Raising Real Estate Standards

Hosted by Brian & Mark Mann

Business Investing

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Latest episode

May 2026

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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.

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60 recent

May 14, 2026Episode 331 min

The Art of Negotiation w/ Tim Burrell

Send Us A MessageMost 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 dealsFeatured 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 LearnCollaborative negotiation strategies that focus on problem-solving rather than adversarial positioningThe asymmetry principle - finding low-cost concessions that provide high value to the other partyWhy empathy remains irreplaceable even as AI tools become more sophisticated in real estateHow to identify what truly matters to the other party beyond just price considerationsThe critical difference between distributive (fixed pie) and collaborative negotiation approachesPractical tools and resources for developing genuine negotiation skills in your practiceFuture-proofing your value by mastering human connection skills that AI cannot replicateThe 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 PlatformsApple - https://podcasts.apple.com/us/podcast/raising-real-estate-standards/id1574549987Spotify - https://open.spotify.com/show/1ZKLmFIFvx1UjSwL4jOTVzSocial Media and Contact InformationWebsite: https://www.raisingrealestatestandards.comLink Tree: https://linktr.ee/raisingrealestatestandards

April 10, 2026Episode 218 min

Spring-Ready Listings w/ Carley Mann

Send Us A MessageMost 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 LearnThe 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 backThe top three renovations that deliver the highest return on investmentHow to handle the "what if the buyer doesn't like my choices" objection on new flooringWhy pricing strategy matters more than prep work when speed is the priorityA low-maintenance plant recommendation that keeps your front entry looking fresh all seasonHow early you should start working with your agent before a target list dateThe 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 InformationWebsite: https://www.raisingrealestatestandards.comLink Tree: https://linktr.ee/raisingrealestatestandards

February 20, 2026Episode 116 min

Building Momentum

Send Us A MessageEvery 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 LearnWhy seasonal slowdowns are predictable and how to mentally prepare for them instead of panickingThe first action steps to take when your cash flow has stalled and motivation is lowWhy connecting with your "A-plus people" - those who have referred you multiple times - is the fastest path back to dealsHow 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 eachWhy 2026 is positioned to be a stronger year economically and how to take advantage of more transactions in the marketThe importance of pouring into yourself personally so you can show up professionally for your clients and sphereThe 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 PlatformsApple - https://podcasts.apple.com/us/podcast/raising-real-estate-standards/id1574549987Spotify - https://open.spotify.com/show/1ZKLmFIFvx1UjSwL4jOTVzSocial Media and Contact InformationWebsite: https://www.raisingrealestatestandards.comLink Tree: https://linktr.ee/raisingrealestatestandards

January 5, 2026Episode 1639 min

Lessons from 2025

Send Us A MessageIn 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 LearnWhy working ON your business during planning season creates the foundation for taking massive action when the spring market arrivesThe staggering wealth gap between homeowners ($300K average net worth) and renters ($8K) and what this means for the families you serveHow to implement the 36-touchpoint strategy through layered communication including in-person, email, mail, and text connectionsWhy the most successful agents share one trait: they focus on moving the ball forward rather than explaining why it movedHow AI will transform the industry over the next decade and why getting involved now is as critical as adopting the internet was 40 years agoThe power of truly listening in a world full of noise, and why empathy has become a competitive advantageWhy 2026 is positioned to be a "flex year" where agents who survived the last three years will capitalize on the market turnListen to the Podcast on these PlatformsApple - https://podcasts.apple.com/us/podcast/raising-real-estate-standards/id1574549987Spotify - https://open.spotify.com/show/1ZKLmFIFvx1UjSwL4jOTVzSocial Media and Contact InformationWebsite: https://www.raisingrealestatestandards.comLink Tree: https://linktr.ee/raisingrealestatestandards

December 8, 2025Episode 1511 min

Quick Wins: Nurturing Advocates

Send Us A MessageYour 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 LearnHow to identify the advocates already in your sphere of influenceWhy your top 20-25 relationships deserve the most intentional focusThe difference between personal service and programmable outreachWhy serving advocates rarely involves real estate conversationsThe minimum monthly cadence required to stay top of mindHow to celebrate referrals without it ever feeling redundantWhy 80% of business comes from your sphere even when you're not intentional about itListen to the Podcast on these PlatformsApple - https://podcasts.apple.com/us/podcast/raising-real-estate-standards/id1574549987Spotify - https://open.spotify.com/show/1ZKLmFIFvx1UjSwL4jOTVzSocial Media and Contact InformationWebsite: https://www.raisingrealestatestandards.comLink Tree: https://linktr.ee/raisingrealestatestandards

November 25, 2025Episode 149 min

Quick Wins: More Than an Agent

Send Us A MessageDoing 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 LearnWhy the industry bar is so low that small efforts create massive differentiationHow to identify personal moments in your sphere's lives that open doors to deeper connectionThe difference between serving for return vs. serving without expectationWhy empathy and emotional connection matter more than transaction expertiseHow brokerage leaders can model this approach with their agentsThe importance of taking action on good intentions, not just thinking about themHow going above and beyond turns satisfied clients into active advocates for your businessListen to the Podcast on these PlatformsApple - https://podcasts.apple.com/us/podcast/raising-real-estate-standards/id1574549987Spotify - https://open.spotify.com/show/1ZKLmFIFvx1UjSwL4jOTVzSocial Media and Contact InformationWebsite: https://www.raisingrealestatestandards.comLink Tree: https://linktr.ee/raisingrealestatestandards

November 4, 2025Episode 1311 min

Quick Wins: Maximizing Your Sphere

Send Us A MessageIn 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 LearnMultiply Your Touchpoints - How one client event creates 5-6 communication opportunities with your sphere through invitations, reminders, the event itself, and follow-upsPartnership Strategy - Why collaborating with mortgage lenders, inspectors, and other service providers reduces costs while expanding value for attendeesRealistic Expectations - Understanding that 25-30% attendance is normal, allowing you to focus on quality connections rather than overwhelming turnoutDeposits vs. Withdrawals - How client events shift your relationship from constantly asking for referrals to genuinely investing in your sphere's experienceFourth Quarter Timing - Why the holiday season provides the perfect natural opportunity to host your first event without excusesThe Compounding Effect - How each subsequent event builds on the last, creating expected traditions that strengthen over timeProfessional Positioning - Why hosting client gatherings separates professionals from part-timers and establishes long-term business sustainabilityListen to the Podcast on these PlatformsApple - https://podcasts.apple.com/us/podcast/raising-real-estate-standards/id1574549987Spotify - https://open.spotify.com/show/1ZKLmFIFvx1UjSwL4jOTVzSocial Media and Contact InformationWebsite: https://www.raisingrealestatestandards.comLink Tree: https://linktr.ee/raisingrealestatestandards

October 15, 2025Episode 1225 min

AI First Steps w/ Scott Rippey

Send Us A MessageMost real estate agents know AI exists but feel paralyzed by where to start. The technology isn't meant to replace your expertise - it amplifies it. When you understand how to prompt effectively and which tools solve real problems, AI transforms from an intimidating concept into a practical assistant that makes you faster, more efficient, and more effective in your business.Featured Quote: "It doesn't replace your expertise. It basically amplifies it. The more detail you give it, the better quality of input you give it, the better quality of output you get out of it. It's gonna help you work faster and more efficiently and increase your quality of output as long as you're giving it good information."What You Will LearnUnderstand the four major AI platforms and how every other AI tool uses them as the "engine under the hood" - helping you cut through the overwhelming number of optionsMaster prompting techniques that get you 80-90% of the way to your desired output by adding structure, defining roles, and asking AI to clarify one question at a timeEvaluate free versus paid plans to determine which investment level matches your usage needs without overspending on features you won't useNavigate context window limitations and use memory features between chats so you can continue complex work without losing progress or having to constantly summarizeApply AI to real estate workflows including listing descriptions, market research, translation services, appointment scheduling, and role-play practice through advanced voice modeImplement practical tools beyond ChatGPT like Granola for meeting transcription, WisprFlow for voice-to-text, and Perplexity for market research with proper source citationsProtect sensitive information while using AI by understanding privacy considerations and maintaining appropriate boundaries with client and financial data Main AI Platforms (LLMs)ChatGPT by OpenAI: https://chat.openai.comClaude by Anthropic: https://claude.aiGemini by Google: https://gemini.google.comGrok by X: https://x.aiAI-Powered Tools for Real EstateCanva (AI graphics & design): https://www.canva.comGranola (meeting transcription & notes): https://www.granola.soWisprFlow (voice-to-text): https://www.wisprflow.aiGrammarly (writing assistant): https://www.grammarly.comPerplexity (AI search engine): https://www.perplexity.aiSpecial Offer MentionedPerplexity Pro Free for One Year with PayPal account: https://www.perplexity.ai/join/p/paypal-subscriptionListen to the Podcast on these PlatformsApple - https://podcasts.apple.com/us/podcast/raising-real-estate-standards/id1574549987Spotify - https://open.spotify.com/show/1ZKLmFIFvx1UjSwL4jOTVzSocial Media and Contact InformationWebsite: https://www.raisingrealestatestandards.comLink Tree: https://linktr.ee/raisingrealestatestandards

September 19, 2025Episode 1128 min

Advocacy Matters w/ Jon Hardister

Send Us A MessageThe Triad faces a critical housing shortage of 30,000 units by 2030, but infrastructure limitations and regulatory inconsistencies threaten to derail growth. Jon Hardister reveals how strategic advocacy and regional cooperation can transform these obstacles into opportunities for sustainable development.Featured Quote: "Building touches everybody. Everyone needs and wants a place to live, a place to go shopping, a place to go to work...There's so many jobs tied into it...and it's important socially just for quality of life to make sure that we have a building industry that's successful."What You Will LearnWhy the Triad needs 30,000 new housing units by 2030 and what's standing in the wayHow inconsistent municipal regulations create hidden costs for local buildersThe $3 billion infrastructure challenge that could make or break regional growthWhy water and sewer capacity matters more than zoning for future developmentPractical steps real estate professionals can take to influence policy decisionsHow North Carolina transformed from post-recession struggles to #1 state for businessThe bipartisan momentum behind solving the housing crisisJon's Contact Information:Email: jhardister@trebic.orgWebsite: https://trebic.org/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 PlatformsApple - https://podcasts.apple.com/us/podcast/raising-real-estate-standards/id1574549987Spotify - https://open.spotify.com/show/1ZKLmFIFvx1UjSwL4jOTVzSocial Media and Contact InformationWebsite: https://www.raisingrealestatestandards.comLink Tree: https://linktr.ee/raisingrealestatestandards

August 13, 2025Episode 1015 min

Quick Wins: The Lost Art

Send Us A MessageThis episode tackles a powerful truth: 99% of real estate agents know they should write personal handwritten notes, but only 1% actually do it consistently. Brian and Mark explore how this simple, almost trivial habit creates profound connections in our digital age, where genuine personal touch has become increasingly rare.Featured Quote: "I'll tell you this. And as you age and you get older, just as you progress in different age groups, not necessarily getting older, it means something different... And let's just be honest, in today's world, the cost of sending a personal note is not insignificant. It takes, first of all, when I receive it, I know, A, they took the time and they were sitting down and they were writing something down. They took the time and they were thinking about me for a period of time. But then they took their resources and paid close to a dollar to send me this letter."What You Will Learn:Why Brian Buffini built a multi-million dollar empire on personal handwritten notesThe psychology behind why personal notes create deeper connections than digital communicationHow to implement a consistent note-writing system without it feeling forced or superficialWhy the $1 cost and time investment of a note actually increases its perceived valuePractical strategies for keeping stationery accessible to write notes in the momentThe difference between obligatory thank-you notes and truly personal connectionsHow to balance structure with authenticity in your note-writing practiceThe 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 PlatformsApple - https://podcasts.apple.com/us/podcast/raising-real-estate-standards/id1574549987Spotify - https://open.spotify.com/show/1ZKLmFIFvx1UjSwL4jOTVzSocial Media and Contact InformationWebsite: https://www.raisingrealestatestandards.comLink Tree: https://linktr.ee/raisingrealestatestandards