Advisory
Studio
A Step by Step Approach for Real Estate Developers
Our Process
We’ve learned the intricacies of development marketing and sales from every angle, in all parts of the sales cycle. Our team at HANA. brings a holistic approach to development advisory offering an extensive suite of services from beginning to end.
01 / Discovery, Research,
& Planning
Discovery begins with a deep dive into the uncharted waters of the project to identify key values, brand ethos, and the target demographic. Our exploration process includes extensive market research to guide us through the most strategic approach for planning our next steps. We curate a unique set of discovery and research parameters specific to each project and its needs. Whether in the early stages of planning, mid-construction, or repositioning a stalled project, we understand that one size does not fit all.
- Project site visit and assessment
- Economic analysis, comparable market research, analysis
- Product type, unit mix, pricing, and phasing review
- Initiate project legal document review and project approval processes
- Preliminary target demographic and psychographic analysis
& Programming
Review of design development and programming initiatives allow us to ensure market demand and consumer expectations. We believe in building for the discerning buyer, not searching for the discerning buyer. Our involvement with our clients through all aspects of design and programming, creates optimal results for both the developer and the target demo. From architectural plans, interior fit and finish choices, to amenities and service programming, our design advice is driven by the end-user.
- Review of architectural plans, elevations, spatial planning, and operational circulation
- Floor plan review, FF&E details, and value engineering opinions
- Smart home technology and functional-interior design recommendations
- Landscape design and public space considerations
- Common area amenities, services, and programming recommendations
Project Positioning
Proper creative ideation and brand positioning is key for a successful project. We deconstruct the psychographics of the target demographic to create a compelling narrative of resonance. A project’s voice should be effortless, yet knowing and expressive through more than just words. Working alongside our creative partners, we strive to create balanced brands with authentic voices through imagery, colors, and high design to speak directly to the target buyer.
- Identify the target demographic for project positioning
- Brand strategy development and service-programming partners
- Create preliminary sales strategy, timeline, and budget
- Identify strategic partners and drive the RFP process
- Expand the project’s community, stakeholders, and key feeder markets
& Sales Execution
Development of a comprehensive marketing and sales strategy is an all-encompassing effort between all partners. We identify key sales benchmarks and crucial milestones to build out a strategic timeline of marketing initiatives, deliverables, and measurable results. From creating a compelling and efficient sales gallery, to identifying and training the best sales associates and feeder market partners, we build a proficient machine to track every dollar and hold the team accountable for sales results.
- Create a comprehensive sales strategy with proven initiatives and multiple sales funnels
- Develop a dynamic pricing strategy and inventory release schedule
- Build a sales team structure and compensation planning
- Identify elite sales associates, broker programs, and feeder market partners
- Create sales operations, processes, and protocols
(02)
One Size Does Not Fit All
REAL ESTATE IS A PERSONALIZED ENDEAVOR
We understand that the unique variables of every sales program are not always straightforward. As a result, we partner with our clients at all stages of planning, marketing, and sales, with an à la carte approach that allows us to jump in at any stage along the way. Our breadth of experience in repositioning and relaunching stalled projects throughout the country gives us an acute ability to reinvigorate sales velocity at any stage of the process.
01 / Brand-centric Marketing Assessment & Sales Audit
- Comprehensive review of marketing assets and active campaigns for effective project positioning
- Project strengths vs. weakness assessment to ensure cohesive messaging and storytelling for the target demographic
- Optimize visual marketing assets and creative media
- Analyze sales funnels for maximized solutions, KPIs, and conversion rates
02 / On-Property Programming & Experiential Sales
- Leverage on-property amenities with buyers’ lifestyle factors for curated experiences
- Value positioning an unparalleled level of personalized service and lifestyle accompaniments
- Implement compelling high-touch micro-experiences for discerning buyers
- Integrate technology applications to elevate remote showings and digital presentations
03 / Sales Team Refresh & Empowerment Initiatives
- Integrate the art of storytelling with a curated narrative for the target demographic
- Elevate the sales approach and presentation experience
- Strategic execution from service to competence
- Team building for success to establish team-oriented and individual goals with accountability benchmarks
Testimonial
Robert Quigg
FOUNDER & CEO
QUIGG
Testimonial
Michael Sung
Managing Partner
Sasquatch Partners
(03)
A Program for In-House Sales Teams
THE ASSEMBLY
DEVELOPER’S EDITION
Our comprehensive marketing and sales program is expertly crafted and designed for in-house sales teams. We understand the needs of developers to train your sales teams so you don’t have to. By expanding on, and refining the traditional real estate agent’s skills and experiences to deliver on the multifaceted needs of new home sales, The Assembly Developer’s Edition is an all inclusive sales training and educational program for your sales teams to become the experts of your project, in your market. Set your team up for success by equipping them with the tools and resources to exceed sales goals and deliver an unparalleled level of excellence.
12 video sessions
158 minutes of training
4 supplemental documents
2 flexible options:
CURRICULUM OVERVIEW
Provide your team with a solid foundation to create an actionable game plan to execute and succeed.
01 / Maximizing the Broker Network
02 / Metrics of Multi-Unit Selling
03 / Market Resonance & Creating Urgency
04 / Identifying the Target Demographic
05 / Creating the Narrative & Storytelling
06 / RPA vs. PSA
07 / Building the Dream Team
08 / The Science of Reporting
09 / The Value of Services and Amenities
10 / Fannie Mae & New Construction Financing
11 / Pricing and Inventory Release Strategy
12 / An Immersive Sales Gallery
(04)
Building Collaborative Partnerships for Success
Our Clients
Testimonial
STUART CRAMER
President of Residential & Resort Investments
Kennedy Wilson
Testimonial
Todd Goldstein
Chief Revenue Officer
AEG
(03) Driven by Results
WE CARE
ABOUT RESULTS
- 04 In New Development Projects
- 08 Fact 02
- 10 Fact 03
Testimonial
Stephen Jordan
Principal
Blue Horseshoe Development
(06) Looking to work with us?
(06) Looking to work with us?
We thrive on collaboration. Connect with us to find your missing piece.
your project’s needs.
