2020 Developer Presentation Why Hawai‘I Life? We Focus on Results

2020 Developer Presentation Why Hawai‘i Life? We focus on results. Our foundations of Smart Marketing and Solid Representation work to connect buyers and sellers in Hawai‘i, and around the world.

Smart Marketing means we promote your property in ways Solid Representation ensures that Hawai‘i Life principals look that are responsive to changing markets and home buyer after your interests without compromise. trends for maximum results.

Hawaii’s Real Estate Brokerage Exposure Results Hawai‘i Life is Hawai‘i’s statewide, 100% locally Our marketing channels ensure that your In just 11 years, Hawai‘i Life has evolved from owned and operated real estate brokerage. We property is seen by potential buyers. We actively an idea to Hawai‘i’s top-performing real estate operate Hawai‘i’s #1 real estate website and market your listing through our web database, brokerage. Statistics and results show that over 350 expert, local agents are here to provide social media, statewide and international Hawai‘i Life is a company focused on results. uncompromising personal service. networks, office locations, PR partners, our We consistently out-perform the competition Christie’s International Real Estate affiliation, across various market segments, price points Design and Marketing Luxury Portfolio, direct mail, events, Zillow, and and locations. more. Our objective is to present and market Hawai‘i Life’s in-house design and marketing your property to qualified potential buyers. experts ensure that your property is presented People. Representation. effectively to a large audience across multiple Hawai‘i Life is a team of dedicated, expert channels. We combine quality content with professionals. We are here to represent you. effective design and maximum exposure. People put the “life” in Hawai‘i Life.

Exposure...... 5

Hawai‘i Life Dominates High-End Sales...... 6

Method: Work...... 7

Products & Systems...... 8

HawaiiLife.com...... 9

HawaiiLife.com SEO...... 10

Google Loves HawaiiLife.com...... 11

Find the Buyers ...... 12

Design Driven Direct Marketing...... 13

Hawaii Life One...... 14

Christie’s International Real Estate...... 15

Content Luxury Portfolio International...... 16

Performance Tracking...... 17

Docent-Style Selling...... 18

Example Deliverables and Timeline...... 19

Creative Process...... 21

PR, Demand & Fear of Loss...... 22

Dedicated Sales Team...... 23

Networking...... 24

We Represent YOU...... 25

Hawai‘i Life Conservation and Legacy Lands...... 26

People are Hawai‘i Life...... 27

Mahalo...... 28

©2020 Hawai‘i Life Real Estate Brokers | Developer Listing Presentation PERFORMANCE Hawai‘i Life Performance $1.623 Billion 2019 Sales 380,000 1,864 >$3M Customer Database Transactions in 2019 Most Closed Transactions above $3M in 2019

#1 130K 100% $5.3M Real Estate Website in Avg. Monthly Visitors to Locally Owned & Operated Avg. Sales Volume Per Agent in 2019 Hawaii HawaiiLife.com

> 2 3 350+ 20 55 Inman Nominations Inman 100 Most Agents Offices Designers & More Listings than for Most Innovative Influential Real Statewide Support Staff any Hawaii Brokerage Brokerage Estate Leaders (MLS data)

Agents Avg. Monthly Visitors Exposure to HawaiiLife.com Offices 350+ 20 130K ~1.1M Google Traffic to HawaiiLife.com in 2019 65K Promoted Keywords 70% on HawaiiLife.com HawaiiLife.com Out-of-State Traffic 380K # Of Registered Users on 14% HawaiiLife.com HawaiiLife.com International Traffic 135+ # of Websites Listings are Syndicated to 139K Email Marketing Subscribers ~286M 140K Hawai‘i Life HGTV Shows Viewed Social Subscribers

©2020 Hawai‘i Life Real Estate Brokers | Developer Listing Presentation PERFORMANCE Hawai‘i Life Dominates High-End Sales Hawai‘i Life represented 62 sides of business in the $3M+ market in 2019, nearly double our nearest competitor.

Statewide Sales Over $3M

Hawaii Life • Hawaii Life was the market leader (again): representing 62 of the 574 62 sides of business sides of business in that segment (10.8% of total)

• Coldwell Banker Island Properties represented 33 sides.

• Elite Pacific Properties represented32 sides.

• All other brokerages combined represented 447 sides

Hawai‘i Life: 62

Coldwell Banker: 33

Elite Pacific Properties: 32

All Others: 447

Hawai‘i Life focuses on performance in all market segments.

2019 Statistics. Source: The data above is comprised directly from MLS and off market sales.

©2020 Hawai‘i Life Real Estate Brokers | Developer Listing Presentation SMART MARKETING Method: Work. Develop powerful content through images, video and words. Utilize the power of design to present and communicate. Make it appropriate. Actively connect buyers and sellers. And do something special.

©2020 Hawai‘i Life Real Estate Brokers | Developer Listing Presentation SMART MARKETING Products & Systems We make products to market your home. We track effectiveness. We maintain a large customer database. We employ a full- time team of over 20 technology, media, design and marketing experts. We are a unique combination of ad agency and real estate brokerage.

HawaiiLife.com Zillow Partnership Sales Force CRM

Email Marketing Smarketing Social Media

©2020 Hawai‘i Life Real Estate Brokers | Developer Listing Presentation SMART MARKETING HawaiiLife.com We are Hawaii’s #1 Real Estate Search Engine. Thousands of customers visit HawaiiLife.com daily– more than any real estate website in the state. Hawaii’s simpler, smarter real estate experience.

©2020 Hawai‘i Life Real Estate Brokers | Developer Listing Presentation SMART MARKETING HawaiiLife.com SEO The Best Search Engine Marketing in Hawai’i. HawaiiLife.com receives vastly more traffic with longer visits than the competition.

Expert In-House Web Marketing We know how to drive massive web traffic to our network of websites. With ongoing promotion to stay at the top of all rankings by our in-house Search Engine Marketing team, HawaiiLife.com offers unparalleled global exposure for our listings.

Organic! Organic search engine placement is simply the most effective website lead-generator. We do invest in Pay Per Clicks and sponsored advertising, but statistically organic placement yields more (and better) traffic.HawaiiLife. com is actively promoted and optimized for an ever- increasing list of organic search results.

65K 1,750+ Promoted Keywords on Keywords on HawaiiLife.com rank in the top 3 HawaiiLIfe.com positions of Google searches

Google search showing Organic Authority Listing

©2020 Hawai‘i Life Real Estate Brokers | Developer Listing Presentation SMART MARKETING Google Loves HawaiiLife.com Since 2014, Google has delivered over 10X more organic traffic to HawaiiLife.com than our nearest competitors. These graphs show organic traffic from Google.com from January 2014 - Dec 2019.

HawaiiLife.com vs. HawaiiLife.com vs. Kauai Competition Oahu Competition

Hawai‘i Life: 91% Hawai‘i Life: 86.4%

Bali Hai Realty: 6.2% Locations, LLC: 9.6% 91% Elite Pacific Properties: 2% 86.4% Elite Pacific Properties: 1.9% HawaiiLife.com Coldwell Banker Island Properties: 0.7% HawaiiLife.com Coldwell Banker Pacific Properties: 1.8% Oceanfront Sotheby’s Int. Realty: 0.1% Keller Williams Honolulu: 0.3%

HawaiiLife.com vs. HawaiiLife.com vs. Maui Competition BI Competition

Hawai‘i Life: 82.3% Hawai‘i Life: 87.1%

Locations, LLC: 9.1% Clark Realty: 9.4% 82.3% Maui Real Estate: 5.8% 87.1% Elite Pacific Properties: 1.9% HawaiiLife.com Island Sotheby’s Int. Realty: 2.2% HawaiiLife.com Venture/Sotheby’s Int. Realty: 1.1% Coldwell Banker Island Properties: 0.6% Windermere/C&H Properties: 0.5%

Source: SEMrush.com (a third party site)

Where did buyers find their home they purchased in 2019?

52% Internet

29% Real Estate Agent

6% Yard Sign/Open House Sign

6% Friend/Relative Of buyers in 2019 used the % Home Builder 4 internet in some form to search for a home. 3% Directly from Seller 93%

<1% Print Ad

Buyers use the Internet as their first step in the home search process.44% of buyers first looked online for properties for sale as their first step.

Source: NAR Profile of Home Buyers and Sellers, 2019

©2020 Hawai‘i Life Real Estate Brokers | Developer Listing Presentation SMART MARKETING Design Driven Direct Marketing Hawai’i Life has a massive client database and we know how to utilize it. Our in-house design and distribution departments work in unison to communicate with potential and existing clients and to help agents produce high-quality targeted marketing. We call this Smarketing.

hawai‘i life hotsheet for

Homes area All of Kaua‘i date of data July 2019

For more information please visit our office, call 800.667.5028 or go to HawaiiLife.com.

SMART MARKETING

2019 West Maui Sales Volume

Home Sales by District Jan Feb Mar Apr May Jun July Aug Sept Oct Nov Dec Total % of sold % +/- prev yr KAANAPALI 4 2 1 2 2 1 2 4 1 4 23 19% -26% KAPALUA 0 3 2 1 2 3 1 4 1 1 18 15% 125% LAHAINA 3 5 4 1 6 3 3 3 4 2 34 28% 6% LAUNIUPOKO 1 1 3 2 0 3 2 3 0 1 16 13% 14% NAPILI/KAHANA/HONOK 0 2 5 3 5 2 3 3 3 5 31 25% 11% OLOWALU 0 0 0 0 0 0 0 0 0 0 0 0% -100% TOTAL 8 13 15 9 15 12 11 17 9 13 0 0 122 20% 7%

Condo Sales by District Jan Feb Mar Apr May Jun July Aug Sept Oct Nov Dec Total % of sold % +/- prev yr KAANAPALI 15 6 9 11 18 13 9 9 17 23 130 27% -13% KAPALUA 6 4 7 2 3 12 5 4 8 1 52 11% 30% LAHAINA 12 8 6 6 6 5 14 8 12 7 84 17% 14% NAPILI/KAHANA/HONOK 24 15 33 18 24 21 23 13 21 26 218 45% 2% TOTAL 57 33 55 37 51 51 51 34 58 57 0 0 484 78% 1%

Land Sales by District Jan Feb Mar Apr May Jun July Aug Sept Oct Nov Dec Total % of sold % +/- prev yr KAANAPALI 0 2 1 0 0 1 0 1 0 2 7 39% 17% KAPALUA 0 0 2 0 0 0 0 0 0 0 2 11% 200% LAHAINA 0 0 0 0 0 0 0 0 0 0 0 0% -100% LAUNIUPOKO 1 1 3 0 0 0 0 1 0 0 6 33% -33% NAPILI/KAHANA/HONOK 0 0 0 0 0 0 0 0 0 0 0 0% 0% OLOWALU 0 0 0 0 0 0 0 0 1 2 3 17% 200% 69-450 Waikoloa Beach Drive #621 TOTAL 1 3 6 0 0 1 0 2 1 4 0 0 18 3% 0% Condo for Sale in Waikoloa, Big Island | Offered for$679,000 fs Total Sales Jan Feb Mar Apr May Jun July Aug Sept Oct Nov Dec Total % +/- prev yr 29% -9% 62% -35% -24% 16% -3% -27% 33% 32% - - 2% 1,484 sqft living | 2BR / 2.5BA | MLS# 633762 TOTAL 66 49 76 46 66 64 62 53 68 74 0 0 624

Source: MLS records Bay Club Upper Villa 621 has always been exceptional, but the latest renovations have brought the unit current, and ‘on trend’. The latest This information has been supplied by third parties and is, therefore, not guaranteed. improvements include: new air conditioning unit, new water heater, new washer/dryer, lots of new living room furniture ,new mattresses, Exclusive Affiliate HawaiiLife.com For real estate information or an explanation of the content herein please contact: fresh art, and new decorations that will stay with the unit, not to mention the new quality carpet, coming soon to both Master bedrooms, RB-19928 Jeff Onderko REALTOR(B), RB-22084 | 808.280.4881 | [email protected] all of which is above and beyond the prior remodel, which included Wolf appliances and a Sub Zero Fridge, tile flooring in the great room and total bathroom remodels. Built to last, the Upper Villas have soaring ceilings, an extra large wraparound lanai and expansive golf course and mountain views. Each bedroom has its own glass sliding door entry to the wrap around lanai and an abundance of windows. Enjoy 3 mountains, big sky, golf course views and sunset colors from this all one level unit, with walk up entry.

Erika Stuart REALTOR(S), RS-73438 | 808.987.5272 | [email protected]

HawaiiLife.com Main Office:800.667.5028 Local Office:69-201 Waikoloa Beach Dr 2F14 Waikoloa, HI 96738

©2020 Hawai‘i Life Real Estate Brokers | Developer Listing Presentation SMART MARKETING Hawaii Life One Hawai‘i Life One (aka HL1) is a special division of Hawai‘i Life focused specifically on the luxury market. HL1 is a curated collection of exceptional properties around Hawai‘i. It is a natural evolution in representation. HL1 is design, quality, and total service.

MARKET REPORT HL1

We formed HL1 to aggregate the collective It’s quite a thing knowledge of the most experienced, seasoned real estate brokers in Hawaii. For as long as to be involved we’ve been publishing this magazine, the Directors of HL1 have maintained a dominant in the largest market share of Hawai‘i’s high-end real estate trades. In 2018, Hawai‘i Life commanded an residential real impressive 31% market share in the market segment of sales at or above $10 million–more estate transactions than twice that of our nearest competitor. 2019 in the country, In some years, there is the occasional HAWAI‘I LIFE ONE extraordinary transaction which sets a new LUXURY MARKET REPORT especially when record or receives extensive media coverage. they’re happening Indeed, we’ve conducted some of the largest single transactions in the country in recent years. in Hawai‘i. Some of these have been reported in the media, Sales and trends while others have not been published anywhere.

in Hawai‘i’s high-end Hawai‘i Life Luxury Market Share Statewide Sales $10M+ Hawai‘i Life dominated high- end sales, representing 20 of real estate market. the 70 total sides of business.

RESEARCH & WRITING BY MATT BEALL Whenever we’re involved in a transaction EXCERPTS FROM HL1 DIRECTORS for what may seem to be an unusually high sales price (or the aggregate of sales prices, in the case of contiguous parcels), I’m quick to remind the team that these trades are statistical anomalies. They’re unicorns. They are, by nature, unpredictable and infrequent. I’ve always maintained that it’s ill-advised to build a financial model which would predict or expect these types of trades.

HL1 Magazine

Listing Book

Password Protected Website Featuring Listed and Off-Market Properties

©2020 Hawai‘i Life Real Estate Brokers | Developer Listing Presentation AFFILIATIONS Christie’s International Real Estate Hawai‘i Life is the exclusive Hawai‘i affiliate of Christie’s International Real Estate. This ensures that our luxury listings are exposed to an even greater sphere of international buyers and sellers. Christie’s International Real Estate is an invitation- only network comprised of the leading luxury real estate brokerages in their local markets, commanding recognition among discerning buyers and sellers worldwide.

Membership Advantages Network with over 14,000 luxury properties and 950 offices in 49 countries.

Digital promotions, auction house displays, print services, advertising, public relations including press releases and editorial opportunities.

Services and counsel including estates and appraisals, insurance valuations, private sales, fine art storage and educational programs. $49B $500B 70M Total Listing Inventory Value Real Estate Sales Over the Last Annual Visits to of Luxury Properties Worldwide Five Years ChristiesRealEstate.com

Source: Christie’s International Real Estate “By the Numbers” 2019

©2020 Hawai‘i Life Real Estate Brokers | Developer Listing Presentation AFFILIATIONS & REFERRAL NETWORK Luxury Portfolio International Luxury Portfolio International® is the luxury face of Leading RE, the largest global network of premier locally branded companies dominated by many of the world’s most powerful independent luxury brokerages.

Membership Advantages Network of 565 companies, 4,300 offices 130,000 associates in over 70 countries, who collectively produce over $372 billion in annual home sales.

Digital marketing campaigns and follow-up detailed exposure and tracking reports using LuxeAnalytics.

Global targeted advertising programs that reach over 55 million affluent consumers annually through publications with high-net-worth readers. $58B $372B 3M+ Total Listing Inventory Annual Home Sales Yearly Qualified Visitors to LuxuryPortfolio.com

Source: LuxuryPortfolio.com

©2020 Hawai‘i Life Real Estate Brokers | Developer Listing Presentation SMART MARKETING Performance Tracking We combine our proprietary lead management software, PropertyBase CRM and Salesforce to track the activity and interests of buyers. Imagine knowing exactly how many people have seen your property and where they’re from. We customize our marketing to target specific buyers for your property.

Listing Views Statistics

Lead Management back-end

[From] the Latin word docere, meaning ‘to teach’... “Our clients are educated, informed. Our diverse team is made up of Docents are educators, trained to further the public’s understanding designers, marketers, programmers, of [an institution’s] cultural and historical collections... They are Realtors and support staff - all normally volunteers... [who] undergo an intensive training process... WORKING with a common goal.” which teaches them good communicative and interpretive skills, as well as introduces them to the institution’s collection and its historical Matt Beall significance. They are also provided with reading lists... Docents are kept up-to-date with continuous training and seminars. Docents can be found at many institutions, including local and national museums, zoos, historical landmarks, and parks.

Deliverable Description Delivery (days) Creative Brief A vision document stating objectives, target audience, perception, tone, guidelines, core Start +3 message, communication strategies, competitive positioning.

Research and Discovery Gather data on the project highlights, selling points, markets, audience, legal aspects, Start through 15 functional and tech specs.

Brand Brief Defines the visual and communication elements that make the brand. Naming, style Start +7 objectives, messaging, perception, how it relates to developer, consumers.

Brand Style Guide Specification of the core logo elements, colors, typography, supporting graphics. Ensures Start +15 brand consistency across all media.

Content Development Copywriting, renderings, photos, area maps, interviews, video, floor plans. Start +15, Ongoing Preview Sales Collateral Customer-focused collateral for early customer generation, feedback, product marketing and Start +20 sales info.

Core Marketing Collateral Print, web, digital, display and environmental designs and layouts that define the elements / Start +20 Design style to be used in actual production. Can be output to all media. Ensures consistency across all marketing.

Promotional Video Promotional video in various time lengths to be used in online, location and TV media. Start +30 Allows consumer to quickly “get” the development. And want it.

Print Advertising Strategic ad placement to target markets in magazine, newsprint and display venues. We will Start +30, Ongoing maintain an online advertising matrix showing publications, dates, sizes and frequency.

Consumer Website Primary consumer-facing website. Lifestyle and product information, video, imagery, news / Start +45 blogging, social media integration, CMS for sales team / staff, calls to action, updates.

SEO, Website Promotion On-site SEO, optimization for target markets, linking from credible sources, integration with Ongoing HawaiiLife.com and our promotion channels. Targeted online ad buys.

Web Conversion and Testing Analytics, user testing, conversion rate optimization, improvements to maximize Ongoing effectiveness of project site.

Social Media Leverage our existing social media channels and create new ones. Generate sharing. Create Ongoing excitement among trusted networks.

Continued on the next page...

Deliverable Description Delivery (days) Promotional Collateral Promotional items for use in events and at locations. Brochures, folders, cards, booklets, Start +45 letterhead, mailing, wearables, givaways.

Sales / Preview Center Work with developer to portray the brand and development consistently at the sales center. TBD Signage, models, materials, interior design elements, digital displays. Useful for local buyers, visiting buyers, events. Direct Mail Promotional mailing piece that can be mailed to select lists as well as upon request. Start +15, Ongoing

Office Displays and Collateral* Leverage our existing network of locations, clients and Realtors. Develop materials to be Start +30 placed in our statewide offices, display and print collateral used to generate buyers. Educate our teams to market project. Reservation Kit Package delivered to reservation holders to close the deal. Details product features, Start +75 amenities and options. Event Promotion and Collateral All events will be promoted via relevant media and internal channels. Supporting materials Start +45, Ongoing will be supplied for events.

Database Email and Print Direct email and print marketing through existing Hawai‘i Life databases and channels. Use Start +15, Ongoing Marketing our large CRM to contact potential buyers.

Hawai‘i Life TV Possible feature on our HGTV show (22M viewers). Pitch the network on special episodes Ongoing, Seasonal specific to the project. NOTE: Subject to Casting.

Partners Syndication to the Leading Real Estate Companies of the World, Local Boards, Inman, Luxury Ongoing Portfolio.

Develop core brand Web standards, messages, vibe

Print Define the Style Direct Mailer

Research Gather Compelling Creative and Discovery Content Social Media Process

Make Amazing Emailers Marketing

Listen, define our target audiences Signage and selling points that will get an emotional response to buy

PR Evaluate, Report and improve. Create long-term demand. Collateral development - web, print, display, environmental

Imagery, graphics, copywriting, video

1 5 9 PRESS RELEASES FEATURE WEBSITES IN-HOUSE NETWORK To generate initial awareness. Showcasing select properties. Marketing and awareness to our direct sphere. 2 6 10 SURVEYS COOPERATING BROKERS ADVERTISING Testing the product and interest. Engagement from both local and Leading Real Estate In print and select websites. Companies of the World (a marketing partner). 3 11 7 E-MAIL CAMPAIGNS SEO & SEM To Hawai‘i Life databases. SOCIAL MEDIA Targeting organic and paid search Sharing and buzz via Facebook. engine traffic for keywords directly 4 related to the project. 8 DIRECT MAIL Print campaigns to our databases and relevant HAWAIILIFE.COM markets. Home page, blog, featured property and info on Hawaii’s #1 real estate website.

You

Hawai‘i Life

Inbound Marketing Sales Director Creative Director

Programmers Design Team (4-5)

Team Leader

Database Admin.

Sales Team

Project Admin.

Transaction Mgt.

Realtor Buyer Service Caravans Database Providers

Social Community Networking Involvement

Personal Affiliate Other Contacts Brokerages Realtors

©2020 Hawai‘i Life Real Estate Brokers | Developer Listing Presentation SOLID REPRESENTATION We Represent YOU Representing both a buyer and a seller requires a compromise of service. Your interests and selling your property are at the center of everything we do.

Your Agent Privacy Interests

Escrow Coordinator YOU Disclosure

Other Partners Hawai’i Life Agents

Negotiations

©2020 Hawai‘i Life Real Estate Brokers | Developer Listing Presentation HAWAI‘I LOVE Hawai‘i Life Conservation and Legacy Lands Conservation and Legacy Lands refers to a specialized area of real estate practice as well as a category of property with environmental, ecological or cultural conservation values.

Hawai‘i Life is the only real estate firm in the state with dedicated resources available to properly list and market properties that have conservation or historic values. Through our relationships with conservation organizations both locally and nationally, Hawai‘i Life can help owners of historic properties, significant agricultural holdings, or properties with conservation features, market their property appropriately to identify stewardship buyers and/or implement conservation strategies for their property.

While some conservation properties should remain entirely undeveloped, many properties have unique values that present a need for conservation through strategies allowing highly sensitive development.

Conservation.HawaiiLife.com • At a high level, the goal of Hawai‘i Life’s Conservation and Legacy Lands initiative is to generate awareness of the role that conservation plays in Hawaii’s future, given our unique geographical location and limited land.

• In addition to listing conservation and legacy properties, we are building a pool of committed buyers and donors for these properties in Hawai‘i, We also represent these buyer customers and clients in matching them with conservation properties

©2020 Hawai‘i Life Real Estate Brokers | Developer Listing Presentation SOLID REPRESENTATION People are Hawai‘i Life With offices around Hawai’i and committed, local agents, we are a solid, connected ‘ohana. We are un-corporate, local and forward-thinking. We embrace technology while maintaining a strong human connection to the buyers and sellers we represent. Princeville Hanalei “Real estate was asking for better design and marketing, so we created Kapa‘a Hawai‘i Life. Our objective is clear and simple: real content + clean design + exposure = results. And we’re just getting started.” Shops at Kukui‘ula Haleiwa Winston Welborn Chief Design Officer, Owner, Hawai‘i Life

Ewa Beach Hawaii Kai Kaimuki Kahala Kapalua “In an industry inundated by ‘big box’ national franchises, Gold Coast Paia Hawai’i Life stands apart. We are a statewide, 100% Lahaina locally owned and operated real estate brokerage.”

Matthew Beall Realtor, Principal Broker, Owner, Hawai‘i Life Wailea

Mauna Kea Realty* Hamakua Coast

Waikoloa

Kailua-Kona Hilo

HL1, Kailua-Kona

*In 2018, Mauna Kea Realty became a Hawai‘i Life company. A collaboration that marries the distinctive Mauna Kea brand with the unrivalled audience and exclusive global affiliations of Hawai‘i Life, the state’s leading luxury brokerage firm.

800.667.5028 | HawaiiLife.com

This presentation was made with Aloha by the Hawai‘i Life Creative Team.