BETHESDA, MD - October 19, 2004 - As an experienced California
real estate broker, you can imagine that I can be pretty jaded
when it comes to the home buying process. While finding the
right home at the right price is of primary concern, I have
always started the process shopping for an agent willing to go
the extra mile. To that end I have a simple test I put
prospective agents and brokers through that might help you the
next time you are looking for real estate brokerage services.

To set the stage, understand that I have been thinking about
retirement now for several years and have narrowed my final
resting place to two general areas: Bethesda MD and Scottsdale
AZ. I started calling agents in the Bethesda area early one
morning and, from the outset, made it very clear to everyone I
spoke with that I had not yet committed myself to either
destination.

The first three calls generated predictable reactions. The
agents, two men and one woman, upon learning that I was a
“lookiloo” found a way to excuse themselves from the
conversation. Two tried to be delicate about it, one was abrupt.
The latter encounter left me feeling like a telemarketer.

My fourth call was taken by an inexperienced agent who,
obviously working on her broker’s orders, insisted upon getting
my social security number so she could pre-qualify me on the
spot. I ended that call myself.

My search fortunately came to an end when I talked with Gretchen
Koitz. It was obvious from the outset that she was experienced.
Instead of going for the jugular as the previous agents had
done, she spent 45 minutes conversing with me and in doing so
earned my trust and respect.

As it turns out, her willingness to spend time talking with me
is not a matter of having a lot of time on her hands. She is the
Director of New Agent Training at the Long and Foster Bethesda
Gateway Office, an office that she was proud to say had done
over a billion dollars of volume each of the last three years.
That was impressive to me because most of the firms I worked
with in California thought it was time for celebration and
extended vacation when they reached the 10,000,000 mark.

As we discussed my needs and expectations, I discovered a great
deal about Gretchen. She is confident, not threatened by
questions related to her professional credentials. She’s
thoroughly familiar with the mechanics of the home buying
process, and knows the Bethesda, Chevy Chase, and Kensington
market like the back of her hand.

I also discovered that she is a proud mother. During our
conversation we shared stories about our grown kids. I have two
daughters, one a graduate of USC, the other a graduate of Loyola
Marymount in LA. Kevin, her oldest son, graduated a couple of
years ago from Stanford with a degree in marketing and new media
communications which, as it turns out, is being put to good use
because he has now joined the family business.

And his addition didn’t come any time too soon. Three years ago
Gretchen had to start referring clients to other brokers in the
area, because she couldn’t handle the demand. Now that Kevin is
her partner, they are able to handle the increased volume
without outside help.

With a degree in marketing and new media communications, Kevin
is a welcome addition because he spends most of his time
cultivating new marketing strategies. “Marketing is so much more
than it used to be,” Gretchen said. “You know, putting a sign in
the ground and a listing in the computer. Even in the hottest
sellers’ markets, there is always a way to make the property
more visible and that exposure brings more offers to the table.
Kevin does that for us.”

What has evolved is a multi-generational, multi-disciplinary
approach to both sales and relationships. Kevin, using advanced
technologies, has been able to target market, placing properties
in locations to be seen by the right buyers. He has also
increased the “team’s” online presence, which is also incredibly
helpful to sellers and buyers.

As for me, I have yet to decide whether I’m going to move back
East or to Scottsdale, but one thing is for sure. If I do move
to the Bethesda area, I will be counting on Gretchen and her son
to handle the details. I put a premium on business service
providers who put my interests ahead of their own.