Interview with Beatriz Crawford Carse
When and why was BCC established?
I worked in the Financial Services Sector, helping clients with Mortgages and Finance for more than 20 years and then moved to work for a Chain of Estate Agents in the UK as their in-house Mortgage Advisor. This gave me the feel for how estate agents worked and experience the excitement of the property search and I believed that I could do better for the clients. I’d already fallen in love with Spain and Spanish is my native language, so I decided to set up a business helping people from the UK buy a slice of the Spanish dream.
How do you differ from regular Real Estate Agencies in the area?
Having worked in a chain real estate agent and had experience buying properties myself, we wanted to offer a more personalized approach which sourced exactly the right property for each individual circumstance. This of course takes more time, but is much more satisfying both for us and the clients.
We also strive to keep our charges low. We are internet-based and therefore don’t have large overheads and can pass the saving onto our clients. The maximum we charge to a vendor is 3%.
Our all female team is full of experienced real estate and financial services professionals, many of whom are Grandmothers. This experience and care allows us to advise our clients in the best possible way.
How big is the company and what languages are spoken?
We are and intend to remain a small Boutique Company. Our multilingual team speak, Spanish, English, Russian and Irish.
Where do the majority of your clients come from?
Due to my contacts in the UK, the majority of our clients to date have been from there, but since the market has quietened down there have been more enquiries from Scandinavia and Russia. We are lucky to get most our clients from referrals, but we also invest in public relations and advertising, use our website and also organised instructional seminars in the UK during the boom and may consider doing this again in the future, subject to demand.
What is your starting point when a client gets in touch with you about buying a property?
As we pride ourselves on offering a bespoke service, it’s important that we get to know the client properly to be able to accurately establish their needs, what they can afford and their timescale. Due to our Financial Service background we use the model of an IFA first meeting, as we believe that’s a thorough and professional way to start the process.
Aside from guiding clients through the buying process, what other services do you offer?
During the buying process, we recommend professionals that clients can use to make the buying process as smooth as possible, including mortgage advisors, lawyers and accountants.Once the sale has been done, we offer a proactive after-sales service and help people if they are struggling with the language barrier. For example, we provide a list of local contacts that they will need to live in the property and make sure they know key information such as what charges there will be on an ongoing basis, where the offices are to make payments and how to get services installed such as electricity and water. A client can count on us to find out what they need and help them to achieve the lifestyle they have moved for. Even years afterwards we have received phone calls asking where to play golf and where to get better prices, which we’re happy to help with.
You mention on your site that you can help clients save money during the buying/relocation process, in what ways can you do this?
We have negotiated special prices for our clients with key professionals such as solicitors and ensure they give their best prices by not taking commission.
Our commission charges are the most competitive in the market if a property is being listed by us.
We have a number of outlets where things like furniture can be bought at very reasonable prices if it suits the client’s taste and budget.
We would also assist a client comparing prices of services and when appropriate would negotiate a discount. This is part of the network infrastructure that being a local has helped us to forge and we have positive business relationships with providers of all kinds which allow us to help our clients save money.
Why do you think the Marbella area is attractive to families looking to relocate to Spain?
The Costa del Sol and particularly the Marbella region has been attracting people from Northern Europe since the 1960s and still offers a fantastic family lifestyle. It’s easy to reach, with low-cost airlines running regular routes from all over Europe into Malaga and the airport being an easy bus or car journey from Marbella.
There’s the enviable weather, which allows a healthy outdoor lifestyle with sport high on the agenda and the freedom to be outside most of the year which you just don’t have in Northern Europe.
There are also the beaches and the sea, the many parks and playgrounds, great facilities for children and lots of International schools. It’s a really family-friendly place and children are welcome in restaurants, cafes and even bars. Whether a toddler or a teenager, Marbella has options for everyone. Recently I took my two eldest grandchildren, 14 and 10, to visit Malaga - The Picasso Museum, The Old Muslim Alcazar, The Roman Amphitheatre and even the Cathedral was a great way to show them the history, heritage and culture of this region, which can offer so much more than a bucket and spade experience.
Marbella also has vast contrasts; one can be in the centre and buzzing with activity and noise; or retreat to one of its suburbs with its tranquil pace of life and beautiful scenery. The municipality of Marbella extends from Guadalmina to Cabopino and within this region the contrasts are exceptional, in terms of the location, ambience and the prices of the properties.
What type of family properties do you tend to come across?
There are a wide range of properties in this area suitable for families, from large villas with private pools and spacious apartments on developments, to charming Town houses. We will try to find whatever the clients need and want and undertake our search based on the information provided by the client, their personal circumstances and our local knowledge.
Is there much bad practice within the Real Estate Industry in Marbella?
As professionals it would not be appropriate to comment on other professionals, unless we have evidence to prove claims of bad practice. As a company, we stay true to our values of integrity, honesty and ethical practices to develop a relationship of trust with our clients and we believe most other companies also behave in this manner.
What are the main pitfalls that clients should avoid?
There are a few key things to avoid:
1. To be rushed into a purchase before considering all your requirements and letting the heart dictate without fully thinking through the needs of the family.
2. To try to save money by not getting professional help from lawyers, surveyors and tax experts, this can cause trouble in the long-run so take the right advice.
3. To misunderstand the process because you have not had key documents translated into your own language or don’t have an estate agent who speaks English
4. To not think in the long-term when choosing property; life can change very rapidly, could these changes be absorbed as quickly by the chosen property?
5. To allow the sun to go to your head and not do the thorough checks you would take for granted in your own country.
The last few years have been difficult ones in the property industry, how do you view 2011, and what kind of opportunities are there for the potential buyer?
The financial crisis that has hit the property market and the financial markets over the last few years has been tough, but it has also offered an opportunity to differentiate the wheat from the chaff and given the markets a chance to re-assess and strengthen.
Now that Markets are leaner and prices have dropped, the opportunities for buyers have never been better. It is not so good for sellers of course, but this is the nature of markets I am afraid to say. I have observed in my experience in financial matters, that an investment is only bad if you have to dispose of it at the wrong time and property will always be a good long-term investment. Having said this, I personally do not view property as a commodity. For me it is an expression of a life style and the provision of a solid base for a family to develop and grow.
(Jan 2011)
