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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.

About the Author Ron Scott is a free lance writer whose occasional submissions focus on a wide variety of subjects drawn from his personal experiences and range from a recent article about his favorite hamburger recipe to an American success story.