The Power of Ten: Inside Alliance's A-Team

Alliance is more than a real estate company—it's a leadership blueprint. MONEY speaks with the ten figures behind Malta's most people-driven property brand to uncover how strategy, culture, and sustainability are shaping their future and ours.

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In an industry defined by individual competition, Alliance is doing things differently by building a leadership culture rooted in collaboration. Known as the A-Team, the company's ten-strong executive panel spans every business pillar: sales, lettings, marketing, finance, franchising, commercial, coaching, people, and premium listings. Together, they represent more than functional expertise—they represent a philosophy.

At the helm is CEO Michael Bonello, who champions culture as a core business driver. "It starts with staying connected," he says. "I visit branches, listen, and encourage dialogue. Culture is built on a shared purpose. Everyone—no matter where they are—must feel part of something bigger."

That connection filters into how growth is approached. "We're focused on strategic expansion without compromising our standards," Bonello adds. "It's about growing right, not just fast."

Chief People Officer Frank Borg says, "Our people are more than numbers—they're our brand." Meanwhile, leaders like Gordon Attard, Alina Terletchi, and Paul Mifsud are redefining how sales, marketing, and lettings work together—grounded in data, driven by service, and fuelled by purpose.

So, how does this leadership model translate into action? We asked each A-Team leader to reflect on their roles, the market, and the future of real estate in Malta.

Michael Bonello – CEO

Alliance is known for its strong internal culture. How do you personally keep that culture alive across so many branches?

It starts with staying connected. I visit branches, listen, and encourage open dialogue. We celebrate wins together and learn from challenges. Culture is built on a shared purpose, and I make sure everyone—no matter where they are—feels part of something bigger.

What are your top priorities for the next 12 months?

We're focused on strategic growth without compromising our standards. That means supporting our people, expanding into new markets carefully, and investing in technology and training. It's not about growing fast but growing right while staying true to who we are.

From your seat as CEO, how do you define sustainability in real estate?

It's making responsible choices that balance people, planet, and profit. It's about building energy-efficient homes, reducing waste, and creating livable communities. But it also means running a business that's ethical, resilient and leaves a lasting, positive legacy.

Ritianne Spiteri – Franchise Coordinator & PA to the CEO

As Franchise Coordinator and PA to the CEO, what does your role involve daily?

I manage franchise operations and provide executive support to the CEO. This includes working closely with franchisees to ensure brand standards are upheld and assisting them in growing their businesses. I also handle administrative tasks, coordinate between the CEO and franchise partners, and help streamline internal processes. My role is a vital link, ensuring effective communication and collaboration across all areas.

How do you ensure consistency of value across all franchise partners?

Communication is key. We've established regular channels to share best practices, offer updates, and encourage feedback. This helps maintain alignment and accountability across the network. By promoting a collaborative culture and clear expectations, we ensure every franchise partner understands and delivers the same high standard of service and value that defines the Alliance brand.

What's the biggest unseen challenge of coordinating growth?

Maintaining internal alignment. As the organisation expands, different teams may have varied goals and approaches. If not addressed early, this can cause confusion or inefficiencies. My role involves ensuring everyone stays focused on the same objectives, promoting a unified vision while balancing growth with cohesion. Growth isn't just about scaling up—it's about scaling smart and keeping people on the same page.

Frank Borg – Chief People Officer

What does a people-first real estate model look like in practice?

At Alliance, it means putting our people at the centre of every decision. From providing the right tools and training to nurturing a supportive culture, we focus on empowering our teams. When people feel trusted, valued, and supported, they perform better, stay longer, and contribute to meaningful business growth.

How do you nurture team loyalty and engagement in a competitive industry?

It's about consistency. We invest in growth, communicate clearly, and recognise contributions. Our people are more than numbers—they're our brand. We create an environment where they feel heard, developed, and proud to be part of the journey. That emotional connection builds loyalty that money alone can't buy.

What advice would you give to HR leaders navigating growth while maintaining values?

Don't lose sight of what made you successful. We've worked hard to keep our culture alive as we've grown. My advice? Stay close to your people. Lead with your values. Let your company's growth reflect—not replace—its identity. Culture and performance go hand in hand when values are embedded in every process.

Gordon Attard – Chief Sales Officer

What are the most significant shifts you're seeing in buyer behaviour today?

Buyers are more informed, focused, and digitally driven. They want lifestyle and investment value, not just location. Areas like Sliema, the South, and St Julian's attract younger buyers and digital nomads. Post-pandemic, there's also growing demand for flexible layouts, outdoor spaces, and energy efficiency.

How do you build and retain high-performing sales teams?

We recruit based on values and drive. Then, we invest in training, offer real-time feedback, and provide strong career progression. Recognition plays a significant role, too—acknowledging wins and building a team culture that thrives on support and shared success.

Are clients becoming more sustainability-conscious when buying property?

Yes, increasingly. Buyers now ask about EPC ratings, solar, and water-saving systems. Sustainability is no longer a niche—it's a selling point, especially with younger buyers. Developers are adapting, and EU policies are accelerating the trend. We're helping buyers make greener, smarter choices.

Alina Terletchi – Chief Marketing Officer

How is Alliance's marketing strategy evolving in a digital-first property world?

We're going beyond being online. Our digital-first strategy uses tech to anticipate needs and personalise experiences. From virtual walkthroughs to interactive dashboards, we're focused on making engagement smarter and more valuable. The aim is to deliver relevance, speed, and transparency beyond transactions.

What role does storytelling play in building the Alliance brand?

Storytelling brings our projects to life. It's how we share our purpose—highlighting people, communities, and innovation. While facts inform, stories connect emotionally. Whether it's a community uplift or a client journey, storytelling helps build brand loyalty in ways data alone can't.

How are you using communication to promote sustainability?

Communication turns sustainability from a goal into a shared mission. We prioritise visibility—through investor updates, digital content, and on-site initiatives. People become collaborators when they understand the 'why' behind our green practices. It's about showing progress, not just making claims.

Paul Mifsud – Chief Lettings Officer

What are the main trends shaping Malta's rental market?

Rental prices are stabilising especially outside premium zones. Hybrid working has spurred interest in mid-term lets and co-living. Suburban towns are gaining popularity for better value and quality of life. Student numbers are also driving new accommodation models. Meanwhile, short-let demand is rising alongside tourism.

What expectations do tenants have today that didn't exist 5 years ago?

Today's tenants want hospitality-level service: fast communication, virtual tours, and smart features. Pre-installed Wi-Fi, energy efficiency, and professional listings are now essentials. Maintenance, legal compliance, and lifestyle convenience play into a modern renting experience. We've adapted our systems to meet these expectations.

Can you give examples of sustainable practices in your lettings operations?

We've digitised most processes to reduce paper waste. We advise landlords on EPC improvements—LEDs, insulation, solar—and educate tenants on water-saving and recycling. It's a gradual shift, but we believe the rental market plays a key role in Malta's green transition.

Jeremy Borg Grech – Head of Alliance Selected

What is Alliance Selected, and what makes it unique?

Selected is more than a label—a commitment to premium service. Listings under this package benefit from targeted marketing and prioritised agent focus. Over half of Selected properties last year sold in under 27 days. That's the power of focused effort and visibility.

How do you identify high-potential clients and match them with properties?

Every property can sell—it's about timing and strategy. With Selected, we provide personalised support, refined marketing, and ongoing team collaboration. It's not just about price but about enhancing appeal and creating a strong vendor-agent relationship to attract serious buyers quickly.

Is the meaning of Selected in real estate shifting beyond just finishes and price tags?

Definitely, today, it's about service, trust, and attention. A Selected listing means the vendor gets a dedicated partner and a faster, smoother process. In a fast-paced market, the right focus saves time and delivers better results for everyone.

Leslie Xerri – Chief Financial Officer

What financial indicators are you watching most closely in today's market?

We track interest rates, government policies, loan schemes, and demographic trends. Whether it's first-time buyers or retirees downsizing, we analyse data to guide strategy and help clients make smart property decisions. Knowing your audience is key to building lasting financial relationships.

How do you plan for growth while remaining agile?

We use real-time data to adapt strategy and keep the client at the centre of every decision. Whether personalisation, tech innovation, or contingency planning post-COVID, agility means being prepared to pivot. Our teams are trained to stay flexible and responsive to market shifts.

Is sustainability measurable in financial terms?

Absolutely. Energy-efficient properties command better rents, lower running costs, and enjoy incentives like the 'Buy Sustainable Property Scheme.' Green homes are easier to finance and sell, making them a sound long-term investment. Sustainability is no longer just ethical—it's also financially savvy.

Simon Rajan Bharwani – Chief Commercial Real Estate Officer

How is Alliance adapting to a rapidly evolving commercial property market?

The market has shifted post-COVID. While traditional office space demand has declined due to remote working, we've seen rising interest in smaller, high-spec spaces in key business hubs. Warehouses and industrial units, particularly central ones, remain in demand, which offers strong logistics benefits. Retail and hospitality assets in prime areas like Sliema and Valletta continue to perform well, with consistent investor interest.

Are commercial clients prioritising ESG metrics today?

Yes, especially among newer developments. We actively consult with owners to adopt ESG practices: improving energy efficiency, reducing water use, using sustainable materials, and integrating greenery into design. These steps cut emissions and costs and boost appeal and long-term value.

How do you balance opportunity with long-term sustainability in site selection?

We're seeing a shift towards sustainability-driven decisions. Developers are retrofitting properties, expanding communal outdoor areas, and designing more compact internal layouts. Even rooftops are being transformed into green spaces. These enhancements meet both market demand and regulatory expectations and help keep properties competitive in the future.

Mark Ellul – Sales & Motivational Coach

How do you approach coaching for such a large and diverse team?

It's about creating a culture of continuous improvement. Coaching must be adaptable—there's no one-size-fits-all. I tailor my approach to each agent's personality, goals, and challenges. This personalisation ensures coaching delivers tangible results by boosting productivity and driving success.

What motivates the best performers in your experience?

You have to reach people beyond intellect. True motivation touches the heart and imagination. I help agents unlock deeper purpose and self-awareness, inspiring lasting change. Everyone is given the tools to grow—but those who excel are the ones who truly commit to their self-development.

Do you see a link between motivation and sustainable thinking?

Definitely, motivation fuels consistent behaviour. However, sustaining motivation requires internal drive, self-awareness, and the repetition of successful habits. Our role is to coach consultants to harness their motivation and align it with the long-term value they bring to clients.

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