For more than three decades, I’ve had the privilege of helping home buyers and sellers throughout Berkeley County, West Virginia, and the Eastern Panhandle navigate one of the biggest decisions of their lives. Over the years, my team and I have built a reputation as one of the region’s most experienced, accomplished, and trusted real estate teams. With more than 30 years of local real estate experience, I’m proud that the Larry DeMarco Team has become a premier choice for buyers and sellers throughout Berkeley County. To really explain how we got to this point we will have to start at the beginning.
1996–2003: How My Real Estate Career Began in Berkeley County, West Virginia
Every successful real estate career has a beginning. Mine started in 1996, when I earned my real estate license while working as a residential contractor in Berkeley County, West Virginia. At the time, I had no idea I was beginning a career that would span decades and allow me to help thousands of home buyers and home sellers throughout Martinsburg, Berkeley County, and the Eastern Panhandle of West Virginia.
Looking back, I wasn’t simply changing professions—I was discovering what I was truly meant to do.
Discovering a Passion for Real Estate
When I first became a Realtor, I thought the business was about houses. It didn’t take long to realize it was actually about people. Helping first-time home buyers purchase their dream home, guiding growing families into a larger house, assisting military relocations, or helping longtime homeowners sell and begin a new chapter has always been the most rewarding part of my career.
Real estate isn’t just about contracts, negotiations, or market statistics. It’s about understanding people’s goals, solving problems, and helping families make one of the biggest financial decisions of their lives. That’s why I fell in love with this business.
Learning from Outstanding Real Estate Mentors
My real estate career began with Lutz & Gregory before I later joined Century 21, where I had the privilege of learning from two remarkable brokers.
The first was Gordon Lutz, the person who encouraged me to earn my real estate license in the first place. He believed in my potential long before I fully believed in myself, and I’ll always be grateful for his confidence and guidance.
Later, Donna Hoffman at Century 21 became another tremendous influence. She constantly encouraged me to think bigger, work harder, and believe I could become one of the top real estate agents in West Virginia.
Sometimes success begins because someone else sees your potential before you do.
The Motivation That Drove My Success
If I’m completely honest, there was another factor that fueled my success. I had a healthy fear of failure. And an even bigger fear of being broke.
That motivation pushed me to answer one more phone call, knock on one more door, work one more hour, and never become satisfied with “good enough.” Over time, that work ethic helped me achieve something I never imagined when I first earned my license. Becoming Century 21’s Number One Agent in the State of West Virginia.
But back in 1996, I was simply trying to learn the business one client at a time.
What Real Estate Was Like in 1996
Today’s real estate market is powered by smartphones, online listings, electronic signatures, and instant communication. Back in 1996, things looked very different. I thought I was living in the future because I had a bag phone sitting on the dashboard of my truck and a pager clipped to my belt. When someone needed me, they’d send a page, and I’d pull over to find the nearest pay phone or landline to return the call.
- No smartphones.
- No GPS.
- No text messages.
- No social media.
- No electronic signatures.
- No online home searches.
For younger readers, that probably sounds like ancient history.
Before Zillow and Online MLS Listings
One of the biggest differences was how buyers searched for homes. There wasn’t an online Multiple Listing Service (MLS). Instead, every real estate office had a printed MLS book that agents affectionately called “The Bible.” It stayed in the office because it was updated constantly. Home buyers would come into the office, sit across the desk, and flip through hundreds of pages of listings looking for the right home.
Imagine telling today’s buyers they’ll have to wait until Monday to see new listings because the book hasn’t arrived yet. That’s simply how real estate worked.
Weekly Caravans Built Better Realtors
Every week, local Realtors gathered for caravan meetings where we toured one another’s listings throughout Berkeley County. Those meetings weren’t just about seeing homes. They were opportunities to learn from experienced agents, exchange ideas, discuss the local market, and build professional relationships that ultimately benefited our clients.
Those conversations helped shape the Realtor I would become.
Technology Required a Lot of Patience
Today’s internet is lightning fast. Back then, our office computers connected through a dial-up modem that sounded like two robots arguing before finally agreeing to cooperate. If someone picked up the office telephone while you were online… You were disconnected.
Listing photos were taken with a film camera, then dropped off to be developed. Sometimes we’d wait several days before discovering whether the pictures were usable. If the lighting was poor—or your finger accidentally covered the lens—you simply drove back and photographed the property all over again.
Finding Homes Without GPS
Long before Google Maps existed, every Realtor carried folded paper maps. I spent countless hours navigating Berkeley County, Martinsburg, Hedgesville, Inwood, Falling Waters, and surrounding communities using those maps. I’m convinced I accidentally discovered nearly every back road in the county.
And let’s be honest… Those maps never folded back the way they started.
Real Estate Was Built on Relationships
Contracts were much simpler in those days. Most purchase agreements were only a page long, and buyers and sellers came into the office to sign every document in person. Business wasn’t built through apps or automated emails. It was built through handshakes. Face-to-face conversations. Trust. Integrity. And doing what you promised.
Those values remain just as important today as they were in 1996.
The Foundation of My Real Estate Business
By 2003, the internet was beginning to transform the real estate industry. Technology was changing quickly. But one thing hadn’t changed. Success wasn’t determined by having the newest technology. It came from treating every client honestly, working harder than expected, communicating consistently, and remembering that every buyer and seller was trusting you with one of the most important decisions of their life.
Those lessons shaped my career as a Berkeley County Realtor and continue to guide how I serve clients throughout Martinsburg, Berkeley County, and the Eastern Panhandle of West Virginia today. After more than three decades in real estate, I’ve learned that while technology will continue to evolve, exceptional service, local expertise, and genuine care for people never go out of style.