For the team at
Bera Wealth Advisors + Northwestern Mutual
Welcome — your Charleston real estate partner.
A bookmarkable home for everything we covered at the May 5 lunch. The Compass 3-phased marketing strategy, three real Charleston case studies, the playbook for referring a client in 30 seconds, and a quarterly Charleston memo built specifically for advisor conversations.
Refer a client Schedule a 1-on-1Quick prime — 3 minutes
Watch this first.
Loom #1 placeholder — embed code goes here
A second longer Loom drops here Wednesday answering everything we didn't get to in the room.
The framework
Compass 3-phased marketing strategy.
Most HNW clients shouldn't default to a public MLS listing as Step 1. Compass built a phased approach designed to validate pricing, build demand, and protect value before anyone outside the network knows the home is for sale.
Phase 1
Private Exclusive
Visible to 340,000 Compass agents. No Zillow. No days-on-market clock.
Phase 2
Coming Soon
Public on Compass.com + Redfin. 60M monthly buyers. Still no DOM, still no visible price drops.
Phase 3
Public MLS
Pricing validated. Demand built. Positioned to achieve the best possible price and terms.
2.9%
higher closing price
20%
faster to contract
30%
less likely to drop price
Compass internal data, 2024. Pre-marketed listings vs. straight-to-MLS.
The proof
Three Charleston case studies.
40 Warren — Heath's home
Phase 1 onlyEquity-constrained. Heath needed pricing certainty before committing to the next house. Phase 1 PE only — tested with the network, found the right number, locked it in. No public footprint.
Cooper Village — active Airbnb
Phase 1 indefiniteIncome-producing rental, owner had a "make me sell" number. Tenants undisturbed, bookings continue, no public listing. Optionable indefinitely until the right buyer surfaces.
Sunset Dr — relocation prep
Full 3-phase journeyFamily relocating five states. Prep-heavy — staging, repairs, declutter. Phase 1 to validate pricing while prep happened, Phase 2 to build demand, Phase 3 to close. Hit their relocation timeline cleanly.
Why this matters for your clients
Two things to know.
No need to commit on price while within PE.
No need to share address while in PE.
We can literally control as much or as little exposure as desired. Whether it's timing, equity maneuvering, or estate logistics — situations where a public listing creates more problems than it solves.
The handoff
Refer a client in 30 seconds.
Send your client the seller questionnaire.
10 questions. Their home, their goals, their timeline.
They book a meeting.
Auto-routes to my calendar after the questionnaire.
I take it from there.
First meeting we walk through their goals and choose the phase strategy that fits. You stay informed every step.
Resources
Everything I sent Heath, in one place.
Quarterly
The Charleston advisor memo.
Four times a year, a 1-page market read written specifically for advisors — what's softening, what's tight, where pre-marketed listings are landing, and one case study per memo. First issue ships end of Q2.
SubscribeAbout
Gentry Todd Radwanski
Compass Real Estate | The Gentry Todd Group