JANUARY 2012 |
www.opp.org.uk
THE LAST WORD Developer profi leJEREMY KNIGHT | 69
company’s customers are going to come from. Where does Knight think that things are heading?
“Our buyers will continue to come from a truly global source,” he says. “Of the 70 to 100 units we sell directly each month, more than half of the clients are from outside of the UK, hence our extensive marketing activities worldwide.”
Think and act globally he says. “In
2011, for example, we exhibited in 15 countries and we intend to do this again in 2012, as well as continuing to build a network of overseas agents that will be marketing strongly to their local markets. It is a truly ‘global market’ at present.”
“And, whilst it has cost a small fortune to grow into those markets, the investment is now paying off. Our agent network has evolved over the last six months and now we only wish to work with select agents who can actively sell.” “We work with such companies
closely, giving them exclusive stock in many cases and of course ensuring that they are supported and paid promptly. Poor service from developers or middlemen, along with non-payment of commissions, is the scourge of this business and we aim to protect our agents from this whilst providing top developments for them to sell to clients.”
And does he consider the student accommodation sector to be one of these top opportunities? Yes, he says. “Agents ought to get involved in selling student accommodation with us because our developments are exclusive, and they know that they will get paid. Their clients will be happy and - by working with us - they will avoid the number of shockingly bad developers in this marketplace at present. We understand agents because we are one too.” In short, “we know how to make
it ‘work’ for our partners and have a strong experienced team supporting them.”
It is also interesting to hear how, at a time when many overseas property fi rms are retrenching and cutting back, Knight Knox is investing. “Alongside our growth into the development sector and the way in which we have been building up a high- quality agent network,” says Knight, “we have also been building up our
management team, maintaining stability in our sales team, and adding staff in PR, marketing and customer support.” “We have also made massive investments into our internet marketing, database and CRM systems and moved to new offi ces based in the Salford Quays Lowry Centre in Manchester. We now have a superb showroom offi ce that is a great working environment for our team as well as conveying an impressive presence for our clients and partners. We also opened a London offi ce this year.”
He is positive about next year too. “Despite the drawbacks of 2011, we
in property. I liked the combination of being out of the offi ce looking smart and suited, and in dealing with people, working on something that was ‘important’ to them. So, I asked if I could do work experience at this estate agent’s offi ce and did so during the summer breaks for the next 3 years. I really enjoyed it and learned a lot. I knew that I would work in this fi eld when I had fi nished my A Levels.” He really got stuck in and, by the age of 20, he was a branch manager. “I left the estate agency at 28 as a regional manager to become involved in international property, industry
business has been built up on trust and loyalty over the long term, and when we get treated badly I make sure we no longer deal with such people. I also ensure that others in the industry know about it too,” he says.
Does he get frustrated by other parts of the industry letting him down too, such as the lending and funding sector? Has he found the attitude of the banks and mortgage lenders getting any better? Are they a hindrance to his business?
“No not really. We sell properties at present that do not rely on funding but we would welcome the return of a good mortgage market. As for the company, we do not - and never have had - any borrowings … not even an overdraft
“In 2012, we plan to relaunch our website, start a weekly blog and do more online marketing”
in fact.”
“So, as far as the funding of the business is concerned, we are not affected by the current climate. As a developer, of course, we certainly can’t look to raise build fi nance from the banks, so we have needed to source private funding. But, for the right projects, this is available.”
And getting it right is vital he says. Watching | development on the internet and in social media is vital says Knight
continued to grow and sold more than 800 properties in total during the year … our best-ever result. And, in 2012, we intend to sell more than 1,000 properties, to expand our international marketing and to further strengthen the team with more sales and customer support personnel.”
Knight is passionate about the business and puts a lot of store in maintaining a “clean reputation” and “looking after my quality team.” But what attracted him to the property business in the fi rst place?
“When my nan (grandmother) died - I was 13 at the time - the estate agent that came out to value, and in-turn sell, her property was a great chap, and I liked the idea of being involved
networking and marketing.” The end result is, he says, that “I’ve run my own business for many years now, with Knight Knox as a limited company since 2004.” Tricky moments have included the ups and downs of the market in recent times, “the collapse of mortgage availability in 2009, and the ever-changing individual country markets that effect us. We have to be ‘on the ball’ to move quickly when circumstances change quickly.” Other frustrations are “the short- sightedness of many of the people involved in the property industry, especially ‘serial networkers’ who want money for nothing.”
People like this annoy him. “Our
“Without wanting to go on about poor developers, it is true to say that my biggest mistakes have been - in hindsight - about choosing the wrong developer, especially in terms of their integrity.” “Luckily, we have protected our clients in their purchases but have suffered as a result of not getting paid our commission on several occasions.” But the future remains exciting, not least in terms of new technologies and the web.
Knight is keen on getting as much out of these new opportunities as possible. “Social media and online marketing is essential to our business,” he says. “We intend to be at the forefront of new technology in 2012, and we plan to relaunch our website, start a weekly blog, create new project webinars and add ever more online marketing, especially internationally.” Watch this space closely he says.
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