R&R Athens Key Takeaways: Branded Residences, The Elephant in the Room
- Kevin Wash
- Nov 17
- 3 min read
Updated: Nov 18
To begin with, let's discuss the R&R Event in Athens! It was remarkable....
The event was exceptionally valuable—rich in insights, innovation, and opportunities for genuine networking that fostered meaningful connections among industry professionals. My focus was primarily on the Branded Residences (BR) sector, an area that has seen significant growth and transformation in recent years. During the event, I had the opportunity to engage directly with a diverse array of stakeholders, including prominent brands, seasoned operators, and astute investors, each bringing their unique perspectives and experiences to the table. This interaction allowed me to absorb a wide range of viewpoints from panel discussions, which covered various aspects of the BR market, from emerging trends and consumer preferences to the challenges and opportunities that lie ahead.
Throughout the discussions, experts shared their insights into how the Branded Residences sector is evolving, particularly in response to changing demographics and lifestyle preferences. There were compelling talks about the integration of technology in luxury living, sustainability practices being adopted by developers, and the increasing importance of personalized experiences for residents. These discussions not only highlighted the current state of the market but also painted a picture of its future trajectory, emphasising the need for adaptability and innovation in a competitive landscape.
Moreover, the networking opportunities were invaluable. I had the chance to connect with fellow professionals who are equally passionate about the BR sector, allowing for the exchange of ideas and potential collaborations. Engaging in conversations with industry leaders and emerging talent alike provided a deeper understanding of the market dynamics and helped to forge relationships that could lead to future partnerships.
The future of the sector appears strong. The room was filled with talent and forward thinkers who clearly understand the needs of today’s and tomorrow’s traveller and consumer.
The sector is growing fast—but the biggest gap is still not being addressed.
Here are some of my Key Takeaways
1. Misalignment is still common. Contract structures, exit strategies, service levels, fund allocation… the tension between brands, developers, and operators is real.
2. The biggest Missing Link? Sales and the Buyer Journey.
Brands deliver huge value. Developers often don’t know how to leverage it. Brokers rarely understand it. And the person who loses out? The buyer.
3. The brand name alone does not sell residences. Outside of Dubai (and a few exceptions), sales velocity isn’t driven by hype, it’s driven by training, storytelling, and a controlled buyer experience.
4. No one is talking about how to sell BRs. We heard about contracts, premiums, location, design. But not a single panel addressed the sales process or the buyer journey.
5. Master brokers are not a sales strategy. Developers are giving their most valuable product to untrained teams with thousands of other listings.
No brand story
No buyer education
No control.
High cost
Low velocity.
6. Everyone’s needs were discussed, except the buyer’s. Investors want profit. Developers want premiums and funding access. Brands want consistency and loyalty. But the buyer the person paying for all of this received almost no attention.
A standout moment:
Hearing Maggie Priori of Karl Lagerfeld speak about her brand was inspiring. The detail, the passion, the protection of the brand. It was exceptional.
Which raises the obvious question:
Why do brands, architects, and designers obsess over every detail only for developers to hand the project to untrained brokers who treat it like just another listing?
The Elephant in the Room: SALES
The current model is:
Passive
Expensive
Lacking control
Brand-agnostic
Buyer-journey blind
This hurts everyone:
Developers: slow sales, high costs, no message control
Brands: diluted value, confused buyers
Buyers: poor experience, missing brand benefits
The Future of Branded Residences
The pipeline is growing fast but without governance and proper sales alignment, so will the issues.
To protect the sector, we need:
Trained, informed, preferably in-house sales teams
Clear alignment between brand and developer
A protected, structured buyer journey
Verification of what is promised vs.what is real
An exceptional client experience that transforms Branded Residences into a legacy industry.
Because without this, BR's risk becoming just another diluted real estate trend with brands left “holding the baby.”
The opportunity is enormous. But the missing link must be addressed. #LetsTalkAboutBR
And the elephant in the room must finally be discussed.
Kevin Wash / VOS Consultants
