We’ve been having a lot of the same conversations with agents lately, and there’s a clear theme: most of us have more qualified buyers than we do homes that actually fit what they’re looking for.

As is often the case, about 20% of the agents are doing the majority of the business, and we’re all in regular contact—sharing information, comparing notes, and trying to match opportunities for our clients.

While we are seeing new listings come on as we move into the selling season, inventory is still tight where it matters most - the center of the bell curve. We have a pretty good sense of which homes buyers are lined up for and which ones will require a bit more strategy and finesse.

In this kind of environment, your relationship with your agent—and where you are in the buying process—really matters. There is simply more happening behind the scenes than what shows up on Zillow or even our website. When we’re actively working with clients, they have a much clearer picture of what’s actually going on in real time.

This week, we picked several oceanfront properties currently on the market, which gives buyers a rare opportunity to compare options side by side. Three of them are in the same building (939 Coast) right in the heart of the Village. It’s a well-known luxury building with full-service amenities, including concierge and valet, along with strong views. It’s uncommon to have three units in a similar price range available at once. In most cases, buyers may wait a year or more for even one or two options. In moments like this, they actually have a choice.

We also featured a four-unit investment property. We haven’t highlighted something like this in a while because, candidly, the numbers haven’t made sense. That’s starting to shift. We’re seeing some of these opportunities come back into alignment. This one checks a lot of boxes—strong location, solid unit mix, good condition, and priced appropriately as a trust sale.

1036 Neptune just came to market on the bluff in Encinitas. This is the first time it’s ever been offered. It sits on a large lot with direct beach access, which is increasingly hard to find. From a value standpoint, it stands out for oceanfront.

200–2002 Neptune was recently relisted with a $1M price reduction. It’s a larger oceanfront property with two units and a somewhat unique configuration. It will require some updates and vision, but that’s reflected in the pricing. A note on the marketing—some of the photos have been enhanced or partially AI-generated to illustrate potential, while others show the property as-is. For the right buyer, at the right price, this could be a compelling opportunity.

When we’re selecting homes to feature, or building a marketing plan for a new listing, we always start with the same question: who is the buyer for this property?

Broad exposure is important, but targeted, strategic marketing is what ultimately creates traction. It informs how we position the home, how we communicate its value, and how we guide buyers through it.

A few of the buyer profiles we typically consider:

Primary Residence:​
Who is this for—a couple, a growing family, someone downsizing? What stage of life are they in? Schools, walkability, condition, and community tend to drive decision-making here.

Second Home / Vacation Buyer:​
This is more about lifestyle—location, views, lock-and-leave convenience, and whether the home actually feels like an escape. Rental potential can also be a factor.

Investor:​
Different lens entirely. Is it a value-add opportunity, a clean cash-flow play, or something with redevelopment potential (ADU, reconfiguration, etc.)? These buyers tend to be numbers-driven and decisive.

Unique Use Cases:​
Extended family living, guest quarters, live-in help, or flexible spaces that can evolve over time. These don’t fit the standard mold, but for the right buyer, they solve a very specific need.

That level of clarity, on both the buyer and the property, is what allows us to position homes effectively and ultimately get deals done.

Compass is a real estate broker licensed by the State of California operating under multiple entities. License Numbers 01991628, 1527235, 1527365, 1356742, 1443761, 1997075, 1935359, 1961027, 1842987, 1869607, 1866771, 1527205, 1079009, 1272467. All material is intended for informational purposes only and is compiled from sources deemed reliable but is subject to errors, omissions, changes in price, condition, sale, or withdrawal without notice. No statement is made as to the accuracy of any description or measurements (including square footage). This is not intended to solicit property already listed. No financial or legal advice provided. Equal Housing Opportunity. Photos may be virtually staged or digitally enhanced and may not reflect actual property conditions.
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