, you’ve got the hybrid agents such as You Move for example. Why are they making such a hit within the estate agency sector? Why does their business seem to be growing at the moment and they’re taking more of the properties on?

Boyd: Well I think its simple, if the customers perception is that he’s not getting a good service and in fact sometimes getting a bad service, no follow up, no calls etc. he might as well pay for the cheapest service. Now my experience Purple Bricks, some of these hybrids, their service is not good, you know people that when you buy a property or you’re selling a property, you need the agent to have a great deal of expertise because it’s not the fee you pay, its what you get and in what time line Alex. It is not the fee that’s important to the customer, I urge vendors, don’t just look at the fee, look at what you’re going to get because some of the hybrids they have no sales progression whatsoever. So, what I mean by that is from the moment the customer makes the offer they’re on their own. Now how could the customer know about surveys, about conveyancing, about the fact that his buyer if he was able to get another 1% reduction on his mortgage would easily be able to buy his house rather than struggle. This is what a good, a world class estate agent knows and does and that’s the value in the fee.

Alex: It’s a very very valid point and I suppose it’s also been in the news and while we’re not saying anything untoward but as an example Purple Bricks, just talk everyone through this, because they’ve had a bit of controversy recently just in the way that they sort of get their fee.

Boyd: Yes, absolutely, they get their fee in advance. You pay them your money; therefore, what incentive is there for Purple Bricks to do a wonderful job selling the property at the right price for the vendor – zero.

Alex: Indeed, they are not motivated as soon as you instruct them you pay your money, in effect in advance and that goes straight into the Purple Bricks account and then I suppose they just leave you out there to dry. That’s one of the biggest issues out there but I suppose if you are a homeowner or a seller you don’t find out about it until it’s too late.

Boyd: Well that’s right. If I was selling my property, the agent I want to choose is an agent that can demonstrate to me that they’ve sold properties like mine at the price I want but most importantly, they will hold my hand from the moment the offers in and I want the right offer. There could be two people offering the same amount or similar amounts, one could be in a chain of ten and one could be a cash buyer. Which one would you prefer to buy your house?

Alex: Exactly it’s a cash buyer every time and it’s having the, as I always say Boyd, correct me if I’m wrong, it’s all about the agents experience i.e. the number of years they’ve actually done in specifically estate agency and obviously the front of house team as they are the guys and the girls that tend to take incoming enquiries and walk-in enquiries.

Boyd: Absolutely, it’s the hard yards they’ve done. You know the truth is anybody can go and be Purple Bricks tomorrow, there can be a franchising of Purple Bricks tomorrow and many of these hybrids. Now what experience have you had in selling houses, what experience have you had? Zero in most cases. Not sure that helps the customer.

Alex: Well what, we’ve talked about agent experience, where do you feel that agent experience comes into your own? Why is it not akin whereby someone just in insurance sales for example feels they’re in a sales role and they feel estate agency is very sales led but they don’t have any property or estate agency experience. Where do you feel that they will be let down as individuals and agents?

Boyd: Well, I think what happens is there’s a lot of chunks in the chain and in the journey of selling your house or buying your house. It takes up many different components and someone who’s running a franchise, the master book of how to run the franchise will not tell them how to deal with the mortgage advisor, how to deal with the conveyancing solicitor, how to understand what a survey means, how to ensure that he’s in control of the chain. These are things that only an experienced agent will understand and will have the experience and more important Alex, the history of success. Now, if you and I were looking for an agent tomorrow, we don’t necessarily want the most experienced or the least experienced but would want the one with a history of success who sells properties at the right price in the right time.

Alex: I was about to say, you mentioned the other week to me, you’re also going in behind the scenes to these companies who say we’ll buy your house now for cash. Just talk everyone I suppose on the inside track on those sorts of companies.

Boyd: Well yeah, I was absolutely shocked. I worked with one of these companies and my perception before I got there would be people phoning them would be people who were saying I’m in arrears, the bailiffs are due, I’m behind with my mortgage, I’m desperate to sell please help me, and you know Alex I was shocked, over 65% of their enquiries were from people who just got fed up to the back teeth with bad service from agents.

Alex: And that was their main driver, it wasn’t a fact that they were sort of being into a forced situation, it was just down to customer service at the end of the day.

Boyd: Just down to customer service, I want someone to sell my property for me.

Alex: Well there’s an extremely strong figure and as you said it’s not what you first think from first impressions. I mean how are you actually helping? What do you actually do behind the scenes with estate agents and by the sounds of it you help both the pure online agent, the hybrid and indeed the high street agents in your line of work but what is it you’re actually teaching them and giving them insight on?

Boyd: I think what we’re saying to the high street agent is this, that you have to be world class in everything you do. So, when somebody phones in, what I don’t want to hear an estate agent saying is the first question, what’s your budget and have you got anything to sell? It’s selfish, it’s stupid, it doesn’t help a customer and if I was a potential buyer, I’ve just rang up your agency and virtually the first thing you’re asking me is have I got anything to sell. Too many agents have gone through that formula for too long. What we teach them is show an interest in your customer, find out what’s important to them, why are they looking to move to Fulham, where do they live at the moment, what made them chose the house they live in at the moment, whereabouts do they live, what’s going to be important to them? I always tell a story about a lady that was looking to move and she lived in a four-bedroomed house and she approached five agents and they all asked her how many bedrooms she wanted and she said four, and most of the agents said would you accept three bedrooms, she said absolutely not, the last agent, world class, said to her can I ask you why is four bedrooms so important, she said I believe that four-bedroomed houses always have a bigger downstairs than a three-bedroom and the downstairs is the most important thing. The agent said that’s fine, if I can show you a property with a downstairs in a three-bed is as big as a four-bed would you look at it? She said of course I would and she ended up buying three.

Alex: So, it’s all about asking the right question isn’t it.

Boyd: Absolutely and don’t under promise and over deliver, if you tell someone you’ll ring them back Tuesday, ring them back Tuesday. You know I always say to people when someone walks into your office and depending on the area they could have from let’s say a quarter of a million, to well in excess of a million in their pocket, that’s what they’ve got in their pocket to spend. Now of you were selling diamonds, how well would you treat the customer who came in with a quarter of a million pound – very well. Why on earth aren’t they being treated exactly the same and it has to be from the beginning to the end. You know I always say I hear agents say thank you for looking at the property, I’ll ring you next week and I say but hang on a minute this is someone who has an enormous amount of money to spend it’s very important to them, why aren’t you making an appointment to speak to them next week. Don’t get me wrong Alex there’s some very good agents out there but too many are still trying to take what I call the easy route.

Alex: Absolutely, I think it’s down to you and I Boyd to save the estate agency sector and I have to say thank you very much indeed for coming on. Probably one of the most powerful interviews we’ve had on the show to date. Just remind everyone your contact details and the website if they want to get in touch.

Boyd: The website is www.salesdoctors.co.uk please have a look at the website, I think you’ll find it very interesting. You can always email me at boyd@salesdoctors.co.uk and we’re very happy to take enquiries from anyone and as I said our business is all built around the world class customer service should be the minimum you’re delivering. Thank you for inviting me.

Alex: Not at all Boyd, its great to have you on. Thank you so much indeed for a fantastic sort of talk through and real sort of insider tips and tricks and look forward to speaking to you soon.

Every month I’m here to answer your questions, queries and quibbles when it comes to the property market.

Cat: I’m looking at buying a larger property and I’m trying to get the right mortgage. I have been into my high street bank who have offered me something however, how can I check this is a good deal for me please and how should I go about getting a mortgage?

Alex: Great question Cat. When it come to mortgages the market is changing the whole time and most of the time its an absolute minefield when you’re trying to navigate through it all. My advice is only to ever get a mortgage via a whole of market broker, now these are individuals or companies that are independent, they search the entire market as the name suggests and they ensure that the mortgage you’re getting is right for you. Remember a bank is a business and they are there to sell you a product and one which may not necessarily always be right for you. Many also operate via computer so having a person or broker to speak to and discuss the finer detail of your application really can be worth its weight in gold. Depending on the size of your mortgage involve and the broker you go to you may not actually need to pay them anything as they get what’s called a procurement fee or an introducers fee from the eventual lender. So overall go with a mortgage broker as they will search the entire mortgage market for the right deal for you and they will look at lenders that you may not even have heard of. Mortgage lets remember is a very sizeable loan and you really must get it right and if you’re unsure who to speak with just drop me a line.

Voiceover: The Property Hot Seat
Name?

Mark: Mark Edwards

Voiceover: Business?

Mark: House of Harrogate

Voiceover: Years’ experience?

Mark: 35 years.

Alex: Very excited indeed to have Mark Edwards here in the studio with me. Now, he’s got a fairly impressive department store I think it has to be said, House of Harrogate right here in the centre of Harrogate. Mark thanks for popping by and I suppose a lot of people have passed by the showroom, what does House of Harrogate actually do?

Mark: We do everything to do with the house, so we do kitchens, bedrooms, bathrooms and everything associated with that. So, we do lighting, we do flooring, we’ve built an extension downstairs, so we have bi-folding doors, we’ve got a lantern roof, so what we’re trying to give customers is an experience of the whole house. So, instead of just seeing a particular product like a kitchen, like a lot of our competitors will do, is just have a kitchen showroom, what we’re trying to do is offer the full house experience.

Alex: For everything and I mean if no one’s ever been in there and I mean when I say department store I genuinely mean it and most people don’t appreciate you’ve got this huge lower ground floor and it’s almost you’ve set up a house within a house so to speak. You’ve got a actual house created downstairs virtually with all the rooms in the whole setup.

Mark: Yeah, the reason for that was so people could experience like taking walls down, so what typically might be a normal kitchen, we’re trying to show people if you take a wall out we can extend it out, so you’ve got the kitchen and the dining room experience. Take the back of the house out, put bi-folding doors on so you can see the garden, appreciate it, we also got awning down there that comes out, it’s got heaters on and lamps, we put a garden boom in down there as well for another company, a home office seems to be quite a good thing to have in these days so rather than extending you just have a little pod in the garden that’s a home office.

Alex: Sounds great and I suppose you often hear a lot of kitchen shops and the likes of say selling their wares but as a buyer you’ve always got to be a bit careful. If you were buying what would you want to say to someone to sort of watch out for? What are the sort of tips and tricks just on kitchens?

Mark: Well with kitchens it’s a really difficult thing, when you’re coming out to buy a kitchen I always use a scenario with my customers when the walk in regarding buying a car as an example. So, when you’re buying a car you know which garage to go to and you don’t have the embarrassment of walking into the wrong garage, so if you’re looking for a Mini as a example, you’ll go to the Mini garage, if you’re looking for a Bentley or a Ferrari, you go to the Bentley or Ferrari garage so when you go down there you know you can afford that particular product, whereas with kitchens there seems to be a bit of a sort of myth about it, it’s really difficult to know which kitchen showroom to walk into so what we try and do is to give people a full array of prices of different types of designs and what we do is we explain to the customers when they come in, price points, there’s the kitchen units, there’s the work tops, the appliances and then there’s the fitting, so all of those things can make a massive difference to your budget. I don’t sell to them, I’m trying to help them out on the basis that I give them the full education as to how and where and what to buy, what’s expensive, what’s not expensive, so for example if you had laminate worktops, you might be spending £300/£400 on those, if you had a top of the range dekton worktop, which is a new worktop now, you might be paying £4,000/£5,000 so your prices can change massively depending on what your priority is.

Alex: Yeah depending on what box effectively you tick so I suppose you’re offering more of a design service in that regard, you’re not sort of selling things off the back of the van you’re actually sort of leading people and actually designing for them.

Mark: Exactly, what we do, we aren’t selling boxes to people, we want to be as far away from that as possible. People appreciate the fact that you’re spending time with them because you know why would you not use somebody with the experience of 35 years, when you could go somewhere down the road say possibly you might have a young lad that’s designing kitchens that’s got 2 or 3 years’ experience. At the end of the day it’s a free service so why not use the experience of myself?

Alex: Absolutely that, and I suppose as with all these things you’ve got varying budgets and varying needs, how can you I suppose sensibly cut a corner, I mean people especially just on our kitchens, just for a moment, people sort of say well keep the shelves and you can change various aspects of it. Just sort of talk people through what you would advise if you’re trying to do things but more of a budget.

Mark: Right so, the obvious thing is like you just said, is to just put new doors on. The only trouble with that is if you just put new doors on you’re going back to a design that might have been 20 years old so chances are it’s not got drawers in it and things like that so space saving ideas, so by time you’ve just replaced the doors and you put drawers in you put in the pull out larders and you put all the gadgets in, you might as well have started from scratch. So, I always say the carcass is not the expensive part of the kitchen and I’m a big believer that if you can save money, I will you know but the way that I try and do that with my customers is like the worktops I was talking about, the type of door that they have. So, we’ve got all sorts of ways that we can keep the cost down on the doors. You can do a lot sort of joinery work and building work before we start, which can make it look really expensive but actually it’s not as expensive as having a full kitchen put in.

Alex: No, I bet it does, so some good thoughts there and I know everyone is sort of into the latest technology in the kitchen, you guys there evidently at the forefront of it but what are the things that are really striking a chord with people out there at the moment?

Mark: On the kitchens themselves as far as the appliances are concerned, AEG has just brought out their standard oven has a steam function in it which enables you to bake without burning while making bread or your cakes moist inside but not actually burning them, so it just adds another dimension to the cooking and that’s like an entry level service. There’s also when you’re watching MasterChef you’ll see they use a water bath sometimes and then they’ll use a vacuum packer, and that combination is called sous-vide cooking and that’s coming into the domestic market quite a lot now. So what you have is a steam oven, then you have a drawer below it, so the drawer below it is a vacuum packer and then you put say your piece of steak in there, a piece of fish and you put all your herbs in with it and it seal all the goodness into the actual meat or the fish and then you put it into a steam oven and it just comes out like you’ve just eaten restaurant food.

Alex: With this sort of technology Mark, am I going to see you on Bake Off with your perfectly risen, steamed sponge cake, or MasterChef, you’re going to take them all on?

Mark: I don’t think so, but I have been on enough courses trying to learn about it that I would be alright on it I think.

Alex: I’m coming round to yours for dinner. I know you do bathrooms as well, and from a buying perspective what do you need to look for when you’re looking to get the entire new bathroom or to make some changes. What would you advise?

Mark: Well you need to decide ideally before you start looking around for a bathroom whether you want a contemporary type of bathroom or traditional type of bathroom. There’s so many products out there it’s a bit of a minefield really. We’ve tended to pick sort of an entry level, which is a big book full of different products, then we have a higher end product brochure that we use. So, what we tend to tell our customers is to sort of give them an overall idea as to what we can do, put your different lighting in there, put glass shelves in there, so it’s not just about putting a toilet, a wash basin, a bath or a shower in there. Yeah, it’s just trying to make what can be quite a boring room into something a little bit more interesting. So, it’s all about the design rather than just selling a product. We put it onto cards, so people can see the different colours, what type of tiles they want to put in there and try and be a bit creative really.

Alex: So again, it’s all about as you said it’s the design element and not just selling things out of a box and just simply plumbing it in.

Mark: Exactly.

Alex: Just talk everyone through, I know you’ve just done this fairly big joint venture I suppose, with Express Bi-Fold Doors in Leeds and you’ve got a fairly impressive I suppose warehouse over there. Just talk everyone through what you’ve been up to.

Mark: Ok so the concept downstairs in our showroom in House of Harrogate had the express bi-folding doors, it had the lantern roof and it had the windows and we knew that concept worked. The owner of Express Bi-Folding doors is a friend of mine, we got to know each other over the last 2 or 3 years, he saw how the House of Harrogate worked and he was building a new showroom in Leeds anyway because they were relocating for Garforth and he has gone for it in a big way. He’s built three full size houses and what he’s done he’s brought myself in to do all the kitchens and the interiors, he’s got partners doing coving, he’s got people doing flooring, people doing resin driveways, doing the grass, doing the whole house experience.

Alex: So just so I’m clear, this is a giant warehouse and within that warehouse you guys have just gone and built three demonstration show homes basically within this warehouse, showing everything from the driveway through to the grass, through to the taps and the bathrooms that you’ve just discussed.

Mark: Exactly yeah.

Alex: Crikey, so yeah you better pop along to that and how did the launch go because that was only the other week wasn’t it?

Mark: Yeah really well, we had Phil Spencer down from Location, Location, Location, we had Dominic Littlewood and I invited down Lucy Parteger from Emmerdale, I did her kitchen last year for her. People were blown away by the whole kitchen showroom experience because it’s the only one in the UK, possibly Europe of this sort of size so it is a completely new concept.

Alex: Good grief, so it’s been an absolute pleasure to have Mark on the programme in that case, I’m looking forward to seeing what he’s got next for the Bake Off and MasterChef with his fancy tech behind the scenes. Now if anyone wants to pop buy sort of House of Harrogate or the new warehouse actually in Leeds, what’s the best way to get in touch with you?

Mark: I mean we’ve got both of them on the website, got all the locations there, you know exactly where, well in Harrogate we’re in the bottom end of town there and in Leeds we’re just off the ring road, just up from Elland Road down from the White Rose shopping centre. www.houseofharrogate.co.uk or www.expressinthehome.co.uk

Alex: There you go it’s been fascinating talking with you and thank you so much for coming in.

Mark: Thank you very much.

Alex: This month we’re discussing estate agent fees. Now we’d all like to think we’re getting a deal when it comes to this so when you nail an estate agent to the floor you feel great. However, is there another side to this story? By reducing the agents fee right down ask yourself is the agent is now motivated to sell your property for the most amount of money and to push that extra £5,000 or £10,000. No, of course they’re not, they just want your property straight off their books because every week your property remains unsold you are now costing the agent money and therefore they want to sell it quickly. My advice is to actually pay the agent the on the fence amount when it comes to fee, not excessively under or indeed over. In other words, something that is fair to both sides. By keeping your agent on side and motivated they will push a buy for that extra money. The alternative option is also to look at something like a staggered fee, so again you can ensure that motivation levels remain extremely high.

That’s all for this month from the Alex Goldstein Property Show (Part 7). What a programme it’s been. If you really want some top expert advice, come to my educational talk at Leeds business week in mid-October were I’m speaking alongside none other than Price Waterhouse Cooper. It’s free and full details can be found on my website alexgoldstein.co.uk And don’t forget my new Saturday Yorkshire Post property column, which was out the other week and the full article is on my website too. The next episode is out on 1 November so make sure you tune in for that. Until next time.

When are open viewings best carried out and what should you expect? Are they really all they are cracked up to be? Property expert Alex Goldstein discusses these questions and more, as part of his radio show on StrayFM.

The Pros and Cons of Open Viewings

Full transcript below:

Sam: Yeah so, I hear a lot about viewing days and how they’re quite beneficial because obviously you just have to have your house clean for one day, and a lot of people come in at once. I just want to know what your take on it is really because I wanted to know what the best thing to do is with regards to making sure the house sells.

Alex: Sam, interesting question here. As I see it open viewing days can be very useful if you’ve got an unusual property in the market and one that’s likely to create a lot of instant interest in it. It’s a very fair way to get a large number of people through the door in the most time-efficient manner. This situation often applies to properties that need extensive refurbishment because they don’t often crop up in the market. Now, open viewing days are a useful option if your property falls into this category or as part of an overall marketing strategy. However, don’t think for a minute that you’re going to get a barrage of viewings with 30-odd people storming through your home in an afternoon. This really very rarely nowadays happens, more often than not you just get a small handful of people all coming to view. The key with open viewings is to keep the timeframe for people to view quite tight, such as a couple of hours and not a whole day or afternoon, as this will now focus their efforts. Ensure that the agent can ideally accompany the viewers around and that all viewers are signed into the property so they an be followed up down the line for feedback. Personally, it’s usually best to have viewers shown around individually as you often get more out of them in terms of what they like or dislike about the property. Always try this route first then revert to an open….

Many people have heard about OTM or On The Market, as the relatively new contender to take on the big two – namely Rightmove and the Zoopla property group.

What is the difference about OTM, why has it taken a foothold in the market and why is it being talked about? These questions and more will be answered in this educational talk.

On The Market Property Portal Review

Full transcript below:

Alex: We are discussing the property portals or the property search engines I’m sure you will have all heard of, Rightmove and Zoopla which are the UK’s most well-known, high-profile property search portals. However, there is a relatively new contender in town and its called On The Market. Now On The Market, this was launched in January 2015 by a consortium of estate agents and they have he sole aim to wrestle control from the two market leaders, Rightmove and Zoopla, by only allowing estate agents who wish to use their site to list their properties on only one other major competitor’s portal. So, in other words for a agent to advertise on On The Market, they could only then advertise on either Rightmove or Zoopla and at the time many agents gave up Zoopla. The other significant difference about On The Market is that it’s only full-time office-based estate agents that are allowed to list their properties. So, no online agents and no private listings so that’s a bit more unusual and being owned and run by estate agents their aim is to be in control of their website presence and to do this at a more modest cost then Rightmove, which is quite honestly viewed by many agents as having them over a barrel due to the very high monthly costs and arguably in turn this is passed on to you the consumer. Now, as this is an agency-owned website, the On The Market logo appears across the agents marketing materials and the offices, which is probably why you’ve seen it. Now, together with a lot of their TV advertising campaigns the site has speed and simplicity on its side. Of course, no adverts to confuse you and it’s a lot clearer on the eye. The other significant factor is that some agents who subscribe release their properties first onto On The Market and that is before the likes of Rightmove. So therefore, if you’re looking to stay ahead of the competition, which we all are when we’re buying this is a very lucrative option. Greater competition within this marketplace can only mean better news for you the consumer or homeowner as lower costs will hopefully in due course be passed on to you. The greater the online exposure when selling the better off you’re going to be. Time will tell of course if On The Market proves to be the significant challenger to Rightmove and Zoopla but so far, it’s arguable made solid ground in one of the most competitive estate agency related sectors.

A fast paced, insightful interview of Alex Goldstein and how he started his professional career. What are his motivations and what are the issues with the current estate agency sector? Why did he leave the corporate world to set up on his own?

Hear how Alex rose through the ranks of some of the UK’s very best estate agents and now has his own business helping those looking to buy and sell property in Yorkshire and London.

An Interview with Alex Goldstein

Full transcript below:

Michael: This opportunity is for everyone to understand what Alex is all about and really how he got to do what he does so well, so first question for you Alex I suppose is, what’s your background? How did you get into this sector?

Alex: I suppose it was just by sheer chance many years ago when I was at university I got some great work experience and from there doors start to open, you get a insight into the estate agency world, got a great job with Cluttons who are a big name in the South East and London and sort of worked up the rankings and quite a lot of experience over 13/14 years.

Michael: A really big company, you must have gotten a huge amount of experience looking at it from both sides of the fence I suppose?

Alex: Yeah, very much, I mean you really have seen sort of all sorts of properties ranging up to stuff you see in the press on a national scale so some stuff that you’ll remember for the rest of your life dare I say on some of them.

Michael: So, what made you start up on your own then? I mean you’ve got a pretty good job, you’re working in some pretty big organisations, you’ve got some real kudos there. What’s the reason you decided to pack it all in and start your own business?

Alex: Yes, great question. I suppose I became disillusioned with the way that estate agency was being run, it was very different to when I first started. A lot of businesses nowadays and especially estate agents, it’s all run on targets, it’s key performance indicators, its daily targets and its all about how many calls you’re doing, how many deals you’ve got and its almost that you’ve got this big stick mentality from head office and I just felt that your almost incentivised I suppose not to look in client best interest at times and it didn’t quite fit true with who I am, and I suppose morally didn’t quite feel right.

Michael: Ok, I suppose, when you say from a moral perspective, what do you mean?

Alex: Well as an estate agent nowadays, and a lot of these guys it’s all about I suppose the short-term. It’s all about short-term targets, get it in and bill it. So, I remember very well that you went to see, say you’re selling your property, I’d go to see you and before I’d even stepped through the door in the back of my mind I’ve just got to think I’ve got to get Michael to sign that terms of business, I’ve got to get his instruction. It may be conversely that the best advice to you to maximise the value of a property could be, Michael you know what, let’s go and get outline planning permission for that big extension, let’s add value by doing that, then let’s put it on the market. You’ve got to look in client best interests and now I don’t have targets, or KPI’s or anything like that, its genuinely looking in your best interests as a homeowner to get the best buyer.

Michael: It’s almost like one of those programmes that you see on television isn’t it, where you have a expert, people often call you the Phil Spencer of Harrogate. It’s a bit like that sort of situation where you have somebody like Phil Spencer who’s an expert in property, comes in, looks at the property and gives them an objective perspective. From that objective perspective people then start to build trust and understand where you’re coming from. From your point of view, why do you think that’s going to be beneficial for the client?

Alex: A lot of it nowadays is the fact that you’ve got a expert like myself, who’s got a lot of years under his belt and experience I think is absolutely key, critical on dealing with let’s face it your most important asset on this planet.

Michael: People say that it’s also the most stressful thing to purchase as well, a house.

Alex: I think divorce is just behind it and I think death probably just behind that, it is still one of the most stressful things in your life and actually the biggest key to it is actually predicting problems before they’ve happened and to nip them in the bud so again you can keep the process very smooth.

Michael: Proactivity I suppose as opposed to reactivity.

Alex: It is that but also it comes down to experience and for me it’s one of the biggest frustrations out there at the end of the day. Estate agency isn’t licensed anyone can start up, you could start up tomorrow your own estate agency and just start going and as long as you tick the right boxes legally you’re absolutely fine. The biggest problem I have to say is a lot of these online guys that sort of buy franchise opportunities. Yes, they are amazing sales people, they’re from car sales or I used to be insurance sort of thing, dealing with property is something very specialist and shouldn’t just be sort of glibly sort of thrown away and very often they get caught out because they haven’t got that foresight and knowledge and experience to see through a problem and it’s very often where I have to get involved because a sales gone completely off kilter and it’s down to someone like me to come in objectively and just get it back on track.

Michael: And the other thing of course which must be a huge issue is that it affects the confidence in the individual and in the world of estate agents selling property that they think that everybody’s tarred with the same brush.

Alex: Unfortunately, yes, I mean it doesn’t matter whether you’re an estate agent, a politician or dare I say a traffic warden, I think every sort of sector in this world you’ve got a tarnishing of sorts. Estate agents used to be I think the most hated role out in the UK, I think that is topped by the bankers and the politicians at the moment, but it is a great pity because there really are some superb estate agents and negotiators and actual team setups and it’s just knowing what to look for, with experience behind the scenes to guide a client through those sort of fairly tough times.

Michael: Ok, so let’s look at it from a slightly different perspective now, lets look at it from the consumers perspective. What is the advantage and what do you do for me having decided that I want to sell my property, what exactly is the process that you follow and what would you do for me?

Alex: So, if you’re looking to sell your property and I go as you know I cover Yorkshire and London, as I’ve intimated already it’s about where you can maximise value. Now this could be going through planning, it’s sorting the cosmetics out, it could be the finer details but also as with a lot of these it’s planning behind the scenes and actually getting the agent out is one of the last things you actually do. So, it’s sort of making sure you’ve got the solicitors lined up, it may be that we call on a surveyor to check for the roof, so we’ve got that absolutely nailed down.

Michael: So how do you get paid from the selling perspective, how does that work?

Alex: Well once I’ve sort of bought in and advised on independently the most appropriate agent, I sort of, I link in with the agents on a weekly basis, I remain proactive. So, I would ring said agent once a week on behalf of Michael who’s selling the property, get the latest from them, it takes me sort of 30 seconds to a minute to understand where they’re going because I’ve been there and done it myself and then I can report back to Michael. Twenty minutes / half an hour, Michael this is what’s going on, this is what it all means, proactively with my experience we need to, I don’t know change the online advert, agreed, great, agent please can you get on with it. So, all of a sudden, you’re now speaking weekly with the estate agent, you’re being proactive because you’ve got me on board. The key to it is the appointed agent, who’s been instructed independently of me, charges you their standard commission rate in the market, the agent pays me a cut of their commission. So, if you are selling a property you have absolutely nothing to pay me at any point to have me on board, so I suppose it’s into a no-brainer type category.

Michael: So literally the agent will pay you so the house owner, the homeowner who’s selling has got no cost for all that objective perspective?

Alex: No, the cost remains exactly the same, it just means that you’ve got extra expertise and knowledge and guidance. The agents like it because in effect I have, forgive the analogy, packaged up you and the property. We’ve got the planning, we’ve got the solicitor, we’ve got the right marketing strategy lined up, you’re ready to go. It’s win-win situation, the agent still retains a good proportion of the fee, I get paid a percentage of that, it’s win-win, and that’s where I can link in with a lot of the solicitors, the private banks, I’ve done stuff with Google in London as well because again it’s a very unusual service.

Michael: Ok, fantastic. The other week I was out and about speaking to a solicitor and the solicitor was raving about you and saying how you actually helped one of their clients. How does that one work?

Alex: That’s very kind you know thanks for mentioning it and this was actually on the buying side of things and this was actually for a client of theirs who was getting very frustrated. They were in a good position to proceed but they weren’t getting any traction with the agent, they weren’t getting tipped off early and they were very fortunate, they were all cash, there was no mortgage, they were in rented but they just weren’t being taken seriously.

Michael: Ok, so just one thing I just want to make clear here, so this is the other side of the business, where you’re actually going into the market and purchasing properties for clients. So just rewind a tad and just explain how that part of the business works. So, you’ve got the selling side that you’ve just talked about and this is the other side of the business.

Alex: It is, and again very often people get frustrated or they don’t have the time or very often they don’t know what they’re doing. It’s all well and good you hear on the TV and in the media, this is how to buy a property, this is what you do but actually putting that through into real terms. If you’ve ever done it before it’s actually incredibly daunting. So again, adding value through there and I do a lot of relocations as I said I cover Yorkshire and London so people moving between the two, I can effectively hold their hand and guide it through. But, again it’s with experience I am an ex estate agent at the end of the day and you know how the system works, you know how to get your client to the very front of the queue and sometimes and again it’s a big trend at the moment, what’s called the off-market sector. And this isn’t necessarily with estate agents and if it is it’s not on the open market, it’s not online, very often you’re going direct to the developers that have just finished a new project or because I’ve been in the business a long time I know the homeowner so if you give me your criteria, we’ll go out and search for whatever specification you’re after, we negotiate and we secure on the right terms and see it all the way through and I act on behalf of you, the purchaser, in that instance and you just pay me a fee for that service.

Michael: So, this is a service where you’re paid a fee but again you give a completely objective perspective and from what you say to me then you actually have access to properties that are probably not on Rightmove or not on other websites that most people would look at when they’re trying to buy property.

Alex: Probably just over half the purchases I have done have been completely off markets, no one really knows about it, and you are just placing the buyer, my client with a specific type of property and it’s guiding them through that. It’s also then bolting on a lot of connections that I’ve got. Again, I don’t get anything for it and I always say to everyone up front, if someone moves into a property, they buy a property and I don’t know they want to do the extension, they need the roof sorting, or they want some really nice carpeting to go through, who do you know, who do you go to, who is trustworthy?

Michael: Well that’s a whole ballpark on its own, getting tradesmen in and knowing who you can trust and getting the best price and all that.

Alex: Absolutely and again just I’ve been round the block as they say, a lot of years, I know a lot of these guys, they are completely trustworthy, and I don’t charge for it, they don’t charge any more. Again, it’s looking at the bigger picture which I wasn’t always allowed to do in the corporate world is that if I can help you, as a buyer and indeed as a seller, if I help you and the general cause, again it helps you, it helps me, everyone wins as I see it. It’s not about getting a lot of businesses to do sort of backhanders in brown envelopes and all that, I’m not into that at all and keep it very simple.

Michael: So, it’s all about really adding value to the client in every respect whether it’s from a purchasing perspective or from the selling perspective, it’s all about adding value.

Alex: Yeah very much so that’s exactly what it’s about.

Michael: So, the other night reading through the Yorkshire Post and you’ve got a column.

Alex: Yeah, I do, Yorkshire Post Property Column, I think the next ones out in about two weeks’ time, and again that’s giving you an insight into my world. It’s not selling anything as you may sometimes feel, it’s just giving really good advice and expert opinion and experience that’s what it’s about.

Michael: Well fantastic. So, in summary you’re buying properties, you’re selling properties, you’ve got 14 years’ experience, you basically have the majority of your stuff is not the kind of stuff that you would see on Rightmove, it’s something that’s offline so if people are interested in properties that they probably don’t even know that are for sale, you’re the man to speak to.

Alex: Yeah, I very much put it like that.

Michael: Thanks very much for your time Alex.

Alex: My absolute pleasure, thanks very much Michael.

Join property expert Alex Goldstein this month when we meet Harrogate’s equivalent of Phil Spencer, insurance broker expert Mark Robinson, plus top tips when buying a property and lots more on The Alex Goldstein Property Show (part 6).

The Alex Goldstein Property Show(Part 6)

Full transcript below:

Alex: Welcome again to the Alex Goldstein Property Show (part 6). The only fast-paced property radio show on Stray FM, which aims to give you up-to-the-minute expert property advice from a wide range of related businesses, insider knowledge and know-how, all packed in, so you can make the best-informed decision when it comes to buying or selling your home. We’re available for podcast download on the first day of every month so make sure you sign up to the Alex Goldstein social media accounts to get an early reminder of this and to get expert property advice whenever you need. In this months show we will be getting the inside track from Harrogate’s very own answer to Phil Spencer, specialist insurance broker Mark Robinson and discuss the merits of open viewings, of course also have the Alex Goldstein top tips so much to cram in so let’s get straight on with it.

This month we’re discussing the property portals or the property search engines I’m sure you will have all heard of, Rightmove and Zoopla which are the UK’s most well-known, high-profile property search portals. However, there is a relatively new contender in town and it’s called On The Market. Now On The Market, this was launched in January 2015 by a consortium of estate agents and they have the sole aim to wrestle control from the two market leaders, Rightmove and Zoopla, by only allowing estate agents who wish to use their site to list their properties on only one other major competitor’s portal. So, in other words for an agent to advertise on On The Market, they could only then advertise on either Rightmove or Zoopla and at the time many agents gave up Zoopla. The other significant difference about On The Market is that it’s only full-time office-based estate agents that are allowed to list their properties. So, no online agents and no private listings so that’s a bit more unusual and being owned and run by estate agents their aim is to be in control of their website presence and to do this at a more modest cost then Rightmove, which is quite honestly viewed by many agents as having them over a barrel due to the very high monthly costs and arguably in turn this is passed on to you the consumer. Now, as this is an agency-owned website, the On The Market logo appears across the agents marketing materials and the offices, which is probably why you’ve seen it. Now, together with a lot of their TV advertising campaigns the site has speed and simplicity on its side. Of course, no adverts to confuse you and it’s a lot clearer on the eye. The other significant factor is that some agents who subscribe release their properties first onto On The Market and that is before the likes of Rightmove. So therefore, if you’re looking to stay ahead of the competition, which we all are when we’re buying this is a very lucrative option. Greater competition within this marketplace an only mean better news for you the consumer or homeowner as lower costs will hopefully in due course be passed on to you. The greater the online exposure when selling the better off you’re going to be. Time will tell of course if On The Market proves to be the significant challenger to Rightmove and Zoopla but so far, it’s arguably made solid ground in one of the most competitive estate agency related sectors.

This month I thought I’d turn everything on its head and I thought I’d give you an insight into my world, so I’ve invited in guest host for the time-being, Michael P Cotler who is Harrogate’s equivalent of Jeremy Paxman. Michael it’s over to you.

Michael: So, this opportunity is for everyone to understand what Alex is all about and really how he got to do what he does so well, so first question for you Alex I suppose is, what’s your background? How did you get into this sector?

Alex: I suppose it was just by sheer chance many years ago when I was at university I got some great work experience and from there, doors start to open, you get an insight into the estate agency world, got a great job with Cluttons who are a big name in the South East and London and sort of worked up the rankings and quite a lot of experience over 13/14 years.

Michael: A really big company, you must have gotten a huge amount of experience looking at it from both sides of the fence I suppose?

Alex: Yeah, very much, I mean you really have seen sort of all sorts of properties ranging up to stuff you see in the press on a national scale so some stuff that you’ll remember for the rest of your life dare I say on some of them.

Michael: So, what made you start up on your own then? I mean you’ve got a pretty good job, you’re working in some pretty big organisations, you’ve got some real kudos there. What’s the reason you decided to pack it all in and start your own business?

Alex: Yes, great question. I suppose I became disillusioned with the way that estate agency was being run, it was very different to when I first started. A lot of businesses nowadays and especially estate agents, it’s all run on targets, it’s key performance indicators, its daily targets and it’s all about how many calls you’re doing, how many deals you’ve got and it’s almost that you’ve got this big stick mentality from head office and I just felt that your almost incentivised I suppose not to look in client best interest at time and it didn’t quite fit true with who I am, and I suppose morally didn’t quite feel right.

Michael: Ok, I suppose, when you say from a moral perspective, what do you mean?

Alex: Well as an estate agent nowadays, and a lot of these guys it’s all about I suppose the short-term. It’s all about short-term targets, get it in and bill it. So, I remember very well that you went to see, say you’re selling your property, I’d go to see you and before I’d even stepped through the door in the back of my mind I’ve just got to think I’ve got to get Michael to sign that terms of business, I’ve got to get his instruction. It may be conversely that the best advice to you to maximise the value of a property could be, Michael you know what, let’s go and get outline planning permission for that big extension, let’s add value by doing that, then let’s put it on the market. You’ve got to look in client best interests and now I don’t have targets, or KPI’s or anything like that, its genuinely looking in your best interests as a homeowner to get the best buyer.

Michael: It’s almost like one of those programmes that you see on television isn’t it, where you have an expert, people often call you the Phil Spencer of Harrogate. It’s a bit like that sort of situation where you have somebody like Phil Spencer who’s an expert in property, comes in, looks at the property and gives them an objective perspective. From that objective perspective people then start to build trust and understand where you’re coming from. From your point of view, why do you think that’s going to be beneficial for the client?

Alex: A lot of it nowadays is the fact that you’ve got an expert like myself, who’s got a lot of years under his belt and experience I think is absolutely key, critical on dealing with let’s face it your most important asset on this planet.

Michael: People say that it’s also the most stressful thing to purchase as well, a house.

Alex: I think divorce is just behind it and I think death probably just behind that, it is still one of the most stressful things in your life and actually the biggest key to it is actually predicting problems before they’ve happened and to nip them in the bud so again you can keep the process very smooth.

Michael: Proactivity I suppose as opposed to reactivity.

Alex: It is that but also it comes down to experience and for me it’s one of the biggest frustrations out there at the end of the day. Estate agency isn’t licensed anyone can start up, you could start up tomorrow your own estate agency and just start going and as long as you tick the right boxes legally you’re absolutely fine. The biggest problem I have to say is a lot of these online guys that sort of buy franchise opportunities. Yes, they are amazing sales people, they’re from car sales or I used to be insurance sort of thing, dealing with property is something very specialist and shouldn’t just be sort of glibly sort of thrown away and very often they get caught out because they haven’t got that foresight and knowledge and experience to see through a problem and it’s very often where I have to get involved because a sales gone completely off kilter and it’s down to someone like me to come in objectively and just get it back on track.

Michael: And the other thing of course which must be a huge issue is that it affects the confidence in the individual and in the world of estate agents selling property that they think that everybody’s tarred with the same brush.

Alex: Unfortunately, yes, I mean it doesn’t matter whether you’re an estate agent, a politician or dare I say a traffic warden, I think every sort of sector in this world you’ve got a tarnishing of sorts. Estate agents used to be I think the most hated role out in the UK, I think that is topped by the bankers and the politicians at the moment, but it is a great pity because there really are some superb estate agents and negotiators and actual team setups and it’s just knowing what to look for, with experience behind the scenes to guide a client through those sort of fairly tough times.

Michael: Ok, so let’s look at it from a slightly different perspective now, let’s look at it from the consumers perspective. What is the advantage and what do you do for me having decided that I want to sell my property, what exactly is the process that you follow and what would you do for me?

Alex: So, if you’re looking to sell your property and I go as you know I cover Yorkshire and London, as I’ve intimated already it’s about where you can maximise value. Now this could be going through planning, it’s sorting the cosmetics out, it could be the finer details but also as with a lot of these it’s planning behind the scenes and actually getting the agent out is one of the last things you actually do. So, it’s sort of making sure you’ve got the solicitors lined up, it may be that we call on a surveyor to check for the roof, so we’ve got that absolutely nailed down.

Michael: So how do you get paid from the selling perspective, how does that work?

Alex: Well once I’ve sort of bought in and advised on independently the most appropriate agent, I sort of, I link in with the agents on a weekly basis, I remain proactive. So, I would ring said agent once a week on behalf of Michael who’s selling the property, get the latest from them, it takes me sort of 30 seconds to a minute to understand where they’re going because I’ve been there and done it myself and then I can report back to Michael. Twenty minutes / half an hour, Michael this is what’s going on, this is what it all means, proactively with my experience we need to, I don’t know change the online advert, agreed, great, agent please can you get on with it. So, all of a sudden, you’re now speaking weekly with the estate agent, you’re being proactive because you’ve got me on board. The key to it is the appointed agent, who’s been instructed independently of me, charges you their standard commission rate in the market, the agent pays me a cut of their commission. So, if you are selling a property you have absolutely nothing to pay me at any point to have me on board, so I suppose it’s into a no-brainer type category.

Michael: So literally the agent will pay you so the house owner, the homeowner who’s selling has got no cost for all that objective perspective?

Alex: No, the cost remains exactly the same, it just means that you’ve got extra expertise and knowledge and guidance. The agents like it because in effect I have, forgive the analogy, packaged up you and the property. We’ve got the planning, we’ve got the solicitor, we’ve got the right marketing strategy lined up, you’re ready to go. It’s win-win situation, the agent still retains a good proportion of the fee, I get paid a percentage of that, it’s win-win, and that’s where I can link in with a lot of the solicitors, the private banks, I’ve done stuff with Google in London as well because again it’s a very unusual service.

Michael: Ok, fantastic. The other week I was out and about speaking to a solicitor and the solicitor was raving about you and saying how you actually helped one of their clients. How does that one work?

Alex: That’s very kind you know thanks for mentioning it and this was actually on the buying side of things and this was actually for a client of theirs who was getting very frustrated. They were in a good position to proceed but they weren’t getting any traction with the agent, they weren’t getting tipped off early and they were very fortunate, they were all cash, there was no mortgage, they were in rented but they just weren’t being taken seriously.

Michael: Ok, so just one thing I just want to make clear here, so this is the other side of the business, where you’re actually going into the market and purchasing properties for clients. So just rewind a tad and just explain how that part of the business works. So, you’ve got the selling side that you’ve just talked about and this is the other side of the business.

Alex: It is, and again very often people get frustrated or they don’t have the time or very often they don’t know what they’re doing. It’s all well and good you hear on the TV and in the media, this is how to buy a property, this is what you do but actually putting that through into real terms. If you’ve ever done it before it’s actually incredibly daunting. So again, adding value through there and I do a lot of relocations as I said I cover Yorkshire and London so people moving between the two, I can effectively hold their hand and guide it through. But, again it’s with experience I am an ex estate agent at the end of the day and you know how the system works, you know how to get your client to the very front of the queue and sometimes and again it’s a big trend at the moment, what’s called the off-market sector. And this isn’t necessarily with estate agents and if it is it’s not on the open market, it’s not online, very often you’re going direct to the developers that have just finished a new project or because I’ve been in the business a long time I know the homeowner so if you give me your criteria, we’ll go out and search for whatever specification you’re after, we negotiate and we secure on the right terms and see it all the way through and I act on behalf of you, the purchaser, in that instance and you just pay me a fee for that service.

Michael: So, this is a service where you’re paid a fee but again you give a completely objective perspective and from what you say to me then you actually have access to properties that are probably not on Rightmove or not on other websites that most people would look at when they’re trying to buy property.

Alex: Probably just over half the purchases I have done have been completely off markets, no one really knows about it, and you are just placing the buyer, my client with a specific type of property and it’s guiding them through that. It’s also then bolting on a lot of connections that I’ve got. Again, I don’t get anything for it and I always say to everyone up front, if someone moves into a property, they buy a property and I don’t know they want to do the extension, they need the roof sorting, or they want some really nice carpeting to go through, who do you know, who do you go to, who is trustworthy?

Michael: Well that’s a whole ballpark on its own, getting tradesmen in and knowing who you can trust and getting the best price and all that.

Alex: Absolutely and again just I’ve been round the block as they say, a lot of years, I know a lot of these guys, they are completely trustworthy, and I don’t charge for it, they don’t charge any more. Again, it’s looking at the bigger picture which I wasn’t always allowed to do in the corporate world is that if I can help you, as a buyer and indeed as a seller, if I help you and the general cause, again it helps you, it helps me, everyone wins as I see it. It’s not about getting a lot of businesses to do sort of backhanders in brown envelopes and all that, I’m not into that at all and keep it very simple.

Michael: So, it’s all about really adding value to the client in every respect whether it’s from a purchasing perspective or from the selling perspective, it’s all about adding value.

Alex: Yeah very much so that’s exactly what it’s about.

Michael: So, the other night reading through the Yorkshire Post and you’ve got a column.

Alex: Yeah, I do, Yorkshire Post Property Column, I think the next ones out in about two weeks’ time, and again that’s giving you an insight into my world. It’s not selling anything as you may sometimes feel, it’s just giving really good advice and expert opinion and experience that’s what it’s about.

Michael: Well fantastic. So, in summary your buying properties, your selling properties, you’ve got 14 years’ experience, you basically have the majority of your stuff is not the kind of stuff that you would see on Rightmove, it’s something that’s offline so if people are interested in properties that they probably don’t even know that are for sale, you’re the man to speak to.

Alex: Yeah, I very much put it like that.

Michael: Fantastic, thanks very much for your time Alex.

Alex: My absolute pleasure, thanks very much Michael.

The property hospital is all about me answering your questions, queries and quibbles when it comes to your experiences in the property sector and this month I’m answering a question from Sam who’s got this to say.

Sam: Yeah so, I hear a lot about viewing days and how they’re quite beneficial because obviously you just have to have your house clean for one day, a lot of people come in at once. I just want to know what your take on it is really because I wanted to know what the best thing to do is with regards to making sure the house sells.

Alex: Sam, interesting question here. As I see it open viewing days can be very useful if you’ve got an unusual property in the market and one that’s likely to create a lot of instant interest in it. It’s a very fair way to get a large number of people through the door in the most time-efficient manner. This situation often applies to properties that need extensive refurbishment because they don’t often crop up in the market. Now, open viewing days are a useful option if your property falls into this category or as part of a overall marketing strategy. However, don’t think for a minute that you’re going to get a barrage of viewings with 30 odd people storming through your home in an afternoon. This really very rarely nowadays happens, more often than not you just get a small handful of people all coming to view. The key with open viewings is to keep the timeframe for people to view quite tight, such as a couple of hours and not a whole day or afternoon, as this will now focus their efforts. Ensure that the agent can ideally accompany the viewers around and that all viewers are signed into the property, so they can be followed up down the line for feedback. Personally, it’s usually best to have viewers shown around individually as you often get more out of them in terms of what they like or dislike about the property. Always try this route first then revert to an open viewing opportunity if the need arises. I hope that helps.

Voiceover: The Property Hot Seat
Name?

Mark: Mark Robinson.

Voiceover: Business?

Mark: Henderson Insurance Brokers Limited.

Alex: Mark thanks so much for coming in.

Mark: No problem.

Alex: I suppose it’s a phrase often thrown around, an insurance broker. I mean what do you guys actually do at the end of the day? What does an insurance broker actually entail?

Mark: Very very good question. One of the big things people tend to forget about insurance brokers are that we are actually a professional advisory service, we are advisors. So, it’s best to think of us as a lawyer, or an estate agent. We’re here to act for the client. The common myth is that we’re there to act for the insurance company, in fact we’re not it’s the other way round entirely. So, it’s our job as a broker to advise you, A – what cover you need, B – why you need that cover and C – make sure that you get the right price for that cover, to make sure that you get the best deal in the market, and that you’re speaking with the correct insurers for that.

Alex: The obvious question which I’m sure will come as a result of this is how are you paid? How does that side of things actually work and come together?

Mark: Again, very simply, two methods really, depending on what type of insurance policy it is. So, if we’re looking at household insurance, private car insurance, the personal lines type insurance, brokers will 9 times out of 10 be paid via a commission, so that’s where the insurance will pay us as the broker for arranging that insurance.

Alex: So, sort of an introductory fee or procurement fee as the finance authorities refer it to. So as a client Alex, buying said premium from Mark, I’m not paying anything extra on the bottom line, it’s the fact that you’ve advised me and said you need to go with ABC insurance ltd, and ABC turn around to you Mark and say thanks so much here’s a fee towards bringing Alex on board. Is that effectively how it works?

Mark: Exactly. Now if we were looking at the corporate side of insurances, the commercial business type of insurance, again we can either take a commission as payment from the insurer or for large premiums we would look to net that down, go commission free and charge an agreed fee dependant on the service.

Alex: So what sort of lines of insurance do you cover? Obviously, you’ve got the obvious ones such as homes and insurance, you can then think of all sorts of quirky things. I know there’s sort of the, sort of the salary side of things, you can get insurance against that, there’s all sorts of weird and wonderful bolt ons. What do Henderson’s really specialise in, what’s your forte?

Mark: Well we are a general insurance broker so it’s a tough question to nail down to any one particular thing we specialise in because we do everything as a general broker. However, as a group we do have various divisions, so we have a large credit insurance division, we have a large high net worth division, we have a large bonding division for contract construction bonds and what have you, so yeah difficult one to nail down so we will look at the general business insurance and the household insurance.

Alex: So basically, if I can think of it, Henderson insurance, have probably got someone within their office team hat can actually sort of point me in the right direction and help me out.

Mark: That’s it exactly. I mean we’re a Lloyd’s broker, so we place business into Lloyds of London so as you say anything that you can think of that can be insured, we will find a way to insure.

Alex: That’s all you need to know. I suppose everyone always says why don’t I go to one of these comparison websites, so Money Meerkat so to speak. What are the issues of doing that, why would I not go to one of the online providers and why would I want to go to a general insurance broker like you?

Mark: Well the first thing to remember is online insurance providers aren’t authorised to provide advice. They are basically there to provide a service of I want to buy X product, this is X product for you to buy. Therefore, if you use an online provider, you’re basically paying your money and taking a chance that you’ve decided that the product that you’re buying is correct. The providers aren’t likely to give you any huge support in the event of a claim and where they do give advice, 9 times out of 10, this is going to be call centre type advice, which isn’t specifically tailored to the requirement of that particular question.

Alex: So you’re taking effectively more of a punt, bit more of a gamble as you said, you’re running through a huge list of possible options but as with all of these things and I know insurers are well known for it, its all in the small print isn’t it, and there’s sort things that are omitted sometimes, whether accidentally or not but you guys are well versed and can see through all that.

Mark: Certainly and on the subject of claims, if you go to a online provider, a direct writer and you have an issue with a claim, when you go into challenge that, you are one person challenging a claim, whereas if you go via an insurance broker, its likely that that broker has millions of pounds with that particular insurer of placed business, therefore we’re not then just approaching that insurer to resolve an issue as an individual, we’re going in as a buying group so to speak. And also, on top of that we’ve dealt with pretty much every claim, every type of claim there is going so we have the precedent to say ok well, this is how you resolved this type of claim last time around and this is the way we want to go with this claim again. So, it’s entirely down to the service and the advice and that’s harking back to what I mentioned earlier, we are a professional, brokers are a professional service.

Alex: As a generalisation with your experience, what are the pitfalls that say the buying public need to be aware of when getting involved into the insurance world, whether it’s for cars or houses. What are the pitfalls you need to be really careful of?

Mark: The biggest one really is under insurance, so this is obviously not valuing your possessions correctly, or buying a poor policy that has abnormal exclusions in just because it was the cheapest one available. Also, paying for cover that’s not required is another big one we see, especially when we look at direct policies. Again, it tends to be a one size fits all type arrangement. We look at, on the subject of properties, we look at rental insurance and a lot of people that rent don’t tend to buy insurance because they think well I’ve only really got contents cover and the landlord will look at the rest of it. What they don’t realise is that a policy gives them more than just contents cover and one of the big issues for them is liability or negligence that would damage other people’s property. So, for example you, your renting a property, an apartment and you flood your flat then great you’d be covered but what about the people in the flat below.

Alex: Isn’t that covered by landlord insurance?

Mark: If it’s you that’s done it as the tenant, then it’s your liability so it would come against your liability.

Alex: Well I tell you, you learn all sorts on this show, I had assumed that the landlord cover may have sort of covered that under the landlord cover.

Mark: It would cover the damage to their property but not necessarily damage to other people’s property.

Alex: Great top tip there. Some great insight there into the insurance and brokerage world and some real great insider tips. I suppose just as a parting thing I always like to ask something a bit more amusing. What’s the most expensive possession you’ve ever had the pleasure of insuring?

Mark: As a group we routinely insure extremely high value items and I think that the most expensive and exciting item I’ve ever seen insured was a vintage Patek Philippe watch and we insured recently for just over a million pounds. That stands out in my mind.

Alex: I think it would in most peoples.

Mark: Yeah as a group we insure several classic cars, we insure a few racing teams who have some fairly sizeable vehicles and again recently we’ve insured an engagement ring for about 2.2 million so cross the group there will be more stories to tell that I’m not aware of, but we certainly have some fairly sizeable toys.

Alex: No kidding, very nice to hear and I suppose if anyone wants to talk through their £2.2 million engagement ring or any other insurance matters, how can people reach you and chat it all through?

Mark: Well we’ve recently opened a new office in Harrogate so the best number for us is the office line which is 01423 200000.

Alex: Fantastic Mark, thanks so much for coming on and talking it all through.

Mark: Thank you.

Alex: When you’re looking to buy there are three key top tips to get right every time. Firstly, you need to get yourself into the best possible position. I know people often think they know what this means but ideally this actually means you’re in rented accommodation. Being under offer is still considered relatively risky by the estate agents as there’s an additional chain involved which they don’t have much control over. Going into rented when you sell means you are chain free for this part of the transaction. When you go on to buy it means that you are purchasing from a position of strength and this is seen as very low risk. Overall, it also takes the stress completely out of your sale and purchase. Appreciate look, I know it’s two moves but honestly it really is well worth it. The other point when buying is to have your mortgage lined up. Due to the current financial regulations getting mortgages through takes so much longer and to prove that your part way down the line and more reliable than most, go through your lender and get what’s called an agreement in principal or a decision in principal lined up. This is effectively just a signed paper saying that your lender is going to give you a mortgage for such and such amount subject to a couple of conditions. To get this will mean a bit of work for you and your lender but it really does show good intent from your part when you’re buying. The third and final point is to have your solicitor instructed and ready to go, and this means getting them to open a file for you, sign off client identification checks and possibly have some minor funds on account to get the searches undertaken ASAP. You really would be amazed how long these couple of points can take, so it’s best as I see it to get underway when you’ve got time on your side and you’re not under intense pressure from the seller, estate agents and their solicitor pushing you for answers on other matters. If you need to talk these points through further, you only need drop me a line.

That’s all for this month from the Alex Goldstein Property Show (part 6), and what a programme it’s been. If you really want some top expert advice, come to my educational talk at Leeds Business Week in October where I will be speaking alongside no other than Price Waterhouse Cooper. It’s free and full details can be found on my website alexgoldstein.co.uk There is also my new Saturday Yorkshire Post property column, which is out in the next couple of weeks. The next episode is out on 1 October so make sure you tune in for that. Until next time.

Join property expert Alex Goldstein for the Alex Goldstein Property Show (Part 5) on StrayFM. This month we are getting the inside track from Nick Silcock – a highly experienced architect on what to look out for in this sector. Plus Ben Thornton – a professional photographer with various tips and tricks. We also have the “property hospital” and “alex’s top tips”. Listen in now to keep at the sharp end of the property market!

The Alex Goldstein Property Show (Part 5)

Full transcript below:

Alex: Welcome again to the Alex Goldstein Property Show, the only fast-paced property radio show on Stray FM which aims to give you up to the minute property expert advice from a wide range of related businesses, insider knowledge and know-how all jam packed in so you can make the best-informed decision when it comes to buying and selling your home. We’re available for podcast download on the first of every month so make sure you sign up to the Alex Goldstein social media accounts to get an early reminder of this and get great property advice whenever you need it. In this month’s show, we will be getting the inside track from Nick Silcock a specialist architect in Harrogate on the pitfalls to avoid in this sector. We also discuss how best to present your home with property photographer Ben Thornton. We of course also have the Alex Goldstein top tips. So much to cram in so let’s get straight on with it.

This month we are discussing the outcome of Brexit and to put the record straight. Now come on, let’s face it when we heard the UK was leaving the EU what happened? Panic set in. Whilst one half of the UK were revelling in their success the other half were going into meltdown. The stock exchange was all over the place, sterling fell off a cliff, political resignation went around like wildfire and let’s face it the doom-mongers had a field day. People then started buying into this psychological panic about the economy and they actually lost sight of what was going on. What we’ve got to remember is that leaving the EU is not an on/off switch type scenario. From the point the UK government invokes article 50, there are 2 years from that point of detailed renegotiations. So, in other words it’s going to be 2019 before we know the full extent of the detail. The key to all of this whether you are Brexit or Bremain is mindset. By staying positive and keeping calm you will start to see the new economic and property landscape in a brand-new light. Now, mortgage lending rates, they are at an all-time low and money’s never been cheaper to borrow. So therefore, if you’re thinking of moving home you can go up a couple of rungs on the ladder. The Bank of England have held the interest rates at half a percent, however there’s talk that that’s possibly going to come down. Again, good news if you’re borrowing. Supply and demand are kings when it comes to property. In Yorkshire supply’s always been weak but demand very high and this has led to prices holding firm in comparison to other parts of the country. So therefore, if you’re a homeowner looking to sell, demand remains good and as long as your guide price remains realistic there are answers out there for you as well. Investing and buying in property has rarely been about short term flipping, so therefore any changes in the house price index is likely to balance out over the length of ownership. That is why property has always historically proven to be the best investment over the medium to long term. International investors have also plagued on the current exchange rates and are increasingly keen to buy. So, the actual conclusion of Brexit is way down the line and everything in the media currently is on the most part, educated speculation. So, after all no country has ever been in this position before. What we do know is that the UK and the EU wants a clean break on the best terms for both sides. We need them and vice versa. So, when you look at the world in a positive frame of mind keep calm and always take a medium view point, the outlook is not so bad after all. Yes, of course there is some current short-term turbulence but that’s not a surprise, we knew this was going to be the case anyway. Here’s a parting thought for you, will we actually leave the EU in the end? Either way, all the white noise about going in, staying out, meeting in the middle, it’s all talk. Am I going to put my life on hold for a minimum of the next 2 years? No, of course I’m not and I suggest you may wish to do the same.

It’s great to have Nick Silcock here from Townscape Architects in Harrogate. Nick thanks very much indeed for sparing the time to come in.

Nick: No problem Alex, delighted to meet you.

Alex: Thanks very much and just talk us through, again there’s a lot of confusion out there, you hear all these job titles and job terms, just sort of steer everyone in the right direction here. I hear sort of there’s the architects, the technologists and there’s the planning consultants. What do these people do, how do they all fit together on the architectural side of things and what you do?

Nick: So, there is vast differences between the architects, the architectural technologists and the planning consultant. Generally, the architect will have studied at university for seven years and will be very design focussed, he will study a Bachelor of Arts qualification and he will be there to open up your vision for a property, a piece of land for a development you have in mind and he will be able to pick up an idea and run with it, deliver that vision.

Alex: So, he is mostly the artist, if you like?

Nick: The artist, he’s the creative guy, he will also probably have the skill set to take that vision through the planning process, through the technical design process and be able to provide all the services that you need to deliver a construction project from that initial conception through to the last nut and bolt and sweeping up on site.

Alex: And that’s you?

Nick: That’s me.

Alex: So then on the technologist side, who’s that?

Nick: Generally, they will study for around four years. They study a Bachelor of Science qualification. So, they are far more technical in their skill set. So, a successful architectural practice is likely to employ a technologist to be able to deliver the technical aspects, the technical drawings and provide the fire power behind the scenes to actually do the drawings. So, it’s very much less or generally less design orientated but they’re and they have a very strong skill set than in a technical understanding of how buildings go together.

Alex: Yeah, so to do the most of the engineering, the build of it and how it’s actually all going to come together, the jigsaw part?

Nick: Absolutely.

Alex: And then the other bit as you said, was the planning consultant. What do they actually do?

Nick: Ok, so planning consultants, they’re often used, and we would work with a planning consultant on those sites where they are harder to achieve planning permission. Either that local residents are adverse to some kind of development or the site and so there’s lots of objections, or alternatively the site goes against planning policy as in the local council, the planning department will have a policy of saying how a piece of land should be used. If you then go against that policy, then a planning consultant can be used to interpret the policy and to out together a case to demonstrate that actually the proposal that is being put forward is fit for that site. So, an architect can often work with a planning consultant side by side, the architect would have the vision, the creativity and will do the drawings and designs, whereas the planning consultant is very much more policy driven, they are experts in the legal side of it absolutely. So, we work with a consultant to deliver on those more harder to achieve sites.

Alex: Great some great explanations there, thank you very much and finally there are a couple of architects in and around town. What do homeowners need to look for in a architect? I dare say it varies on the project type, that are the key differences, what are the pitfalls to avoid if you like?

Nick: Ok so when you’re picking your architect for your project bear in mind you’re going to be working with your architect for a year or two years depending on the nature of the project. So, the first thing is you need to make sure you get on with your architect, you need to trust him to deliver your vision to actually do what he says he’s going to do. So, first and foremost make sure you like the architect, make sure you get on with him, make sure he’s on your wave length. The next thing to do is to look at what the architect does, does he do a project like the one you want to undertake? So, for example if he only builds high rise apartments and you want a cosy extension on the back of your house, perhaps not the best match in terms of a architect so look at what the architect does, look at the types of projects he’s undertaken in the past. Does the style of how he designs meet your style, your vision of what you want to achieve on your project and then perhaps ask for references for the architect. A good architect will be willing to provide references from customers and clients they have worked with, speak to those references, check out this architect and also just check the architect’s qualification. Check they are registered with the necessary bodies. The architect registration board would hold details of that architect’s qualification to be called an architect, it’s a protected title and that architect will be registered on the ARB website.

Alex: Just talk through the process of getting planning and what it entails and surveys and costs. Just give people an idea of what to expect.

Nick: Ok, so in terms of the process, the process of design and the project would always start with the client brief. The brief is a vision of what you want to achieve, it can be a technical document, setting out a list of criteria of what you want to achieve on your project or it could be a series of images, a scrapbook almost of pictures of properties that you like, things you don’t like also because you want your architect to understand who you are and what you want to achieve. So, him the pictures of things you like and things you don’t like, and he can quite, he or she, can quite easily pick up on your style and your preferred choice of design.

Alex: So, then you get the drawings made up and then when it’s time to go to, in this instance Harrogate Borough Council, what’s the process and the timeline involved there?

Nick: So, the next step in the process is, once you’ve got the brief defined and it’s a working document with your architect, it’s a very important document, that sets out where you see the project going, the architect can then start his process of surveying the property, because your architect would need a set of plans to work from in the first instance, to then be able to develop and design ideas with you, to then move the project forward through the creative design phase. The creative design phase is the really interesting part of the project, this is where we churn out the ideas, we work with you, we use our expertise and the vision for your property to actually push design to the absolute limits, and with you will work with you to design and develop the optimum layout for your house. That will then be used to prepare a planning application, a planning application for a typical domestic project is eight weeks.

Alex: Than after that eight weeks all being well, the council say, yes happy to approve that and you can get on with the building works as soon as that comes through.

Nick: There are a few more milestones to achieve. The next stages after that are to prepare the more technical drawings that you will need, that a builder would need to build from. So, he’ll need to understand how is the house built, what type of materials, what type of products, what type of insulation for example. That is called the building regulations phase. So, your architect or technologist will prepare you technical drawings at that stage and they are submitted to the council or to a building inspector for an approval of those plans. At that point you can then start to obtain quotes from builders based upon those drawings and when you’re ready to start work it’s about informing building control that you’re commencing on site 48 hours in advance.

Alex: Crikey, so it’s a bit more complicated than I think everyone first thinks. As I said in the first sentence, it’s all well and good thinking to go and get planning for that extension but it’s quite a lot of steps to go through.

Nick: There are other steps after it to go through but a architect will be able to guide you through those steps to make your life simple.

Alex: I suppose just flipping it back the other way, we’ve obviously seen the rise of George Clarke on Amazing Spaces for example and I suppose the obvious question is, well look Nick, it’s all well and good talking through all of that, do I actually need a architect at the end of the day for an extension again, I hear on TV it must be so easy, George Clarke says oh you know what let’s go and build, let’s go and do something and it’s all within this, new permitted development rules, where does George stop and you guys take over?

Nick: Ok so you’re in the industry Alex, you know that a well-designed property is going to be worth more, it’s going to sell quicker, it’s going to get more enquiries. So, a well-designed property is worth the investment. So a architect will go above and beyond your property, he will achieve that next level, it will be designed, it will be executed to the highest of standards, the space will be utilised in every direction, it will be a space you get enjoyment from.

Alex: And where do you stand with the permitted development? I know it’s beyond a certain size that you then have to go through the full planning process, but up until that point you can get away with it and I suppose sneak it in if you like, a lot of people think that.

Nick: No, you can’t sneak it in. The permitted development is a set criteria basically and you have to keep within a certain height, certain size, certain distance from the boundary and you can generally build a small-scale extension under permitted development.

Alex: A conservatory type thing?

Nick: Generally, yeah, some houses have their permitted development rights removed so be very cautious of that in that doesn’t apply to every single house. And it doesn’t or can’t be applied sometimes to very bespoke houses, that are developed over a number of year and have been extended previously so always tread with caution. The permitted development rights are great, it does give you an excellent opportunity to extend a house without having to go through the planning process, so they can be a great opportunity, however tread with caution. Now seek advice before you actually start building.

Alex: Some great thoughts there thank you and again you get the planning permission for example, you now want to build it out again, it’s a split choice decision, some people say well I want my architect, yourself, just to project manager and sort of oversee it all and other people sort of say, thank Nick, thanks for doing that and then they chuck it out to the builders. What are the pros and cons of doing this? And I guess you guys drew the plans, you know what’s going on.

Nick: It goes down to your experience, if you have built something before, if we’ve prepared all the drawings and a competence test, the drawings could be passed to a competent builder to build from without a project management service. But, do you have that link with the builder? Do you have that relationship and trust with the builder that they’re going to do a great job for you? Are you going to be able to monitor the quality of the work on the site? Are you comfortable with what you’re getting from the builder? And are you comfortable that you’re paying them the right amount of money? So, your architect or your architectural practice will be able to guide you through the process in terms of the tender process, in terms of finding your builder, finding the right builder for that project and then to manage the payment so you’re never paying out more than you should be to the builder and also checking the quality of the work along the way.

Alex: So, it comes back to exactly what I’ve always been saying to people, it’s experience. You have the experience of what to look for, it’s exactly the same on the estate agency side, if you built up that time and experience within that and you know now what you’re doing, you’re fully able to advise clients because if you know, you know and if you don’t you’re going to be left out in the cold as they say. I suppose a lot of people think that architects, not particularly glamorous, you’re stuck in a back-office sort of thing. How would you counteract that?

Nick: Architecture is a wonderful business, we work with such a wide range of people, we get to meet a wide range of people, ranging from people who want to extend or renovate a house, up to we work with charities, and working with charities is great because they need a guiding hand through the projects and through the charity projects we’ve worked on we’ve then got to meet quite a few celebrities and Royals at openings.

Alex: Go on drop a few names.

Nick: Ok I’ll drop a few names, Princess Anne opened a building last June, which we designed, had a really interesting 5-10-minute conversation with her on tarmac and what specification of tarmac was being used in the car park. AP McCoy was at the opening as well along with the racing celebrities and Sophie Countess of Wessex also opened a project for us in Cookridge a few years ago. So, met some wonderful people along the way.

Alex: Well look at you. Well some fantastic tips and tricks there for architects and if you want to I suppose drop Nick a line and hand out with some his royal clientele, what is the best way to reach you?

Nick: Website is townscape-architects.co.uk phone number 01423 505924.

Alex: Nick fantastic, thanks so much for coming on.

Nick: Thank you Alex.

Alex: Every month I’m here to answer your questions, queries and quibbles when it comes to the property market, and this month we’ve got Beth and she’s got this for me.

Beth: Alex, the estate agent feels putting up a for sale board at my house will help the sale. I’m not so sure I feel they’re just using it for profile, plus I’m mindful that the neighbours may now look my house up as they’re not currently aware it’s for sale. What’s the best thing to do?

Alex: Great question there Beth and one actually very commonly asked. Now, for sale boards are a very useful tool in the range of marketing options at an agent’s disposal. Firstly, you never know who’s going to be driving or walking past the property and of course this is free to you because the agents pays for it. Secondly, for viewing purposes it clearly states where your property is and the last thing you ever want is a viewer running late due to traffic and then can’t find your house. You need to be waving from a distance where you are, so they can see it and start to relax before they come through the door. Now, regarding your neighbours, I would simply say that look everyone nowadays is actually connected online and therefore in fairness your neighbours probably already know about the sale, especially if they’ve got an automated website search set up. So, look overall, I would certainly say go for it initially and if you feel it’s been up long enough then just ask the agent to take it down but at least at that point you’ve been able to make an informed decision and I hope this helps.

Voiceover: The Property Hot Seat
Name?

Ben: Ben Thornton

Voiceover: Business?

Ben: Planpics.com

Voiceover: Time in property?

Ben: 10 years.

Alex: Very exciting indeed to have Ben Thornton here in the studio with me. He really is a very experienced property photographer. Ben thanks very much for coming in. I suppose one of the main questions that you come across and certainly I come across, is why people feel that it’s necessary to use a professional photographer when at the end of the day, a lot of estate agents nowadays, they’ve got the, say professional looking digital camera kit, what’s the difference between an agent just doing a point and shoot camera versus someone like yourself at Planpics?

Ben: Well I think the most important point is an estate agent has got 101 things on their to-do list, whereas a property photographer has one thing and that’s to take images that will sell the house. Firstly, they’ve got the latest and the best kit, lighting, cameras, lenses, whereas the estate agent possibly won’t so just in most cases using their iPhone or point and shoot camera. The professional photographer will also advise on room layout, you know presentation, also revisit when the weather is better possibly.

Alex: You mentioned about sort of presentation of a room and I know this is a very much a hot topic. What do you feel are the key points you want to I suppose convey to people? Because often it’s something that they get het up about, they’re not quite sure what to do, with your experience what are the key points you need to look for?

Ben: The advice I usually give is to declutter everything, that’s the first bit if advice I’d give. For example, look at a sitting room, we’d normally pull all the sofas out as far as possible, to make the ground space look as big as possible. What we’re not trying to do is distort the truth by using fish eye lenses but by moving the furniture to the edges of the room will make it feel lighter, brighter, airier.

Alex: Is it true that you want to be taking internal photographs on a bright day or a rainy day or how do you actually fit that in?

Ben: In the ideal world, it would be brilliant if we could have sun throughout the whole year in England but, in the majority of cases an overcast day for internal photos is an advantage because with the lighting kit we use internally, we can control the lighting and create some really fabulous pictures.

Alex: I guess it’s a case of when you sometimes see that you’ve just got that big flash of white light against the windows, with what you use you can actually see straight through into the garden as your eyes would see it?

Ben: Yes, that’s right. It’s down to a number of things, it’s down to the actual cameras we’re using, the techniques we’re using and the lighting but getting all those things right makes the shots that we provide the agent essentially look like what you’re seeing, if anything better.

Alex: Yeah I know and I think it’s, correct me if I’m wrong, it’s a common misconception whereby people almost get confused because what your very sensitive eyes see versus lets face it, sadly a bit of plastic camera kit sees, then it’s got to be printed out, I think it’s two very, well I think extreme opposites and it’s how you sort of work the room and get the best presentation out of it.

Ben: Yeah exactly. I think it’s just getting the balance exactly right. Everything from the colours to the room presentation, the lighting. We put a lot of effort, I would say probably over half of the time is in the editing, which again is over and above what your agents would do with a point and press camera.

Alex: Again, it’s a real hot topic because I often see, again it’s two extremes, you often see these very heavily edited, evidently, it’s done through on photoshop, we’ve got the Mediterranean skyline that we’ve had today but hold on the original picture was taken in winter or it’s actually pouring with rain. Where’s that fine line for you?

Ben: As we talked about, the internal pictures it’s not always a beautiful day but with the external pictures and blue skies, for about 80% of the time we replace and add blue skies, but we do it in a very very subtle way so to the untrained eye it’s not noticeable.

Alex: I know there are alternatives such as mast photography and just talk everyone through that because I know again it’s a term widely thrown around but what does that actually entail?

Ben: So, we use portable elevated masts and basically what they do is they give us the camera sensor on a telescopic pole around 40-50 feet. In most cases we only use elevation probably about 20 or 30 feet max and what it is to straighten the perspective of the property rather than looking up at it. It worked just as well for a terraced house as it would do a £5 million country house. And the advantages of the ones we’ve got, they are portable, so rather than driving a van through somebody’s garden we can jump into the neighbouring field or tuck ourselves into a very tight space.

Alex: So, it’s handheld and goes where you go rather than if you like, there are a few of them in and around the area whereby its actually bolted on physically to a van or a car, you are restricted by where that vehicle can go at the end of the day.

Ben: Yes, exactly and the convenience is brilliant, we can go into the likes of neighbouring gardens and get the perfect shots.

Alex: Where does is stand once you’ve taken the images and you’ve finally given them to the estate agent, who actually I say owns those photographs? Is it done on a licence? Is it copyright? Does the agent own them? Does the actual homeowner own them? Where does the land lie with you?

Ben: Well usually the agreements that we have with the agent is that we own the photographs, the instructing agent can use that photograph for whatever purpose they see fit, whether it be for selling the house, for general presentation on their website, other marketing. If a homeowner instructs us directly, they’ve got full use of the pictures and if they swap instructing agents, they can take those pictures with them also.

Alex: So, if for example the agent instructs you but it’s the homeowner that’s effectively is paying you directly rather than the agent, what happens then? Do the photographs belong to the homeowner or do they belong to the agent?

Ben: Well in that case where the homeowner is paying us directly then yeah, the homeowner gets the full use of the pictures and they can do whatever they want with them. It’s only when the instructing agent pays that it’s for their use only.

Alex: It all comes back to effectively who’s paid you, whether it’s the agent, in which case its over to them or if it happened to be the homeowner albeit could be through the agent then they own it.

Ben: Yes, that’s right.

Alex: Got you. Just in summary what should people who are thinking of coming onto the market, what do they actually need to look for because again it’s a fairly competitive sector, property photography, there are quite a few people that do it. What are the key elements that homeowners need to look for in a professional photographer such as yourself?

Ben: Well firstly I think when looking for a photographer is to well for property, is to find somebody who only takes pictures of properties rather than moonlights as a wedding photographer, as a portrait photographer, you know someone whose speciality is property photography. And then secondly, looking at the experience, what they’ve done because anybody can buy a camera from Jessops and call themselves a professional photographer, but you need to see examples of what they’ve done. Whichever agent you ultimately go with they should be able to provide you with plenty examples of what they’ve done, you know internal / external pictures, elevated shots. Obviously with using a specialist property photographer they’ll be able to give you the time to you know discuss property presentation and you know if the weather is poor to revisit.

Alex: Now that’s really great Ben thanks very much indeed. Just tell everyone if they want to reach you just tell them the website and your contact number.

Ben: Yes, if you would like to contact me please go to www.planpics.com and my number is 07968445329.

Alex: Ben that’s great, thanks very much indeed for coming on.

When you come to buy or sell a property please always ensure you use a good quality conveyancing solicitor. People sometimes think this is a easy way to cut a corner and save a bit of money when actually it’s the very thing that will cost them personally down the line. So, one side of things, when you come to sell, a good quality solicitor will prepare everything in advance, remain proactive and most importantly will be the single point of contact throughout the process. Going through a mass volume, conveyor belt type solicitor is really not the way to go. I recently came across a situation, it was a small chain, it involved this very type of solicitor, and what happened was that it took just over three months to exchange contracts. By comparison the other solicitor would have seen it through in under two months. That’s the difference. When you come to buy a solicitor needs to check all the legal options on a property. Again, the number of situations I’ve come across where a mass volume, low experience solicitor was used, historically when they’ve bought, they’ve failed to see the right of way at the back or the worst one I’ve ever seen, it’s an historic footpath coming right the way up the driveway to the front door of the property. So, the lesson is pay only a smidge more but get a good quality solicitor as you have to personally live with the consequences if they forget about that historic footpath. If you’re unsure who to use just drop me a line.

What a show. That’s all from the Alex Goldstein property Show (part 5). More details, tips, tricks and industry insight can be found on the website alexgoldstein.co.uk and of course all my social media channels. Alternatively drop me a line on email. Make sure you look out for my new Saturday Yorkshire Post property column which is out in the next few weeks. The next episode is out on 1 September, when we have Harrogate’s answer to Phil Spencer plus lots more property tips and tricks. Until next time.

When it comes to selling your home, the television personalities get some very major areas wrong! What works on TV, does not always translate to the real world. Listen to property expert Alex Goldstein give his thoughts.

Where the TV personalities get it wrong

Full transcript below:

Alex: We are focussing on where the TV actually get it wrong. Now, for example they all say paint all your walls white, remove all your personal items, clear your rooms and give it a blank canvas look, however, this isn’t actually the right advice believe it or not. Firstly, most importantly it’s very difficult to photograph a blank room even dare I say with a professional photographer. Where are the features? There’s nothing to look at and if it’s all painted white it looks like a hospital. Now, ask yourself who likes going into hospitals? Of course, the answer is absolutely nobody so why would someone want to pay you to come and live in one, they don’t. Now, remember a house purchase is one of the very rare emotional purchases in life. People are buying into the lifestyle so in other words they have the photographs of the family out, the dog roaming around by the fire, and there’s the other extreme, do not have butter everywhere, it’s more a case of having clean, clear and smooth lines throughout the property. The golden rule is the more people feel at home the better your sale will go.

Join property expert Alex Goldstein with Chris Etherington from Price Waterhouse Cooper (PwC) of Leeds in this highly topical interview based around what PwC do, tax planning, structuring and understand their thinking behind the controversial accountancy practices in the news!

Interview with Chris Etherington from PwC

Alex: It’s great here to have Chris Etherington from Price Waterhouse Cooper in Leeds. And Chris, getting straight to the heart of it, I know everyone’s really heard of PwC and Price Waterhouse, and it’s one of those massive UK names, but what underneath it all do you actually do?

Chris Etherington: Thanks for inviting me on, Alex. So, yeah, PwC, it’s one of those words that you see bandied around in the press being…we’re just a large accountancy firm. We work with huge, global conglomerates and things like that. And it’s actually, like you say, it’s a bit impenetrable as to, what do we actually do. So in terms of getting down to the nuts and bolts of it, we are essentially problem solvers.

We do a whole variety of things. I can list a whole different load of different services that we do. I do tax advice, we do legal advice, we do investment advice, we do deals to help people buy and sell companies. We do the boring stuff like the accountancy. Now, my colleagues in accounting won’t thank me for saying it’s boring, but that is what we’re known for. But we do so much more. We help people get debt funding, a whole host.

Alex: So sort of numbers and a bit beyond?

Chris Etherington: Absolutely, yeah. Obviously, it’s numbers-based, but we’re not all just mathematicians.

Alex: Possible common misconception is the types of clients that you help. And I know you’ve mentioned that you do help some of the UK’s best names out there, but just give people a feel, because obviously you’ve got those people, but I picked up that there was actually a bit of a slant and a change.

Chris Etherington: Well, I…to tell you what I do, I just work with individuals, and most people would be surprised to hear that, probably. I’ve spent the past decade of my life sitting at the same desk, helping clients of all shapes and sizes, if you like. So I’ve got clients who are guys in their bedroom with an internet business to 98-year-old grannies. So there’s all, sorts and it’s not just your high-net-worth Russian oligarchs, or what you might think it might be.

Alex: Again, yeah, a common misconception, it’s great to clear that one up. And what about companies? On the company side, because, again, you’re often seen to be acting for some of the big guys out there, but I think it’s fair to be said, at the moment, you’re quite interested, as a company, in the SMEs of this.

Chris Etherington: Yeah. I mean, if you just took what we call it as private business, and what that basically means is working with individuals, typically owners of managed businesses and privately owned businesses. And if you took that out of PwC in itself, that would probably be the fifth-largest accountancy firm in the country, just that bit of PwC. We do a lot. If you look at how many FTSE 100 companies are there in Yorkshire, there’s some, but there’s not a huge amount. So over two-thirds of what we do is working with entrepreneurs and their businesses. And that’s not just huge ones. It’s tech startups, to very large, privately-owned businesses. So it’s everything in between.

Alex: If you are a small or medium-sized businesses, why would you look to the PwCs rather than, say, accountancy firm down the street, so to speak? What is the difference? What are you actually getting?

Chris Etherington: At the end of the day, you’ve got the benefit of having somebody that is focused on the SME market but has the benefit of having a global firm behind them. So we can help you from day one as you grow and invest our time, we’re quite happy to invest time to start with certain businesses. So I’ve got a lot of guys who are tech startups, and there’s not a huge amount I’m going to be doing for them, but I just spend time with them on a day-to-day basis to help them grow with them, and in the future there might be an opportunity for me to help them with something.

Alex: And I suppose, from what you previously said, it’s the fact that you’ve got all these different departments and sub-divisions and all different types.

Chris Etherington: Yeah, say somebody’s trying to export to a European country, for example, never done it before. Well, we’ve got offices all over the world. I can pick up the phone to somebody and find someone over there that can help move…

Alex: Yeah, so you’re getting the PwC network, which you can’t obviously get from your high street guy, and you are the one stop sort of financial [crosstalk 00:03:59].

Chris Etherington: That’s why I said basically we’re problem-solvers. So if you have a problem with your business, generally I can find an expert, because it’s such a big firm. There’s usually somebody who does an everything, a little niche expert. I mean, I’ve been in the firm over a decade, I still don’t know what we do. It’s so much there, but usually if you pick up the phone, there’s somebody I can turn to or something.

Alex: And just talk us through, because it’s very much a hot topic at the moment, this whole sort of tax avoidance. You’ve obviously got all the Panama papers. You’ve got David Cameron supposedly being caught out, according to some of the papers. Emma Watson, the actress, she again bought it through the Panama company. What’s the viewpoint on this? Because, again, I think it’s very much a misconception when people sort of talk about taxation and the different structures. Talk us through. What is legal, what’s illegal, what’s the grey area?

Chris Etherington: Yeah, it’s a hot potato. They have a mine field to go through. It obviously sells papers and that’s why it’s been all over the press for the last five or so years. Before then, I think the tax world was very different. Broadly, the important point to know is tax evasion. That’s the really bad thing. That’s illegal now. Tax avoidance, that’s legal, so one is a criminal matter. If you’re doing tax evasion, there’s still plenty of people out there doing that. I mean, if you look at what the budgets and things when the chancellor stands up with his little red box and so on, he says how much I’m going to recover from tax evasion, there’s plenty of people out there doing it.

Alex: And that’s effectively money laundering…

Chris Etherington: That’s criminal. Yes, it can include money laundering, just people not paying their tax, basically defrauding the government.

Alex: Yeah, and then the difference, flipping over to…

Chris Etherington: Obviously, we don’t do any of it. Tax avoidance is, yeah, a much broader term. And, again, that is brandied around and becoming more of a dirty word in itself. It comes down to confusion. You mentioned it. How do people understand what is genuinely just financial planning and what is avoidance? And if you look at what the law says, there’s case law basically going back donkey’s years, which goes along the lines of, and I probably paraphrase badly, that somebody is entitled to arrange their affairs in a way that helps minimise their tax exposure. That’s perfectly legitimate. But if Parliament didn’t intend this to happen, are you manipulating the rules, are you finding a loophole and exploiting it, that’s tax avoidance in their view and they don’t like that, for obvious reasons. It’s not what they want. Whereas they are obviously happy with financial planning. Tax avoidance is so broad, you could say you’re investing in [inaudible 00:06:37]. That, in a sense, is…Yeah, you are arranging your circumstances to pay less tax because there is a government-sponsored tax relief that you can invest [inaudible 00:06:50] like that.

Alex: So effectively it’s your role to take and do the tax advice and take you, your clients, and their pot of money, no matter what it is, and take it up to the line, but it’s set out effectively by HMRC, but you don’t cross it because then, as you said, you’re getting into serious, sort of nitty-gritty territory and you’re bound to be caught out. And that’s where, if you like, the Daily Mails of this world and the media have picked up on it and arguably twisted the facts slightly?

Chris Etherington: Ultimately, it comes down to there are thousands of pages of legislation now. It’s impossible for the layman on the street, ordinary citizen, to understand really what the tax rules are. It’s so complex now. When I started, you had a couple of books, and it’s now 12. It’s impossible. I can’t read all of that. You have to have specialists in each individual field. And just doing stuff like a tax return for some people was impossible because there’s absolutely no way you can self-assess without some help. So a lot of what we do is actually to try and help people understand what the rules are.

Alex: It brings, as some might suppose, nicely, in terms of, again, another term that’s sort of bandied around, predominantly by the media, in terms of offshore funds, whereby you say, “Well, I’ve got my pot of money and it’s held in the Channel Islands or it’s over in the British Virgin Islands and all of that.” And, again, it’s tarnished with a similar sort of brush. Are those sort of setups legal, illegal? What are the advantages, what are the disadvantages? Again, it’s a term possibly misunderstood. But where are we at, at the moment, in terms of legislation and what’s possible?

Chris Etherington: Yeah. Like you say, there’s a lot of potential in things like Panama. Before then, there was non-doms that came up in the election campaigns and stuff, and a lot of these terms are thrown out into the press and it’s like, oh no, non-doms are bad, Panama is obviously bad, offshore structure, that’s awful. And the trouble is, a lot of people aren’t really interested in the detail. I love tax. A lot of people don’t. Yeah, I know. I’m fairly unique and I chose to do this. Most people fall into the profession. Unless you get really into detail, and that’s not gonna sell papers, is it, if you’re going to get really into the detail of it.

So it is quite easy for things to get misconstrued. I mean, just turning to the Panama situation and David Cameron’s. So he invested in, essentially, shares in an offshore vehicle and it was set up by his father. I don’t know all the details. I haven’t looked at it that much in all the specifics, but broadly it was an entity which paid UK tax. It was distributing its income each year and David Cameron would have had to declare that on his tax return. That is the same as you investing on a blue chip company on the stock exchange as anybody else would. You could do that in an ISO or whatever. If it’s paying the same amount as UK tax, as it would be in a UK entity, then what’s the problem? But people say offshore and tax evasion and tax avoidance…

Alex: All together.

Chris Etherington: Yeah, you just read the headline, don’t you? There are things to be uncovered and it’s perfectly legitimate for people to look at Panama and things like that and see if there is…I’m sure there will be untoward things that are in there to be uncovered. It’s 11 million documents, I think. It’s gonna take somebody with a fine-toothed comb to go through it all, but…

Alex: Time will tell on that one, time will tell. Bring it back ’round. In terms of property investment, again, the buzzword is how you structure it for tax efficiency, capital gains, inheritance tax, company structures, how do you actually sort of structure purchases nowadays? Because, again, there’s so many obstacles of their sensible ways, obviously above board, as we’ve said, that you can actually structure that to purchase. What should one actually look out for as a property investor?

Chris Etherington: Okay, ultimately, it’s a bit [inaudible 00:10:38] a little bit. It really comes down to your personal circumstances. There’s not a one set of rules. This is the right thing for a property investor to do. One person’s situation may be completely different to another person’s. You might have somebody who’s married and in a property partnership, say. You might have somebody who’s just doing it by themselves. You have to take all of that into account. I mean, if you’re married, you might think about things like who’s earning more. A lot of the changes at high level, some of the bigger ones that were announced were around restricting the amounts of relief you can get on your mortgage payments. So that’s gonna be restricted to basic rate, 20% relief essentially, whereas in the past you would’ve got 40%, or if you’re an additional rate tax payer, if you’re lucky enough to be one, 45% relief. So that’s a big dip in terms of how much…It’s coming phased in, so over the next couple of years it’ll become 75%, 50%, 25%. I won’t throw numbers around.

But in those circumstances, you might think, “Well, okay, if my wife isn’t earning anything, well, maybe she should own some of the properties. If we’re going to acquire some more, maybe she should do it rather than me.” The issues with Stamp Duty Land Tax are interesting. I mean, you’ve got obviously this new 3% surcharge. From people I’ve spoken to, it’s not necessarily something that will change the behavior that they’re looking at. It’s more a case of, “Oh, this is an extra cost we’re gonna have to incur.” It’s like a business expense. It’s just something we have to take into account when we’re setting our events and so on to try and get the right sort of profit in the long term. So, unfortunately, I think whilst the idea is to disincentivize, I guess, the landlord [inaudible 00:12:14] market, I suspect it will just be passed on to the tenants in due course.

Alex: That’s my fear, but again, we will see, because it’s very early days. Talk us through, Chris, because I know a lot of people are bandying around ideas of if we’re looking to buy property, we’ll put it in a limited company structure. And there’s limited liability partnerships and all of that. If one is looking to acquire properties, what are the things you actually need to think through in the structures as well?

Chris Etherington: Yeah, well, I mean, you’ve got to think about what’s commercial first, what’s good for you. I mean, there are benefits to being in a company, there are benefits of being in a partnership, things like limited protections, one, but there’s also things like who’s gonna lend money to me. It’s easy to obtain finance when you’re an individual. If you buy to let mortgages it may start to get harder, but it’s my understanding is it’s harder to do it through a company even it is. The tax things to think about are, well, yeah, there are some tax changes and not all of those tax changes apply to the companies. In particular, that mortgage interest one’s a big one.

So there’s a distinction there. If you can get lending through a company…and actually some people are so worse off that after these tax changes come through, in earnest, once they’ve been phased in, you could end up making a loss after the tax cost. That, in itself, could mean that basically there’s no point in being in business, frankly. So what are you going to do about it? One of the considerations might be, well, can I incorporate? Well, that might be one [inaudible 00:13:43]. You’ve got to think about what the other implications are, the Stamp Duty Land Tax issues and so on. Like I said before, what you’ve got to do is look at your individual circumstances and then decide which structure is best from the outset.

Alex: Yeah, and take some pretty specialist advice as well, because, again, the great thing with PwC is just so many different departments and areas of expertise. You’ve just got to declare everything from your personal circumstances and really, I think, hand it over to you guys for you to navigate.

Chris Etherington: Obviously, I’d be happy to do that. The key thing is taking that sort of advice earlier on rather than later. It’s much easier to plan for the future than it is trying to unravel something from the past.

Later life and elderly care is one of the hottest topics currently both in the media and on family’s minds. Property consultant Alex Goldstein talks with carehome finder specialist Fiona Gilbert on the pitfalls to avoid when searching for a carehome for your relative, what you need to do and how to go about it. A highly insightful and educational discussion about what to look for in a carehome search.

What To Look For In A Carehome Search

Full transcript below:

Alex: Fiona sort of tell everyone a bit about the business and your involvement.

Fiona: I’ve been involved in the property sector now for over 35 years and more recently since about 1995, I’ve been involved with the elderly care home sector. And a few years ago, my husband’s mother needed to go into a care home and we found it very difficult to find the right place for her but at least we had the experience and we knew what sort of questions to ask. What we’re finding now is that fewer people have that experience and it’s a very daunting prospect, if you’re looking for a care home for a elderly relative perhaps or just a parent, so we felt that there was a gap in the market there and people needed help.

Alex: I really think they do, even more so at a time when they really need some handholding and I think everyone is sort of aware this is a growing concern. We’ve got a aging population, I mean is that sort of a fair comment?

Fiona: Absolutely, I think people are living longer, they’re generally healthier as they get older but then we found out this week that over 200,000 people per year are diagnosed with dementia and its probably that stage where a lot of elderly people feel they can’t cope at home, even with carers coming in.

Alex: And how do you go about the process because obviously if you’re living at the other end of the country to your relative and they’re looking at possibly contemplating going into care, what can you actually do because I think this is actually a really important point because I don’t know anyone else that does what you do.

Fiona: We help people who maybe have the long distances to cover because it’s very time consuming if you’re looking for a care home for somebody who’s at the other end of the country or even overseas. A lot of our clients have children who are abroad and so its very difficult, it’s costly, they’ve got to come over to the particular region they’re looking for the care home, they need their hands holding really and we can do that research for them, we can provide reports for them, we can take the relative into a care home to have a look round when they might not be available to do so.

Alex: How does this sort of all work into fees? I mean everyone sort of talks about care homes and costs involved. What does it actually equate to in sort of real terms and how do you look at financing of it if that’s an option?

Fiona: Well the vast majority of people will be self-funding because they’ll probably have assets in excess of £23,250 which is the current threshold. So, if they own a house then obviously they’re going to have to self-fund their care. The care home fee rates are going up all the time. The average is probably around the £600-700 per week and that can go up depending on what type of care is required to £1,200 a week if they’re needing nursing care and potential dementia care. And it does vary around the country, down south around London you could be talking over £2,000 a week.

Alex: I mean that’s some serious expenditure and I guess on the back of that, are you able to provide financial and legal advice or do you know the right people, how does that side of things work?

Fiona: We know the right people to signpost our clients in their direction, so we have a panel of reputable IFA’s and solicitors who specialise in the elderly care sector.

Alex: Great, so ok it’s all part of the service of holding the clients hand. I personally don’t know of anyone else, is there anyone else out there that offers this sort of service? I can’t believe that there is.

Fiona: There aren’t any in the Yorkshire area that I’m aware of. There are one or two people that do a similar sort of service elsewhere around the country, they’re quite difficult to find. We offer a national service to shortlist and analyse care homes all around the UK and carry out research and it’s up-to-date and it’s unbiased. You’ll find that a lot of websites actually take advertising from the care homes so inevitably those care homes are going to feature closer to the top of their recommendation list. We don’t recommend we just provide the information for people to make an educated decision.

Alex: I’m assuming if you’ve got a specialist requirement, onset dementia to name one of them, I guess there are specific types of care homes that one should and should not look at, and you’re able to sort of guide people and differentiate between the pros and cons of that.

Fiona: Yes, in the main you’ve got residential care, you’ve got nursing care and then you’ve got both of those with dementia as well. There might be other homes that offer facilities for people with Parkinson’s disease or other requirements to that person, so we can make sure that the homes that we look at and shortlist for the clients are relevant to their particular needs.

Alex: And you’re able to help with I’m assuming again access to these. I know there’s sometimes waiting lists for some of the better ones, is that something you can work on that side or is it providing the information, how does that work?

Fiona: Because we are familiar with the system we can very often speed the process up, which means that obviously if there are waiting lists, then we don’t jump the queue but obviously we can perhaps pull a few strings in the right area. And the other aspect that we can help people with is to potentially negotiate a reduction in the fee rates because they’re not always set in stone.

Alex: That’s a very valid point, I thought it was a set rate, most people assume that it is what it is. I didn’t appreciate that it was a game like buying a house and you can negotiate. I thought it was a set thing.

Fiona: No, if you know how to negotiate as we do then you can save quite a lot of money and you know when you’re talking about £1,000 or there abouts it’s good even if you can get 5% off.

Alex: It makes all the difference on that sort of scale. Obviously, I’m assuming that’s one of the pitfalls but what are the other sort of possible areas that you need to be mindful of when looking at a care home?

Fiona: Well a little bit like yourself when you’re looking for properties and you see the glossy brochures, you know what to look for behind the scenes and care homes in the main have lovely glossy brochures with happy smiling faces but behind the scenes there could be all sorts of things hidden and we know what to look for. We also when we go round the homes we actually see how the carers engage with the clients, it’s not just about the surroundings, you know you might have a beautiful home with a nice large bedroom with a lovely en suite, but you might find there are elderly people dotted around with no engagement with the staff at all and leads to depression and ill health.

Alex: And that’s the error that always get into the news and as you said it’s looking beyond that glossy brochure as on my side with property and seeing what’s happening behind the scenes. Obviously very very similar that you’re under a lot of pressure because obviously you’re trying to source the right care home and sometimes you come across as quite blinkered in your approach, you always need a third party like yourself to see through all of that and guide you in the right direction.

Fiona: I mean the Care Quality Commission provide reports but sometimes they might only happen once a year and things change. So, because our information is bang up to date then we know that home on that particular day might be better or worse than it appeared in the report.

Alex: Absolutely, and I suppose the obvious question is how much your services cost?

Fiona: We have a free service initially for the shortlisting of up to 30 care homes or nursing homes in a specific area. Thereafter it’s really now a question of bespoke service but put it this way it’s actually a lot cheaper than the weekly fees.

Property consultant Alex Goldstein gives his personal thoughts on the property market post Brexit. What should you do if you are now looking to buy or sell property and what does the future hold for property?

Brexit Update

Full transcript below:

Alex: Hello, I’m Alex Goldstein from Alex Goldstein Property Consultants. I’ve been inundated recently following the UK’s departure from Europe, which is still in the current throws. And I just felt should talk through if you’re looking to buy or sell property what should you do. Bottom line is don’t panic. It’s very easy to get bought and buy into this media frenzy at the moment, but we’ve got to remember a couple of things. The laws of property rely on supply and demand, we’ve also got to remember that George Osbourne and the Bank of England, Mark Carney has set aside £250 billion pounds to ensure that markets remain stable. We also have to remember that the UK start Article 50 and the proposed departure from the EU, it’s got nothing to do with the EU, so it’s on our timescale. It’s also the UK’s and the EU’s best interests to start sensible negotiations because after all we’re in it together and we’re both equally vested. The end of the day if you’re looking to buy a property as always, as I’ve always said get yourself into the best possible buying position. There are always people that need to buy and there are always people that need to sell. So, make sure you look out for those properties where the vendor is keen to sell, and you can form a bit more of a deal. If you’re looking to sell your property, again as I’ve always said make sure that marketing is absolutely perfect, and again judge an offer by its individual merits. Yes, of course it’s the offer amount, but it’s also the basis of the offer and if that’s right, again make an informed decision. Yes, there is some short-term turbulence, we knew that was going to happen. Don’t worry about it and I’ll see you in a couple of months when hopefully the dust has settled. If you want to chat anything through, feel free, give me a call and drop me a line and thanks very much for watching.

Join Alex Goldstein on this fast paced educational property show ‘The Alex Goldstein Property Show (Part 4)’ with StrayFM featuring specialist letting agent, vacant property security insight, plus thoughts on Brexit and what to never do when it comes to your property!

The Alex Goldstein Property Show (Part 4)

Full transcript below:

Alex: Welcome again to the Alex Goldstein Property Show (Part4). I’m Alex Goldstein of Alex Goldstein Property Consultants in Harrogate and this is the fast-paced property show giving you industry expert insight into the world of property, estate agency and the related business sectors within it. Insider tips, tricks and know-how all jam packed into the show so you really can make the best-informed decision when it comes to buying or selling your home whether you’re a first-time buyer, up-sizer, downsizer, experienced property developer, or have a portfolio empire or simply just have an interest in the local or national market then this is the show for you. I will be speaking with and getting industry expert insight from some of the most property related businesses and professionals that Yorkshire and indeed the UK has to offer, ranging from regional Chartered Surveyors all the way though to some of the UK’s most well renowned multi-national firms such as Price Waterhouse Cooper. We’re available for podcast download on the first of every month so make sure you sign up to Alex Goldstein and the Stray FM social media accounts to get an early reminder of this and to get great property tips whenever you need. In this months show we will be getting the inside trach from Alison Guggenheim, a specialist letting agent in Harrogate on the pitfalls to avoid in this sector. We also discuss how best to differentiate between estate agents when selling. Plus chatting with Nick Bye from Vacant Property Security on what to do if you have an empty commercial premises and the security issues to avoid. We of course also have the Alex Goldstein top tips. So much to cram in so let’s get straight on with it.

This month we are of course discussing the EU referendum and that that UK is out. Whilst there seems to be panic setting in, let’s look at the facts as they stand at the time of recording rather than getting embroiled in the current media frenzy. Both the EU and the UK want to get the withdrawal right that’s a fact. This is in both of our interests as we both equally stand to lose and gain in equal measure. Only the UK can invoke article 50 and not the EU so in other words, any withdrawal is done on our timeframe and when we are ready. The Bank of England and Chancellor George Osbourne have already said they will do whatever it takes to keep the market stable and again that’s in everyone’s best interests. There’s been £250 billion worth of funding set aside should we ever need to use it. On top of that we’ve got low stable inflation and fairly solid employment rates. Research out the other morning from Coutts bank shows most political events do not have a lasting impact on investment outlook, and they Coutts, do not see Brexit as an exception. Coutts also went on to say one of the more reliable warning signs for a big downturn in the market is the risk of a US recession, which is seen as very unlikely in the next 12-18 months. The result is of course a surprise to many, especially the city who were betting the other way. We all knew the result would be close. The financial markets are currently going through an adjustment, to find their new levels, and there was always going to be some initial short-term turbulence. We must remember that the bottom line is there will be a lengthy renegotiation process and it’s not a case of just flicking a switch one day and getting a new set of circumstances the next. This is going to be a very gradual process over a minimum of 2 years. So therefore, on the probability side my advice is hold your nerve, yes there is financial turbulence occurring currently, but this was always going to be the case. There’s already speculation the Bank of England reducing interest rates to quarter a percent and if they do this mortgage rates could be cheaper. If so, it could mean greater property market activity as money is cheap to borrow. The property market relies on supply and demand and people will always need to buy and sell property. Current local property supply levels remain weak and therefore there is an argument for property prices locally to hold firm. The underlying strengths of the UK economy remain in place and property is always being proven to be the best medium to long-term investment you can make. So, in conclusion take your time, hold your nerve and above all don’t panic.

It’s great to have Alison Guggenheim, from Lentin Smith, who are a letting agents actually right in the centre of town here. Great to have you here Alison.

Alison: Thanks for having me Alex.

Alex: Getting straight to the heart of it I suppose, you often come across and you hear on the grapevine the estate agents and letting agents are all tarnished with a similar sort of brush, they’re not very reputable, that they’re dare I say at times sort of lazy, I dare say you feel that’s a fairly unjustified comment. How do yourself ad Lentin Smith sort of fit within that context?

Alison: Ok, well I think it’s simply because those particular agents just aren’t doing their job properly. There’s a lot of different aspects to leasing and property management and what you need is a experienced team of property managers in place to deal with the complex legal and compliance issues that you face, and also people who’ve hot robust systems in place to minimise any issues you may encounter through your tenancies. As a firm, as a business we take a very proactive approach to problem solving and try to help both landlords and tenants through our experiences that we’ve built up over 50 years now in property management, to help them through the difficult times.

Alex: As a landlord what do you actually need to look for in a letting agent, what are the I suppose issues they could come across and what they actually need to prepare? They’ve got a property they want to get onto the market, what do they need to be mindful of?

Alison: Ok, well legally to advertise your property you need a energy performance certificate, an annual landlord gas safety certificate to make sure all your gas appliances are safe, check of your electrics, again just to make sure you’re not putting anyone at risk with no harm or anything there, and obviously insurance for the landlords building.

Alex: How can you ensure as a landlord, how do you find the right tenants on the right basis I suppose quickly because you don’t want a property sitting there idle for so much time, what are the thing you need to get right as a landlord, what do you need in place?

Alison: Absolutely, it’s very unusual really for any property that it is correctly marketed to have any kind of void period in Harrogate now. The tenant demand is growing month by month and we are seeing a massive shortage of all sorts of houses within the Harrogate area. So really to make sure you don’t get this void period you need to basically present your property in the best possible way. By that I mean make sure it’s clean and tidy, any external area, gardens are well presented and obviously clean inside and well decorate it because you want these people to treat it as a home and if you’re expecting them to move in with sub-standard accommodation, quite honestly they’re not going to treat it as you would want them to treat it and it will lead to further problems down the line.

Alex: So, it’s almost like having it in if you like, show home type standard.

Alison: Absolutely yes.

Alex: And I’m assuming sort of does it matter if it’s furnished or unfurnished, is there a preference where we are at the moment?

Alison: I think generally it’s easier to let properties which are unfurnished and then perhaps to have an agreement where you may be willing to provide one or two pieces of furniture if required. It depends if you’re talking about a big detached family home or a small bedsit or two-bed new starter home something like that. But generally, it’s better to let the properties unfurnished and then as a landlord you don’t have that issue at the end of the tenancy where your family heirlooms or items of high value have been left in the property and perhaps have been slightly marked or damaged or just general wear and tear.

Alex: Bit of hot topic but Menwith Hill, the number of employees there I gather, and everyone sort of understands they’re all going back to the States and they were a massive driving force behind this sort of letting market. Have you noticed much of an impact at this point?

Alison: Yeah certainly the last 18 months, the decrease in the number of Menwith Hill workers has had a big impact on certainly the luxury end of the Harrogate housing market, and I think that’s particularly comes through in the upper end of the two-bed apartment rates. We’ve seen they’re certainly coming down slightly in price and there’s less demand for those at the moment.

Alex: Then I suppose on the flip side if I’m a tenant and I’m actively looking, how can I, I suppose, put myself in the best position so that Alison knows about me and I’m going to find that great property to rent out. What do I need to do from a tenancy perspective?

Alison: Ok, you need tom make sure that you can move quickly and when you go to the viewing if your happy with it and you’re in a position to decide quickly.

Alex: There and then do you mean you can strike a deal.

Alison: Strike a deal or yes certainly within 24 hours at the end of the day it’s not our decision who gets to let the properties it’s always the landlord, so we have to get as much information as possible to give to the landlord after viewing for him or her to make that decision. But you know if we feel that person is the right person for the property then you know then let’s close a deal.

Alex: Does it matter about credit reference and that side of things? So, again if you’re a tenant prior to going down the route with yourselves and finding a property, you almost want to go on one of these websites and do all the background checks and ensure that’s all-in line, you look into that nowadays as well?

Alison: Yes, before anybody can move into a property, we’ll do a full credit reference check on them which will include employment checks, salary checks, previous landlord reference, credit reference as well. So, anything that could come back, you’re much better to be honest and upfront about that at your viewing because it’s not something we would look brightly on if it comes out at a later date once the application has been and fees being paid.

Alex: Ok, understand, I mean do most letting agents do that? Is that the standard doing that number of checks?

Alison: That’s the standard now yes.

Alex: How do you get around it? I mean, again, you hear scaremonger albeit that I don’t know, the tenant abuses the property, they paint the walls all black for example, what do you do from a letting agent perspective and indeed a landlord perspective to mitigate that, to ensure that doesn’t happen, or there are no real guarantees, what can you do to protect yourself?

Alison: I can reassure your listeners that it happens very rarely in Harrogate, we’ve got very good properties and very good tenants and very good landlords on the whole. And where there is accidental damage or where there is excessive wear and tear during the tenancy, most tenants are happy to contribute towards the cost of repairing or replacing that at the end of the tenancy. It’s really important that landlords and agents do make regular inspections of the property so any issues that may come to light, you can deal with effectively at the beginning of the tenancy, rather than at the end of the tenancy and we lodge all our deposits through the deposit protection scheme.

Alex: I was going to ask about that, how does that actually work? This is relatively new all of the deposit schemes, just sort of fill everyone in on this.

Alison: So, the deposit protection scheme or the DPS, is a government backed scheme where an agent or a landlord taking the deposit is required to lodge that deposit within 30 days of the start of the tenancy. What a good agent will do is they will go round at the start of the tenancy before they hand the keys over and make a full written and photographic inventory of all the items in the house and the condition at the time the tenants make that commitment to sign the tenancy agreement. That then stands as a benchmark to assess any wear and tear or damage or dilapidations at the end of the tenancy, when another inventory is undertaken with the photographs and you can compare photographic evidence on the table. There are occasions where it isn’t possible to agree the retentions and the dilapidations and at that stage it unfortunately has to go through the DPS adjudication process.

Alex: So, it goes a bit more legal in that case within it actually goes through the government scheme for them to resolve?

Alison: That’s right, the DPS actually hold the tenants deposit, so the tenant doesn’t need to worry that it’s held with the agent or the landlord, so they can take increased confidence that their money is being held by a third party.

Alex: Is there any sort of major or significant difference I suppose from a tenants view point that if the property they’re in is managed either by you as the letting agent or indeed I suppose is managed privately by the landlords, are there things from a tenants point of view that you should be mindful of when entering into a agreement or because of again these government schemes there, it doesn’t really necessarily matter these days?

Alison: I think if you’re renting from a private landlord always check where he’s going to lodge your deposit and make sure that you get the appropriate paperwork so you know where that money’s held and make sure that obviously you’re renting from someone that you feel that you can get along with, perhaps someone that’s local and has local contacts in place if you’ve got a repair, you’re not dealing with an overseas landlord where it may take 2-3 days to get in touch with and that obviously repairs can be actioned promptly.

Alex: There are some very significant organisations really that are specialists in the letting side of things and they use sort of two or three offices locally, where do you feel that Lentin Smith adds value or does something that’s different in comparison to the bigger set-ups if you like?

Alison: As a business we’re set up and run by landlords and they’re a very experienced team of property managers and we are independent, and we do offer a very specialised property management service. We are extremely proud of what we’ve built up over the last eight years and we continue to grow and expand really on the recommendation of our landlords and I think that speaks volumes of how we operate. And I would just like to stress that we are local people, who know the market and as a business we’ve invested in technology to be able to offer our landlords and clients a login portal to access their property information 24/7, which obviously helps them at that awful time of year when you have to do your tax returns or any other accounting information you need to do. We offer wide angle photography, 360-degree virtual tools and floorplans on all our properties now. So, the other tip for landlords when they’re marketing their property is to make sure that the agent has time to do a thorough market appraisal of your property, make sure you’ve got the best photographs and it’s presented in the best light. Also, my advice would be don’t necessarily go with the agent who thinks he can get you the best price. Sometimes it’s that time it takes holding on to that final £25 or whatever it is you’re looking for, that will eat into your costs because you’ve got a longer void period and sometimes it’s those tenants that feel they are paying top dollar on their rent will demand everything to be 100% perfect in their property, 100% of the time, which may cost you more in the long run with monthly repair bills.

Alex: Now, I have from my experience, certainly the marketing side of things, so many letting agents just don’t even bother doing floor plans and it can be sort of infuriating if you’re trying to point a client in the right direction. I suppose almost to finish on this I suppose, you’ve got the luxurious position someone like you that you’re seeing a lot of properties, day-in day-out you must have a lot of funny stories up your sleeve that have happened in your career, please share.

Alison: Well it never ceases to amaze me how many tenants and people will open the door with no clothes on! Not something I’d do but there’s a lot of people out there who don’t seem to mind.

Alex: And they’ve just been caught out!

Alison: Yes, not that they’ve been too embarrassed.

Alex: It does happen. Just remind everyone Alison if they wanted to sort of touch base with you, what’s the best number to reach you on?

Alison: Feel free to call me at the office its 01423 817777 or you can contact us via our website which is www.lentinsmith.co.uk

Alex: That’s great Alison, really appreciate your time and thank you for coming in.

This week I’m answering a question from Karen.

Karen: Alex, help! I have seen three estate agents, they all say the same, they all promise to do the same things, I have no idea how to choose between them. I really don’t know what to do?

Alex: Great question and one I actually commonly come across. You’ve got the remember most estate agents are excellent sales people. In addition, some use tactics such as quoting high valuations or putting in low fees just to entice you to sign up with them, so you end up in a bit of a spin. What every homeowner seems to overlook is the agent sat in your kitchen, telling you about the virtues of their company is not actually the person involved the most in incoming telephone calls and walk-in enquiries. This falls to their front of house team. Whilst the agent in your home will see a element of these enquiries, their office-based team are the ones who actually sell your property. So, therefore my advice Karen is to mystery shop your agents as a prospective purchaser, see how well you’re treated, how knowledgeable the staff are. If the agents, you saw are all along similar lines this is the ultimate test on how differentiate. I hope that helps.

Voiceover: The Property Hot Seat
Name?

Nicholas: Nicholas Bye.

Voiceover: Business?

Nicholas: VPS.

Voiceover: Time in property?

Nicholas: 2 years.

Alex: Talking about vacant property specialist, just talk everyone through exactly what you do, because I think it’s a really hot area at the moment especially if you’ve got a commercial premises, just talk in just general terms about the services that you guys offer.

Nicholas: So, my role and responsibility is to work with a broad range of clients in and around the Yorkshire and North East region. Our organisation VPS is national however and is to look at the risks that vacant properties incur on a day to day basis, so that can be from a vandalism perspective, theft or the most important one in and around these areas is the insurance aspect of that as well.

Alex: And I know you’ve also got this sort of specialist guardian type service, which you hear bits and pieces of, but I don’t think anyone’s really got any idea as to what that actually entails, and I suppose the financial benefits of doing that as well if you have a empty hotel or bed and breakfast or something like that.

Nicholas: Absolutely so the guardian piece started off in Central London and the idea behind the guardian piece is that we’ve moved so far on from the original security which is just going to a commercial property, putting steels on it and putting alarms on it. At the end of the day that’s a cost to a commercial client so the idea behind the guardian piece is VPS go and source, vet and CRB check tenants that can actually go and live in these properties. So, if you can imagine you’ve got a large property, let’s say Central London, you’ve got a vacant hotel that may cost you upward of £2,000 to secure on a weekly basis. VPS can provide guardians which would actually generate a revenue based on the fact that we would charge them a weekly rental on the property and the most important thing which is why the guardian piece is becoming so popular across the UK is that actually because there are live-in people, specialist guardians that we provide, that would reduce business rates down to council tax.

Alex: Yeah that’s a bit of a key point at the moment, certainly business rates keep on creeping up and up and up. Who are these tenants, how do you find them, who are these sort of individuals that sort of come in and say well I’ll live in a couple of rooms in the hotel, how do you find them and how do they find you?

Nicholas: Well a lot of people seem to think that we go to the local music festivals and hold the board up saying that we’ve got some cheap rooms for rent in Leeds, York or Sheffield but we actually have a specific guardian application system where we have got a portal where we store all the guardians details. Now these are professional people, these are Doctors or Nurses or people that work in the professions that are looking to stay in a certain city due to placements for 6-9 months. We have to do two-years background checking, they have to earn a certain amount of money, and we actually go in and check the properties on a week-in week-out basis to see that they are working in line with our mitigation.

Alex: I mean it’s literally not Fred off the streets, I mean as you said these are very professional individuals and it may be that they’ve got to be based up in Yorkshire during the week because of their job but their family and their base happens to be I don’t know back down south in London, is it that type of individual?

Nicholas: Exactly, and the great thing about the guardian service with VPS is it’s not a case of we will find the person and then go Alex you need to sort the property out. We will actually make the property guardian worthy for you, so if that’s putting partition walls in, putting toilet facilities in because there are certain regulations that you’ve got to abide by, but we actually do all those services in house. So, we can actually take a property and say right that is perfectly suitable for guardians then in a ideal world we would come back to you a couple of months later and say right this is your saving from business rates, council tax and we’ve actually made your property guardian worthy.

Alex: And what happens on the reverse side of it if it’s not a liveable type property, I don’t know it’s a warehouse or it’s a dilapidated pile and you can’t actually put an individual in there or it’s not what the landlord wants, fine you’ve got the security in terms of just boarding it up but then it’s a fairly site, are there any variations of that or any things behind the scenes that you can I suppose make it more aesthetically pleasing?

Nicholas: Yeah, I mean one thing that we developed for that reason was a product called decals. Now we do provide the steel screens and you’re right there are some of the most ugly things you’ve ever seen in your life and probably wouldn’t suit Harrogate town centre very well, so decals are specific steel screens that are designed to place on the outset of the property with exact same security level of steel screens, but you can give us a design that will go on the front of those steel screens, so as you can imagine they can be made up to doors, windows, stain-glass windows if you fancy being really fancy, or anything like that and they can be created completely bespoke to what you want to blend into the high street.

Alex: So, you’re literally printing out a giant sticker to look like the façade of a occupied property.

Nicholas: Exactly and there are examples where unless you go up extremely close to these properties, if you were driving past it would be very difficult to notice the difference and that’s not just to maintain with the local community so it doesn’t stick out, but I would know that if I was a prospective buyer driving past these sites, the decals would look much more attractive to where I see that property going, as opposed to just steel screens that are placed on it outside of them.

Alex: Absolutely, as I suppose everyone then if you’ve got exposed windows, everyone’s worried about vandalism and graffiti and dare I say sort of people getting inside, how does that actually work from a pure security point of view when you talk about sort of cameras and remote sort of video monitoring?

Nicholas: Yes, so because with the one-stop shop when it comes to these solutions in terms of what we can provide, the alarms that we offer that have been developed, built and installed by our in-house teams, because situations are always going to arise no matter if you put steel on the property or guardians where unfortunately there may be break ins at the site. Now because of these alarms that we’ve developed in-house that are responded to by our in-house team, we’ve got 27 service centres nationally across the UK, with over 500 staff that are on the ground so you can imagine we’ve got our own RVRC system, which is basically our own alarm monitoring system, which is based in Manchester so all those are recorded and monitored by our in-house team, so if someone does for whatever reason break into the property we’ve got the ability to respond to that on a very timely manner. The great things about the alarms is based on the fact that a lot of these properties are vacant, you don’t want to be having to switch utilities on and the risk of utilities being left on, they are all wireless and they are all battery powered as well. So, there is no need to have any wires running around the property and there’s no need to have any form of power rigged to it either.

Alex: And then obviously it’s not a case of someone creeping in and cutting a wire and they can get in because again all of that side of things is backed up as well.

Nicholas: Exactly, and the actual alarm unit that we create itself is made from the same material as riot shield, it’s got a anti tamper device and it’s not one of those kind of things that you would just stick on the wall and you can go and pull off. There are actually videos on YouTube with people taking baseball bats to these things and so much so that if they do manage to do some damage to it, it will lay down and play dead but will still carry on sending a signal tour service centre.

Alex: Got you, so you really are secure if you’re away. And we’re obviously I suppose sending the commercial owners mindful, worried, that given the summer is supposedly upon us with the weather soon, everyone hopes, you’ve obviously got summer parties and raves and you always hear about them crashing into a sort of office or a warehouse. What sort of things could you provide if you were an empty warehouse and you’re worried about that, what would you go through? I know we talked about the screens and videos but are there any other sort of pointers that you would give for those landlords or owners?

Nicholas: Absolutely, I mean there are certain elements that would apply to certain properties depending on the size of it. The most important thing and the most important message that I give to my clients is that the solution is cheaper and easier than the cure, so once people like that actually get in to the property, it’s extremely difficult to get them out. So simple things like concrete barriers that we can provide over the entrance, a lot of people don’t think like that, because people cannot actually get their cars or vehicles onto the site, so concrete barriers are a massive massive deterrent for people like that. So that is one of the biggest tips that I can give to people to look at the simple approach because sometimes the simplest solution is the most effective one.

Alex: And what about the point of insurance because again obviously if a property’s lived in, and we’ve talked about the guardian side of things, your insurance is going to be one thing, if you’ve got a vacant property, how does that sort of work and what are the measures you should take?

Nicholas: Yeah, we work with the biggest commercial insurers we work with AXA, we work with Alliance and Standard Life and we are their preferred supplier purely because of the measures that we go to ensure that a property is insurance compliant. Now, if I was to say to you what you think you need to do to ensure that a property is of a certain standard when it is vacant, can you give me some of the things that you believe?

Alex: Everyone always thinks of things sort of locking up the door, turning off the lights and sorting out the service and as you said probably putting in a video camera, but I guess it’s always going to be the small things everyone’s going to forget.

Nicholas: Absolutely so its little things like and a lot of people don’t know this but the sealing of the letterbox. Now that may just be a £25 transaction to get that done but the majority the main insurers, if that action is not taken would not pay out if something was to happen at the site. We have had specific examples of this at VPS with extremely large expensive office blocks that’s located in the city centre. Now the reason why is if you can imagine that you’ve got a open letterbox and if you vacated the site, the post and the junk mail isn’t going to stop coming. So, it piles up and piles up behind the letterbox, all someone needs to do is go in there and put a match through it and the buildings aflame.

Alex: And it’s gone.

Nicholas: And that is your responsibility to ensure that that letterbox has been sealed otherwise technically the combustibles behind that, they have been given access to so it’s extremely important and again one of the biggest things and all the sites that I drive past, it’s always the main thing that people don’t pick up on is ensuring that that letterbox is sealed.

Alex: So, a £25 seal could save you literally millions, because if an insurer doesn’t pay out you’re on your own.

Nicholas: Yes, and as we know insurers will do whatever they can to not pay out and so it’s important that from your perspective that you’ve got the confidence in the person that you know is going to the site knows what they are looking for and knows what they need to be securing from a vacant property perspective.

Alex: And have you got any sort of examples in Yorkshire of sites and properties that you’ve helped?

Nicholas: Absolutely, I mean we deal with such a broad range of property wherever that be from because we’ve got a social arm of our company as well so whether that be the local housing associations that we work with, or right up to the real big projects and one of those, well the bet example was probably Hickleton Hall, which is based in Doncaster, it’s a extremely large stately home, stately home are full of things that people would like to remove from stately homes, copper wiring, lead on the roof, or the boilers, so we were tasked by the company Sue Ryder the charity that actually owned the property after they closed it down unfortunately, to go in and provide the most effective, cost effective security solution. Now man guarding is another thing to come on, it’s one of those things that people will always revert to when looking for security, but because of the ever-spiralling cost the increase of national living wage, for some companies it’s not just a viable security solution. So, we went in there and done one of our full free site risk assessments where we go in and do a 52-point check question on the property, look at what it needs, is it low, medium risk, we’ll also do an evaluation of the local area, look at crime statistics and provide a solution, bespoke solution based on what we believe that site needs. And in this instance for Hickleton Hall we secured the entire property with our steel screens on the outside, also providing internal security alarms as well to monitor that as well as smoke alarms. Now the reason we provide smoke alarms is that Hickleton Hall prior to us installing the smoke alarms, they were receiving five or six call outs from the fire department every single week, now I didn’t actually know this but as soon as you go over a certain amount of call outs by the fire brigade they will start to fine you. So, they were fining Hickleton Hall between fifteen to sixteen hundred pounds a week for unfulfilled call outs basically. So, its £6,000 a month which Is basically going down the drain. So because we can go and install our smoke detectors and we can respond to that, I can assure you our call out charge is significantly less than that, and it’s much much better monitored in terms of the fact that we can respond to it with a local team as opposed to dragging resource out of local government and have to send that to basically what is a unfulfilled call out charge.

Alex: So, it sounds like Fort Knox that one.

Nicholas: It needed to be Fort Knox, there was round about half a million pound of lead that was on the roof alone. Because of the high profile of the site it was in the local paper it was in the local news, everyone who would want to go into a site to remove tings would have been made aware of it quite quickly.

Alex: And the obvious question, did anyone get in and steal the £500,000 lead roof?

Nicholas: Before we were there, there was an issue at site, there was numerous issues at site and then it was raised to us we managed to secure the property within 24 hours and there has been zero issues at that site since.

Alex: Well you heard it here first. Nick it’s fantastic to talk with you and hear just a bit more of an insight into VPS. Now if anyone wanted to touch base with you and talk about any of their issues, what’s the best number to reach you on?

Nicholas: The best number to contact me on, I’ll give you my email address which is Nicholas.bye@vpsgroup.com and the best contact number is my mobile number which is 07738818874.

Alex: Nick fantastic and thanks so much for coming on.

Nicholas: Thank you very much.

Alex: When it comes to our homes we form such an emotional connection and for many of us we work very hard over numerous years to be able to afford the property in the first place so when it comes to selling our beloved home, many homeowners lose sight that it’s our most sizeable financial asset. So why do some choose to cut a corner? It defies all logic to instruct a conveyancing solicitor because they were cheap, or an estate agent who will sell your home for £50 for the same reason, or have that extension done because the builder could get lower quality materials. My absolute top tip is to never cut a corner when it comes to your home. It is the one asset that has been historically proven to be the safest investment you can make over the medium to long term. So, if you’re going to add value with an extension get it done to the appropriate standard. A cheap estate agent or solicitor will only cost you down the line. Value for money does not mean the cheapest or indeed the most expensive deal, it’s about getting the job done for the best result at the right price. As with everything in life you get what you pay for, so don’t make it at the expense of your most valuable asset.

What a show. That’s all from the Alex Goldstein Property Show (Part 4). More details, tips, tricks and industry insight can be found on the website alexgoldstein.co.uk and of course all my social media channels. Alternatively drop me a line on alex@alexgoldstein.co.uk Make sure as well you look out for my new Yorkshire Post property column which is out in late July. The next episode is out on the 1 August so make sure you tune in for that. Until next time.

Listen to independent property consultant Alex Goldstein Live on the StrayFM news giving a precis of the property market and what to do.

StrayFM News with Alex Goldstein on the Brexit Result

Full transcript below:

Female: Meanwhile Harrogate property expert is calling for calm following the EU referendum. Alex Goldstein who runs a property consultants says people should carry on as normal. He says because demand for housing in the Harrogate district is so high, the market should cope.

Alex: Up until now supply has been relatively weak but demand has been very strong and that is what’s kept prices strong. You’ve got Leeds and Manchester and York and Harrogate and you’ve got these real sort of northern power houses close by, those aren’t going anywhere overnight. So, again I see that we’re very well insulated from the storm.

Listen to Alex Goldstein’s Brexit interview with StrayFM discussing the impact of Brexit and what it means for the property market. Plus what is the underlying message on what to do if you are buying or selling property.

Full Brexit Interview with StrayFM

Full transcript below:

Alex: The general message is not to panic, and it is very easy to buy into the media frenzy shall we say at the moment. Everyone knew that there was going to be some short-term turbulence and the stock market and sterling re going through some adjustment, as you seen, fine, fell off a cliff on Friday which everyone expected, it’s bounced back a bit but yes fine there’s still uncertainty out there, but you’ve got to hold your nerve. The world doesn’t stop spinning, you’ve got to keep on going and I think the key message is to turn what some people perceive as a negative situation round into a positive, make the most of it and embrace the possible change ahead.

Lisa: You sort of getting in touch with any clients already or any sort of reaction?

Alex: Yeah, again I think it’s trying to instil confidence. I have had an instance where by my client who was selling their property got gazundered, so in effect the buyer held them over a barrel and just said well we’ve lost confidence in the market and came in with a substantial price reduction. My advice to the client was actually don’t accept it and move on, which indeed they’re doing, and we’ve already got some other answers. So, as I’ve said locally, Harrogate, the Golden Triangle property market where we’re very well insulated, look back dare I say to the downturn of 2008, our prices faired very well indeed I comparison to the rest of the country. I still say that’s going to be the case no matter what happens, and I just think we need a good couple of weeks under our belts and I think then everything will start to simmer down, and again people’s confidence will come back and the world starts moving again.

Lisa: What would be your advice then leading on from that, to anyone who is thinking of buying or selling at the moment? Your advice would be then just to keep going?

Alex: Personally, I think it’s a case of keep on going. I think prices will hold firm and there are some great opportunities out there. You’ve got to remember that the whole property market revolves around supply and demand. There are always people that need to buy and there are always people that need to sell and its going back to those basics and almost ignoring slightly what’s going on out there in the EU at the moment, because we’ve got to remember this whole process of the withdrawal from the EU we’re not just, I think a lot of people making a mistake thinking this is going to be we’ll flip a switch one day and the next day we’ve got a completely different set of circumstances. It’s not the case. This is a minimum of 2 years at least of very gradual we’re getting out of this. As I said at the beginning, turn what could be perceived as a negative into a positive. Now if we look at say the mortgage market, there is already talk that the bank of England may reduce interest rates down t quarter of a percent. If they do that then in theory mortgage borrowing, getting money is cheaper. If you’re looking to buy well away you go, if possibly prices revise ever so slightly you’ve got the ability to jump further up on the property ladder, there’s £250 billion worth of funding set aside to try and keep the market stable. If we’re leaving the EU there’s legislation bound in the current mortgage lending. If that goes, which it will eventually then all of a sudden, our mortgage market again becomes much more free, you’ve got the ability as a buyer to jump up not just one rung on the property ladder but up a couple. Again, use it to your advantage, line yourself up, get yourself into the best possible buying position. Sellers present it, use your marketing to its best possible means and judge each buyer on their individual circumstances.

Lisa: And do you think we’re in quite a good position here in Harrogate because there is always the lack of housing in this area and it’s a very desirable area, so do you think we’re you know we’re in a very strong position?

Alex: Absolutely, it goes back as you correctly said Lisa to the whole supply and demand ethos at the moment. Up until now supply has been relatively weak but demand has been very strong and that is the key and that is what’s kept prices strong and that’s what happened back in the downturn in 2008. There’s again you’ve got Leeds and Manchester and York and Harrogate, you’ve got these real sort of northern power houses close by, those aren’t going anywhere overnight so again I see that we’re very well insulated from the storm, hold your nerve let a bit of time elapse and I’m sure that we’ll come out of this absolutely fine.

Listen to Alex Goldstein live on Nick Hancock’s breakfast show on StrayFM, talking through the latest property show which has insights from PwC in Leeds discussing the current news about tax evasion and offshore funds. Plus a specialist joiner using a wood product with a 60 year guarantee!

Live on Nick Hancock’s Breakfast Show – StrayFM (June 2016)

Full transcript below:

Nick: Oh hello, it’s eight minutes past eight here on Stray FM here with Nick Hancock on breakfast. You never know what will happen next on Stray FM, anything could happen and just popping by in our studio here we have Alex Goldstein, property expert.

Alex: Morning, how are you?

Nick: Very well thank you.

Alex: It’s great to be here.

Nick: Well it’s really really good of you to drop by. Thank you for being here. So if you are buying, selling, adding to your property portfolio, which a lot of my listeners might be doing Alex, we have got this free property programme which you present, which is on our website, which you can listen to anytime you like. Tell us about the show?

Alex: It’s really incredibly exciting, it just aims to give everybody the insider tips and tricks and industry expert advice as you said when you come to buy and sell any property, and it doesn’t matter whether you are first-time buyer looking to get your first rung on the ladder, all the way through to sort of serial property portfolio ownership and you’re an experienced developer. There really is something for everyone that’s why its so much fun.

Nick: So, you just go onto our website, on the specialist shows bit there, you can download it and just tell us about some of the people we’ve had on, because we’ve had some real big decent guests on haven’t we?

Alex: Yeah, the one that’s currently out we had Price Waterhouse Cooper on, PwC from Leeds there and it was getting slightly controversial albeit as we were talking through tax avoidance and everything that’s in the news about Panama and David Cameron and offshore and tax efficiency and actually PwC is just a huge global brand, what do they actually do? Everyone sort of knows the name but not sure behind the scenes, so we were sort of picking this guy Chris’s brains and just getting behind it all. We’ve also had on Sharon Wright, who’s a very specialist joiner again local lady, but unbelievably they’ve got a wood product they use that has a 60, a six zero year guarantee and you can leave it in water for that amount of time, it will not move at all, you then put this paint product on that she uses, that’s got a 15-year guarantee. I don’t know anything that’s got those sort of years of guarantee.

Nick: I was just thinking it’s less DIY to do, if it’s got guarantees that long it sounds good. And just tell us from obviously your background, property expert, how have you found doing the radio show, have you enjoyed it? Have you been nervous? Has it been what you were expecting?

Alex: I’ve thoroughly loved it. I mean I’ve done bits and pieces before, I’ve done some sort of BBC programmes and their Homes Under The Hammer which I dare say people tune into on occasion but being o the radio is just different, it’s all about the voice, has no animation so to speak that you can do with your hands but yeah I’ve really thoroughly enjoyed it and yeah I do encourage everyone to listen in.

Nick: Absolutely, it’s a great listen. So, you download it, go to strayfm.com our website and then click on specialist shows and you’ll find the property programme there. Alex thank you so much for popping by.

Alex: Not at all thanks a lot Nick.