As buyers have steadily become more sophisticated and better-informed, real estate sales has changed fundamentally. Our goal is to build and manage hardworking, focused, and relationship-oriented sales teams.

 

Market Assessment

Typically completed before land acquisition, a Market Assessment is about identifying and ranking the best opportunity that matches your business needs. The outcome will provide strategic business rationale and quantify/compare potential development opportunities for you to consider so you know where to put your money and focus your efforts. Where’s the best place to buy land? How big is the potential? What are the top places I should consider? How long will it take? When should I start? If you’ve got these questions, a Market Assessment is your answer.

Highest/Best-Use Planning

Typically completed after land acquisition but before you define your land plan, a Highest and Best Use Study is all about narrowing down your options so you can identify which options are most strategic for you and what you should plan for. The outcome will provide you with a quantifiable order-of-magnitude and prioritizes possible directions relating to product type, achievable revenue, market demand and absorption potential. What’s the best use for this land? How much density is possible? What are the right sized amenities? What’s the revenue and absorption potential? If you’ve got these questions, a Highest and Best Use Study is your answer.

Feasibility Analysis

Feasibility Analysis is typically completed before the design stage. The focus is on optimizing and locking-down the parameters of your project before you commit to project amenities, homeowner programs and a concrete pro forma. Feasibility Analysis takes the output of a Highest and Best Use Study and fine-tunes the market and consumer requirements for your project to really sing. How many 2-bedrooms? How big should the units be? Who’s the competition and how can we do better? How do I optimize my financials? If these questions sound familiar than Feasibility Analysis is what you need.

Customer-Driven Design

We suspect that we have collectively reviewed more good, bad and ugly floor plates, floor plans, financial and amenities packages and other soft offerings than most people would ever care to. But this is where our input ends, not where it starts.

Typically the process will begin with a Voice of the Customer design input session with your team. This is where we can translate the lessons learned from consumer, market and competitor research into actionable design suggestions for your project to best suit a given target market and usage model.

Sales Mix Forecasting

Too many projects get too far down the track without adequately and accurately addressing the questions of who will buy, what and when will they buy, how much will they pay, and what carrying costs will they be prepared to bear? Generating realistic and accurate forecasts impacts far more than just the revenue line of the pro forma and the optimum size and mix of units; it impacts almost every design decision within the resort in one way or another. We work with your development team to apply the insights from our market research to your resort division to ensure that it is achievable.

Consumer Research & Buyer Profiling

Consumer Research should be front-of-mind, all the time. If you’re not thinking about who the consumer is or what your homeowner wants, chances are they aren’t thinking about you either. A lot of developers are intimidated by consumer research and put it off to the last minute (sometimes after it’s too late). Don’t let this happen to you. Consumer Research can be scalable, cost-effective and usually makes the difference between success and failure. What’s the difference between Baby Boomers and Gen-Xers and how does the product offering change? How important is this amenity? Will the homeowner pay more for a particular option? Do I have the right product? Should I go to market now or should I wait? Consumer Research and Buyer Profiling can provide you with the answers to these questions.

Target Audience Refinement

So, we think we know who is going to buy and why they are going to buy within your project, but how exactly are we going to reach these people?

The various target audiences for your resort or project (buyers, renters, day visitors, tenants) will all have been determined at a high level much earlier in the project, and a reasonably detailed picture of potential buyers created, particularly in terms of potential market size and their needs and preferences, all based upon (we hope!) detailed market research.
Now it is time to refine our understanding of the target audience and define a strategy to start a meaningful conversation with them. Where do they live?