We recently had the pleasure of speaking with Jack Johnson, Head of Land at TerraQuest, a key player at our upcoming Property Developer Show in Bristol on 30th April. Jack shared his expertise on land acquisition, spotting hidden opportunities, and navigating the complexities of planning data.

What’s the biggest mistake developers make when trying to acquire land?

For Jack, the biggest mistake developers make is focusing too heavily on “hot” land, sites with planning permission or clear development potential. He explained:

“Too many developers are looking at land that’s already on the market, where everyone else is also looking. The real opportunities come from spotting potential before it’s obvious, doing the hard work of understanding planning constraints, ownership complexities, and local policies before anyone else catches on. It’s about getting the right data and digging deeper than surface-level information.”

How will Grey Belt change the game for property developers?

Jack believes Grey Belt will become a major focus for developers in the future. He shared:

“Grey Belt land isn’t greenfield, but it’s not locked away either. These are underutilised sites with policy nuances. As housing pressure increases, Grey Belt will become more accessible for developers, but only for those who understand how to navigate the evolving policy landscape. The real game-changer is knowing when local plans are starting to soften and how to leverage that for development.”

What’s the easiest way developers can spot hidden land opportunities?

For Jack, the key is using data to filter out the noise. He explained:

“Most so-called off-market land isn’t truly off-market. It’s just passed through multiple hands and hasn’t made it to mainstream listing yet. At TerraQuest, we combine real-time planning intentions, land constraints, and ownership data to help highlight sites that are under the radar but showing early signs of change—like pre-application activity, lapsed permissions, and interest from neighboring sites. The opportunities are out there; you just need to look differently.”

What’s a red flag that tells you a site won’t work for development?

Jack emphasised that it’s not always about physical constraints; sometimes, it’s the political and social landscape that makes a site unworkable. He said:

“Community resistance is one of the biggest red flags. If a site is located within a strong neighbourhood plan or faces local opposition from councils or community groups, you’ll be in for a battle right from the start. It’s not just about the site’s physical potential, it’s about understanding the political landscape and the local forces that could shut down your project.”

Catch Jack live at the Property Developer Show in Bristol on 30th April! Register for your free ticket here to hear more about how data and planning insights can give you a competitive edge in land acquisition.