Ryan Hillgartner, Director of Sales and Marketing at Tim O'Brien Homes, joins the podcast to discuss his nearly 10-year journey with the high-performance home builder and how the company has built consistent sales success through disciplined pricing, strong sales training, and a growing data and analytics function.
The conversation explores why Tim O'Brien avoids incentive-driven sales tactics, invests in integrated tech platforms, and treats each community's performance individually rather than chasing company-wide fixes.
Tim O'Brien Homes has kept stable, strong sales performance (20%+ appointment close rates) for years without dramatically increasing marketing spend or traffic, showing that alignment between value and sales process matters more than volume.
From adopting HighArc early to building an internal data and analytics team that integrates other systems, Tim O'Brien has invested in connected data infrastructure well ahead of many builders their size.
Ryan's leadership philosophy centers on supporting experienced sales managers rather than imposing change for change's sake, built on a track record of hitting sales goals.
Follow Ryan on LinkedIn
https://www.linkedin.com/in/ryanhillgartner/
