336 Managing Your Builder Marketing Assets - Kevin Weitzel Sep 9 2026

Greg Bray: [00:00:00] Hello everybody, and welcome to today's episode of the Builder Marketing Podcast. I'm Greg Bray with Blue Tangerine.

Kevin Weitzel: And I'm Kevin Weitzel with OutHouse.

Greg Bray: And we are excited today to have joining us as our guest, Kevin Weitzel from OutHouse.

Kevin Weitzel: What?

Greg Bray: So, we had a topic that we wanted to dive into, and I felt like, gosh, we should have Kevin take this one on directly because he's got some great insights and experience with it. But Kevin, since everybody [00:01:00] already knows everything about you, because as you've said before, you're an open book, right? You're an open book. But let's see. Can you find one little thing that maybe, maybe folks don't yet know about you that you could share before we dive in?

Kevin Weitzel: I'm going to share three quick ones because they're easy. One, during my time in the Marine Corps, I went on 83 missions and stepped foot in over 70 countries. So, I have stepped in 70 countries, but I can tell you that there's only one of them that wasn't an absolute armpit that you would want to go there on vacation to see. That's number one.

Number two, I have 3,000 records in my music collection. It's pretty sizable. It's very eclectic. It spreads all genres, even some that are horrible to listen to. So, there's that. And number three, what my friends in the industry know is that I am very emotional, and I can cry at the drop of a hat. You show me even a sad commercial, and I'm crying. Let me read a card or see somebody, you know, propose to somebody, I'm crying. I'm that guy.

Greg Bray: Well, we will do our best not to make you [00:02:00] cry today in this conversation. But a legitimate question, how many square feet of storage space does it take to hold 3,000 records?

Kevin Weitzel: Square space. Boy, I'll tell you what, I don't know the exact square footage that it would take to store that. I know that my girlfriend would really love it if I got rid of some of them. Luckily, most of them are in my office. So, I mean, we don't use the camera for these, but, you know, behind me, that's about an eighth of the collection.

Greg Bray: That's one bookshelf full.

Kevin Weitzel: I could probably have eight more of those completely full of albums, and then there's CDs on top of that, so.

Greg Bray: And how long does it take you to find the one that you want to listen to?

Kevin Weitzel: I'm pretty organized. I'm not only alphabetical, but I'm categorized by genre. I also have them categorized, I have a separate section of very expensive records. If I kick the bucket and you're just going to let somebody come take all these, don't let them take these. Sell them, because they're worth a good chunk of money. So, I do have a small section, both my kids know about where they are in the bookshelves, [00:03:00] of these are worth some money. Find the right buyer for it. The rest of them, find someone who's willing to tow them away.

Greg Bray: Awesome. Well, Kevin, we want to talk about some marketing assets. So, let's just kick off. When we think of the traditional marketing asset, right? The brochure, that's kind of the first one. And you've been in this business long enough where you've helped people print brochures.

Kevin Weitzel: We actually still do. We do marketing brochures and corporate collateral for builders all the time. You know, if they want business cards done, letterhead. If they want sale flyers done, if they want marketing floor plan slicks. You know, there's something tangible about that physical handout that you give to somebody that kind of psychologically sets in motion that feeling of ownership.

Greg Bray: And what is it that makes tangible printed material a little bit different from the digital assets?

Kevin Weitzel: Well, one is that it is still, to this day, purely transactional. You print it for the purpose, you hold it, you store it, and then you release it as you want to, and once it's gone, it's [00:04:00] gone. It is purely transactional. Whereas other aspects, digital, they can live in perpetuity, number one, both in use, but then also, two, in carry cost.

Greg Bray: Do you see a lot of builders that are still doing the print in-house at all, or do you feel like that's all gone to a printing partner at this point?

Kevin Weitzel: There are some that still do, but to their detriment. They don't realize what it costs them in ink, in electricity, in standing in front of the copier machine, in paying for their print supplies, in paying for the servicing on the machine itself, and the fact that it's cheap copier paper they're typically using and it's not full bleed, it's not very professional looking. The image of what they're giving out to the customer is secondary. It's very low quality. So, because of that, it's actually costing them more than if they just found a quality print partner just to do the work for them.

Greg Bray: Yeah, I think, it is a real question. Laser printers are still getting better than what they used to be, and can look pretty nice. But I think you're right. There is something about the paper quality and the [00:05:00] professional. And again, that full bleed really is probably one of the things that makes a difference. It's kind of subconscious, right? You don't even realize what it is that's different.

Kevin Weitzel: Instantly noticeable. It's like the difference between when you go into a restaurant, a linen or a quality menu versus just a cheap copier paper that, you know, is curling on the edges and stuff that they keep handing out over and over again. There's a difference in that quality, that tactile feeling. So, yeah, there's definitely a difference in cost and quality.

But the true cost of finding a partner is that, yes, you do pay a little bit more per, we call it per click in the industry, but when you're paying a little bit more per click, you don't pay for any of the extraneous carry costs that comes with it. So, when I say it's transactional, yes it is, but it is a true you pay A for product B, and your output is C, and it's all a very simple formula. You don't have to worry about hours and time spent in front of the machine and traveling to and from a Kinko's if you're going to do that, et cetera, so.

Greg Bray: So, while we're on print, Kevin, do you [00:06:00] feel like the challenge of print being out of date and therefore not being able to use them all is something that can be solved? Is there a batch size where it makes sense, where even if pricing is changing and things like that on some of these? Or do we need to make them more evergreen where we don't have data that might get updated when we're doing print?

Kevin Weitzel: That's actually a great question. So, there's two ways to combat that.

One, if you're a very small builder and you do very small runs, you want to just manage that run capacity, 50, 100 at a time. And yes, 50, 100 at a time for a commercial press room, they don't like doing those jobs. They really don't. But guess what? They will do those jobs because they still want to get paid. But when you have a larger company, like take Taylor Morrison, for example. We were the print source for Taylor Morrison for about 13 years or so, because we were doing that work for the marketing company that they were working with. Unbeknownst to them, we were doing their print marketing across the entire United States.

So, what we did for them was we actually produced shells. So, even though your [00:07:00] assets change, the shell, the paper that is put in already has their pre-branded logos on there. So, all we have to do is imprint the, you know, second pass on that same shell to imprint the data for that specific plan, that specific community, and it gives a nice clean look, but not having to throw away everything when you have an update to a map or an update to a floor plan.

Greg Bray: All right, so let's move more into the digital assets, because you guys do a lot of those as well. How does this become a little bit different when we think about that transactional standpoint? One is it doesn't expire the same way as a piece of paper does. But what else is kind of different about... pick one. Why don't we start with renderings.

Kevin Weitzel: All right, so renderings. That's an easy one. Or is it? It's easy in the fact that it is transactional. When you pay for a rendering, no matter who sources it, no matter who you get it through, no matter where it's coming from, no matter which partner you choose, if you're doing interior or paying an outsource to make it happen, it costs X number of dollars, and you get this digital asset back that you [00:08:00] can use in return. You can use it to print it. You can use it to put on your website. That imagery is yours, and you own it.

Now, a lot of people, they go, "Well, we want the origination files." They want to own the actual process of making it. Well, that's the secret sauce. You know, a chef might tell you that their lasagna has noodles, hamburger meat. I don't know how to make lasagna. I don't know how to cook. Hamburger meat, ricotta cheese, and I don't know, mozzarella. Who knows what's in there? And here's the sauce. Well, they even tell you what sauce they're using. But what they don't tell you is how long they cook it, what dish they put it in. Here's why they take it out and let it rest for a certain amount of time. That's what they don't tell you, because that's their secret. That's what they do.

When you're talking about renderings, the way that we build renderings, over OutHouse, the way that Anewgo does renderings, and the way that BDX does renderings, and Focus 360, the way that all these companies do their renderings are slightly different, and there's a layering and a building process that gets you that level of photorealism. That is what is owned. So, what they give you is the output of that, and that's what you own as a [00:09:00] builder. So, a builder owns the output, and they can use it any way, shape, or form that they want to. However, the secret sauce of how they actually built it, that's the part that's not for sale.

Greg Bray: Now, where is AI though coming in this rendering conversation? Are we at the point where I can upload some CAD files to ChatGPT and get a nice rendering? Is that here yet?

Kevin Weitzel: I am so glad you asked that. So, let's talk about two aspects of AI. Aspect number one, when we say that you own your assets, do you really own your assets? Because there's not an AI crawler out there, Claude, ChatGPT, you know, you name it, that can't surf and find your assets on your website, literally copy every single bit of it, and pull that to use for future reference. Not only for future reference, but blatantly copy it. That's on the ownership side. So yes, technically you own it, but they can come just grab it anytime they want because that's just this arrangement we have with these AI providers.

However, now let's look at the [00:10:00] generation of said rendering. AI started off, when they generate an image or generate a rendering of a home, it was a Franken rendering. What they do is they say, "Okay, well, this is this style of house. Here's the CAD file or a PDF of the CAD. Here's the typical materials that are used, and I can lift it from these 750 renderings, then create this one rendering for this specific inquiry." Okay. It's evolved.

And now what it's evolved to is it says, okay, well, now I can adjust the lighting. I can adjust the shadowing. I can change the landscape. I can make it look completely overgrown, an unkempt yard if you could go on and do your competitors. I wonder if anybody does that, does their competitors' renderings, and says, "Hey, do a competitive rendering of Builder Bob's homes over here, and make the yards look unkempt, make the backyard look like a swampy jungle," and then put that on social media. I don't know. Maybe people might get in trouble for that. But that's literally what AI can do. It can make that thing look any way you want it to look.

A lot of people will ask, "Well, does that mean that I don't need to pay for my renderings anymore?" [00:11:00] Technically, you're getting very close to where you won't need to pay for renderings anymore. We are rapidly approaching the efficiency to where AI can generate the renderings. Here's the problem. AI can get you a very close representation of what your actual product is, but not that exact representation. So, it misses a few things. It might miss how the soffit is attached. It might miss how the roof interfaces with the walls. Some of those smaller technical details that, you know, an architect would look at and be like, "That's not right," or, "That doesn't match these plans." So, those aspects aren't quite there yet.

I'll tell you the people that can benefit from it most. Production builders can't, because production builders get their feet held to the fire by having this exact paint job, this exact materials, this exact setup, you know, across the board. On your lot builders actually have an advantage. On your lot builders could literally say, "Here's the PDF or the CAD files of my plans. Create a rendering in southwest landscape at high noon, in the summertime." And it literally will create a [00:12:00] rendering that is very close to what you're looking for.

So, if you had a disclaimer and it said, "This is an example of what your home could look like," an on your lot builder can knock those out in their sleep, literally for free. So, are the days of renderers gone? Not really, but they're getting closer and it's going to get to the point where you can literally put in your formula with your materials and your spec, and it will spit out exactly what you're asking it to.

Greg Bray: All right. Well, Kevin, I promised I wouldn't make you cry. But tell me about the folks that in spite of this situation with renderings, they are still using black and white line drawings on their website. I don't want to make you cry.

Kevin Weitzel: That both incites the tears of sadness and angry, angry Kevin. Because in today's day and age, if you are still using black and white stick elevations to showcase your homes, you are [00:13:00] telling the customer you don't give a crap about them, because nobody takes that seriously anymore. They're not even taking the watercolor, you know, 2D colorized renderings seriously anymore. If it is not 3D, if it is not semi if not fully photorealistic, people truly aren't taking it serious. They're literally flushing those out of existence.

So, when I see those out there, I think that the only people that are still getting away with it are people that have the right dirt. I truly believe that's it, because if you were having to fight for your business, I wouldn't take a Crayola drawing of a third-grader of a car if I'm going to go look at cars. No, I want to see something that's very realistic. So, builders that are still using that need to cut that out. Please, I don't care who you use, I don't care where you go, obviously would love it if you came to us, but stop doing those stick drawings. They're horrible.

Greg Bray: All right, so we've been talking about the ownership of your various assets. We talked about brochures, we talked about renderings. Let's move over now into virtual reality. How are [00:14:00] virtual reality assets kind of created, and where does some of that intellectual property live?

Kevin Weitzel: Okay. So, when you get a virtual reality done, and we're talking about rendered virtual tours and animated virtual tours, we're not talking about Matterports or photographs that are stitched together virtually. We're talking about just the rendered versions. There's still an artist that creates that content, or an AI that creates that content using your materials. Once that is created, the difference between the image file, an image file can just live on your website, right? I assume. You're a website guy. But it can just live on your website as just a placeholder.

Whereas with a virtual tour, because of the size of that virtual tour, it has to be housed somewhere. So yes, you will still own it, but you have to pay, just like you do with a Matterport tour, you have to pay for that hosting, if you will, or a tech fee, whatever the term would be that the provider is using. You have to pay to have that living somewhere. So, technically you own it, but in all reality, you're just kind of renting it.

Could they give it to you and you put it on your Vimeo and store it there? [00:15:00] Sure. Most providers will. Almost all my competitors will give you the asset, so you can just store it on Vimeo or store it on YouTube or wherever you want to put it. But if it's a conventional rendered virtual tour that has to live somewhere, and somebody's going to pay the hosting for that, because it does take up bits of space.

Greg Bray: Also, are they coming from the same source files or is there some extra work that goes into the virtual tour version of or not?

Kevin Weitzel: There's a lot more work. So, exterior elevation renderings, EERs, the outside views of the home, there's a very systematic process in place to create renderings. On the virtual tours, there's so much more to it. Is it a fixed view? Is it something you can rotate around 365 degrees on a single point? Those are called nodes. Or is it something where you can literally float through like a video game anywhere you want to go? Those are all going to vary up how much of the home they have to actually create a wire mesh model for, how many of them they have to apply materials to.

Then it comes into, is it just that one home or can I show my changes to that home? [00:16:00] Can I show that home with different carpet or with different flooring completely or different cabinet configurations? Once you factor that in, you have to have those various iterations built in, either to switch from iteration A, B or C, or to two, be able to hit a button, change those determining factors, and then being able to look around the entire home to see it.

Greg Bray: Let me ask from a builder's purchasing perspective. If I'm in the market looking for someone to help me with these, what are some of the questions I should be asking to the different providers to help me understand? Because it's really tempting to just go by price because you don't really understand the nuances here. So, what are some of the nuances to pay attention to?

Kevin Weitzel: Not all VRs are created equal, just like not all steaks are created equal. If you think that all VRs are created equal, then I challenge you to go to Denny's and be happy with the steak that you buy there while your friends are over at Ruth Chris eating a steak. And if you can tell me that they are the same quality level, you're lying to yourself because they're not. They're both coming from a [00:17:00] cow, but they ain't coming from the same cow, guarantee you that.

But anyway, long story short is that you need to ask questions like turnaround time. How long does it take for me to get it? Number two, is this hosted? If it is hosted, what is that annual cost or monthly cost to it? Three, do I get to use the materials that we use as a builder, or are they just generic components that you would put in there? Like, your own appliances. If you're a Samsung or an LG appliance user or builder, then can I use those particular items in my VR?

Once it is built, what does it cost for me to make an amendment to said VR? So, if I do want to change, like let's say I fire LG. Nothing wrong with LG, but let's say I fire LG, and I want to go to GE. Then when we go over to GE, I want all my appliances in the kitchen to show that that's it. Or if I go from Moen to Kohler faucets, what would it cost for us to change those over? Those are those kind of carry costs you need to know because that can vary from builder to builder.

The other thing is what is that level of photorealism? Is the example that you're showing me the same as [00:18:00] what the deliverable is going to be that you give to me? Because some people will do, not necessarily a bait and switch, but if they get really good materials, really good layouts and good CAD files from a builder, then you come to them your CAD's a little bit off and your materials are a little iffy and, you know, you don't give a lot of specificity to the work, then your output may not match what their example is.

Greg Bray: So, in addition to, you know, virtual tours, some of the other popular interactive assets are like the interactive floor plans and site maps. Let's spend a minute on those. Where does kind of this process of ownership and setup and things land for those?

Kevin Weitzel: So, let's dice those out in two different categories. Let's go with maps first because they're the easiest. So, maps are a constantly evolving, document. It's not like a static map that you put on your website and you pay some intern to come in and change a home site to sold, and then re-upload it to the computer. This is something that literally lives, eats, breathes. It can either be manually updated or fed from the website data or fed from [00:19:00] your CRM or ERP data. That can be feeding that map directly and then updating it in real time on your website.

Again, that has to live somewhere. So, even if it's transactional to create the map, there's still a carry cost of hosting or tech fee or whatever it is, to keep that map live. So, that is where the pricing can really vary from supplier to supplier. But when it comes down to it, the ownership, yes, you own it as a builder, the actual asset itself, but you are married at the hip to those people, to your supplier, for the maintenance and/or hosting of that site map.

Greg Bray: Let's talk about being married at the hip to a supplier.

Kevin Weitzel: Yeah.

Greg Bray: Sometimes we say that as a bad thing, and sometimes I don't think it is a bad thing. What are your thoughts on is that a problem or not to worry about?

Kevin Weitzel: I think there's only one scenario where it is a problem. Every other time, you are literally partnering up with somebody. You are choosing somebody to place your trust in them to be your partner to do X, Y, or Z. That's how the whole world, you know, revolves. I mean, there's [00:20:00] builders out there that don't actually ever swing a hammer. They're just coordinating, like a general contractor. They're just coordinating all the different trades that come in. They don't have to be experts in all that. They just have to know that here's the order that needs to be done in, and here's the plans and how they need to be built.

Well, same thing when it comes to your digital assets, you know, finding a partner to give you a site map. The kicker is, is that when we say married at the hip, it means that you're just paying a hosting fee. So, when that hosting fee stops, like you decide that, "Hey, we don't want to pay this anymore. We're kinda done." You need to be able to turn that off, and it's transaction over.

However, the more things you have tied in, and that's the goal of any supplier. I'll tell you just to be fully transparent, the more people do with us, the better it is for us because the stickier we become, the more difficult it is to pull off that Band-Aid and move to a different supplier. So, when we're talking about having a partner, it's a good thing. You need to have that partner, somebody you can trust to help you make the successful [00:21:00] digital implementation.

On the flip side of that, though, and this is where it is bad, is if you have somebody that's your partner with your IFP, your site map, your renderings, your virtual tours, all that stuff, even on your website. If you decide that, hey, I found out that that company, they murder puppies. I don't know. I'll just pull some really weird thing out there. They murder puppies. Those puppy murderers, I'm not going to do business with them anymore. Well, once you find that out and you don't want to do business anymore, guess what? All that stuff turns off, and once it's off, you've gotta start completely over with somebody else.

So, that's the thing. You have to be very selective. I think the vetting process needs to be less about money and more about, who do you want to partner with long-term? Who do you ethically and morally get along with the way that their company jives and how they treat their clients? That is much more important in today's day and age than a couple of dollars here or there, in my opinion.

The other aspect of that, Greg, and one last little bit on that, is ownership [00:22:00] of the data that's behind it. So, let's use an interactive site map that has interactive floor plans tied to it, because a lot of maps do that now. There's a cross-pollination of data from map to interactive floor plans to allow you to see what homes can be built where, which ones are built, which ones can be built, and that all lives on a website, and hopefully that website is data-driven to where all that data can be cross-pollinated there and therefore then pushed to your listing sites.

Well, if you turn that off and you say, "Hey, those puppy killers, I'm not going to do business with them anymore," how much of that do you get to keep? What functionality stays? Well, if it lives on your website and you just don't pay for hosting, you'll gain all the functionality, but you might lose all the lead generation that comes from it because that is funneling through that back end that provider set up. However, if it is not, and all the data's funneled through them as well as all the client data, then that instantaneously shuts everything off. That entire pipeline freezes. [00:23:00] So, it is extremely important who you're doing business with.

Greg Bray: Yeah, I think the idea of selecting a partner based on more than just the price is really, really important. I appreciate you bringing that up. So, are there any key elements of assets that we haven't touched on yet?

Kevin Weitzel: Yeah. How it lives on your website. Let's use interactive floor plans for an example. I know these stats inside and out because we've been tracking this since 1994, since the origination of when we started building IFPs, since the origination of Google Analytics. I don't remember the year of that, 03, of 2000, somewhere around there. And then since the origination of the iPhone and the smartphone. So, we've been tracking the data 10 times over for every builder that we have.

What I can tell you is that when you put an iframe on your website that has a picture frame, if you will, and inside that picture frame is a small version of your interactive floor plan, you will generate roughly one lead per every 40 visitors that see that floor plan, that they're willing to give you their information [00:24:00] and say, "Hey, I'm interested in this plan. Please send me more information." That is strictly just from the IFP interface alone. Has nothing to do with anything else on the website, okay?

However, if you have what we call a responsive open, that is where when somebody clicks a personalize this plan or customize this plan button, and then when that opens up to a new tab, yes, it takes you away from that original website, but you can mask that to make it look like it's still on the original website. There's workarounds on that, too. Just takes a little bit more work from the nerds. I use the word nerd, it is not a bad word. I love nerds. Our entire world functions because of nerds, okay? So, I just want to make some clarity to that for anybody that might think that I'm speaking the word nerd in a derogatory sense. I'm not.

But anyway, if you put it on where it opens up into what we call a responsive open, where it opens up into a new tab, then that improves that lead generation number one lead out of 9.5 visitors, so roughly one out of 10. So, if you are looking for quality leads, and people that utilize interactive floor plans are quality leads, [00:25:00] then a responsive open is the way you'd want to go because you're going to get more of those.

However, if you think, "Oh, man, that Kevin is crazy. He's been looking at too many data fields, and he's looking at too many Excel spreadsheets and too many reports from builders," which I haven't, because trust me, I love, I can drink those things. But if you think I'm crazy, then do both. Put it on your website as an iframe to where they can see the floor plan live, and then at the same time also have a personalize this plan button. But I'll tell you, Greg, there's one mistake that I see over and over and over again from builder after builder after builder.

Greg Bray: Only one?

Kevin Weitzel: More than just one. More than just one builder. If you are going to take the expense of creating interactive floor plans that have more razzle, they have more dazzle, they have more wow factor, they're much more engaging, they keep people on the website longer, don't play Where's Waldo with them, number one. Make them very easy to find.

And number two, stop putting the focus or emphasis on that [00:26:00] PDF download of your floor plan and elevation brochure. Stop putting the emphasis on making sure that they can click a button to see the static floor plan larger on the screen. Show it to them in, like, a postage stamp size floor plan, and when they click on that, have them open up your interactive floor plan. And I don't care which partner you're with, this is universally fantastic advice, because you are literally crippling yourself because a static floor plan does not provide leads. A static floor plan is not a gatekeeping tool. It is not something that somebody is going to look at and go, "Oh, I want to give you my information." However, if they amend, change, make any kind of option changes to an interactive floor plan, they want that work, they're willing to give you their information for it.

Greg Bray: No, I think that's some great advice, Kevin. I love the fact that you've got data and statistics that back it up. It's not just an opinion. Because we all have opinions, and we all have preferences on how we'd like to see it work, but if you're trying to make smart marketing [00:27:00] decisions, you need to let the data drive it. Even if the boss doesn't agree. This is where the data is. And if you don't believe the data, then run your own test, and find out for yourself. Now, Kevin, here's one last question for you.

Kevin Weitzel: Sure.

Greg Bray: Let's say that somebody wanted to meet you in person. And let's say that they were like, "You know what? I'd really like to hang out with Kevin for a couple of days." Maybe if they wanted to hang out with you in September. Is there somewhere that they might be able to get some time with you in September?

Kevin Weitzel: There is. In Dallas. I will be in Dallas for the Builder Marketing Summit that is hosted by OutHouse and Blue Tangerine. Founded by Blue Tangerine, actually. first one was in Kansas City, right, Greg?

Greg Bray: It was.

Kevin Weitzel: Boom. Anyway, that will be this September. What are the dates?

Greg Bray: September 22nd through the 24th.

Kevin Weitzel: Boom. I will literally give somebody a sticker of my face if they ask for it. For free. Also for free, a hug. If you are just in need of a big, chubby guy giving you a hug, I'm your dude. They come with sideburns, though, so you're [00:28:00] going to have to take the sideburns with it. But I will issue out a free hug. And then on top of that, it ain't free, because you do have to pay for registration, but you get to sit in some fantastic sessions that have to do with marketing, digital marketing, website improvement. There's so many different topics that are there, it's ridiculous. Plus, we have a leadership track and an OSC track.

Greg Bray: Yeah, and Kevin, I mean, if anybody wants more information, they can get that at buildermarketingsummit.com. As soon as we get done here, I'm go the team update the registration page to make it clear that a hug is included with every registration.

Kevin Weitzel: It's definitely included. '

Greg Bray: Because I don't think we've put that into the marketing clearly yet, that a hug is included, and, and I can see the registrations just skyrocketing now that everybody knows that. So, that's awesome. Well, thank you, Kevin, for the insights today. It's always a pleasure to hang out with you and learn from you. Thank you, everybody, for listening to the Builder Marketing Podcast. I'm Greg Bray with Blue Tangerine.

Kevin Weitzel: And I'm Kevin Weitzel with OutHouse. Thank you. [00:29:00]