May 25, 2018

Book Smart, Biz Smart

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Book Smart, Biz Smart

We brought in a 30 Under 30 honoree from the first year of the program to give us perspective on our May/June issue.

For this 30 Under 30 issue, we sought input from a guest editor who can fully appreciate the aspirations of today’s rising stars in real estate. Mark Spain was an ambitious 28-year-old RE/MAX sales associate near Atlanta when he was selected as a member of the inaugural 30 Under 30 class in 2000.

He was singled out then for growing his team’s annual sales volume from $40 million to $62 million in three years. Today he leads a 41-person Keller Williams team that notched an astounding $264 million in sales in 2013, making it KW’s top-producing team in the nation.

“I’ve always had a drive to win,” says Spain, an avid business reader who credits The One Thing by Gary Keller and Jay Papasan as the book that helped him break through his own ceiling. Spain, 42, was never one to follow the herd. During the housing downturn when competitors were cutting agents and marketing expenses, he doubled his spending on local radio ads and ultimately quadrupled his billboard exposure (from 9 to 36 today).

He also committed his team to becoming short-sales experts. When he visited our offices in April, Spain applauded the entrepreneurial spirit of this year’s 30 Under 30 class. The ones who keep ascending, he says, are those who’ll reject limiting beliefs. “You need a big vision,” he says. “The way to get ahead is not by chasing bright, shiny objects.”

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