Pint-Sized Problems - Thursday

‘What are you drinking?’ Asks H, my vertically-challenged, rival manager.

We’re in the pub that sits between our two office areas’ boundaries and I’m already regretting the meeting. Hearing him crow about how well his office is doing, isn’t going to lift my mood and if he wants a therapist to unload on, I’d rather he pay for the privilege. Still, he has enquired about my alcohol requirements….

‘I’d like a pint of best.’ I tell him, wondering if I have actually misjudged the little squirt.

‘Great.’ He says, heading towards a table. ‘ I’ll have the same.’

Nope. Haven’t misjudged him at all.

‘How far off your target are you? Asks H, quaffing a surprisingly big slurp of beer for such a short-arse. He knows. We see the electronic stats every week.

‘It’s recoverable.’ I say, weakly, parroting the same line I give my, equally odious, bean-counter boss every time he asks the same question.

‘We’re at the mercy of the market, those clueless arseholes in government and the bank rate.’ Says H sweepingly.

Plus, if you have the best office location in the group, a town with full employment and hardly any crappy leasehold flats with greedy freeholders rinsing the elderly lessees it helps, I want to say.

‘And now they’ll be giving all the wastrel junkies and single mothers longer tenancy agreements and fixed rents, if the left-wing loonies get more power.’ Continues H. ‘An investor landlord will become an endangered species at this rate.’

H won’t feature on any Labour party candidate long-list, in a hurry.

‘And how do you reckon you’ll do by year end?’ I ask reluctantly, after H has blown himself out ranting about those less-fortunate than himself - except in the height department.

‘Cream it, as usual.’ Says H, with a smug grin. He was just itching to tell me what I already knew. Bastard.

‘You can’t keep talent down, no matter how may ill-advised politicians meddle with the market.’ Says H, warming to his theme and getting towards the end of his pint. I begin to hear just white noise and start wondering if he’ll put his short hand into those deep pockets and actually buy me a drink, before we head our respective ways.

H is so self-satisfied and sure of himself; born of years selling in a boom town, with high demand, a shortage of properties and decent competition, coupled with easy lending. I sometimes wish I could be shallow enough to exude such unshakable myopic believe in my own ability - but then show me a person lacking self-doubt and I’ll show you a psychopath, or a simpleton.

‘You need to get your lot on individual targets, rack up the pressure on them to sell.’ Suggests H, draining his pint and looking covetously towards the bar. If he’s left his wallet in the office again, I’ll swing for the parsimonious pigmy.

‘It’s divisive.’ I say, referring to the fact that my staff pool their commission. ‘And if you ask me, the vendors get a poorer service if nobody wants to take ownership of anything other than their own deals.’

‘Figures don’t lie.’ Responds H.

It’s your lucky location, I want to shout. But unless you have access to a jump racecourse and a good knackers’ yard, flogging dead horses isn’t a sustainable plan.

‘Maybe you’ve just been doing this too long.’ Suggests H, after he’s lectured me on the benefits of treating your staff like disposable ledger entries and discarding anyone who falters, with the ruthless efficiency of fellow midget dictators. Napoleon comes to mind.

H has a point. One I’ve pondered long into many a sleepless night. But like those old footballers, before they scrapped the maximum wage and money flooded into the top-flight game, I can’t afford to retire and I’m guessing opening a sports store, or managing a pub while running to fat, isn’t going to work.

‘Won’t stop.’ Announces H abruptly. ‘Can’t drink and drive any more.’

I’d settle for a soft drink and some words of encouragement.

‘I’ll get them next time.’ Says H, as he leaves.

He won’t.

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Fawlty Towers - Tuesday

‘We were hoping for  bit more than that.’ Says the elderly lady, and her crinkly husband nods in agreement. Either that, or he’s fallen asleep.

I’m sat in another dusty, overheated lounge, shelves stuffed with a lifetime’s mementoes. It’s mostly gift shop tat and doubtless will go in a skip when the beneficiaries get to clear out the couple’s last resting place.

‘Well you did say you wanted a realistic valuation, Mrs Glover.’ I counter gently. ‘And the developer will be needing the same.’

‘That’s true dear.’ Mumbles the man. Reassuringly he’s still alive. Probate can really hold up a sale.

‘It’s just….’ Begins the old lady falteringly.

‘Go on.’ I urge.

‘It’s just that the other two agents said much more than you.’

‘They were barely out of short trousers mind.’ Says her husband. ‘Didn’t like the cut of their jib.’

This is a familiar problem. Ever since I entered the industry I’ve been plagued by over-valuers. Agents who mislead potential clients to get their property on their books - often on a long sole agency - then batter the hapless vendors down to a sensible price once competitors, who were honest and accurate with suggested pricing, are locked out.

‘Well, did they show you comparable properties to yours that have actually sold?’ I ask. 

‘Not really.’ Admits the wife.

‘Told you they were charlatans.’ Croaks the old fella. I’m really warming to him. Just hope he lasts the protracted sales’ process.

‘Yes but it’s thirty thousand pounds.’ Continues the wife doggedly.

Not if you’re never going to get it, I want to shout.

‘And the flat we want is ever so pricey, we need every penny we can get.’ Says the old lady, not unnaturally.

‘Thought we were downsizing,’ confides the husband. ‘But we’re going to end up hardly banking anything once we’ve bought the sheltered flat.’

It’s a pet hate of mine. One that grows with every passing year as I move towards the same dilemma this pair are facing. The largely illusionary safety of an old persons’ home, with built-in security and the comfort of a pull-cord to tug when you collapse on the bathroom floor. In reality any shitester can con a resident to buzz them in to the building and the emergency call goes through to a dis-interested call-centre worker somewhere at the cheaper end of the Commonwealth.

‘What do you think we should do?’ Presses the husband. Damn it, and I really like this couple. I could tell them it would be cheaper to stay put, get a gardener and some home help. Avoid paying , way over what I consider sensible for a one bedroom retirement flat. A flat with punitive service charges, an onerous lease full of pitfalls and unfair charges for the beneficiaries when they come to try and sell, and one that will be worth less than their parents paid for it.

I could open a tourist shop with the amount of fudge I’ve dispensed over the years. We agree to market the home at £20,000 more than I’d like, but £10,000 less than the smoke-blowers have suggested. It’s a win, of sorts.

‘Got the developers of the retirement flat, the Glovers are hoping to buy, on line one.’ Says negotiator S, an hour after I’ve returned to the office and before I’ve even uploaded the sales’ particulars. I tense. I don’t like this lot, but then I deal with people I wouldn’t share a drink with, daily. 

‘Cheers. Put them through.’

‘How much could you sell it for, in six weeks?’ Presses the lady sales consultant. 

I offer her a gift-wrapped, metaphorical, 200gms of salted caramel product.

‘We need absolutes.’ She says curtly.

You don’t get those in property, lady.

‘If we take their house in part-exchange we want it sold quickly.’

I bet you do. And you’ll offer them 85% of it’s actual value - my original price not the over-inflated figure - and expect them to pay, what is about 150% of the true price, for your shrunken square-footage box.

Have a feeling I’ll be needing that gardener’s phone number.

---------

Number Theory - Tuesday

The rain continues to fall as I stand under a dripping entrance canopy to a 1970s built, block of flats. The decade was almost entirely devoid of architectural merit and the building is showing signs of wear. I need to be positive when the viewers arrive, not easy with a burgeoning maintenance bill, sinking fund with a hole the size of the Channel tunnel and a tired lease with onerous ground rent terms.

I’m five minutes early for the viewing but don’t want to go inside to the relative comfort of the dated flat. Parking here is notoriously difficult, with draconian signs threatening clamping and towing screwed to the walls at the back, beside the scant number of parking spaces. A potential buyer having their car removed while assessing the friendliness of the neighbourhood won’t hasten a sale, so I’m ready to guide the viewers to a safe spot where the absent owners are allowed to park. My car is in a slightly riskier space, but the trusty Doctor On Call badge has been dusted off again. So far, so good…

‘Who are you?’ Asks a frail voice that appears to have materialised out of nowhere. Momentarily I think a ghost has accosted me. It’s fairly well known at least two residents have fallen from the upper floors of this block - not that I’m about to broadcast it. One supposedly jumped in her dressing gown and another was rumoured to have tumbled while cleaning a set of those early tilt-and-turn windows, before they added the safety bars.

Sensing movement and the faint smell of mothballs, I turn to see an elderly lady has exited the communal door behind me. She’s looking at me with a mixture of fear and suspicion, understandable at her age. A man in a suit is either an estate agent or an undertaker, neither of whom are that welcome.

I flash her my best smile, although I’ve ducked the hygienist for the last two visits. At that the price the Bulgarian woman is like a giggly vampire - having a laugh and drawing blood.

‘I’m the estate agent.’ I tell her, flashing my business card. She scowls at me and I get the impression she might have preferred the mortician.

‘Which flat is for sale?’ She demands aggressively. Bit of a dilemma, what with client confidentiality, but it’s best not to antagonise folk in these buildings. They have memories longer than the lease has left to run. I tell her.

‘Good.’ She says firmly. “They never really fitted in.’ Charming. I need to lose her before the potential buyers turn up or I might as well go home now.

‘How much are they selling for?’ Demands the fiesty old goat. She’s obviously not got the Internet or she’d know already. People under sixty seek out property porn with an insatiable vigour, but like actual porn, those involved at the proddy end get desensitised and slightly soiled. I tell her the asking price.

‘How much?’ She shouts angrily. ‘They’re giving it away.’ They’re not. The problems here are legion and I’m not sure any lender will advance on the place without an expensive lease extension from the greedy, intransigent, freeholder.

‘You lot are all just crooks in suits.’ Mutters the old bag as she wheels her tartan shopping trolly towards the entrance gate. We’re really not - not all of us anyway.

I glance at my watch and hope this isn’t going to be another no-show. The number of people who book viewing and then don’t arrive, remains constant throughout the year. In days gone by - pre-mobile phones - you’d just was until fifteen minutes after the appointed time, then go back to the office angry. Now I ring the office. Nobody answers and my mood darkens, just as the clouds do.

Where the hell is everyone? I ponder crossly. They should answer within three rings. I could be someone important wanting to give us business, not just an angsty middle-aged man who should have paid more attention at school.

Twenty minutes after the appointment time I go back to the office damp and dismal. The no-show viewer’s mobile phone is switched off.

Next time round, I’ll do my maths homework.

-------

Tardy Tenure - Monday

At the unprepossessing entrance to our Palma Airbnb apartment I fiddle with the keys. As an estate agent of multiple decades’ standing, I pride myself on locating the right slab of sculptured alloy for easy access, with little difficulty. On the third attempt an elderly Spanish lady opens the communal door from the inside and looks at me suspiciously. 

With my wife muttering something inaudible behind, we commence an awkward Mexican stand-off - same language, just with less over-sized hats - until after my flurry of pigeon Spanish completely bemuses the poor old girl and I have to beckon her out with hand signals. She tuts as she passes and I wonder if she has me down for a Brexit voter who has opted to dismantle the European Union and no longer subsidise sunnier climes.

‘You asked her where the toilets were.’ Says my wife disparagingly, as we enter the dingy entrance hall.

‘Did I?’ I respond, uncertainly. I try my best to offer a little of the local language wherever I travel. It’s a courtesy easily applied with a little forward planning and I still bridle at ignorant Englishmen shouting in their native language, whilst  attempting to make themselves understood ordering a meal.

‘Servisios are the lavatories.’ Enlightens my wife, as I wonder if I may have ordered some still water and a beer from the confused old lady, too. My sons have mastered more than one language - and university degrees - and travel the world effortlessly, while I remain resolutely mono-lingual and stuck in a bigger rut than an open cast coal mine. Still, as a parent you wish for so much more for the next generation; it’s evolution at its purest.

‘Not very welcoming is it.’ Remarks my wife as we get to the end of the poorly-lit communal area.

She’s right. In a British block, this space would be full of notices, insurance certificates and dire warnings from the committee not to breach any of the myriad regulations. Could be why we are leaving the European union. Britain is the only country to take any notice of the rules.

‘I wonder if it’s really allowed, holidaymakers coming and going in the block like this?’ Ponders my wife, as the lift wheezes its way to the upper floor and I hope it doesn’t break down. I’ve seen the after effects of elderly people stuck in carriages for hours, and shitting in a shopping bag isn’t an option that appeals. 

My wife has a point. Leasehold in the UK is a second-class tenure and most arcane, wordy documents, setting out the rules and obligations in a block of flats forbid sub-letting, or temporary tenants such as we are. Vast swathes of London are held on diminishing term leases, where in theory the buyers are little more than renters in a shady shared-ownership scheme. The freeholder - some over-privileged landowner with a title, whose ancestors helped the winning monarch shaft scores of dis-enfranchised peasants - gets to charge a premium to extend the lease, or in worst case scenario, takes the property back at the end of the term. At least Dick Turpin had the courtesy to wear a mask.

‘They probably ignore the rules and just rent the flats out anyway.’ I speculate, as I pull open the patio doors and drink in the fabulous view. The sun is glistening on Palma bay, the magnificent Gothic cathedral stands sumptuously to one side and another mega-slab of cruise liner is inching its improbable way in to port.

‘Maybe they aren’t as strict as British leases.’ Suggests my wife, heading for the bathroom. Judging by the electrical sockets alongside the taps, nothing is as regulated. I’d imagine they loose several senoritas a year to hair dryer in tub accidents. Not to mention how many swarthy Spanish chaps are fried, using electric shavers on the bidet.

‘The whole system needs updating.’ I say, when my wife rejoins me and we make a dent in the first bottle of Rioja.

‘The plumbing?’ She asks, wrinkling her nose.

‘No, the property market.’ I tell her. But I’m running out of time to do it.

The second bottle will ease the pain.

--------

Love Me Do - Wednesday

‘I think you are going to like this one.’ I enthuse, as I pause by the front door of a penthouse flat I was delighted to be instructed to sell, only two weeks ago.

The husband looks at me with a half-concealed sneer. He clearly doesn’t like estate agents. He’s not alone. But then I half-sneered when I saw him pull up in his high-end German car, reeking of privilege and self-satisfaction. I’m just hoping I hid my contempt slightly better than he has.

‘Is this still available?’ Asks the man as his wife visually winces at his abruptness. ‘Only we’ve been mucked about by you lot enough, already.’

Now I’m really starting to dislike him. I try not to stereotype but it’s a weakness in all of us and the property industry doesn’t exactly get good press. I’m hoping to change minds - but not his. I still remember who pays the bill.

‘Yes, it’s available.’ I answer, as I open the door and hit the light switch for the hall. It’s the worst part of the flat and I need to make it seem bright and airy. ‘Although,’ I add. ‘I expect it to sell quickly.’

‘You would say that wouldn’t you?’ Snipes the man as he steps inside with his wife. I don’t mind, I won’t be selling to him. But then you rarely sell too the male - unless it’s a a gay couple.

I really took a liking to the owners of this top floor home -  a penthouse is always a bit of a stretch as a term, but when you are marketing it helps. They trusted and valued my opinion, left the keys with me as they are often out of town and didn’t quibble madly on the commission. In fact the wife said quite graciously, when given my suggested asking price: ‘Get us within £25,000 of that and we’ll be delighted.’ I love a challenge.

Bedrooms visited, I can already feel good vibes from the wife of the viewing pair. He’s more reserved, trying to remain aloof and disinterested for when the negotiations start, but she’s starting to visibly salivate. And I know they are in a good position, I’ve checked their status and they can proceed immediately, cash in the bank. I decide to try a trial close.

‘What would you do with the master bedroom?’ I ask her, seemingly innocently.

‘Oh nothing, I love the colour scheme as it is.’ She gushes back. Gotcha. Now it’s just down to how much, I think, the old excitement flooding back. It’s easy to forget how much of a buzz you can get from selling homes, with the day-to-day grind from suspect surveyors, lazy lawyers and barely competent banks. But it’s the best feeling ever - well almost….

I’ve left the two prime rooms until last. It’s a technique I prefer, build the interest then give them the reveal. A stunning recently re-fitted top-end kitchen and a panoramic view from the living room, with a full width glass-balustraded balcony. All facing the right way to catch the sunshine. 

‘Oh my God. I love it.’ Cries the woman. I’m guessing she doesn’t get much more excited than this and judging by her sour-faced husband I can understand why. Still, he won’t be making the decision - just writing the cheque.

I’ve done my homework and I have the local knowledge and experience that no just-opened outfit, or some remote on-line call centre with more naive investors than homes to sell, can offer. The flat has a share in the freehold of the block, the management is in house and service charges are sensible. It’s the best you’ll get while leasehold - the second class tenure - still holds sway.

‘What will they take off the price?’ Presses the man when I know I have them. £25,000, but you’re not getting it,bucko.

‘You’ve got us the full price?’ Exclaims the owner when I report in. ‘We’d have taken less.’

‘That’s what you are paying me for.’ I reply, a little smugly. We’re not all the same.

‘We’ll tell all our friends.’ The husband says, as he hangs up, audibly smiling.

Yes. Don’t keep it a secret.

-------

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Enfranchise Me - Thursday

‘Fancy a valuation later?’ Asks assistant manager T as I return to the office. I’m immediately on my guard. T wouldn’t give away an easy instruction on a new property, so I’m sensing a curve ball. I sometimes wonder if pooling commission in the office is the best method. It’s less divisive and means fewer bust-ups over who won the business/sold the home, but it can benefit the lazy ones.

‘Where is it?’ I ask. T looks more sheepish than a Welsh shearer and negotiator S just looks down at her keyboard - which must be difficult with those huge breasts.

‘It’s somewhere naff, isn’t it?’ I say tersely.

‘Not exactly.’ Counters T unconvincingly.

‘Cough.’ I instruct. T tells me and I groan inwardly.

Now, you’d think any new home to sell on your books would be welcome and in general that’s true. You can’t sell it if you haven’t got it and a shortage of units to sell is the perpetual problem for most agents - until the market really turns. But T has just named a crumbling block of flats, with a short lease and a notoriously difficult absentee freeholder. Leasehold is a secondary form of tenure endured primarily by Londoners and flat owners. Only they don’t own their flats, they lease them for 99 years or more and in theory have to give them back at the end of the term.

‘You know they’ve got short leases don’t you?’ I tell, rather than ask, T.

‘Yeh, but they can use the legislation to extend.’ Counters T.

He’s right. Leasehold Reform laws offer a route for lessees to compel freeholders to extend their lease, or sell the freehold to a collective of residents, but it’s arcane, complicated and expensive. Particularly with a reluctant landlord intent on milking the building for all the income he can extract.

‘Isn’t that the block where there’s a huge hole in the sinking fund?’ Asks S. She’s right, the maintenance has been neglected and rumour has it a new flat roof is required at a six figure sum. A sum to be divided between the luckless owners.

‘And you won’t get a mortgage any more if there’s less that fifty years to run on the lease.’ Adds financial services man M, as he waddles towards the kitchen. ‘Cash buyers only.’ He adds, as I hear the kettle being filled with just enough water for one.

‘Is it even worth having on our register?’ Asks S after some protracted discussion on the inequities of leasehold and the number of rogue freeholders we’ve dealt with over the years.The shitesters who have separate building companies under a hidden ownership, that always get the overinflated maintenance work needed on the building. Not to mention the slyly written leases that have inflation-busting rises in ground rent designed to milk lessees until they are dry. And it’s usually the elderly.

‘We’re hoping to move into one of those nice new retirement flats.’ Says the ancient husband as I sit in the run-down block, later. Endearingly the old couple are holding hands and looking at me earnestly, as they perch on the saggy sofa.

Out of the frying pan into the fire, I think glumly. Assuming anyone will buy there cobwebby home, they’ll sell low and buy high at an overpriced retirement block and the extortionate maintenance charges will still be with them. I’m getting a stair lift and staying put, when my time comes.

‘I don’t understand.’ Says the wife, eyes rheumy and watering, after I’ve explained how lenders won’t advance funds until the lease on their flat is extended, or the freehold owned by the residents.

Neither do I grandma.

‘But we can’t afford to pay him any more.’ Says the husband angrily. ‘There’s already a huge bill coming for the communal boiler.’

Shit, I didn’t know that. I only just stop myself from looking at my watch - a cardinal sin. And I assume the impoverished pair don’t even know about the roof replacement.

They’ll be staying - until the undertaker comes.

--------

Flying High - Thursday

A scruffily dressed man in his twenties peers in the office window. I’m sat at assistant manger T’s desk, as he’s out lunchtime shopping. He’ll come back with something else unnecessary on his credit card, no doubt.

‘Lettings customer?’ I whisper conspiratorially, to negotiator S. She looks up discretely and clocks the guy, who is shielding his eyes and looking in, grinning slightly insanely.

‘Bit judgemental isn’t it.’ Says S, looking towards lettings’s lush B’s vacant desk.B’s been out for over an hour, supposedly helping a landlord with a tricky check-out. Not sure who is checking who out, with B you never know.

‘More about his age than dress sense.’ I hiss, as the man starts chuckling to himself. Terrific, all I need is another nutter coming in. I often wonder if they bus them in for a day out from the padded cells.

‘Is he laughing at us, or himself?’ Whispers S.

‘Probably the asking prices.’ I reply, as the man moves away from the window and towards the door.

I sometimes wish there was a remote controlled deadlock I could activate, to stop the drunks and deadbeats coming in. I only just managed to get the keys in the barrel and the door secured, that time an angry evicted tenant turned up intent on breaking heads or furniture. Twenty minutes for the police to arrive - you’d have thought they didn’t like estate agents…

‘He’s coming in.’ Says S between a forced smile. ‘You want him, or me?’

I’d rather she spoke to the man if I’m honest, but then if it turns awkward I’m going have to go across anyway.

‘Me.’ I tell her and she visibly relaxes. Quite pleasingly, as it happens.

‘You lot trying to hurt the locals again?’ Cries the man, by way of a greeting. Wonderful. If I wanted an argument I could post something provocative on Twitter. I don’t need some grinning gonad with no job, and no prospect of any commission for me.

‘I’m sorry.’ I say neutrally.

‘I bet you are,’ continues the idiot. ‘You must love it every time prices go up.’

He couldn’t be more wrong.

‘No chance for local people to get on the housing ladder with your prices. We just have to buzz off!’

My back isn’t what it was and this bell-end has a couple of decades on me. I’m not sure I can throw him out on the street without embarrassing myself and with the time the constabulary take to arrive, I could be at the emergency dentist by then. And yet, I’m not sure this guy is a complete lunatic, nor can I smell any alcohol.

I rise and an awkward Mexican stand-off begins. I can see S has her hand poised over the fast-dial button but a pizza would get here before any help does. I need to deal with this myself. The man looks at me, then at S before turning back to me.

‘It’s a joke.’ He says, hands held wide.

‘The prices are dictated by the market.’ I tell him robotically.

‘No.’ Says the man raising his eyebrows as if I’m the shabbily dressed wastrel with no job and housing prospects. ‘In your window…’

‘In my window what?’ I snap.

‘There’s a wasp.’

‘That was awkward,’ I say to S after the man has left. ‘I thought he wanted a fight.’

‘Why did he bother to come in?’ Asks S bemused.

‘Some people just think they’re funny.’ I tell her, as I remember the number of times I’ve wanted to go into a baker’s shop and ask how much for the wasps buzzing around the pastries?

‘Could you get it for me?’ Asks S, as I locate the errant flying menace. Fittingly it has landed on an over-priced apartment with a short lease. Someone is going to get stung.

‘How stupid are these creatures?’ I ask exasperated, as the wasp refuses to be guided out the door by a copy of the local free paper. The angry insect just keeps banging it’s dozy head against the glass.

I know how it feels.

----------

Golden Oldies - Thursday

Negotiator S appears prettily in my peripheral vision and for a moment I think it’s another of those awkward dreams. Finally, I register she’s really there and the screen that had almost hypnotised me is the stark reality of my office profit and loss accounts - not one of those dodgy sites now blocked by the main server…

‘Got lovely old Mr and Mrs Lockwood in the office.’ Begins S with a winning smile. I try to surreptitiously glance round her to see the office sales area, but she’s standing sideways and it’s a big ask without appearing pervy, or dislocating a couple of neck vertebrae.

‘Err, just remind me…’ I say pathetically. I can remember just about every home I’ve ever sold but the names are too much data to keep, with my ageing hard drive.

‘From The Avenue.’ Prompts S. ‘We’ve got a sale arranged on their house but they haven’t found anything to to go to to yet.’ Of course I remember. A sweet old couple who have wracked up some of those more obscure wedding anniversaries between the precious metal milestones. I need them to find somewhere or my potential commission will be stalled forever in the sales pipeline, with no chance of converting to hard cash.

‘Great news.’ I say to S, before hesitating. ‘So…why do they need to see me?’

S sighs and smiles again. God, she’s so hot she should carry an over 18s only, certificate. ‘They like you,’ she continues. ‘They want your advice on the flat they’ve seen.’

Now I want my vendors to like me. I positively crave their affection when I’m pitching for the business against several other estate agents. But, like a serial shagger, once I’ve consummated the deed - and bagged a signed sole agency - I’m keen to move on to pastures and punters new.

I sense a dilemma looming. I’m not a big fan of shared communal space living and with the leasehold laws in the UK as they are I wouldn’t want a flat without a peppercorn ground rent, a share in the freehold and an in-house management company. At the very least.

‘Where have they found?’ I quiz S, frantically thinking of the blocks in my area that don’t have greedy freeholder issues, diminished lease terms and huge holes in their sinking funds. S tells me the name of a well known retirement home builder and I grimace.

‘Really?’ I say rhetorically.

‘Really.’ She answers unnecessarily, adding. ‘They really like it. It’s the security and the companionship.’

And the rip-off prices, I think sourly. Hoping, not for the first time, that if I make it to the Lockwood’s advanced years I won’t be too senile to remember why I hate the shrunken square footage and overpriced warrens the elderly are wont to move to.

‘So what do you think?’ Urges Mr Lockwood in his reedy voice once S has sat them in front of me with two mugs of tea, and I’ve greeted them like long lost friends. I have a sneaking feeling Mr L is not long for this world . Like many ailing partners, he’s probably trying to manoeuvre his wife into a home that will suit her once he’s gone - there’s certainly not enough room for two people for too long.

Well, he’s paying too much. The ground rent goes up regularly at punitive levels. The lease is a paltry 99 years - fine when you are looking at twenty max to live but not so great for re-sales and disappointed beneficiaries -  and the service charges are a licence to print money. And yet, it gives them something they think you can’t always put a price on. Peace of mind.

If it were my parents I’m not sure what I’d advise, but that decision is no longer one to trouble me. The truth is I might change my opinion if I make it as far as the Lockwoods. Through rheumy eyes the world might look a different - scarier - place.

‘They seem pleased.’ Says S after I’ve seen the old couple to the door. ‘What did you tell them?’

‘What I thought they wanted to hear.’

It’s the bottom line.

---------

Divided Loyalty - Monday

‘I’m going to need a price chop on flat four.’ Announces morbidly obese mortgage man M at the morning meeting. Immediately I bristle. Not visibly, I got that under control after a few months in the business, but inside I’m angry.

‘Why’s that?’ I ask in a studied tone of neutrality. Only I’m not neutral, I’m old school estate agency. I want my clients – the owners – to have the best deal possible. They’re the couple that entrusted me with their home sale. Who chose me over at least two other agents pitching for the instruction. I have a duty of care and a certain amount of stubborn pride that hasn’t been eroded by years of ramped-up targets working for faceless financial institutions, more interested in the buyer than the seller.

‘Crap survey.’ Reports M derisively. ‘Needs new window frames soon, communal parts aren’t up to much and the sale agreed figure is too high.’ That’ll be the price the buyers were happy to pay four weeks ago then, I think sourly. Before M tucked them into a nice loan deal and some high-commission generating life insurance.

When I first started half a lifetime ago, when a Ford Orion Ghia and paisley ties were fashionable, it was simple. The estate agents acted for the seller and the buyer was pretty much the enemy. Then a raft of banks, building societies and insurance companies bought into partnerships with the sole aim of tapping into naïve first time buyers. The object was to snare them for life as a customer before another institution did. Endowment mortgages were flogged with ruthless singularity and it wasn’t unheard of for buyers to be favoured as long as they used the financial products the paymasters wanted flogged.

‘I’ve got at least two other buyers who’d pay the price agreed.’ I tell M wearily, still not wishing to junk all my principles despite my own moribund repayment vehicle – yep, I have an endowment too.

‘Yes but if it’s not worth the money.’ Repeats M dogmatically. He still seems to think chartered surveyors know values. They just chop a bit off the agreed price and churn out a survey so shot-through with caveats it actually says nothing actionable, to the practiced reader.

‘I’ve got an introducer’s fee due on the buyers.’ Says negotiator S with a rueful smile. She is good at channelling purchasers into M’s chubby paws and my bean counter boss loves bolt-on fee earning opportunities. But it’s a difficult square to circle and I often wonder if the punters – sellers or buyers – are getting the best deal. Then I remember I need to make some pretty chunky payments each month. It’s not easy to love yourself in this industry.

‘Get me a copy of the report and I’ll talk to the owners.’ I tell M gloomily. I’d love to tell the buyers to twist, and wheel in another purchaser possibly at more money to show the owners I’m on their side, but in reality that sale might come up against the same hurdles, only a couple of months down the line – and my mortgage needs paying every four weeks.

I remind M that there may be money to fix the windows in the maintenance sinking fund, but I know the management company in this block is as suspect as my allegiances. The original developer is rumoured to own the company charged with the upkeep of the building and like many, is using the arcane leasehold tenure system as a cash cow to milk ground rents and inflict skyrocketing service charges. I’d never buy a flat without a share in the freehold – come to think of it I’d never buy a flat period. Not again anyway.

‘This is blackmail.’ Wails the lady vendor when I tell her the buyers need three thousand off, or they’ll be off. I warned her at the beginning not to start packing until contracts were exchanged, but the room is full with cardboard boxes.

‘They shouldn’t be allowed to do this.’ Continues the joint-owner balefully. She looks at me as I think, don’t ask for a fee reduction lady, but instead she says: ‘What would you do?’

Take the money and run.

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