Quick answer: Most of the time, a luxury home on the Kona–Kohala Coast that isn’t selling comes down to an unrealistic price, followed by poor presentation and ineffective marketing from the listing agent. Addressing these three issues is critical to a successful sale.
Key takeaways: Unlocking your Kona–Kohala Coast home’s sale potential
- Pricing is paramount: The market dictates value; an overpriced luxury home will sit, regardless of features or location.
- Presentation matters: Even a stunning Hualālai estate needs to show impeccably to capture discerning buyers’ attention.
- Strategic marketing is non-negotiable: A top agent does more than list—they actively market to the right luxury buyer audience.
- Listen to the market: If offers aren’t coming in, it’s a clear signal that adjustments are needed, most often to the price.
- Agent selection is crucial: Your agent should be a proactive marketer, not a passive listing service.
Why are some luxury homes on the Kona–Kohala Coast sitting on the market for so long?
Over nearly two decades selling luxury homes on the Kona–Kohala Coast, I’ve worked with hundreds of affluent buyers and sellers, many of whom are mainland-based and considering Hawaiʻi as a second home or vacation-rental investment. One of the most common questions I hear is, “Why isn’t my luxury Hawaiʻi home selling?”
The answer isn’t magic—it’s a system. What I call the Polimino Performance System is the result of years of testing and refinement. Below are the three most common questions sellers ask about why their home isn’t moving, along with the practical answers that explain what we do differently.
Is my Mauna Kea condo’s price too high, and how do I know?
Quick answer: If your luxury condo at Mauna Kea isn’t receiving offers—or even consistent showings—after a reasonable period (often 30–60 days in a balanced market), it’s a strong sign the price is too high.
In my experience, the number one, two, and three reasons a luxury home or condo on the Kona–Kohala Coast sits on the market is price. Even with strong data and comparable sales, the initial list price still includes an element of educated judgment. The market is the ultimate arbiter of value. If buyers aren’t engaging, it’s rarely because they don’t like the view or finishes; it’s because the value feels misaligned with the asking price. The Polimino Performance System emphasizes ongoing market feedback and agile pricing strategies so your property stays competitive.
Real example (results): I worked with a seller in Kukio whose oceanfront estate had been on the market for 180 days with another agent and received zero offers. After a comprehensive market re-evaluation, we recommended an 8% price adjustment. Within three weeks at the new price, we secured a cash offer just under the revised asking price and closed 30 days later.
Will staging actually increase my sale price, or is it just for show for my Hualālai home?
Quick answer: Professional staging and impeccable presentation can significantly improve buyer perception and often lead to faster sales—and in some cases stronger offers—by helping buyers envision the lifestyle.
While price is paramount, presentation is a close second in the luxury market. Discerning buyers looking for a second home or vacation rental in Hualālai aren’t just buying a house; they’re buying a dream. If the home doesn’t show well—because it’s cluttered, dated, or simply not highlighting its best features—it creates an immediate disconnect. This isn’t only about tidiness; it’s about creating an aspirational environment. Our Polimino Performance System includes a detailed pre-listing consultation that may recommend professional staging, minor repairs, and strategic decluttering so every showing makes a strong impression.
Real example (return on investment): A client with a Mauna Lani Resort villa initially resisted staging. After two months with minimal interest, they invested in professional staging and updated photography at a cost of about 0.5% of the asking price. Within 45 days, they received an offer 2% below asking, which was 3% higher than earlier offers they had rejected before staging.
What should my agent be doing to market my Kona–Kohala Coast vacation rental, beyond just putting it on the MLS?
Quick answer: A top-tier agent should implement a multi-channel marketing plan that goes beyond the MLS, including premium visuals, strong distribution, and proactive outreach to qualified luxury buyers.
This is where the difference between a passive agent and a proactive one becomes obvious. If a luxury home isn’t selling, it’s not always just price or presentation—ineffective marketing can be a major factor. Too many agents rely on what I call the “Three Ps”: put it in the MLS, put a sign in the yard, and pray. That’s not a plan. For a luxury vacation rental in Waikoloa Beach Resort—or anywhere on the Kona–Kohala Coast—effective marketing typically includes professional photography, cinematic video, targeted digital campaigns, distribution through luxury networks, and direct outreach to qualified buyers in key feeder markets. The Polimino Performance System integrates a tailored marketing strategy for each property to reach the right audience.
Real example (activity and outcome): We listed an oceanfront home in Kukio and invested in drone footage, a 3D virtual tour, and a targeted social campaign aimed at high-net-worth buyers in California and the Pacific Northwest. That campaign generated 25 qualified inquiries in the first month, leading to multiple showings and a sale at 98% of the asking price, faster than the average time on market for similar properties in that community.
The bottom line: Your Kona–Kohala Coast luxury home sale
Selling a luxury home or vacation rental on the Kona–Kohala Coast requires a nuanced understanding of the market, a commitment to impeccable presentation, and proactive, strategic marketing. It’s not just about listing; it’s about positioning, promoting, and performing. If your home isn’t selling, it’s time to evaluate these three pillars.
I would not be surprised to see that with the right adjustments to price, presentation, and marketing, your luxury property on the Kona–Kohala Coast can find its ideal buyer. We would be honored to be of service.
Frequently asked questions
Q: How long does it typically take to sell a luxury condo in Mauna Kea?
A: In a balanced market, a well-priced and well-marketed luxury condo in Mauna Kea Resort typically sells within 90–120 days. Timing can vary based on market conditions, unique property features, and—most critically—the asking price.
Q: What questions should I ask when interviewing Kona realtors for my luxury home?
A: Beyond experience, ask about their specific marketing plan for luxury properties, their network of high-net-worth buyers, their pricing methodology, and how they incorporate market feedback. Ask what they do beyond the MLS and how they report activity and results.
Q: Will I pay capital gains tax if I sell my Hawaiʻi second home, and how can I minimize it?
A: You will likely owe capital gains tax on profit from the sale, but the amount depends on your specific situation (holding period, depreciation, residency status, and more). Consult a qualified tax advisor. Depending on eligibility, tools like a 1031 exchange for investment property and careful depreciation planning may reduce the impact.
Q: Is Waikoloa or Mauna Kea better for rental income for a vacation property?
A: Both can perform well, but they tend to attract different segments. Mauna Kea often commands higher nightly rates and draws a more exclusive clientele, while Waikoloa offers a broader range of properties and amenities that can appeal to families and a wider luxury audience. Actual income depends on property type, location within the resort, and management strategy.
Q: How do I know if my agent is doing enough to market my Hualālai vacation rental?
A: Your agent should provide regular reporting on marketing activity and outcomes (inquiries, showing volume, feedback trends, and performance of key assets like photos, video, and listing traffic). They should also demonstrate proactive promotion beyond the MLS through premium media, targeted campaigns, and network outreach. If activity and communication are inconsistent or vague, that’s a red flag.