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OutThink

Pants Optional – Episode One: Where Do I Start?

Stuart Platt · 02/03/2021 · Leave a Comment

Pants Optional is a series focused on advice to company Owners, Managers and Employees on how to be successful in a Work-From-Home business model.

Online work at home. A young man typing on a laptop sitting at a table at home.

Before 2020, deciding to become a Work From Home (WFH) company was exactly that; a decision. When the pandemic hit, many companies had this decision made for them – Become a WFH company or risk losing some staff or your company altogether. For those of you who survived the nightmare of shifting to a WFH business model, practically overnight, you sincerely have my undying respect and admiration. If you have already, or intend to, bring everybody back to the office to continue ‘business as usual’ the Pants Optional series may not be of much value to you. Those who will benefit most from this series are:

  • Business Owners forced into a WFH business model with a desire to continue doing so.
  • Business Owners considering moving to a permanent WFH business model from scratch.
  • Managers wanting to develop and improve WFH policies, procedures, and communication.
  • Workers looking for support and advice on how to navigate the surprisingly complex WFH transition.
  • Anybody already working in a WFH environment open to learning more tips and tricks as this work/lifestyle evolves.

So… Where do I start? Seeing as every business is different, the steps Outhouse went through may not apply to what you will need to follow, but the overall goals will likely be the same or very similar. The primary categories all companies will need to focus on are Technology, Operations, and Culture and that is what this episode will cover.

As an owner, I often found myself the cause of delays because I had stretched myself too thin… “

First, give yourself as much time as possible to plan and research. I started entertaining the idea of going remote 24 months before doing so with some light research 18-months before the move I got very serious putting mostly my own time into researching a transition; then at T-minus 12-months I formed a team of my smartest employees to help make it happen, with me still deeply involved in every aspect. My biggest recommendation is to form a team early, even if it means hiring consultants to do most of the heavy lifting. I sacrificed way more of my own hours towards research, planning and executing than I anticipated or frankly needed. As an owner, I often found myself the cause of delays because I had stretched myself too thin, neglecting other responsibilities. Do not do the same to yourself.

Symbols on blue background representing cloud technology
Like it or not, you are probably going to learn more about Cloud technology than you ever intended.

Technology

Hardware/software, file sharing, security, backups and redundancies, internal and external communications are going to be your biggest concerns with many unforeseen obstacles along the way.

File sharing was my company’s biggest challenge. We maintain roughly 1.5 million files (15 terabytes) in our active libraries and projects. With 40 people sharing files across 10 states, we still have frequent hiccups and have not figured it out 100%.

Another challenge was IT troubleshooting and hardware issues. To help solve this we moved to outsourcing 24-hour IT support and maintenance. Today, every employee has nearly instant online support for software issues. For hardware failures we utilize Amazon’s same-day/next-day deliveries or in emergencies send workers to pick up hardware at their local electronics stores. It’s rare anything takes longer than 24-hours to fix with most issues being resolved within 4-6 hours.

If you are technology heavy, do not be surprised if your expenses go up instead of down. Outsourcing IT support may be one of those areas. You may also spend more on upgraded cloud software, backup subscriptions, filesharing services, additional hardware for home-office systems, Zoom, etc.

Business people merging cog wheels

Operations

Standard operating procedures, office space, project management, team dynamics, vendor relations, meetings, working with customers and so much more. Operations is likely going to be the longest and most time-consuming list of challenges to solve, but you will also find opportunities for some surprising wins.

With the luxury of having over a year of planning, we were able to test a lot of systems and processes before the actual move. Internal employee communication is a good example. We moved to Microsoft Teams several months before the physical move and directed our in-office staff to communicate as if they were home.

Operations is likely going to be the longest and most time-consuming list of challenges to solve, but you will also find opportunities for some surprising wins. “

One of the surprising wins was in training new and existing employees. Being able to remotely watch the trainer while sharing each other’s screens was a big benefit over standing over someone’s shoulder taking notes. It was also easier for an employee to call in and share their screen with a trainer to ask questions.

We only had 1 or 2 employees who could not handle working from home. Sometimes you must accept it just isn’t in a person’s nature to work without physical supervision. This is the benefit of our Office Optional program. This at least gives local employees the choice to come back to the office.

Silhouette of group happy business team making high hands over head in beautiful sunset sky evening time for business success and teamwork concept in company

Culture

Many books about business will tell you something along the lines of “company culture is the shared values, attributes, and characteristics of an organization,” but the best company cultures also consider people’s emotions. In an office environment, it’s much easier to walk around, stop by someone’s desk or office and take the temperature of how individuals are feeling about things. People go to lunch or happy hour together. Face-to-face casual/intimate/honest conversations come more naturally in an office environment than over a video call. This dynamic is going to change when people work remotely, and leadership is going to need to adjust to make up for this.

A 2020 survey[1] shows Collaboration/Communication and Loneliness tied for first as the biggest struggles with working remotely. The longer a person works from home, the more likely they will start feeling disconnected from their coworkers, the company, and the leadership. When that happens, it is just a matter of time before they stop caring about the company or the individuals they work with.

The longer a person works from home, the more likely they will start feeling disconnected from their coworkers, the company, and the leadership. “

As a business owner, if you want to set your company up for the best chance of success working from home, be prepared to spend as much time designing new ways to stay connected to your people as you spend solving your technology and operational challenges. Because, well… feelings matter. Yes, culture is about values, attributes, and characteristics of the organization, but it is also about the interpersonal relationships your people share within the company. Developing, nurturing, and maintaining relationships inside a physical office space comes more naturally than in a work-from-home setting.

Many industries will never be able to offer WFH for some, most or any of their employees. The logistics just will not allow it. However, with technology that exists today, and in the future, many businesses are discovering WFH not only works, but may be an even better business model than before.

[1] Buffer.com/state-of-remote-2020

About the Author: Stuart Platt, Managing Partner at Outhouse LLC restructured his 25+ year company to an Office Optional (OffOp) business model in 2018. Stuart’s version of the OffOp model enabled the company of nearly 40 employees to downsize its physical office from 14,000sf to 6,000sf. Based in Phoenix, local employees desiring to work in the office for a few days, weeks or months can reserve any open desk whenever they want. The remaining employees work from home, fulltime across 10 different states and counting.

New Year – New Front Door!

Jim Sorgatz · 01/24/2021 · Leave a Comment

“There’s a new front door, and it’s online.” This quote from new home sales expert Kerry Mulcrone of Kerry and Co., on changes in the buying process, sums up how much the world has evolved in less than a year. The significant shift to online new home sales was the main topic of discussion at home builder marketer Meredith Oliver’s January Builder Town Hall. For a growing number of buyers, the journey to a new home doesn’t even include a sales center trip. And that is why having a well-designed website with engaging, interactive platforms is critical. As noted by Meredith, Interactive Floor Plans, quality renderings, and virtual tours are no longer luxuries; they are cost-of-entry items for home builder websites.

Door set on computer keyboard, opening, with Interactive Floor Plan in background
Open your front door to online new home sales.


With the housing market booming across the U.S., now is the time to review your online marketing strategy and website and make the changes needed to swing your front door wide open. A recent audit of the Outhouse website by digital marketing firm Blue Tangerine is leading us to invest in Search Engine Optimization (SEO). We are also revamping our home page to showcase our products better “above the fold.” Updates of demos and product samples are on the agenda as well. Styles change and technology changes, so it is critical for us to spotlight our newest and most innovative virtual tours, visualizers, interactive platforms, and print materials.

Many builders rebuild their website every two years! That’s how rapidly styles and technologies change.

A builder panel featuring Ashley DeYoung from DeYoung Properties, Michelle Smallwood from Holiday Builders, and Chris Hartley from K. Hovnanian Homes at our November Home Builder Digital Marketing Summit discussed the importance of fresh website content and staying relevant with the latest technology. One surprising fact that came up is many builders rebuild their website EVERY TWO YEARS! Wow! That is how rapidly styles and technologies change.

Colored Interactive Site Plan with pop up showing home renderings
Click on the Site Plan to see how engaging it is, integrating with Interactive Floor Plans, Renderings and Hotspots.

Where will you start with online marketing and website upgrades to open your front door to homebuyers? Perhaps hiring an experienced Online Sales Counselor if you don’t already have one is at the top of the list. Then consider something as simple as a home page refresh to increase functionality and showcase your homes to their fullest. Adding Interactive Floor Plans to engage homebuyers and capture leads from their saved plans is a must. How about taking it to the next level and creating WOW with Visualizers and Virtual Tours? Invest the time today reviewing and considering all the options. Then implement those that make sense. By doing so, you will stay ahead of the competition and lead buyers through the front door to your new homes.

Growing Sales with Bitmojis – a Lesson for Home Builders from Ralph Lauren

Jim Sorgatz · 12/21/2020 · Leave a Comment

How resilience, agility, and focusing on what matters most lead to success in both retail and in home building.

Ralph Lauren Bitmojis on Snapchat
Ralph Lauren Bitmojis on Smapchat

Who knew Ralph Lauren had their own Bitmojis? In a recent webinar featuring Matthew Shay, President & CEO of the National Retail Federation, and Patrice Louvet, President & CEO of Ralph Lauren, the two men discuss the importance of resilience and agility in 2020. Hired in 2017, Patrice is a brand guy and was brought on board to, “write the next great chapter of the iconic brand.” How the company interacts and engages with consumers is where Patrice centers his attention. And that is why, when the pandemic hit, this rather traditional brand stepped outside the box and designed their own Bitmojis for Snapchat. Launched in August, there have already been more than 3 million downloads. Building amazing partnerships with social media in recent years is one of the company’s greatest strengths.


An “opportunity in crisis,” the shift to digital moved light-years ahead in 2020.


Heavily focused on what the digital age wants, Patrice believes digital will become like electricity – we won’t notice it, but it will be everywhere, and it will power everything. An “opportunity in crisis,” the shift to digital moved light-years ahead in 2020.

What was most interesting about this webinar is how retail and home building share many of the same challenges and goals. To move the company forward in the Twenties, Patrice has 5 primary areas Ralph Lauren is targeting:

  1. Elevate and energize the brand – bring in a new generation of consumers.
  2. Shift to direct-to-consumer. Stores will continue to play an important role, but online sales are growing.
  3. Digital
  4. International expansion
  5. Develop high-potential, under-represented categories
Robot finger touching house icon - a symbol of the digital revolution
A tech-savvy generation of home buyers has accelerated the digital revolution.

In the homebuilding industry, the pandemic along with a tech-savvy generation of home buyers has accelerated the digital revolution. Sales centers will still play an integral role, but much of the interaction between builders and buyers will take place virtually. International barriers are being toppled as builders crisscross “the pond.” Landsea Homes and Sekisui House (Woodside Homes) are just a couple of examples. And, builders are constantly working to develop under-represented categories – affordable housing for one.

Also needing attention are four areas affected by Covid that Patrice believes are here to stay:

  1. Health and safety have become a huge factor in human behavior and will continue to be for quite some time, if not indefinitely.
  2. The move to connectivity – people are not going to quit using apps and having home deliveries. Mom and grandpa just learned how to do all that!
  3. Consumers are looking for a personalized experience.
  4. Importance of values and purpose, “What difference will we make?” Consumer response to companies focusing on these has been amazing. Authenticity is a core Ralph Lauren brand value.

With the world staying home, resilience, agility, and focusing on what matters most have become critical to the success of every business.


Three valuable lessons Patrice learned from Covid:

  1. Focus on what matters most
  2. Resilience
  3. Agility

Companies who quickly learned these lessons and adapted have survived and even done well.

This insightful webinar brings home the importance of your brand, company culture, and marketing. As home builders, our industry tends to not be on the cutting edge. We have been building and selling homes the same way for 100+ years. Builders have been making strides forward, but nothing prepared us for the events of this year. With the world staying home, resilience, agility, and focusing on what matters most have become critical to the success of every business. Engaging with consumers online is key. This is where Zoom, Online Sales Counselors, CRMs like TopBuilder and Lasso, chatbots like those powered by AtlasRTX, and online marketing tools including Interactive Floor Plans, Virtual Tours, Matterport Tours, and Visualizers play an integral role. Focusing on what the digital age wants, and thinking outside the box (Snapchat Bitmojis anyone?) to write the next great chapter of your iconic brand are keys to success.

Interactive Floor Plan
Drive engagement on your website with the Outhouse Interactive Floor Plan.

On a final note, Patrice talks about citizenship and sustainability. Companies like Ralph Lauren cannot be successful if they don’t take the lead. Consumers and partners expect it. “People will remember you for what you did and the way you behaved.” These words hold true for home builders as well.

Mentoring & Nurturing

Jim Sorgatz · 12/07/2020 · Leave a Comment

How mentoring kids enhances a career in nurturing client success

My "Little" and I on top of South Mountain at cancer hike in 2014
On cancer hike with my Little in 2014

One of the accomplishments I am most proud of in life is mentoring two boys through the Big Brothers Big Sisters (BBBS) program. With no kids of my own, I felt a calling to volunteer with this tremendous organization as I realized how growing up in a relatively stable family helped prepare my brothers and me for adulthood. There are so many kids whose lives are in constant flux or would simply benefit from a little extra adult encouragement and support. BBBS is comprised of Bigs (adult volunteers) and Littles (the kids) who are matched one on one, based on common interests. Although most activities are on your own, each match is supervised by a BBBS specialist. The minimum time commitment for a Big is 2-4 outings a month for one year, but there are many matches that evolve into lifelong friendships.

My "Little", who is no as tall as me, and I on top of South Mountain at cancer hike in 2018.
My “Little” (2nd from right) and I on cancer hike in 2018

The need for volunteers is great, especially for men as the organization seems to have an easier time recruiting Big Sisters. If you are looking to help others in a role that is both challenging and rewarding, this is the perfect opportunity. Does everything go smoothly – NO! Things can and do go wrong. My current Little is now 19 and comes with all the drama and emotions most 19-year-olds experience. Although no longer in the program we still see each other regularly. As I write this, he is staying at my home due to challenges getting along with his roommate and his mom at the same time. So, lucky me, I get the brooding young man! The bottom line is, we have grown very close during our 10+ years together and I want to do everything I can to help him find his way in the world as an adult. Bigs are also not immune to the challenges parents face. Like the title of that famous song “Sex & Drugs & Rock & Roll” (or in today’s world – Rap!), Bigs often have to address these issues as Littles navigate their teenage years. There was a point earlier this year where things had gone so awry, I was questioning whether my efforts made a difference at all.

And that is when, out of the blue, my first Little (now 26) sent me a chat via Messenger. Together in the program for 5 or 6 years, our match was terminated by BBBS due to a change in circumstances at his home; and this meant no further contact. Remembering a painfully shy and quiet teenager, I was not prepared for the chatterbox I encountered when we met for dinner. Confident, self-sufficient, incredibly happy, and overly-talkative, he was working as an assistant manager at Fry’s but decided to take a detour as an Uber/Lyft driver as he wanted more freedom. That evening made me realize, without a doubt, the time and energy dedicated to mentoring these young men was worth it.

What I learned while volunteering with BBBS is I am passionate about mentoring, nurturing, and helping people solve problems and overcome challenges. These interests have played an integral role in my career as well.

As former VP of member services at the Home Builders Association of Central Arizona, I helped builders and trades connect with one another through business development events and programming.

Here at Outhouse, rolling out new products (did someone say Visualizer?!) and educating clients on the full range of benefits offered by our interactive tools are two key roles. There is often much more than meets the eye. While builders actively use front-facing tools like the furniture planner, structural options selector, and pricing calculator on our Interactive Floor Plans, they sometimes forget about the lead generation, and analytics available through the back end. Outhouse may not be the largest provider of online marketing tools, but we have always taken pride in being the best. Working with clients to be sure they effectively use these tools to guide successful marketing strategies and close sales is part of that mission.

Nurturing and mentoring play an integral role in both business and our personal lives. There is so much we can learn from one another, and a great deal we can share to help others realize dreams and achieve goals. To learn more about Outhouse, or being a Big, give me a jingle at [email protected]. There is a great need for volunteers to help guide kids and teens in the right direction. It’s not easy, but I believe you will find the experience rewarding.

Musings from Home Builder, Author & NAHB Speaker Alan Trellis

Bill Gelbaugh · 11/16/2020 · Leave a Comment

“The future cannot be predicted, but futures can be invented.”
— Dennis Gabor

Randomness and circumstance combine to create the daily environment in which we must live, and hopefully thrive. But to believe that these alone determine our destiny is to incorrectly account for our own decisions and actions. Our future is as much about what we do with the hand we are dealt as the hand itself. It is up to each of us to be the best that we can be – to do the most that we can do. Poor circumstances can make this harder, and at any given instant guarantee that our best will be unacceptable, and the most we can do be insufficient. But if we consistently address both the good times and the bad with courage, determination, and thoughtful creativity, we can always impact the outcome of our lives and our decisions. We can always, to some degree, invent our own futures.


“If you are not embarrassed by the first version of your product, you’ve launched too late.”  
— Reid Hoffman

This quote relates directly to an article I wrote entitled “When Truisms Collide”. In that article, I discussed how two conflicting quotes, generally considered as truisms, could be in direct conflict and yet both be true. The answer to this inconsistency is relatively simple – which truism is correct depends entirely on the circumstances and environment of any given situation. Mr Hoffman is entirely accurate in his assessment if there is huge pressure to get to market and grab market share before a competitor beats you to it. This would be particularly true in the case of new technology-driven products, where obtaining a foothold is the highest priority.

For a homebuilder, particularly one with an excellent reputation, I would argue that it is equally important that while our new product need not be perfect, it should not be embarrassing. The cost of reputational damage must always be weighed against the advantages of being first to market. History is filled with unsuccessful product pioneers, whose market share was stolen by the second round of  better designed, better performing, and better priced  alternatives.


“Don’t cry because it’s over, smile because it happened”.
— Dr. Suess

Many great quotes are similar in that they are variations on a core theme. The fundamental message contained here is “Be Positive”. “Every cloud has a silver lining” and ”Pessimism leads to weakness, optimism leads to strength” are just 2 other examples of this pro-positive theme. Yet here, Dr. Suess has expanded the base message of positive versus negative to one of appreciation versus lament, with the added message that everyone get’s to decide the outcome of this contest through their individual perspective. To quote another quote, we each get to determine if, in our mind, the glass is half full or half empty. The amount of water in the glass doesn’t change- how we chose to see it is what changes.


“If you cannot do great things, do small things in a great way”
— Napolean Hill

Most of us dream, at some time, of doing great things. Yet true satisfaction and long term success come from hard work, commitment, and attention to detail. Big things consist of myriad small things, and getting these right is the foundation on which big ideas, big plans, and big business success are built. As builders, we should understand, better than most, the importance of a solid foundation, and strive to do the nagging, every day small things we must deal with in a great way. Only then, will you be capable of accomplishing great things

Submitted by

Alan Trellis, Author, NAHB Speaker, and co-founder of Home Builders Network.

Alan Trellis

With 40 years of experience as a custom home builder and consultant for the home building industry, Al is co-founder of Home Builders Network, which provides management consulting, marketing, residential design, and land planning for home builders throughout North America. Collectively, their clients build 3,000 homes per year, for a sales value of $1.2 billion. Al is the author of many books on residential construction; has served as chairman of the NAHB Custom Builder, Education, and Business Management committees; and is a leading speaker at the NAHB International Builders Show (IBS).

Growing Sales With OpenHouse.ai – a Case Study with Trico Homes

Bill Gelbaugh · 10/26/2020 · Leave a Comment

What Does OpenHouse.ai Offer?

At OpenHouse.ai, we believe that it is essential for growth and success within the homebuilding industry to understand a homebuyer’s stage of life, motivation, and needs. Therefore, we offer homebuilders a data-driven marketing solution to connect with homebuyers and maximize the opportunity for sales.

Graph showing OpenHouse.ai rate for online visitors to lead conversion across all clients growing from 0.85% to 1.24% from February 2020 to August 2020.

Our platform uses data science and artificial intelligence to offer both an insights dashboard and an engagement platform. The engagement platform tracks a customer’s real-time behavioral patterns to predict the likelihood of purchase, and amenity, location, and price preferences. With this understanding, our system updates inventory search results and creates recommendations for each unique website visitor in real time. This allows homebuilders to put their best foot—or maybe we should say floorplan—forward, for each customer. Our platform also offers a comprehensive analytic insight dashboard, which provides a birds-eye view of homebuilder’s customers and operations. We pair the real-time behavioral data gathered from the engagement platform with changing market trends, to provide the most up to date and relevant insights into a homebuilder’s customers and communities. Builders can leverage our platform to optimize marketing spend, increase lead conversion, improve operational planning and promote data-driven sales and marketing procedures.

Trico Homes – A Lead Nurturing Case Study

Beautiful white kitchen with island n Trico Home.

BACKGROUND

In 1992, Wayne Chiu founded Trico Homes in Calgary, Alberta with the commitment of being a different kind of homebuilding company; one with an extra degree of care to create the best place to live for every individual at every life stage. Trico’s communities have now expanded into Cochrane, Airdrie, Chestermere and Okotoks bringing their quality designs, craftsmanship and customer care to each and every project. Trico Homes continues to show the utmost commitment to improving the homebuilding industry, the city of Calgary, and the homebuying experience. 

CHALLENGE

Trico Homes was in search of a solution to further improve the homebuyer’s web experience, while simultaneously bringing in more potential customers to Trico’s show homes. As 51% of people buy homes they found online, it is essential for Trico, and other homebuilders, to optimize the online experience. Trico in particular needed a new tactic to educate and nurture customers earlier in the homebuying process. 

Homebuilders alike also face the challenge of making high impact decisions on a daily basis, from floor plan selection to land development, solely based on intuition. Trico wanted to ensure confident decision making through the use of data and needed a technological platform that empowers data-driven decisions within homebuilding.

SOLUTION

Trico Homes embraced OpenHouse.ai’s data-driven approach of using adaptable experiences, nudges and a host of other tools to help homebuyers find what they want, faster. OpenHouse.ai’s platform provides the capability of directing prospective buyers to the most relevant products in real time. The user-friendly dashboard uses descriptive, diagnostic, predictive and prescriptive analytics, ultimately helping Trico better understand their homebuyers and provide a scalable customer experience.  

  • Accurately target buyers through improved segmentation using advanced analytics
  • Produce community specific campaigns to increase conversions 
  • Select the optimal product and floor plan designs for each segment based on geographic, demographic and community data
  • Focus on nurturing leads and, overtime converting these prospects to leads
  • Utilize OpenHouse.ai’s dashboards as the hub for all data analytics to provide powerful insights to understand customers needs and the changing market
  • Create an optimized and personalized website experience for online shoppers

RESULTS

  • 45% increase in organic search traffic
  • 41% increase in direct search
  • Increase of over 4 additional homes sold
  • 41% reduction in marketing spend 
  • Contact to conversion rate increased by 29% with no additional training to sales staff
  • 18% reduction in cost/lead
  • 18% increase in foot traffic 

CLOSING THOUGHTS

OpenHouse.ai’s marketing platform ultimately empowered Trico Homes to utilize data and technology to drive high impact decision-making within homebuilding. OpenHouse.ai’s technology enabled Trico to provide a personalized experience from website to sales center; as Trico’s website now learns and grows with every interaction, ultimately narrowing down homebuyers search to homes in the price range, style and community they want. Through utilizing AI-technology, Trico is able to better nurture and educate their leads and offer them a superior home shopping experience in the digital space.

Trico’s improved lead nurturing is also recognized in the acceleration of their sales process. As the integration of OpenHouse.ai’s technology drives more qualified buyers and a higher volume of foot-traffic to their show homes, Trico has seen an additional 4 homes sold per month compared to their previous monthly forecasts.

The adoption of OpenHouse.ai’s technology has ultimately improved the homebuying experience, shortened the sale cycle and enabled data-driven decision-making. OpenHouse.ai’s platform provides robust dashboards that serve as the hub for all of Trico’s data, providing powerful and meaningful insights to drive these informed business decisions. OpenHouse.ai’s technology delivers dynamic analytics and detailed demographics to ensure Trico and their marketing team are effectively and accurately understanding their customer segment and market. The integration of OpenHouse.ai’s technology has created lasting value for Trico Homes, ultimately advancing their marketing function and driving sales while simultaneously improving the homebuying experience for each of their valued clients.

5 Tips for Selecting the Right Digital Marketing Agency for Your Home Building Company

Bill Gelbaugh · 10/20/2020 · Leave a Comment

As a successful home builder, you know that the home buyers in today’s world begin their home buying journey online.  They are searching for homes and evaluating builders’ new home communities and floor plans via their websites long before they ever decide to make contact with a salesperson and visit a community.  

Lady checking out builder website.
An engaging website is critical to new home sales.

You know you need to have a home builder website that generates quality sales leads, and you also want to grow the number of qualified home buyers that visit your site. 

You know it would be terrific to have a trusted partner agency to help you navigate the increasing complexities and options that are available in today’s digital marketing toolset.  But let’s be honest.  You are not an expert in digital marketing techniques and technologies, and you don’t have the time to become one.   You are also working with limited marketing resources and can’t afford to waste money on selecting the wrong partner.

We all fear making mistakes, especially when those mistakes will cost us time and money.  So how can you move forward with more confidence to find the digital marketing agency that is right for you and will help you sell more homes?

Here are some key questions to consider to help you evaluate a digital marketing agency that you are considering as a partner.

1.) Do they understand the home building industry?

There are a lot of agencies out there that are very good digital marketers but don’t have specific experience in working with home builders.  Your local agency down the street may be very good at understanding the nuances of SEO, paid search, email marketing, and more, but do you want to pay them to learn the difference between a floor plan and an elevation, or between a model and an inventory home?  

If you are looking for a partner who can help you execute on the tactical level, and will simply take your direction and implement it, then this type of agency may be a good fit for you.  

However, if you are not sure what the best steps are to move forward online and you are also looking for strategic advice and guidance and an understanding of what others in the industry are successfully doing, then you will want a digital marketing agency who has not just worked with a few other home builders as clients but is also participating in industry events and sharing ideas on industry best practices.

2.) Can they explain the technical things they do in a way that you can understand and be comfortable with?

Just because digital marketing can be technical in nature, doesn’t mean that you must work with an agency purely on blind trust.  It is important that you are comfortable with the direction and tactics that your agency partner is implementing on your behalf.  While it is not necessary for them to train you to become a digital marketing expert yourself, they do need to be able to communicate the details of what digital marketing activities they are doing and why they are doing them and do that in such a way that you can understand and be comfortable.  

These communication skills will continue to be important well beyond the initial sales discussions when you are deciding whether to work together.  While fancy charts and graphs can look pretty and impressive, as the agency reports their progress periodically, ensure they will not just send a canned report but will explain the data and the implications of that report.  With every report should come an understandable answer to the question: “Therefore, what’s next?”

Building blocks

3.) Can they describe their process and demonstrate that they understand where to start and how to get you where you want to go?

You feel like your business and the homes you build are unique and special, and they are.  But usually, those differences, while important, are a relatively small part of the overall picture of what you do and the homes you sell.  This means that an experienced agency is going to be able to see the commonalities between their clients across the services that they offer and define and create their process or framework for successfully serving you. 

Having a process to follow does not mean that you will get a cookie-cutter service or that the solutions provided will not be customized to your needs.  It does mean that you will get consistency in what they deliver for you and it demonstrates a deeper understanding of how the execution of digital marketing services can help you sell more homes, even when your homes are in a different location or target a different buyer demographic than someone else that the agency has worked with previously.

4.) Does the agency claim to be an expert in everything?

Confidence is great, arrogance is not.  It is very challenging in today’s environment for a single agency to be an expert in everything.  Be sure to ask where the agency draws the line of which services they will offer for you.  For example, at Blue Tangerine, we recognize that we are not experts in helping our clients with their core branding or with logo design, so we have established relationships with several other branding agencies so that we can provide referrals if our clients have a need for those particular services.

5.) Will the agency clearly measure success in a way that you are comfortable with?

When working with your digital marketing agency, it is very easy to lose sight of the ultimate end goal, which is to increase qualified leads so you can sell more homes.  This happens because agencies feel, often rightly so, that they don’t have the full control to be held accountable for that result.  Instead, they want to focus on metrics like website traffic increases and specific keyword rankings.  These are, of course, important metrics that need to be reviewed and will inform the tactical execution of your digital marketing plan and strategy.  However, if you double the amount of traffic to your website or your website is now ranking number one for your favorite keyword phrase, and you still do not sell more homes, is that really success?  

handshake
Trust between builder and marketing agency is key.

Bonus Tip:  Most importantly, are they someone you can trust?

Regardless of how the digital marketing agency you are considering measures up with whatever criteria that you apply, at the end of the day, it’s all about trust.  No partnership will ever be successful in the long term if both sides are not able to work together from a position of trust.  While trust is something that takes time to develop, here are a few ideas of ways to determine if an agency is trustworthy even before you’ve started working with them:

  • Do they get back to you in a timely manner, the way they promised to when you filled out the form on their website?
  • Do they deliver a proposal or quote within the timeframe that they told you they would, or if not, do they keep you up to date with where things stand?
  • Do they have a demonstrated expertise by working with other home builders?
  • How do their existing clients feel about working with them?

At Blue Tangerine, we recognize that to be trusted as your digital marketing partner is both an honor and a responsibility.  We’d love to earn that trust.  If you are ready to start selling more homes, reach out today and let’s talk. 

Submitted by  

Mila Sorensen, Director of Marketing & Marketing Services
Blue Tangerine.

Blue Tangerine is your website design, development and digital marketing agency all rolled into one – from mobile responsive websites, SEO and PPC to email and social media, we provide full-service solutions to home builders, online retailers, and businesses.

Insights From Our Online Marketing and Product Expert

Jim Sorgatz · 10/12/2020 · Leave a Comment

Atlanta Real Estate Forum Podcast

The career path taken by my co-worker and friend Kevin Weitzel is more interesting than most. Starting as a professional cyclist, he was an Olympic Alternate in 1988.  This was followed by service as a highly-decorated United States Marine for eight years.  Returning to his cyclist roots, his many productive years in the industry landed him a very successful career in the motorcycle/automobile world.  A strong belief in and practice of relationship selling catapulted him from floor sales to GM of the largest Motorcycle Dealer network in the United States in less than 5 years. He also has owned his own bicycle shop.  Five years ago, Kevin was introduced to the home building industry through a friend who owned Outhouse where, as Vice President of Business Development, he has led the team to the largest sales growth in company history since the housing downturn.  An expert in Interactive Builder Web and Marketing Content, 3D Rendering, Animation, Drafting, Virtual Reality, Matterport, and Print Marketing, Kevin is also a top-ranked International Builders Show speaker, and co-host of the weekly Builders Digital Marketing Podcast.

The podcast tables recently turned, with Kevin bringing his industry knowledge to the studio for an episode of Atlanta Real Estate Forum Radio. Joined by co-hosts Carol Morgan of Denim Marketing and Todd Schnick, the trio discuss Outhouse’s outsourcing services, as well as the effects COVID-19 has had on the way home builders design product, market online to buyers, and conduct sales onsite.

Click Here for Podcast

An early adopter of working remote, Outhouse has been riding the wave alongside the pandemic by helping home builders come up to speed with new technology. While builders have always used services like interactive floor plans and marketing features, the ongoing pandemic has accelerated reliance on these tools, plus more sophisticated virtual tours, animations, and visualizers in order to stay ahead of the competition in our new virtual world.

Enjoy the podcast!

Great Architectural Design Never Goes Out of Style

Jim Sorgatz · 10/05/2020 · Leave a Comment

What inspires a young entrepreneur to found a company focused on Computer-Aided Drafting (CAD) for residential architecture?  For Outhouse partner Stuart Platt, a big catalyst was growing up in one of the most breathtaking homes in Phoenix, “a unique desert oasis,” built by internationally acclaimed Architect, Will Bruder.  Constructed from a combination of glass, steel, and desert masonry, the home takes full advantage of the impressive desert setting in north Phoenix.  It is often hard to tell where the inside of the home stops and the outside begins.  SPECTACULAR!  This is the first thought that comes to mind when you walk in.   The second is, Wow, when Stuart says he grew up in an uninhibited family, he isn’t kidding.  There is nary a window covering in sight.  Third is who cleans all the glass?  The joke at Outhouse is this is why Stuart is so tall, he needed to be to reach the clerestory windows.  

Great design - expansive living room constructed of metal, glass and wood.
Great Design – Platt Residence, Phoenix AZ

Building this house did not come without challenges.  To move into their home, Stuart and his parents lived in a trailer on the property for four years while they were building.  After moving into the home prior to completion, construction continued for most of the Platt family’s tenure.  For those of us who have undertaken renovation projects while in our homes, we can certainly relate!

Modern, open kitchen designed for entertaining
Minimalist, but highly functional kitchen – perfect for entertaining

Earlier this year, the Platt residence went on the market and sold in a very short time.  Being curious by nature, Stuart asked a realtor friend to arrange a tour, and off they went.   When they arrived, they had a chance meeting with the owner, and when Stuart let him know his family built the home, the owner extended an invitation to house sit for a week while he was on vacation.  True story!

Outhouse Partner Stuart Platt in front of home his family built.
Outhouse Partner Stuart Platt – original homeowner (via parents)

Over the years, changes were made.  The sunk-in living room was raised, the kitchen was renovated, and needed most of all, proper air-conditioning units replaced a single evaporative cooler.  But the overall structure remains the same as it was when it was built more than thirty years ago. 

Expansive master bedroom with glass wall to bring the outdoors in.
Spacious bedroom which extends to the great outdoors.

The Platt residence proves that great design is timeless.  The HERS Rating on this home is probably astronomical, but who cares.  The one-of-a-kind design is fabulous!  Its style is being incorporated into today’s production homes which feature expansive walls of glass that open to the great outdoors, and materials that complement the natural setting.  Enhancing great design today are energy efficient features like dual pane low-e windows, well insulated walls and ceilings, a tight thermal envelope, air/vapor retarders, energy-efficient heating and cooling systems, low flow faucets and toilets, and energy efficient appliances.  Forward thinking builders are also implementing value engineering, modular construction, and innovative building envelopes including Structural Insulated Panels (SIPs), Insulating Concrete Forms (ICFs) and the JEP building system, all of which increase energy efficiency of a home.    

Great design and energy efficiency are at the core of Outhouse’s new partnership with Linderoth Associates Architects.  Our 40+ years of experience have led to a shared philosophy based five pillars of home design and marketing presented a decade ago by Sam Rashkin, Chief Architect of the Department of Energy Building Technologies Office:

  • Sustainable land development
  • Great design
  • High-performance
  • Quality construction
  • Effective home sales and marketing

With 76 million Boomers and 72 million Millennials seeking out builders who embrace these principles, the importance of designing, constructing and selling homes and communities featuring innovative planning techniques, great, timeless design, high performance, and socially responsible features cannot be overstated.  Homes like the Platt residence inspire us to build homes that seamlessly integrate indoor and outdoor living spaces.  Today’s innovative construction techniques allow that to happen.

OutThink – The New Blog from Outhouse LLC

Jim Sorgatz · 09/28/2020 · Leave a Comment

Moving Home Building Forward – Together

One of my favorite activities at trade shows is learning from industry insiders – even our own competitors. Collectively, we share so much knowledge. Yes, we are all vying for our piece of the pie, but builders, trade contractors, and service providers are also working as a community to build and sell the best new homes, and bring our industry into the 21st century. The catalyst triggered by events in 2020 cannot be overstated. Builder marketing and sales strategies have changed forever, and the way new homes are constructed is rapidly evolving as well.

Blocks spelling New Normal.  Homebuyers now expect online engagement with Interactive Floor Plans, Site Maps and virtual tools.
The New Normal: Homebuyers shopping online expect an engaging, interactive experience, similar to when they visit your model homes. Interactive Floor Plans, Site Maps, and virtual tours all play an integral role in online sales.

With an emphasis on pushing boundaries, Outhouse is pleased to present OutThink – our new blog for home builder marketing, sales, architecture, and construction executives who are looking to up their game.  In addition to insights from Outhouse staff, the blog will feature posts from top website builders, online sales experts, marketing gurus, designers, architects, engineers, and developers of new products.  All will focus on ways builders can create the best homes and offer an optimal experience for buyers shopping online and onsite in your sales centers. 

In an industry slow to change, the onset of Covid-19 has catapulted home builders forward in their migration to virtual home sales.  A recent article in Builder affirms the importance of having a buyer-centric website with engaging sales and marketing tools.  Homebuilding is booming, and much of that is due to builders finding innovative ways to market and sell homes online, and/or with minimal contact onsite.  Today’s home buyers expect digital buying solutions.  Sophisticated online marketing tools like animations, virtual tours, Interactive Floor Plans, and Interactive Site Maps play a huge role in building emotional connections with your buyers. 

Interactive Site Map.  Click on lot to view available home plans, elevations and Interactive Floor Plans
Take our most sophisticated Interactive Site Map for a spin. Click on any lot to reveal available floorplans. Then click a rendering to link to the corresponding Interactive Floor Plan.

Traffic is also ramping up at model home sales centers, so it is important to have great displays, and quality print brochures for potential buyers to take away.  You might also consider unassisted model home tours to adhere to social distancing guidelines.  We are in a challenging period, but it is also an exciting time for progression to the next level for marketing and sales. 

To learn more about the latest online tools for builders, email us to schedule an online demo. Or, catch us in one of our upcoming “live” presentations.

Knowledge is Power – Join Us at Upcoming Educational Programs

Home Builder Digital Marketing Summit

You will not want to miss the Home Builder Digital Marketing Summit, which Outhouse presents with leading digital marketing agency Blue Tangerine. Taking place in October and November over four weeks, the once-a-week two-hour program features an engaging roster of new home sales and marketing experts:

Chris Hartley – K. Hovnanian Homes
Michelle Smallwood – Holiday Builders
Ashley DeYoung – DeYoung Properties
Jimmy Diffee – Bokka Group
Angela McKay – Lasso CRM
Dana Kovach – Kovach Marketing
Spencer Powell – Builder Funnel
Bassam Salem – AtlasRTX
Greg Bray & Erik Martinez – Blue Tangerine
Stuart Platt & Kevin Weitzel – Outhouse, LLC.

TecHome Builder Online Summit

We are also pleased to sponsor the TecHome Builder Online Summit where our VP of Business Development & Sales Kevin Weitzel will be sharing his knowledge on the implementation of virtual tools to grow your market share. His presentation takes place on September 30th.

Pulse - Online Sales and Marketing

Finally, the Do You Convert PULSE event hosted by Mike Lyon and Kevin Oakley comes online October 6th and 7th. Although not speaking, Outhouse is proud to sponsor this program where builders will learn to navigate and leverage the current sales and marketing landscape to boost appointments and conversions

Join us for one or all of these insightful programs designed to help your sales and marketing team grow sales.

Now, a Question for You

What is your preferred length of blog?  The “gold standard” for many years has been 500-800 words. Data is now showing articles with closer to 2,000 words are garnering the most reads, likes, and shares.  This is assuming the content is interesting and educational.  As a reference, this post has around 730 words.  Do you prefer 500, 1,000, 2,000 words? Or a mix?  Please let us know your preference in the comments section. 

Thank you for checking out the OutThink Blog!  

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Outhouse

11048 N 23rd Ave #103
Phoenix, AZ 85029

602-371-4394

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