gtm_report

6.2 Channels

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Solara Cove
Sales & Operator
Forward-sales, and the operator platform.
Forward-Sales Strategy Broker reach, private-wealth referrals, operator brand pull
Channel 1 Brokerage and private-wealth desks placing branded villas with qualified buyers
Channel 2 A sales gallery and reservations pipeline, every enquiry a future deposit
Channel 3 Operator brand distribution and destination-club partnerships
Sales Funnel Enquiry to reservation to deposit to settlement
Deposit Economics Deposits at 20%, about $475k per villa, fund construction ahead of completion
Sell-Out Side Broker reach, gallery conversion, operator brand pull Qualified villa demand from the strongest branded-residence corridor in Los Cabos
Brokerage network International resort brokers placing branded coastal villas with buyers
On-site sales gallery Every gallery viewing a reservation, every reservation a paid deposit
Private-wealth desks Private banks and family offices matching villas to US and regional buyers
Digital and reservations Targeted campaigns capturing high-intent second-home buyers into the reservation book
Operator brand The named hotel operator, its loyalty base and destination-club distribution
Broker reach, gallery conversion and operator brand open every sale Branded-residence absorption in the Los Cabos corridor runs ahead of unbranded stock, and buyers pay a premium for a named operator's service and rental program (regional resort market data, 2025).
Sourcing Side Sponsor sales, broker referrals, operator pipeline Existing relationships seed both reservations and settlements
Sponsor direct sales Every gallery appointment on site is a reservation into the sales book
Broker network A resort-broker network across US and regional markets feeds buyers
Private-wealth base Private-bank and family-office clients convert into villa buyers over the launch window
Operator inbound Operator loyalty members reserve villas directly at low marginal sales cost
Destination clubs Destination-club and referral partners in key US cities bring buyers to the gallery
Sponsor, brokers and operator together fill the reservation pipeline Solara forward-sells 40 branded villas at $2.375M each for $95M in gross sales, with 20% deposits, roughly $19M, funding construction.
Sourcing Strategy Sponsor-seeded, broker-fed, operator-amplified
Channel 1 Sponsor direct sales and the on-site gallery as the first reservation source
Channel 2 Resort-broker network for buyer depth
Channel 3 Operator-led buyer inbound at low marginal cost
Key Metrics Reservations taken, deposit conversion, days to contract, settlement rate
Delivery Strategy Sponsor relationships first, then the broker network, then operator-led inbound at scale
Buyer segments Three buyers, three trigger moments, one asset
The second-home owner
Profile US buyer, 45 to 65, net worth above $10M, executive, entrepreneur or family-office principal Needs Wants a turnkey branded villa with rental income and no management burden at $2.375M Reach Broker referrals, sales gallery, operator loyalty, destination clubs Values Brand, service, and a managed rental program Ticket $2.375M per villa, 20% deposit at reservation
The branded-residence investor
Profile UHNW, 40 to 65, regional across the US, Canada and Latin America Needs Wants a branded asset with rental yield and capital appreciation on the coast Reach Sponsor relationship, private-bank referrals, operator pipeline Values Yield, brand strength, resale liquidity Ticket Rental yields in the high single digits under the operator
The institutional resort buyer
Profile Core-plus fund or REIT, holds branded resort assets, knows the market Needs Acquires the stabilized 90-key resort at a 7.5% cap for $85M Reach Sponsor process, broker network, operator relationship, data room Values Stabilized NOI, operator brand, clean title and entitlement Ticket $85M at a 7.5% cap on $6.37M NOI
Channels & PartnershipsDirect sponsor sales, broker pull, private-wealth events
DirectSponsor-led outreach and gallery viewings for high-intent buyers
BrokerBroker network, destination clubs and private-bank referrals
Private WealthOperator loyalty base, launch events and owner previews
Channel StrategyDirect 35 to 45%, broker 25 to 35%, private wealth 15 to 25%, digital 10 to 15%
Strategic PartnershipsThe hotel operator, resort brokers, private banks, mortgage partners and destination clubs
KPIs & Deal Model $95M in villa forward-sales, deposits fund construction ahead of completion
Sell-Out KPIs
Forward-Sales Target $95M villa forward-sales at full sell-out
Reservations 40 branded villas at $2.375M each
Deposit Conversion Reservation deposits at 20%, roughly $19M
Deal Economics
Deposit $85M resort disposition
Villa Price $6.37M stabilized resort NOI
Resort Cap Rate 7.5% exit cap rate
Programme About 60-month programme
Revenue Model Forward-sold residences plus operated resort
Pricing 20% deposit, balance on settlement
GOP Margin 36% GOP margin on resort revenue
Funding Deposits part-fund build, de-risking equity
Key Takeaway $95M of forward-sold villas and a stabilized $85M resort disposition
Deposit per Villa $475k
Villa Price $2.375M
Resort Exit Cap 7.5%
Sell-Out and Exit 40 villas forward-sold at $2.375M for $95M in gross sales, with 20% deposits funding construction and the stabilized resort sold to an institutional buyer at a 7.5% cap