Q&A: Five minutes with Kevin Shaw, national sales managing director at Leaders Romans Group

How did you join the property industry?

By accident. I started as a trainee negotiator as a stopgap job while I figured out my next move. I’d always imagined I’d end up in advertising, so property wasn’t the plan at all. But very quickly I realised how much I enjoyed the pace of estate agency: the mix of people, problem-solving and variety. Nearly 40 years on, I’m still here and enjoying it more than ever.

What does your job entail?

I run the sales division for Leaders Romans Group (LRG) and oversee our financial services and auctions businesses. It is a broad remit, covering everything from budgeting and forecasting to performance monitoring and setting the strategy for how we grow. I’m also closely involved in acquisitions and integration, which means thinking not just about growth but also about how we bring new businesses into LRG in a way that strengthens what we already do.

What do you like most about the industry?

That it never stands still. The property industry is intensely competitive, innovative and constantly evolving. It is challenging in the
best way because we are working at the sharp end of what the wider economy throws at us and we have to stay clear-headed, adapt quickly and keep making good decisions.

And what do you dislike most about it?

Fee-discounting and the occasional borderline unethical practices, which can put estate agency in the spotlight for all the wrong reasons. It is frustrating because it undermines the professionalism and hard work of the vast majority of people in the industry; and it can dent trust with customers at exactly the point where clarity and integrity matter most.

What is your favourite building?

Castle Howard in North Yorkshire. I have visited on a number of occasions and it never fails to impress, not only due to its sheer scale but also because its grandeur is matched by an extraordinary attention to detail in the Palladian-style design. Castle Howard helped set a benchmark for great country house architecture, inspiring other significant buildings and, in its own way, influencing what people aspired to in home design.

Who in property has inspired you?

My first regional director was Michael Robson, who went on to become chief executive of Andrews Estate Agents. He was a great mentor in my early career who inspired me with his business acumen, drive and integrity. More recently, I have been very pleased to work alongside our chairman Peter Kavanagh, who balances a quiet competitiveness with calmness, fairness and putting people first.

If you had not gone into property, what would you be doing?

Given the right skills and training, I think I’d have ended up as a High Court judge, working on high-profile criminal cases. I’ll admit my confidence might be slightly inflated by the number of box sets I’ve watched, but the idea of getting to the truth of complex situations – and making decisions that genuinely matter – really appeals to me.

What would you change about the industry?

I’d like to see a higher bar to entry. There are very few barriers to joining the industry; and while mandatory licensing and qualifications have been discussed for years, it still hasn’t happened. Introducing clearer, consistent standards would further professionalise estate agency and raise confidence in the sector.

What advice would you give someone starting a career in the property industry?

Be prepared to commit. Energy, enthusiasm and a keenness to learn are essential, along with resilience. Listening skills are very important. There will be bumps in the road, but you need to keep going.