Background
Tom Hayes
A results-oriented real estate development professional with a diverse background in hands-on project and financial management, strategic planning, relationship and strategic database marketing, senior-level counseling and more. Tom Hayes helps growth-oriented home-building and development companies implement 21st Century marketing initiatives, chart strategic courses and build competitive advantage. With over 30 years experience as an internal and external consultant, he has gained a well-earned reputation as a bold strategic thinker, effective trouble-shooter and creative marketing specialist. His wide-ranging expertise and straight-forward style have helped build competitive advantage for numerous real estate projects of all types, companies and organizations.
There’s a revolution in the marketplace. Peter Drucker calls it ‘a great divide’. Joel Barker calls it a paradigm shift. Whatever you call it, we’ve reached the point after which nothing will be the same. Our customers are driving a whole new reality and it requires a whole new approach.
– Tom Hayes
The third generation of a home-building family, Hayes has developed strategic business plans, corporate and project marketing programs for real estate-based companies throughout the Pacific Northwest and Sunbelt regions. Today his consulting firm, founded in 1986, serves clients nationwide in the development of relationship and strategic database marketing, reorganization and business planning initiatives. His career reflects a wide range of strategic repositioning experience on hundreds of residential and commercial projects totaling well over $3 billion and multi-thousands of housing units in scope.
Home-building is a special kind of business. It’s very personal. And it’s not just about bricks and boards; it’s about nurturing strong, long-lasting customer relationships.
Prior to establishing his consulting business, Hayes served as advisor and senior officer for several regional and national home-building and financial services firms. He has developed long-range strategic visions for a broad range of companies, including comprehensive reorganization of corporate operating units, key strategies, repositioning initiatives and creative, results-oriented marketing plans geared to build growth and competitive advantage.
Working with CEO’s and senior managers, Hayes has also helped companies at every stage of development strengthen internal systems; institute budgeting and cost controls; integrate employee training, incentive and retention programs; and develop new corporate cultures grounded in the delivery of total customer satisfaction.
Fast-moving information technologies are giving us new ways to reach customers and develop long-term relationships with them. Yet some organizations are slow to adapt and lose competitive advantage. Pity.
Throughout his career, homebuilders, investors, and lenders have turned to Hayes to manage under-performing and problem projects. He is credited with implementing repositioning initiatives and successfully managing the disposition of more than 3,000 housing units in numerous projects throughout Pacific Northwest and other major markets of the Sunbelt. He has created marketing and merchandising programs for real estate-based companies with national holdings, and, as a national consultant during the early years of the savings and loan crisis, he honed his considerable skills in problem solving, strategic planning and crisis management for lenders as well as federal banking agencies.
Tom’s pinnacle assignment was its selection in 1989 in a national search to assist the FSLIC (then later the FDIC) in its monitoring responsibilities regarding the sale of American Savings and Loan in Stockton, California, which was the second largest S&L in the nation. This five-year assignment involved oversight of asset management and disposition activities of the Robert Bass Group which acquired American Savings and advising the FDIC on the management and disposition of over $3.5 billion in real estate foreclosures and non-performing loans around the country.
I’ve spent a lot of my career fixing things for companies. Today I put more time into helping them avoid problems and build solid strategic plans. That’s progress.
Clients rate Hayes as particularly strong in what Management Guru Tom Peters calls “connecting” skills, or the ability to bring people, resources and diverse ideas together to help organizations work faster, smarter and better. Equally at home and effective in a corporate boardroom or on a project site, he uses his broad expertise and experience to assist top-level managers devise growth strategies and avoid pitfalls.
I look on my somewhat non-traditional career as a pyramid — wide in expertise at the base and narrower in focus at the top. Strategically honed to gain competitive advantage. Today my primary aim is to help companies adapt to new marketplace realities and grow market- share by differentiating themselves and their products from their major competitors.
Hayes is the author of numerous published articles on Relationship Marketing, customer focus and strategic business planning. A sought after instructor for Builder magazine’s Builder University on “How to Compete against Big Builders.” He presents other seminars and workshops geared to progressive, growth-oriented companies including, “Relationship Marketing: The Paradigm for the 21st Century”, “Getting More Value for Your Sales and Marketing Dollar”, “Getting and Keeping More Customers in a Shrinking Market”, “Customers Aren’t the Problem, They’re the Solution” and others.
Hayes holds BA and MBA Degrees in Finance and Real Estate from California State University Fullerton where he was awarded honors as Outstanding Real Estate Student.
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