Raising Real Estate Standards

Send Us A Message

The buyer pool agents grew their business on no longer exists in the same form, and agents who haven't adjusted their strategy are working against the market instead of with it. One in three adults under 35 are still living at home, the first-time homebuyer window has narrowed significantly, and the real activity has moved up-market into higher-end and luxury properties. Brian and Mark break down the economic and behavioral forces driving this shift and lay out a clear-eyed strategy for agents who want to stay competitive heading into Q4 and beyond.

Featured Quote: "And the important thing is not to look at this as a woe is me, but a real pragmatist look of here's where we are. How do I take advantage of the opportunities that are presented to me? Because every market has opportunities. Every market has the ability to thrive. And how you take those opportunities is super important."

What You Will Learn

• Why one in three adults under 35 are still living at home and what that stat actually means for your pipeline
• How the definition of "luxury" has shifted with inflation and why agents holding onto old price anchors are leaving business on the table
• Where inventory growth is actually happening and why it doesn't match where the buyers are right now
• Why the first-time homebuyer pool has shrunk for immediate conversion - and how to still work that group the right way for long-term repeat and referral
• How high net worth buyers with stock market gains are driving activity in the upper-end market and what that means for your focus right now
• The case for experienced agents to seriously expand into higher-dollar properties, not as a stretch goal but as a business necessity
• How to use Q4 to get positioned for where the market is heading, not where it used to be

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

Send Us A Message

Sellers often treat listing prep as optional or cosmetic - but buyers make decisions in seconds, starting with a thumbnail photo on their phone. In this episode, Carley and Meredith Parsons break down exactly what separates a house that lives in from a house that sells - and why the hardest part of an agent's job is often telling sellers the truth about their stuff.

Meredith brings a dual lens as both a real estate agent and a professional stager, giving her a front-row view of how clutter, furniture scale, and emotional attachment silently kill first impressions. Together, she and Carley walk through the practical, room-by-room decisions that move a house from personal space to market-ready product - and make the case that letting a stager be the bad guy is one of the smartest things an agent can do for their client relationship.

Featured Quote: "Just do it right from the get-go. There's no reason to do this half-assed. You should do it 100%. I'm not going to apologize for that. I'm very picky. And I think that buyers are becoming more and more picky, too. They are. And so, as they should, they're buying a house. This is the biggest purchase they're ever going to make. And everything should just be done ready. Ready. Nothing stresses me out more than - and life happens - like I need to move, I've gotten this job, and I'm like, oh my gosh, okay. Well, we need to work really hard to get this ready. Yes, we have like a week. Okay, yes. Let's do this. Like, come on, come on, let's sign up, people."

What You Will Learn

• Why decluttering and deep cleaning are the highest-ROI, zero-cost steps a seller can take before listing
• How staging for photos differs from staging for showings - and what to put back between the two
• Which rooms to prioritize when budget is limited, and why the first sight line through the door matters most
• How emotional attachment to furniture and personal items actively costs sellers money - and how to reframe the conversation
• The real cost of professional staging (occupied and vacant), what it includes, and when it pays for itself
• Why virtual staging alone creates confusion at showings - and what to do instead if funds are tight
• How staging can reduce the need for expensive pre-listing paint jobs - and what agents can hedge with smart staging choices

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

Send Us A Message

Sellers often mistake decluttering for hiding things or stripping a home of personality - and both mistakes cost them. Carley walks through the practical rules that help sellers create space for buyers to imagine themselves at home, without making it feel sterile or staged beyond recognition. The goal isn't a perfect house - it's a house that sells faster because buyers can see themselves in it

Featured Quote: "Walk through your home as if you were a buyer and see if there's anything that you need to add or take away. Because we see this space every single day and we get numb to those things."

What You Will Learn

- Why decluttering starts outside - not inside - and what buyers notice before they ever walk through the door

- How the Rule of Three keeps countertops, nightstands, and dressers from overwhelming a space

- Why stuffing things into closets and under beds is just as damaging as leaving them out in the open

- How to use the 20% Rule to calibrate how much to remove based on your specific home and lifestyle

- Which three spaces to prioritize first - and why floors, countertops, and closets make the biggest visual impact

- Which hidden spaces you can skip entirely when time is short

- How to walk your home with fresh eyes - and what to do if you can't do it yourself

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

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: [email protected]

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

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

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

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

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

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

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