So, sometime in January 2019, I got a random call from a lady called Esther which went a little like this:

Hi, my name is Esther. I am looking to purchase land for agricultural purposes and ideally, I am looking for ….. (insert description here). She wanted a property in the range of 20 acres if I recall well, preferably within what is technically called a high-potential or medium-potential agroecological zone and within a very specific radius of the city (Nairobi). In addition, she also required the property to be within proximity to a natural water source, preferably with red soil.

I took on the challenge of finding the property, initially placing some calls to a couple of property agent friends of mine. I was initially very tentative about seeking out a property for this client for a couple of reasons – one being that we had made initial contact via email and when she first contacted me, the tone of her message was initially very friendly (as you would expect of anyone making a request), but, subsequently, after I responded, it was demanding – almost as if I owed her feedback. At this juncture in the process of agency, all she is/ was was a prospect. And, in addition, she had not commissioned a search. She had requested one – but she hadn’t commissioned one – and as a prospect, I had no obligation towards her.