A lot of the agents that join NAPSA and have worked through or are working through their registration and approval, have no idea how they will secure an investor to work with. To me, it makes perfect sense that if you go into a conversation with a prospective client, from a position of knowledge and confidence and with a modicum of planning, then the end result is more likely to be a positive one.  

The statement, “fake it till you make it”, used to resonate with me (many years ago) until I learned that actually a much stronger and professional way of operating was to make sure that you operated from a position of knowledge, which provided some confidence, even at the start of your business.

Some of you may have seen that HMRC have released an updated fines report. This report covers the period from 1st April 2025 to 30th September 2025. The total fines issued during that period was 369, total fines value £1,881,237 and of those 170 were estate agency businesses (EAB's) with fines for that sector totalling £835,842. 

We have had a quick scan through the list of EAB's and immediately spotted two sourcing businesses. We will of course be dissecting the report with a deeper dive and checking exactly how many in that list were offering sourcing or deal packaging or acquisition services and were fined; watch this space for an update. 

For those that say that NAPSA is just another training company, scaremongering, perhaps they would like to pay the fines on behalf of the latest raft that have been caught and may be, also back date that support for those from the last batch whose fines exceeded £1m!

You can see a copy of the NAPSA Research Report published late last year, where we assessed data from HMRC fines from January 2023 to March 2025; the numbers may come as a shock to you; or not!

Officially launched only a couple of weeks now, we have significant numbers of property investors Registering for the opportunity to link, chat and build relationships with our NAPSA Approved Members within a safe environment and for free.

There are no hidden fees for investors or sourcing agents and deal packagers (NAPSA Members), NAPSA takes zero fees for communicating or deals that are agreed. Property Connect is built on ‘Compliance’ and not ‘Commission’!

If you’re a property investor and would like to apply to join, please use the link below and complete the form: https://tinyurl.com/7kks77ye

If you’re a property sourcing agent or deal packager and would like to become an Approved NAPSA Member and sell your deals free of charge in the community then please use the link below to Join NAPSA now: https://tinyurl.com/2nkyd6z4

If you search Google for, “How confidence and planning gain you more clients?”  It comes up with the following ‘advice’:

Let’s look at each in turn and how sourcing agents and deal packagers can use them to improve their conversions with those prospective leads and convert to signed up clients.

I am just one of those people that like a plan.  I do understand that in some circumstances you will have to adapt in the moment, but if you have an overall structure in your head; adaption comes much easier than going in without a clue! Right now, if you are setting up your company, do you have a plan in place as to how you will get leads, communicate with and convert them into paying clients?  Sadly, most of you may not even have thought about that aspect of their business.

How well do you know your chosen geographical area(s) and your chosen investment strategies that you will source for?  Well, enough to have a conversation with an investor who already invests there.  If not, then just maybe you need to increase your knowledge, why, because an experienced investor in any area will know it quite well and so must you or you risk them pulling what you say apart at the seams.  If that happens then what do you think the chances are of them agreeing to work with you under an agreement, slim to none I would say!

Having knowledge enables you to target your specific market audience as you know who your ideal client is and how you can support them.  The more in depth your knowledge, the more your confidence will grow!

Confidence is essential if you’re going to convince any potential client of what you can do for them.  When you can talk to a potential investor, with a good knowledge of the area and strategies, may be even street by street, then you instil confidence in them to work with you.

How this helps sourcing agents and deal packagers 

Knowledge and confidence establish your credibility, which most agents currently lack.  It builds trust much more quickly and gives you the ability to overcome objections with ease.   This will ultimately lead to many more conversions for your business But remember, one saying that I still do love to use is, “The more “No’s” you get, the sooner you will get a “Yes”! 

HMRC – Latest Fines:

We are currently researching the latest fines report from HMRC and will release the results of the research in February, so watch this space.

The Property Investor Show – London Excel Centre – Friday 17th April to Saturday 18th April: 

The whole NAPSA Team will be attending this event on both days.  We have also had confirmed that on: 

Friday 17th April – Tina Walsh will join and host a panel on the property sourcing and deal packaging sector – Time to be confirmed. 

Saturday 18th April – Tina Walsh will be providing a 40 Minute talk on the Property Sourcing and Deal Packaging sector – Time to be confirmed. 

As soon as we have links for registering to attend and times for the above events, we will let everyone know.

Have a great week ahead!

Tina Walsh

Founder & CEO - NAPSA