When and why did you set up business in Tavira?

Purely by accident. We moved here to live in 1988. I always intended to work, and after 18 months, a friend asked me to start an estate agency with him in Tavira. My contribution then, was time, not money. Our first premises, in 1990, were a converted cellar next to the Post Office. We were called Michael Dennis. We were one of 16 estate agents in Tavira, but within 6 months we were one of only six. We had started the business during a slump, and for the first 18 months I earned only enough to repay my share of the business. In 1993, my friend died, and I started up the new business of Michael Julian Properties, with my wife as a partner.

What is different or special about the service you provide?

The support and personal attention offered by my great team. Our clients feel safe and confident with our advice. We have over 15 years experience, an excellent reputation, and good local knowledge. We recommend only those contractors who will offer the same level of service to our clients. After all, they are stepping out into the unknown by buying a property abroad, and they do need to be careful. It is not so bad now, as all estate agents have to be registered, but it is still a worrying time for them. We are there for them at every stage of the process. But even with all my years of experience I still can't suss out the time wasters. It is impossible to judge from appearances or from the questions they ask. There are even those who use us for a safari tour of the area, having spent a few days on the beach! At the end of the day it doesn't matter, as every one of our clients gets the same high level of service and attention.

Can you talk us through the buying and selling process here in Portugal?

Our clients normally make initial contact by email. We then establish what we think they want, their budget, type of location, and send property details to them. When they are ready to come over to view properties, we can help with the planning of the trip, offering advice, and accommodation details. We then set up a meeting in the office. This is when they meet our team. We go through their shortlist, giving them more detailed information until we have a list of viewings for them. The location can often cause a problem. What is rural or tranquil to one person, is remote and isolated to another. Sometimes, after a few viewings, they change their minds totally about the type of property they want to view. But at this stage that is okay. The important thing for us is that when they do decide to buy, they are happy. We explain the buying process to them, the promissory contract, which is legally binding, and, if they back out, they will lose their deposit; the notary process, which can involve a return trip for them, or they can assign a power of attorney. We can put them in contact with a bank, reliable local solicitor, architect or builder, and finally we can work out all of the associated costs for them, so there are no nasty surprises. We normally quote 10% of the property value, which errs on the side of caution.

What advice would you give to anyone considering moving here to live?

Use local professional people who have experience. Your lawyer in London or Lisbon may be a very polished professional but doesn't necessarily know the ropes in the East Algarve. Don't try to cut corners. It can be a costly experience in the long run. Be sensible - don't do anything over here that you wouldn't do at home. Most people would never dream of handing over money to someone in a bar who they have never met before just because they promise them a good deal. It happens here, not as much as it used to, but it can happen. A lady from the UK did just that, sold up, moved over here with all her goods and her animals on the strength of one of these good deals, to find there was no plot, no bore hole, and the guy had disappeared with her money.

Can you describe the pitfalls of buying a plot of a land and building a house in Portugal?

Not so many people are choosing this option now. Good plots are rare and can be expensive. The procedures, bureaucracy and problems can be frustrating and time consuming. It can take 2 years for a house to be built, after the plot is purchased. All this can be very daunting and there is a major fear factor in the thought of managing such a project, even though there are project managers and architects who can help. Also there is such a variety of good quality properties available now, that we are normally able to satisfy clients' needs without them building their own. However, some of our clients do prefer to have a house designed specifically for them, and as an investment, there is still profit to be made in the reselling of a project like this.

From your experience, not only as a businessman but as a resident, is it necessary to be able to speak Portuguese?

It is better to be able to speak Portuguese, especially in business dealings. My Portuguese is not as good as it should be but I can get by. In our business our Portuguese clients can often speak English and if they prefer to do so, that is fine, but if not, we have those who can speak Portuguese in the office. In fact, two of our staff are Portuguese, and of course, there are Portuguese vendors who do not speak English. On a personal level it is appreciated by the Portuguese if you learn their language. They are very helpful, especially with the pronunciation, which can be difficult.

What has given you the greatest satisfaction in your business dealings with Clients and suppliers?

For me, the best feeling is when I sell a house to a client, and they're really happy. They've enjoyed the experience with us and they become friends. If they become friends, based on that experience, then we've obviously done it right.

It gives me great satisfaction to see my team working with people. The patience and understanding they have is fantastic. I think I am good with people until I see and hear them in action.

The same thing applies to our suppliers. The guy, who brings us our office supplies, has dealt with us for a long time now. When he comes into the office, you can see by his smile, and the friendly banter that goes on, that he genuinely enjoys coming to visit us. That gives me a lot of pleasure.

How important is networking to your business, and are names of contractors and suppliers frequently exchanged, in your experience?

To be honest, it is vital to the success of our business. We pass on their details to our clients and we have to be able to trust them to deliver a good service. Our good reputation depends on it. A good reputation takes years to build up, but can be lost very quickly through a bad experience.

Is there any seasonal pattern in the buying and selling of property here in Tavira?

In the old days Spring and Autumn, but not now. The weather is so nice here, and visitors come to Tavira all year round. It is only August that is noticeably quiet. We are happy to see old friends and new at any time of the year.