Daniel Gale Sotheby's Lois Kirschenbaum on Building a 30-Year Legacy in Long Island Luxury

Written by:

Steve Marcinuk

Date:

13 Mar 2025

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“I think any broker who goes into this business should really concentrate on an area they know and love, because that is the key to success,” reflects Lois Kirschenbaum, a prominent figure in Long Island’s luxury real estate market. This insight has shaped her 30-year journey from architecture enthusiast to one of the region’s most respected luxury real estate professionals.

A move to Old Westbury, inspired by her husband’s love of horseback riding, first brought her to the area. While overseeing the construction of their home, Lois discovered a deep fascination with architecture that would eventually lead her to pursue architectural studies. However, with two young children aged five and three, the demanding schedule of architectural work prompted a pivot to real estate – a decision that would prove transformative.

Building a Legacy in Luxury Real Estate

Lois’ entry into real estate was marked by a natural alignment with the luxury market of Old Westbury and the surrounding Gold Coast area. Her first sale, facilitated through connections made during her extensive fundraising work, launched a career grounded in personal connections and market expertise.

“I’m a very focused, very hands-on professional,” she explains, describing an approach that has earned her recognition as one of Daniel Gale Sotheby‘s top performers. From historic estates to contemporary homes, she brings a particular appreciation for the architectural heritage of Long Island’s Gold Coast.

Preserving Legacy: The Historic Phipps Estate

Among the Gold Coast’s storied properties, the Phipps family’s iconic Spring Hill estate stands as a testament to the area’s rich architectural heritage. Dating back to the late 1890s and developed in 1935, the estate represents one of the greatest remaining properties of its kind in the country. “When you first go to see these properties, you’re in awe of what you’re seeing,” Lois reflects.

Her work with Spring Hill exemplifies her approach to marketing prestigious properties – extensive research into the architects, architecture, and gardens ensures that each property’s unique history and character are properly represented. This dedication has established Lois as the primary broker for sales within the Spring Hill development, where she’s handled both the initial Phipps family sale and subsequent property transactions.

“I do my research on the architects, the architecture, the gardens,” she explains. “These properties were rolling down with rhododendrons… three generations lived there.” Her deep understanding and appreciation for such legacy properties allows her to serve as both real estate professional and steward of the region’s architectural heritage.

Market Insights: Evolution of Luxury Living

In 2025, Lois observes fascinating shifts in luxury buyer preferences. “A lot of young people coming out, even if they could afford a luxury home on two acres, might decide to go to a community where they only have a third of an acre,” she notes. This trend reflects changing priorities among affluent buyers, who increasingly value community connection and turnkey properties over sprawling estates.

The market is experiencing unprecedented dynamics, particularly in the luxury segment. “The luxury homes I put on the market tend to sell this year much quicker than in the past,” Lois shares. While homes in the $3-4 million range traditionally took up to a year to sell, the current market sees these properties moving rapidly, often with multiple offers.

Team Building in the Luxury Space

Lois’ approach to team building reflects her commitment to maintaining exceptional service standards. “It’s triple the work,” she admits about managing a team. “You’re basically managing the people on your team… it’s really your code of ethics and your approach to the business that you want to teach them.”

Her mentorship strategy involves hands-on training for the first year, ensuring team members align with her high standards of service and integrity. This investment has paid off, with her team consistently ranking among the top performers within Daniel Gale Sotheby’s.

The Power of Connection

At the heart of luxury real estate, Lois finds, is genuine connection – with clients, community, and the properties themselves. Her involvement with Sotheby’s global network has expanded these connections internationally, leading to unique opportunities and relationships worldwide.

“My motto has always been to… always want to be with people who are not only creative but inquisitive. Want to learn, want to grow,” she reflects. This philosophy has guided her through three decades of success in luxury real estate, with no signs of slowing down.

Looking Ahead: 2025 Market Outlook

As 2025 unfolds, Lois emphasizes the importance of timing in luxury real estate. “I always tell my sellers, and this is something very important – the seller that’s waiting for May, for everything to be green, for their pool to be open… such a bad idea,” she advises. Instead, she advocates for early-year listings to capture serious buyers who begin their search in January and February, often following bonus season.

The current market faces a significant inventory challenge, with demand far outstripping supply. “We need homes on the market for all these buyers that are coming out,” Lois notes, highlighting opportunities for sellers in the current climate.

For those considering listing their luxury property in 2025, Lois offers a pragmatic tip: “If someone calls me and says next year, I really think I want to sell my home… I’ll come in and take your pictures right now. It’s August, your house is green, your pool is open.” It’s this blend of foresight and attention to detail that has served her clients so well.