An Interview with Dan Robinson, Managing Director of VirginLand

We recently sat down with Dan Robinson to learn more about the origins of VirginLand and his vision for the future of the business. We gained insights into what the business does and the benefits that the service brings to both developers and landowners. Lastly, we finished with a few quickfire questions.

VirginLand – An Overview

Can you briefly introduce VirginLand and its mission?

"VirginLand are on a mission to modernise land acquisition. We provide a technology-led approach to acquisitions, delivering efficiencies that empower land managers. Our focus is on offering genuine discretion and off-market opportunities, which allows our clients to be more productive in what they do best while we handle the intricacies of deal generation and progression."

How does VirginLand provide value to property developers?

"We solve the biggest problem in the industry: finding good opportunities in the right area without excessive competition. We position ourselves as an extension of a developer’s land team, offering outsourced services that provide savings on their operational expenditure, more focus, more time, and better results."

What is VirginLand’s unique offering to landowners?

“RICS say that 54% of landowners lack the adequate knowledge and resources to sell their land – we give them straightforward, free access to market knowledge. We work across all property sectors, connecting them with the right development partner that is best suited to unlock the full potential of their site.” 

VirginLand – The Service

What inspired you to start VirginLand, and what gap did you see in the market that you wanted to fill?

"After exiting a management business, I quickly saw a clear demand for land and development opportunities, especially off-market ones. There were very limited direct-to-vendor (D2V) engagement tools, and I realised that site identification, landowner engagement, and deal creation needed to be a sector in itself. With the rise of platforms like LandInsight, Searchland and Nimbus, there was competition in the data aggregator space, but no one was taking it a step further. I used to do it the old-fashioned way—marking up sites on SHLAA, buying titles on the Land Registry, doing mail merges, and creating repetitive letter templates. It was a month’s work for little to no engagement. Seeing the power in a considered, personalised approach inspired me to start VirginLand. Just as Monzo did with fintech, Airbnb with travel, and Deliveroo with takeaways, I believed the property industry, particularly the acquisition market, needed a tech-led shake-up."

How did you achieve a 20% response rate?

“We focus on driving engagement. We use AI to personalise letters from the 300+ different datapoints we collect on each identified site. We handwrite most of our envelopes and collect responses ourselves to see what works and adjust accordingly. This approach allows us to move quicker, better, and faster while still understanding the importance of that personal touch and face-to-face relationship building. Technology helps us do this better and at higher volumes."

What is your vision for VirginLand over the next five to ten years?

"Our vision is to become a household name in development transactions. We aim to be market leaders in understanding data, purchasing habits, and providing a holistic view of the acquisition market."

Are there any upcoming projects or goals that you’re particularly excited about?

"We’re excited for what the incoming Labour government might do to stimulate property development. Whether it’s the greybelt, onshore wind or streamlining planning – there are some interesting changes coming our way. Beyond the UK we are looking at international expansion. A number of our development partners have approached us to replicate our service in other European markets – and we’re currently roadmapping out what that might look like.”

What does a typical day look like for you as the Managing Director of VirginLand?

"No two days are the same, and that’s what I love about my job. I'm not part of the 5am club, but I like to get up early and exercise before heading to the office. I’m big into mindfulness, so it's always a plus if I can find time to meditate or journal.

It can sometimes be tricky to balance my time between the team, our partners, key suppliers and new business. I’ll usually spend the start and end of each day checking in to see that my team have everything they need to deliver on their priorities. The bit in the middle is where my day-to-day changes from one day to the next! I’m usually out on the road twice a week meeting both key and potential partners, and can be found back at VirginLand HQ with the team for the rest of the week – strategising client campaigns and progressing our new technology stack.”

How do you balance strategic planning with the day-to-day running of the company?

"I lean heavily on an amazing team, especially for the day-to-day operations. I can’t stand micromanagement. If you set up a solid foundation, a sound process, and have the right people in the right positions, the day-to-day running should take care of itself. I also encourage employees to have an innovative spirit; just because someone has just joined the company as a graduate doesn’t mean they can’t put forward big ideas."

Can you share any exciting news about recent hires, technological advancements, or new clients?

"We have recently made some exciting hires, with Paul Osborne, the ex-land director of Vistry Homes joining our team to lead the land team. Matthew Brazier recently joined to head up our revenue operations. We are accelerating our investment in technology and continually exploring new emerging sectors. While we maintain client confidentiality, it's clear we’re doing something right as we continue to attract top talent."

What unique services or insights do you offer to landowners?

"We are uniquely placed to explore all sectors, offering insights based on data and industry trends. We emphasise rapport building and integrity in our dealings, ensuring that we do what we say we are going to do."

What’s the best piece of advice you’ve ever received?

"I’ve received a lot of great advice over the years. Some of the best includes: focusing on the process not the end goal, Prioritize the well-being and support of your staff, as they are the foundation of your business; and "Build a team of individuals whose skills complement your own."

Is there anything else you’d like our readers to know about VirginLand or your journey with the company?

"I think we’ve covered a lot of ground. I’d just like to emphasise that our journey is about innovation, strategic foresight, and leveraging technology to transform traditional industries. With a clear vision and a dedicated team, VirginLand is poised to make significant strides in the property acquisition market."

Quickfire Questions

Describe VirginLand in 3 words.

"Dynamic, agile, connected”

What’s a book you’ve read/podcast you’ve listened to recently that you enjoyed and would recommend?

“Anything Simon Sinek. Start With Why is a great book as is his podcast, A Little Bit of Optimism.”

If you could have dinner with any 3 people, dead or alive, who would it be and why?

“Rachel Reeves for my housing questions. Alan Turing as the pioneer behind AI, and Ricky Gervais to keep it all lighthearted!”