Guest: Jared Ledford

Host: Randy Chaffee

Producer / Director / Co-Host: Wes Wyatt

Episode Summary:

Jared shares his journey from Honda dealership shop foreman to co-owner of multiple building companies in Ohio, including Dayton Barnes (national metal building sales), Five Rivers Pole Barns (luxury construction), and co-host of the Steel Kings Podcast. He and Randy explore the natural progression from wood sheds to metal buildings to full construction management, emphasizing that growth requires calculated risk-taking and that staying comfortable with low-ticket, low-risk products is not an option. Jared also passionately advocates for community involvement, serving on his local park board, chamber of commerce, and soon the city council, urging listeners to step up in their communities.

Key Takeaways:

Evolve or stagnate: businesses must graduate from simple portable buildings to more complex offerings to grow.

Risk with purpose: putting your money where your mouth is and backing up what you say leads to greater satisfaction and success.

Mission-driven culture: every employee should know your mission statement inside and out—Dayton Barnes' is "sell quality buildings all the time, period."

Quality over volume: not every customer is a good fit for every product; understand limitations and match customers to the right solutions.

Give back locally: small business owners and construction workers with common sense and values are desperately needed in local community leadership.

Resources and Links:

https://www.steel-kings.com/

https://daytonbarnes.com/

https://fiveriverspolebarn.com/

https://www.buildingwins.live/

Guest: Jake Kirts

Host: Randy Chaffee

Producer / Director / Co-Host: Wes Wyatt

Episode Summary:

Jake shares Blitz Builders’ second-generation story and decades of service within the NFBA, digging into how post-frame construction has evolved from simple “pole barns” to high-end, lifestyle-driven projects—from equestrian facilities to barndominiums. He and Randy riff on why giving back to the industry matters, how supplier–builder collaboration fuels innovation, and why great sales today is less about specs and more about listening, consulting, and helping customers design the life they want inside the building.

Key Takeaways:

Service first: participating in NFBA committees and chapters lifts the whole industry and leaves a legacy.

Post-frame ≠ “just a barn”: the category now spans premium residential and commercial builds, including barndominiums.

Sell the lifestyle, not the lumber list: consultative conversations beat feature dumps and “commission breath.”

Collaboration wins: builders and suppliers co-create better products and solutions when they ask, “Why can’t we…?”

Relationships compound: manage expectations, listen deeply, and turn every customer into a long-term referral source.

Resources and Links:

https://www.sourceonemarketingllc.com/

https://www.weswyatt.com/

https://blitzbuilders.com/

Guest: Don Barden, Ph.D.

Hosts: Randy Chaffee

Producer / Director / Co-Host: Wes Wyatt

Episode Summary:

Behavioral economist Don Barden, Ph.D., explains why confidence drives economies, why ADHD can be a leadership superpower, and why female-led organizations are set to outpace the market. Drawing from his book “Here Come the Girls,” Don outlines data behind a 2028 tipping point for women in global leadership, how female leadership styles boost retention and profits, and how sales teams win by shifting from transactions to partnerships. Practical takeaways include leading with collaboration, making customers feel seen-heard-understood, and building relevance to earn a bigger share of wallet.

Timestamps:

(0:00) Third show of the day banter and pre-show was fire

(0:42) Meet Don Barden, Ph.D.

(1:42) Show open and proper name check: Randy Chaffee and Wes Wyatt

(2:09) Don joins; “Dr. Pepper” as code and audience context

(3:23) Gratitude for “Building Wins” and the trades

(5:31) Don’s background: behavioral economist focused on the future, not the past

(6:51) Optimism about the economy and why confidence matters most

(8:38) Economics reflects behavior and vice versa; “which economy?”

(9:58) Average worker is 39 and changes jobs every 3 years

(11:15) ADHD and dyslexia as leadership superpowers; one-third of CEOs note

(12:58) David vs. Goliath reframed: turn “disadvantages” into advantages

(14:26) Confidence habits, attitudes, and the glass that can be refilled

(18:54) Many workers haven’t “seen the movie” of past downturns; lead with grace

(21:26) How leaders help younger teams through negativity

(24:21) Sponsor: IBuyFromRandy.com

(25:00) Book segment: “Here Come the Girls”

(26:21) The math begins in the late 1950s; cultural mindset shifts

(29:58) Projection: women surpass men in global leadership in 2028

(30:12) Today’s level at roughly low 40s percent and rising

(31:20) Beyond the math: are women good leaders? Findings say yes

(32:11) Side-by-side businesses: female-led outproduces 3x revenue and profit

(32:29) Tenure: 3 years average vs. 6 years with female leadership; productivity rises years 4–6

(33:39) Why consumers choose female-led firms and employees stay

(34:26) Leadership key: how she engages critical thinking and the team

(35:49) Sales gold: how to sell to her — collaboration over conquest

(38:01) Friendship → Transaction → Relationship → Partnership (the pinnacle)

(41:14) Relevance beats relationship: tell the truth, grow together

(41:39) AI as “spell check”; people still buy from people

(43:18) Share of wallet expands when you’re a true partner

(44:01) How female leaders solve problems: sympathy for the problem, empathy for the person

(46:26) The “magic wand” question; 94% already know the fix

(47:49) Create teams who feel seen, heard, and understood — then empowered

(50:23) Collaboration bias: build with partners instead of conquering suppliers

(51:07) The 3 Cs behind confidence: courage, commitment, capabilities

(55:04) Exceed expectations; be creative, not competitive

(56:00) Free e-copy offer for listeners who mention the show

(57:01) Close: gratitude, action, and a celebratory “Dr. Pepper”

Key Takeaways:

Confidence moves markets. Lead with optimism and model calm, especially for teams that haven’t lived through prior downturns.

Female leadership advantages compound: longer retention, rising productivity years 4–6, and 3x revenue and profit in side-by-side comparisons.

Sell like a partner. Shift from transactions and “relationships” to partnership and relevance. Make buyers feel seen, heard, understood, and...

Live from Dayton: Asphalt & Algorithms Bestseller News, Trade Show Mastery, and Why Visibility = Opportunity.

HOSTS:

Randy Chaffee (host)

Wes Wyatt (producer/director)

GUEST:

Randy Chaffee

EPISODE SUMMARY:

Wes opens from the control chair and tosses to Randy, who’s broadcasting live from the Construction Roll Forming Show in Dayton with Shield Wall Media. Randy shares big news: his new book, Asphalt & Algorithms, hit #1 in multiple Amazon business/sales categories, and he’s signing copies at the show. The conversation turns into a mini-masterclass on trade shows—how visibility compounds, why “live from the floor” content outperforms a static banner, and how tiny, consistent behaviors build massive long-term wins.

They also announced a new book collaboration with Ben Gay III on trade shows for The Closers series (targeting “Volume 7,” subject to final sequencing), plus a future Building Wins book. Along the way: NFBA involvement, “man-on-the-street” coverage planned for Oklahoma City, shout-outs to friends and fellow podcasters, and a reminder that losses turn into wins when you extract the lesson.

HIGHLIGHTS & TAKEAWAYS:

Bestseller momentum: Marketing paired with a solid product can drive category #1s; celebrate, then keep serving readers.

Trade show edge: Don’t just attend—broadcast. Lives, interviews, and quick clips extend your reach beyond the hall and long after the show ends.

Visibility = Opportunity: Show your work in public; credibility compounds via small, consistent actions.

Hire pros, then listen: Editors, designers, and tech partners make you better—keep final say, but value their counsel.

NFBA service: Give back to the industry; involvement pays off in growth, relationships, and impact.

CHAPTERS / TIMESTAMPS:

00:00 Wes cold-open from the studio; Randy’s live on a busy show floor

01:05 Theme intro → on with the show

01:27 Banter, live-event realities, why “producer eyes” wander

01:53 From Dayton Convention Center: traffic’s strong; good vibes with Shield Wall Media

02:54 Book news: Asphalt & Algorithms becomes an Amazon category bestseller; signing copies on site

05:04 Where to buy: Amazon or signed copies via iBuyFromRandy.com (same price plus signature)

06:07 First-edition signed copies—why that matters to collectors and fans

06:42 New collab: Trade show book with Ben Gay III for The Closers series (soup-to-nuts playbook)

08:06 Future project: a Building Wins book

08:22 Trade show principles: greet everyone, be present, don’t “booth-sit” on your phone

10:57 NFBA talk: service mindset; upcoming man-on-the-street coverage in Oklahoma City

13:43 Show-floor shout-outs: Shannon Latham, Steel Kings, and Shed Geek

17:25 Sponsor roll — Source One Marketing / iBuyFromRandy.com

18:07 Why the book exists: to give back; dedicating it to Dad and the lessons that shaped the work

22:58 “Rare air”: hundreds of consistent episodes put the show in elite company

23:16 Hire smarter, listen harder: the title change story that leveled up the book

29:51 Big-venue realities: McCormick Place, OCCC, miles walked, and carrying boxes of books

32:15 “Algorithms vs. asphalt”: digital visibility and real-world handshakes—do both

33:04 Call for guests: wins, losses-turned-wins, and lessons we can all use

36:21 Long game: blend sprints with marathon habits

37:12 Wrap: back to the floor—go make today your best day ever

38:00 Outro

NOTABLE MENTIONS / RESOURCES:

Asphalt & Algorithms (new book; signed copies via iBuyFromRandy.com)

Construction Roll Forming Show — Dayton, OH (Shield Wall Media)

NFBA — National Frame Building Association...

Guest: Lee Salz

Hosts: Randy Chaffee (Host) and Wes Wyatt (Producer/Director)

Episode Summary:

Sales clichés like “numbers game,” “discovery meetings,” and “features and benefits” can stall deals. Lee Salz lays out a contrarian approach: replace discovery with consultation, lead with meaningful value, build empathetic expertise, tell memorable deal stories, qualify against a Target Client Profile, and always leave the first meeting with a defined next interaction. His new book, The First Meeting Differentiator, releases September 30 and focuses on practical moves you can use immediately.

Timestamps:

(0:00) Cold open: “Two ways to get back on the show…”

(0:21) Why Lee is back and why differentiation matters

(1:12) Lee’s sales contrarian stance

(2:58) New book mention; Randy’s Florida/Michigan aside

(4:00) Why “sales is a numbers game” backfires

(4:51) Quality over quantity in prospecting

(5:12) “You’re only as good as your next sale”

(6:20) The Sales EKG cycle

(6:56) End “discovery meetings” and why buyers dislike them

(7:58) Switch to consultation plus meaningful value

(8:10) Free resource: MeaningfulValue.com

(9:20) Real competition is every salesperson vying for the same meeting

(11:52) Social media parallel: competing for attention

(14:12) Consultation mindset means both sides get value

(15:29) Emotions drive decisions; engage them appropriately

(18:51) Empathetic expertise and “they get me”

(20:29) Four buying criteria: know, like, trust, expertise

(21:46) Law & Order lesson: all fact, no heart fails

(23:58) Deal Energizer: give the deal emotional life

(26:00) Qualify to lose early or avoid chasing ghosts

(27:25) Target Client Profile vs Ideal Client Profile

(28:56) Features, benefits, and boredom; tell stories instead

(30:18) The forgetting curve and story recall

(31:10) Build a Deal Pursuit Story Portfolio

(33:26) Paint the buyer’s picture of success

(34:08) Always schedule the next interaction before leaving

(36:00) Don’t ask “what’s your pain point” like a script

(38:52) PAIN acronym: Problem Action Inconvenience Neutral

(40:45) Switching has its own friction; stack value

(41:37) Family update: Lee’s sons and next chapters

(42:18) Why Lee’s work is actionable

(43:56) SAQ: Where is the low-hanging fruit

(44:46) Referral gap: 91 percent would refer, 11 percent ask

(45:50) Share of wallet: fastest path to revenue

(46:59) Parting advice: if you want them to do something, they need to feel something

(47:56) Close and call to action

Key Takeaways:

Replace discovery with consultation that delivers immediate, defined value to the buyer. Engage emotion first and support with logic; empathetic expertise wins because buyers feel “they get me.” Qualify against a Target Client Profile to protect time and pipeline health. Use stories to beat the forgetting curve and make solutions memorable. Always leave the first meeting with a scheduled next step. Grow faster by asking satisfied clients for referrals and expanding the share of wallet.

Resources and Links:

MeaningfulValue.com

BuildingWins.live

IBuyFromRandy.com

Hosts:

Randy Chaffee (Host)

Wes Wyatt (Producer/Director)

Guest: Josh Nowlin — VP (President-Elect) at NFBA; Director of Sales, Burrows Post-Frame Supply; Co-Host, Post Frame 360

Episode Summary:

Randy and Wes stack another conversation with industry friend Josh Nowlin to talk NFBA’s mission and why engagement—from scholarships to builder recognition—keeps the post-frame community thriving. They swap stories about board service, filling show aisles with the right attendees, and how to encourage more builders to submit projects for recognition.

Then they dive into practical safety and sales: Josh spotlights the Ridgeline Anchor system, how it installs during truss/purlin/roof stages, and why leaving permanent tie-off points is both the right thing and a smart differentiator at the kitchen-table sale. Randy previews sharing the product at the Construction Roll Forming Show (Dayton, Oct 1–2) and why “policy + simplicity” beats excuses on job-site safety.

Highlights & Takeaways

NFBA value: Real programs (education, recognition, inclusion) that serve builders, engineers, and manufacturers—not just titles.

Get involved: Local chapters and board service are pathways to give back and grow the industry.

Builder of the Year updates: More ways for any size builder to compete and be recognized.

Ridgeline Anchor = simple safety: Pre-attach at the truss, frame and sheet over it, ridge cap on top—permanent, discreet tie-off remains.

Sales edge: Include anchors in the proposal; it signals you protect crews and owners years later.

Cost logic: Add a few anchors per building—negligible vs. total job cost; meaningful vs. risk.

Chapters / Timestamps

00:00 Cold open: “Rack & stack” banter, Rock’em Sock’em vibes

02:06 Theme intro + welcome

03:19 NFBA talk: why service matters, programs that move the needle

08:58 Recognition & Builder of the Year: making it easier to enter

10:00 Next NFBA show headed to Oklahoma City; goal = qualified aisle traffic

15:10 Sponsor break — iBuyFromRandy.com

16:00 Product spotlight: Ridgeline Anchor—how it installs and stays forever

20:01 Retrofit options (metal over deck/shingle), residential uses, holiday lights, trades

24:53 Culture of safety: “policy + anchors” reduces excuses and risk

26:02 Pricing mindset: build it into bids; protect brand long-term

27:22 Sales differentiator: leave tie-offs for the owner’s future maintenance

28:19 Event plug: Construction Roll Forming Show, Dayton — Booth 110 (Oct 1–2)

31:02 Wrap with Josh; invite to Post Frame 360

33:03 Final event reminder + contact options

44:07 Outro

Notable Mentions / Resources

NFBA — National Frame Building Association (membership, recognition, education)

Burrows Post-Frame Supply (full package supply; sales enablement workflows)

Post Frame 360 (Josh’s podcast)

Ridgeline Anchor (permanent ridge tie-off solution for post-frame, metal, and shingle applications)

Construction Roll Forming Show — Dayton, Oct 1–2 (Randy at Booth 110)

Sponsor:

This episode is presented by Source One Marketing — iBuyFromRandy.com.

Pull Quotes:

“It’s not a cost—it’s positioning. You’re protecting crews today and owners for years.”

“Most accidents are avoidable when you make safety the policy and make it easy.”

Calls to Action:

Explore NFBA programs and recognition opportunities; consider local involvement.

Builders: add a few Ridgeline Anchors to every job—sell safety and peace of mind.

See the anchor live in Dayton (Oct 1–2), Booth 110—or contact Randy directly.

WHO’S ON WITH US TODAY?

Host: Randy Chaffee

Producer/Director & Co-Host: Wes Wyatt

Guest: Lisa Ryan — keynote speaker, podcast host, author of 12 books, sales/retention strategist, and creator of Grategy (gratitude + strategy)

ABOUT OUR GUEST

Randy met Lisa Ryan at the NFBA show in Knoxville via mutual friend Marvin Montgomery.

Lisa helps manufacturing, construction, and skilled-trades companies retain their top talent—with practical culture, recognition, and retention systems (aka Grategy).

MAIN POINTS

Rack & Stack energy: The crew’s on a roll—three episodes back-to-back (they once tried five… never again; “three is the sweet spot”).

Retention beats replacement: Once you’re near market pay, the biggest levers are culture, connection, and recognition—not just dollars.

Boomerang effect: One firm reported 85% of leavers wanted to return; plenty come back even at ~30% less pay because the culture fits.

Health cost of toxic work: Burnout, poor sleep, and stress skyrocket in bad cultures; happiness at work improves mental/physical health (Lisa cites her husband’s before/after).

Loyalty’s a two-way street: Employees see layoffs everywhere. If companies want loyalty, they must demonstrate it (e.g., Worcester Brush’s “we cut hours before jobs” approach; only one layoff in ~50 years—and she was celebrated on return).

Friends at work matter: Gallup’s “best friend at work” item is real—friendships make leaving harder and daily work better.

Lisa’s 6 Gears of Grategy (culture toolkit):

Attitude (updated expectations; post-pandemic flexibility, even in construction)

Appreciation (leaders’ personal gratitude practice)

Access (to leaders and to tools/training)

Applause (tangible recognition done right)

Acts of Service (mission/meaning; rising importance for Millennials/Gen Z)

Accountability (small commitments, done consistently—not “another program”)

Start recognition the right way: Use the Apology Approach to reset trust: “I haven’t been letting you know how much I appreciate you—and I’m going to do better.”

Stay > Exit: Exit interviews often come too late; run stay interviews to learn why people stay, what they need, and what might tempt them to leave.

Mind the Glassdoor: Read and respond to reviews—and fix recurring themes; candidates check whether leadership is listening.

Books & formats:

Thank You Very Much: Gratitude Strategies to Create a Workplace Culture That Rocks — quick, choose-your-chapter playbook.

Gear Up for Greatness — Lisa’s business fable that embeds the 6 Gears.

All titles on Amazon (search “Lisa Ryan gratitude”).

Personal practice fuels professional results: Lisa has kept a daily gratitude journal since 2009 (five items each morning)—it rewires your brain to spot the good, even in hard seasons.

Show mantra, echoed today: Love what you do and do what you love.

NOTABLE QUOTES

“Oh, honey, they’re leaving you.” — Lisa Ryan (her inside voice to leaders who blame pay instead of culture)

“No employee ever quit because of too much training.” — Lisa Ryan

“I haven’t been letting you know how much I appreciate you—and I’m going to do better.” — Lisa Ryan (the Apology Approach to restart recognition)

“Exit interviews may be too late. Try a stay interview instead.” — Lisa Ryan

WHO’S ON WITH US TODAY?

Host: Randy Chaffee

Producer/Director & Co-Host: Wes Wyatt

Guests: Ben Gay III (author of 'The Closers' series), Jason Williford (entrepreneur/author; Ben’s biographer)

ABOUT OUR GUEST(S)

Eighth visit from sales legend Ben Gay III—the book in the middle needs no intro.

Jason Williford discovered The Closers in his early sales days (timeshare → home improvement → real estate), later co-founded Real Estate Expert Advisors (Inc. 5000 at #354, #904, #1345), survived an ICU scare in 2020, and reconnected with Ben. He’s now writing Ben’s biography and aiming beyond the page (documentary/film).

MAIN POINTS

Opening banter:

“Four musketeers,” playful ribbing about why Ben keeps getting invited back—because he’s that good.

Jason’s sales roots & reset: One-call close training, “miss one → 15-minute autopsy → FIDO,” then a run in real estate hyper-growth; life perspective after a near-death ICU stay.

The biography project:

Working title: Born to Sell: The Good, the Bad, and the Ugly (title still evolving).

Narrative choice: mostly first-person Ben, layered with lessons (Hill, Nightingale, Mandino, Rohn, Ziglar).

Ambition:

NYT bestseller and a film/documentary (tonal comps: The Wolf of Wall Street—less vulgar, Glengarry Glen Ross, Forrest Gump, Mad Men).

Launch timing:

The manuscript could be completed in weeks, but the team will strategically time the release (e.g., around a holiday or early in the year).

Research ninja:

Jason keeps unearthing receipts—photos of San Quentin warden Red Nelson, tracking down cousin Donna Ashley Gay, and more.

Ben’s prison chapters—both sides of the wire:

Volunteer: ~250 Fridays teaching at San Quentin (People Builders).

Inmate: 6.5 years at Lompoc on a white-collar case he insists “didn’t happen”; hard-won advice: take the deal (unless it’s LWOP).

Ran the warehouse like a business (the “50-lb shrimp” incident), insisted on being addressed as “Mr. Gay,” earned ~$600/mo and sent $550 to Gigi, denied gate money due to a PSI rumor of “$30M in storage.”

Transformation story:

Lamont Bowens—from San Diego gang life to GED → college → law school → practice near the White House, now in the hunt for a youth federal judgeship.

Legacy threads:

The mastermind concept (Hill), Leadership Dynamics lineage (Bailey → Rohn → Robbins), and early-’70s People Builders work that echoed through the industry.

William Penn Patrick arc: Candid look at aircraft, politics (ran against Reagan in ’66), tragedies (ice-cream-parlor crash with 26 fatalities; Patrick’s own fatal P-51 crash; a later ranch owner’s crash)—the book won’t shy away from the dark.

Perspective & humor: Ben at 83—“playing the back nine,” sharing his ringer score (-18 over years), and saluting Gigi for on-air tech saves.

What’s next:

The Closers, Vol. 7 with Randy & Wes is still on the rails.

A boutique “Mastermind of the Century” retreat (with a Sausalito vibe) is in planning, and it will also serve as a filming location for the documentary.

NOTABLE QUOTES

“There are only two ways to get back on: you’re incredibly good, or you suck so bad we give you one last shot.” — Randy Chaffee

“FIDO — F it and drive on.” — Jason Williford

“You can be anything you decide to be if you’re willing to pay the price.” — Ben Gay III

“I did in prison what I do now: I ran a business, I spoke, I taught.” — Ben Gay III

“If you’re going to be an author, learn to spell the word...