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Minnesota High-Rise
In the case of the under-performing Minnesota high-rise community, Zinkand and King stepped in with a carefully planned approach that yielded the desired results: complete sell-out well before projected dates and with higher returns than those anticipated.

Situation: Sales had inexplicably slowed to a halt.
Resolution: Market research determined that the existing buyer profile was too narrow and had been depleted. A new broader profile was developed and targeted.
Situation:  Improper pricing resulted in the top third, view-oriented units selling out, leaving the remaining units to languish.
Resolution:  Balanced the sales prices on the remaining units, resulting in a balanced sales rate.
Situation: Furnished, ostentatious models did not relate to the new target market and were located on the top, sold-out floors, thus marketing views that were no longer available.
Resolution: Designed and installed target-market-appropriate model homes on the building’s lower levels, eliminated costly customization options, placing pricing within reach of the new target-market segments.
Situation: The existing sales team was untrained and inexperienced in selling high-rise condominiums. The team also enjoyed high salaries with low commissions, thus eliminating motivation to sell.
Resolution: Replaced some of the sales staff and trained the team to the nuances of high-rise sales. The team received ongoing coaching and negotiation assistance and was compensated primarily through commissions.


Glendale, California High-Rise

Situation: Skepticism in a declining market and bank ownership created price resistance.
Resolution: A strategy was developed to reduce prices (to auction or bulk sale prices) with small, but frequent predetermined increases. We shared this plan with buyers. It created a feeding frenzy atmosphere of constant appreciation and dramatically improved overall prices.
Situation: Targeted buyers owned homes they could not sell.
Resolution: We cope with this situation in various ways, but in this instance, research determined that there was a large ethnic community in the area that lived in apartments, were attracted to a communal lifestyle, and had the money to purchase if the offer was attractive enough.
Resolution: Targeted some advertising to the new target group, including designing some model homes to their traditional preferences.  They took advantage of the opening prices and considered the price escalations as an increase in their values. They bought and recommended the community to their friends and relatives.   

We can, and will on request, provide a myriad of success stories relating to our use of both proven and creative methods that rectify ineffective sales programs. Typically encountered problems include: