Issue link: https://maltatoday.uberflip.com/i/537300
44 maltatoday, Sunday, 5 July 2015 Interview Negotiating the property market with Frank Salt Real Estate Property sales and rentals have experienced an enormous boost over the past few years, thanks in part to the many new interna- tional business setting up shop in Malta and bringing with them armies of employees and their families. While the rental market is dominated mainly by expats, who are perhaps more interested in short-term accommodation than a permanent residents, the buying and selling of property is mostly powered by local clients. "The Maltese love buying their property - they are very aware that it makes for a solid invest- ment," he explains. That mindset has helped Frank Salt Real Estate push past its tar- gets. "One-and-a-half years ago, we came up with a five-year plan, the goal of which was to double our sales in that time," Grahame says. "We are achieving our tar- gets sooner than expected." Thanks to the booming mar- ket, Frank Salt is in the process of expanding, in both branches and staff. Fgura, Sliema and St Andrews are all to get new, larger offices and recruitment of new agents is in motion. What kind of new recruit is Frank Salt Real Estate looking for? The list of requirements is very short. "They must be willing to learn and to work hard," Gra- hame says. "We are more than happy to teach them how it's done, as long as they have that spark of enthusiasm." Indeed, Frank Salt Real Estate has welcomed and trained agents of all ages, with a whole variety of professional backgrounds. Aside from training and hands-on mentoring, Frank Salt Real Estate emphasises the importance of teamwork. "We do not franchise," Grahame says, re- ferring to the growing number of local branches the agency owns. This ensures that the same stand- ards are adhered to throughout the business, keeping its ethos front and centre while helping to preserve the company's hard-won reputation. Of course maintaining such a good name takes a lot of work. By Grahame's estimation, the com- pany holds the largest and most up to date database of proper- ties for sale or rent on the island, which requires constant updat- ing of both its records and the websites. Moving on to the Homes of Quality branch, Grahame ex- plains how it works. The top properties in the company da- tabase are chosen and marketed specifically. That selection is not based on the property's value as such but a combination of fea- tures, location and potential for rental all play a role. "Even a small studio apartment can make it to the HOQ books," he says. "We look for the really special prop- erties, regardless of their price tag." Clients who come to HOQ have a very specific set of needs. "Most will be busy individu- als who know exactly what they want and have no time to hunt for the right investment," he ex- plains. "So we do the hard work for them, showing them only the properties best suited to their needs and budget." HOQ is run by Grahame himself, who man- ages a small and dedicated team. Is there any advice for those interested in buying, selling or renting property? Grahame says that at the moment, there is more demand than supply in the rental markets - most properties, all over the island, can be rented out at the moment. Sought after locations, including the harbour areas, will keep their desirabil- ity even if the market levels out, an important consideration for those who are buying to rent. There has also been an increase in demand for the higher end properties, as evidenced by HOQ's growing clientele. "And trust your agent," Grahame ad- vises. "We are there to make our clients' lives easier through our extensive database, years of ex- perience and an intimate knowl- edge of the real estate market." Frank Salt Real Estate has built a solid reputation for itself on the Maltese islands. Its newest branch, Homes of Quality, has also proved a successful enterprise. director Grahame Salt talks about the real estate market and the opportunities that have arisen as a result of its growth From left, Director Alison Vella, Director Douglas Salt, Chairman Frank Salt, Director Grahame Salt and Managing Director Joseph Lupi