Mark Spain of the Mark Spain Team | Keller Williams Realty will be a guest speaker at the upcoming Inman Connect San Francisco.

We caught up with Spain to ask him questions about his real estate philosophy. Here’s what he had to say:

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1. What connection have you made — business or personal — that changed the course of your life?

There are two of what I would call “tipping points” in my career. One was when I made the move to Keller Williams and began to be mentored under Gary Keller. In my previous brokerage, I was stuck around a 450-unit production … no matter how hard I worked, I could not break out of this production level.

Gary taught me when you hit a natural ceiling, you are missing a person in your world. That set me out on a mission to build an incredible team made up of empire builders.

Gary also taught me to think bigger. I can remember my first mastermind; he asked me out loud in front of the group, “How many transactions are you going to do in the next five years.” I said, “500.” He said, “You are thinking too small.” I said “750.” He said “You are still thinking too small.” I said “1,000.” He said, “You are getting there.”

Less than three years later, I closed over 1,000 transactions.

Another key connection I had in my career path that happened in recent years, was when I was hired by Invitation Homes, a Blackstone company, to build out its Atlanta division.

My stint there was less than year, but being around these guys really taught me to think in more macro terms. The wealthy, super-successful business people are macro thinkers … and that’s the way I have taught myself to think and behave in my world.

2. What’s your No. 1 tip for building out a network of valuable connections?

Take a philosophy of “give and take” and always come from a place of contribution. In reality, there are not any secrets in this business. Be willing to help others, and it will come back to you tenfold. And when giving referral opportunities, go above and beyond to take care of their clients.

3. What’s the one issue that everyone in the real estate industry should be paying attention to in the coming year?

The evolution of teams as a business model. Although it’s not a new trend, I have noticed a lot of larger brokerages are either immune to its existence as a business model or have completely ignored it.

Being with Keller Williams, I probably just assumed everyone participated in the team model — or at least promoted and supported it. In my recent travels to events around the country, I have found that to be less true.

Teams are here to stay. They are being led and run by some serious business-minded people, and brokerages that have not embraced it are going to be left behind as this model continues to take a larger percentage of the market.


Inman Connect San Francisco is right around the corner — register now and save $200!

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