In this episode of The Developers Club Podcast, host Ben Wilson is joined by Alan Waxman, Founder and CEO of Landmass, to explore how design-led thinking, attention to detail and buyer psychology drive value in prime London property development.
With over two decades operating at the top end of the market, Alan shares how his journey evolved from buy-to-let into development, design, advisory and acquisitions, and why space quality, ceiling heights and volumetric design consistently outperform bedroom-led strategies.
The conversation spans real-world lessons from delivering high-value homes in London, navigating shifting market conditions, and why developers must increase specification and clarity of design in more challenging markets. Alan also shares practical insight into funding, deliverability and positioning schemes to stand out with increasingly discerning buyers.
In this episode, we cover:
• Why quality of space matters more than bedroom numbers
• Volumetric design, ceiling heights and creating drama within homes
• Designing with the end buyer in mind from day one
• Buyer psychology and the power of small details in driving sales
• Lessons learned from both successful and difficult developments
• How the prime central London market has shifted
• Funding, deal structure and deliverability in tougher conditions
• Why higher specification can be the right strategy in a down market
Episode Chapters
03:00 – Alan’s route into property and early lessons
07:00 – Design-led development and volumetric thinking
13:00 – Ceiling heights, light and creating value through space
18:00 – Buyer psychology and the importance of detail
25:00 – Market shifts in prime central London
33:00 – Funding, deliverability and deal structure
41:00 – Designing for today’s more discerning buyer
49:00 – Alan’s outlook on the future of development
53:00 – How to connect with Alan and Landmass
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