Building Wins LIVE!

Ben Gay III | 05182026

Guests: Ben Gay III [https://www.linkedin.com/in/bengayiii/], author of the 'The Closers [https://www.ebay.com/str/ronzonebooks]' book series. Host: Randy Chaffee [https://www.sourceonemarketingllc.com/] Producer / Director / Co-Host: Wes Wyatt [https://www.weswyatt.com/] 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 called, saying they "shut their office door" because the content gave them "an unfair advantage" exposing unspoken sales realities. Ben reveals his mentor Napoleon Hill's three-lesson core from working together: integrity (stop being "fast and loose with truth"), focus (quit chasing shiny objects), and action (the "deep dark secret" of Think and Grow Rich, written as a sales training manual, not mystical philosophy). The conversation covers Ben's 86% closing rate over 100,000 face-to-face presentations, learning more from 14,000 "no's" than yeses, meeting interesting people (Charlie Manson nine hours over three visits, Sally Stanford the San Francisco madam, all 12 men who walked on the moon), and his signature close: "Randy, based on what you've told me, here's what I suggest we do"—positioning himself as team member solving mutual problems, not "evil salesperson." Key Takeaways: * Sell quality products or bust: selling junk (Yugo example) requires "getting a gun and threatening children"—no technique compensates for inferior products, making success impossible and miserable regardless of closing skills. * Know-Like-Trust-Feel Safe (KLTS framework): people buy from those they know, like, trust, AND with whom they feel safe - develop all four in 5-10 minutes through skill, not 50 years of relationship history. * Napoleon Hill's secret trilogy: integrity over "fast and loose" shortcuts, focus over shiny-object-chasing, and ACTION over philosophical navel-gazing—Think and Grow Rich is a sales training manual, not mystical deep philosophy to decode. * "I AM" not "I will be": claim goals in the present tense (I am rich, I am making this sale) versus hoping/wishing for future outcomes—Ben designed his current house 30 years ago by acting as if he already owned it. * 86% close rate through atmospheric pressure sensing: feel when prospects decide to buy before they know it themselves (like feeling the door open behind you, changing room pressure)—start writing orders mentally/physically when you sense the shift, using assumptive "we" language that infiltrates their team. Resources and Links: Ben Gay III https://www.linkedin.com/in/bengayiii/ [https://www.linkedin.com/in/bengayiii/] 'The Closers' Book Series: https://www.ebay.com/str/ronzonebooks [https://www.ebay.com/str/ronzonebooks] Randy Chaffee: https://www.linkedin.com/in/randychaffee/ [https://www.linkedin.com/in/randychaffee/] https://www.facebook.com/therandychaffee [https://www.facebook.com/therandychaffee] https://www.sourceonemarketingllc.com [https://www.sourceonemarketingllc.com] https://www.buildingwins.live [https://www.buildingwins.live/] Wes Wyatt: https://www.weswyatt.com [https://www.weswyatt.com] https://www.linkedin.com/in/weswyatt/ [https://www.linkedin.com/in/weswyatt/] https://www.facebook.com/wesawyatt/ [https://www.facebook.com/wesawyatt/]

Gary Reichert | 05112026

Guests: Gary Reichert of Shield Wall Media [https://shieldwallmedia.com/] Host: Randy Chaffee [https://www.sourceonemarketingllc.com/] Producer / Director / Co-Host: Wes Wyatt [https://www.weswyatt.com/] Episode Summary: Gary shares Shield Wall Media's success with the Max the Malamute children's book series—Max Builds a Metal Roof, selling 5,000 copies in the first printing; Max Builds a Pole Barn, launching at NFBA; and Max Builds a Barn Dominium, one-third complete. He reveals the educational mission: getting kids interested in construction trades through books grandfathers read to grandkids, with technical accuracy (underlayment runs in the correct direction) that won't annoy professionals, ending each story with Max enjoying family time (fishing, board games). Gary explains the sponsor model: $5,000 buys 1,000 books ($5 each vs. $12.95 retail)—vendors distribute boxes of 40 to dealers as relationship-builders, with school districts developing lesson plans for kindergarten/first grade. The conversation covers Post-Frame Builder Show (June 10-11, York, PA) philosophy: intentionally small attendance ensuring quality time between decision-makers without standing behind "six people who aren't even suspects," unlimited free exhibitor passes, $50 admission entirely donated to charity (Team Rubicon, Hurricane Helene tiny houses for 120-150 families), and food value exceeding admission cost. Key Takeaways: * Max books solve the labor pipeline problem at the kindergarten level: construction-accurate children's stories (underlayment directions, proper techniques) inspire the next generation, while grandfathers bond with grandkids over family-oriented trade education. * $5,000 sponsorship = 1,000 books at a deep discount: vendors distribute 40-book boxes to dealers as grassroots relationship-building rather than transactional "500 widgets at $200 each"—off-balance-sheet marketing that creates personal connections. * Intentionally small shows prioritize quality over quantity: weed out people "who aren't even suspects" so exhibitors talk to decision-makers ("people signing front of checks") without wasting time in lines at mega-shows. * All attendance revenue goes to charity; food exceeds admission: a $50 ticket delivers $50+ worth of food; unlimited free exhibitor passes available; door proceeds fund Hurricane Helene tiny houses (120-150 families), Team Rubicon, and flood relief—not "pocket change to Red Cross." * Gary's cell phone published in magazines: direct accessibility—CEO answers cancellation requests, complaints, praise while driving between appointments because "that's the way our industries should be." Resources and Links: Max Builds a Metal Roof (5,000 first printing sold out, second printing available) Max Builds a Pole Barn (launched at NFBA) Max Builds a Barn Dominium (one-third complete) Post-Frame Builder Show - June 10-11, 2026, York, Pennsylvania York Fairgrounds Convention Center (free parking, hotels within 1 mile) Construction Roll Forming Show - September, Gatlinburg, Tennessee Email: gary@shieldwallmedia.com [gary@shieldwallmedia.com] (cell phone published in magazines) https://postframebuildershow.com [https://postframebuildershow.com] Charities supported: Team Rubicon, Hurricane Helene tiny houses (Sam Byler/Shed Haulers Brotherhood), local chambers. Resources and Links: Gary Reichert: https://www.linkedin.com/in/gary-reichert-35826515/ [https://www.linkedin.com/in/gary-reichert-35826515/] Shield Wall Media: https://shieldwallmedia.com [https://shieldwallmedia.com] Randy Chaffee: https://www.linkedin.com/in/randychaffee/ [https://www.linkedin.com/in/randychaffee/] https://www.facebook.com/therandychaffee [https://www.facebook.com/therandychaffee] https://www.sourceonemarketingllc.com [https://www.sourceonemarketingllc.com] https://www.buildingwins.live [https://www.buildingwins.live/] Wes Wyatt: https://www.weswyatt.com [https://www.weswyatt.com] https://www.linkedin.com/in/weswyatt/ [https://www.linkedin.com/in/weswyatt/] https://www.facebook.com/wesawyatt/ [https://www.facebook.com/wesawyatt/]

Jared Ledford | 05042026

Guests: Melissa Beyer and Karen Knapstein of Shield Wall Media [https://shieldwallmedia.com/] Host: Randy Chaffee [https://www.sourceonemarketingllc.com/] Producer / Director / Co-Host: Wes Wyatt [https://www.weswyatt.com/] Episode Summary: Jared shares his multifaceted role as owner of Dayton Barnes/All Steel Buildings (national dealer network), Five Rivers Pole Barns (partnering with Graber Post for Southwest Ohio construction), host of America Builds Better podcast with Idea Room and Shield Wall, and founder of Find SEO marketing firm—all while serving as city councilman and father of three daughters. He and Randy explore the urgent evolution of the post-frame industry, warning that AI adoption will separate survivors from casualties within 24 months, as the race-to-the-bottom pricing plague that devastated tubular steel buildings threatens post-frame. Jared reveals the "secret sauce"—$5/day Meta-driven ads driving leads through Idea Room 3D configurators to a Smart Build bill of materials, closing deals by noon from couples designing buildings at 6:30pm dinner tables. The conversation emphasizes curating social media feeds (don't fall down TikTok rabbit holes), protecting customer data from AI tools (Claude accidentally leaked source code), and York's show-networking gold: continental breakfast crowds beat booth-only strategies. Key Takeaways: * Post-frame's two-year window before steel-building fate: race-to-bottom pricing has saturated the tubular steel market (38-week lead times for low prices)—post-frame must digitally advertise aggressively NOW or face an identical commodity collapse. * AI adoption is non-negotiable, data security is: use Gemini (easiest/free), ChatGPT (preferred), or Claude (coding)—but NEVER upload customer lists or personal data to any AI tool after source code leak incidents. * 3D configurator + $5/day ads = closed deals by noon: couple designs building at 6:30 pm dinner → bill-of-materials by 9:30 am next day → sold by noon—Idea Room to Smart Build workflow generates qualified leads cheaper than any marketing agency. * 25-and-under buyers trust the internet over word-of-mouth: ChatGPT/Gemini searches replace "Google me"—if you're not dominating SEO, social media, Google reviews, BBB, Yelp verification, young first-time buyers will NEVER consider you. * Trade show magic happens outside booths: continental breakfast networking, host hotel bars, educational sessions, Shield Wall's Wednesday 4:30 pm banquet—deals close in hallways with decision-makers ("people signing front of checks"). Resources and Links: Jared Ledford: https://www.linkedin.com/in/jaredledford/ [https://www.linkedin.com/in/jaredledford/] America Builds Better: https://americabuildsbetter.com/ [https://americabuildsbetter.com/] https://www.linkedin.com/company/americabuildsbetter/ [https://www.linkedin.com/company/americabuildsbetter/] Randy Chaffee: https://www.linkedin.com/in/randychaffee/ [https://www.linkedin.com/in/randychaffee/] https://www.facebook.com/therandychaffee [https://www.facebook.com/therandychaffee] https://www.sourceonemarketingllc.com [https://www.sourceonemarketingllc.com] https://www.buildingwins.live [https://www.buildingwins.live/] Wes Wyatt: https://www.weswyatt.com [https://www.weswyatt.com] https://www.linkedin.com/in/weswyatt/ [https://www.linkedin.com/in/weswyatt/] https://www.facebook.com/wesawyatt/ [https://www.facebook.com/wesawyatt/]

Shield Wall Media | 04272026

Guests: Melissa Beyer and Karen Knapstein of Shield Wall Media [https://shieldwallmedia.com/] Host: Randy Chaffee [https://www.sourceonemarketingllc.com/] Producer / Director / Co-Host: Wes Wyatt [https://www.weswyatt.com/] Episode Summary: Missy and Karen share details about the upcoming Post-Frame Builder Show (June 10-11, York, Pennsylvania), including the York Convention Center/Arena at the fairgrounds, which offers ample RV parking and proximity to Amish country. They reveal Shield Wall Media's unique philosophy: all door revenue goes to charity, families attend free of charge, exhibitors get unlimited guest passes, and one admission covers everything—seminars, continental breakfast, Wednesday banquet with food/drinks/entertainment, and full show floor access. Missy outlines the barn dominium panel format that Randy will moderate, emphasizing anonymous question submission for attendees who are nervous about "silly questions," which often help 30+ others with identical concerns. Karen explains Shield Wall's position between builders and manufacturers as "glass transmitting information clearly" through seven magazines (Frame Building News, Rural Builder, Plain Builder) connecting decision-makers ("people signing the front of checks") with suppliers debuting products face-to-face. Key Takeaways: * Zero tolerance for aisle selling with company-wide bans: vendors caught selling without booths face permanent Shield Wall event bans protecting exhibitor investments—even 10x10 booths accommodate 15 sales reps legitimately. * "You don't know what you don't know" moments happen constantly: a contractor discovered a never-before-seen roof vent that changed his entire year's operations—trade shows reveal innovations you didn't know existed. * Two full days of networking beyond booths: continental breakfasts, dual-track seminars (8-10 am), Wednesday banquet (4:30 pm buffet), educational panels with expert Q&A—showing up just for booth time misses relationship-building gold. * Anonymous questions reveal shared concerns: the barn dominium panel accepts pre-submitted questions because "silly question" askers discover that 30+ attendees need identical answers—no question is truly unique. * "How can I be involved?" is underasked: Midwestern humility prevents people from offering expertise for seminars or magazine articles—Shield Wall wants story ideas, project photos, and subject-matter experts who underestimate their value. * Post-Frame Builder Show - June 10-11, 2026, York, Pennsylvania York Convention Center (York Fairgrounds) Host Hotels: Wyndham, La Quinta (mention show for special rates) Fly into: Harrisburg, Baltimore, or Philadelphia Shield Wall Media - https://shieldwallmedia.com [https://shieldwallmedia.com] Magazines: Frame Building News, Rural Builder, Plain Builder (+ 4-5 others) Max (Shield Wall mascot) - kids' rest area and children's books https://www.buildingwins.live/ [https://www.buildingwins.live/] Resources and Links: Shield Wall Media: https://shieldwallmedia.com [https://shieldwallmedia.com] Melissa Beyer [https://www.linkedin.com/in/missybeyer/] Karen Knapstein [https://www.linkedin.com/in/karen-knapstein-75a81622/] Randy Chaffee: https://www.linkedin.com/in/randychaffee/ [https://www.linkedin.com/in/randychaffee/] https://www.facebook.com/therandychaffee [https://www.facebook.com/therandychaffee] https://www.sourceonemarketingllc.com [https://www.sourceonemarketingllc.com] https://www.buildingwins.live [https://www.buildingwins.live/] Wes Wyatt: https://www.weswyatt.com [https://www.weswyatt.com] https://www.linkedin.com/in/weswyatt/ [https://www.linkedin.com/in/weswyatt/] https://www.facebook.com/wesawyatt/ [https://www.facebook.com/wesawyatt/]

Ben Gay III | Best Of #1

Guest: Ben Gay III [https://Stores.eBay.com/Ronzonebooks] Host: Randy Chaffee [https://www.sourceonemarketingllc.com/] Producer / Director / Co-Host: Wes Wyatt [https://www.weswyatt.com/] 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 called saying they "shut their office door" because the content gave them "an unfair advantage" exposing unspoken sales realities. Ben reveals his mentor Napoleon Hill's three-lesson core from working together: integrity (stop being "fast and loose with truth"), focus (quit chasing shiny objects), and action (the "deep dark secret" of Think and Grow Rich written as a sales training manual). The conversation covers Ben's 86% closing rate over 100,000 face-to-face presentations, learning more from 14,000 "no's" than yeses, and his signature close: "Randy, based on what you've told me, here's what I suggest we do"—positioning himself as team member solving mutual problems, not "evil salesperson." Key Takeaways: * Sell quality products or bust: selling junk (Yugo example) requires "getting a gun and threatening children"—no technique compensates for inferior products, making success impossible and miserable. * Know-Like-Trust-Feel Safe (KLTS framework): people buy from those they know, like, trust, AND with whom they feel safe (Rob Anspaugh's addition)—develop all four in 5-10 minutes, not 50 years. * Napoleon Hill's secret trilogy: integrity over "fast and loose" shortcuts, focus over shiny-object-chasing, and ACTION over philosophical navel-gazing—Think and Grow Rich is a sales training manual, not mystical philosophy. * "I AM" not "I will be": claim goals in present tense (I am rich, I am making this sale) versus hoping/wishing—Ben designed his current house 30 years ago by acting as if he already owned it. * 86% close rate through atmospheric pressure: feel when prospects decide to buy before they know it themselves—start writing orders mentally/physically when you sense the shift, using assumptive "we" language. Resources and Links: Ben Gay: https://Stores.eBay.com/Ronzonebooks [https://Stores.eBay.com/Ronzonebooks] Randy Chaffee: https://www.sourceonemarketingllc.com [https://www.sourceonemarketingllc.com] https://www.buildingwins.live [https://www.buildingwins.live/] Wes Wyatt: https://www.weswyatt.com [https://www.weswyatt.com]