ASSESSMENT OF THE STRATEGIES FOR SOURCING OF BRIEFS

AMONG PROPERTY MANAGERS IN KANO STATE NIGERIA.

Paper to be presented at:

1st multi-disciplinary national conference organized by department of mass

communication, school of general studies, kano state polytechnic

Theme:
“A MULTI DISCIPLINARY APPROCH TO EMERGING TRENDS IN
COMMUNICATION AND NATIONAL DEVELOPMENT”

By:
Isyaku Mohammed: Department of Estate Management and valuation, Kano State
Polytechnic
Muhammad A. Mukarram: Department of Quantity Surveying, Kano State
Polytechnic
Alfa N. Sharif: Department of Architectural Technology, Kano State Polytechnic
Isyaku Rabi’u: Department of Surveying and Geoinformatics, Kano State Polytechnic

Correspondence: Isyaku Muhammad: Department of Estate Management and

valuation,
Kano State Polytechnic, kano. email: isyanbichi@gmail.com, Tel:07066794886

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 ASSESSMENT OF THE STRATEGIES FOR SOURCING OF BRIEFS
AMONG PROPERTY MANAGERS IN KANO STATE NIGERIA.

Abstract

In recent observations, unskilled property managers (quacks) seem to be dominating the

property management profession ahead of the skilled property managers. Several measures
have been taken by the Nigerian Institute of Estate Surveyors and Valuers (NIESV), but the
success rate is low. This paper explores the possibilities of dominating the profession and
how to curb the intrusion. Also, the study dives into different strategies used for sourcing and
securing of brief among the two categories of property manager, and which strategy proves
to be more productive. This research focused on various strategies that are often adopted by
both Estate Surveyors and Valuers and other categories of property managers in sourcing
for briefs/instructions to undertake management of both residential and commercial
properties in kano metropolis. In this research, the population focused on the two entities
upon which the research places emphasis on. That is the skilled property managers (The
Estate Surveyors and Valuers) and the unskilled property managers (quacks) within the kano
Metropolis. The research employed both the descriptive and analytical tools in analyzing
information retrieved through the use of questionnaire and oral interactions with the two
categories of property managers. The study obtained that; The Non-Estate Surveyors and
Valuers dominate the property management aspect of the estate surveying and valuation
profession, Brief/instruction is very important in property management practice. There are
different brief sourcing strategies among the two categories of property managers. The
Estate Surveyors and Valuers have more properties in their portfolios than the Non-Estate
Surveyors and Valuers.

Key words: Estate surveyors and valuers. property manager, skilled property managers,
unskilled property manager.

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1.0 INTRODUCTION

There are many facets of this profession, (estate surveying and valuation) including managing
the accounts and finances of the real estate properties, and participating in or initiating
litigations with tenants. Some of these functions like litigation are at times considered a
separate function, set aside for trained attorneys. Although a person will be responsible for
this in his/her job description, there may be an attorney working under a property manager.
Special attention is given to landlord-tenant law and most commonly evictions, non-payment,
harassment, reduction of pre-arranged services, and public nuisance are legal subjects that
gain the most amount of attention from property managers.

That is why property management requires a lot of skills which is peculiar to estate surveyors
and valuers. Although there are intrusions into the profession by unskilled property managers
(quacks) especially in the area of property management. Nevertheless, specific provisions in
the law of the federation of Nigeria made it clear in the Decree no 24 of 1975. This
legislation established the Estate Surveyors and Valuers Registration Board of Nigeria
(ESVERBON) as the regulatory body for the profession and that the profession of estate
surveying and valuation means the act, science, and practice of;

1. Determining the value of all description of property assets (corporate and incorporated,
movable and unmovable, real and personal) embracing land and buildings, plant and
machinery, furniture and fittings/equipment and all other business assets.

2. Acquiring, managing and developing estates including facilities and other business
concerns with management of property assets.

3. Securing the optimal use of land and its associated resources to meet social and economic
needs.

4. Determining the condition of building and their services and advising on their
maintenance, alteration and improvement.

5. Determining the economic use of property asset and its associated resources by means of
financial appraisal.

6. Selling, buying or letting as an agent, real or personal property or any other interest
therein.

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As a result of this increasing intrusion associated with property management and among the
unskilled property managers, the strategies adopted by them in sourcing for briefs thereby
culminating into their dominance in the property market at the expense of the Estate
Surveyors and Valuers will be identified and possible solutions proffered.

Having a monumental number of clients is an asset to a property manager. However,

observation and experience have shown that the non-estate surveyors and valuers property
managers otherwise known as quacks usually secure more briefs/instructions in their
portfolio for management of properties, especially residential properties and commercial
properties than the registered estate surveyors and valuers in Nigeria. It is in the light of the
above phenomenon that this study now comes to mind and it is expected to determine the
strategies adopted by the non-estate surveyors and valuers in sourcing for briefs that is
creating that gap between them and the registered estate surveyors and valuers.

2.0 REVIEW OF LITERATURE

2. 1 BROAD BASED DESCRIPTION OF REAL PROPERTY

Ogunaya (2005), defined the term property as the interest which can be acquired in
external objects or things. It is the exclusive rights of possessing, enjoying and disposing of
a thing. Property involves exclusive rights. These rights obviously cannot exist until there is
both an owner to possess and use the object in question and other interested persons who can
be excluded from possession and use. Before property can exist, there must always be a
property object.

Michael (2001), posit that the term property is sufficiently comprehensive to include
every species of estate, real and personal, and everything which one person can own and
transfer to another. It extends to every species of rights and interests capable of being
enjoyed as such upon which it is practicable to place a money value.

2. 2 CLASSIFICATION OF REAL PROPERTIES

2. 2. 1 RESIDENTIAL PROPERTIES

Udechukwu and Johnson (2011), viewed that residential property includes any type of
property that is used for dwelling space. Residential property may be privately owned
residences as well as government and institutional housing; it is the largest source of demand
for the service of professional property managers. Residential dwellings can be built in a

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large variety of configurations. Examples include : bungalow, detached, semi
detached/duplex, flat houses, moisonette, tenement building.

2. 2. 2 COMMERCIAL PROPERTIES

Udechukwu and Johnson (2001), opined that commercial property includes various types of
income producing properties, such as office buildings, shopping centers, stores, gas stations,
and parking lots. A commercial property is generally considered to be a public
accommodation – a private entity that provides goods, services, facilities to the public. Thus
even though commercial premises are privately owned, the public has certain rights to use
them. Examples of commercial properties include the following:office building. Office
complex, retail property.

2. 2. 3 INDUSTRIAL PROPERTIES

Udechukwu and Johnson (2001) pointed out that industrial property is defined as all
land and facilities used for manufacturing and the storage and shipment of goods. Industrial
property may be a large, individually owned and occupied property or a large industrial park
with several tenants. Various types of industrial property includes; heavy manufacturing,
light manufacturing, industrial parks, loft buildings, distribution facilities, ministorage
facilities and enterprise zones.

2. 2. 4 SPECIAL-PURPOSE PROPERTIES

Udechukwu and Johnson (2011), equally expressed that “hotels, motels, clubs,
resorts, nursing homes, schools, colleges, government institutions and places of worship are
considered special-purpose property. Their common denominator is the fact that the activity
in these buildings is a special business or organizational undertaking that dictates the design
and operation of the buildings themselves. Thus, management of these properties is usually
provided internally by members of the particular business or organization. These individuals
must be skilled in the techniques of professional property management and knowledgeable in
their specific fields of endeavor.”

2. 2.5 AGRICULTURAL PROPERTIES

These are properties used for the cultivation of crops and rearing of animals e.g. farmland,
farmhouse.

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1. Farmland: land devoted to agricultural production: usually refers to the land comprising a
farm, including tillable areas, untellable areas, and woodlots.

2. Farm houses: these are in various designs, forms, and shapes but are often built to suit the
nature of farming carried out, tools and equipment and/or used. Storage houses for farm
inputs and products as well as farmer residences all constitute farm buildings, likewise the
drying and processing sheds.

2. 3 THE PRACTICE OF PROPERTY MANAGEMENT

Scarrett D. (1995), noted that property management is an act of intermediation between

owners and occupiers of on issues affecting the parties arising from ownership and
occupation of buildings. It is a conscious process of guiding and tailoring an investment in
land into profitable venture. Its main concern is the optimization of the owner’s investment.

The practice however is prone to a lot of problems which are capable of preventing or at best
reducing the chances of realizing anticipated investment objective. In other words, the
achievement or success of the art of nursing and directing an investment in landed property
with a view to obtaining maximum return is a function of how well a property manager is
able to effectively prevent and/or overcome seeming obstacles in the course of the discharge
of its duties

Wikipedia (2017), property management is the operation, control, and oversight of

real estate as used in its moist broad terms. Property management indicates a need to be cared
for, monitored and accountability given for its useful life and condition.

Udechukwu and Johnson (2011) defined property management as the process of

planning, organizing, leading, staffing and controlling the earth’s surface extending
downward to the center of the earth and upward into space, including all things permanently
attached to it by nature or by people, as well as the interests, benefits, and rights inherent in
its ownership with the aim of attaining the objectives of the owner.

social duties to the community.

2. 4 THE ORIGIN/EVOLUTION OF PROPERTY MANAGEMENT IN NIGERIA.

Udechukwu and Johnson (2011) expressed that the demand for effective professional
property management began in the 1800s professional with several developments that
contributed to a radical transformation in the nature of urban real estate: steel frame

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buildings, the electric elevator, development of suburban areas, and increasing investment
opportunities.

2. 5 PROPERTY MANAGER

Nwankwo (1986), opined that a property manager can be defined as a person who has
undergone a period of study of the prescribed subjects and having acquired the necessary
practical training and can be admitted into corporate membership of the Nigerian Institution
of Estate Surveyors and Valuers.

Udechukwu and Johnson (2011), equally stressed a property manager is also seen as a
person or firm charged with operating a real estate property for a fee, when the owner is
unable to personally attend to such details, or is not interested in doing so. Although a
landholder may manage his property, he is technically not a property manager. The property
manager acts as an agent to exercise executive supervision over a piece of real estate for an
owner in exchange for a fee.

Oluwi J.B. (1994), noted that owners managing properties on their own account who
want to improve their own standards are called property managers. Frequently professional
property managers are employed by large estate owners to manage the estate on their behalf.
The expertise introduced into the business led to the reduction in the number of small
holdings and the growth of large estates in the eighteenth and the nineteenth centuries was the
superiority in property management of the greater land owners who could afford to employ
stewards – as expert managers.

It could be observed that estate management profession was well established in feudal times.
The then land owners had their stewards responsible for general direction of affairs. Stewards
in charge of individual or small groups of properties make it as their duties to see that the
peasants and other workers on the estate carried out the tasks given to them. It is interesting
to note that these functions allotted to the stewards can be found in many large state
organizations today.

2. 6 FUNCTIONS OF A PROPERTY MANAGER

Johnson and Udechukwu (2008), pointed out that, most property managers work in one of
two capacities: as an employee of an owner of extensive properties or as an independent
manager for several owners. The latter are often referred to as third-party managers.

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The primary functions of a property manager according to these scholars are threefold:

1. Achieve the objectives of the property owners,

2. Generate income for the owners, and

3. Preserve or increase the value of the investment property

In order words, the manager attempts to generate the greatest possible net income for the
owners of an investment property over the life of that property. It is common misconception
that to be effective, a property manager needs only show space, sign leases, and collect rents.
In reality, the property manager’s job is far more complex and denuding.

The property manager helps provide a complete management service, to help you avoid
wasting your own time and money. Some of the duties that you can expect from a good
property manager include:

1. Advertising and marketing your property.

2. Sourcing and screening potential tenants.

3. Managing your financial accounts.

4. Completing inspections on a consistent basis.

5. Organizing and sourcing tradespeople for repairs and maintenance

2. 8 AN OVERVIEW OF DIFFERENT CATEGORIES OF PROPERTY

MANAGERS

2. 8. 1 THE SKILLED PROPERTY MANAGERS

The name property manager is more or less a matter of idiosyncrasy. The counterparts of the
property managers in other countries are known and referred to by other different names. In
the United States of America, they are called appraisers, in the United Kingdom, they are
known as Chartered Surveyors, and in other countries they are simply called Valuers or
Estate Valuers.

2. 8. 2 THE UNSKILLED PROPERTY MANAGERS

Godwin C. (2009), in the real estate digest magazine opined that an Unskilled Property
Manager is a fraud or anyone who falsely claims skills and qualifications. In Nigeria today,

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the activities of unskilled persons pervade almost all the professions. In the field of estate
surveying and valuation, for instance, it is common to find different people knowledgeable in
other fields allied to the estate surveying and valuation profession, having their own
consulting offices, quasi offices and practicing as property managers. The most disturbing in
the estate surveying and valuation profession are those opening property management firms
giving property management advice who do not have any basic qualification from even any
higher institution. Some of them even claim to be and are openly addressed as estate
managers. In the banking sector, you will find architects, engineers, geologists, physicist,
geographers, in fact people of almost all professions working as bankers today.

2. 9 STRATEGIES FOR SOURCING AND SECURING OF BRIEFS/INSTRUCTIONS

FOR MANAGEMENT OF PROPERTIES

Nwankwo (2004), pointed out that a property manager gets instructed to manage a
property that does not belongs to him through;

Packaging

This could date back to the time he was instructed to find a suitable site and may include
helping to assemble the array of professional to be involved in the development including
obtaining planning permission, feasibility and viability studies, raiding of finance, selection
of contractors, project-managing the development and letting and managing on completion of
construction.

Competitive bid

Proposals are submitted in reply to newspaper advertisements or to written or verbal

invitations in completion with other firms. Such proposals will include details of properties in
the firm’s portfolio which strength of the firm, the proprietor’s and principal staff’s reputation
and track record, their standing in the profession, and any other attributes that will help sell
the firm.

Direct invitation

Invitation could be by a letter in the post from a known or unknown party who may have
heard of the firm’s suitability for the job. Under this heading will be an appointment by a
court or the Administrator General. The manager may also have helped purchase the property
for a client who then asks him to manage. Invitation could also be from a friend or colleague.
In one instance recently a lawyer walked into the office of a firm and asked them to come and

8
take over the management of a block of offices. His company had heard many good things
about the firm.

Scouting for briefs

Forms often have agency departments whose brief includes not just getting properties to let
but also to manage. Often, qualified staff are assigned this job and given a target. Some firms
also employ unqualified staff called runners either ion full time or part time or commission
basis. They go to buildings under construction and introduce their firms and their services
and are sometimes successful in securing new instructions. Of course, the line between this
and touting is thin. Some professionals, once in a while, resort to touting which is against the
rules and regulations of the Nigerian institution of estate surveyors and valuers. This
phenomenon is being mentioned because it occurs and not because it is condoned

3.0 RESEARCH METHODOGY

The primary data for this work consisted of oral interviews, personal observations and
questionnaires. The interviews and questionnaires were restricted to officials and individuals
who are involved in property management services. The secondary data was collected by
recourse to magazines that dwell on real estate management and unskilled property managers
(quacks), seminar papers and text books. The research uses a stratified random sampling
technique for data collection, the population focused on the two entities upon which the
research places emphasis on. That is the skilled property managers (The Estate Surveyors and
Valuers) and the unskilled property managers (quacks) within Kano Metropolis. It employed
both the descriptive and analytical tools in analyzing information retrieved through the use of
questionnaire and oral interactions with the two categories of property managers.

4.0 RESULTS AND FINDINGS

A total number of forty 40 questionnaires were administered to the respondents, but thirty
(30) representing 75% were properly answered and returned. Indicating that, ten (10)
representing 25% of the questionnaire was not returned.

TABLE 1: CATEGORY OF RESPONDENTS

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 ATTRIBUTE FREQUENCY PERCENTAGE%
ESTATE SURVEYORS AND 14 46.7
VALUES
NON ESTATE SURVEYOR 16 53.3
AND VALUER
TOTAL 30 100

(sources: field survey 2023)

The above table shows categories of respondents the Estate Surveyors and Valuers and the
non-estate surveyors and valuers engaging in property management practice. 46.7% of 14 of
them are Estate Surveyors and Valuers while 53.3% of 16 of them are Non-Estate Surveyors
and Valuers.

TABLE 2: ACADEMIC QUALIFICATIONS OF RESPONDENTS

ATTRIBUTE FREQUENCY PERCENTAGE%
SSCE/NAPTEB 0 0
ND/NCE 2 6.7
HND/B. Sc. 24 80

M. Sc./M.A 4 13.3

Ph. D 0 0
TOTAL 30 100

(Source: field survey, 2023)

The researcher at this stage tries to examine the academic qualification of the two categories
of property managers within the study area.

TABLE 3: WORKING EXPERIENCE OF RESPONDENTS

ATTRIBUTE FREQUENCY PERCENTAGE%

0 – 5 YEARS 0 0
6 – 10 YEARS 6 20
11 – 15 YEAS 8 26.7
16 – 20 YEAS 8 26.6
21 – 26 YEAS 8 26.7

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 TOTAL 30 100

(Source: field survey, 2023)

This section tries to ascertain from the respondents their working experience. From the
questionnaire administered, it was found out that 6 respondents have a working experience
of within 6 – 10 years representing 20% of the scope of the study, 8 persons have a working
experience of within 11 – 15 years, 8 other persons have a working experience of within 16
– 20 years while 8 persons have a working experience of within 21 – 26 years. Meanwhile,
none of the respondent have a working experience of within 0 – 5 years.

TABLE 4: THE NEEDS FOR BRIEFS

ATTRIBUTE FREQUENCY PERCENTAGE%

STRONGLY AGREE 30 100
AGREE 0 0
DISAGREE 0 0
STRONGLY DIAGREE 0 0
NO COMMENT 0 0
TOTAL 30 100

(Source: field survey, 2023)

Haven discovered the working experience of the respondent; the researcher went further to
ascertain whether brief/instruction is even important in property management. This is aided
by a question framed in the questionnaire to assess this.

All the respondents strongly agree that brief/instruction is important in property management.

TABLE 5: BRIEF SOURCING STRATEGIES AMONG PROPERTY MANAGERS

ATTRIBUTE FREQUENCY PERCENTAGE%

STRONGLY AGREE 16 53.3
AGREE 12 40
DISAGREE 2 6.7
STRONGLY DISAGREE 0 0
NO COMMENT 0 0
TOTAL 30 100

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(Source: field survey, 2023)

At this stage, the researcher tries to establish whether there are different brief sourcing
strategies among the two categories of property managers (The Estate Surveyors and Valuers
and Non-Estate Surveyors and Valuers). However, 16 of the respondents representing 53.3%
strongly agree that there are different brief sourcing strategies among the two categories of
property managers, 12 persons representing 40% agree that there are different brief sourcing
strategies among the two categories of property managers while 2 person representing 6.7%
disagree that there are different brief sourcing strategies among the two categories of property
managers.

Suffice to say that, there are different brief sourcing strategies among the two categories of
property managers owing to the result from the questionnaire administered and majority of
the respondent strongly agree.

TABLE 6: CURBING INTRUSION INTO PROPERTY MANAGEMENT BY (NIESV)

ATTRIBUTE RESPONDENT PERCENTAGE%

YES 28 93.3
NO 2 6.7
TOTAL 30 100

(Source: field survey, 2023)

Quackery is the major bane of professionalism in Nigeria that is why the researcher in this
section tries to depict whether there is an attempt by the professional body (NIESV) to
eliminate or minimize the intrusion into this aspect of the profession (property management).
Twenty-eight (28) persons representing 93.3% agreed that there is an attempt by (NIESV) in
curbing the excesses of the non-professionals while two (2) persons representing 6.7%
disagreed with the position of the majority.

TABLE 7: NIESV’s EFFORT IN CURBING INTRUSION

ATTRIBUTE FREQUENCY PERCENTAGE

12
 VERY HIGH 2 6.7
HIGH 10 33.3
LOW 12 40
VERY LOW 4 13.3
NO COMMENT 2 6.7
TOTAL 30 100

(Source: field survey, 2023)

From the table above, it is crystal clear that there is a low level of success recorded by the
professional body in mitigating the activities of the non-professionals intruding into the
property management aspect of the profession.

TABLE 8: IMPACT OF BRIEF SOURCING STRATEGIES WITHIN KANO

METROPOLIS
ATTRIBUTE FREQUENCY PERCENTAGE%
VERY HIGH 0 0
HIGH 8 26.7
LOW 4 13.3
VERY LOW 10 33.3
NO COMMENT 8 26.7
TOTAL 30 100

(Source: field survey, 2023)

The table above shows the rates of the impact of the different brief sourcing strategies on the
quality of property management service delivery.

TABLE 9: BRIEF SOURCING STRATEGIES ADOPTED BY FIRMS

ATTRIBUTE FREQUENCY PERCENTAGE%

PACKAGING 0 0
COMPETITIVE BID 2 6.7
DIRECT INVITATION 10 33.3
SCOUTING FOR BRIEFS 18 60
AN EAR TO THE 0 0
GROUND

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 TOTAL 30 100

Source: field survey, 2022

The researcher tried to find out the brief sourcing strategies that different firms do adopt in
getting instructed to carryout property management the area as stated in the research
objective.

TABLE 10: MOST EFFECTIVE BRIEF SOURCING STRATEGY

ATTRIBUTE FREQUENCY PERCENTAGE

PACKAGING 0 0
COMPETITIVE BID 4 13.3
DIRECT INVITATION 8 26.7
SCOUTING FOR BRIEFS 16 53.3
AN EAR TO THE GROUND 2 6.7
TOTAL 30 100

(Source: field survey, 2023)

TABLE 11: ANALYSIS OF STRATEGIES FOR SECURING BRIEFS

ATTRIBUTES FREQUENCY PERCENTAGE%
THROUGH PROPER 22 73.3
FOLLOW-UP
THROUGH CONCESSION 8 26.7
TOTAL 30 100

(Source: field survey, 2023)

Therefore, from the survey conducted it was established that 22 property managers
representing 73.3% of the population were of the view that briefs are better secured through
proper follow-up strategies while 8 persons representing 26.7% opined that briefs are better
secured through concession.

The result of the analysis above shows that the Non-Estate Surveyors and Valuers do not
have more properties in their portfolio for management than the Estate Surveyors and
Valuers. Secondly, that scouting for brief is the appropriate strategy to be adopted for

14
sourcing of briefs. Also, the different brief sourcing strategies has no impact on the quality of
property management service delivery.

5. CONCLUSION AND RECOMMENDATION

5. 1 CONCLUSION

Enlightenment of property owners (landlords/clients) and re-orientation of the entire citizens

will help the profession to root out the quacks and inculcate good and sound property
management service delivery in Nigeria.

Laws should be promulgated and proper implementation will go a long way in establishing
and maintaining a good property management culture in Kano State and in Nigeria at large.

Implementation of the above recommendations is primary to effective and efficient property

management service delivery to the Nigerian people, which in effect will reduce the rate of
the activities of quacks in the property management aspect of the profession in the country.

5. 2 RECOMMENDATIONS

From the analysis of data in the chapters and the findings obtained, the following are
recommended to help the Estate Surveyors and Valuers to reshape the activities in property
management.

i. There is need for the Estate Surveyors and Valuers to have briefs/instructions
containing all the conditions for the management of properties.

ii. The Estate Surveyors and Valuers should always adopt the scouting for briefs strategy
in sourcing for briefs so as to dominate the property management aspect of the estate
surveying and valuation profession and to also ward off the activities of the Non-
Estate Surveyors and Valuers.

iii. The professional body (NIESV) should step up effort in its duties to curbing the
activities of the Non-Estate Surveyors and Valuers intruding into the property
management aspect of the profession through promulgation of stringent laws if
possible.

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 iv. The professional body should be making frequent publications to educate the public
on the activities of quacks and enlighten them on the risk of patronizing the non-
professionals.

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