The Unlocking Value Bulletin #6
Market Shifts, Emerging Opportunities & Bold Moves in CRE
Welcome to a new issue of the Unlocking Real Estate Value newsletter. Each week I will provide you with exclusive advice and professional insights to help you realise long-term value through real estate development.
Welcome to a new issue of The Unlocking Value Bulletin, where I share a curated list of real estate stories and updates that have caught my attention in my LinkedIn feed and elsewhere on the web.
This week's news is quite a mix. AI will be a permanent feature, especially as it’s gaining a lot of traction in Real Estate. We also have some interesting Market and Investment updates from CBRE and PGIM.
I could have added more to the list, but I prefer to stick to my top 10.
Let’s take a look.
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1. There's this concept called inbox zero, where everyone tries to get to their inbox down to zero. But I would suggest that a more noble pursuit is that of calendar zero.
Bruce Daisley introduces the concept of “Calendar Zero,” urging professionals to rethink packed schedules. He argues that freeing up calendars, rather than simply managing emails, leads to better productivity and well-being. This shift can reduce meeting overload, create more meaningful work time, and improve the overall quality of professional life.
2. One question turns failed PropTech pitches into closed deals.
Bharg Kacher shares a simple but powerful sales tactic for PropTech pitches: directly ask prospects what risks they see. This approach uncovers hidden objections early, creates space for dialogue, and can quickly turn failing conversations into closed deals. Listening actively becomes key to navigating complex technology-driven sales in real estate.
3. 𝐄𝐮𝐫𝐨𝐩𝐞’𝐬 𝐒𝐭𝐮𝐝𝐞𝐧𝐭 𝐇𝐨𝐮𝐬𝐢𝐧𝐠 𝐁𝐚𝐭𝐭𝐥𝐞 𝐈𝐬 𝐎𝐧
Daniel Paul Smith discusses the rising competition among investors for student housing assets across Europe. Strong demand from domestic and international students, combined with limited high-quality supply, is fueling significant market interest. Purpose-Built Student Accommodation (PBSA) has become a hot target, especially in cities with prestigious universities and growing enrollments.
4. Conventional wisdom: OpCo-PropCo models failed. Reality: They were funded wrong from the start.
Bharg Kacher challenges the idea that OpCo-PropCo models inherently fail. Instead, he argues that poor financial structuring, not flawed business logic, caused problems. With better funding strategies and more aligned capital stacks, OpCo-PropCo models could still unlock significant operational and real estate value, particularly in capital-intensive sectors like hospitality.
5. Experimental AI could help councils meet housing targets by digitising records.
Ashley Perry outlines how experimental AI solutions could transform local council operations. By digitizing decades of paper-based planning records, councils can accelerate housing approvals, improve transparency, and reduce administrative bottlenecks. Faster planning processes could help the UK meet its ambitious housing delivery targets and address growing housing supply shortages.
6. A controversial tip to keep in mind when you're building a GPT
Topher Now shares a surprising tip for building effective GPTs: prioritize understanding user input patterns over perfecting initial prompts. By studying how users interact with the model, developers can fine-tune responsiveness and deliver better outcomes. This approach challenges traditional “prompt engineering” wisdom and suggests a more adaptive, user-focused method.
7. If you read/write market reports, you need to see how AI made this one in 2 hours (inc. formatting).
A real-world demonstration shows how AI tools can generate a complete, formatted market report within two hours. The case study highlights the time-saving potential for real estate researchers and analysts, especially in a high-volume, data-driven environment. Automation could redefine how quickly investment insights and market analyses are produced.
8. Most luxury developments sell square footage. One Beverly Hills is selling a lush vibe.
One Beverly Hills shifts the marketing focus from traditional measures like square footage to a unique lifestyle offering centered around botanical gardens and wellness. This new narrative appeals to ultra-wealthy buyers seeking experience-driven living environments rather than simply luxury finishes, reflecting a broader evolution in global luxury real estate marketing.
9. Have Higher Government Bond Yields Changed the Real Estate Outlook?
PGIM Real Estate’s March 2025 Regional Insights Report examines how rising bond yields are impacting real estate strategies. Higher yields increase the cost of capital, push investors toward sectors offering stronger returns, and prompt greater scrutiny on asset pricing. Shifts in risk appetite are reshaping both acquisition and financing strategies.
10. Full Year 2024 Global Hotel Capital Flows
CBRE’s 2024 Global Hotel Capital Flows Report reveals an uptick in global hotel investments, especially in luxury and resort assets. Cross-border investment activity rebounded, with buyers targeting prime leisure markets. Despite broader macroeconomic uncertainties, investor confidence in hospitality assets remains strong, supported by sustained travel demand and strong cash flow profiles.
— Carlo
Founder and Managing Director Benigni
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