Building Wins LIVE!

Randy Chaffee
  • 5.0 (5)
  • Marketing
  • Updated Weekly

Weekly live sales-oriented audio/video podcast directed toward the sales, marketing, roofing, and post-frame building industry.

  1. 5d ago

    Gary Davidson | 09282026

    Guest: Gary Davidson Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro ChatShow Intro & Banter:Randy and Wes kick off the show on a classic three-episode recording streak ("rack and stack"), discussing early-morning starts (taking calls before 7:00 AM with building clients in Maine) and a shared love for the industry.Wes highlights the impressive wall of academic and professional accolades visible over Gary’s shoulder—which Gary humbly credits mostly to his wife, a retired professor with a doctorate from the University of Northern Iowa. Both Randy and Gary credit their spouses for supporting them throughout their decades as road warriors.Welcoming Gary Davidson:Randy welcomes long-time colleague Gary Davidson, highlighting his decades of leadership, high-level national accounts management, and deep repository of "tribal knowledge" across the roll forming and building materials sectors. 📜 Gary’s Industry Origins & The Shift from Integrated MillsStarting in Distribution (1970s):While earning his education degree at the University of Wisconsin–La Crosse, Gary worked in the warehouse at La Crosse Steel Roofing (now a Cameron Ashley location) physically unloading Strongpanel (National Steel/Granite City) out of rail boxcars.After graduating, he took an outside sales territory covering Northeast Iowa, working with early legacy specifications (such as heavy 0.0187" decimal thickness and G90 zinc coatings).The Demise of Integrated Steel Mills:In the 1970s and early 1980s, the metal roofing market was dominated by large integrated steel mills (National Steel, Wheeling Corrugating, and Republic Steel) that sold standard-length panels through multi-step distribution channels.The Fabricator Revolution: Regional fabricators and roll formers like Gifford-Hill (which was later acquired by the Mackin family to become Metal Sales) and competitors like McElroy and Fabral completely disrupted the market by offering: Custom cut-to-length panels.Direct job-site crane/boom delivery.Broad palettes of painted colors. The Double-Digit Interest Rate Shift: In the early 1980s, when borrowing rates surged into the double digits, stocking lumber dealers (such as Great Plains Supply's 127 locations) could no longer afford to sit on massive inventories of crated steel. Having cut-to-length steel delivered in 7 to 10 days made the fabricator model the new industry standard. 🏗️ Evolution of Metal: Coatings, Profiles, & Modern MarketsSubstrates & Innovations:The market evolved from bare galvanized panels and lead-head nails with neoprene washers to advanced screw fasteners and Galvalume substrates (pioneered early in Iowa by Doug Fuller of Midland Metals).Panel offerings ballooned from basic 3-foot ag panels to over 75+ specialized profiles, textured paints, and exotic architectural coatings.The Residential & Post-Frame Boom:Residential Growth: According to data from the Metal Roofing Alliance (MRA), metal roofing market share has expanded significantly (tracking around 18% of residential reroofing) as homeowners look for long-term alternatives to asphalt shingles.Metal Siding & Barndominiums: The rise of board-and-batten metal siding, shouses, and barndominiums allows builders to sell complete metal building envelopes—providing a lifetime, low-maintenance exterior rather than just the roof.Influence of Plain Communities: Gary and Randy credit Amish and Mennonite crews and manufacturers across rural America with mainstreaming metal roofing and siding on Main Street residential and light-commercial buildings. 🤝 Sales Acumen: Life-Cycle Cost & Asking the Right QuestionsSelling Life-Cycle Cost Over Upfront Price:While metal roofing and siding carry a higher initial price tag than asphalt, Gary and Randy emphasize that top sales professionals must sell the total life-cycle investment.Paying slightly more upfront eliminates replacing an asphalt roof two or three times over the next 30 to 50 years.Moving Beyond Features and Benefits:When a customer asks for a linear-foot or square-foot price, inexperienced salespeople simply quote a number and let the customer walk away.Qualify the Application: Reps must ask questions upfront: Is this for an animal barn, an interior liner, a garage, or living quarters?Randy cites Ben Gay III’s core sales principle: people buy from those they know, like, trust, and feel safe with. You build that trust not by rattling off paint gauges, but by listening to how the customer plans to use the space (echoing Craig Jackson of RAM Buildings: "We don't sell boxes; we sell a space"). 🎙️ Current Work & Should-Ask Question (SAQ)Current Role at Fortified Building Solutions:Gary currently serves as a specialized consultant with Fortified Building Solutions, focusing primarily on strategic support and relationship continuity for their largest national accounts.The SAQ (Should-Ask Question): The Platinum Rule:The Philosophy Gary Leaves with Listeners: Shift focus from the Golden Rule to the Platinum Rule.The Platinum Rule: "Treat customers the way they want to be treated."Sales success comes from uncovering each specific customer's definition of value, understanding how they make money, and tailoring your service to meet their unique needs rather than imposing your own preferences. 💡 Key Takeaway"The metal industry didn't grow by sticking with the status quo—it grew by adapting to customer needs with custom lengths, faster delivery, and superior products. In sales, apply the Platinum Rule: stop pitching product specs, ask the right questions, and treat customers the way they want to be treated." Gary Davidson: https://www.linkedin.com/in/gary-davidson-20776228/ Shield Wall Media: https://shieldwallmedia.com/ Randy Chaffee: https://www.linkedin.com/in/randychaffee/ https://www.facebook.com/therandychaffee Source One Marketing: https://www.sourceonemarketingllc.com Building Wins: https://www.buildingwins.live Wes Wyatt: https://www.weswyatt.com https://www.linkedin.com/in/weswyatt/ https://www.facebook.com/weswyatt/

    Gary Davidson | 09282026

  2. Sep 21

    Peg Buehrle and Michelle Calcasola | 09212026

    Guest: Peg Buehrle and Michelle Calcasola of Action Coach Columbus Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro ChatShow Intro & Banter:Randy and Wes kick off their third consecutive recording session ("rack and stack"), switching gears from building product manufacturers to business and leadership coaching.Randy jokes about regional rivalries (Ohio State "O-H-I-O" vs. Western Michigan) and mentions that he and Michelle are tuning in from Florida ahead of an upcoming Action Coach conference, while Peg joins from Columbus, Ohio.Welcoming Peg Buehrle & Michelle Calcasola:Randy highlights his long-standing respect for Pete and Peg Buehrle, having seen them speak numerous times across industry trade associations.This episode marks Randy's first time meeting and interviewing coach Michelle Calcasola. 🏢 About Action Coach Columbus & Michelle's "Recovering Client" StoryWho They Are & Who They Serve:Operating as a specialized franchise out of Columbus, Ohio, for over 20 years, Action Coach Columbus works with clients nationwide, with a strong 15-year focus in the construction and building trades industry.The 3 Triggers to Hire a Coach: Rapid Growth: Companies scaling so quickly they are outgrowing their systems, leadership, and operational capacity.Succession & Exit Planning: Business owners looking 5 to 10 years ahead to prepare their company for sale or retirement.Acceleration: Already successful businesses looking to reach the next level faster. Michelle's Journey from Client to Top Coach:Michelle's family owned a small-animal veterinary practice in Columbus. While her father was a skilled clinician, managing day-to-day operations and preparing for eventual retirement was a struggle.After hiring Peg and Pete, Michelle worked alongside Peg for nearly four years to streamline systems, develop talent, and position the practice for a highly successful sale.When the practice sold, Peg told Michelle her natural next step was coaching. Michelle has now been with the firm for 12 years and is recognized as one of the top Action Coaches globally. 💡 Coaching vs. Traditional ConsultingThe Problem with Consulting:Traditional consultants charge large upfront fees, observe for a few days, and deliver an overwhelming, 100-point binder of recommendations that usually ends up shoved in a drawer.The Action Coach Model:True Partnership: Coaches embed directly with leadership and team members, sharing the operational stress and walking alongside owners through the trenches.Month-to-Month Retainer: Instead of locking clients into restrictive long-term contracts, Action Coach works month-to-month—earning their keep based on continuous execution, accountability, and tangible return on investment.Focus on Profit Over Revenue: Peg emphasizes shifting owners away from top-line vanity metrics to bottom-line profitability (e.g., taking margins from 10% to 15%) and preventing out-of-control, undisciplined expansion that destroys cash flow. 👥 Culture, Team Buy-In, & Controlled GrowthThe "Whole-Team" Coaching Approach:Coaching cannot happen in an executive silo. Peg and Michelle conduct 360-degree reviews and interview employees directly to uncover the operational truths that owners are often "nose-blind" to.Explaining the "Why": Growth initiatives fail when employees think it only benefits ownership. Leaders must clearly communicate how growth leads to wage increases, career advancement, and stability.The Danger of Toxic or Complacent Employees:Peg shares a case study of taking a client from $500K to $1.5M by replacing underperforming, bad-attitude personnel with the right leadership team (new GM, lead designer, production manager).Michelle notes that team members who refuse ongoing training and development shouldn't be kept long-term; a toxic or stagnant attitude spreads quickly and hurts morale, customer service, and profitability. 🎓 The 12-Week Management MasterclassProgram Overview:Designed because most individuals are promoted to management without any formal training in leadership, communication, or team execution.Incorporates training concepts from Action Coach Worldwide Founder/CEO Brad Sugars, paired with live interactive group coaching.Structure & Logistics:Format: 12 consecutive weeks via Zoom, 1.5 hours per week.Cohort Size: Strictly limited to 15 participants to ensure high interactivity, open discussions, and camera-on accountability.Accountability: Each session assigns immediate action items that participants must implement within their business and report on the following week.Cost & Schedule: Priced at $1,800 per seat. Cohorts launch regularly (upcoming sessions starting in late September, late October, and January). Registration is available directly at their website. 🎙️ Closing & Should-Ask Question (SAQ)The SAQ (Should-Ask Question):Question Michelle wishes prospective clients would ask: "What is going to surprise me about working with a coach?"Michelle's Answer: Clients are consistently surprised by how quickly their coach transitions from an outside advisor to an indispensable member of the executive team. They are also surprised by the blind spots uncovered—discovering that issues they assumed were purely "culture" problems often trace back to financial systems, quoting habits, or management gaps.Peg's Addition (The Action Coach Community):Clients don't just gain a coach; they join an active peer network of over 65 businesses that regularly meet, collaborate, share best practices, and refer work to one another. 💡 Key Takeaway"You don't know what you don't know. Real business freedom comes from having a dedicated coach who will hold up the mirror, prioritize profit over vanity revenue, help you build a winning team culture, and provide the objective accountability needed to scale." Peg Buehrle: https://www.linkedin.com/in/pegbuehrle/ Michelle Calcasola: https://www.linkedin.com/in/michelle-calcasola-0857264a/ Action Coach Columbus: https://actioncoachcolumbus.com/ Randy Chaffee: https://www.linkedin.com/in/randychaffee/ https://www.facebook.com/therandychaffee Source One Marketing: https://www.sourceonemarketingllc.com Building Wins: https://www.buildingwins.live Wes Wyatt: https://www.weswyatt.com https://www.linkedin.com/in/weswyatt/ https://www.facebook.com/weswyatt/

    Peg Buehrle and Michelle Calcasola | 09212026

  3. Sep 14

    Missy Beyer | 09142026

    Guest: Missy Beyer of Shield Wall Media Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro ChatShow Intro & Book Excitement:Randy Chaffee and Wes Wyatt kick off the show holding up physical copies of Randy's newly released book (The Closers – Part 7), celebrating Wes's contribution as the author of the foreword.Randy and Wes welcome back Missy Beyer, Show Director for Shield Wall Media, as she prepares to oversee the upcoming Construction Roll Forming Show in Gatlinburg, Tennessee.Book Envy & Show Schedule:Missy jokingly complains from the green room couch about not having her copy of the book yet.Randy promises to hand-deliver signed copies at the show, while Missy reveals she already scheduled Randy for multiple book-signing slots (two on Wednesday and one on Thursday). 🐶 Max the Dog & The Children's Book SeriesWho is Max the Dog?The real-life Max is Publisher Gary Reichert's large, friendly Alaskan Malamute who frequents the office, while the costumed mascot acts like the "Pied Piper" for kids attending the shows.The Educational Mission:Written by Missy's daughter in collaboration with the in-house Shield Wall Media design team, the books are created to spark early interest in the skilled trades among the younger generation.Instead of cartoon magic, the stories realistically illustrate actual building methods (e.g., showing how metal roofs or buildings are framed and installed) so children can connect with what their parents and grandparents do for work.The Book Lineup:Max Builds a Metal RoofMax Builds a Post-Frame BuildingMax Builds a Barndominium (available at this show)Max Starts a Roll Forming Shop (announced as the next upcoming title) 🛠️ The Construction Roll Forming Show (Gatlinburg, TN)Dates, Venue & Logistics:When: Wednesday, September 16 & Thursday, September 17.Where: Gatlinburg Convention Center (Airport Road, downtown Gatlinburg, TN).Transportation & Safety Tips: The area is fully walkable, with local trolleys and shuttles running between nearby hotels, the convention center, and neighboring Pigeon Forge/Sevierville.Wildlife Advisory: Attendees are warned not to leave food or candy in parked vehicles, as local black bears are actively roaming and foraging ahead of winter hibernation.Who Should Attend?Geared toward business owners and decision-makers who "sign the front of the checks, not the back."Contractors, builders, and suppliers looking to explore the economics of establishing in-house roll-forming lines to fabricate panels and trims rather than purchasing from external vendors. 📅 Schedule & Key HighlightsWednesday, September 16:8:00 AM – 10:30 AM: Morning educational seminars and continental breakfast. Topics include roll forming shop setup, equipment maintenance, quoting processes, and Randy Chaffee's seminar titled "It Could: Choosing Possibility Before Policy."10:30 AM: Exhibit hall floor officially opens.4:30 PM – 5:00 PM: Big Networking Banquet, located at the center of the exhibit hall floor, open to all registered attendees, exhibitors, spouses, and families.Thursday, September 17:8:00 AM – 10:00 AM: Morning educational sessions.10:00 AM – 3:00 PM: Exhibit floor open.3:00 PM: Show concludes, leaving attendees time to enjoy the Great Smoky Mountains National Park, family attractions, or shopping.Upcoming Shield Wall Event:Missy previews the next event on their calendar: the Post-Frame Show coming to South Bend, Indiana, in June. 🤝 Networking Beyond the Booth: "Sales is Relationships"The Hidden Value of the Floor:Missy and Randy stress that while exhibit booths serve as the essential marketing hub, significant business happens away from the booth—during morning coffee, in the aisles, and over dinner at the banquet.Missy shares an example of an exhibitor who closed a massive deal simply by sitting down at the community buffet table and solving a problem for a fellow attendee during casual conversation.The Industry Ecosystem:Trade shows create compounding touchpoints. Brief interactions at the Roll Forming Show evolve into deeper relationships when seeing the same peers at subsequent events like Metalcon or the NFBA Conference.Success is measured not merely by scanned badges or distributed pens, but by the long-term relationships developed that lead to repeat business. 🎙️ The Roll Forming Expert Panel & Wrap-UpSubmitting Panel Questions:Randy Chaffee returns as the moderator for the interactive Roll Forming Panel.Attendees and listeners can email their operational, technical, or business questions ahead of time to missy@shieldwallmedia.com or bring them up live during the open-floor discussion. 💡 Key Takeaway"A great trade show is an ecosystem of relationships, not just a row of booths. Take advantage of the seminars, gather around the breakfast table, keep your mind open to possibilities, and engage with the community to build wins that extend far beyond the show floor." Missy Beyer: https://www.linkedin.com/in/missybeyer/ Shield Wall Media: https://shieldwallmedia.com/ Randy Chaffee: https://www.linkedin.com/in/randychaffee/ https://www.facebook.com/therandychaffee Source One Marketing: https://www.sourceonemarketingllc.com Building Wins: https://www.buildingwins.live Wes Wyatt: https://www.weswyatt.com https://www.linkedin.com/in/weswyatt/ https://www.facebook.com/weswyatt/

    Missy Beyer | 09142026

  4. Sep 7

    Ben Gay III | 09072026

    Guest: Ben Gay III Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro ChatShow Intro & Friendship:Randy and Wes welcome back long-time friend and mentor Ben Gay III for what marks his 9th or 10th appearance on the show.Health and Gratitude: Ben playfully ribs Randy for describing Wes's past medical emergency as a mere "health scare." Wes shares that he received a clean bill of health at his doctor's appointment that day, allowing him to step down some medications after surviving two massive heart attacks, a brain bleed, stroke, and a 57-day hospital stay.Upcoming Celebration: Wes and Randy look forward to breaking bread again in December for the wedding of Wes's daughter, Carson, with Ben invited to join in spirit while keeping an eye on a Pittsburgh game. 📘 Welcoming The Closers – Part 7Arrival of the New Book:The primary celebration of the episode is the official release of The Closers – Part 7, co-authored by Randy Chaffee, featuring a foreword written by Wes Wyatt, and published as part of Ben Gay III's legendary sales series.Ben received his copy in the mail and praised the cover design and execution by Victoria and Richard Wolff, noting it stays true to the iconic "Blue Book of Sales" heritage while giving it a crisp, modern aesthetic.The Running Joke on "Foreword":Ben and Randy reminisce about spelling lessons. Ben famously left "forward" misspelled as an inside joke in the original The Closers – Part 1 after selling over 10.5 million copies.When Randy asked Ben to write the foreword for his earlier book, Asphalt and Algorithms, Ben agreed on one condition: make sure it is spelled F-O-R-E-W-O-R-D. Wes made sure to get the spelling right for Part 7. ✈️ Attention to Detail: The Learjet Photo ShootThe High Cost of Missed Details:Ben shares an embarrassing, humorous story from his days running a company with a flight school and a fleet of 40 aircraft, including a private Learjet.Publicity photographers staged a shoot of him dashing out of the jet in aviator glasses, trench coat over his shoulder, and briefcase in hand to look like a high-powered executive on the run.The Blunders: When the magazine published the photo, pilot friends immediately called out the obvious staging: The engine dust plugs were still firmly in place.The wheel chocks had not been removed.The sunscreens were still up in the cockpit window.There was no pilot sitting in the cockpit. The Sales Lesson:In sales, as in staged photo shoots, it is rarely the massive concepts that sink you; it is the overlooked little details that ruin your credibility.Ben also cautions modern "gurus" against posing in front of private planes without blurring the tail numbers, which can easily be looked up to expose that the plane is a rental. 🎪 Mastering Trade Shows as a "Sales Infiltrator"Beyond the Trade Show Booth:The Closers – Part 7 focuses on working trade shows and conventions not as static events, but as high-leverage relationship-building platforms.Randy and Ben reflect on the early mistakes salespeople make: showing up, setting out brochures and pens on a skirted folding table, and waiting around while playing on their phones.Randy emphasizes: "The end of the trade show to the casual observer is just the beginning of the trade show." The real business follows in the execution and relationships nurtured afterward.The Strategy of "Sales Infiltration":Ben links Randy’s methods directly to the final chapter of The Closers – Part 2 titled "Sales Infiltration."Real connections happen outside booth hours: having coffee at 6:00 AM in the hotel lobby, attending product demos to see who is watching, introducing yourself during educational sessions, and mingling at the host hotel bar.Ben's Speaking Routine: When giving keynotes, Ben is always the first person in the room (introducing himself to the hotel setup staff) and the last to leave (waiting until the vacuum cleaner starts running) because the highest-value interactions occur before and after the speech.The "Bill" Story:Randy recounts an interaction with an exhibitor named "Bill" who complained that a show had terrible foot traffic.When pressed, Bill admitted he had sent out no advance invites, used no free passes, posted nothing on social media, and pre-booked zero appointments. Randy gave him blunt feedback: the fault was not the venue, the weather, or the foot traffic; the fault lay entirely in Bill's lack of preparation. 🌟 Mentorship, Inspiration, & Upcoming BooksDolly Parton's Relational Genius:Ben highlights Dolly Parton as the ultimate real-world model of relationship building. Beyond her musical talent, everyone who ever interacted with her felt like they were the only person in the room. He notes that mastering that level of genuine personal connection is the real secret to sales infiltration.The Historic Zig Ziglar Contest:Ben and Randy recall the legendary year-long sales competition between Ben and Zig Ziglar when they both joined Holiday Magic Cosmetics.While Zig took time to celebrate what he believed was an insurmountable lead, Ben kept making sales calls right up to the final wire, edging out Zig to win the company presidency.Wes Wyatt's Upcoming Book Projects:The group highlights Wes's foreword in Part 7 and previews his two forthcoming book releases: Market YOU First!: A core business and personal branding volume rooted in his long-time philosophy.Are You Ready To Go?: A personal and spiritual volume drawing from his recovery, life perspective, and purpose. 🎙️ Closing ReflectionsAvailability:The Closers – Part 7 is officially available on Amazon in hardcover, paperback, and ebook formats.The True Scoreboard:While revenue and sales numbers track performance, Ben and Randy agree that the ultimate reward after decades in business is hearing from salespeople whose careers and lives were permanently turned around by the principles shared in these books. 💡 Key Takeaway"Trade shows and sales calls are not passive spectator events. Don't just show up and hand out brochures. Infiltrate the entire event, master the small details, pre-book your appointments, and focus on building genuine, long-term relationships before, during, and long after the floor closes." Ben Gay: https://stores.ebay.com/ronzonebooks https://www.linkedin.com/in/bengayiii/ Randy Chaffee: https://www.linkedin.com/in/randychaffee/ https://www.facebook.com/therandychaffee https://www.sourceonemarketingllc.com https://www.buildingwins.live Wes Wyatt: https://www.weswyatt.com https://www.linkedin.com/in/weswyatt/ https://www.facebook.com/weswyatt/

    Ben Gay III | 09072026

  5. Aug 31

    Ian Selbie | 08312026

    Guest: Ian Selbie of Sales Look Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro ChatShow Intro & Catching Up:Randy and Wes kick off the show with their signature banter, celebrating Wes's six-month clean bill of health following his heart appointment.Randy jokes about wearing wild, loud socks to upcoming events (including Wes's daughter Carson's wedding).Welcoming Ian Selbie:Ian Selbie returns to the show to announce and detail the upcoming Sales Look Open.Ian is an internationally recognized sales coach and trainer who has trained over 17,000 professionals across eight countries, authored multiple sales books, and built the pipeline management platform Sales Look. 💼 The Problem with Traditional CRMs: "Cash Runaway Monsters"Handcuffed to the Desk:Having coached thousands of reps globally, Ian consistently heard one primary complaint: traditional CRMs take too long to update, turning salespeople into data-entry clerks for management.Ian jokingly redefines CRM as a "Cash Runaway Monster"—an overly complex tool designed for accountants and executives that robs sales reps of selling time.The Sales Look Difference:Built by Salespeople for Salespeople: Designed around two core principles: Freedom (letting reps nurture relationships) and Focus (giving a clear visual pipeline at a glance).7-Second Deal Entry: Entering an opportunity takes seconds compared to 5 to 10 minutes in legacy software, giving reps 25% to 30% of their day back to prospect and close deals.Leaderboard & Team Roll-Up: Managers get a high-level visual team dashboard and pulse reports to track pipeline velocity, evaluate line-of-business mix, and provide targeted coaching without bogging reps down in paperwork. 📊 Visual Pipeline Management & Multi-Line Rep CapabilitiesColor-Coded Stages & Product Mix:Ian's methodology organizes deals across clear stages: Interested, Discovered, Qualified, Selected, and Closed.Opportunities can be color-coded to represent product categories (e.g., insurance vs. investments) or specific manufacturers/brands.Perfect for Multi-Manufacturer Rep Agencies:Randy and Ian discuss how independent rep agencies manage dozens of brands at different stages with the same client.Sales Look allows reps to quickly filter by brand/color on their phone before walking into a meeting, ensuring they cross-sell underrepresented product lines rather than leaving money on the table.Includes built-in spreadsheet importing to automatically inhale existing client contact lists. 🏆 The "Sales Look Open" & Pipeline WednesdaysWhat is the Sales Look Open?A completely free, 30-day program kicking off September 16th at 8:00 AM Pacific / 11:00 AM Eastern designed to accelerate pipeline growth for reps and entrepreneurs ($1,500 total value).Program Components: 1-Hour Kickoff Workshop (via Zoom): Covers lead qualification, visual pipeline strategy, sales planning, and the mechanics of "Pipeline Wednesday."Two Gamified "Pipeline Wednesday" Blitzes: High-energy, three-hour call sessions spaced two weeks apart. Reps text in logged calls and booked meetings to a real-time leaderboard. (Ian notes a prior 8-person team generated a $70M pipeline in six months using this exact sprint method).30 Days of Free Access to Sales Look: Complete access to the software with integrated training modules. Pricing After Trial:Affordable month-to-month access at $49.95/month per user (or 12 months for the price of 11 on annual plans), with full data export options at any time.Registration is available at saleslook.com/saleslookopen. 🎙️ Closing & Should-Ask Question (SAQ)The SAQ (Should-Ask Question):Question Ian wishes more people would ask: "How do I truly up my sales game right now?"Ian's 4-Step Framework: Call High: Always target the true decision-maker first.Find the Pain: Uncover the core business problem they want to solve.Bring the Gain: Deliver the exact solution or valuable connection that fixes that pain.Do It Again and Again: Execute with relentless consistency. 💡 Key Takeaway"A CRM should provide freedom and focus, not handcuffs. Simplify your pipeline tracking so you spend less time entering data and more time calling high, solving customer pain, and closing deals." Ian Selbie: https://www.linkedin.com/in/ian-selbie-09883716 Sales Look: https://www.saleslook.com/ Randy Chaffee: https://www.linkedin.com/in/randychaffee/ https://www.facebook.com/therandychaffee https://www.sourceonemarketingllc.com https://www.buildingwins.live Wes Wyatt: https://www.weswyatt.com https://www.linkedin.com/in/weswyatt/ https://www.facebook.com/weswyatt/

    Ian Selbie | 08312026

  6. Aug 24

    Shield Wall Media | 08242026

    Guest: Gary Reichert and Karen Knapstein Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro ChatShow Intro & Banter:Randy Chaffee and Wes Wyatt open the show with lighthearted banter about being only children who became "brothers" in business, along with playful jokes about Randy’s affinity for show-floor chocolate candy (specifically Snickers, Heath bars, and Dairy Queen Blizzards).Welcoming Shield Wall Media:Randy welcomes back long-time industry collaborators and friends of the show, Gary Reichert and Karen Knapstein from Shield Wall Media, to preview the upcoming Construction Roll Forming Show in Gatlinburg, Tennessee. 🏗️ The Construction Roll Forming Show (Gatlinburg, TN)Dates & Location:When: September 16–17.Where: Gatlinburg Convention Center, Gatlinburg, TN (Gateway to the Great Smoky Mountains / Pigeon Forge area).Family-Friendly / Walkable Destination: Karen and Gary highlight that downtown Gatlinburg is fully walkable, with trolley service available, making it easy for exhibitors and attendees to turn the trade show into an extended family vacation. Nearby partner hotels include Black Bear Inn & Suites (directly adjacent to the center) and Glenstone Lodge (featuring an indoor pool and family play area).What Makes the Show Unique:Exclusively Construction-Focused: Unlike massive industrial metal-forming expos that cater to automotive or high-speed manufacturing, this show is dedicated strictly to roll forming and light-gauge metal forming for the low-rise construction industry.Decision-Makers & High-Volume Buyers: Geared toward the people who "sign the front of the check, not the back." Attendees include component distributors, regional roll formers, and builders buying fasteners, trims, sealants, and coils by the pallet, container, or truckload.The "Tipping Point" for Builders: It serves as the ideal venue for roofing contractors and builders who are considering whether they buy enough volume to start manufacturing and roll-forming their own panels and trims in-house rather than outsourcing to a supplier. 📰 Shield Wall Media's Trade Publications7 Niche Construction Magazines:Rural Builder (Legacy publication serving the industry since 1967).Metal Roofing Magazine (25+ years covering installers and fabricators).Rollforming Magazine (Dedicated companion publication to the trade show).Frame Building News, Metal Builder, Roofing Elements, and Garage, Shed & Carport Builder.Free Industry Subscriptions:All digital and print subscriptions are free for industry professionals via shieldwallmedia.com, allowing builders, fabricators, and suppliers to stay up to date on market trends across regions.New Book Release:The show will feature the launch of the third book in their educational construction series: Max Builds a Barndominium. 🤝 Networking, Panels, & Relationship-BuildingBeyond the Trade Show Booth:Gary and Randy emphasize that the true value of trade shows happens outside traditional booth pitches—during continental breakfasts, educational seminars, and the Wednesday evening social.Meeting peers informally sparks out-of-the-box business solutions and builds long-term industry relationships that carry over from year to year.Interactive Panel Discussions:Randy and the Shield Wall team discuss the annual live Q&A panel. Rather than formal lectures, the sessions are designed as open, conversational forums.Asking the "Dumb" Questions: Wes, Gary, and Randy note that if one person in an audience has a question, at least 20 others are wondering the exact same thing. Addressing audience questions openly creates practical, actionable takeaways for everyone in the room. 🎙️ Closing & Should-Ask Question (SAQ)The SAQ (Should-Ask Question):Question Karen wishes people would ask about the show: "Who should attend, and what will I gain from being there?"Karen's Answer: Anyone who manufactures metal panels/trims for low-rise construction—or any contractor looking into the economics of expanding into roll-forming their own components—needs to be in the room to learn directly from component suppliers, machine manufacturers, and peers. 💡 Key Takeaway"Trade shows are about far more than handing out business cards at a booth. Real industry growth happens when you get the decision-makers in the same room, ask the questions everyone is thinking, and build relationships that outlast the weekend." Gary Reichert: https://www.linkedin.com/in/gary-reichert-35826515/ Karen Knapstein https://www.linkedin.com/in/karen-knapstein-75a81622/ Shield Wall Media: https://shieldwallmedia.com/ Construction Rollforming Show: https://constructionrollformingshow.com Randy Chaffee: https://www.linkedin.com/in/randychaffee/ https://www.facebook.com/therandychaffee https://www.sourceonemarketingllc.com https://www.buildingwins.live Wes Wyatt: https://www.weswyatt.com https://www.linkedin.com/in/weswyatt/ https://www.facebook.com/weswyatt/

    Shield Wall Media | 08242026

  7. Aug 17

    Andrew Boyle | 08172026

    Guest: Andrew Boyle of Making Sheds Simple Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro ChatShow Intro & Banter:Randy Chaffee and Wes Wyatt kick off the show discussing late-night work ethics, road trips to Columbus, and the shared mission to "make people happy."Randy introduces guest Andrew Boyle, whom he saw speak in York, PA, following his own keynote, noting how impressed he was with Andrew's stage presence and his team in their signature bright yellow shirts.Introducing Andrew Boyle:Andrew Boyle is a shed industry leader, entrepreneur, speaker, and founder across several brands under the "Simple" umbrella, including Simple RTO and MakingShedsSimple.com. 🏗️ From 27 Furniture Stores to Shed Industry LeadersThe Early Start & The Big Pivot:Andrew entered the shed business in 2014 after buying an existing shed lot adjacent to a furniture store he operated, starting their first Rent-To-Own (RTO) portfolio with a modest $50,000 loan.They expanded aggressively into retail furniture, scaling to 27 franchise stores across 3 states with 150 employees.When their parent franchise company unexpectedly went bankrupt, they were forced to liquidate everything within 90 days, losing the stores overnight.Relaunching into the Shed Business:During that low point, Andrew's nephews began building backyard sheds from YouTube tutorials, which led to a late-night drive to acquire a manufacturing plant.Today, Andrew's brother Peter runs their manufacturing facility in North Florida (servicing the entire state), while Andrew runs the nationwide RTO company and training programs. 🟡 The S.I.M.P.L.E. Core FrameworkFrustrated by the heavy, restrictive red tape of the corporate franchise world, Andrew and his team built their entire business philosophy around the acronym S.I.M.P.L.E.: S – Stop Selling, Solve Problems: Focus on helping the customer resolve their pain point rather than forcing a pitch.I – Ignore the Numbers: Prioritize doing the right thing for people; sustainable revenue and profits naturally follow.M – Misfits Win: Stand out in a crowded world by being authentic (exemplified by their bold yellow shirts and genuine style).P – Proverbs Principle: Based on Proverbs 22:1 ("A good name is rather to be chosen than great riches").L – Leave Memories: Customers quickly forget basic transactions, but they always remember remarkable experiences.E – Embarrass Yourself: Fear of failure and embarrassment kill creativity. Step out of your comfort zone, try new marketing channels, and don't be afraid of bloopers or making mistakes. 🤝 Customer-Centric Operations & The "It Could" PhilosophyFrictionless Buying (The Grocery Line Analogy):Andrew compares shed buyers to grocery shoppers: they take their time carefully picking the product (like selecting the best apples/oranges), but at checkout, they expect the line to be fast.Simple RTO focuses on streamlining paperwork and technology to make buying a shed faster and easier than renting a mini-storage unit.Avoiding Rigid "Policy" Traps:Randy and Andrew critique companies that create massive, anti-customer policies based on a single past negative incident.Instead of defaulting to "That's against our policy," great businesses look for ways to say "It could" and go to bat for the customer, making them feel like a hero who won.Jesse Cole / Savannah Bananas Model:Andrew references Jesse Cole’s "Fans First" mentality—eliminating nickel-and-dime fees, over-delivering value, and creating memorable moments that turn one-time buyers into lifelong brand advocates. 🤖 AI & The Adaptive MindsetEmbracing Modern Tech:Andrew and Randy discuss how AI and automated bots have accelerated basic workflows (booking flights, automating forms, drafting content).Andrew emphasizes: "You’re not going to lose your job to AI; you’ll lose your job to someone who knows how to use AI."Consistency Over Creativity:A single post, postcard, or tool change won't transform a business overnight. Long-term market dominance comes from consistent daily execution, advertising, and a willingness to continuously adapt. 🎙️ Industry Events & Should-Ask Question (SAQ)Upcoming Industry Gatherings:Shed Sales Summit: Held annually in September in Knoxville, TN (ShedSalesSummit.com), focusing on sales training and growth.National Shed Show: Launching in February in Daytona Beach, FL—featuring vendors, networking, education, and community-building events.The SAQ (Should-Ask Question):Question Andrew wishes more people would ask: "How do I become better?"Andrew's Answer: Don't let fear of embarrassment or rejection stop you from asking competitors, leaders, or peers for guidance. Most people in the trades genuinely care and are willing to share what worked for them if you simply ask for help. 💡 Key Takeaway"Business doesn't have to be complicated. Strip away the red tape, embrace being a 'misfit,' prioritize memorable customer experiences over rigid policies, and never be too proud to ask others, 'How do I become better?'" Making Sheds Simple: https://makingshedssimple.com/ Randy Chaffee: https://www.linkedin.com/in/randychaffee/ https://www.facebook.com/therandychaffee https://www.sourceonemarketingllc.com https://www.buildingwins.live Wes Wyatt: https://www.weswyatt.com https://www.linkedin.com/in/weswyatt/ https://www.facebook.com/weswyatt/

    Andrew Boyle | 08172026

  8. Aug 10

    Alec Walker | 08102026

    Guest: Alec Walker of Window Supply LLC. Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro ChatShow Intro & Banter:Hosts Randy Chaffee and Wes Wyatt kick off the show with their usual lighthearted banter, poking fun at beard colors and past memories meeting up in New Greenland.Focusing Back on the Industry: Randy introduces the episode as a direct deep-dive into the building products and manufacturing industry, bringing on a long-time partner and client.Introducing Alec Walker:Alec Walker is the President of Window Supply, a premier window and door manufacturer/wholesaler based out of New Albany, Indiana (just across the river from Louisville, KY).Randy and Wes have represented and worked alongside Window Supply since the company’s inception. 🪟 The Window Supply Business Model: "It Could"Listening to the Customer & Reps:Window Supply built its business model by actively gathering feedback from sales reps and builder-customers to identify gaps left by traditional window suppliers.Rather than giving immediate "no's" to unique customer requests, Window Supply adopts a flexible, problem-solving mindset—evaluating custom requests to see if they can make it work ("It could").The Three Pillars (Price, Quality, Service):Industry Lead Times: Traditional window orders often take 4 to 8 weeks. Window Supply solves this by maintaining a massive inventory of core "big mover" stock items.2-Day Shipping Goal: For standard stock orders, their target is to have products loaded on a truck heading to the customer within two business days of order placement.Delivered Pallet Pricing: Pricing is structured per pallet with delivered freight costs included (across their primary 12–15 state trading territory), giving builders and distributors upfront cost clarity. 📐 Core Product Lines & OfferingsStocked Inventory (Post-Frame & Shed Windows):Colors: White and Black vinyl frames.Styles: Horizontal sliders (3x2, 3x3, 4x3, 4x4) and single-hung vertical sliders (2x3, 3x3, 3x4, 3x5) with grid options.Transom Windows: Stocked in 72" x 24" and newly added 60" x 24" sizes (designed specifically to fit standard post-frame spacing to let in high natural light safely).Order Flexibility:Options range from single-pallet quick-ships to full, mixed truckload orders (white, black, grids, transoms combined) delivered in roughly 3 to 4 weeks.Expanding Line: Barndominiums & Walk Doors:Higher-End Residential Windows: To serve the booming "Barndominium" market, Window Supply offers double-hung and single-hung residential-grade vinyl windows with higher insulation ratings for living quarters.Walk Doors: Expanded into solid steel-frame walk doors (flush, half-lite, 9-lite in white/black) to provide builders with a single-source "one-stop-shop" for both window and door packages. 🤝 Customer-First Policy & Service PhilosophyCustomer-Centric Problem Solving:Alec and Randy emphasize that strict, rigid corporate policies often hurt customer relationships.When an issue occurs (shipping damage, job site changes), Window Supply's rule is to resolve the customer's problem first and worry about internal logistics or fault later.If a specific request isn't possible, they always provide alternative solutions ("I can't do X, but here is what I can do for you"). 🎙️ Closing & Should-Ask Question (SAQ)The SAQ (Should-Ask Question):Question Alec wishes prospective clients would ask: "Why Window Supply? What is your core business model?"Alec's Answer: It gives the team a chance to highlight how they differentiate themselves—balancing aggressive pricing and high quality with industry-leading 2-day lead times and relentless customer support. 💡 Key Takeaway"In the building industry, lead times and service make or break a job. Build your business by listening to your customers, keeping inventory ready to ship in days rather than weeks, and putting customer resolution ahead of rigid corporate policy." Alec Walker: https://www.linkedin.com/in/alec-m-walker/ Window Supply LLC. Randy Chaffee: https://www.linkedin.com/in/randychaffee/ https://www.facebook.com/therandychaffee https://www.sourceonemarketingllc.com https://www.buildingwins.live Wes Wyatt: https://www.weswyatt.com https://www.linkedin.com/in/weswyatt/ https://www.facebook.com/weswyatt/

    Alec Walker | 08102026
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Ratings & Reviews

5
out of 5
5 Ratings

About

Weekly live sales-oriented audio/video podcast directed toward the sales, marketing, roofing, and post-frame building industry.

Information

  • Creator
    Randy Chaffee
  • Years Active
    2022 - 2026
  • Episodes
    198
  • Rating
    Clean
  • Copyright
    © 2025 Building Wins LIVE!
  • Show Website
    Building Wins LIVE!