Navigating Exit Strategies for a 24-Unit Townhome Development

[Austin Wood]

My company has secured approval to develop 24 contemporary townhomes in my home market—a project of this scale and style is a first for both us and the area. We’re operating in a smaller Ohio market, and while we've brought in the top real estate agent in our region to sell the first six units individually, I’m considering whether a different approach might be more advantageous.

Rather than selling unit by unit, I see potential in structuring an exit to an institutional investor or a well-capitalized buyer for the entire development. I’d love to hear from experienced developers and investors—how do you evaluate the feasibility of selling an entire project versus a traditional retail approach? Beyond listing on major platforms and emphasizing market fundamentals, what strategies have worked for you in positioning a development for an institutional sale?

Appreciate any insights from those who’ve navigated similar deals!

[Marc Rice]

Quote from @Austin Wood:

My company has secured approval to develop 24 contemporary townhomes in my home market—a project of this scale and style is a first for both us and the area. We’re operating in a smaller Ohio market, and while we've brought in the top real estate agent in our region to sell the first six units individually, I’m considering whether a different approach might be more advantageous.

Rather than selling unit by unit, I see potential in structuring an exit to an institutional investor or a well-capitalized buyer for the entire development. I’d love to hear from experienced developers and investors—how do you evaluate the feasibility of selling an entire project versus a traditional retail approach? Beyond listing on major platforms and emphasizing market fundamentals, what strategies have worked for you in positioning a development for an institutional sale?

Appreciate any insights from those who’ve navigated similar deals!

 I would try to price both options out - you can pretty privately shop the deal to institutional investors through NDAs and if you don't get the bites you're looking for you can go retail / build to rent.