Scottish Letting Day 2019 - Salisbury Suite

Scottish Letting Day 2019
Conference and exhibition 12 November 2019
Sponsors:
Scottish Letting Day
Salisbury Suite sessions

John Blackwood introduction video
Sponsors:

Property insurance –
The top secrets to ensure that you
have the correct cover in place
Steve Cox, Alan Boswell Group

landlords@alanboswell.com
alanboswell.com/landlords
Landlord insurance
Protect your future

Steve Cox
I’ve been working in insurance with Alan Boswell
Group for 28 years, and with landlords since
1995.
I work with landlord associations and agents
across the country, and spend
a lot of time travelling to meet up with portfolio
property owners.
I’ve written several articles in property and
landlord publications.
Business Account Manager
01603 218031
07766 715654
scox@alanboswell.com

• established in 1982
• 370 staff over 10 locations
• Independent Broker Of The Year (2015-
2016) – Insurance Times Award
• Best Landlord Insurance Provider 2018
• A top 15 independent broker
(Insurance Age, 2017 Top 100)
• outstanding service scores
4.8 out of 5 on FEEFO

• the insurance you require
• the variety of products we offer
• our service
• how we price our products
• the risks you may face
Objective of today

• unoccupied properties
• malicious damage by tenant/cultivation of drugs
• non payment of rent
• subletting
• serviced accommodation
• policy conditions/policy excess/underinsurance/disclosure

We would all love our trouble-free tenants to
stay forever, but when the average length of
a tenancy is under a year, the chances are
you will have untenanted periods.
Your cover while your property is
unoccupied could be limited to 90 days
or might become immediately restricted.
Some insurers won’t change your cover,
but will increase your premiums.
Understanding unoccupancy
rules

Malicious damage by a tenant is
surprisingly common.
When comparing policy details, look for
malicious damage cover. Make sure you’re
clear about whether this is included before
you buy a policy. Also remember ‘lifestyle’
type damage is not classed as malicious.
Manufacture of drugs covers you in the
event that a tenant damages your property
through drug production. Cannabis farms,
for example, can lead to the destruction of
property. Failure to insure against this
could destroy your investment.
Malicious damage
and manufacture
of drugs

If your property suffers a claim, most
landlord products should include cover to
provide an income while the property is
uninhabitable.
If your insurance policy does not include
this, you could end up out of pocket as the
result of a claim.
You might also want cover for the cost of
alternative accommodation for tenants (if
the property is temporarily uninhabitable).
Loss of rent

A tenancy agreement in place means the
landlord has carried out the relevant
checks on the tenant and knows exactly
who is in the property.
If the tenant sublets the property, the
landlord has lost control over who is
housed in the property and any potential
claim could be declined.
It’s important to carry out regular checks
on the property so you know who is in
the property. If you are aware of
subletting, make sure you tell your
insurer/broker.
What if my
tenants sublet?

What about serviced
accommodation?Landlord insurance doesn’t automatically
cover serviced accommodation when
properties or rooms are let on a per-
night basis.
Holiday let insurance or serviced
accommodation insurance might be
more appropriate for you.

Underinsurance
Ensure your rebuild costs are up to date.
Rebuilding value NOT market value!
http://calculator.bcis.co.uk

Disclosure
Disclose all information to insurers.
Insurers set their rates based on
information provided by you.
Non-disclosure is a reason to avoid not
only a claim but an entire policy.

• address including postcode
• construction – walls, roof, floors, age,
cladding
• property type
• previous claims experience/3 or 5 years
• tenant type
• personal information
• unoccupancy
• any works being undertaken
Disclosure
Main rating factors

• malicious damage caused by the tenant
• carpets, curtains & white goods
• 90 days full policy cover between lets
• loss of rent or alternative accommodation
(following a claim)
• trace and access
• accidental damage
• £5m property owners liability
• £10m employers liability
• extend or add home emergency, legal,
rent guarantee/excess protection.
Alan Boswell Group
Landlord Insurance

You have a duty of care and potential liability
for injuries in and around your property.
Examples:
• tenant trips on a loose tile, section of worn
carpet or uneven step
• roof tile falling from a roof and hitting a
passer-by on the head (note: not just the
tenant).
£1m per property is not going to be enough.
HMOs and smaller blocks of flats you need to
consider £5m minimum.
We cover up to £5m per property, as standard.
Property owner’s
liability

Legal expenses
If a tenant defaults on their rent, or refuses to
vacate the property, immediate help is
available.
• cover for £100,000 of legal expenses
(including eviction costs)
• general disputes relating to tenancies
• repair and renovation disputes
• health and safety prosecutions
• cover for HMOs and student lets
• recovery of unpaid rent by a tenant
• tax investigation cover

Rent guarantee
Our comprehensive policy covers rental income
in the event of non-payment, and any legal
expenses you may face for issues such as
eviction.
• rental income cover up to £25,000
• legal expense helpline 24/7
• access to online health & safety documents
• up to 12 months’ cover
• full landlord legal expenses up to £100,000
• cover for HMOs and student lets

Home emergencyHome emergency cover for landlords is vital
in a crisis. We, with Intana Insurance, provide swift and
effective assistance in a domestic emergency.
• boiler breakdown cover
• cover for complete failure or breakdown of electricity
or gas supply
• cover for the infestation of vermin
• up to £100 for alternative accommodation
• burst pipes and drainage
• 24/7 emergency helpline
• unlimited number of claims (£500 per claim)
• UK-based call centre

EXCESS PROTECTION
Excess protection
This cover reimburses you for the cost of your
policy excess in the event of a claim. It works
alongside your normal property owner’s insurance
policy and will cover the cost of your excess up to
a pre-agreed limit.
• available from £30 a year
• maximum cover limit of £3,000
• easier to manage excess costs
• use on multiple claims
• high cover limits
• UK-based advisers

We guarantee to beat your
existing premium*
* Terms apply. See www.alanboswell.com/terms or call for full details. Price guarantee only applies where existing cover is held.

Thank you for listening.
Any questions?

Sessions now available to attend
Salisbury Suite
(current room): The role of the CMA in regulating letting agents
Biosphere Blue: Understanding the private residential tenancy
Biosphere Green: Tribunal know how for letting agents
Ozone: Demystifying legionella &
A year in the life of a tenancy deposit scheme
Showdome: Top tips from a self-made property investor
4D Cinema: Informing research to shape the future of private renting

The role of the CMA in regulating
letting agents
Cecilia Parker Aranha and Lucy Stone,
Competition and Markets Authority

Consumer protection law
for lettings
Cecilia Parker Aranha
Director, Consumer Protection
Scottish Letting Day, 12.11.19
27

Unfair terms
29
“A term is unfair if,
contrary to the requirement of good
faith,
it causes a significant imbalance in
the parties’ rights and obligations
under the contract
to the detriment of the consumer.”

Consumer protection law
for lettings
Cecilia Parker Aranha
Director, Consumer Protection
Scottish Letting Day, 12.11.19
32

Lucy Stone
Senior Intelligence Officer - Intelligence and Investigations
Team
Cartels - lifting the lid on
anti-competitive conduct

What is a cartel?
Price fixing Market sharing Bid-rigging
Agreeing with competitors
what price you will charge to
avoid having to compete with
each other.
Agreeing with other
businesses how
much you will bid in
a tender, and who
will have the lowest
bid so that they win
the contract.
Agreeing not to go after a
competitor’s customers, or
deciding which territories
each business will ‘take’.
Also:
• Sharing sensitive information

35
Enforcement consequences
● Director disqualification for up to 15 years
● Civil enforcement
- fines on businesses of up to 10% of turnover
- liability to be sued for damages (‘follow on’ action)
● Criminal Enforcement
- up to 5 years in prison
- unlimited fines
● Reputational Damage

36
Somerset estate agents case
p
p
p
● 6 local agents met to “have a chat about fees…”
● price-fixing – agents agreed to set a minimum
commission rate for residential sales of 1.5%
● agents took turns to ‘police’ the cartel
● 5 estate agents were fined. 6th agent received
immunity from fines as it was the first to confess
under the CMA’s leniency policy; 2 received a
reduction in fines under the leniency policy
● 2 CDUs secured in April 2018
● court proceedings seeking disqualification of 2
further directors commenced in April 2019
● provided they continue to comply with the terms of
leniency, the CMA will not seek the disqualification
of the co-operating directors of 3 of the estate
agents which benefitted from leniency.

37
Reputation
“…For too many
years now the
area has been
driven by agents
simply quoting low
fees…”

38
Evidence
“…For too many
years now the
area has been
driven by agents
simply quoting low
fees…”

39
Evidence
“…For too many
years now the
area has been
driven by agents
simply quoting low
fees…”

If you have information about a cartel
(e.g. price-fixing, market-sharing, bid-
rigging) but are not directly involved
If you think you may have been involved
in something illegal, you may escape
fines or sanctions if you come to us
first
How to report to us
Report via our new online
reporting form or email:
cartelshotline@cma.gsi.gov.uk
bit.ly/ReportACartel
Stop Cartels campaign page
www.gov.uk/stopcartels
explains what cartels look
like in practice

Now let’s see what you’ve learned…
41

It can be illegal to attend a meeting
with employees from other
businesses where price is discussed.
● True or false?
42

As a customer, it's ok to tell suppliers
the prices that other suppliers are
quoting you.
● True or false?
43

It's ok to agree with competitors not
to sell below a minimum price to help
protect your profit margin.
● True or false?
44

Businesses can agree not to sell to
the same customers as each other.
● True or false?
45

Price fixing is a criminal offence and
can lead to imprisonment.
● True or false?
46

In a competitive tender, it's ok to
discuss what prices you intend to
quote with competing bidders.
● True or false?
47

Competing businesses can agree
between them what territories they
will operate in.
● True or false?
48

A business that has a dominant
market position has a special
responsibility not to behave in ways
that unfairly squeeze out their rivals.
● True or false?
49

Admitting your involvement in a
cartel can lead to immunity from
penalties.
● True or false?
50

How much can businesses be fined
for breaking competition law?
● up to £100,000?
● up to £1 million?
● a year’s worth of
profit?
● up to 10% of
turnover?
51

Salisbury Suite
(current room): Preventing HR headaches
Biosphere Green Letting question time
Biosphere Blue: Unwrapping the energy performance certificate
Ozone: Changing the referencing process forever (Vouch) &
What’s next? (PayProp)
Showdome: Working positively with Universal Credit
4D Cinema: A guide to completing your tax return

Preventing HR headaches
Marianne McJannett, TC Young Solicitors

12 November 2019
Marianne McJannett
Associate, TC Young LLP
Twitter: @TCYEmployment

Today
• What has been happening in employment law?
• What to expect in employment law?
• Protecting your business

2019 so far
• Pay slip changes
• Good work plan
• Consultation on sexual harassment
• NDAs

Pay slip changes
April 2019
Two important changes to the ERA 1996
from 6 April:
– employers must include total number of
hours worked where the pay varies
according to hours worked
– payslips must be given to workers and
not just employees

The good work plan
Taylor Review
• seeks to improve working conditions for agency
workers, zero-hour workers and other atypical
workers
• right for workers to request a more stable and
predictable contract, an increase in the period
required to break continuity of employment from
one week to four, a ban on deductions from staff
tips and a commitment to improve the clarity of
the employment status tests

Consultation on sexual harassment
• launched on 11 July 2019 – closed 2 October
• preventative duty
• statutory code of practice
• extending time limits
• non-legislative solutions?

Non disclosure agreements
• calls for NDAs to be cleaned up
• in November 2018 the Women and Equalities Committee
launched an inquiry into the use of NDAs in harassment
and discrimination cases

What’s round the corner?
• extension of IR35
• parental bereavement leave
• menopause

IR35
• tackle a particular form of perceived tax avoidance
• extension of IR35 – April 2020 – private sector companies

Parental bereavement leave
Parental bereavement leave and Pay Act 2018
• expected to come into force 2020
• all employed parents right to 2 weeks’ leave if they lose a
child under the age of 18, or suffer a stillbirth from 24
weeks of pregnancy

Training agreements
• investing in staff through training courses/qualifications
• training agreement
• employer and employee enter in to

Training agreements
• if you cease employment before you attend
the training course but the company has
already incurred liability for the costs,
[100%] of the costs or such proportion of
the costs that the company cannot recover
from the course provider shall be repaid
• if you cease employment during the training
course or within 12 months of completing
the training course, 100% of the costs shall
be repaid

Training agreements
• if you cease employment more than 12
months but no more than 18 months after
completion of the training course, 50% of
the costs shall be repaid
• if you cease employment more than 18
months but no more than 24 months after
completion of the training course, 25% of
the costs shall be repaid
• thereafter, no repayment shall be required

Training agreements
Pros
• retain staff
• train other staff should employee leave
Cons
• enforceability

Menopause
Friday 18 October – World Menopause Day
Acas guidance
– create and implement menopause
policy
– provide training for managers
– low cost environmental changes
– employment law issues

Brexit
• 31 January 2020
• General Election
• Deal or no deal

Marianne McJannett
Email: msg@tcyoung.co.uk
Tel: 0141 221 2562
0131 220 7660
Follow us on Twitter: @TCYEmployment
Read our blog: www.tcyoung.co.uk/blog

Lunch is now served in the Stratosphere area
Programme resumes 13.15pm
Please visit our exhibitors’ stands
Sponsors:

Conference and exhibition 12 November 2019
Sponsors:
Tweet #LettingDay

Letting question time
Gail Bowden and Caroline Elgar,
Scottish Association of Landlords

SAL advice line
• over 9,000 calls per year
• 58% from agents and 42% from landlords
• 18% about starting a tenancy
• 33% about ending a tenancy
• 17% repairs and safety requirements
• 13% letting agent issues

Can I bury my dog in the
tenant’s garden?

Contact us:
Scottish Association of Landlords (SAL)
tel: 0131 564 0100
email: advice@scottishlandlords.com
www.scottishlandlords.com/resources

Salisbury Suite Preventing HR headaches
(current room):
Biosphere Blue: A guide to completing your tax return
Biosphere Green: Property insurance –
the top secrets to ensure that you have the correct cover in place
Ozone: Support towards meeting minimum energy efficiency standards &
Freeing up time for landlords and letting agents
Showdome: Understanding the private residential tenancy
4D Cinema: How to survive rent controls and the buy to let backlash

Marianne McJannett,
TC Young Solicitors

Refreshments are served in the Stratosphere area
Programme resumes 15.15pm
Please visit our exhibitors’ stands
Sponsors:

Getting it right with sales and
acquisitions of letting agencies
Douglas Collingham,
TC Young Solicitors

Salisbury SuiteDigital first impressions:
(current room): How do you measure up on LinkedIn?
Biosphere Blue: Taster training for letting agents – meaningful CPD
Biosphere Green: Tribunal know how for landlords
Showdome: Informing research to shape the future of private renting
4D Cinema: Working positively with Universal Credit

Digital first impressions:
How do you measure up on LinkedIn?
Miles Duncan, LinkedIn Success Systems

Your
Network
Is Your
Net-worth

Your Free eLearning Course
https://learnonline.linkedinsuccesssystems.co.uk/courses/team-training-SSI

www.linkedin.com/sales/ssi
How well do you perform? Check out your LinkedIn
Social Selling Index [SSI] right now

Establishing your professional brand
Finding the right people
Engage with insights
Build relationships

90 Challenge
25%
22%
20%
24%
1%
1%
91%

Step 1
Clarify your brand
for LinkedIn

Profile – The Why
Your professional website
First DIGITAL presentation of YOU – Digital handshake
Start Building Emotional Cues: Trust, Credibility, Approachable, Likeable
Are YOU what I am looking for?
Do you solve my problems (external vs Internal)?
Are you my guide?
Do you have a plan?
Can I trust YOU?
Help me to take action?
What does success look like?
Transform me to that place
Formulate opinion – you’re not present
LinkedIn won’t work with out a Fully Optimised Profile
Vetted In or Vetted Out in

Canva.com
Custom dimensions
1584 X 396

What about
2nd & 3rd Degrees ?
About & Current Experience
✉ ☎

Embed in main profile
Insert at the base of the About & Experience

The most important field
Misunderstood
Google reads this field
Keywords
Headline

Headline
120 characters desktop
200 characters mobile

Headline
Or a … positioning
Statement (+title)

What
‘Terms’ and/or
‘Phrases’
are people using in
Google to find you?
or a
Positioning
Statement
120 Spaces… make the first 70 spaces a priority
LinkedIn Expert Trainer●CPD LinkedIn Corporate, Prof
Services & SME’s Training●Edinburgh●Glasgow●
London●Dubai●HK●Paris
●Accounting Business Development Partner ● SME
Specialist Accounting, Tax and Advisory Solutions ●
Edinburgh ● Glasgow
Enabling Business & Personal Growth✔Recruitment
Expert✔Finance & Executive Search
Specialist✔Edinburgh✔Glasgow✔Belfast
★High Net Worth Household Insurance Broker★Private
Client Insurance★Fine Art, Jewellery & Collections
Insurance Expert★
★ R&D Tax Credit Experts ★ Assisting Innovative Scottish
Businesses reduce Corporation Tax or get cash back from
HMRC

Steps 6 & 7
About
and
Experience

Visible three lines, KeyWords
Aligned,VP, KeyWords
Contact Info, CTA
Web pages, PDF,Video
Identify their challenges
Then explain how you are the
solution
XY Z

Y
Z
X Who do you help?
What do you help them with?
To achieve what?

Title + 100 KeyWords
Aligned,VP, KeyWords
Contact Info, CTA
Web pages, PDF,Video
Your services
Explain how you add value
to their business
People buy clarity

Use your
media
links
tactically

No.2: Background Banner
No.3: Photo
No.5: Headline
No.6; About ‘top XYZ’ + Media x 6 or 2
No.4: Contact Info

Who are you?
Are you an expert?
Do you understand
my business?
Do you know my
challenges?
My needs are X…
do you have solutions?
Can I contact you?
Do you look friendly and
approachable?
Can I trust you?
Show me credibility?
Validation?
Client successes?
Are we aligned?
Are you colleagues aligned?
Is you business aligned
to mine?

Thank you for coming
See you next year
Sponsors:

Scottish Letting Day 2019 - Salisbury Suite

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