“We get an average of 120 e-mails a day, and 90 percent of our leads are generated online,” says Mark Spain, who took over a family sales team in 1997 and grew the volume from $40 million to $62 million.
Spain also quadrupled the sales force to 13 people, including his wife, Lisa; his brother and sister-in-law, Bill and Debbie; and his father, Terry, who works part-time.
Spain sells properties all over Atlanta, but primarily in the northern suburbs; the average sales price is $200,000.
“I believe that if salespeople don’t embrace technology, they’ll disappear. I also think that in the future, fewer people will be doing more of the business. We want to be among them.”