Watch Bill of Guild Mortgage explain how he is helping builders beat the affordability crisis with his unique financing stacks. Learn about a brand new product called "Estately," which reduces monthly payments dramatically and helps create buyers from prospects who felt left behind by this real estate market.

Plus, learn how to "stack" either permanent forward commitments or floating "Lock and Sells", and also how 7 and 10 Year ARMs have come stampeding back into the market, or, as the wordsmith Roland likes to call them, 7 or 10 Year fixed-rate mortgages!

Understand how New Home Salespeople and their lenders need to provide certainty and advertise an actual interest rate that will drive traffic back to our models (just like the nationals), and then be prepared to personalize a financing solution for each prospect.

Reach Roland Nairnset at 561-236-2400 and Roland@newhomesalesplus.com, and Bill Rodriguez at 303 - 877- 6323 and bill.rodriguez@guildmortgage.net;

• (00:00:05) - Welcome and Introduction to Bill
• (00:00:37) - Bill's Journey into Mortgage Industry
• (00:03:48) - Current State of the Economy and Interest Rates
• (00:06:02) - Return of ARMs and Creative Financing Tools
• (00:07:40) - Explaining ARMs as 'Fixed' Rate Alternatives
• (00:08:56) - Government ARMs and Rate Buydown Math
• (00:13:06) - Payment vs Price: Why Certainty Wins Buyers
• (00:16:38) - Stacking ARMs Inside Forward Commitments
• (00:20:32) - Lock and Sell Program Explained
• (00:24:56) - Introducing Estately: A New Land Lease Model
• (00:26:57) - How Estately Mechanics Work
• (00:28:36) - Payment Savings Examples with Estately
• (00:33:06) - Builder Benefits and Title Cost Savings
• (00:34:41) - Buyer Equity and Lease Terms Explained
• (00:37:48) - Long-Term Value and Market Appreciation
• (00:38:48) - Who Estately Helps Most and On-Your-Lot Considerations
• (00:44:48) - Final Thoughts: Creating Mutual Benefit
• (00:46:22) - Contact Info and Recruiting Opportunities
• (00:48:28) - Closing Remarks

Let Cassie's journey from server to sales leader of a top 100 builder inspire you.

Learn how Cassie uses her background in sports to help develop championship-winning salespeople and teams, even coaching the National Sales Rookie of the Year, this year.

Also, admire how Cassie has made learning fun, making games out of the activities that lead to sales, plus creating visual tools and games to make goals so attainable.

• (00:00:02) - Welcome and Cassie's Bio
• (00:01:46) - How They Met at the Tropical Retreat
• (00:02:34) - Cassie's Background: Restaurants to Real Estate
• (00:04:26) - Restaurant Roots Across the Chesapeake Team
• (00:07:52) - Vision for Team Development and Fun Leadership
• (00:09:14) - The SALT Race: Gamifying Sales Activities
• (00:10:09) - Realtor Outreach and Building Habits
• (00:12:47) - Mining the Database for Aged Leads
• (00:14:58) - Rewards, Trophies, and Team Competition
• (00:17:10) - Results and Long-Term Realtor Relationships
• (00:19:40) - 2026 Updates: Video Messages and Personal Touch
• (00:21:43) - Social Media Strategy and Agent Branding
• (00:23:38) - Trusted Advisors and Guiding Buyers Through Fear
• (00:24:49) - Building the Sales Goal House Visual
• (00:27:16) - Team Reaction and Lego House Spinoff
• (00:29:57) - Fair Competition Across Different Division Sizes
• (00:31:07) - Celebrating Goals and the Google Getter Award
• (00:33:38) - Evaluation, Video Shoots, and Using Rilla
• (00:35:54) - Accountability Agreements and Culture Fit
• (00:38:07) - Model Home Standards and Storefront Pride
• (00:40:06) - Training Mindset and Coachability in Interviews
• (00:41:50) - Recruiting Philosophy: Hiring Potential vs Experience
• (00:43:12) - Sam Barkin's Rookie of the Year Story
• (00:46:56) - The Recruiting Questionnaire Filter
• (00:49:08) - Interview Process: Disc Analysis and Third-Party Review
• (00:53:02) - Letting Go and Finding the Right Team Fit
• (00:54:41) - Moneyball Mindset and Rolling Out Change Gradually
• (00:56:51) - Staying Positive and Closing Thoughts

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.

• (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 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.

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.