Sale of a portfolio including 1.000 dwellings

We provided guidance to ING/FGH for the sale of a residential portfolio of 79 complexes with a total of 1,000 units. ING/FGH owned this residential portfolio and wanted to sell it in its entirety via a public and transparent process.

Our approach

The challenge in the case of this portfolio was that the complexes were scattered across the Netherlands and only a minority within the homeowners' association. In cooperation with various administrators, we optimally mapped out the portfolio and structured all the relevant information, making it ready for the data room. An external project lawyer listed the legal documentation for each complex and drew up the process documentation.

We then made an estimate of the portfolio's sales proceeds and issued an advice on an optimal sales strategy. At the time of sale, there was limited demand for such large, scattered portfolios. Our advice was therefore to put the portfolio on the market both in parts and as a whole, thus enabling the largest target group to be reached. We compiled the sub-portfolios based on the details of the complex.

We personally approached a large number of investors about taking part in the sales process. We also handled viewings of the dwellings and answered all the questions that came out of the buyers' survey.

The result

There was a great deal of interest in the portfolio, Based on the outcomes of the market consultation, a decision was made to sell the portfolio in parts with a focus on private investors. This led to an optimal result for ING/FGH.

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