He grew the company into one of the largest independent real estate firms in the United States, its name ubiquitous on “for sale” signs across the Mid-Atlantic.
Industry observers credited Mr. Foster with leading his company through a lucrative era of development that extended into the outer reaches of the Washington suburbs.
Over the course of his career, Mr. Foster witnessed prodigious changes in the way homes are bought and sold. When he began, agents maintained hard-copy records of active listings in their territory. With no lockboxes to dangle from doorknobs, they had to fetch keys before taking clients on a showing. There were no websites such as Zillow or Redfin where prospective home buyers could peruse properties on their own.
“If you have a lot of empathy and you don’t have ego drive,” he told the publication American Executive in 2005, “you might make a good priest, but you won’t make a good salesperson or sales manager. If you have equal quotients of empathy and ego drive, you’re a good person, but you’re aggressive and you make things happen.”
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