JULY 2009
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www.opp.org.uk Agent Q&A
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Robin Barrasford
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25
INDUSTR
Y
PEOPLE
DESTINA
TION
Network building
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Barrasford & Bird Worldwide has ventured into development with the Halcyon Hills development in Greece, and is building an agent network to drive sales
BUSINESS
We are moving away from IFAs as some seem more interested like knowing every staff member as a likely to still be around at the end of the
in selling the development with the highest commission for friend) and to build properties in front recession.
them than the right property for their client. line beach locations where the owners Not only does the AIPP work to
invite us round for dinner when they improve standards but it has helped
moving away from IFAs as some you know who own a property there? are completed. us make sales we wouldn’t have
seem more interested in selling The reason is strict planning regulation. achieved without being able to say
the development with the highest Now that the almost ‘supermarket’ style What are your biggest challenges and we are members. Quite simply, I make
commission for them than the right selling of the Spanish Costas is failing how are you overcoming them? more money by being a member
property for their client. due to an oversupply of resale product, Customer delivery. We became than if I wasn’t. The AIPP also offers
I also find that many are naive about I look to Greece as an incredible developers because no matter how the opportunity to network with like-
DE
the market and don’t carry out the opportunity. Greece has a wonderful hard we tried to offer great customer minded people in the industry I would VEL
correct due diligence. I was speaking climate, tremendous history and a solid service, there were occasions when never have met otherwise, which has
OPER
to an IFA the other day and they were tourism base. the developer would not deliver on his helped to reduce costs as we share
boasting that they could receive 10% promises. For example, he would not expenses.
commission from a developer. I asked Are you seeing more demand for put the right tiles in an apartment and
them if they had had the title deeds fractional ownership? refuse to change them. We realised the What are your predictions for the
or planning checked and whether Yes, and we are about to release only way we could ensure continuity overseas homes industry?
the contracts were actually with the a major new development in our of service was to build the properties The vast sales organisations have
company that owned the land. The IFA fractional program that has got me ourselves. had their heyday and the future is
had no idea but had sold properties very excited. The deal’s not signed yet smaller, specialist companies that
M
already. Scary. though so I can’t say what it is. You are on the board of the sell properties they believe in and ARKE
Association of International Property care about their customers. There are
Which of your sales destinations are What are your plans for Barrasford & Professionals. How is it helping many excellent agents doing that now
TING
you seeing the best growth/activity Bird Worldwide in the next five years? the industry to meet its current who I respect even though they are
in, and why is this? To commence five development challenges? competitors. For example, companies
Greece is an incredible market. Over projects within the next five years, We are all working in extremely difficult like Property Frontiers and Casa Calida
17m holidaymakers visit the country look after my staff, continue to build a conditions and I believe that those are the future of the industry in my
every year, but how many people do strong sub agent network, stay small (I agents who join the AIPP are more opinion.
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