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Team Leaders

Sales volume and sides are 2013 figures.

Ad i Adapting to Market Change

Starting Over— and Over

The Language of Sales

Eyes on the Prize

Revisiting Those REOs

Kyle Zimbro began selling real estate at age 18 as a way to pay his

Lindsey Bergeron’s heart is in helping military families buy and

When Daan De Raedt moved to the United States from Belgium, he

Bo Draughon is all about setting goals. Draughon, 29, has his

Growing up, Kyle Swanson worked on the family farm in northern

tuition at an expensive private university. In

sell quality affordable housing as they move

had real estate experience but struggled with

sights set on doubling his team’s sales volume

Minnesota and watched an uncle’s success with

May 2008, he graduated from the University of

from base to base. She understands what they

business terms that many native speakers

in 2014, not a small feat for a group that closed

rental properties. After graduating from college

Redlands debt-free—but in the middle of a recession and a rapidly de-

go through. Bergeron, 28, was a top producer near Ft. Polk, La., when

take for granted. De Raedt, 29, has since conquered the language

$52 million in business last year. To get there, he’s working his sphere

in 2009, he jumped into real estate sales, despite the dismal

clining market. Zimbro, 28, didn’t have the bank

her husband, a career Army officer, was trans-

barrier. Now, he’s connecting with expireds

of influence in the community harder than

economy, and built an REO business. Swanson,

connections to handle short sales. He survived

ferred to Anchorage, Alaska, two years ago.

and FSBOs on a deeper level using personality

ever. The key is to stay involved and visible,

27, is growing his client base by making friendly

by cultivating relationships with first-time buyers and helping them

Within a year, she had found her niche. She built a team of military

typing. He changes his approach to suit their communication style.

from city festivals to nonprofit fundraisers, he says. Draughon also

calls to owners who bought his REO listings. He checks in to see how

buy bank-owned properties. Over the past three

wives and trademarked her brand, Military Mov-

If they start rattling off square footage and

enlisted the help of a sales coach to keep him

they like their neighborhood, targeting those

years, he has developed a specialty working with

ers Real Estate. “Three years in and out is the

other details when he asks them to describe

focused and provide the kind of insight that

who have been in their homes three or more

investors who rehab and flip homes, often serving as the project manager.

norm,” she says. “We care about getting these families a smart buy.”

their home, he knows he’s dealing with analytic types and he focuses

comes with years of experience. “I set goals and track my progress,”

years, figuring they’ll be more likely to consider moving up. “It’s a fun

The lean years taught him a lot. “I learned to

Recently Bergeron’s husband received orders

on numbers and facts. If they are “drivers,” De

says Draughon, who served in the U.S. Air

part of the job,” he says. “I enjoy being invited

be humble,” he says. “I know that at any given

to report to Ft. Bragg, N.C. This time, she’s

Raedt knows to get right to the point. “It’s one

Force while in college. “And I have a high level

back to see what the owners have changed.

moment, the market could change again.”

much more confident about starting over.

of the most fascinating parts of selling,” he says.

of accountability along the way.”

It’s actually a pretty easy listing presentation.”

Kyle Zimbro

Lindsey Bergeron

Daan De Raedt

Robert “Bo” Draughon

Kyle Swanson

Zimbro Realty Inc.,

Military Movers Real Estate

De Raedt Team,

Keller Williams Realty Trussville,

The Realty Edge Team,

Phelan, Calif.

Team, Jack White Real Estate,

RE/MAX Allegiance,

Trussville, Ala.,

Counselor Realty of Rochester,

[ ZimbroRealty.com ]

Eagle River, Eagle River, Alaska [ MilitaryMoversRealEstate.com ]

Arlington, Va. [ DeRaedtTeam.com ]

Birmingham-Trussville. [ YourKWoffice.com ]

Rochester, Minn. [ RochesterRealtyEdge.com ]

$24 million team sales volume on 96 team sides

$29 million team sales volume on 68 team sides

$52 million team sales volume on 360 team sides

$13 million team sales volume on 136 team sides

$12.5 million individual sales volume on 83 individual sides

REALTORMAG.REALTOR.ORG

REALTOR® MAY/JUNE 2014

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RealtorMag May/June