EXCIA with Roland Nairnsey

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.

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.

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.

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.

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.

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"?

"Educate and Inspire Your Sales Team"D.R. Horton Management Star Eric WeisbrodFormer 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 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.

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.

How to Use Virtual Tools to Increase Sales: Before, During, and After the Client VisitFeaturing: Beth Byrd, VP of Sales at AnewgoJoin 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!

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.

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.