THE MARKETING & SALES PROCESS
The stakes are always high in any product development, but especially in real estate project developments, planned communities and new home sales programs. Parker Associates has perfected several unique processes for helping developers, builders and community managers take the necessary actions to effectively plan, position, market and sell to achieve success.
Parker Associates applies each of these proven processes, taking them from schematic concepts to real-time strategies for feasibility, product definition, consumer identification, applied marketing tactics and monitoring mechanisms. The result is a clear series of steps to assist clients in taking new developments forward on the right foot, repositioning active projects or reviving dormant or aging master planned communities.
WHO? WHAT? HOW?
CONSUMERS COME FIRST
Real estate marketing and sales relies first upon understanding the characteristics of potential consumers and their needs and preferences — WHO are these individuals and households for a particular marketplace in terms of age, income, household size and likely behavioral patterns.
Such consumer information is essential to creating the highest impact product to attract their attention — WHAT appearance and design features will match their needs and preferences at a feasible price range. For new homes, product includes regional and neighborhood attractions as well as community amenities and both the exterior and interior features of specific dwelling offerings. The tendency of consumers to relate to persons with similar age, income and household size characteristics provides a special attraction for most potential buyers.
The same consumer information provides the basis for cost-effective marketing strategies — HOW best to attract these consumers to contact the builder and visit the offerings at the most efficient time and cost outlay. Despite claims to the contrary, most real estate requires face-to-face contact with consumers to achieve sales. It cannot be sold by phone or even Internet communications.
These three simple words — WHO? WHAT? HOW? — constitute the essence of efficient marketing and sales or leasing of new homes. They are the basis for Parker Associates’ success in guiding many community developers, hoteliers, and homebuilders toward rapid sellout of all types and prices of new homes and rental apartments. With modest modifications, they can be applied directly to retail, commercial and industrial real estate as well as housing.
The Parker Associates process starts with a confidential review and consultation to learn more about our processes. Then Contact Us to put Parker Associates working for you.
David WB Parker is a principal of Parker Associates of Jacksonville, Florida, marketing consultants to the real estate industry; President of PTC Computer Solutions, IT Specialist, and an active real estate sales professional with PARFAM REALTY based in Jacksonville, FL. He can be reached at 904-607-8763 or via email firstname.lastname@example.org.
Parker Associates works extensively on understanding your market, your consumer, and your goals. We don’t just make it up, we research it ad infinitum to make sure we get it right. We are your advocate by being the advocate of the consumer.
Spend time looking at what you are trying to acquire, develop, or sell to learn how you can improve the success of what you are offering. Parker Associates helps understand the consumer by answering WHO will buy, WHAT they will buy, and HOW they will buy it. When the research is completed and the analysis is done, having the answers to these questions will reveal what will provide the best success for your project. Keep asking WHO, WHAT, and HOW and keep developing to fit the need.
If all of this is difficult to understand, that’s what we’re here for. Parker Associates has a team of experts on all of this stuff and we’re here to help. It’s what we do.
David WB Parker
Providing marketing and sales consulting services to both public and private real estate and resort developers, home builders, investors and more
Real Estate Development Marketing Consultants since 1982