60 second interview: Joshua Rayner

Name: Joshua Rayner

What does it say on your business card?
Managing director, Dove & Hawk.

Where, geographically, do you operate?
We are based in Hertfordshire but cover the whole of the south-east. The majority of our business, however, takes place in London.

How have you managed to get through the recession?
It has been an ‘experience’ and one I can say I have learnt a lot from, but one I would not like to go through again in a hurry. Buying a business (in August 2008) as I did in a recession is a dangerous move, but with principles of being fair and ethical, I think you can be successful. I also believe in getting down to basics, working hard, and to offer both candidates and clients the best customer service possible.

What is the best bit about your job?
Although I personally don’t run a desk full time, the best bit of the job, like any sales role, is doing ‘the deal’.  I still get a kick out of placing people in agency, whether it’s a trainee negotiator or a managing director, and still get that feeling of pleasure.

What is the worst bit?
It’s never nice breaking bad news to a candidate who wasn’t successful on interview and especially after building a strong relationship with that person over a week or two. But it’s part and parcel of the job, and the only way forward is by finding them an even better position.

What kind of candidate is most in demand at the moment?
Estate agency has lost a great many individuals over the past two years who have jumped into other sales positions due to the recession or redundancy. In my personal experience, I would say experienced senior sales negotiators who can value are in the highest demand currently. With agents having a stock problem at present, this is a role that keeps coming up and where the biggest shortages of high calibre individuals are.

Who is your estate agency hero or heroine?
I would have to say Jon Hunt, who founded Foxtons. I think his marketing was so refreshing, and I would very much like the opportunity to meet him one day.

What could a senior sales negotiator in a central London office expect to earn this year?
It would depend on the company and the individual’s experience, drive and motivation. But if I took the average of the people we have placed in London in the last 12 months, a senior sales negotiator who could value would be looking to earn £35,000 this year.

Do you see signs of the market picking up, and if so, what are these signs?
Yes, the market is definitely moving, and since I took over in August 2008, I have had to triple the company in size to cope with demand. Companies seem to be re-staffing after the recession allowed them to get rid of some dead wood and cut costs. However, they now are faced with being under-staffed, and with summer here and staff on holiday, this is proving a big issue.

What makes a good estate agent?
Drive, attitude, ambition, initiative, and being able to think outside of the box.

What makes a good lettings agent?
Someone who can really multi-task and have good administration skills as well as the ability to close deals.

What are you very good at?
Networking. I particularly enjoy meeting key individuals within the property market who have been successful.