Voices in Property - Oona Collins

Welcome to our quick-fire spotlight on industry leaders and entrepreneurs in Property.

In this edition, Oona Collins,  Founder and Director of Potential Plus International shares personal insights and experiences with anyone who may be currently working in or aspiring to join the London property industry.

What are you most proud of in your career?

The moments in my career that I am most proud of are the ones when I have pushed myself to say yes to opportunities, even when I didn't feel completely ready, and then worked out how to succeed afterwards. It probably stems from having grown up in an entrepreneurial family, but I firmly believe that taking bold action is what enables you to grow.

Those are the moments that define so many people's careers. There have been many of them for me, but the two that stand out most are saying yes to a CEO and taking on responsibility for leading a division of the business across the Far East, based between Hong Kong and Singapore where I helped establish the Singapore office; and making the decision to set up my own leadership development consultancy in 2001 - 25 years has flown by.

Looking back, another defining moment came much earlier in my career and gave me my first big break. Along with several colleagues, I was invited to present to the board of the bank that had become a major shareholder in the property business I was working for. We were each asked to present our vision for our area of the business. I spent a huge amount of time preparing my presentation, practising my delivery and thinking through the questions I might be asked. That preparation paid off. The board were impressed with my ideas and my attitude, and it significantly raised my profile, leading to bigger opportunities.

That experience has stayed with me throughout my career. Opportunities rarely arrive when you feel completely ready, but preparation gives you the confidence to make the most of them.

What was your first property job and how did you get it?

I have always had an entrepreneurial spirit and a travel bug, which took me to many countries. My early career included working as a head-hunter in Toronto and a sports coach in Australia. When I eventually decided to build a long-term career, I looked for an industry that matched that entrepreneurial spirit, and property did exactly that. My first role was as a land buyer for a developer in London. From there I moved into the agency side of the business and went on to launch a Central London office for a large national chain. Over the next 15 years I held leadership roles across London, Hong Kong, and Singapore, giving me first-hand experience of very different property markets and business cultures.

Following the acquisition of the agency where I was a director, I realised the new culture was no longer the right fit for me. I resigned and began developing my own property projects, buying two small plots of land without planning permission and successfully securing consent. However, I quickly realised I missed working with teams. Throughout my career I had always enjoyed developing people as much as developing businesses.  I was then offered a consultancy role with an expanding international property company that wanted me to help equip its people with the leadership and commercial skills needed to deliver its growth strategy. That work confirmed what I had always enjoyed most and led me to focus fully on leadership development. Twenty-five years later I continue to work with many of the property sector’s leading businesses, helping leaders build high-performing teams and navigate growth.

What motivates you?

Seeing people achieve more than they thought they were capable of has always been what motivates me.

In every leadership role I have held, I have enjoyed building teams and developing people. It is something I have consistently invested time in because I have always believed that developing people is one of the biggest drivers of business success. That belief led me to join the board of Hamptons International as Group Training Director before eventually establishing my own leadership consultancy.

One of the greatest privileges of the past 25 years has been seeing clients return to me 10, 15 and even 20 years later, either to work with them again or to help develop the next generation of leaders in their business. There is nothing more rewarding than seeing someone you worked with years ago now leading a successful business or building high-performing teams of their own.

What's your best advice for preparing for an interview?

Don't think of an interview as a test about you. They have already read your CV and cover letter. They know your experience and already believe you could be a good fit. Go into the interview with the intention of showing them exactly how you can add value to their business. You can only do that if you have prepared properly.

Prepare like a strategist. Understand what stage the business is at, where the pressure points are, who the competitors are and what problem the role is there to solve. Then shape your story around that.

The goal isn't perfection; it's credibility. Help people understand the context you have worked in, the actions you took, the results you achieved and, just as importantly, what you learned from the mistakes you made along the way. Those lessons are often what demonstrate your ability to succeed in the role.

What advice would you give your 18-year-old self?

I would remind myself of the advice and attitude my mother instilled in me from an early age: "You can be whatever you want to be." It is something that has always guided and inspired me.

Build your network early and surround yourself with people who will speak well of you when you are not in the room, but who will also tell you the truth when you need to hear it. Honest feedback is invaluable.

Think early about what you genuinely enjoy doing. When you enjoy your work, you tend to be good at it. It is something I return to regularly with clients, particularly when they are thinking about their next move or have reached a point where they no longer feel motivated.

The other piece of advice I would give myself is to never stop learning. Put yourself forward for projects that stretch you, volunteer for committees, gain as much experience as you can and always look for ways to add value. Be generous with your time and knowledge. People remember those who help them.

Which leader, entrepreneur, founder or CEO inspires you?

I have recently been learning more about Sir Richard Harpin's background and find his story very inspiring. What stands out to me is not just that he built a successful business, but the way he has continued to invest in entrepreneurship, leadership and helping other businesses grow. I am always drawn to people who build something from nothing with energy and resilience and then use that experience to support others.

Emma Grede is another entrepreneur I admire for her straight talking and clarity of thinking. I also admire leaders such as Richard Walker at Iceland and James Timpson. They seem to understand that business is about much more than numbers. It is about people, culture, values, and the role a company can play in society. James Timpson has created a business that is very clear about what it stands for, especially in the way it gives people opportunities and trusts them to succeed.

For me, the leaders who inspire me most are those who combine commercial ambition with a genuine belief in people. That belief - that commercial success and investing in people go hand in hand - has shaped how I have tried to lead businesses and how I now work with leaders across the property sector.

Your best deal?

One of the best deals I remember was when I was working in the Far East, leading the marketing and sales of a UK development to investors in Hong Kong and Singapore.

During a series of private meetings, I built a strong rapport with one investor, who went on to purchase the penthouse. That alone was a significant deal, but what made it memorable was what happened next. Because trust had been established, he introduced members of his family to the development and several of them also became buyers.

That experience reinforced something I have believed throughout my career. When people trust you, they do not simply do business with you - they are willing to introduce you to the people closest to them. That is when you know you have built something far more valuable than a single transaction.

What's your favourite restaurant?

There is a small family-run restaurant in Greece that I have visited a couple of times while on holiday. Despite not being regular customers, every time we arrive, we are greeted like old friends. They welcome hundreds of visitors each season, yet somehow, they remember us. It genuinely touches me.

Another favourite is Myrtle, owned by chef Anna Haugh, who specialises in modern Irish cuisine. My husband and I went there for our wedding anniversary and were fortunate enough to meet Anna herself. The food, the service, and the way she spent time talking to guests made it a memorable experience. Having grown up in an Irish family - my father was from Limerick - it made the occasion even more special.

Closer to home, there is a wonderful neighbourhood Italian restaurant in Fulham. The chef has been there for more than 25 years, the owner's wife works behind the bar, and their son serves the tables. The owner believes in old-fashioned hospitality. He greets people by name, helps you on with your coat as you leave and will often sit and chat with customers, whether they are regulars or first-time visitors.

What all three places have in common is not simply great food, but the way they make people feel. They remember names, take a genuine interest in their customers, and create experiences people want to return to. I think there is a direct parallel with business. In property, as in hospitality, relationships are built through consistency, trust and how people experience you. That has always underpinned the way I have approached business.

Apple or Android?

Apple.

Find out more about Potential Plus International here and connect with Oona Collins here.

Collins Property Recruitment is a business with a purpose: to enable talent and businesses to meet and do great things together. We make this happen through an unrivalled network, a values-led, consultative approach and a hard-earned reputation as the go-to recruiter in property.

Should you have any enquiries, email us at info@collinspropertyrecruitment.com or give us a call on 020 7435 0309.