Glenn Hotchin, Director
We’ll start with the obvious: one of the keys to a successful adaptation project is finding the right house. Securing that house begins with the very first call to an estate agent.
I told you it was obvious, but it’s still massively overlooked. Joined-up thinking, consistent messaging to third-party stakeholders such as estate agents, and properly evaluating a home pre-purchase are cornerstones of successfully completing a forever home.
Property finding isn’t just about scouring Rightmove morning, noon, and night (although that’s still part of the job). It’s also about building relationships with those who may not fully understand the world of catastrophic injury litigation.
A house needs to be secured, not simply found.
Property finding is about establishing credibility as a purchaser without weakening your negotiating position and identifying opportunities ahead of others. With the emergence of online agents and a shift away from traditional sales methods, the art of sales progression and relationship-building is being lost. Selling has become a numbers game. In a stagnant market, with limited stock and nervous vendors, the risk of sales falling through increases. This, combined with agents often failing to invest enough time in sales progression, means the job isn’t done until the transaction is complete.
Setting expectations for third parties and ensuring that litigation or CoP teams carry out their due diligence form part of the process. Ensuring that all parties understand the requirements, without building barriers to the transaction, starts with that first phone call to schedule a viewing.
Clear communication, objection handling, and awareness of the needs of both sides of the transaction are just as critical as finding the property.
A Property Finder’s Responsibilities
A Property Finder needs to:
- Establish clear criteria with all stakeholders, providing a considered approach
- Manage and co-ordinate communication with third parties to ensure consistent messaging
- Provide enhanced briefs and details on potential properties, including comments, photos, and videos
- Negotiate transactions
- Advise on the order of next steps:
- Appointment of a conveyancer
- Establishing formal suitability
- Undertake condition reports (not limited to a building survey – this is a whole topic in itself!)
- Renegotiate where necessary
- Progress the sale and manage the transaction
The order of these steps is just as important as the individual elements of a property search. You don’t want to spend a penny on due diligence until the property is secure and off the market.
Any negotiated offer is subject to contract and survey, meaning in the UK, it acts as an intention to buy rather than a commitment to buy. Getting the property off the market ensures due diligence can proceed more securely. Furthermore, establishing suitability ahead of condition minimises abortive costs.
Clear communication of this process to agents, combined with proper sequencing of assessments, minimises frustration during the transaction.
A Property Finder should do far more than locate a house. They are the gateway to a family moving into their new home, and their work doesn’t stop until the transaction is complete.
Glenn Hotchin
PLG Consultants, 28th January 2025