I started selling houses in Surrey at the age of 18, more than three decades ago, and I’ve never looked back. Working with clients from all over the world and specialising in the county’s private estates, with their Arts and Crafts roots and concept of community, continues to be fascinating. 

It might sound odd but it’s when the property market has been at its toughest that I’ve derived most professional satisfaction over the years. Those downturns teach you the back-to-basics lessons that agents need to know. The early Nineties, 2001, and, of course, the fall-out from the credit crunch in 2008 and 2009 all stick in the mind. They were very difficult times certainly, yet immensely fulfilling.

Don’t get me wrong, when the market’s flying, it’s good too. But when the climate is more challenging for buyers and sellers it’s a chance to show what you’re really made of and to bring all your experience and expertise to bear on getting the best possible result. 

Knowing that you’ve done your very best is incredibly rewarding. How do you do that? By hard work, tenacity, building trust, understanding what’s going on in the market and explaining it, and ultimately by focusing on the fundamentals of who really needs to sell and who really needs to buy.  

For many of us, moving is one of the most emotional times in life and as agents we have the opportunity to help people through that very important process. A good agent needs not only to find a buyer but to look after the deal every step of the way, handling any stops, starts and surprises that may arise en route. I’ve learned many things in my time including that there are no short cuts to a successful sale. 

Investing in people and relationships over long periods of time pays dividends as clients become friends and they know you before they need you.

Voices of Experience

'There’s no substitute for forensic knowledge and a first class service' is part of Voices of Experience, a series of blogs inspired by the new Savills marketing campaign. In this series some of our most experienced agents share what they’ve learned about the property market over the decades.