The Relationship Blueprint: How to Build Momentum from Day One

A change of plan for this article – as I started writing, it occurred to me that there was a more important aspect of our journey to focus on before I tell the story of our first property purchase…

In my last articles, I spoke about the circumstances leading to my professional transition from leadership transformation to transforming places. But, as I’ve been discovering, this was actually more of a segue than a transition!

Building a successful property business is like any other – besides all the numbers and negotiations, it demands courage, resilience, strategic thinking, and the ability to handle setbacks. The real foundation, though, without which everything would crumble, is the ability to build strong, positive relationships. The connections we create and the quality of these relationships underpin everything.

I’ve always believed that careers are iterative, and each chapter builds on the last. So this really shouldn’t have been a surprise. But I admit I underestimated just how much we’d still be leaning on our deeply ingrained coaching skills. Years of working with senior executives and teams taught us a lot about navigating complex relationships. We still need to do that!

These skills have made all the difference in helping us connect authentically and build the kind of rapport that opens doors – building a network of positively connected stakeholders has helped us launch earlier and grow faster than many of our training peers. ?

Empathy, Listening, and the Art of Not Overreacting

Probably the most important coaching skill is multi-level listening, to understand the deeper motivations behind someone’s words. And in property, that same skill set has been invaluable. Whether we’re negotiating directly with sellers or working with estate agents, empathy and active listening build trust and help uncover what really matters.

Residential property, in particular, is about more than just money; it comes with history, memories, and, sometimes, complicated emotions.

For example, a couple downsizing their long-time family home may attach sentimental value that exceeds the actual market value.

Probate properties can quickly get complicated when beneficiaries have conflicting motivations: one wants to maximize the estate’s value, another seeks speed and closure, and some may not want to sell at all. We use our coaching skills to move beyond the numbers on the table and create a space where people feel comfortable enough to share what they truly need.

Sometimes, it requires a fair bit of restraint to stay neutral and objective. In one case, a separating couple was caught in a tug-of-war over price and timing, each with different priorities. By asking the right questions and listening closely, we could reach a point where each person felt they were getting a fair outcome. We are not miracle workers, but they appreciated being able to move forward, and the sale process was much smoother!

Estate Agents - More than Just Intermediaries

A well-connected, trusted estate agent is an invaluable partner, especially given that around 90% of UK property transactions happen through them. Building genuine, mutually beneficial partnerships with agents that go beyond merely transactional has been one of our best strategies.

It takes time, but it’s worth it. We make sure agents know that we respect their role and that we are serious about the offers we submit, and will see them through to completion. This is important, as statistics show that 36% of sales agreed (offers accepted) in the UK will fall through, and this can happen any time before the transfer takes place - sometimes a couple of months or more later. In addition, we have innovative ways to help them differentiate their service, and we're committed to helping the agents who want to partner with us to close better deals for their clients.

We have already established partnerships with a few agents who tell us about properties before they’re even listed and occasionally offer us off-market deals. In return, when we buy, they receive these properties to list a second time when we have refurbished them and are ready to sell, showing that we’re invested in the relationship for the long haul.

Your Network: A Hard Currency

If you’ve ever tried building a professional network from zero, you know it’s not for the faint-hearted. But your network is your net worth, and the people you connect with will help shape your success, so it has to be done!

We began this journey knowing practically nobody in property around where we live. We started by attending a property networking event in Brighton, and now attend several others in and around mid-Sussex each month. These events usually combine presentations from well-known specialists with introductions to people from various industry sectors, enabling connections at all levels.

From other property professionals, I learned of the value of the #BNI (Business Network International) referral network. BNI is popular in England, and It’s not easy to find a chapter with an unoccupied property ‘space’. I was lucky to find a new group launching in Crawley, our primary area. It has a great bunch of people, andis already proving to be well worth the time investment.

Forming a Power Team can be a daunting prospect for new property investors, but this was actually one of the easier aspects of our transition! People in our network introduced us to the accountant who helped us structure our business tax-efficiently from the start, the specialist solicitors who can move quickly with property contracts and conveyancing, an architect to help with design and the all-important planning regulations here in England and builders with their trusted teams of tradespeople.

Each relationship has been a bridge to a better understanding of?the industry. Without these connections and developing friendships, our journey would have been slower, harder, and certainly much lonelier. And we know that whenever we need another referral, all we need to do is ask! ?

Relationships Lead, Profits Follow

Our transition hasn’t been without lots of bumps - no transition ever is! Having a diverse industry network to turn to has made all the difference to our speed and stability in working through them.

So, for anyone considering a career shift, my absolute top tip is to build your network in your chosen area as quickly as possible, and prioritize where to build key relationships. Seek out experts with verifiable track records - people whose values and perspectives resonate with yours. Start with free webinars and affordable short courses to get a sense for who’s who in the industry. Peer learning is powerful, so connect with people who are learning alongside you. When it’s time to invest more strategically in your education, you’ll have a clearer idea of what you need and whom to trust.

Be prepared to feel overwhelmed initially. When everything is new, there will be moments when you question what you’ve gotten yourself into - many of them!

?Truthfully, this has been harder than I expected, but I’ve found that by being okay with the discomfort and actively grappling with unfamiliar concepts, they soon fall into place. And then you move on to the next learning set! Be curious and humble, and ask plenty of questions of the people in your network – I’ve found that most people genuinely enjoy sharing their knowledge, and you’ll be amazed by how much you can learn from their experiences. ?

I have no doubt that you will also find that your existing skills are more versatile than you think. Even the most technical skills can be adapted and bring value to new contexts in surprising ways. Reflect on what it is you know, and how this knowledge will serve you and others.

Back to relational skills... these are a bit like a hotel manager’s master key. They open doors everywhere. If you’re considering a career shift, strengthening these is a good first step to take.

From time to time, Danny and I pause to reflect on the massive amount we have learned this year – this time last year, we had no idea we’d be making this change! But here we are, it’s what we do now, and we’re on track to have an amazing first year! ?

About Barbara Walsh

Barbara Walsh is a property entrepreneur and seasoned business leader based in Sussex, UK. With over 26 years of international business experience, including 15 years as a Master Executive Coach to senior leaders and teams, in early 2024, she made a complete career shift from the corporate world. With her partner, Danny Tuckwood, she focuses on transforming residential and small-scale commercial properties into high-value assets, using a combination of their own funds, private investor loans and bridging finance.

Barbara brings a wealth of strategic insight, relational expertise and business credibility to this property investment and development, making her a trusted partner in the UK property market.

Connect with Barbara on LinkedIn to explore partnership opportunities or to follow her property journey.