Episodes

Kevin is joined by Julie and Beth to discuss why giving people less might actually get you further, why the way you've always looked at your data could be quietly costing you, and what separates the builders who move fast from the ones who are still waiting for that "perfect" buyer. There is also a discussion about if the market is actually struggling, or if it just feels that way, and a conversation about Google's latest ad updates and miscommunications. Story Time:Julie - Don't be a comment ...

Julie Jarnagin is joined by Jackie Lipinski and Caroline Collard to talk about why some of the oldest ideas in marketing are still winning, why some marketers are hesitant to use newer tools, and what happens when a home builder decides to stop playing it safe. Story Time:Caroline - Creating demand for the Flying Squirrels Jackie - Saving minutes, not hours, with AI Julie - Summit Excitement Announcements:DYC Online Sales and Marketing Summit - Austin, Texas - Over 100 tickets are already go...

Kevin is joined by Julie and Caroline to discuss an online sales specialist juggling cookies and conversion rates, increasing ad spend as a reflex, and throwing resources at problems without first figuring out what the problem actually is. There is also a friendly debate around AI content strategy that ultimately lands somewhere simple: be clear, direct and useful, and the rest will follow. Story Time:Julie - College visits are a masterclass in customer experience Caroline - Get a fresh persp...

Julie Jarnagin joins Jackie Lipinski and Beth Russell to talk about practical challenges marketers face with communication and data storytelling, and the importance of getting out from behind the desk to understand the home buying experience from the customer’s perspective. Hear why strong marketers should combine data, empathy, and real-world insight into consistent messaging and compelling stories to build trust and drive results, despite the doom-and-gloom headlines out there! Story Time: B...

In what may be the biggest guest episode of the year, Rand Fishkin, Co-founder and CEO of SparkToro, joins the podcast to talk about AI's role in search results and the importance of navigating the complexities and misinformation within digital marketing - especially around AI tools. Rand brings the research and the reality check on how AI is reshaping search, exposing why its recommendations can fall short and why Google still holds the upper hand. Backed by years of experience and research, R...

Host Kevin Oakley is joined by Beth Russell and Caroline Collard to talk about birthday pancakes for dinner, balancing structure and flexibility in marketing strategies, and how prioritizing the top of the funnel doesn’t ensure better results. They also discuss a new pricing tool for builders and its use for data-informed decision making throughout the home sales process, and how to combat “content decay” by intentionally refreshing content, not always reinventing it. Story Time: Caroline - A ...

Julie Jarnagin sits down with Beth Russell and Caroline Collard to discuss why homebuyers could be completely ignoring your ads, and why being findable now trumps being rankable (the strategies that worked two years ago aren't cutting it anymore). They also dig into what today's buyers genuinely want in a new home, the growing wave of long-distance relocations, and the early (and murky) buzz around ChatGPT ads, including why builders should think twice before responding to those "invitations" l...

Host Kevin Oakley joins Julie Jarnagin and Beth Russell to discuss the various forces that are changing how buyers find homes. This episode breaks down why buyers are worried about missing listings, how Compass’s new partnership could reshape the market, and what changing search behavior means for real estate marketing. Story Time:Julie - You steer towards what you’re looking at Beth - Photos aren't enough for your campaign Kevin - The REAL reason your web traffic is declining - and why AI i...

Julie Jarnagin joins Caroline Collard and Jackie Lipinski to unpack the marketing moves that matter and discuss trust-building content. This episode dives into smart homebuilder strategy: why “unsexy” homes can still win with the right storytelling, how YouTube and influencers may shape AI-driven search results, what shifting homebuyer age data means for targeting, and why overusing obvious AI writing patterns can quietly hurt engagement. Story Time: Julie - Keeping the leads flowing by addres...

Kendall Thacker, VP of Product at Legacy South, joins host Kevin Oakley and Beth Russell to discuss his experience with a pre-sale event from the strategy behind it to the lessons learned. Legacy South Pre-Sale Event StrategyKendall explained that the event was created to address declining Q4 sales by generating urgency and a sense of scarcity among buyers while showcasing their homes. Model Home Gallery Grand OpeningWith five communities in focus, one new and four underperforming, the Legacy ...

Julie Jarnagin joins Caroline Collard and Jackie Lipinski to dive into the nitty gritty details that separate effective marketing from flashy trends and flimsy strategies. From unintended brand messaging in the biggest ads of the year to understanding the halo effect on your brand performance, this episode is full of the kind of compounding analytical attention to detail that actually converts when the market heats up. Listen in to discover where to focus your attention and efforts in this year...

Host Kevin Oakley joins Jackie Lipinski and Beth Russell to discuss the coming shift from search sessions to decision sessions, the value of attention, the growing importance of giving your audience a clear next step, and the personal pain of clearing your browser cache. If you need a clear next step for your spring marketing plan, listen in for real signals amidst the noise of today’s AI opinions, tactics to avoid the dreaded inventory birthday, and how to hone your messaging to convert locked...

Kevin Oakley welcomes Haley Naebig, Director of Sales at NoviHome, who shares her ins and outs for 2026. The 2026 Ins and Outs List (Home Builder Edition) Haley shares her take on what needs to stay and what needs to go in the housing industry this year. A Customer Experience Horror Story We get into Haley's real-life experience with the builder of her current home, and it's not pretty. From warranty issues to bizarre customer service interactions, she reveals what not to do if you want refe...

Host Kevin Oakley joins Julie Jarnagin and Caroline Collard for a thought-provoking discussion of marketing by design, the importance of diverging perspectives, and a deep-dive into data that dispels the AI attribution hype. Special AnnouncementsKevin will be interviewing Rand Fishkin this February - Please send in your questions about SEO, consumer behavior, and more to show@doyouconvert.com for the chance to hear Rand and Kevin discuss them live. The DYC team will be at IBS - come find us on...

Julie Jarnagin, Beth Russell, and Caroline Collard unpack why intentional marketing matters more than ever for homebuilders. From rethinking how buyers experience model home events to finding smarter ways to guide people toward a decision, this episode focuses on knowing your goal and designing the path to get there. If you've been feeling the rut of defaulting to familiar tactics, this episode will spark innovation and intention to get you to the next level. Story TimeCaroline - Yoga lessons ...

Host Kevin Oakley is joined by Jackie Lipinski and Beth Russell for a deep dive into the difference between strategy and intent, the tradeoffs that rule the day, and what you learn from failure. From timeless struggles with SEO, content creation strategy, and letting sales teams be marketers, to the timely news of Redfin's CEO departure and the reigning YouTube SEO advantage, this episode covers wide territory your marketing team needs to know to succeed. Tune in and take notes! Story Time Jac...

Kevin Oakley is joined by Julie Jarnagin and Caroline Collard for a wide-ranging conversation about the complexities builders can’t escape. From early-year trends to Texas growth markets to President Trump’s latest comments on housing policy, the team leans into the nuance builders actually have to navigate so marketers can face down their challenges with increased clarity and control. Special announcement Guest episodes come with a new charity gift twist in 2026- send in your guest recommenda...

Host Kevin Oakley joins Julie Jarnagin and Beth Russell for a timely conversation about what’s worth your effort in 2026. From Google audience size changes to alleged customer journey changes, this episode is all about right-sizing, prioritizing, and knowing when to say no. If your 2026 to-do list is already growing out of control, this episode will help you find optimal grip on what really matters for your marketing. Story TimeBeth - It's Barbs, not bots, that make difficult processes easy an...

Kevin Oakley, Julie Jarnagin, and Jackie Lipinski are starting 2026 off with fresh takes in this year’s first episode. They discuss multiple mindset hangups, including how to get out of the “cleaning the windows while the house is burning” trap. The team also dives into some of the biggest tech moves and platform plays (or rather replays?) that are sure to shape what happens in 2026. Listen and learn to start your year right. Story TimeJulie – Less is more again this year Jackie – The mindse...

Kevin Oakley welcomes Trevor Bacon, Chief Executive Officer of Parcl and Parcl Labs, to examine how real-time real estate data and market-based signals are changing the way housing markets are interpreted. Drawing on financial-market frameworks applied to residential real estate, Trevor explains why traditional pricing indexes often lag reality and how alternative signals—like sentiment and probability—can offer earlier insight. The conversation invites builders and housing leaders to think mo...

Julie Jarnagin, Beth Russell, and Caroline Collard discuss end of year plans, trends, and truths. From major brands’ flops to risky tactics built on good science, the team helps marketers chart a path through end of year planning that leans into what works and away from fads that will only dilute brand reputation in the year ahead. Story TimeBeth – With costs top of mind, buyers need a vision before they’ll fall in love with a home Caroline – Write down your goals now before the year ahead bu...

Kevin Oakley and Jackie Lipinski welcome a very special guest into the podcast studio. Caroline Collard is Do You Convert’s newest Marketing Coach, manages the Marketing Strategist team, and is lauded as DYC’s digital strategy secret weapon. With Caroline’s keen perspective in the mix, the team discusses end-of-year campaigns, video trends, 2026 market forecasts, and whether OpenAI goes from red to dead as Google surges ahead. From consumer data use tactics to the trust gained from putting in r...

Kevin Oakley joins Julie Jarnagin and Beth Russell to discuss the delta between a booming business and simply sending too-busy signals to buyers. The team reflects on why built-in distance through the use of automation and chatbots is bad for business. If solving for attribution headaches, automation concerns, and leveraging limited budget across the right platforms are on your end of year to-do list, this episode will help reveal what matters most to your buyers right now. Special Announcemen...

Julie Jarnagin joins Beth Russell on this special Thanksgiving edition to tackle the challenges marketers face in a world overflowing with information and AI slop. From breaking out of narrow thinking to sparking authentic connections with your audience, they share practical ways to transform your marketing by starting with the underlying thoughts that ultimately shape strategy. Learn how to stand out, ignite that spark, and stay ahead before an avalanche of AI noise drowns out your message. ...