the
Marketing
district
product. Seeing the opportunity to provide
this type of assistance to other developers, I
decided to form Urban Pace in 2001.
DHM: What does Urban Pace do?
LH: Urban Pace is the leading condominium
sales and marketing firm in the Nation’s
capital. We have been number one in
market share in our field for many years,
even during the financial downturn, during
which Urban Pace experienced recordbreaking prices and sales pace. Urban Pace
focuses on unique historic buildings in urban
neighborhoods, and as such has developed
an expertise in historic rehabilitation.
Unlike all of our competitors, we employ
a unique business model, with all sales
managers serving as employees, which
means that they have higher compensation
Lynn Hackney, President of Urban
Pace, is responsible for founding
one of the most innovative and
successful real estate sales and
marketing firms in the DC area.
Here, she gives District Home a
glimpse into what goes into her
booming business, her new 14th
Street location, and a vision of
the future of Urban Pace.
District Home Magazine: How did you start
your business?
Lynn Hackney: I was working in partnership
with one of the Washington area’s largest
and most influential developers, now called
EYA, and was exposed to the company’s
expertise in the marketing and sales of their
award-winning residential communities and
38 ISSU E N O. 1 0
and truly function as a team. We handle all
aspects of projects from conceptual design
to financing to exit strategy. Using our deep
knowledge of the city government, we
play a critical role in helping clients obtain
project entitlements and public support.
And we have a relationship with an equity
investment firm to assist on the financing
side as well.
DHM: What sets Urban Pace apart?
LH: For one thing, Urban Pace is the
only woman-owned major brokerage
firm—including both commercial and
residential brokerage—in the Washington
metropolitan area. We specialize in new
multifamily for-sale product in select urban
neighborhoods—working exclusively with
developers. We provide a range of services
that goes well beyond marketing and sales,
and offer our clients unique advantages
such as our UP Velocity™ digital marketing
program, which saves our clients thousands
of dollars by reducing traditional marketing
budgets. This system creates an ideal sales
process for each customer by placing
the right sales representative with each
individual buyer at just the right time.
— by Caitlin Moore
Pictured left: Lynn Hackney; bottom: The Aston.