Longtime Delaware real estate leader Lee Ann Wilkinson of Berkshire Hathaway recently celebrated a major industry award after being named No. 1 in total sales volume for the Berkshire Hathaway HomeServices Network. Wilkinson, a Blade contributor, centers much of her work in the coastal communities of Lewes and Rehoboth Beach. We caught up with her to discuss her long career in real estate, her LGBTQ allyship, and more.

Washington Blade: I learned your parents were in real estate, and you began working with them early on in your career. Did you initially intend to follow in their footsteps? 

Lee Ann Wilkinson: Not really. I majored in art. When I got out of college I couldn’t really find a job. So, my parents said, “You need to come work for us.”

Blade: I understand that as an art history major turned writer. Speaking of that: I know you have written some pieces for the Blade, about real estate trends, and the like. How do you pick your topics for these articles? 

Wilkinson:  People always want to know about real estate. Whether buying a first home, second home, a home to invest or retire in. It amazes even me how much interest there is. And it’s not just people looking to buy a $7 million home on beachfront property. It’s people looking to get something in budget for their family.

Blade: I know you have a lot of work in Rehoboth, the Delaware Valley’s historically gay beachside community. Was there ever a time you were NOT selling property to – I guess it was fair to say 40 years ago – mostly gay men? 

Wilkinson: Ha, I grew up coming down for the summer until my family moved here full-time from Norristown, outside of Philly. We had businesses and family in Rehoboth. I think Rehoboth has always been gay-friendly. We never thought about it. My grandfather had a house in Rehoboth before I was born. The gay population was always welcome.

Blade: Do you have a connection to the LGBTQ community beyond real estate? 

Wilkinson: Absolutely. One of my closest friends is a guy I went to college with at the University of Delaware, Joey. You know, Joey was maybe my first gay friend. In fact, we all went to the Easter Sunrise Service on the beach in Rehoboth. We have gay family members, so I have never thought that much about it being anything different.

Blade: I know you recently won a prestigious award with Berkshire Hathaway and were surprised to come in first place. Why?

Wilkinson: For the past 20 years or so we have been in the top 10. We started doing these national things with Berkshire Hathaway. To get in the top 10 was amazing to me especially going up against states like Florida, New Jersey, not to mention San Francisco or Bay Area agents. I just never thought we’d get to the number one spot. My only issue is — where to go now?

Blade: Where do you make your primary residence? Is that Lewes? Do you see the president on occasion? 

Wilkinson: I haven’t seen him at the beach. But he’s on the bike trail a lot. He pops up having breakfast. He goes to Mass at St. Edmond’s in Rehoboth on Saturday evening. But I’m often too busy with work on weekends to catch sight of him.

Blade: Having been in the industry 40 years, how do you find ways to get excited about your work? 

Wilkinson: I really am passionate about it. I really love a challenge. That’s part of the appeal for this job. I always like matching people with things. I really liked getting people the right bathing suits years ago. Selling, it’s just something I’m good at. I would get customers walking outta’ the store with three or four bathing suits when they only wanted one. 

Blade: Are you considering retiring in the next few years? Or will you always be associated with the industry on some level. Maybe as a mentor or silent partner? 

Wilkinson: Oh, no, I’ll always be involved. Three of my four daughters work for me. I am not retiring anytime soon. And if I did, they would be here to continue it on, and I am sure I’d weigh in.

Blade: So, this is very much a family legacy?

Wilkinson: Yeah. My parents are 87 and 91 now. Some 20 years ago mom predicted we’d see an increase in prices, people moving here, etc. I don’t know how she predicted it but mom is right.

Blade: Any current trends you’re noticing? 

Wilkinson: This cycle of people moving here, and prices increasing, and all the building happening. People think the prices are going to come down, but I don’t see that happening.

Blade: Tell me about that. Are the new building ventures changing the faces of Rehoboth and Lewes? After not visiting the Jersey Shore for over a decade I’ve been going the past few summers to my cousin’s place in Cape May. It’s a trailer on a nicely maintained campground and it’s what she can afford. And, there’s so much building happening there.

Wilkinson: Right? It’s about finding a second home you can afford. And, in terms of building projects, the good thing about Rehoboth and Lewes is they are strict on what you can and can’t build downtown. They aren’t going to tear down homes to build multi-family condos, not yet anyway. In Spring Lake, you are seeing townhomes. So, building is happening and we have some condos, but it’s great to not see “overbuilding” happening in these historically smaller cities.

To learn more about Ms. Wilkinson, or property in Sussex County, DE be sure to look for articles she publishes in the Blade and visit the Lee Ann Wilkinson Group website.