Raising Real Estate Standards

Hosted by Brian & Mark Mann

Business Investing

Website RSS feed

Episodes

Latest episode

Aug 2026

Language

EN-US

About the show

A Podcast dedicated to providing information and tips on how real estate agents can step up their game, raise their standards practices and become the best real estate agent they can be in their market.

Listen to episodes

60 recent

August 10, 2026Episode 639 min

New Construction Unpacked w/ Jason Smith

Send Us A Message A lot of agents enter the new construction world underprepared - showing homes they haven't researched, sitting across from builder contracts they've never read, and hoping a transaction carries itself over the finish line. In this episode, Mark sits down with Jason Smith of Smith Marketing, a 25-year veteran of new construction sales and marketing in the Triad, to pull back the curtain on what agents, builders, and buyers actually need to succeed in this specialized corner of real estate. The conversation covers everything from how developments are planned years before the first lot is sold, to why communication and preparation are the real differentiators in new construction deals. Featured Quote: "If I could give advice from someone who's done this a long time - really prep. If you know you have a buyer and they're looking at new construction on the custom end, try to get out there and see what's out there. You don't want to be looking at a builder's contract for the first time when you're sitting there with your people. You learn by screwing up, and so I can promise you I have screwed up so many things it's not even funny - but those things build who you are and what you know." What You Will Learn Why getting involved early in a development - sometimes years before a lot hits the market - is a competitive edge that shapes pricing, momentum, and outcomes from the ground up How to prepare before showing new construction, including reading builder contracts in advance and understanding how custom and production builds differ from standard resale transactions Why the specifications sheet is the single most important document in a custom build, and how its absence - or neglect - is the root cause of most builder disputes The critical difference between being part of the process and trying to control it, and why buyer's agents who overstep without the knowledge to back it up create problems for everyone Why price alone is a misleading benchmark when evaluating custom builders, and how low allowances can turn a "better deal" into a costly surprise at selections What Jason sees shaping the Triad's new construction market - rising lot prices, incoming growth, and why the region's affordability still holds up against Charlotte and Raleigh Why the fundamentals of what makes a great real estate professional - hard work, drive, and preparation - haven't changed in 50 years, even as the tools around them have Contact Jason Smith Phone: (336) 451-4921 Email: jason.smith@allentate.com Website: smithmarketinghomes.com The opinions on this podcast are the hosts and guests involved and not in any way a reflection of RE/MAX or anyone else in the industry. Listen to the Podcast on these Platforms Apple - https://podcasts.apple.com/us/podcast/raising-real-estate-standards/id1574549987 Spotify - https://open.spotify.com/show/1ZKLmFIFvx1UjSwL4jOTVz Social Media and Contact Information Website: https://www.raisingrealestatestandards.com Link Tree: https://linktr.ee/raisingrealestatestandards

July 22, 2026Episode 512 min

First Impressions: Every Home Tells a Story

Send Us A Message In our opening new “First Impressions” segment with Carley Mann, we explore the psychology behind how buyers actually make decisions about homes. They decide emotionally in the first moments they enter a property, before they ever analyze square footage or systems. This episode reveals why those initial feelings matter more than most agents realize, and breaks down the non-negotiable preparation steps that actually move homes faster. It's not about trends or expensive renovations; it's about clarity, light, and giving buyers the space to imagine their own story. Featured Quote: "Aesthetics is not about following trends. It's more about creating connection in the feeling. A home should tell a story and that story should be, I see myself living there." What You Will Learn - Why buyer decisions are emotional, not logical—and what happens in those first seconds - The #1 mistake sellers make (and how to fix it immediately) - The four priorities that move homes fastest: decluttering first, then paint, flooring, and lighting - How to help traditional homes shine without forcing open-concept trends - Why lighting color consistency matters more than most agents mention - The real marketing value of home preparation—and how to position it to sellers - The priority order for preparing a home: declutter first, then invest strategically - How agents shift from pricing focus to sales strategy through preparation - Kitchen, primary suite, and living room priorities that resonate with buyers - Why the first buyers through the door deserve the home in its best condition The opinions on this podcast are the hosts and guests involved and not in any way a reflection of RE/MAX or anyone else in the industry. Listen to the Podcast on these Platforms Apple - https://podcasts.apple.com/us/podcast/raising-real-estate-standards/id1574549987 Spotify - https://open.spotify.com/show/1ZKLmFIFvx1UjSwL4jOTVz Social Media and Contact Information Website: https://www.raisingrealestatestandards.com Link Tree: https://linktr.ee/raisingrealestatestandards

June 22, 2026Episode 49 min

Quick Wins: Double Down

Send Us A Message In this Quick Wins Series episode, Brian and Mark deliver a quick-hit strategy for agents grinding through a slow market: the playbook isn't broken, the transaction pool just shrank. They make the case that when your production dips for market reasons, the move isn't to overhaul your business but to double down on the fundamentals and keep pouring into your people. The agents who outlast the ones pulling back are the ones who win when the market turns. Featured Quote: "Perseverance is where people go from an average real estate agent to a mega producer just by outlasting those that maybe are being skeptical and are pulling back." What You Will Learn Why the fundamentals of winning in real estate haven't changed, even after three tough years How to tell the difference between a market-driven slowdown and a strategy that's actually broken Why doubling down beats overhauling your business when production dips for market reasons How to read the transaction math (four million today versus the six to seven million the market should support) and what it means for your pipeline Why staying consistent with your sphere now is what pays off when the market changes How "outlasting" the agents who pull back becomes your competitive edge The opinions on this podcast are the hosts and guests involved and not in any way a reflection of RE/MAX or anyone else in the industry. Listen to the Podcast on these Platforms Apple - https://podcasts.apple.com/us/podcast/raising-real-estate-standards/id1574549987 Spotify - https://open.spotify.com/show/1ZKLmFIFvx1UjSwL4jOTVz Social Media and Contact Information Website: https://www.raisingrealestatestandards.com Link Tree: https://linktr.ee/raisingrealestatestandards

May 14, 2026Episode 331 min

The Art of Negotiation w/ Tim Burrell

Send Us A Message Most real estate agents are expected to be skilled negotiators, yet receive zero training in this critical area—the very skill that disappoints clients most according to NAR surveys. This episode tackles the fundamental gap between expectation and reality in real estate negotiations, presenting a collaborative approach that transforms adversarial "take, take, take" dynamics into win-win solutions that actually close deals Featured Quote: " Most people think negotiating is take, take, take. Actually, if you find out what's really critically important to the other person and you give that to them, they're going to close. It makes your life so much simpler because all the negotiations after the preliminary one come together much more gracefully. " What You Will Learn Collaborative negotiation strategies that focus on problem-solving rather than adversarial positioning The asymmetry principle - finding low-cost concessions that provide high value to the other party Why empathy remains irreplaceable even as AI tools become more sophisticated in real estate How to identify what truly matters to the other party beyond just price considerations The critical difference between distributive (fixed pie) and collaborative negotiation approaches Practical tools and resources for developing genuine negotiation skills in your practice Future-proofing your value by mastering human connection skills that AI cannot replicate The opinions on this podcast are the hosts and guests involved and not in any way a reflection of RE/MAX or anyone else in the industry. Listen to the Podcast on these Platforms Apple - https://podcasts.apple.com/us/podcast/raising-real-estate-standards/id1574549987 Spotify - https://open.spotify.com/show/1ZKLmFIFvx1UjSwL4jOTVz Social Media and Contact Information Website: https://www.raisingrealestatestandards.com Link Tree: https://linktr.ee/raisingrealestatestandards

April 10, 2026Episode 218 min

Spring-Ready Listings w/ Carley Mann

Send Us A Message Most sellers leave money on the table because they don't know which improvements actually pay off - and which ones are a waste of time and budget. Carley Mann breaks down the room-by-room, dollar-for-dollar approach to getting a home market-ready this spring, from the three surfaces you need to declutter to the exact ROI on a fresh coat of paint. Plus, Brian announces the launch of Carley's new RRES series, First Impressions , covering the design and aesthetic side of real estate. Featured Quote: "You're going to spend, let's say, $7,500 to repaint your whole interior, but you're going to get a $10,000 return on that. So that to me is well worth the investment." What You Will Learn The three surfaces to declutter in every room before listing (floors, countertops, walls) Why area rugs can shrink your rooms in listing photos — and when to put them back The top three renovations that deliver the highest return on investment How to handle the "what if the buyer doesn't like my choices" objection on new flooring Why pricing strategy matters more than prep work when speed is the priority A low-maintenance plant recommendation that keeps your front entry looking fresh all season How early you should start working with your agent before a target list date The opinions on this podcast are the hosts and guests involved and not in any way a reflection of RE/MAX or anyone else in the industry. Social Media and Contact Information Website: https://www.raisingrealestatestandards.com Link Tree: https://linktr.ee/raisingrealestatestandards

February 20, 2026Episode 116 min

Building Momentum

Send Us A Message Every real estate agent hits slow seasons - whether it's the natural post-holiday lull or unexpected disruptions like severe weather. Brian and Mark kick off Season 6 by addressing the uncomfortable reality of stalled cash flow and stalled motivation, offering a practical blueprint for converting that discomfort into intentional action. The message is clear: momentum doesn't come from waiting for conditions to change - it comes from choosing to move first. Featured Quote: "This is not a negative situation. This is an opportunistic situation. This is the kickoff to what is going to be a phenomenal 2026 business. People are going to do more business this year. There are going to be people that make a massive amount of money in 2026. It can be you." What You Will Learn Why seasonal slowdowns are predictable and how to mentally prepare for them instead of panicking The first action steps to take when your cash flow has stalled and motivation is low Why connecting with your "A-plus people" - those who have referred you multiple times - is the fastest path back to deals How to shift your mindset from "this is happening to me" to "this is a result of what I did or didn't do" The difference between acute, right-now business problems and long-term business issues, and how to address each Why 2026 is positioned to be a stronger year economically and how to take advantage of more transactions in the market The importance of pouring into yourself personally so you can show up professionally for your clients and sphere The opinions on this podcast are Mark and Brian’s and not in any way a reflection of RE/MAX or anyone else in the industry. Listen to the Podcast on these Platforms Apple - https://podcasts.apple.com/us/podcast/raising-real-estate-standards/id1574549987 Spotify - https://open.spotify.com/show/1ZKLmFIFvx1UjSwL4jOTVz Social Media and Contact Information Website: https://www.raisingrealestatestandards.com Link Tree: https://linktr.ee/raisingrealestatestandards

January 5, 2026Episode 1639 min

Lessons from 2025

Send Us A Message In this year-end reflection episode, Brian and Mark walk through the key lessons and standout moments from Season 5. From goal-setting fundamentals to the AI revolution, sphere of influence strategies to the power of empathy, they distill a year's worth of wisdom into actionable insights for agents heading into 2026. Whether you're a new agent building your foundation or a seasoned professional looking to refine your approach, this episode serves as both a recap and a roadmap for professional growth. Featured Quote: "I think over the next 10 years, the next decade, real estate agents are going to make more money than they ever have before. And they're going to be able to do it with a lot less effort because of the utilization of AI. Now, what does that mean? That means those that have the ability to utilize it and don't shy away from it are going to benefit greatly." What You Will Learn Why working ON your business during planning season creates the foundation for taking massive action when the spring market arrives The staggering wealth gap between homeowners ($300K average net worth) and renters ($8K) and what this means for the families you serve How to implement the 36-touchpoint strategy through layered communication including in-person, email, mail, and text connections Why the most successful agents share one trait: they focus on moving the ball forward rather than explaining why it moved How AI will transform the industry over the next decade and why getting involved now is as critical as adopting the internet was 40 years ago The power of truly listening in a world full of noise, and why empathy has become a competitive advantage Why 2026 is positioned to be a "flex year" where agents who survived the last three years will capitalize on the market turn Listen to the Podcast on these Platforms Apple - https://podcasts.apple.com/us/podcast/raising-real-estate-standards/id1574549987 Spotify - https://open.spotify.com/show/1ZKLmFIFvx1UjSwL4jOTVz Social Media and Contact Information Website: https://www.raisingrealestatestandards.com Link Tree: https://linktr.ee/raisingrealestatestandards

December 8, 2025Episode 1511 min

Quick Wins: Nurturing Advocates

Send Us A Message Your sphere of influence contains a small group of people who actively sell for you - your advocates. Most agents fail to identify who these people are and, more importantly, fail to pour back into them with the same energy they receive. This episode breaks down how to identify your top 20-25 advocates and implement a personal, non-programmable approach to keeping them engaged and appreciated. Featured Quote: "I have seen it a number of times where $200,000 - $500,000 incomes are built upon 15, 20 advocates in the community. It doesn't take many to build a massive business in this business, in the real estate business, on a few advocates that are out in the community." What You Will Learn How to identify the advocates already in your sphere of influence Why your top 20-25 relationships deserve the most intentional focus The difference between personal service and programmable outreach Why serving advocates rarely involves real estate conversations The minimum monthly cadence required to stay top of mind How to celebrate referrals without it ever feeling redundant Why 80% of business comes from your sphere even when you're not intentional about it Listen to the Podcast on these Platforms Apple - https://podcasts.apple.com/us/podcast/raising-real-estate-standards/id1574549987 Spotify - https://open.spotify.com/show/1ZKLmFIFvx1UjSwL4jOTVz Social Media and Contact Information Website: https://www.raisingrealestatestandards.com Link Tree: https://linktr.ee/raisingrealestatestandards

November 25, 2025Episode 149 min

Quick Wins: More Than an Agent

Send Us A Message Doing your job right is the baseline - it's not where you win. Brian and Mark unpack what it means to go above and beyond, add to your service, and become more than the average agent. The secret? Small, intentional acts that have nothing to do with real estate but everything to do with the relationship. Featured Quote: "You win with empathy. You win with connecting with them at a level that was not even on the table when they first started talking to you." What You Will Learn Why the industry bar is so low that small efforts create massive differentiation How to identify personal moments in your sphere's lives that open doors to deeper connection The difference between serving for return vs. serving without expectation Why empathy and emotional connection matter more than transaction expertise How brokerage leaders can model this approach with their agents The importance of taking action on good intentions, not just thinking about them How going above and beyond turns satisfied clients into active advocates for your business Listen to the Podcast on these Platforms Apple - https://podcasts.apple.com/us/podcast/raising-real-estate-standards/id1574549987 Spotify - https://open.spotify.com/show/1ZKLmFIFvx1UjSwL4jOTVz Social Media and Contact Information Website: https://www.raisingrealestatestandards.com Link Tree: https://linktr.ee/raisingrealestatestandards

November 4, 2025Episode 1311 min

Quick Wins: Maximizing Your Sphere

Send Us A Message In this Quick Wins Series episode, Brian and Mark deliver a quick-hit strategy on maximizing your sphere of influence. Most agents recognize their sphere provides 80% of their business, yet they fail to intentionally nurture these relationships. Client events offer the most underutilized lead generation strategy in real estate, creating multiple touchpoints around a single gathering while deepening relationships that drive long-term business growth. The fourth quarter presents a natural opportunity to overcome the intimidation of hosting events and start making meaningful deposits into your sphere. Featured Quote: "What's really cool is if you sit back and watch, and I've done this on a number of occasions, is when the agent, the principal who put all this stuff together, is off to the side talking to someone, and then you watch this group of people come together, and they start interacting. And they start pouring into one another. It's just this snowball effect of just good things that happen, all because you decided to take a step outside of your comfort zone, step outside of your box, and put together a group of people that have like interests, like minded events." What You Will Learn Multiply Your Touchpoints - How one client event creates 5-6 communication opportunities with your sphere through invitations, reminders, the event itself, and follow-ups Partnership Strategy - Why collaborating with mortgage lenders, inspectors, and other service providers reduces costs while expanding value for attendees Realistic Expectations - Understanding that 25-30% attendance is normal, allowing you to focus on quality connections rather than overwhelming turnout Deposits vs. Withdrawals - How client events shift your relationship from constantly asking for referrals to genuinely investing in your sphere's experience Fourth Quarter Timing - Why the holiday season provides the perfect natural opportunity to host your first event without excuses The Compounding Effect - How each subsequent event builds on the last, creating expected traditions that strengthen over time Professional Positioning - Why hosting client gatherings separates professionals from part-timers and establishes long-term business sustainability Listen to the Podcast on these Platforms Apple - https://podcasts.apple.com/us/podcast/raising-real-estate-standards/id1574549987 Spotify - https://open.spotify.com/show/1ZKLmFIFvx1UjSwL4jOTVz Social Media and Contact Information Website: https://www.raisingrealestatestandards.com Link Tree: https://linktr.ee/raisingrealestatestandards