A Case Study · Kohanaiki
This home sold before most people ever knew it was available.
Most listings get marketed. This one got positioned — combining relationship-driven introductions with targeted digital exposure to reach every qualified buyer.
The Premise
Anyone can list a home.
Not everyone knows how to position one.
Within private club communities like Kohanaiki, the most qualified buyers are often reached through relationships and thoughtful, discreet positioning. At the same time, the selective use of platforms like Zillow ensures broader visibility and captures additional demand.
What follows is the playbook used to position one Kohanaiki residence — blending cinematic storytelling with a relationship-driven pre-market introduction and targeted digital exposure to drive a successful sale.
The Strategy
Six deliberate moves. One quiet sale.
Marketing a private-club home is less about reach and more about precision. Here's what was actually done — and why.
Editorial Photography
Architectural and lifestyle imagery captured at golden hour — composed to read like a magazine spread, not a real estate listing.
Cinematic Branded Film
A short film that translates the property's lifestyle — sound, pace, and scenery — into something a buyer can feel before they fly in.
Immersive 3D Tour
A Matterport walkthrough lets serious, often international buyers explore every inch of the home privately, on their schedule.
Pre-Market & Public Strategy
Quiet introductions to qualified buyers and trusted agents inside the community — paired with strategic public exposure on Zillow and luxury platforms when the moment is right.
Narrative Copy
Every word — headline, caption, brochure — written to position the home, not just describe it. Story sells where specs don't.
Curated Distribution
Targeted outreach to club members, concierges, and the small network of advisors whose clients buy at this level.
Branded Film
Behind the scenes on film.
Cinematography that doesn't just show a home — it reveals a way of living on the Kona–Kohala coast.
The Property
Captured to be felt, not just seen.
Immersive 3D Tour
Walk the home from anywhere.
For the buyer in Aspen, Sydney, or Singapore — a true-to-scale 3D walkthrough that builds confidence before the flight is booked.
How this listing was sold
On the Kona–Kohala coast
Quiet introduction. The right buyer.
About Dustin
From Nanea to Kohanaiki.
Experience & Market Perspective
While my direct experience at Kohanaiki is more recent, my background is deeply rooted in private club and resort real estate. The dynamics translate directly.
- →Part of a team that closed over $200M in sales within a private club environment
- →Extensive experience working with high-net-worth buyers and sellers
- →Familiar with discretion, scarcity-driven pricing, and relationship-based transactions
- →Combining market intelligence, preparation, and advocacy to protect both value and experience
Credentials
- Licensed Hawaii Real Estate Agent · RS-83740
- Certified Real Estate Negotiation Expert (RENE)
- Member · National Association of Realtors®
- Member · West Hawaii Association of Realtors®
The Story
I was blessed to move to the Big Island at twelve, trading the redwoods of Northern California for the rugged beauty of Hawaiʻi Island. After nearly thirty years in Kona, I've built deep roots in my island home and along the North Coast.
Two decades in luxury hospitality and sales along the Kona–Kohala resort coast — including ten years at Nanea Golf Club, where I served as Wine Director — taught me what discerning clients quietly value: discretion, attentiveness, and a clear story.
Real estate was a natural evolution. Most recently, as part of the Kohanaiki Realty team, I contributed to $212M in sales in a single year.
Outside of work — surfer, golfer, yoga enthusiast, reluctant occasional triathlete. Husband to Katelyn. Dad to Dexter, our spirited Mexican Bulldog.
Client Experiences
What they say.
Dustin sold our $6M Kohanaiki residence in record time! From the moment we started working with Dustin, all the way through closing, he was one of the most professional, diligent, organized, and communicative agents I've worked with. He kept us regularly updated on every step by using an online organization folio that allowed us to track the progress without having to spend time asking and answering questions. Isn't that the dream? Moving can be so stressful, but having an agent that takes care of your sale without needing to be micromanaged or checked in on is the best. We would recommend Dustin to anyone looking to buy or sell along the Kohala coast. Dustin was an absolute dream to work with and we look forward to the opportunity to work with him again!
Dustin did an outstanding job representing us on the sale of HA9 in Kohanaiki. From start to finish, he was professional, thoughtful, responsive, and incredibly knowledgeable about the Kohanaiki market. He helped guide the transaction smoothly, kept everything moving, and made us feel well represented throughout the entire process. Selling a home in a private club community requires a level of local knowledge, discretion, and relationship-building that not every realtor has, and Dustin really delivered on all fronts. This was one of the best experiences we’ve had working with a realtor. I would highly recommend Dustin to anyone buying or selling at Kohanaiki or along the Kona Coast.
We could not recommend working with Dustin enough! He made the process of getting our house ready to sell and putting it on the market an incredibly smooth experience. He and his team gave us key advice on strategy (that we might have done differently) that made all the difference - we sold our home in one weekend for 100,000 more than our asking price. We especially appreciated how they advised staging as part of our marketing strategy, which put our house over the top in its presentation, and their media and marketing are incredible. Most of all, we appreciated how friendly and professional they were. Absolutely amazing realtor, thank you Dustin!
What You Can Expect
Working with me.
Four principles that shape every relationship — from first conversation to closing table.
Commitment
It's my job to represent your best interests and handle every detail of your sale with care and precision.
Transparency
Honesty and trust are at the heart of my approach. I'm all about straightforward feedback and realistic expectations.
Communication
Clear, consistent, and timely communication is my priority throughout every step of the selling process.
Expert Negotiating
I leverage my experience and market knowledge to advocate for you, strategically navigating offers to secure the best outcome.
Frequently Asked
Questions, answered.
What makes selling a home in Kohanaiki different from a typical luxury listing?
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Kohanaiki is a private club community where many qualified buyers are introduced through relationships, member networks, and trusted advisors. The most effective strategy combines that discreet, relationship-driven approach with broad digital exposure on platforms like Zillow to ensure no qualified buyer is missed.
Do you market homes privately, publicly, or both?
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Both. Every property and seller is different. For some homes we lead with a quiet pre-market introduction inside the club community; for others we pair that with full public exposure on Zillow, MLS, and luxury platforms. The right balance is determined by the property, the seller's timeline, and the market.
Why does Zillow matter for a luxury Kohanaiki property?
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Today's qualified luxury buyers — including those already inside private club communities — actively use Zillow and similar platforms during their search. Strategic placement there captures demand that relationship-based outreach alone may not reach.
What areas of Hawaiʻi Island do you serve?
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I focus on the Kona–Kohala coast, including Kohanaiki, Hualālai, Mauna Lani, Mauna Kea, and the surrounding resort and private club communities, with deep familiarity along the North Coast.
How do I start a private conversation about selling my home?
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Call 808.938.8158 or email Dustin@DustinMarin.com. Initial conversations are confidential and there is no obligation — we'll discuss your property, your timeline, and the strategy that best fits your goals.
What's Next
How your home is marketed determines how it sells.
If you're considering selling — quietly or publicly — let's have a private conversation about the right strategy for your property and your timeline.