Some people wait tables or wash cars during their college years, but not Will Xander. As a multifamily broker at ORION Investment Real Estate, he sold the 87-unit Glendale Gardens Apartments for nearly $18.3 million in July while some of his classmates were undoubtedly enjoying a lazy summer break. Instead, Xander was reaping the benefits of a relationship he built with the owner of Glendale Gardens Apartments. 

“I called him once every week or two for months. We had many conversations, and ultimately, he said, ‘All right, bring me this offer,’” Xander recalls. “We got lunch last week, and he was laughing because I had bugged him so much, but ultimately he ended up in the end zone and happy.”  

In late August, Xander closed an additional three sales for more than $14 million.

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Persistence is key for anyone working a full-time job while spending their “free time” attending classes at Arizona State University (ASU) and doing homework. It’s also the trait that got him the job in the first place. At 18, he earned his real estate license and printed out plenty of copies of his resume, determined to get an interview.   

“I started going into all the commercial real estate brokerages throughout the Valley. I probably walked into 30,” Xander says. “Ultimately, I found ORION Investment Real Estate and we clicked. I created my school schedule so I could work, and before I knew it, I was working all the time. I’ve closed [$41 million worth of real estate deals] now.”

Considering his father, grandpa and uncles are all involved in real estate in some capacity, Xander was exposed to the business at an early age. It was his uncle who suggested looking into selling multifamily apartments — a segment that none of his relatives were in. While he appreciates the help and advice, when it came to securing employment, Xander wanted to do it on his own.  

“My dad, brother or uncles could have helped me out when I was searching for a job, but I actually declined,” Xander explains. “I wanted to get it on my own because my family has helped me out so much in my life already.” 

Xander’s rookie year in commercial real estate was a balancing act of staying on top of classwork and working constantly, but he is proud of his accomplishments. High school was a complicated time for Xander, and he was originally denied admission from ASU. But he wrote the university a letter conveying what he wanted for his future and has since taken his second chance seriously.  

“As of right now, my goals are to graduate college with a fine GPA and keep selling multifamily real estate,” he concludes. “I want to get my name out there, keep educating myself in all areas of life and grow as a person.”