NINO STAFFA members (who have to be fully qualified academically - often to degree level). There is also the National Association of Estate Agents (NAEA) but this is neither as important nor as stringent. Building societies expand by setting up a massive network of branches in all areas of the country. Estate agents, however, tend to multiply themselves, since the professionals working in larges firms eventually tend to set up their own agency after having gained some experience. Estate agents occupy a key position in the whole process of obtaining housing. An estate agent has the ability to stimulate or reduce interest in a property and all the actions that may follow. The fanaticism with which the Estate Agent goes about placing « people into the community socially» ensures that only certain types of people will even have the opportunity to purchase a particular property. The following quotes cited in williams' working paper on the role of the financial institutions (51) illustrate the estate agent's mode of operation. « People often try to get into higher class areas than they'll be accepted in. We just don't show them any houses in those areas. If they insist (on buying in an area of high prestige) we try to take them out of it in one way or another. I've purposely lost many a sale doing just that. It pays in the long run». « I would do my best to head off coloured buyers from a good suburban area or a new estate. In fact it would be my duty to do so in the interests of the community and for the sake of people who have bought houses in good faith». In their journals they exchange information on which areas are ready for a change towards higher property prices and a change in status. « The fascinating thing about London is that it throws up an endless supply of new possibilities for the property pioneer and Brixton is about as near to the Klondike as you can get without actually digging ». No direct line of command appears to exist between building societies, estate agents and others. Many building society directors, however, are also valuers, surveyors, solicitors, estate agents, mortgage brokers and whatever. The « professionalism» of surveyor and valuers must greatly influence the academically untrained building society managers. The caution (51) WILLIAMSP.: op. cit., pp. SS, 57 and 60. 34
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