Felicity J Lord says it has increased its revenue pipeline by more than a third since appointing Graham Lawes as regional sales director, despite continued challenges in the London housing market.
Lawes, who returned to the Spicerhaart-owned agency earlier this year after beginning his career with the business in the 1990s, now oversees 12 London branches. He previously held senior roles at JLL.
The agency attributes the improvement to changes in leadership and a renewed focus on team performance, with Lawes saying success has come from building a shared approach across the business rather than relying on favourable market conditions.
“In football, you hear managers talk about this all the time,” he said. “It’s no different in estate agency. Once people believe in what you’re doing and start pulling together, confidence builds and the results usually follow.”
Lawes said the focus has been on stronger prospecting, sharper communication and using technology to support staff in their roles.
“You can have all the AI and tech in the world, but people still want somebody who knows the market, picks up the phone and knocks on the door,” he said.
He also praised Spicerhaart’s Academy programme, which he said has played a major role in helping staff adapt to a rapidly changing industry.
“You can’t just throw people into estate agency anymore and hope they’ll figure it out,” he said. “The Academy has been brilliant for helping people build confidence early on and develop properly.”
Lawes added: “There’s a real buzz around the business at the moment. When you’ve got momentum and a team that wants to win, it makes a huge difference.”
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