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Property Developers Playbook

Jonathan Stobbs & Kieron Shepherd
Property Developers Playbook
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  • 8 Steps To Success In Property Development: Securing The Deal
    In today's episode, Jonathan and Kieron discuss the crucial fourth step in property development: securing the deal. They cover making offers, structuring professional offer packs, and effective negotiation strategies with vendors. Their conversation explores legal considerations, vendor finance, heads of terms, and overage agreements, while stressing the importance of market research, due diligence, and clear communication. KEY TAKEAWAYS Rather than submitting a simple email or phone call offer, Jonathan and Kieron recommend creating a comprehensive offer pack. This approach not only demonstrates professionalism but also builds credibility with both vendors and agents. When making an offer, it’s beneficial to present two or three different structures, such as a straightforward cash purchase, a delayed payment using vendor finance, or a joint venture. The credibility of your development team is crucial. Jonathan and Kieron stress the importance of assembling a team whose experience matches the scale and type of your project, and including their CVs in your offer pack. Negotiation is an ongoing process. Even with a well-prepared offer, negotiations are expected. Being open to revising your offer if new information arises during legal due diligence, and not being afraid to walk away if the deal doesn’t stack up, is crucial. BEST MOMENTS "I'm very open with our numbers as to how we've worked it out. So if my GDV is wrong, tell me why I'm wrong. If the build costs are wrong, tell me how I'm wrong." "You've done your homework, you've done your due diligence, you've put everything together, you've put the time into presenting it well, and there's a chance, even with all this presented, wrapped with a bow on it, you're still going to offend the vendor." "You win some, you lose many. But that's part of it, isn't it? Put your best foot forward and hope for the best." "The more you do this, you have that sort of risk calculator in your head, and you learn where you're comfortable and how much risk you're willing to take." "Solicitors are solicitors, unless you've got a very efficient solicitor like the one that we use. She's very prompt, very quick. They always need chasing, need follow-ups, and they always need information." HOST BIOS Jonathan is a property developer and entrepreneur with a background in finance and construction. Originally from South Africa, he holds degrees in Accounting and Auditing and relocated to England in 2003. He gained financial and operational experience at firms such as RSM, Prudential, and Baker Tilly before transitioning into property. Since 2014, Jonathan has managed major commercial-to-residential conversions and new build developments, particularly across the South West. His analytical mindset and on-the-ground experience help listeners navigate the property world with confidence. Kieron is a construction expert and entrepreneur with over 20 years of industry experience. Starting as a mason, he went on to found Shepherd Construction in 2012, delivering projects across both the public and private sectors. From extensions to luxury new builds, Kieron has earned a reputation for quality, precision, and strong leadership. As Managing Director, he’s involved in every stage—from design to delivery—offering a no-nonsense, deeply practical perspective to anyone looking to build with success. https://www.facebook.com/jonathan.stobbs.7/ https://www.linkedin.com/in/jonathanstobbs/ https://www.facebook.com/kieron.shepherd.73 https://www.linkedin.com/in/kieron-shepherd-83b979aa/
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  • 8 Steps To Success In Property Development: Viability
    Jonathan and Kieron continue their exploration of their 8 step property development program: assessing project viability. They explain how to calculate Gross Development Value (GDV), estimate build and development costs, and determine profit margins. They also cover soft costs, structural warranties, the significance of transparent, well-justified offers, and stress the importance of market research. KEY TAKEAWAYS Viability assessment is crucial in the property development process. It involves quantifying all costs and estimating the Gross Development Value (GDV) to determine if a project is financially feasible. Accurate cost and value estimation requires research and networking. Developers should use local comparables, consult estate agents, and leverage resources like Rightmove, Land Registry, and EPC registers to estimate sales values. Conservative and transparent calculations lead to better decisions. When calculating viability, use conservative figures for GDV, build costs, and contingencies (typically 10%). Local factors and soft costs significantly impact viability. Build and labour costs vary by region due to competition, remoteness, and local economies. Developers must also account for soft costs like architect fees, planning fees, surveys, warranties, and utilities. BEST MOMENTS "I always like to be on the conservative side, and if that means I lose, or more of my deals don’t stack and I walk away, well, I’d rather the deal really stacked for me." "Too much information can lead to overwhelm. Some people, myself included, sometimes overanalyse and spend too much time analysing." "The charity liked that we were going to be sensitive to the site, that we were going to try and involve the community, and that we were open with our numbers. That honesty, that openness, was perfect." HOST BIOS Jonathan is a property developer and entrepreneur with a background in finance and construction. Originally from South Africa, he holds degrees in Accounting and Auditing and relocated to England in 2003. He gained financial and operational experience at firms such as RSM, Prudential, and Baker Tilly before transitioning into property. Since 2014, Jonathan has managed major commercial-to-residential conversions and new build developments, particularly across the South West. His analytical mindset and on-the-ground experience help listeners navigate the property world with confidence. Kieron is a construction expert and entrepreneur with over 20 years of industry experience. Starting as a mason, he went on to found Shepherd Construction in 2012, delivering projects across both the public and private sectors. From extensions to luxury new builds, Kieron has earned a reputation for quality, precision, and strong leadership. As Managing Director, he’s involved in every stage—from design to delivery—offering a no-nonsense, deeply practical perspective to anyone looking to build with success. https://www.facebook.com/jonathan.stobbs.7/ https://www.linkedin.com/in/jonathanstobbs/ https://www.facebook.com/kieron.shepherd.73 https://www.linkedin.com/in/kieron-shepherd-83b979aa/
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  • 8 Steps To Success In Property Development: Sourcing
    In this episode, we dive deep into the nuanced world of adaptability, leadership, and innovation with a guest who straddles multiple disciplines—from elite military operations to high-level coaching. Jonathan and Kieron explore how individuals and organisations can build adaptive capacity, leverage feedback loops, and thrive under pressure. If you're navigating change, leading teams, or pushing the limits of your own performance, this episode offers a compelling mix of strategy, science, and storytelling. KEY TAKEAWAYS Developing adaptability isn't just about reacting—it's about anticipating, adjusting, and evolving before the environment forces your hand. High-pressure environments expose the truth of your systems, habits, and mindset—making them invaluable opportunities for growth. Whether you're coaching, leading, or learning, creating intentional feedback mechanisms is essential for continuous improvement. Skills from high-performance arenas like military special operations or elite sports can—and should—be translated into business, parenting, and everyday life. When managed well, stress becomes a tool for performance and adaptation rather than a barrier. BEST MOMENTS “Adaptability is not something you’re born with—it’s something you train like a muscle.” “The best don’t rise to the occasion, they sink to the level of their systems.” “Feedback is how nature evolves; if we don’t build it into our lives, we stagnate.” “Stress isn’t toxic by default—it’s information. It’s how you respond that determines the outcome.” “Leadership isn’t about having the answers—it’s about holding the space for better questions.” HOST BIOS Jonathan is a property developer and entrepreneur with a background in finance and construction. Originally from South Africa, he holds degrees in Accounting and Auditing and relocated to England in 2003. He gained financial and operational experience at firms such as RSM, Prudential, and Baker Tilly before transitioning into property. Since 2014, Jonathan has managed major commercial-to-residential conversions and new build developments, particularly across the South West. His analytical mindset and on-the-ground experience help listeners navigate the property world with confidence. Kieron is a construction expert and entrepreneur with over 20 years of industry experience. Starting as a mason, he went on to found Shepherd Construction in 2012, delivering projects across both the public and private sectors. From extensions to luxury new builds, Kieron has earned a reputation for quality, precision, and strong leadership. As Managing Director, he’s involved in every stage—from design to delivery—offering a no-nonsense, deeply practical perspective to anyone looking to build with success. https://www.facebook.com/jonathan.stobbs.7/ https://www.linkedin.com/in/jonathanstobbs/ https://www.facebook.com/kieron.shepherd.73 https://www.linkedin.com/in/kieron-shepherd-83b979aa/
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  • Introducing: Property Developers Playbook
    In this premiere episode of Property Developers Playbook, hosts Kieron Shepherd and Jonathan Stobbs introduce themselves, their backgrounds, and what inspired them to launch this podcast. With over 70 completed dwellings and 100 more in the pipeline, Kieron (a construction veteran) and Jonathan (an accountant-turned-developer) share how their complementary skillsets shape their approach to property development. KEY TAKEAWAYS Kieron brings construction know-how; Jonathan brings financial acumen—together they demystify the property development process. The podcast aims to help listeners avoid common (and costly) mistakes by sharing hard-earned experience. The show will cover a comprehensive, cyclical development model—from sourcing sites to planning exits. Jonathan and Kieron explain how development offers scalability, tax advantages, and better risk-reward balance. Property development is a team sport; knowing your strengths and finding complementary partners is critical. BEST MOMENTS “Property development is not a solo sport.” “You need to be the conductor of the orchestra—but you’ve also got to bring something to the table." “We’ve learned a lot along the way—some of it the hard way.” “There are huge tax advantages in property development compared to buy-to-let.” “Do what you love. Don’t just chase the quick buck.” HOST BIOS Jonathan is a property developer and entrepreneur with a background in finance and construction. Originally from South Africa, he holds degrees in Accounting and Auditing and relocated to England in 2003. He gained financial and operational experience at firms such as RSM, Prudential, and Baker Tilly before transitioning into property. Since 2014, Jonathan has managed major commercial-to-residential conversions and new build developments, particularly across the South West. His analytical mindset and on-the-ground experience help listeners navigate the property world with confidence. Kieron is a construction expert and entrepreneur with over 20 years of industry experience. Starting as a mason, he went on to found Shepherd Construction in 2012, delivering projects across both the public and private sectors. From extensions to luxury new builds, Kieron has earned a reputation for quality, precision, and strong leadership. As Managing Director, he’s involved in every stage—from design to delivery—offering a no-nonsense, deeply practical perspective to anyone looking to build with success. https://www.facebook.com/jonathan.stobbs.7/ https://www.linkedin.com/in/jonathanstobbs/ https://www.facebook.com/kieron.shepherd.73 https://www.linkedin.com/in/kieron-shepherd-83b979aa/
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  • 8 Steps To Success In Property Development: Assessing
    In this episode, Jonathan and Kieron explore the crucial second step of their property development program: assessing development opportunities. They discuss evaluating sites for viability, including checks on title registers, planning permissions, environmental constraints, infrastructure, and market demand. KEY TAKEAWAYS It's important to assess development opportunities after sourcing potential sites. Jonathan and Kieron discuss how to identify red flags during the sourcing phase. It's vital to gain an understanding of viability through financial analysis. BEST MOMENTS "You know, invariably, we are the underbidders on opportunities. Sometimes those come back, sometimes they don't. But this is why you always need to be looking at a number of opportunities and have a pipeline." "We were going to sell these bungalows to downsizers or people retiring to the local area who just want peace and quiet. If you’re going to have dogs barking for over an hour without any break, it’s not quite the environment you want to be retiring to." "We have been in a bit of a planning battle for two years. We’re in a UNESCO World Heritage site, and we’ve just been messed around by World Heritage. What can I say? It’s been a long two years." "Yes, they cost money, but it’s not really a cost—it’s an investment. Once you’ve got your first development, it kind of pays for itself, and you just repeat the subscription, really." "We have a great solicitor. I will definitely mention her—Jo Morgan from Codes. They are fantastic solicitors. We’ve used her for a few years now, and she’s just great." HOST BIOS Jonathan is a property developer and entrepreneur with a background in finance and construction. Originally from South Africa, he holds degrees in Accounting and Auditing and relocated to England in 2003. He gained financial and operational experience at firms such as RSM, Prudential, and Baker Tilly before transitioning into property. Since 2014, Jonathan has managed major commercial-to-residential conversions and new build developments, particularly across the South West. His analytical mindset and on-the-ground experience help listeners navigate the property world with confidence. Kieron is a construction expert and entrepreneur with over 20 years of industry experience. Starting as a mason, he went on to found Shepherd Construction in 2012, delivering projects across both the public and private sectors. From extensions to luxury new builds, Kieron has earned a reputation for quality, precision, and strong leadership. As Managing Director, he’s involved in every stage—from design to delivery—offering a no-nonsense, deeply practical perspective to anyone looking to build with success. https://www.facebook.com/jonathan.stobbs.7/ https://www.linkedin.com/in/jonathanstobbs/ https://www.facebook.com/kieron.shepherd.73 https://www.linkedin.com/in/kieron-shepherd-83b979aa/
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About Property Developers Playbook

Property Developers Playbook is your go-to podcast to the world of property development and investment. Hosted by Jonathan Stobbs and Kieron Shepherd, who both have experience as developers and as main contractors, this podcast dives into the strategies, challenges, and rewards of real estate development.  Whether you're a contractor looking to transition into development or an investor looking to scale, each episode provides actionable insights, dos and don’ts, and first-hand experiences from those on the ground. Join us as we interview top developers, tackle common pitfalls, explore innovative solutions, and discuss the mindset required to thrive in property development. Property Developer’s Playbook is more than just advice; it’s a blueprint for unlocking your potential in property development. Tune in to start building your knowledge, confidence, and your success.
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