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. Nathan Libbey

    3D AGO

    Nathan Libbey

    Guest: Nathan Libbey (See company links below) Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt Episode Summary: Nathan shares Best Buy Metals' 25-year journey from a Cleveland, Tennessee storefront answering phones and loading forklifts to seven locations spanning Tennessee, Georgia, and the Carolinas, plus an 18-year national division shipping specialty products nationwide. He and Randy explore the philosophy behind running their own installation crews for 10 years before realizing "it's better to enable customers than compete with them"—shifting focus to comprehensive contractor training led by installers who've completed 4,000+ roofs. Nathan reveals his dual role overseeing IT and corporate development, emphasizing proactive team-building (hire before 40-hour workweeks become 60-hour nightmares), a customer-centric relationship philosophy, and community engagement through massive customer appreciation events that serve 800-1,200 meals to contractors, first responders, and neighbors. The conversation explores investment timing, empowering employees to make decisions without babysitting, and turning mistakes into loyalty-building opportunities—like selling a copper penny at near-standard pricing to a non-customer who became a 15-year buyer. Key Takeaways: Hire before you need them, not after 60-hour weeks: proactive staffing based on workload projections and vision prevents burnout—waiting until crisis mode stresses teams and delays productivity during new-hire spool-up."Whatever you choose will be correct": empowering trained employees to make decisions without constant approval builds trust, frees leadership capacity, and creates ownership—micromanaging means you hired the wrong people.Relationships get you over hurdles: loyalty isn't built during good times (everyone's happy then)—it's forged when mistakes happen, and you prioritize doing "one more thing past the right thing" over protecting profit.Customer appreciation beats sales pressure: hosting community events (800-1,200 free meals for contractors/first responders) opens conversations naturally versus high-pressure cold calls—relationships before transactions.Invest in yourself or stay stuck: shingle contractors unwilling to lose money on the first 2-3 standing-seam jobs while learning new skills will never escape commodity pricing—make the time investment or remain unhappy doing the same work forever. Resources and Links: Nathan Libbey: https://www.linkedin.com/in/nathanlibbey Best Buy Metals: https://www.bestbuymetals.com Randy Chaffee: https://www.sourceonemarketingllc.com https://www.buildingwins.live Wes Wyatt: https://www.weswyatt.com

    54 min
  2. Randy Chaffee and Wes Wyatt | 03272026

    MAR 30

    Randy Chaffee and Wes Wyatt | 03272026

    Guests: Randy Chaffee and Wes Wyatt Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt Episode Summary: Randy and Wes deliver a solo episode exploring life lessons disguised as sock talk, airport strategies, and service industry philosophies after a guest cancellation. Randy shares his recent road warrior schedule, hitting Oklahoma City, Nashville, Columbus, Cincinnati, and Detroit, and reports strong industry optimism despite domestic and global challenges, as customers move forward with barn projects and equipment purchases. Wes provides health updates—completing cardiac rehab session 21 of 36 while managing numbness from left thigh to pelvis to shoulder blades, potentially requiring additional therapy beyond the projected six-month recovery (three days recovery for every hospital day). The conversation pivots from Randy's elaborate sock-selection rituals and shoe-pointing elevator tricks to a profound customer service philosophy inspired by a Lima, Ohio, Holiday Inn Express server who responded "it could" when asked if pie came with ice cream—transforming automatic "no" responses into possibility thinking. Key Takeaways: "It could" beats "no" every time: service workers who explore possibilities ("why can't I?") instead of citing policy create memorable experiences that customers discuss years later—be the person remembered for the right reasons.Airport survival: TSA PreCheck lines can be 20 people versus 4,000 in standard lanes; arriving super-early (3 am wakeups) backfires if you miss flights due to unprecedented delays, sometimes later departures reduce stress.Three service categories define your legacy: unmemorable (95% of interactions), memorably terrible (never go back), or memorably excellent ("it could" person)—choose to be the third by default."I get to" versus "I have to" transforms mindset: Wes reframes cardiac rehab from obligation to gratitude—self-employment flexibility allows midday appointments, unlike the rigid employer schedules many patients face.Acknowledge invisible workers: greeting hotel housekeeping by name (read name tags), thanking servers, asking "how's your day" upgrades to "make it great" shifts energy for everyone, including yourself, at 4:47 am hotel departures. Resources and Links: Randy Chaffee: https://www.sourceonemarketingllc.com https://www.buildingwins.live Wes Wyatt: https://www.weswyatt.com

    39 min
  3. Shannon Large

    MAR 23

    Shannon Large

    Guest: Shannon Large Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt Episode Summary: Shannon shares his journey from nursing school to door-to-door canvassing (not even knowing what a canvasser was when he was hired) to becoming the Midwest Regional Sales Manager for Cidan Machinery, covering Michigan, Indiana, Ohio, Kentucky, and western Tennessee. He and Randy explore the transition from B2C residential roofing sales to B2B machinery consulting, revealing the common thread—building genuine people-to-people relationships by searching for conversation starters in the room, showing up with donuts, and making friends before making sales. Shannon explains Cidan's one-stop-shop advantage as both a manufacturer and supplier of slitters, shears, roll formers, long folders, and standing seam machines, all manufactured in Sweden, Switzerland, and Austria, emphasizing the critical importance of proper machine fitting over just selling what's sexy. The conversation highlights how architectural wall panels and double folders differentiate smaller shops from big-box pole-barn competitors, and why responsive aftermarket support with 7 phone technicians prevents costly downtime. Key Takeaways: People-to-people beats B2B or B2C: whether selling windows door-to-door or $100K+ machinery, relationship-building through shared interests (Kentucky basketball, football, family photos on walls) separates order-takers from trusted advisors.Proper machine fit prevents buyer's remorse: a 21-foot double folder looks "big and sexy" but useless if the customer lacks floor space—consultative selling means tailoring equipment like a custom tuxedo.One-stop manufacturer/supplier advantage: Cidan owns manufacturing (Sweden/Switzerland/Austria), distribution, AND field support with seven phone technicians providing free troubleshooting to minimize downtime for customers.Architectural panels differentiate mom-and-pop shops: double folders produce bourbon batten, diagonals, and custom profiles at zero extra material cost—offering variety large competitors can't match with standard PBR roll formers.Technology shortens learning curves for the aging workforce: intuitive machine programming with saved libraries allows hiring people "off the streets" rather than waiting a year to train the old-timer tape-measure artist who might retire. Resources and Links: Cidan Machinery: https://us.cidanmachinery.com/ Randy Chaffee: https://www.sourceonemarketingllc.com https://www.buildingwins.live Wes Wyatt: https://www.weswyatt.com

    57 min
  4. Joe Ignace

    MAR 16

    Joe Ignace

    Guest: Joe Ignace Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt Episode Summary: Joe shares his journey from door-to-door book sales in Tennessee (managing 43 reps who sold $1.4M in 11 weeks) to founding Velocity 360, a white-glove CRM solution specialized for the pole barns, sheds, post-frame construction, and metal building industries. He and Randy explore the "sales velocity formula"—leads × conversion rate × average sale price ÷ sales cycle length—revealing why sales is pure math, not luck or personality. Joe introduces his "No Test" diagnostic: Can you see conversion rates by product line? Do you reach leads within 60 seconds? Do you follow up 14 times with unresponsive leads? Most companies answer no to all three, leaving massive revenue on the table. The conversation reveals how Velocity 360 achieves 60-80% lead response rates through automated nurturing, freeing salespeople to close hot leads rather than chase cold ones, with client growth ranging from 20% to 380%. Key Takeaways: Sales velocity formula = (leads × conversion rate × average sale) ÷ sales cycle length: if you don't know these four numbers, you can't manage what you can't measure.60-second response increases close rate 381%: contacting inbound leads within one minute (versus same-day or 72 hours) slashes sales cycle length and multiplies monthly revenue.7-14 touches start conversations; most quit at 3. Clients get responses on touchpoint 12-15 because leads forget you—they're not angry; they're busy shopping multiple vendors."What if it worked?" beats the sunk-cost fallacy: companies reject solutions because "we built so much already," ignoring whether current systems actually deliver measurable results, such as conversion visibility.Visibility equals opportunity at trade shows: real networking happens in host hotel lobbies, elevator rides, and niche events (Women in Post-Frame, Christian breakfast)—not just booth time on show floors. Resources and Links: Velocity 360: https://velocity360crm.com Joe's New Book: "The Problem With Potential" Randy Chaffee: https://www.sourceonemarketingllc.com https://www.buildingwins.live Wes Wyatt: https://www.weswyatt.com

    43 min
  5. Randy Chaffee and Wes Wyatt | 03062026

    MAR 9

    Randy Chaffee and Wes Wyatt | 03062026

    Guest | Host: Randy Chaffee Guest | Producer / Director / Co-Host: Wes Wyatt Episode Summary: Randy reports live from Oklahoma City's NFBA (National Frame Builders Association) conference, sharing his road warrior routine—3:45 am wake-up calls, double alarms two minutes apart, and strategic planning that fills 80% of his calendar two weeks before any show. He and Wes explore the art and science of working trade shows versus just attending them, emphasizing "living in the industry" rather than "off the industry" through intentional networking in hotel lobbies, scheduled meetups, and leaving 20% of the calendar open for serendipitous connections. Wes provides health updates—completing cardiac rehab session 6 of 36, getting temporary crowns to replace teeth lost during intubation, and learning that his C Protein Deficiency requires lifelong blood thinners. The conversation previews their upcoming collaboration with Ben Gay III on "The Closers Volume 7," focused entirely on trade show mastery. Key Takeaways: 80-20 calendar rule: fill 80% of trade show schedule two weeks in advance with solid commitments, leave 20% flexible for unexpected opportunities and hallway connections.Living in vs. living off the industry: working the host hotel lobby, scheduling customer dinners, and attending industry events creates exponentially more value than just "booth time" scanning badges.Eliminate decision fatigue with systems: double alarms (3:45 and 3:47), sticky notes for chargers in three locations, laying out a badge on a sports coat, business cards on a nightstand—remove all guesswork from morning routines.Cross-industry networking multiplies value: meeting authors/coaches/marketers outside your industry (Rob Anspaugh, Oak McAuliffe, Paul Boyles, Mark Gasser) breaks groupthink and imports fresh ideas from different worlds.Badge/ChapStick rule: forgetting your badge costs 15-20 minutes minimum, plus two team members waiting; grab ChapStick from vendor booths early because constant talking dries out lips by hour two. Randy Chaffee: https://www.sourceonemarketingllc.com https://www.buildingwins.live Wes Wyatt: https://www.weswyatt.com

    38 min
  6. Tony Rubleski

    MAR 2

    Tony Rubleski

    Guest: Tony Rubleski Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt Episode Summary: Tony shares his 21-year journey teaching "Mind Capture"—the strategy of standing out in an era when nobody's paying attention —drawing on his telecom door-to-door sales and advertising background. He and Randy explore the shocking reality that humans now have an 8-second attention span (less than a goldfish's) due to TikTok, Reels, and social fragmentation, making the war for attention more critical than ever. Tony reveals insights from his new book "Don't Quit, Do It"—a raw three-year writing process covering 50 lessons from his darkest moments, including gambling addiction (8 years clean), divorce, bankruptcy, and being stalked. The conversation emphasizes practical video marketing tactics such as sending personalized videos to prospects, posting client photos in real-time, and using the 5 Ws formula (who/what/when/where/why) to create compelling content that captures minds before competitors do. Key Takeaways: Eight-second attention span reality: Microsoft research confirms humans in North America have goldfish-level focus—shorter videos, faster hooks, and immediate value are mandatory for digital survival.Digital footprint defines existence: if you can't be found on social media today, you simply don't exist for large audiences—15-20 years ago, it was websites, now it's consistent video presence.Video is worth a million words: sending personalized videos to prospects/referrals with real-time photos creates immediate response and differentiation that nobody else consistently provides.Get in the game imperfectly: first video is worst, fifth is better—resistance (doubt) tells you wrong lighting/script/look, but momentum comes from doing it badly first, then improving.Pattern interrupts beat negative spirals: when self-sabotaging thoughts arise ("I'm not good enough"), use 10 proven pattern interrupts to overwrite programming—winners focus on what they can control today, not yesterday's losses. Resources and Links: Tony Rubleski: https://www.mindcapturegroup.com New Book: "Don't Quit, Do It" Randy Chaffee: https://www.sourceonemarketingllc.com https://www.buildingwins.live Wes Wyatt: https://www.weswyatt.com

    51 min
  7. Randy Chaffee and Wes Wyatt | 02202026

    FEB 23

    Randy Chaffee and Wes Wyatt | 02202026

    Guests: Randy Chaffee and Wes Wyatt (Returning after medical crisis) Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt Episode Summary: Wes shares his harrowing three-month medical journey that began on November 15th (Through January 14th - TWO Months) with a heart attack, followed by a second massive heart attack the day before Thanksgiving, stroke, full brain bleed, pneumonia, staph infection, and two weeks in a medically-induced coma on a ventilator. He and Randy discuss the physical toll—losing 70 pounds, biting off his veneers on the intubation tube, relearning to walk and sit up, ongoing tremors, and permanent clots in his RCA (Right Coronary Artery), both arms, right leg, and lungs caused by C Protein Deficiency. Wes reveals the emotional impact of watching fellow rehab patients not recover like he did, especially honoring industry friend Cindy Kurpely's father, Gerry, who passed during Wes's hospitalization. The conversation emphasizes recognizing body warning signs, cherishing every moment with loved ones, and understanding wins extend far beyond business—into spiritual, health, and relationship victories. Key Takeaways: Listen to your body's signs: Wes survived because he went to the hospital three times despite uncertainty—ignoring symptoms can be fatal, especially with cardiac events.We're not guaranteed tomorrow, we're not even guaranteed the next moment: Wes's perspective shifted from "don't leave mad" to understanding life can change in seconds.Community prayer works miracles: Wes's mother-in-law said with the number of people praying, "you should run out of the hospital"—and despite zero platelets and brain bleed, he did.Live every day like it's your last because one of these days you'll be right (John Addison): Wes now operates on "borrowed time" with permanent clots but refuses to slow down or retire.Die empty philosophy (Myles Munroe): Wes believes God saw he had more to give—he's more motivated than ever to create, give back, and make every moment count rather than worrying about what could happen.

    42 min
  8. Scott Miller (Second Appearance)

    FEB 16

    Scott Miller (Second Appearance)

    Guest: Scott Miller Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt Episode Summary: Scott shares his transition from corporate sales leadership to running three businesses with his wife—a consulting firm, a marketing agency, and a Vietnam-based operation serving clients such as Accor Hotels. He and Randy explore why most small businesses struggle at the $3 million mark (forced to rely on others) and at the $7-8 million threshold (required to implement systems/SOPs). Scott reveals the counterintuitive truth that marketing is senior to sales—the greatest salesperson can't succeed without an audience—and introduces the "best known beats best every time" principle using Domino's Pizza as proof: they sold mediocre pizza but dominated by solving mom's quality-of-life problem with 30-minute delivery. The conversation pivots to sales psychology, explaining why elite salespeople sell feelings (not features/benefits), why businesses plateau at the same revenue for five years signal impending failure, and how simple incremental tweaks compound into exponential growth. Key Takeaways: Best known beats best every time: Domino's didn't sell pizza—they sold piping-hot convenience delivered in 30 minutes, solving working moms' quality-of-life problems despite inferior product quality.Three sales tiers: bottom tier learns features/benefits, middle tier sells results/outcomes, top 1% sells how customers will feel—making 2-10x more money by tapping into emotion over logic.Never change the target: in tough times, increase activity (75-125 contacts vs. 25) to maintain targets instead of lowering goals—real professionals thrive when others quit.Small tweaks compound exponentially: moving the closing ratio from 25% to 30% and the average deal from $5K to $10K doubled client revenue in under a year with the same staff.Flatline revenue = death spiral: businesses doing identical revenue for five consecutive years become dangerously reliant on 1-2 customers and face imminent collapse without a growth trajectory.

    53 min
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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
    173
  • Rating
    Clean
  • Copyright
    © 2025 Building Wins LIVE!
  • Show Website
    Building Wins LIVE!