Diary of an agent: Jemma Scott and Toby Gullick

Jemma Scott (JS) covers the Home Counties at The Buying Solution, the independent buying consultancy of Knight Frank. Toby Gullick (TG) is head of city sales in Winchester.

The third national lockdown has changed the situation again, how have people responded?

JS – It’s still early days but I’m speaking to an awful lot of new clients that are wanting to get on with finding a home. However, we’re not seeing much new supply coming on to the market due in part to the time of year and concerns about Covid-19.

TG – Our market in Winchester is driven by London traditionally as we’re an hour out of Waterloo station. I came back to work to a lot of emails, and we are filling up with bookings this weekend despite the lockdown with buyers from Battersea, Wandsworth and Tooting. People remain motivated by the change in lifestyle that a move to a city such as Winchester brings.

What’s your biggest challenge at present?

JS – It’s finding stock, without a doubt. I deal with anything from £2m-plus and above, which could be a townhouse in Beaconsfield to a property on an estate in Virginia Water. Given the heightened activity in the market and the escape to the country trend, an awful lot has gone in the past months, including some properties that had previously been available for some time.

TG – I had houses that were due to come to market within the next two to three weeks that have now had their launch pushed back as the clients are nervous about their job prospects. So, there’s definitely hesitancy in the market.

But demand is still there?

JS – Without doubt. I would add that having missed out or decided not to make the leap last summer, many buyers have become more discerning, which also means they are highly committed to making the right deal happen.

TG –There’s demand from buyers and a shortage of stock. We’re starting to see more sealed bids as a consequence. While viewings are more difficult now with home schooling and people’s understandable caution about the virus, we can do them safely and with flexibility.

How has the pandemic shaped the market over the past year?

TG –The viewings I am undertaking at present are with very committed buyers. I was contacted by a couple in their seventies before Christmas that wanted to do something quickly. I sent them a brochure over the break, and they viewed on return and had had an offer accepted at close to the guide price by last week. The sellers were downsizing and had decided to take advantage of the strong market.

What’s your advice to those looking to sell in the next few months?

JS - Buyer demand is out there and as a buying agent, I can guarantee that when we knock on your door, we have solid gold buyers. Due diligence has already been done and the buyers I represent are serious and focused. They will be well-informed and won’t be having second thoughts if they make an offer.

TG – If you are looking to sell then now is the time. It’s hard to predict what’s ahead but the market is strong now, the buyers are out there and if you are comfortable with the process there’s nothing to be gained as a seller by holding back.