From Advertising to Agency Owner: How Franchising Helped Build a Market-Leading Business

From Advertising to Agency Owner: How Franchising Helped Build a Market-Leading Business

Building a successful property business takes vision, resilience and the right support. For Tim Leighton, Owner and Director of Northwood St Albans, joining a property franchise was the catalyst that enabled him to take control of his career, scale his business strategically and build a lifestyle that balances ambition with family life.

From advertising to entrepreneurship

Before entering the property sector, Tim spent seven years working in advertising agencies in central London, managing high-profile clients including T-Mobile, Pfizer and British Airways. While he enjoyed the fast-paced environment, Tim knew it wasn’t his long-term future.

“I had strong ambitions to set up my own business and be in control of my career,” he explains. “Franchising felt like the right route to achieve that.”

After initially trading under a different franchisor, Tim joined the Northwood network after his first year in business. The welcoming culture, strong leadership and Northwood’s Guaranteed Rent scheme, a standout offering in a crowded marketplace, made the decision an easy one.

“Many years on, I’m pleased to say I made the right choice.”

Early goals and foundations for growth

Like many new business owners, Tim’s initial goals were both practical and ambitious.

“First, to survive the first one to two years,” he says. “And second, to grow the business significantly and generate a healthy income stream.”

The onboarding and training process provided a vital grounding in the lettings industry, from compliance and processes to the face-to-face elements of valuations and viewings that are critical to winning business and building trust.

“Running a business means wearing many hats,” Tim notes. “Nothing prepares you completely, but the training gave me a strong foundation.”

Ongoing support that evolves with the business

As the business matured, Tim became less reliant on day-to-day franchisor support, but three key areas continue to deliver real value:

Legal and Compliance: With ever-increasing regulation in the private rental sector, Northwood’s compliance expertise has become a major differentiator and a powerful tool for winning new business.

Marketing: From creative campaigns to search engine visibility, professional marketing support has been vital in a highly competitive marketplace.

Franchise Network: Being part of a collaborative network allows franchisees to share ideas, challenges and proven initiatives, offering perspective and continuous learning.

“Sometimes you’re so focused on your own area that you forget the value of shared experience,” Tim says. “The network is invaluable.”

Scaling through acquisitions and strategy

In the early years, growth was largely organic. However, changes to landlord legislation from 2016 prompted Tim to explore alternative strategies. In 2018, and again in 2022, he acquired two independent agencies in St Albans.

“Getting the first acquisition over the line was a fantastic moment,” he recalls. “It doubled our portfolio and proved just how effective this growth strategy could be.”

Today, Northwood St Albans manages the equivalent of four to five branches under one roof, making it one of the leading agents in the area.

Another pivotal step was expanding into Sales, which has become a key revenue stream and a way to retain landlord properties when they choose to sell. Developing a strong marketing strategy has also been instrumental in the growth of the business, helping to develop a strong future pipeline for both sales and lettings. On lettings it has played a key role in growing the business more than 100% more than our nearest competitor between 2024 and 2025.

Defining moments of success

Two experiences stand out for Tim:

The success of his first acquisition, which reshaped his growth strategy.

Participation in the Northwood Elevate Programme, introducing ideas designed to deliver long-term business benefits.

“These moments helped redefine what was possible,” he says.

Lifestyle, leadership and lessons learned

While the early years required long hours and total commitment, owning a franchise has delivered both professional fulfilment and personal flexibility.

“Being my own boss allows me to push the business to the next level while building a strong team,” Tim explains. “That gives me the flexibility to stay closely involved in my children’s lives as they grow up.”

He believes three values underpin long-term success: integrity, trust and great service.

Looking ahead: Market trends and opportunity

In the local market, Tim is seeing increasing demand from self-managing landlords seeking expert guidance around the upcoming Renters’ Rights Act.

“The opportunity lies in supporting landlords who wouldn’t traditionally use an agent,” he says, “and helping them navigate a complex regulatory landscape.”

Advice for aspiring Franchisee Owners

Tim’s advice to anyone considering joining The Property Franchise Group is simple:

“Embrace the network. There’s a huge amount of expertise within TPFG and among fellow Franchise Owners. Learn from it, use it, and don’t underestimate its value.”

Looking back, the only thing he wishes he’d known sooner?

“How effective acquisitions could be—I’d have started buying businesses earlier.”

A Franchise experience in summary

“Very enjoyable. I get the satisfaction of building a successful business, with the reassurance of a support network that provides industry-leading expertise in marketing and compliance.” Tim concludes.