After years immersed in the Hamptons market, what changes have had the greatest influence on the way people buy homes today? MC: Buyers have become far more patient. They’re willing to wait for the right opportunity, making strategy more important than ever. Understanding a buyer’s or seller’s motivations often creates more value than simply understanding pricing.
Beyond being negotiators, luxury agents are often advisors and strategists. Which role do you find yourself playing?
MC: Strategist. The biggest decisions happen before negotiations begin. Pricing, positioning and timing shape the outcome, especially in a market where buyers don’t have to buy and sellers often don’t have to sell.
Panoramic views of Mecox Bay and the Atlantic Ocean define 1320 Flying Point Road in Water Mill, listed at $24.995 million.
Buyers today have access to endless listings and market data. What still can’t be replaced by technology?
MC: Technology makes information abundant, but it can’t replace judgment or trust. Experience explains why the market moves, while longstanding relationships often uncover opportunities that never appear online.
Every Hamptons village has its own personality. What do you hope clients discover beyond the homes themselves?
MC: We want clients to think beyond the house and focus on the lifestyle. Every village offers something different, and the best home is the one that fits how someone wants to live.
Bespoke has built a distinctive presence in the luxury market. How does that culture shape the way your team works together and serves clients?
MC: We’ve built a platform around the advisor. By surrounding our agents with specialists in marketing, operations, creative and market intelligence, they can focus on advising clients. That specialization leads to stronger insight, better execution and better outcomes.
Kathleen Shadley, director of operations: I’ve been with Bespoke since 2014. In that time, I’ve raised four children, am expecting my fifth and watched Bespoke grow into a nationally recognized brand. What hasn’t changed is the culture. People genuinely care about one another, and are always looking for ways to improve.