Smart Clients Expect Results.
At Waypoint we pride ourselves in having been the leader in every market we’ve ever entered. Although adjustments have been made, much of what it takes to be successful today is the same as it has always been. Generate a lead. Get the lead on property. Make a sale.
Our experience has taken us across the U.S., the Caribbean, Mexico, and Central and South America. Recent clients of note include Archon Capital (a Goldman Sachs affiliate) Caribbean Property Group and Greystone Capital.
Although we’ve found there are no formulas; no magic bullets; no easy pathways that guarantee sales, experience has taught us a number of invaluable lessons—and led to a philosophy many of our clients share.
The first step in Waypoint’s ability is working with developers to create a relevant offering in the current market. Today’s buyer is concerned about the safety and value of their investment. In all instances, we encourage our clients to sell their properties at current value, which is significantly different than suggesting that a property be sold at a discount merely for the sake of discounting. The clients who recognize and embrace this universal truth have enjoyed remarkable results in almost any market condition.
“During one of our initial conversations with Waypoint we discussed adjusting our existing pricing structure that had been in place for about two years. We worked together to create a new pricing structure that was financially acceptable to us. By implementing this new pricing along with Waypoint’s Sales and Marketing programs we were able to greatly increase our absorption.” —Thomas Ryan, Director of Operations at Greystone Property Development
Once the decision has been made to create an offering and implement a plan to sell inventory, Waypoint executes a carefully targeted marketing plan designed exclusively to generate leads. Because our team is known for fiscal responsibility and treats every dollar as if it is our own, the entire plan and corresponding budget are agreed upon prior to beginning the process. Next, relevant messaging is developed. Messaging for today’s market often requires a lifestyle component that appeals to the end user’s emotions—but also appeals to the end user’s practical, decision-making side.
“When we began our program to release our new Ritz-Carlton Reserve product at Dorado, we realized we need a firm the magnitude of Waypoint to work with us to create a plan to release this product to the marketplace. We could not be more pleased.” —Greg Ulmer, Vice President of Sales and marketing at Dorado Beach
Salespeople sell real estate. We are often asked, “How is your marketing going to create sales for us?” Our response is, “It won’t.” The role of marketing is to generate leads. No marketing piece can completely drive the sales process. The need for talented salespeople is of paramount importance. Realizing the significance of every lead and the cost to generate it, it is essential that each lead be followed up by an experienced salesperson. At Waypoint, every member of our sales organization has extensive experience in converting leads to appointments and appointments to sales.
“I was very impressed with the ability of Waypoint to work with the sales team to convert leads during my tenure at Talisker. Together we were consistently the best selling community within the Park City market.” —John Tolbert, former Chief Sales, Marketing, and Club Officer at Talisker and now the President of Revolutions Consultancy
Each element described above is just as essential as the next. The key is executing each part of the plan flawlessly in order to succeed. That is where Waypoint is different. That is where Waypoint excels.
“When we first engaged Waypoint it really came to light to me and my team of how each part of the process affected each other. Their programs have allowed us to sell 154 properties in Peru in less than one year after implementing their programs.” —John Reynolds of Revolutions-Peru