Brand Identity and The Force Multiple Every Salesperson Needs

In this episode of "Love Your Sales," host Leighann Lovely chats with Randy Chafee, owner and CEO of Source One Marketing LLC and host of the Building Wins Live podcast. They dive into the importance of building a personal brand in the sales industry, with Randy sharing his journey and innovative strategies such as his memorable "Robo Randy" promotional items. The conversation highlights the value of leveraging social media and blogging to enhance one's professional persona while balancing it with company branding. Randy also emphasizes the crucial role of time-blocking and prioritizing revenue-generating tasks in achieving sales success. Tune in to gain insights on creating a lasting impression and effectively managing your sales efforts.

Contact Randy –

Website – www.ibuyfromrandy.com

LinkedIN - https://www.linkedin.com/in/randychaffee/

 

 

Special Thank you to our Sponsor Genhead – www.genhead.com

 

Robb Conlon – Intro and outro – Westport Studio - https://www.westportstudiosllc.com/

 

The Brave Ones – Instrumental Version Song by Jan Sanejko - https://artlist.io/royalty-free-music/song/the-brave-ones/119489

 

Ready to grow your business? Schedule a call with us today  - https://api.leadconnectorhq.com/widget/bookings/discoverysalesleighann

 Channel Subscribe link - https://www.youtube.com/channel/UC-O7W9DzaRv4waodQKCprIg?sub_confirmation=1

 

#sales #businessdevelopment #entrepreneur #entrepreneurship #selling #relashionships #customerexperience #podcast #loveyoursales #lastingrelashionships #salescareers #salesmanager #salesdevelopment #traininganddevelopment #leadershipdevelopment #salespodcast #salestraining

 

Leighann Lovely: Welcome to another episode of Love Your Sales. I am joined by Randy Chafee. He is the owner and CEO of Source One Marketing LLC,

a respected manufacturer's rep agency with a rich history spanning over four decades. Randy has built a reputation for excellence and reliability. In addition to his success in his, in addition to his successful business venture, Randy is also known for his involvement in various industries, [00:02:00] related activities and organization.

He serves on the board of directors for. For the national frame builders association and the Buckeye frames builders association, where he actively contributes to the growth and development of the industry. Randy's passion for communication and sharing knowledge led him to launch the building wins live podcast, which is awesome, by the way.

And establish himself as a prominent blogger and writer through these platforms. Randy explores topics related to metal roofing, building components and business strategies for providing . Valuable insight in and advice to his audience. Recognizing the importance of building a personal brand.

Randy has been cultivating the Randy Inc brand long before it became a popular trend. His commitment to developing genuine relationships with clients and partners is deeply ingrained a value he learned from [00:03:00] his father at a young age. As a salesman and entrepreneur, Randy has always prioritized offering value 1st and foremost, Randy.

I am so excited to have you come on and talk with me because, um, really what we're going to be talking about is. Building that personal brand. So welcome.

Randy Chaffee: Well, thank you, Leighann. Appreciate that. And, and thanks for having me on. And, you know, we talked off air about what we wanted to talk about and man, this is right up the, right in the wheelhouse of what I, I enjoy.

I mean, I love the, my industry, right. And I love my products and my manufacturers and obviously my customer friends, but I just, you hit us, you just nailed it. You know, the building that personal brand is, is so important and it's so missed by so many really, really good salespeople. And, and what they could do, however good they are, what they could accomplish, if they would work on building that personal brand.

And if they're not anywhere near where they want to be. All my, they haven't even scratched the surface, but so [00:04:00] thank you for having me on and thank you for sort of talking about something that I'm passionate about.

Leighann Lovely: Yeah, it's, it, for those who have really started or those who have like locked in how to do that, it, it feels like, well, God, it's so obvious why aren't you doing this?

But there is a large, well, majority of people out there who are not leveraging The world that we live in now, social media, the networking, the, and, and you had said a phrase here that I was like, Oh my God, that's so the, the social, um, force multipliers. Is that the phrase you use?

Randy Chaffee: Yeah. Yeah. I, and I just use force multiplier in general and, and, but, but you can add social to it, but it, everything that we're doing.

And everything you and I've talked about, and when you was on building was live not long ago, we talked about the same thing. If you, if you [00:05:00] take all the virtual, all the digital, all the social, all those things, and use those is such a compounding effect. That, uh, and it becomes a force multiplier, a 10 X, 100 X, 1000 X.

I don't know how many, how many zeros you want to put on that as a lot. And it's not that hard and it's fun. And it takes a very little time comparatively to what a lot of people think. One thing that I explained to people a lot of times is, man, you must spend it. I, we see all the time. You must spend so much time.

I spend some time. Of course, if it's worth doing, you spend some time with it, but the amount of time that it would appear that I spend versus the time that I actually spend, uh, is, is, is, is small really for, and the benefit is huge. I spend a few minutes putting together a. A blog or a post or write an article or articles take longer, but you know what I'm saying?

A lot of the [00:06:00] digital stuff we do It's it's two and a half minutes of a thought pops in my head and I grab my phone literally Writing down the road and do a quick video boom boom post it out to all platforms And I just talked to thousands of people While I'm still driving down the road to my next in person contact, right?

Leighann Lovely: And there are a lot of people who, who, I mean, they, they do their podcasts while they're and I don't necessarily recommend this, but they do their podcasts while they're in their car and all of a sudden they're. Like, oh, I have this brilliant idea. I got to get this. I got to get it recorded. Um, and, but you're right.

There's people out there and they're like, oh, my God, how much time do you spend creating all this content? Because you're all over the place. And I, I see you on tick tock. I see you here. And I'm like, yeah, but you can create one really solid piece of contact content and then slice that up. And put it everywhere and people are like, Oh my gosh, I mean, how much it [00:07:00] really, once you figure out how to do it, and that was the struggle that I had was, how do I even begin?

Like, where do I, what do I use to create? If it's, if writing is your thing, if creating a video is your thing, where do you, how do you begin? And then get it down to a science where you're like, oh, this is going to take me five minutes. Um, I can bang this out. I can get this thought out and then I can, I'll have three pieces of, of great content that I can use in different platforms, different ways that have, and here's the important thing and have value to an audience, you know, And, and for the most part, if you are intelligent, if you are, you know, giving value, you're going to find an audience that is going to be interested.[00:08:00]

Randy Chaffee: Absolutely. Absolutely.

Leighann Lovely: You know, obviously there's caveats to that, but how did you start? I mean, you said you started long before you even realized that you were,

Randy Chaffee: you know, I'll tell you the very first bit of brand ambassadorship. That we did was, uh, was way back and I don't say way back, uh, 20 years ago, which is way back in the world of what we're talking about.

Right? Um, We, uh, we developed this, um, it's a really funny quick story. So my, my, uh, business manager, my agency's also happens to be my wife. And, um, she came up with this really brilliant idea. We was going to give away these little apothecary jars with candy in them, with a, with a source one marketing logo and my, one of my taglines, which is if we ain't got it, you don't need it.

Cause I just thought that was funny and kind of to the point, [00:09:00] right. Um, because I used that with the customer once when. I, they, I said, well, you don't need that. And I said, what do you mean? I don't need that. I said, cause you don't need that. And they go, I still don't understand because I don't have it. I ain't got it.

So you don't need it. It was a joke type thing, right? And so we took that and put it on there. We was branding it. And this was idea was to just put it out for Christmas, right? A little gift to get all the sales guys at a location and all that. Well, quickly we came upon, why don't I just refill these every time I call on customers?

And so we started buying the great big. Bags of hard candies, right? That I could pack in a suitcase or, or if I'm traveling from car, from home office, for example, started going in and filling up their jar every time I'm in and became a thing. I mean, sometimes I'd walk in and they'd literally set it out on their desk.

Right. Uh, they'd call up and you know, it was working Leighann. When they, I'd had a customer one time. I remember they called up and they said, [00:10:00] we've got a real problem. I said, well, you know, as a customer, I knew pretty well. I said, well, I'm sure you do. You are a problem. What do you got? They go. My candy jars, my candy jars empty.

I said, I said, so I'll fix that. And then one other time, I didn't get to a customer by the end of the day. I told him I may stop by. I may not just depends. There was nothing we really needed to do. I didn't make it. So I call, I sent him a text. I'm not going to make it. He goes. Well, that's too bad. I mean, really didn't need anything other than my candy jars empty.

So I went to a dollar general or someplace now. Wasn't, I think I went to a Walmart and I elevated my game slightly from dollar general. So I went to Walmart and I got a little bag of candy and I went and I set it by the front step and put a card on it. And I had a little stapler in my car. I stapled my card to it.

And I, I sent him a text. I says, Make sure you go by your front door the first thing in the morning before anybody else does and so [00:11:00] I still left on the candy. So that's my first start with this idea of building the identity of Randy and, uh, and, and really probably actually, as I think about it, Leighann, it might go back a little before that.

Now that we're talking, because my website, I have several for the rep agency. But the one that I use for everything is I buy from randy. com or. net or whatever else dots we got. Um, and because what's the most important thing, and I use this as a joke, right? What's the most important thing for you to remember?

Do I buy from you? Yes. I buy from randy. com. That's all you got to remember. So that was probably actually, as I think about it, even slightly before the apothecary jars. And then from there, just, it just made sense to just, you know, and, and, and this is an area of that. If your personality is such that you're, uh, hesitant to think this way, you got to get over it.[00:12:00]

It's okay to be A shameless self promoter, if you do it the right way and you do it the right intention.

Leighann Lovely: I absolutely agree. Um, if you're doing it the right way, people are, people like you, if you're doing it the wrong way, people are usually running from you. Right. Um. But if you're doing it and that's what you're explaining is a shameless self promoter, but you're doing it in a way that people are like, Oh, I like Randy.

Like I buy from Randy and there's that, that a little bit of humor in that. There's a little bit of, you know, and they know what, every time somebody grabs a piece of candy out of there, they know where it came from. You're top of mind at that point.

Randy Chaffee: Absolutely.

Leighann Lovely: You're, you're always top of mind. And that, that, those little gimmicky things.

Become part of, part of their routine, part of their day they become. [00:13:00] And that, I mean, that's, it's a, it's brilliant. There's no way around it. It's absolutely brilliant. It's I once, um, you know, back in the day when you were still not road warriors were still knocking on doors, which there are still, but after COVID things changed a great deal.

I mean, I'll be honest. After COVID. I never really got back to being that true road warrior while I was knocking on doors. I think that kind of ended and, um, And it's, it's slowly gotten back out there, especially in a lot of industries. It's finally in full force, but for a long time, even after that, there, you know, companies were locking their doors so that you couldn't even walk in

Randy Chaffee: exactly

Leighann Lovely: like, okay.

You know, the tchotchkes that my company at that time would give me were like these pens that had like, you know, a little person with the hair, you know, like, Um, and then I had one that was a backscratcher, right? And I, [00:14:00] I had a client that became a client called me like six months after I had dropped off this stupid backscratcher and he goes, I'm calling you.

And he goes, you want to know why my, my three sons were in the back all arguing and driving me crazy. I was ready to just kick them all out of the car on the way home. And he goes, then I saw this stupid backscratcher that you had. And he goes, and I threw it back into the back car and I'm like, just play with this.

And he goes, and they all shut up and they all were now playing with this backscratcher and he goes, man, I really should call her. And I was like, seriously, that's how I got this appointment.

Randy Chaffee: That's amazing.

Leighann Lovely: But it's, it's those things that keep you top of mind.

Randy Chaffee: They do.

Leighann Lovely: And, and I'm not, you know, again, I'm Yes, that those stupid little tchotchkes, those, it is that [00:15:00] consistency of like, here's something, here's, you know, and every company tries to find that perfect little stupid tchotchke thing or whatever it might be, but it truly is when you, you're consistent.

Um, and you, and again, I'm also talking about like the company branding, but you need to find what your personal brand is, what sets you and, and I'm, everybody who knows me knows that I love the color purple, right? My logo is purple. I had my hair dyed at one point, not my whole head, but I had a streak of purple in my hair, you know, the heart, which came out of my last name, lovely, you All of that, like it's, it's me, that is totally my, you know, when I do postings on LinkedIn, I have a heart, I have, you know, purple.

It's, those are the things that [00:16:00] help people stand out in some way.

Randy Chaffee: Exactly. And it's, you know, and, and, and another really good example is you just talk and thinking about the Chotsky stuff. One time we got this little robo Randy, I call him. It was one of those little, remember Gumbo or Gumby or whatever.

There's this little robot like guy with, you could flex his arms and it had a little, uh, you, you pulled the little tab out of it and it's got a little, uh, um, hock in it, right? And so you could fold it. So what I would do is I take, you know, a pen and stick it in the one hand and in a, I'd set it with a business card in the other hand, and I'd walk in and set it on the guy's desk, right?

And give it to him. And people love that because it was goofy and had I buy from Randy on, on his belly, right? And it was, it was different, it was goofy. Everybody else gave him some pads and a pen and I do that too. But yeah, okay. That's I'll put that in a pile of a thousand other pens and pads I've got.

Right. And, and plus what I [00:17:00] found with pads and pens is most companies nowadays have their own anyways, they'd rather be handing out their own as opposed to mine. But the funny thing is that was years ago, Leighann and the other day, a great customer friend of mine, we go back 25 years, sends me a picture out of the he says.

Look what I found and it's a picture of this and it was like, I, so I posted it because it was like, this works.

Leighann Lovely: Absolutely. And people keep for, they'll keep sending. You know, I, there was times where I had like so many mugs from so many different companies and I'm, and don't get me wrong, like most of them are like these cheap mugs and there's a time and a place where you go out and you invest in for your clients or your customers, the nice ones, right?

Because they will [00:18:00] keep the nice ones and your branding will exist. For a long time running, or it's the goofy stuff that they're like, Oh my God, I can't get rid of this. It's exactly. It's too awesome. Like, and there were stuff that I had from years ago that I was like, I just can't. I mean,

Randy Chaffee: yeah, you never get rid of that.

Leighann Lovely: It's, you know, there's just goofy things where you're like, oh, I can't, I don't know, why would I throw it away? It's funny. It's it's, it's my daughter always tries to steal it, but those are like, anyways. Okay. We're, we're getting on a tangent. So let's, let's talk more now. Like, because. Blogging and social media and how do you, when you're out there speaking, when you're out there giving talks, how do you recommend, how do you teach, train people to utilize social to [00:19:00] really push themselves forward, especially if they are an employee?

How do you, you know, explain that you don't have to just brand yourself as. an employee, but you can level up as an individual selling a product for a company?

Randy Chaffee: Well, a great question. And it's so key to remember it's like basic one on one in sales. People buy from people, even if it's B2B, which is the world I live in.

It's still P2P. There's still a, a Buyer, whatever title they have, and there's still a seller, whatever title we have, but it's still you and me at the end of the day, unless it's these trillion dollars sealed bid deals. And that that's a whole different game, but that's not what any of us would do. It's still people buying for people.

So I think. You know, a statement that I wish I could remember to give him [00:20:00] credit for, but, uh, uh, if all things being equal, people buy from who they like, know, and trust, right? And I think that's very true. All things being equal, they're not going to buy from you, even though you're 700 percent higher, regardless, right?

There's, there's, there's factors. The more relationship building we do, the less. It becomes transactional because the problem we all have in the sales world, right? That's one of the scariest words. There is that T word transactional. If all we become as a transaction, we always lose on that because either we won today.

And I'm getting off the subject, but we won today because we just happened to be too cheap, apparently, or, or whatever the case may be. But we're only going to have that business probably until the next salesperson comes in that's a little bit cheaper. Uh, it's because there's no draw to buying from Randy or for buying from Leighann, right?

So we have to very quickly [00:21:00] develop a persona. And continue to foster that persona that, and you develop it by doing, not just telling, but you got to do it, but you also got to tell that you're doing it in a way that's not in their face. And that's where social media, I think becomes, uh, so powerful. I think it's where blogging and writing and, and doing talks shows.

If you get a chance, wherever that expertise takes you, the more you're in front of people and in, in, in a non intrusive way, in a non sales way. In other words, stop selling. And just be there as that expert, that, that trusted advisor. We use that term a lot. I think it's very true. The more we do those things in front of people with no sales efforts right now, I'm not trying to sell you anything.

I'm just here to talk to you all the day about X, whatever X is. I think the more we do those things, the more we naturally build trust. Our [00:22:00] personal brand and I, and, and, and when I'm talking about building a personal brand, I never, whether you're a work for a company or you're an independent agent, as I am, you always have to respect a, the wishes of who you work for, whether it's contractually as I do, or, or I guess contractually too, but, uh, you know, as a salesperson, uh, for a particular company, as an employee, you still got to honor those wishes.

Uh, and, and maybe fight those a little bit if you need to, if they don't understand what you're trying to do, but as far as you can go with that, maybe a little farther, you really need to push their brand, right? But also my brand, because the example, my, my rep agency is Source One Marketing. I never call them and say, Hey, this is Randy of Source One Marketing.

Ever. Say ever, probably ever. It's always just Randy.

Leighann Lovely: Right.

Randy Chaffee: Because the brand is just Randy. Hey, this is Randy, right? It's, it's, and this is getting way, [00:23:00] so I don't think I'm Michael Jordan in the sports world, in the entertainment world. That's the ultimate, right? Is if you say Michael, you know what you mean.

If you say magic, you know who they mean. You want to try to get to a point in your little niche, right? That, that I, that thus my, my website, iBuyFromRandy. I can't remember what the name of his, uh, I know the manufacturers, cause if I'm doing my job, I'm also going to be promoting my manufacturers full. Why would you not?

They're, they're, they're big names. You want to use all the marketing they do as well, right? To co exist, to cross pollinate with each other. But, um, most people would say, I think I know a guy I'm going to call Randy. And I think if you do it long enough and you do it well enough and you never are putting It's like the, the chase for perfection.

We're going to always chase it and we'll never reach it because [00:24:00] it's a line in the sand that continues to move and it should, that makes us get better. But if you're doing it and chasing perfection as much as you can, one of my favorite calls I get, uh, Leighann is when they'll come say, Hey, Randy, but we'll do a little chit chat.

Say, I assuming you probably don't have this. But I know you're the guy to call to find out either a, do you, or can you help me figure out where to get it? I will jump on that. I'll call competitors. I'll call anybody I can call to try to get that information for them, because that to me is probably one of the best calls you're going to get.

Okay, I'm a sales guy. I'll say, Hey, I'd like to order three truckloads of your product. That's kind of the best, right? That's right. Honest, right? But well, beyond that. Because that tells me that they believe in me, they trust me, and they believe the two things that I want them to get out of any social media, any [00:25:00] virtual, any digital, any in person stuff that I do is I am fun, friendly, a bit quirky and goofy at times, but I'm a pro and I know what I'm doing and I'll take care of you.

And if I can get that across. And so everything that I do. In any social media, digital writing, anything that, anything that I do is always geared to that end game. And, and as long as you keep doing that, um, you, you'll just continue to grow your reputation, I guess, within your industry and be the go to person.

And that's really what you want to be, right?

Leighann Lovely: Right. And, and, and you said reputation and that's what it comes down to is if you're creating a reputation for everything that you just explained, the, the go to person, the, the trusted advisor, the, the person that knows the guy or knows where to go to get the, [00:26:00] that's, the spot where you want to, to be, always want to be, right? Absolutely. Even if somebody's calling you knowing that you, you don't have what they need. But they know that, you know, where to go, who to call, what to do, how to get it.

Um, that is, that's, that's spot on.

Randy Chaffee: Yeah. You can't get, you can't get any better now, really?

Leighann Lovely: No. And those are the calls that, you know, I, I still, you know, I come from an HR world, right? I'm still getting people calling me going, Hey, can you help me solve this HR problem?

Randy Chaffee: Oh, sure.

Leighann Lovely: No. Like, but sure. Why not?

Randy Chaffee: I'll give you a little advice.

I may not have said this, but here's what you might want to do.

Leighann Lovely: Right. Because you know, in my previous life, that's how I branded myself. And then I did that shift and I'm like, and it was scary because when you're known so well in your community one way and you shift and go, okay, well, I'm going [00:27:00] to. I'm going to go from HR lady to sales lady, people go, wait, wait, I'm confused.

Um, and for me, the pivot was easy because I was a salesperson in the HR world. And then it was just like, Hey guys, you know that I was actually selling the HR services. I wasn't the HR. I know I have an HR background, but, and they went, Oh yeah, right. Okay. We get it. But again, that's powerful when, when people know you so well, one way, and.

You know, they just, they're like, I'll just call her because she knows somebody you want. You want to be the person that knows the person or has the solution.

Randy Chaffee: That's

Leighann Lovely: when you know, you've gotten to the next level.

Randy Chaffee: Right. And so, and, and, and you can't, uh, you can't even begin for people that want to quantify everything.

And I, I get reasons for doing that and I'm not as much of [00:28:00] a quantifier as, as maybe I should be. And maybe as some people are, but. I happen to believe some things just fall into that, that, that black hole I realized, but they just are what they are.

Leighann Lovely: And,

Randy Chaffee: and I believe when you come to giving back, doing the right stuff, whatever that is, that you can't always quantify that.

And you shouldn't even try to quantify that. I think if you just have to live with the idea that, that, um, if I continue to do this all the time and that's how I do it every day, at the end of the day, I'm just going to be way better off than if I didn't. And you just got to roll with that.

Leighann Lovely: Yes. And, and that is also what you just said, really hard for salespeople.

Um, because, well, I mean, let's just be honest. Salespeople are kind of, ah, spazzy. Oh,

Randy Chaffee: they [00:29:00] know that we are, we're a weird breed, I will say that.

Leighann Lovely: So in the beginning for me to be like, okay, I got to do this. I got to do, and here's my advice for, you know, some of the younger salespeople listening, um, if you're not already doing this, you need to start immediately.

Um, especially in the beginning of being a salesperson, time blocking on your calendar is going to be what. Um, really it's, it's going to put you at next level if you're not already doing that. Um, because until you become a seasoned salesperson that is capable of just do, and even seasoned salespeople do time blocking, um, I still have to do it otherwise I'm not, I'm not functioning.

I'm, I'm going, what am, where am I supposed to be right now? And I've got 3 million things going through my head and the fun stuff always goes to the top and the stuff that is not as much fun. And, you know, Never seems to [00:30:00] get done because that's the way that salespeople think is that we'll do the stuff that we enjoy doing and we'll push off all the other stuff.

And usually for salespeople, that's cold calling. That's their prospecting. That's there. We're always chasing. Oh, this one I know is going to close. So I'm just going to follow up. Well, what happens with that is your pipeline then dries up and you're wondering why in 30 days, 60 days, 90 days, you have no prospects, right?

Time blocking is one of the most important aspects to being successful. And that means, Hey, if you need to put an hour to the side to create your material. And if you work at a company, here's what's great. Your company probably already has intellectual, intellectual material that you can use for posting on social medias and platforms.

You just need to put your own spin on it, put your own verbiage to it, put your own fun flair to it. Right. And then you're [00:31:00] time blocking for your cold calling, you're time blocking for your contract writing, following up and all of that other fun stuff. And so I don't know how I got down that tangent, but.

Randy Chaffee: No, it's a great point though. I, because I, I have, I, I time block every day. That doesn't mean because one of the things that's in my phone every morning at seven 30 automatic doesn't mean I do anything with it at seven 30, but it's a reminder to myself that whatever I did the night before, which is at seven 30 needed being as prepare.

Cause I always believe in prepping, you know, today started yesterday, if not before, but at minimum yesterday, if you get up at whatever time and get a few coffees and that's about seven, seven 30, I suppose, what should I do today? Oh, you've already lost

Leighann Lovely: or

Randy Chaffee: you're not going to be near as effective as you could have been.

Leighann Lovely: So I'm still in bed.

You're an early bird.

Randy Chaffee: I'm a little bit, a little bit. But my, the point is [00:32:00] I like to prepare or make sure I'm prepared the night before. Now, if I'm doing it right, and I don't always do it right, but if I'm as prepared as I should be, I may have to do nothing, but look at that and go, are you prepared for the morning?

I look at my calendar tomorrow. Yup. Yup. Good for that. I've got that ready. That's on my desk. I know I've got to be up at seven o'clock or five 45, whatever the case is. Right. You're going no way. But, um, but when the morning comes, I have adapt. And that's to remind myself that I may block off things, for example, because I'm a believer that he who adapts wins.

And as, as focused as we need to be, as important as we need to be with focusing on the items that are important. For example, if I put in follow up with Leighann on. The quote I sent you now, if I had an exact time to do that, of course I need to do that, but if it was like, this is the time I'm, I sat, went [00:33:00] after I talked to you last week, you know, have given you time to review it, got the samples I sent you, whatever, that's a.

I plugged in to do. That's what I'm going to do unless 15 minutes before that this customer sends me a text says, Hey, I'm ready to get this order. Go and give me a call or you got to call me right now because I don't know what you guys did, but you just screwed me up every which way, but loose. I am not that all sudden took precedent, right?

That doesn't mean I don't call Leighann. It just means now I slide it over to a different time. That's all. So I think it's important to, I love the time blocking cause I do it, but I always try to do it based on the fact that there's, there's the negotiables and non negotiables, right? Right. Teams meeting with a manufacturer, it's pretty much a non negotiable, even though with that said, they would always understand if I sent them a quick text and say, Hey, I just got this guy just called out of the blue and he's losing his mind over something I got to take care of.

Oh God. Right. Customers come first. Right. Right. But, [00:34:00] but you know, I wouldn't. Right. Just say, well, I got this team's call that came in with a manufacturer. They want to talk about a new price increase, but I'm still going to call Leanna fall upon a quote. No, I'm going to take the team's call because that's non negotiable at that point.

So I think you're right though. The time blocking, uh, is because if you don't, you're right. We, by nature, Oh, believe me, you give me, I try to live a very fit, healthy lifestyle. I like living that way, but if you give me a choice, Between a Hershey's chocolate bar and a yogurt, I'm going to probably take the Hershey's chocolate bar.

Leighann Lovely: And you're, you're, you're absolutely right when you say the non negotiables and the negotiables. There's what I like to say is the revenue generating tasks need to take precedence, customers, customer satisfaction, customer, um, that is a revenue generating task. Like that is absolutely first and [00:35:00] foremost, keeping your clients and your customers accountable.

Happy or they won't stay. So that is, that goes in the bucket of revenue generating tasks, right? And that is how I organize my brain. What are the, what are the tasks that are revenue generating, but what is also as an entrepreneur, what are the tasks that keeps my business running? So there's also a level of priority, like, right.

I have to do a certain thing as an entrepreneur. Now, if you're an employee, you're, you don't have to worry about those things. You just need, you need to worry about customer satisfaction, keeping them happy, but then you need to be doing revenue generate and I'm. Using my hand here, you need to be doing revenue generating tasks at as much as you possibly can and staying away from getting in the weeds of, oh, I need to go and research this client before I call them so that I understand them.

And you haven't even made your 1st call and an hour later, you're still on their website or [00:36:00] wait, you got lost looking at a cat video. Now, your boss is wondering why you haven't made a single call. And trust me, we've all done it.

Randy Chaffee: Yes, we have.

Leighann Lovely: Maybe it's not a cat video. Maybe it's a dog or somebody making, you know, hacks, household hacks, whatever it might be.

Yes. We've all gone, Oh crap. I just wasted an hour when my intent was just to simply see what this company

Randy Chaffee: You know, you're what my worst one is right now is, is, you know, I have some customers that I follow on, on, on Tik TOK, right. And I do some stuff on Tik

Leighann Lovely: TOK

Randy Chaffee: and I'm okay until I see Caitlin Clark video come up playing basketball.

I, I, I, I'm going to lose an hour if I don't watch what I'm doing, because I'm going to watch every single one because I'm so amazed at the, at the talent of this, of this, of Of this young lady. Right? Right. And I can't, I watch one and it becomes, well, there's [00:37:00] another one. Oh, well, there's another one. Well, there's another one.

And it's all of a sudden, what did I get on here for now? So I'm as guilty of that as ever. I mean, and, and, and I don't know about you, but an hour can fly by awful fast when you get to doing that stuff.

Leighann Lovely: Oh yeah. Oh yeah. I look at the clock and I'm like, Oh my, I'm going to be late. I, I, I've got something that I've got

Randy Chaffee: exactly, and

Leighann Lovely: I was supposed to block this for cold calling.

Randy Chaffee: Yeah, exactly. You know what? It's, it's amazing. So, but, but that's part of, that's part of, that's part of learning who's the most important person to manage. My opinion is yourself. Right. Oh yeah. And that's part of managing yourself. Cause I, I know that if I get too far into stuff like that, I will literally set a reminder in my phone to go off and in 15 minutes.

And I look and I go, why is that going? Oh, I had something else I met to do you dummy, you know, but you almost got to break that reverie right of, of, uh, cause boy, it's, it's easy to get into that. Um, [00:38:00] and, and, and being a. A believer in and a lover of the force multiplying effects that we've talked to social, it's easy for me to get into that and then not get myself back out of it because I, I'm in there all the time.

Leighann Lovely: I've lost days because, and you're right, because I also am posting on Tik TOK and posting on Facebook. I've lost, I've lost a half a day where I'm like, I'm like, All I meant to do was go and update this post and somehow I'm watching household kitchen hacks or household hacks and I don't even care about them, but they're wildly interesting.

Randy, we are coming to time. I want to give you your 32nd shameless pitch, um, before we wrap up.

Randy Chaffee: Well, I appreciate that. Thank you for the time. This is a fun, fun conversation. If you're not, my shameless pitch is this, I'm Randy. Uh, building wins live, uh, podcast about once a week on Fridays. We drop them.

Leighann was just on, I think we drop you shortly. I don't know when this show [00:39:00] is going to drop, but, um, may have already been out by the time this drops, but we had a great sales conversation. Um, coming up with a new YouTube channel right now. Let's chat with Randy, which is going to be very industry based for the metal roofing and post frame industry.

Uh, like we talked source, one marking is my rep agency and we're in the metal roofing and, uh, post train building world. And I, uh, I also, as you said, do a lot of writing, a lot of talking, working on a book. Um, just a big believer in social media and a big believer in the force multiplying effect. And if I can ever help anybody, I love to talk about all these subjects.

And there's, I, I network, I love networking. So if you have an interest in chatting about anything, I'm always open. iBuyFromRandy.com is the easiest way to get ahold of me. You find my name anywhere on social media, it's probably going to be me. So, uh, that's it. I just. Love to love what I do and do what I love.

It's good stuff.

Leighann Lovely: Randy, thank you so much for joining me today. Um, your contact information will be in the show notes. So [00:40:00] if you're looking to reach out to Randy, you can find his contact information on the show notes. So thank you so very much. Thank you. It's been amazing.

Randy Chaffee: Awesome stuff. Thank you much.