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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

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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

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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

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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

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Most 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 Learn

• Understand 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 options
• Master 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 time
• Evaluate free versus paid plans to determine which investment level matches your usage needs without overspending on features you won't use
• Navigate context window limitations and use memory features between chats so you can continue complex work without losing progress or having to constantly summarize
• Apply AI to real estate workflows including listing descriptions, market research, translation services, appointment scheduling, and role-play practice through advanced voice mode
• Implement practical tools beyond ChatGPT like Granola for meeting transcription, WisprFlow for voice-to-text, and Perplexity for market research with proper source citations
• Protect 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.com
• Claude by Anthropic: https://claude.ai
• Gemini by Google: https://gemini.google.com
• Grok by X: https://x.ai

AI-Powered Tools for Real Estate

• Canva (AI graphics & design): https://www.canva.com
• Granola (meeting transcription & notes): https://www.granola.so
• WisprFlow (voice-to-text): https://www.wisprflow.ai
• Grammarly (writing assistant): https://www.grammarly.com
• Perplexity (AI search engine): https://www.perplexity.ai

Special Offer Mentioned

• Perplexity Pro Free for One Year with PayPal account: https://www.perplexity.ai/join/p/paypal-subscription

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

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The 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 Learn

• Why the Triad needs 30,000 new housing units by 2030 and what's standing in the way
• How inconsistent municipal regulations create hidden costs for local builders
• The $3 billion infrastructure challenge that could make or break regional growth
• Why water and sewer capacity matters more than zoning for future development
• Practical steps real estate professionals can take to influence policy decisions
• How North Carolina transformed from post-recession struggles to #1 state for business
• The bipartisan momentum behind solving the housing crisis

Jon's Contact Information:

Email: jhardister@trebic.org

Website: 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 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

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This 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 notes
• The psychology behind why personal notes create deeper connections than digital communication
• How to implement a consistent note-writing system without it feeling forced or superficial
• Why the $1 cost and time investment of a note actually increases its perceived value
• Practical strategies for keeping stationery accessible to write notes in the moment
• The difference between obligatory thank-you notes and truly personal connections
• How to balance structure with authenticity in your note-writing practice

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

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The real estate market has shifted from the chaos of 2021 to a more balanced environment, but many agents are struggling because they haven't adapted their approach to match current conditions. Success now requires strategic pricing, proper property preparation, and most importantly - setting clear expectations with clients to prevent deals from falling apart. This episode features real estate agent Carley Mann sharing how she's thriving by focusing on fundamentals rather than chasing trends.

Featured Quote: "If you've had 12 to 15 showings with no offers, something's wrong. Usually at that point, you should be able to get an offer within those amount of showings, especially now when people are really being a little bit more particular about which houses they go see."

What You Will Learn:

• Master expectation management to prevent deals from collapsing during negotiations and inspections
• Price strategically by analyzing comprehensive market data beyond just neighborhood comparables
• Prepare properties effectively to command premium pricing and faster sales in a selective market
• Build sustainable lead generation through database nurturing and referral relationships rather than social media dependency
• Navigate inspection negotiations by educating clients upfront about realistic repair expectations
• Adapt to buyer behavior changes and position listings to attract today's more selective purchasers
• Leverage relationship-based growth to build a recession-resistant business model

Carley Mann's Contact Information:

Phone: 336.337.5672
Email: carley@carleymann.com
Website: https://carleymann.remax.com/

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.

Social Media and Contact Information

Website: https://www.raisingrealestatestandards.com
Link Tree: https://linktr.ee/raisingrealestatestanda