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The Cliffs Communities

North & South Carolina

Name of Project:
The Cliffs Communities
Community details:

Seven communities

One membership

Community highlights:

20,000 acres + 6,000 units

Homes & homesites from $250k

Seven championship golf courses, seven wellness centers, marina & equestrian centers, 17+ dining & special event amenities

Destination:
North & South Carolina
Overview
The Cliffs is a collection of seven premier, master-planned communities located in the Carolina Preserve at the southernmost edge of the Blue Ridge Mountains between Asheville, North Carolina, and Greenville, South Carolina. Collectively, The Cliffs Communities span 20,000 acres amid hundreds of thousands of acres of protected forests.
The Challenges
In spring of 2007, real estate markets had begun to slow and recreational real estate began its recession pullback. Sales in The Cliffs Communities reflected this national trend significantly – and the developer had just entered into an agreement with Tiger Woods to launch a new community in 2008. The Cliffs recognized it needed the right partner to keep sales on track in such a challenging real estate market.
Enter Catalyst
Catalyst began at the Walnut Cove development by doing an independent evaluation of all existing sales staff. After necessary personnel changes, which included adding motivated new sales agents and a sales manager to The Cliffs’ roster, Catalyst began encouraging a teamwork mentality with its daily sales training program. This included education for new sales agents and intensive retraining for existing agents. As the sales and marketing staff came together, the sales momentum began to turn around. After Walnut Cove began trending toward the yearly sales goals, Catalyst’s efforts expanded to include all additional Cliffs properties.
Results

Catalyst’s sales training and motivation resulted in over 400 new owners throughout The Cliffs’ properties, resulting in over $300 million in sales volume in just a year and a half’s time from spring 2007 through fall 2008.

“Catalyst did a tremendous job, especially turning sales around at Walnut Cove. They increased sales, made the sales team more productive, and made critical input to our sales strategy development. I would absolutely use them again.”

-Jim Anthony, The Cliffs Communities

“Undoubtedly the most comprehensive and impressive club membership in the world”

-Resort Living Magazine

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