Watch EXCIA Podcast Episode 8 on the Website, Spotify, or YouTube.
I was truly honored this week to be part of an EXCIA conversation with my good friend Kevin Weitzel of Outhouse - a Marine veteran, industry innovator, and someone who brings both insight and personality to everything he does. We had just come off the International Builders’ Show, where one theme stood out loud and clear:
In fact, with the right tools, mindset, and execution… smaller builders can absolutely compete and win. Kevin discussed the reality that today’s buyer has changed. They don’t want to be “sold” in the traditional sense. They want:
As Kevin put it perfectly, we are living in an “Amazon world”, where buyers expect to:
If your website isn’t delivering that… they’re simply moving on.
One of the most powerful takeaways from our conversation was Kevin’s 40-40-40 Rule, which means:
This isn’t theory, it’s data tracked over decades, and what’s driving it is the Interactive Digital Experience.
Let’s be clear, this is no longer optional. Builders today must move beyond:
And step into:
Buyers are asking one key question: “Do I trust this builder?” and your digital presentation answers that question before you ever meet them.
One of Kevin’s strongest points—and one I completely agree with—is this: “Inconsistent visuals send the message that you don’t care.”
If your website shows:
It creates confusion and erodes trust. Consistency in branding and presentation = confidence in your product.
Here’s where it gets exciting. Technology doesn’t replace the salesperson; it elevates them. The modern journey looks like this:
Your job?
This is where I teach:
“Sit down, Build it together, Print it, Price it, Close it!”
When done correctly, the experience becomes seamless - and powerful.
Another big takeaway is that overly gated content is killing conversions. Buyers don’t want to:
They want to explore freely. And ironically, the more you give upfront, the more they trust you, and the more likely they are to engage.
One of the most overlooked lessons: If you invest in tools, your team must use them. That means: Training, Accountability, CRM integration, and ongoing inspection. Otherwise, you’re not investing, you’re wasting.
In today’s world, your digital presence is a living, evolving sales tool. It must:
Because the builders who win are the ones who never stop refining their craft.
This conversation reinforced something I’ve believed for years: “The future of new home sales is the perfect marriage of technology + human connection.” Get buyers excited online. Then bring that excitement to life in person. That’s where the magic happens.
Want the full scoop? Watch the podcast on the Website, Spotify, or YouTube.
Kevin is Partner and Business Director of Outhouse and can be reached at kevin.weitzel@outhouse.net or at (602) 206-0249.