Episodes

Guest: Josh Nowlin Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro Chat Show Intro & Banter: Randy and Wes kick off the episode with playful banter about fake technical freezes during pre-show prep, having "Wes bots," and upcoming personal milestones (including Wes's daughter Carson's wedding). Welcoming Josh Nowlin: Randy introduces long-time friend and industry leader Josh Nowlin, Director of Sales and Marketing at Burrows Post-Frame Supply. Josh curr...

** NOTE ** - The YouTube Video doesn't start until 2:25. You GOTTA love technology, huh? Guest: Joe Graham Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro Chat Show Intro & Banter: Hosts Randy Chaffee and Wes Wyatt open the show by celebrating a single recording session day instead of an exhausting "Rack and Stack" marathon. Randy and Joe highlight their shared Michigan roots and mutual fandom for the Wolverines ("Go Blue"), contrasting it playfully wit...

Guest: Eric Miner and Megan Pope of the NFBA (National Frame Building Association) Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro Chat Show Intro & Banter: Randy and Wes kick off the episode with playful banter about Randy’s "food-stealing bodyguard," Wes, touching on Wes's health recovery as he gets back behind the production board. Randy recaps his recent trip to Salt Lake City for the National Frame Building Association (NFBA) board meeting, noting t...

Guest: Eddie White Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro Chat Show Intro & Banter: Hosts Randy Chaffee and Wes Wyatt kick off another back-to-back recording session ("rack and stack"), discussing the sweet spot of capping runs at three episodes to keep energy high. Randy riffs playfully on New England geography, joking about the spelling of New Hampshire vs. Binghamton, NY, and teasing an impromptu meetup at the state capitol in Concord over St...

Guest: Gary Davidson Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro Chat Show 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...

Guest: Peg Buehrle and Michelle Calcasola of Action Coach Columbus Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro Chat Show 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 a...

Guest: Missy Beyer of Shield Wall Media Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro Chat Show 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 Sh...

Guest: Ben Gay III Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro Chat Show 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 me...

Guest: Ian Selbie of Sales Look Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro Chat Show 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 L...

Guest: Gary Reichert and Karen Knapstein Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro Chat Show 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 coll...

Guest: Andrew Boyle of Making Sheds Simple Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro Chat Show 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...

Guest: Alec Walker of Window Supply LLC. Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro Chat Show 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...

Guest: Hugh Hornsby Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro Chat Show Intro & Friendship: Randy and Wes welcome long-time friend and trades industry advocate Hugh Hornsby back to the show after catching up over dinner a few weeks prior. Lighthearted Stand-Up Comedy Story: Randy teases Hugh about a photo of him performing comedy at the West Side Comedy Club in New York City, dressed in a country flannel shirt and cowboy boots. Overcoming Stage 4 ...

Guests: James Buckley of 'Sell Better' Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt 📌 Episode Overview & Intro Chat Show Intro & Updates: Hosts Randy Chaffee and Wes Wyatt kick off the show, catching up in person. Book Announcement: They publicly announce plans to publish a Building Wins book by the summer of 2027. Show Mantra: They recount a story from a hotel bar where Randy asked if a pie came with ice cream, and the waitress answered, "It could." That phrase—"It could"—ha...

People, Process, Performance: The Triad of Sales Excellence Guests: Ian Selbie of 'Sales Look' Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt Episode Summary: Ian Selbie returns to Building Wins Live with host Randy Chaffee and co-host/producer/director Wes Wyatt for a sales-heavy conversation built around Ian’s three core pillars: People, Process, and Performance. Ian, a speaker, author, coach, sales mentor, and host of Confessions of a Sales Pro, explains how he helps sales orga...

Guests: Rob Anspach of Anspach Media Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt Episode Summary: 1. The Disney World Marketing Masterclass While many view theme parks solely through the lens of entertainment and rides, Rob approaches Walt Disney World as an immersive marketing classroom. Selling Experiences, Not Products: Disney excels because it isn't merely selling candy or roller coasters; it's selling ingrained family memories and emotional connections that bring visitors...

Guests: Jared Ledford of America Builds Better Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt Episode Summary: Jared Ledford joins Randy Chaffee and Wes Wyatt for a hard-hitting conversation on how to actually win at trade shows instead of simply showing up and hoping the booth fairy drops leads in your lap. Coming off the York, Pennsylvania Shield Wall event, Jared and Randy unpack what exhibitors are doing right, what they are getting lazy about, and why companies need to treat e...

Guests: Chris Miller of The Barndo Loan Pros Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt Episode Summary: Chris shares his leadership of The Barndo Loan Pros (powered by First Federal Bank of Kansas City), which scaled from its Midwest roots to nationwide lending across 47 states (excluding Hawaii, Alaska, and New York) over four years. The bank's 90-year history of construction lending (since 1948) positions it uniquely to understand barndominium financing, where 90% of lenders...

Guests: Christine Harrington Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt Episode Summary: Guest: Christine Harrington (The Savvy Sales Lady / Sales Coach & Author) Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt Episode Summary: Christine shares her 50+ year sales career spanning corporate insurance and road warrior territory, pivoting to sales coaching/training 12 years ago after a transformative crisis: her boss denied time off to be with her hospice-bound fat...

Guests: Lieutenant Colonel Oakland (Oak) McCulloch (Retired U.S. Army) Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt Episode Summary: Oak shares his 23-year active-duty career spanning infantry (5 years) and armored cavalry (18 years), culminating in his service as commander of the Army ROTC program at the University of South Alabama in Mobile before retiring on October 1st. He discusses his leadership philosophy rooted in servant leadership—emphasizing that leadership is a privil...

Guests: Lee Salz Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt Episode Summary: Lee shares his "sales contrarian" philosophy, challenging outdated industry wisdom, and releasing his new book, The First Meeting Differentiator (September 30th), in the acclaimed Differentiator series. He exposes common sales myths: "sales is a numbers game," treating people as numbers (quality beats quantity), "you can prospect too much" (disproven by generic outreach data), and "you're only as good ...

Guests: Steve Thomas (President) and Adam Thomas (VP) - RJ Thomas Manufacturing / Pilot Rock Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt Episode Summary: Steve and Adam share the three-generation family business story of RJ Thomas Manufacturing, founded in 1959 by depression-era WWII veteran RJ Thomas and his wife Doris in Cherokee, Iowa (northwest corner, 60 miles from Sioux City). Steve, second-generation president raised in the business since high school (starting in 1972), a...

Guests: Alan Sallee Jr of Mid South Aluminum Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt Episode Summary: Alan shares that Mid South Aluminum, a division of Kripke Enterprises, has specialized in painted aluminum coil for building construction and transportation markets since 1993. Operating from Toledo, Ohio, headquarters with Jackson, Tennessee, coil division, MidSouth maintains over 15 million pounds of inventory across multiple paint line locations nationwide, shipping to ev...

Guests: Ben Gay III, author of the 'The Closers' book series. Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt Episode Summary: Ben shares wisdom from his 50+ years in sales and training, including giving 5,000 paid engagements and shaking hands with 2.5 million people across 300+ talks annually at his peak (including 33 talks in 33 cities over 11 days). He and Randy explore the philosophy behind The Closers series warning label ("not for beginners")—designed after shocked readers ...