The Intermediary – April 2025 - Flipbook - Page 52
SPECIALIST FINANCE
Opinion
The power of
site visits
W
ellies, a hard
hat, and the
ugliest highvis known to
humankind –
three essentials
that permanently live in the boot of
my car. Come rain, shine, or even
snow, I’m always ready to be on site,
and as many of my clients know, once
I’m there, you might struggle to get rid
of me – especially if it’s a barn!
For me, there’s nothing beer
than seeing a development project
up close, even if it’s just a bare field
or a run-down building. It’s the
potential that excites me most. Sure,
trudging through the mud might
make you question your life choices
for a moment, but in the end, it’s
always worth it to see the client’s
vision taking shape, and being part of
bringing that to life.
As a lender, everything we do is
guided by our appetite for risk. A
key part of my role is assessing that
risk and conducting due diligence to
ensure a successful scheme. While
there are multiple ways to navigate
this process, being on site in person
allows us to properly appraise the
current condition, the local area, and
the overall potential of a project. It
also helps us identify possible risks at
an early stage, rather than waiting for
a valuation report to highlight issues
that could derail a deal.
My approach isn’t to walk away
from challenges, but to discuss them
with clients and understand their
mitigation strategies.
Recently, I visited a potential site
in a historic town centre in Sussex.
Before I could even raise my concerns,
the client had already identified the
key issues and outlined their plans
to work around them. Hearing that
there’s a proactive strategy in place
is always reassuring from a lender’s
perspective, and seeing the site in
person brings a level of clarity you just
can’t get from plans or Google Maps.
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The Intermediary | April 2025
In a time when transactional
business oen takes priority over
long-term partnerships, the oldfashioned handshake deal is becoming
increasingly rare. But personal
connection still maers – especially to
me. Meeting clients face-to-face isn’t
just a preference at Magnet Capital, it’s
how we work best.
Whether it’s over a bacon roll at
a greasy spoon (or a barm, cob, or
batch for the Northern lot) or a pint
at the pub (a firm favourite among
developers) meeting face-to-face
continues to be the best way to build
genuine relationships.
It allows for deeper conversations,
greater insight into a client’s longterm goals, and a level of trust
that emails and phone calls simply
can’t replicate.
Site visits aren’t just about ticking
the due diligence box; they’re an
opportunity to add real value for our
clients. Walking a site together allows
us to have more open, constructive
discussions about the challenges, the
solutions, and the best path forward –
and not from behind a desk, but while
standing on the exact ground where
the project will take shape.
WILL CALITO
is sales executive
at Magnet Capital
Site visits aren’t just
about ticking the due
diligence box; they’re an
opportunity to add real
value for our clients”
Whether it’s suggesting alternative
build methods, highlighting
potential planning considerations,
or simply providing reassurance,
being on site gives us the chance to
collaborate rather than just evaluate
– transforming our role from lender
to partner. Lending isn’t just about the
numbers – it’s about understanding
the big picture and helping our clients
confidently navigate the journey from
concept to completion. ●
Being there in person can promote open dicussions with clients and developers
