Lee Riley, Senior Director, specialises in residential property recruitment at GKR International. With several years of experience in the residential agency, development and investment sector, Lee has developed a deep understanding of the industry's unique challenges and talent needs.
He leads GKR’s recruitment efforts by focusing on building deep-level relationships with both clients and candidates, ensuring a perfect match for strategic hiring.
Lee’s approach is consultative, working closely with real estate businesses internationally to identify the right talent to drive their growth and success. His dedication to providing exceptional recruitment solutions has earned him a strong reputation within the real estate industry.
How did you get into recruitment?
I love a trip down memory lane... I was working for a very large real estate agency back in October 2015. It was a dark, rainy evening, and I'd just finished a particularly uninspiring viewing with a buyer who had no real interest (in the property, or me, for that matter). One of those moments where you stop and think, do I really want to be an estate agent for the rest of my life?
The same evening, I met an old colleague of mine who had recently stepped into recruitment, and he recommended I speak to property recruitment agencies for a new job. I spoke with a few recruiters, but everything felt like a sales pitch, with very little time or care given to understand what I actually wanted. After reporting back to the same friend, I still felt uninspired.
One firm had me do an open day where I was in a room with about 20 other 'potentials.' I think I remember spending most of my time wondering why I had decided this was a good idea. After initial chats with two other businesses, I was close to actually sticking it out within agency, hoping the market (and the weather) would improve.
That was, until I sat down with Grant Kaveney, Founder at GKR. He actually listened to what I wanted, asked the right questions, and made me realise this could be a career where I had control over my own direction. At the time, GKR was growing its presence in the London residential property market, and I hadn’t fully understood that property recruiters could be true specialists. That conversation shifted my perspective completely, and I couldn’t wait to get stuck in at GKR. Oddly enough, one of the backers of GKR, James Caan was a neighbour of mine, so when I saw him in the GKR office, surely it was meant to be?
Tell us about a placement that made you feel like a hero!
Gladly. One of my longest standing relationships is with a very large residential agency in London, whom I’ve recruited for since 2015; GKR have worked with them for even longer, placing their Head of Recruitment before I joined the business. Fast forward a few years, and I was asked very discreetly to source a new Head of Sales due to the departure of someone in the same role. Given the seniority and confidentiality of the hire, this had to be done with absolute discretion.
After carefully mapping the entire market and refining my shortlist, I realised I had already known and had been speaking to the ideal candidate - and I was right! Nearly three years later, he’s thriving in the role and has since hired multiple team members through GKR.
If you could give one piece of advice to candidates, what would it be?
It would have to be to ask yourself the same questions a recruiter would before you get in touch with us.
Why are you leaving?
What are you looking for?
What are your non-negotiables?
Too many candidates come in with vague frustrations but no clear direction. We’re not therapists, and we can’t magically present the perfect job without knowing what you actually want. A good recruiter isn’t here to sell you the next job—we’re here to find the right fit. But you have to know what you want first.
What recruitment trend excites you the most right now?
What excites me most in recruitment right now is how we’re adapting to automation, while being mindful not to lose the human touch. AI tools, especially for reaching out to talent on platforms like LinkedIn, frustrate me. It's become far too easy to send mass messages, and I’m concerned about the long-term impact of this. Are we simply chasing quick responses, at the expense of building real, meaningful relationships?
Recruitment is about understanding both sides deeply, the needs of the candidate and the client, and that’s something AI will never fully replicate. My concern with LinkedIn and mass outreach is that it often prioritises response rates over fostering relationships. Recruitment isn’t a simple, mindless task; it’s a nuanced process that requires human insight. That’s why, at GKR, we’ve put so much effort into cultivating a strong referral network. I’ve seen firsthand how much more powerful good news is when it comes from a trusted recommendation, rather than an unsolicited email.
What’s the best advice you’ve received in your recruitment career?
"Get on the phone!" It sounds simple, but so many recruiters rely too heavily on email or messaging these days, and you lose that personal connection. There’s no substitute for a real conversation when it comes to building relationships and understanding the true motivations of both clients and candidates.
Another piece of advice that has stuck with me is, "Don’t sell, consult." Recruitment is about much more than pushing candidates into roles; it’s about understanding what people need, guiding them to the right opportunities, and giving them the insight they need to make informed decisions. This mindset shifts recruitment from a transactional process to a consultative partnership, which creates long-term value.
And finally, when it comes to hiring, it’s easy to get excited about a top candidate and think that they can transform your business, but the right hire is one that fits seamlessly into the existing culture and values of the company. Instead of reshaping your business to accommodate a person, it’s about finding someone who enhances and aligns with your team’s existing strengths. These principles have shaped how I recruit, and they continue to guide my success in the industry.
What’s one thing most people don’t know about you?
In 2022, I spent a month in Vietnam and did the Ha Giang Loop; one of the most stunning (and dangerous) motorbike routes in the world. I nearly died at least once. The roads are tight, twisty, and unpredictable, especially if you’re not used to it – even worse when you’re doing it in rainy season!!
I had originally planned the trip for April 2020, but COVID delayed it. As soon as the borders reopened, my best mate and I were on the next flight. That adventure sums me up perfectly—I’m someone who takes risks, but I always see them through. Recruitment’s a lot like that. High stakes, tough calls, but if you trust the journey, you’ll get to where you need to be.
We hope you’ve enjoyed getting to know Lee! If you’re looking for expert recruitment support in the residential property sector, connect with him on LinkedIn: Lee Riley.
