Jennifer Wilson of Saunders & Associates doesn’t look at a home in East Hampton as just a piece of property to be traded. Having lived there her entire life, she sees the town through the lens of the people she grew up with and the neighborhoods she has watched change over the decades. Her career in real estate was built slowly on those local connections and a deep familiarity with the area. Even as the market shifts toward social media listings and a constant demand for year-round luxury living, Jennifer likes a simpler approach. She believes that no matter how much the technology changes, the job still relies on discretion and being a reliable part of the community.
You’re a true East Hampton local — you grew up here, built your career here, and raised your family here. How does that lifelong connection shape the way you approach real estate differently from someone who came to the Hamptons later in life?
The relationships that I have are key to my success. From the inspector to the lawyer to New York Title… Everything gets done quickly. I think my relationships get me to the front of the line, and that benefits my clients.
After more than two decades in Hamptons real estate, what changes in the market have been the most profound to witness firsthand?
I think that the most profound difference is social media. An agent has to be making video content consistently, showcasing their properties and themselves.
The Hamptons have evolved from a primarily seasonal destination into a much more year-round lifestyle market. How has that shift changed buyer priorities and expectations?
There is a high demand for luxury amenities both at home and in the community. Clients are looking for wellness at home. I’ve also noticed a demand for memberships into private clubs, such as padel.
You’ve built one of the top-producing teams in the Hamptons. What makes a truly successful real estate team in today’s market beyond simply sales volume?
Again, I go back to relationships and the referrals that stem from them. After 20 years, I have very high-end referrals from people all over the world. A lot of my buyers have become friends, and those relationships are very important to me.
You often describe real estate as a “team sport.” What leadership qualities do you think are most important in building a collaborative, high-performing team culture?
I think being humble and totally focused on the client at all times… a luxury experience at every level.
As someone deeply rooted in East Hampton, how do you think the character of the community has changed over the years — and what do you hope never changes?
When I was growing up, the wealthy second-home owners would roll in completely understated in wood-paneled station wagons and were definitely not in your face. That has definitely changed. That being said, the real local community here is amazing and still exists. I love that I’ve known a lot of people in this community for my entire life.
Today’s luxury buyers are often looking for more than just a beautiful home — they’re seeking lifestyle, wellness, privacy, and connection. What trends are you seeing define the next generation of Hamptons luxury?
People want homes that feel like personal retreats. Gyms, spas, and beautiful outdoor spaces. Luxury buyers are spending more on how they live. They are looking for a property where their family and friends can be together and create memories.
You’ve maintained longevity and success in an incredibly competitive industry. What do you think clients value most now when choosing an agent in the Hamptons market?
Market knowledge and local knowledge are very important, as is discretion. Buyers and sellers want to work with someone who they can trust and who really understands the community. The lifestyle, zoning, off-market properties, etc. Luxury buyers and sellers want an advisor, not a salesperson.
There’s often a perception that Hamptons real estate is purely glamorous, but the business requires constant strategy, negotiation, and emotional intelligence. What do people misunderstand most about what it takes to succeed at this level?
Most of the time, people just see the beautiful houses and the sold price. Most people do not understand what goes into each sale. Behind the scenes, there is a lot of maneuvering and moving pieces. I often say that real estate agents should have a degree in psychology. Buying and selling a home is a very emotional thing, and it is really important for agents to be patient and understand that emotions can run high. I literally work 24/7. I’ve shoveled snow at my listings, made beds, and hugged a few crying clients.
When you look at the future of the Hamptons real estate market over the next decade, what opportunities excite you most — and what challenges do you think the industry will need to navigate carefully?
I think that the townships need to put the CPF and CHF funds to good use. This is very important to the future of our communities on the East End.
Learn more about Jennifer Wilson by visiting hamptonsrealestate.com.
