Voices in Property - James Cleland

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

In this edition, James Cleland, Head of Country Business at Knight Frank 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 many teams I have had the privilege of working with, the ups and downs we have navigated together and the collective success we have enjoyed along the way. 

 

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

In 1995, soon after the market had emerged from a long recession, I had an interview with Tim Garbett in Knight Frank's Esher office. I think it's fair to say that in my case, at the age of 22 my frontal lobe hadn't yet made a full appearance, but Tim must have spotted something and gave me a job as a negotiator - on the condition that I worked every weekend in an Octagon show home until it was sold. Four months of working seven days a week, I got my Sundays back, although I continued working every Saturday in the office for more than two years. I didn't mind at all at the time but, looking back, I possibly should have negotiated better terms!

 

What motivates you?

Estate agency is a brilliant job and I genuinely love what I do. No further motivation required!

 

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

Control your nerves, bring your personality, don’t be afraid to show a sense of humour and be super keen. A positive attitude and real interest can go a long way.

 

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

To be honest, whatever I say wouldn't have made much difference because the younger me wouldn't listen! My sons are not dissimilar but, when I do manage to force-feed them my advice, it’s always to find something you’re genuinely passionate about. You need to do something that has you bouncing out of bed every morning. 

 

Which leader, entrepreneur, founder, or CEO inspires you?

I admire positive leaders who attack rather than defend and do their work with a smile. Jurgen Klopp and Ben Stokes are both good examples of this approach.

 

Your best deal?

Over a 30-year career, there have been plenty of high-value deals to choose from as well as sales which have achieved great prices or have sold in a matter of days. However, the deals that have given me the greatest satisfaction are the ones where we've had to work the hardest: Properties on the market for a long time (my rather unfortunate record is 12 years!) but where we kept slogging away and eventually made it happen. Those are situations where your client handling skills are truly tested and often where some of the strongest and most enduring client relationships are built. 

 

What’s your favourite restaurant?

I've holidayed with my family in Cornwall for most of my life and on the last evening of every trip we always get a takeaway from Fryer Tuck's in St Merryn. A gourmet wouldn't judge them to be the best fish & chips in the world but that's not what it's about!

 

Apple or Android?

Apple.

 

Find out more about Knight Frank here and connect with James Cleland here.

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