Compass Conversations host Jared Klein sits down with Marc Heskell, Founder and Team Principal of Heskell Advisors at Compass, to discuss Hamptons real estate, financial analysis, personalized marketing, cross-market referrals, and his early experience joining Compass.

Marc shares how his background as a CPA, MBA in finance, and investment banker at Morgan Stanley shaped his analytical approach to luxury real estate. He also explains why detailed property research, strong client relationships, and collaboration across markets are essential in a changing East End market.

🔑 Key Takeaways

1. Do the Work Before the Appointment

Marc explains how researching zoning, wetlands, development potential, and other property details before meeting a seller builds trust and helps maintain momentum throughout the transaction.

1. Understand the Forces Shaping the Market

He discusses the Hamptons inventory shortage, the effect of homeowners holding low mortgage rates, and why buyers should focus on the right property while remaining flexible about future refinancing.

1. Follow the Client Across Markets

Marc explains how a national network allows agents to support the full client journey, from the Hamptons and New York City to Florida, Connecticut, Westchester, Aspen, and other connected markets.

1. Make Direct Mail More Personal

Instead of relying only on generic postcards, Marc shares how carefully targeted letters, local success stories, and relevant personal messaging can generate stronger responses from homeowners.

1. Approach Private Opportunities Strategically

Some sellers value privacy and do not want broad public exposure. Marc discusses the role of off-market opportunities while also explaining why sellers should understand the benefits of reaching the full buyer pool.

1. Build Strong Systems and Relationships

Reflecting on his first month at Compass, Marc highlights the importance of organized systems, thoughtful onboarding, and relationships with agents who can help serve clients across different markets.

1. Collaborate Without Ego

Marc chooses Collaborate Without Ego as the Compass Entrepreneurship Principle that best reflects his early experience with the company. He credits the culture of support and shared knowledge with making the transition more effective.

💼 Why This Matters

Marc’s approach shows that luxury real estate success requires more than market knowledge. Agents must understand the property, communicate clearly, protect momentum, build strong referral relationships, and use systems that create more time for clients and life outside work.

🔗 Connect with the Speakers

Host Jared Klein: https://www.compass.com/agents/jared-klein/

Guest Marc Heskell: https://www.compass.com/agents/marc-heskell/

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