Rob Hailstone's wake-up call is timely (see [2004] Gazette, 4 March, 15).

The market for home information packs (HIPs) will pass the profession by unless steps are taken to organise and provide the service that clients will want and need.

Nationally, 70% of households are in owner occupation and currently only 10% of the 1.4 million transactions a year involve first-time buyers.

That means that for 90% of the consumers in that market most have previously used the services of a conveyancer.

Introducing these sellers and buyers to a new solicitor will in future generate referral fee income for estate agents.

To ensure the success of such schemes it seems inevitable that 'churning' will occur to avoid solicitors objecting to payments for the re-introduction of their own clients.

Solicitors who retain their connection with clients and encourage repeat business have the opportunity to secure their future through involvement with the preparation and validation of HIPs.

The pack provides a wider opportunity for participation by solicitors in home selling as the virtual (solicitors') estate agency is moving ever nearer.

The Independent Property Solicitors Organisation has over the last eight years assisted many solicitors in setting up different types of property-selling services.

That organisation will welcome the pack and see it as yet another reason why its service will be better than that of others.

Michael Garson, Law Society Council member for residential property, London