EXCIA with Roland Nairnsey

How to be Calm, Competitive, & Curious in Today's Housing Market with Kevin Oakley of Do You Convert

Roland Nairnsey - New Home Sales Plus — Mon, 17 Aug 2026 15:48:44 +0000

Meet new home marketing legend nd managing partner of Do You Convert, as we discuss marketing, sales, and leadership. Kevin is also the author of the popular book Presale Without Fail, and currently works with more than one hundred builders across the USA. Watch as we discuss how builders can navigate today's challenging market, why so many companies are chasing the wrong solutions, and what truly separates the organizations that continue to thrive from those that struggle. Watch, listen, and learn from one of the Zen masters of marketing for home builders.

Chapters

(00:00:08) - Kevin Oakley on Axia
(00:00:22) - A Lesson from Your Bio
(00:00:49) - Kevin Oakley on The Meaning of Life
(00:03:02) - The Case for Contrarian Thinking
(00:09:20) - The Real Cost of Cross-Promotion
(00:14:42) - The Case for Competitive Minds
(00:19:19) - Real Estate Experts: Back to the Basics
(00:21:34) - Reinventing the Sales Process
(00:25:35) - Talking to the Salespeople
(00:26:16) - In the Elevator With Steve Jobs
(00:28:03) - Building a Connected Sales Team
(00:34:32) - How to Train and Develop an Online Sales Counselor
(00:37:26) - Are You Scared That Your Home Won't Sell?
(00:42:18) - The Most Important Use of AI-based Tools
(00:47:52) - Americans Trust AI Less Than They Should
(00:50:39) - How We Work With Builders on Digital Platforms
(00:52:24) - The Online Sales and Marketing Summit
(00:55:11) - What's the craziest assumption or surprise that you've uncovered in

THE AI FOLLOW UP REVOLUTION With Dan Hnatkovskyy, Founder of JOME

Roland Nairnsey - New Home Sales Plus — Thu, 13 Aug 2026 22:47:38 +0000

The future is here! Jome has created outbound AI voice follow-up specifically for home builders that is revolutionizing the way follow-up is done and its effectiveness. Watch Roland chat with Jome founder Dan, & listen to real recordings, learn how to turn your current database of aged leads into a gold mine, as well as priceless follow-up tips.

Get your free database review to see the value of your old leads at Audit.Jome.com. Visit

Roland's website at www.Newhomesalesplus.com, or write to him at Roland@newhomesaleplus.com to learn more about Roland and his myriad of valuable coaching and consulting services.

EXCIA Ep. 12 - The Profitability Playbook for Home Builders with Bob Whitten: Lessons from a Home Building Legend

Roland Nairnsey - New Home Sales Plus — Wed, 24 Jun 2026 15:30:14 +0000

What separates highly profitable builders from everyone else?

In this episode of the EXCIA Podcast, Roland Nairnsey interviews industry legend Bob Whitten, Founder of SMA Consulting. Bob reveals the proven principles that have helped home builders across North America improve profitability, strengthen leadership, and create sustainable growth.

Discover:

✅ The "People and Systems" formula for profitability

✅ The power of Even Flow scheduling

✅ How to recruit and retain top talent

✅ Why gross profit matters more than net profit

✅ The importance of Growth Reviews

✅ Bob's famous advice: "Hire Slow, Fire Fast"

If you're looking to improve performance, profitability, and leadership within your organization, you won't want to miss this conversation.

Excia Ep. 11 - From Minimum Wage to Millionaire: Magda Esola’s Extraordinary American Dream

Roland Nairnsey - New Home Sales Plus — Wed, 13 May 2026 13:00:00 +0000

From minimum wage to millionaire, Magda Esola’s story is a powerful reminder of what determination, sacrifice, and resilience can achieve. In this inspiring conversation, Magda shares her extraordinary American Dream journey, from crossing borders and starting over in a new country to becoming one of the most successful new home sales professionals in the nation. Through hard work, relentless discipline, personal growth, and an unwavering belief in what was possible, Magda built a career that generated more than half a billion dollars in real estate sales. But beyond the numbers, this episode is about courage, faith, relationships, and refusing to let fear dictate your future. Her story is a heartfelt reminder that extraordinary things can happen when preparation meets opportunity and you choose to keep moving forward.

EXCIA Ep. 10 - The Messaging Your Brand Delivers: What is Your Marketing Saying Before You Even Walk in the Room?

Roland Nairnsey - New Home Sales Plus — Wed, 29 Apr 2026 16:00:15 +0000

Before you ever say a word, your marketing already has. In this episode, Roland Nairnsey and Meredith Oliver unpack what your brand is communicating long before you walk in the room. From your website and emails to your follow-up and overall presence, every touchpoint is shaping perception.

They dive into how strong, intentional messaging builds trust, creates connection, and positions you to convert, while inconsistent or unclear messaging can quietly cost you opportunities. If you’ve ever wondered what your marketing is really saying on your behalf, this conversation will challenge you to take a closer look and make it count.

EXCIA Ep. 9 - The Gold Standard of Homebuilding: Vision, Pricing, and Profit with Al Trellis

Roland Nairnsey - New Home Sales Plus — Mon, 20 Apr 2026 13:00:00 +0000

What separates average builders from exceptional ones? It is not effort, it is thinking. In this episode of EXCIA, Roland Nairnsey sits down with Al Trellis for a powerful conversation on pricing strategy, perceived value, profitability, leadership, and avoiding the commodity trap.

With decades of experience and sharp insight, Al shares why smarter positioning, adaptable thinking, and strategic decision-making are the true keys to long-term success in homebuilding.

EXCIA Ep. 8 - The 40-40-40 Rule: The Digital Advantage Every Builder Needs

Roland Nairnsey - New Home Sales Plus — Wed, 25 Mar 2026 12:39:13 +0000

The way homebuyers shop has changed… has your strategy?

In this episode, Roland Nairnsey sits down with Kevin Weitzel of Outhouse to break down the 40-40-40 Rule and what builders need to understand about today’s digital landscape.

No fluff. No theory. Just a real look at what’s working and what’s outdated.

If your marketing hasn’t evolved, this episode will challenge the way you think about your entire strategy.

EXCIA Ep. 7 - If AI Is Choosing the Builder...Will It Choose You?

Roland Nairnsey - New Home Sales Plus — Wed, 11 Mar 2026 14:57:05 +0000

If AI Is Choosing the Builder...Will It Choose You?

Roland sits down with Greg Bray, President of Blue Tangerine, one of the leading digital marketing agencies specializing in home builders, to discuss how AI is transforming the way home buyers research builders and communities.

For years, builders focused on Google rankings and traditional SEO to appear on the first page of search results. But today, buyers are increasingly using AI tools like ChatGPT, Google AI Overviews, and conversational search platforms to guide their research and provide recommendations.

In this episode, Roland and Greg explore what this shift means for builders and how their digital presence must evolve.

The big question becomes, “If AI is choosing the builders to recommend… will it choose you"?

EXCIA Ep. 6 - Educate and Inspire Your Sales Team

Roland Nairnsey - New Home Sales Plus — Sun, 25 Jan 2026 22:59:57 +0000

"Educate and Inspire Your Sales Team"

D.R. Horton Management Star Eric Weisbrod

Former professional football player turned sales leader Eric Weisbrod, shares his managements secrets with Roland. Eric's perspective as an athlete translates into his role as a coach managing his DR. Horton team in Panama City Beach, with over 600 closings a year!

Learn how to:

Meet your salespeople in their models and have meaningful meetings, that inspire and get results.
Have fun, motivational, and educational sales rallies with a purpose.
How to adapt and be flexible to get the best results and create a harmonious team spirit.

EXCIA Ep. 5 - The Year That Tested Us: Tough Markets Build Tougher Teams

Roland Nairnsey - New Home Sales Plus — Wed, 03 Dec 2025 03:17:06 +0000

EXCIA Podcast – Episode 5: “The Year That Tested Us”
In this episode, I sit down with Terri Smith, Sales and Design Studio Director of Bosgraaf Homes. Together reflected on how 2025 pushed the building industry to grow, adapt, and stay focused.

Tough markets demanded tougher teams, and instead of slowing down, Terri and her team trained harder.

Join us as we break down the challenges, the lessons learned, and the mindset that carried us all through a transformative year.

EXCIA Ep. 4 - Revolutionize Sales with Rilla Ride-Along Technology

Roland Nairnsey - New Home Sales Plus — Thu, 16 Oct 2025 01:50:00 +0000

In this episode, Roland Nairnsey sits down with Arnav Pawar, Head of Partnerships at Rilla, to explore how AI is reshaping in-home sales. Rilla’s innovative “virtual ride-along” technology records and analyzes real sales conversations—giving leaders clear visibility into what’s being said, how closely reps follow the process, and which behaviors lead to higher close rates.

Discover how this powerful tool helps managers coach based on real data, improve consistency across teams, and drive better results through smarter, data-driven insights.

EXCIA Ep. 3 - How to Use Virtual Tools to Increase Sales: Before, During, and After the Client Visit

Roland Nairnsey - New Home Sales Plus — Thu, 14 Aug 2025 22:23:40 +0000

How to Use Virtual Tools to Increase Sales: Before, During, and After the Client Visit

Featuring: Beth Byrd, VP of Sales at Anewgo

Join Roland and Beth Byrd, VP of Sales for Anewgo, as they walk you through proven strategies to elevate your sales process with the power of virtual tools.

You’ll learn how to:

Prepare – Set the stage for the perfect client visit.
Present – Deliver a dazzling, connective presentation using virtual tools.
Demonstrate – Showcase homes under construction or not yet started, and help customers fall in love.
Recap & Close – Sit down, review key points, and exponentially increase your conversion ratios.
Handle Objections – Overcome even the “big buts” with ease using technology.

Follow Up & Sell – Implement three proven follow-up steps that boost engagement and drive sales.

Watch, learn, enjoy—and increase your sales!

EXCIA Ep. 2 - Lights Camera Action: Watch Two Sales Superstars Review Their Incredible Video Shops

Roland Nairnsey - New Home Sales Plus — Thu, 03 Jul 2025 15:06:12 +0000

Watch Roland interview two absolute sales superstars, Lisa Trusler with Stevens Fine Homes and Katrina Reese, with Chesapeake Homes, as they watch their recent video shops and discuss sales tips to maximize conversion ratios and sales. Have fun, relax, and watch EXCIA - Excellence in Action with Roland Nairnsey.

EXCIA Ep. 1 - How to Increase Sales with Social Media & Video

Roland Nairnsey - New Home Sales Plus — Mon, 09 Jun 2025 17:13:38 +0000

Internationally renowned Sales Coach and Author Roland Nairnsey, showcases Excellence in Action (EXCIA) in the world of New Home Sales and Marketing in this monthly podcast.

With his lifetime of experience, and offbeat humor, the charismatic Roland will be your guide and introduce you to leaders from various mediums impacting sales and SHOW YOU how they are succeeding in our ever-changing industry. Listen or watch, learn and laugh to this indispensable addition to your podcast library.